How Corporate360 CEO Jagabandhu Jena grew Corporate360 to $5.1M revenue and 300 customers in 2018.

this is the top where I interview entrepreneurs to our number one our number two in their industry in terms of revenue or customer base you learn how much revenue they're making what their marketing funnel looks like and how many customers they have now it's $20,000 per Tov I haven't experienced his head bent on global domination you just bloke on a hundred thousand units bull mark and I'm your host Nathan Laska many of you who have met in person have seen my unbelievable dashboards that I built you know I'm an analytics like crazy person I love the data and I love presenting the data and beautiful dashboards that my team can use on their mobile devices their phone and TV throughout the office now the way I do this without having to hire a big development team is that Nathan waka calm for Josh analytic it's using a company called a clip folio and I'll tell you more later on the show how I use them Nathan Rocca calm for Dragic analytics consist of six sixty two coming up tomorrow morning you learn from Trevor wolf who breaks down holly gets mega brands to pay him $5,000 to test their advertising before going live during the Superbowl period of mourning relating my guest this morning is Chandran who for founder and CEO of corporate 360 a big data marketing software startup he boots drunken vote of the company in 2012 grew the business into multi-million dollars in revenue with international clients and 40 employees across five countries prior to through corporate 360 he worked for some of the leading technology companies like si P or called Dell and NetApp in three different countries he's a college dropout a national footballer he loves data science and traveling under his leadership corporate 360 is the first international startup from Kerala bringing IT jobs to rural towns and social empowerment Roone are you ready to take us to the top absolutely that is a fantastic introduction thank you good thank you my research team did their research so that's good all right tell us what corporate 360 does in how to generate revenue um we are a state intelligence data company for business-to-business interfaces recently revenue by selling our software to a data as a service subscription model where customers would access our platform to get sales leads okay so it's a SAS platform yes okay and what I imagine is kind of a variety of price points on average what are customers paying you per month it depends on on different options we don't have a standard list pricing where we go with this the type of data or the region the customer want to go after so the typical deal size would range anywhere from 20 K onwards okay and it's the 20 K kind of annual contract yes I forgot it do you only do annual contracts or any monthly we do have some monthly contracts as well but we try to recommend our customers to go with annual or multi-year contracts primarily because we are evangelizing data as a service model as opposed to buying marketing lists because the data accuracy becomes a main issue when it comes to marketing intelligence data although when you are in a data as a service contract what happens is there is a there is an ongoing data refresh process that comes along with the contract that Allah that allows customers to maintain their data with highest accuracy in CRM and marketing automation systems to our our data platform and okay so now that we can have some context there take us back to the beginning what you're do launch the company in 2013 okay 2013 and what yet today in terms of total teammates we have familia 70 employees and five countries now okay and did you do self and kind of bootstrap this review race capital we totally bootstrapped and be sort of listing profits back in the business to grow our business so walk us through that you know when you first launched this first off how old are you back in in 2013 um I was I was thirty years old okay and what is your first crack at entrepreneurship yes so what I in your bootstraps so where did you get the money to launch the company that's a good question so I did eight years in the corporate world working for was some of the world's largest companies such as ASAP or Oh NetApp Adele you know in different countries I was I was working in sales business development and marketing roles and also consulting across these companies so I had some kind of background that saved some money from those jobs that have had however when we started the company I was I started the company with very minimal capital investment I am I died it was probably less than less than $10,000 okay and what I must not go to so I opened the website I learned some machine learning big get up algorithms and and spent a lot of time in cells and learning and having some subcontractors and in India and Philippines and and and we started sitting at home and you know from our bedrooms and started working and and that's how we grew a business so the initial investment was primarily for sort of building the application and as well as you know launching the website and doing some basic out which email campaigns gada and walk isuzu kind of take us back to the beginning again 2013 was launched a less than thousand dollars invested average contract sighs they were kind of around 20k tell us the story of a customer that's currently using you and what they specifically use you for um that's a good question so we have a different use cases in which our customers uses our product they use it across sales inside sales they would use the product for analytics they also use the product for marketing campaigns and the fourth use cases for sales operations to give you an example of one of the customer this particular customer based our Japan water to run a competitive attack and they wanted to get a competitive intelligence of one of their competitor so we were able to put it over the data and we they started with the subscription of Japan the campaign went really well they gave us a reference to the team in China and Singapore and eventually it it went down to year of NN and US market and it became a global contract where nearly four thousand six executives are using a product from a an inside sales perspective in total just just in that contract in total the contract become a global contract with multiple use cases eventually or a period of one year so doesn't this ru it's just a simple question so how many how many customers are you currently serving 300 okay and and it sounds like you have seats so how many total seats across standard paying customers is that four thousand four thousand is for one customer we have we have more than more than 40,000 people seeds that are in sold and seats per user licenses sold only for inside sales use case when it comes to analytics or marketing it's based on data and not proceed okay when you're when you're selling though these contracts you mentioned your average contract is you know kind of around 20k and you're selling that to these 300 of these companies so far what specifically are they getting when they for that kind of contract that sucks I'm trying to get at 220 gives the average deal size it could be multiple use case let's say let's take an example that an inside sales team so they would get they could come in and select the specific region such as gyro or a share or it could be even a country depending on the size of the data volume we would we would bring it to the put it together and we'll put into a contract the inside system will get access to a platform to which they will access you know sales intelligence data competitive intelligence data and also an actionable phase leads okay god it's kind of Sales Lead so this is you know I struggle with this space because you know I've talks and I've had Henry on the show from discover or we've had full contact clear bit just a ton of people in this space and it seems like most of you guys are just you're buying access to other people's data to double-check your own and then have your own combination of your own web scrapers to get kind of new data are you using any other data sources besides those so that's what we're trying to create a differentiator we are not a part of any data syndicate we are not buying and selling data from each other they're not a product we need data reseller partners ship then order listen broker we source our own data through our own algorithms yeah but let me brain but if I break that down and call what it is those algorithms are web scrapers right or or not what are they they are web scrapers as well as we gather the data from unstructured data sources for example it could be even a bunch of resumes millions of databases of resumes carry right because it's all so different kind of algorithms including web mining it got it and how do you again so how do you differentiate yourself from say a full-contact it might be doing the exact same thing full-contact is a great company they focused on collecting a lot of data from syndicates and they also have social intelligence as well now if you look at there are hundreds of companies who has contacts data solutions social data gathering solutions but are the question that we need to ask is other really sales kids are they really actionable save leads so so so that's what we bring in our differentiator not burn around so like these are big company so I can came on discover we are doing over five million dollars a month in revenue right and so they also look at unstructured data it's not just social data the question I always ask these kinds of companies is like if everyone's looking at the same kind of data set how do you actually differentiate yourself um so so so the way in which we do this is we gather the data and we have predictive...