How Nutrisense Grew from $11.9M to $39.6M ARR in 12 Months Serving 15,000 Customers (Interview with COO Dan Zavorotny)

Introduction and Revenue Snapshot

Nathan Latka

00:00Guys, nutrisense.com, they're doing 3,300,000 a month today in revenue up from call it just under 1,000,000 a year ago. So really healthy growth past twelve months. They got going back in 2019 marketing, pre marketing inside of Facebook groups like the Ketogenic group and Oura Ring group. Once they presold and had traction, they did a $2.50 ks seed round. They raised about $32,000,000 to date to scale this company. Now a team of 170 people. Again, you wanna

00:20measure your glucose levels. You put a little white thing on the back of your arm, you get the app, you pay about $2,200 per year if you want a twelve month plan. They've got a nice CAC arbitrage as they spend about $200 to get a new customer now looking to scale. Hey folks, my guest today is Dan Zavorotny. He's the co founder and COO of nutrisense, a metabolic health company that helps anyone discover and reach their

00:39health potential. Under his leadership, the company has become one of the fastest growing startups in America. He's led the company through rapid growth, building a team of a 170 employees in just over three years and raising $32,000,000. Dan, you wanna take us to the top?

Dan Zavorotny

00:52>> Let's do it.

Direct-to-Consumer Business Model

Nathan Latka

00:53So just to be clear, is this sort of a d to c company, or is this pure play software, b to b?

Dan Zavorotny

00:57>> Sure. We're purely d to c right now. It doesn't mean we're not gonna go b to b. Our belief system is that as specifically around the health care industry, it's very hard and long takes to go to b to b. So the trend's been go direct to consumer, show folks what is possible, and then push the industry in the b to b direction so they can start asking for it and making progress.

Subscription Plans and Churn Philosophy

Nathan Latka

01:21Mhmm. So so how I mean, how do you do with churn? Right? I mean, is it a subscription fee, and how do you keep folks engaged long term?

Dan Zavorotny

01:27>> Yeah. So people sign up for subscription. We have different options anywhere from one, three, six, or twelve months, and people commit to a certain time frame. And the churn, you know, for direct consumers is always an issue. But But the way we look at churn is as long as there is at least three to one contribution margin lifetime value to our CAC, we're always happy with that. So as long as we keep maintaining that, we're always

01:50>> pleased. You know, in theory, if you're ever as long as you're above one to one ratio, you're always successful. Right? Because then you just have to cover your fixed cost. But three to one is really what we aim for all the time.

Customer Acquisition Cost Breakdown

Nathan Latka

02:00And so what do you spend on CAC typically?

Dan Zavorotny

02:04>> So our CAC's range. You're referring to, like, absolute dollar amount?

Nathan Latka

02:08Sure.

Dan Zavorotny

02:09>> Sure. Our CAC's range based on channels, but it goes anywhere from free to all the way up to, like, $300. Right? It really depends on a channel we use. Mix from Instagram, Twitter, Quora, Pinterest. I mean, really, every single YouTube influencers, every single channel you can imagine.

Nathan Latka

02:26But if you look at all of your paid spend last month divided by the new customers driven from those paid channels, what would the weighted average CAC be? Something like a 150, $200?

Dan Zavorotny

02:35>> Yeah. Around 200. Somewhere around 200.

ARPU and Pricing Structure

Nathan Latka

02:37Interesting. And what what are they paying? So so what's the average customer paying per month, per six month, per year?

Dan Zavorotny

02:42>> Sure. So it's a we so we do look at the CAC LTV ratio in two different ways. One is the gross booking. One is the actual realized LTV. And the reason I say is because some of us might sign up for, let's say, six month plan, and that might be a $1,200 plan. They're paying however, they may actually like the program so much, they may stay for an extra three, four months. So what we realized with

03:07>> our customers is our products direct consumers, we can continuously iterate on it. So the retention actually improves. So we see this when we first started to give you context. We first started people would stay for like three weeks. Right? And now we've rated to the point people are staying seven, eight months on average. And a lot of times it's just we basically once we get someone in the funnel, we now have the ability to keep consistently

03:28>> trying to convince them stay longer. And so every it's not the same time where it's like you have a, you know, two year contract, you're done. It's more of we try to understand actually getting to call their customer basically monthly to understand like, what is it you like? And if we're close to solving your problem, great. What's the next problem you wanna solve? Right? I think if you take a look at specifically around the healthcare system

03:47>> and the health itself, that's one of few things that will never go away. Right? If you think about, you know, car, you bought a car, you have a car, now you're good. With health, unfortunately, people say we start dying at the moment we were born. And so how do we make sure we prolong your health as long as possible and solve in some ways. Right?

