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EP 512: $70M ARR B2B SaaS with DiscoverOrg CEO Henry Schuck

EP 512: $70M ARR B2B SaaS with DiscoverOrg CEO Henry Schuck

FromSaaS Interviews with CEOs, Startups, Founders


EP 512: $70M ARR B2B SaaS with DiscoverOrg CEO Henry Schuck

FromSaaS Interviews with CEOs, Startups, Founders

ratings:
Length:
19 minutes
Released:
Dec 18, 2016
Format:
Podcast episode

Description

Henry Schuck, CEO of DiscoverOrg. He’s a leading entrepreneur in sales intelligence and lead generation. Under his leadership, DiscoverOrg built the industry’s most accurate, highest quality, contact database through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments. Famous Five: Favorite Book? – Good Boss, Bad Boss What CEO do you follow? –  N/A Favorite online tool? — Gmail Do you get 8 hours of sleep?— I do If you could let your 20-year old self, know one thing, what would it be? – “Work harder than you could ever imagine working”   Time Stamped Show Notes: 01:40 – Nathan introduces Henry to the show 02:13 – DiscoverOrg provides deep intelligence on the company and the contact information of buyers of 60,000 companies worldwide 02:38 – DiscoverOrg is selling the data on a subscription basis 03:09 – Henry worked for a company similar to DiscoverOrg when he was an undergrad 03:28 – Henry’s colleague asked him to build a similar company which is now DiscoverOrg 04:04 – Henry’s acquired iProfile 04:40 – DiscoverOrg is owned by TA Associates 04:58 – DiscoverOrg was self-funded in annual contract value in 2014 05:56 – Henry was approached by different private equity firms in 2012-2014 06:26 – Henry shares the reason why they chose TA Associates 07:45 – Customers pay annual access to the platform which is a SaaS platform and they pay for specific data 08:22 – Average annual RPU 08:46 – Average ARR 09:20 – How Henry manages churn 10:46 – CAC 11:16 – Henry and his team are based in Vancouver, Washington 11:27 – Team size is 315 11:40 – Lifetime value 11:55 – Customers stay with DiscoverOrg for 3-4 years 12:23 – What keeps you motivated in doing this? 12:30 – Henry has a 6 month old daughter and he wants her to see that he works hard, he also wants to make it a success for TA 13:29 – Connect with Henry through LinkedIn and Twitter 15:27 – Annual renewal rate is over 90% 15:46 – DiscoverOrg is continually building new data 16:00 – The Famous Five   3 Key Points: Teach users not only how to use a platform, but how to utilize it to INCREASE their revenue. Have a business that is profitable. Work harder than you could ever imagine working, that’s where you add value.    Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences @HenryLSchuck – Henry’s Twitter handle LinkedIn – Henry’s LinkedIn account Show Notes provided by Mallard Creatives
Released:
Dec 18, 2016
Format:
Podcast episode

Titles in the series (100)

Over 10M founders, CEO's, and investors have downloaded this 15 minute daily podcast from Nathan Latka. Each day Latka interviews a software (SaaS) CEO and gets them to share how they've grown (or not) so fast all backed by hard data points. To date, over 1000 CEO's have been interviewed that together do over $6b in revenue, have raised over $5b, and employ more than 180,000 employees. The magazine for CEO's: http://nathanlatka.com/magazine The Book for CEO's: http://nathanlatka.com/bookamazon