BROADCASTS.com

Dave Currie. He\u2019s an entrepreneur-leader in the sales intelligence space, specifically for advertising, media, and the tech industry. Since 2014, he\u2019s directed the company on a rapid innovation and growth trajectory. They are recognized by their customers and the industry as one of the largest, agile, fast-growing, private companies and the best place to work in America\u2014the company, TheListInc.com.

Famous Five:

• Favorite Book? \u2013 The Hard Thing About Hard Things
• What CEO do you follow? \u2013\xa0 Kyle Porter
• Favorite online tool? \u2014 N/A
• Do you get 8 hours of sleep?\u2014 Absolutely
• If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cBalance is as important right now as you thought about it then. Being healthy is #1. Work and everything fall into place when you got your priorities stacked up the right way\u201d

\xa0

Time Stamped Show Notes:

• 02:40 \u2013 Nathan introduces Dave to the show
• 03:20 \u2013 The List is also known from their other products
• • 03:34 \u2013 Winmo was launched last year
  • 03:41 \u2013 Winmo is the lead brand
• 03:52 \u2013 Winmo is a subscription-based, sales intelligence platform
• 04:01 \u2013 Winmo provides sales intelligence to national advertisers
• 04:28 \u2013 Winmo has an annual subscription
• 04:45 \u2013 Annual subscription increases the valuation
• 04:55 \u2013 Winmo has been completely bootstrapped since day 1
• 05:09 \u2013 The List started in 1995 and went online in the early 2000s
• 05:25 \u2013 Dave came into The List in 2005
• 05:45 \u2013 The List is a joint venture with a company in the UK
• 06:08 \u2013 The team currently has 85 members
• 06:27 \u2013 Average annual customer pay
• • 06:38 \u2013 Winmo initially charges $400-500 per user annually
• 07:07 \u2013 CAC
• • 07:14 \u2013 \u201cWe\u2019re very deliberate with our marketing efforts\u201d
  • 07:24 \u2013 2014 paid marketing expenditure was around $100K, but was toned down currently to $50K
  • 08:03 \u2013 The $50K would go to Google AdWords and some retargeting
  • 08:17 \u2013 Dave\u2019s target CAC
  • 08:50 \u2013 Dave\u2019s looking into 25% conversion rate
• 09:17 \u2013 Winmo has 4 targets in the UK and USA
• • 09:44 \u2013 Winmo also sells to marketing services agencies
• 10:19 \u2013 Winmo has a good customer retention
• • 10:46 \u2013 Winmo is just a bit stronger in the media space over the agency
• 11:30 \u2013 Winmo\u2019s customer retention is a bit lower than revenue retention
• 12:05 \u2013 Lifetime Value
• • 12:24 \u2013 Dave calculates retention on a 90-day cycle
• 13:06 \u2013 The question of when you consider a customer a \u201cnew customer\u201d
• 14:10 \u2013 Average number of customers
• 15:35 \u2013 Average MRR
• 15:52 \u2013 Dave shares what is considered healthy in his business\u2019 space
• 16:28 \u2013 Dave is part of the succession team of The List
• 16:46 \u2013 Dave and the team is not looking into going out and will just stick to being bootstrapped
• 17:05 \u2013 Dave won\u2019t sell the company for $90M or higher
• 19:30 \u2013 The Famous Five

\xa0

\xa0

3 Key Points:

• Be deliberate with your marketing \u2013 it pays off in the end.
• A healthy business can stay bootstrapped for a very long time, and still be OK.
• Regardless of whether you're young or old, new to business or not, balance is KEY.

\xa0

Resources Mentioned:

• The Top Inbox\xa0 \u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Organifi \u2013 The juice was Nathan\u2019s life saver during his trip in Southeast Asia
• Klipfolio \u2013 Track your business performance across all departments for FREE
• Acuity Scheduling \u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\xa0\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\xa0\u2013 Nathan uses Audible when he\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Freshbooks \u2013 Nathan doesn\u2019t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW
• Show Notes provided by Mallard Creatives