Nathan Latka

04:07So, Dan, just to be clear, I know you have multiple different price points, but the the average if if we you know, if a six month plan divide by six, right, to get a month, and the monthly ARPU is about what? A $100, $200?

Dan Zavorotny

04:17>> Around $2.25.

Nathan Latka

04:19$2.25. Okay. And the cheapest that they can get that effective per monthly cost would be if they sign up for, a year long plan. Maybe it goes down to, like, 180 a month or something like that.

Dan Zavorotny

04:28>> Yeah. Exact exactly. Yeah. Yeah. You're right on nail.

Nathan Latka

04:31Oh, it's 100 and Okay.

Dan Zavorotny

04:33>> Well, it's like I think it's like 189 or something like that.

Nathan Latka

04:36Okay. So that would mean the annual plan is, what is that? Something closer to 2 to $2,200?

Dan Zavorotny

04:42>> Yep.

Nathan Latka

04:43Oh, what's going on there, YouTube? Good to see you guys. Now imagine this. You love watching these interviews with SaaS founders. But imagine if we took all of the valuation data out from over 2,807 interviews I've done manually, saves you a lot of time. Well, we've done this, we've built it into the beautiful interface inside of Founderpath. Check this out. I'll show you how you can access this in a second. But you log in, you connect

05:07your Stripe account, you see your valuation real time, you can see what it changed over the past eighty eight days and even set goals for valuation this year. Now the secret evaluation is there's many different ways to value a SaaS business. So the reason you're gonna see three or four different valuations inside of your Founderpath dashboard, this is all free by the way, is because depending on who's doing the buying of your SaaS company, you're gonna

05:31get a different valuation. A VC is gonna pay a different valuation, Private equity firm is different. If you're gonna do a minority sale, that's different. And if you sell the whole business, that's a different valuation. You can see all those when I hover over here. Right? So the teal is what a VC would pay. Yellow is what private equity And red is if you sold the whole thing outright. Now what's cool about this is this is

05:53not built off random data. Again, you guys hear these interviews on YouTube. All these datas are built from real time valuation data points founder share with us on the show. So traction 1,200,000 seed round 3.7 raise. They sold 22% of their business. Go in here and filter by the event. Maybe you only wanna see companies that have sold the whole business. Well, here are a bunch that have been acquired the valuation and the multiple. Maybe you're

06:19going out right now and you're raising your seed round. We'll go in here and look at all this recent seed deals that went down, what they raised, what valuation they raised at and what percent that they sold. There's never been a larger dataset of SaaS valuations than what you can get now inside of Founderpath. And we're thrilled to bring it to you. All right. We're gonna go back to the YouTube video here in a second. But

06:41if you wanna check this tool out, if you wanna jump in and sign up, you can check it out for free to get your valuation at this link, this link, founderpath.com/products/valuations. Or if you go to founderpath.com and hover over products, click on get your valuation here, and go ahead and sign up to give it a whirl. Again, all that valuation data live right inside the platform. I hope to see you there. Alright. Let's jump back into

Product Deep Dive: CGM Hardware and Medical Prescription

Nathan Latka

07:07the interview. Walk me through okay. So so we've jumped right in economics really quick here. Let me just take a step back for a second. Right? So you have, you know, it's all about health, but I think there was a physical monitor, people are bringing them back of their arms, appetized too, and you're mainly focused on glucose. Give us more detail on the product.

Dan Zavorotny

07:22>> Sure. So basically there's three pieces you get. You sign up and we write a digital medical prescription in your state for you through our health partner or device called Continuous Lupus Monitor. Then we add analytics on top of that.

Nathan Latka

07:35Why is that important? Why is that important that you file official?

Dan Zavorotny

07:39>> Which part? The medical question.

Nathan Latka

07:40Why is that important that you've, that first thing you just said sounded very official? Why is that required or why is that needed?

Dan Zavorotny

07:46>> Yeah, so when these devices came out, were specifically focused on type one diabetics and it was meant for insulin injection. As the Medicare and Medicaid system expanded, they realized this is effective for type two diabetics who are insulin injections. But that was the focus of the device when it first came out. As the device became more and more effective and the life of the device was lasting longer, they started expanding the codes for what they could

08:12>> use it for. And so these devices basically track your glucose in real time 20 fourseven nonstop. And when they first came out, they were tracking for like four hours at a time, then became eight hours at a time, then a day, now they're tracking in fourteen hours at a time. And so that's the piece that makes this device and part of our package so expensive is because the hardware is still pretty innovative. And so until the

08:35>> life of the devices gets longer, you have to keep replacing it all the time. And so really we're still at the cutting edge of technology, what's physically available for the buy wearables. You might've heard, for example, Apple talking about how they may release some sensors that are looking at your glucose through light spectrum. These devices currently penetrate the skin just a couple millimeters and they sit below the blood skin level and they actually track your actual

09:01>> blood. And that's what they send to your phone. So the hardware is expensive.

Nathan Latka

09:06How expensive? What does it cost you to make one of these little white devices?

Dan Zavorotny

09:10>> So we actually don't manufacture them. We take it from a third party. There's a couple of companies out there. There's Medtronic. There's Eversense. There's Abbott. There's Dexcom. So we partner with these companies. They manufacture it. What we do really is we focus on the software analytics on top of it.

Nathan Latka

09:26What do you pay for, though? You have to source them somehow. Right? Yep.

Dan Zavorotny

09:30>> Yeah. Yeah. Yeah. That part, we, you know, we have negotiate contracts. That part, we have to, unfortunately, keep ourselves. But

Nathan Latka

09:35Well, what's the range? Mean, are we talking like a like a like a dollar a thing or like a $100?

Dan Zavorotny

09:39>> Oh, no. No. No. It's expensive. Expensive. Right? So, it ranges anywhere from, like, 100 to $140 per month. So these things are eating up a good amount of margin for us.

Nathan Latka

09:52Sorry. Break that down though on actual per, like, unit basis. Right? Because I don't know what per month means. Right? Don't know how many devices you go through in one month. So one shot device is gonna cost what?

Dan Zavorotny

10:01>> $2? Any no. No. No. No. So that's where the manufacturers make all the money. Right? For us, it ranges anywhere from 40 to 60 per device the last fourteen days.

Nathan Latka

10:14So so the consumer is paying $40 for one device that lasts fourteen days or you're paying your supplier $40 for enough devices to last forty days?

Dan Zavorotny

10:23>> We're paying our supplier that

10:26>> to last fourteen days.

Nathan Latka

10:27Of fourteen days. And how many white devices would an average human go through in fourteen days if they're using nutrisense?

Dan Zavorotny

10:34>> Something's like so you need one device for fourteen days. Once you put it on, it stays on your arm for fourteen days.

10:40Oh, okay.

10:40>> And, basically, that will use a fourteen days if you sign up for a month, you get two devices per month.

Nathan Latka

10:47I thought you said earlier that these last for fourteen hours. Did you mean to did I mishear you? Fourteen days?

Dan Zavorotny

10:52>> Sorry. When they started, so the hardware has been improving over the last decade. So when it started, it used to be last four hours, then ten hours and fourteen, and it became longer, longer than a day, then two days, and now it's fourteen days.

Nathan Latka

11:04Oh, I see. Okay. So just to put that all in a shell, if you guys go to nutrisense.ai, you're for a plan. You're paying Nutrisense $225 a month or a six month or a twelve month plan. You're getting one wipe device that you stick on the back of your arm. It costs Nutrisense $40 to source that from the supplier. They make that up with the monthly fees they charge you, but that stays on there for fourteen

11:24full days. In showers, out of showers, in the pool, out of the pool, whatever. And so you go through two per month. And you you see Yeah. 12 or something if it's a six month plan.

Dan Zavorotny

11:32>> You gotta yeah. You gotta double that up because if you only if you'd sign up for a month plan, let's say, you need to get two of these devices.

Nathan Latka

11:39Yep. Yep.

Dan Zavorotny

11:41>> Okay. With two devices and you get

Nathan Latka

11:43I'm with you. Alright. So now we're past now we're past the hardware. Now let's get into the I cut you off when you started talking about the app. Let's talk about the app.

Dan Zavorotny

11:49>> Yeah. So remember there's a little part. We need to also pay a medical third party provider to write the medical prescription for these devices. So it's the other part. So there's online consult.

12:02>> And then so we have to pay for that no matter what the doctor decides, whether they want a prescription or not. And so we pay for that. We send an information to the doctor. They've decided if they want a prescription, then that gets routed to a pharmacy partner. Then that fulfills the product, the hardware itself.

Nathan Latka

12:18My gosh, this is complicated.

Dan Zavorotny

12:19>> So all up on the stage, actually take all the risk with very little benefit. Right? So it's all about trying to get the consumer to get the opportunity to track their glucose in real time.

Nathan Latka

12:31So what is, I mean, if somebody pays you, like I'm used to interviewing you as pure SaaS founders, margins are always like 5% gross margin, right? I'm getting this sense very quickly. If someone pays you $2,200 for a yearly plan, your margin is not 85%.

Dan Zavorotny

12:44>> No, it's not. No. This is why this makes it fun. Right? Because I think it's hard. You know, there's the medical side of it. There's the hardware, there's the software. There's also human portion here too. And I think that's what we this is why we went into this because it's a problem that nobody wanted to attack because it's a hard problem to solve.

Nathan Latka

13:01Mhmm. But your margin I mean, this could be down as, I mean, your margin would be, like, 10%, something like that. Right?

Dan Zavorotny

13:07>> On a gross margin perspective?

13:09Yeah.

13:09>> Yeah. No. We get I mean, we're we get better now because we start scaling the there's to give you some context, we we also have dietitians as well. So there's a human perspective as well on this that keeps coaching you through your data. Mhmm. But we get down to, like, 50%. And that's now as we're scaling, when we started, it was really, really poor. But the nice thing is with unit economics getting better as you scale

Gross Margin and Unit Economics

Dan Zavorotny

13:32>> the business, you get some improvements there.

Nathan Latka

13:35Yeah. Let's let's get more history here. When did you launch the business? What year?

Dan Zavorotny

13:39>> So we launched September 2019.

Nathan Latka

13:412019. And how many white devices have you shipped total to date?

Dan Zavorotny

13:47>> So we've had somewhere around 50,000 people use the platform

13:52>> In regard to the number of devices shipped themselves Right?

Company Origins and Launch Story

Nathan Latka

13:55They paid something Yeah.

Dan Zavorotny

13:57>> 50,000 people are paid to us for at least one month or longer.

Nathan Latka

14:01Yep.

Dan Zavorotny

14:03>> They range for people again. Five zero.

Nathan Latka

14:05Five zero, not one five.

Dan Zavorotny

14:07>> Right? 50,000? No. 50, 50000. Yes.

Nathan Latka

14:11Okay. Well, then that means you've shipped at least a 100,000 devices.

Dan Zavorotny

14:15>> At least significantly more than that.

Nathan Latka

14:18Yeah. Interesting. Okay. And then you talked obviously about churn seven to eight months average. How many are still actively sort of paying today and engaged with the platform?

Dan Zavorotny

14:28>> Yeah. We're anywhere we're somewhere like around 15 to 16,000 people a month.

Nathan Latka

14:33Oh, wow. Okay. I mean, that's pretty good. So so do you see any behavioral patterns where somebody maybe a year ago would use you for six months, they stop for six months and they start again? And if so, do you count that as churn then a reactivation or how do you, from a unit economics perspective, match that?

Dan Zavorotny

14:49>> So we actually subgroup people into different categories of, are they here just to, like, do a one time use? Are they on a continuous use? Or are they more of, a health check-in? Right? And based on that, we look at the LTV separately. So for example, a lot of people, they don't need us all the time. And they look at us almost like an annual physical. They're gonna come back year after year for one month, but

15:11>> they're gonna come back three years straight. It's the same thing like, you know, you go to doctor, you don't need to see doctor every single day, but you do wanna go see annually and sometimes semi annually. So we actually split up those people into different buckets. And based on that, we determine how we wanna track their LTV.

Nathan Latka

15:26Interesting. Very interesting. Okay. So you get going in 2019. You get your first customers in the door. I guess walk me through funding capital structure. You mentioned you have raised capital. When was the first round?

Pre-Sales via Facebook Groups

Dan Zavorotny

15:37>> Sure. So we got revenue before we ever got before we built the product actually, and before we raised a single dollar for money. We just started trying to conceive if anyone wanted this. Because we let's get slow and see if there's anyone who wants the product because people thought we were crazy. Probably didn't even wanna stab themselves in the arm and then track and let someone else read their data and give them feedback all the time.

15:59>> Right? And so we started to try and see if wanted it, and we just put up a landing page and said, hey here. And just went to Facebook groups and just started telling people in Facebook groups.

Nathan Latka

16:10What was the first Facebook group that you used? It got, you know, your early customers.

Dan Zavorotny

16:14>> Yeah. There's two that stuck out. It was, the ketogenic groups, people who follow ketogenic diet, and then also people that have O rings. So those two groups seem to be really into this right away. And we said we wanna build this. If you believe in this, sign up and we'll let you know what's built.

Nathan Latka

16:34What was that? People actually came in for payments. On the landing page.

Dan Zavorotny

16:37>> It was $500.

Nathan Latka

16:39And what did you tell them? Like, Give us six months and we'll deliver it to you. Otherwise, we'll refund you?

Dan Zavorotny

16:44>> We said, pay us and then we'll let you know when we're ready. We didn't even tell them when, you know, when we're gonna launch us or not. Right?

Nathan Latka

16:54How long did it take?

Dan Zavorotny

16:56>> It was it took my co founder like three weeks launch.

Nathan Latka

17:00So so to so people pay you 500, but, like, let's say you're launching today, I pay you 500. I'd have to you actually got things out to me that who prepaid in three weeks.

Dan Zavorotny

17:08>> So we need to build a software. Right? Because we had to build our own software analytics. And my co founder who was an engineer in my background, he said, Hey, let's see people actually like show me that there's demand for this. So as I went and got people to prepay, he's like, Woah, this is real demand. People want to prepay for some doesn't exist yet. Then he just, and then he drink a lot of coffee for

17:28>> and just sat there and pumped out the first version of the software and released in three weeks. The problem is that when we released, it was coincided with iOS 13 release. I think it was the newest iOS back then. It was 13 or 14, I'm trying to recall. But we didn't anticipate the night mode, which basically makes your phone go or have one black screen from, like, 10PM till six in the morning. So people are paying,

17:51>> you know, $500 and they can use the app for half the third of the day. So that was a really fun thing to you know, fun challenge to solve. So that's know, lunch went well. A lot of, me acting as customer score after that, and we said, okay. People want this. Now let's actually, you know, try to plan out the next couple months and see how we're gonna keep going and try to go raise money and

18:12>> things like that.

Nathan Latka

18:13Well, us we're running out of time here. Take us to the funding though quickly. So when was the first round? How much was it for?

Dan Zavorotny

18:18>> Sure. The first round is was actually Techstars and one angel, and we got total of $250,000. That was 2019? This was 2020, about three weeks before the pandemic COVID.

Funding History and Capital Rounds

Nathan Latka

18:32And then, you know, Techstars, I think, was doing a 125 for 7% back then or something like that. So what you sold like 10% of the company back then?

Dan Zavorotny

18:40>> Exactly. Yep. And then we we were gonna, you know, go raise millions of dollars after that, but, unfortunately, it hit COVID hit and we're like, alright. Guess we have to survive on revenue instead.

Nathan Latka

18:48Awesome. Then was this when was the second round? What year?

Dan Zavorotny

18:52>> So the second round happened about a year later. We've raised another $1,200,000 after that.

Nathan Latka

18:58And that was in '20 late twenty twenty one?

Dan Zavorotny

19:00>> Yeah. Exactly.

Nathan Latka

19:01Seed? Would you consider that your seed?

Dan Zavorotny

19:04>> Yeah. I guess you can call it seed. Was all unsafe now. Yep.

Nathan Latka

19:07Yeah. Fair. Okay. And then most folks in seed, you know, they're selling 15 to 20% of the company. Were you sort of in that same range?

Dan Zavorotny

19:14>> Yeah. Exactly. That's you're very good at this. I feel like you're getting the numbers better than I am.

Nathan Latka

19:19Well, I just go with averages. I interview so many founders. So okay. Cool. And then close-up the funding story here before we wrap up. I guess there was another round that happened.

Dan Zavorotny

19:26>> Yes. Then we did another round for about 5,000,000, a year later, and then we did another 25,000,000 a year later.

Nathan Latka

19:3725,000,000 would have been what, like, earlier this year?

Dan Zavorotny

19:40>> 25,000,000 was actually in August 2022.

Nathan Latka

19:44Okay. And the so the 5,000,000 so you did a 5,000,000 and a $25,000,000 round in 2022?

Dan Zavorotny

19:51>> Yep.

19:52Yeah. Okay.

19:52>> And The dates are different.

Nathan Latka

19:53Yep. Yeah. I know. That's great. Okay. Cool. So that's your funding. You know, you raised 31, 32, 33,000,000. I think

Dan Zavorotny

19:59>> the dates on the five might have been earlier. I think it might have been 2021 again and then 2022 before the '25.

Revenue Growth and Marketing Channels

Nathan Latka

20:04Oh, I see.

20:05I see. Okay. Cool. Series a standard there, ten ten, 15% of the company like that. Yeah. Okay. Cool. And then I guess, you know, do you do you talk about Facebook groups as your first users? You're now at 15,000 customers. You told us earlier ARPUs, average revenue per user per month is something like $220. I mean, that would put you at something like 3,300,000 a month in revenue right around there. Is that about right?

Dan Zavorotny

20:25>> Yeah. You're in a ballpark.

Team Size and Engineering

Nathan Latka

20:26Okay. We're getting that. If that's where you are today, where were you a year ago so we calculate growth rate?

Dan Zavorotny

20:31>> A year ago, we were about three and a half less stats. So somewhere around little under 1,000,000

20:39>> a month.

Nathan Latka

20:40Wow. And MRR?

Dan Zavorotny

20:42>> Yeah. MRR. Yeah.

Nathan Latka

20:43Wow. Okay. So holy crap. So you've seen it. Most of your growth has come over the past twelve months, and what happened? That that's incredible growth. You, like, three x.

Dan Zavorotny

20:49>> Well, I mean, the year before that, we did about seven x.

Nathan Latka

20:53Oh, okay. Smaller numbers though, but still going from a million to 3,500,000 a month is incredible growth in a couple of months. How'd you do it? Was there a new channel you turned on, Facebook ads, what was it?

Dan Zavorotny

21:03>> It was everything. I mean, it went from the first two years, I did all the marketing by myself, and the next year and a half was building to my marketing team. You know, now we have a 18 person marketing team, and it's everything from SEO, Facebook ads, Google ads, Twitter, Quora, Pinterest, every single thing you can imagine, influencers. But it really went from just omnichannel to multichannel with, like, 13 different channels all pumped in the same

21:25>> time.

Nathan Latka

21:26Wow. How many are the team full time today? Everybody.

Dan Zavorotny

21:29>> I'm sorry?

Nathan Latka

21:30How many are on the team today full time? Everybody.

Dan Zavorotny

21:33>> On the marketing team specifically?

Nathan Latka

21:35The whole team. Everyone.

Dan Zavorotny

21:36>> Oh, the whole team, a 170 people.

Nathan Latka

21:38One seventy. Interesting. How many are engineers?

Dan Zavorotny

21:41>> Engineers currently are about 25. That's including data science team as well.

Nathan Latka

21:46Interesting. Yeah. Very interesting. Okay. Cool. So so, hardware, software, recurring revenue, you sometimes recover CAC instantly if they pay for six months upfront. You only spent two hundred bucks on the core ad. Right?

Dan Zavorotny

21:59>> So we used to do this upfront, but we realized that's you know, we wanna make try to slowly work toward making us affordable to more people. So we got rid of the prepayments. At first, we have prepaying because it actually helped funnel the company.

Nathan Latka

22:10100%.

Dan Zavorotny

22:11>> That's how we had we didn't to raise much money because we're able to just get cash and run that business that way. But we could remove that. Now it's monthly payments.

Nathan Latka

22:19Okay. That's fair. Interesting. So so you you lose your arbitrage on payback period there a little bit, but you still have a healthy LTV to CAC ratio. Right? You get paid back in, like, two, three months.

Dan Zavorotny

22:29>> Exactly. Yep.

Nathan Latka

22:30Yeah. Interesting. Okay. What's so so I guess as we wrap up, if people wanna learn more about this, where can they where can they find you online? Sure.

Dan Zavorotny

22:37>> You can find me at LinkedIn. Always happy to help and other entrepreneurs. Dan Zavorotny. You could sign up for a newsletter on nutrisense.com. We actually finally got nutrisense.com. We couldn't afford nutrisense.com before. Now we have made a little bit of money. Now we can we finally went in

Rapid Fire: Books, Tools, and Lessons Learned

Nathan Latka

22:50a Juan, what what'd you pay?

22:51What'd you

22:51pay for the.com?

Dan Zavorotny

22:53>> Well, let's say for the iio, we paid $7.

Nathan Latka

22:56Okay. So the.com in mid tens of thousands.

Dan Zavorotny

23:00>> How about that?

Nathan Latka

23:02Okay. That's that's actually not too bad for the the.com. That's pretty good. Alright. And and then final five here, rapid fire. Number one favorite book?

Dan Zavorotny

23:10>> Lead startup, big fan.

Nathan Latka

23:12Number two, is there a CEO you're following or studying?

Dan Zavorotny

23:15>> Yeah. It's actually it's interesting. My co founder, my CEO, because as you my job as chief operating officer, I have to basically be the opposite of him. Whatever So he gets good at, I have to go do something else. Right? So I'm constantly just looking at what he's improving at, what he's getting you know, what he's not focused on so I can compliment him in that direction.

Nathan Latka

23:32Awesome. Number three, what's your favorite online tool for building nutrisense?

Dan Zavorotny

23:36>> Air table.

23:37>> Yeah. We used air table for everything for the first three years.

23:41>> Yep.

Nathan Latka

23:42Number four, how many hours of sleep do you get every night?

Dan Zavorotny

23:44>> Much more now than before. Before I was like five, six, now I'm getting nine.

23:49That's amazing.

23:49>> I feel like self sleep critical, sleep is just incredibly critical, more important than even general nutrition.

Nathan Latka

23:55100%. And what's your situation, married, single, kids?

Dan Zavorotny

23:58>> Single at this point in time. Okay.

Nathan Latka

24:01Any kids or no?

Dan Zavorotny

24:02>> No kids. No kids yet.

Nathan Latka

24:04Okay. And, Dan, how old are you?

Dan Zavorotny

24:06>> I'm 34. 34.

Nathan Latka

24:08Last question. Something you wish you knew when you were 20.

Dan Zavorotny

24:11>> I I think it's having a mindset that failure is part of the process. I mean, it's great not to fail, but worse comes worse, you learn a bunch. And there's no risk really. Right? What's worse happens? You get a job. And I think that was a fear that I've always had, and I never took that chance, but it finally took the chance as an adult.

Nathan Latka

24:28Guys, nutrisense.com, they're doing 3,300,000 a month today in revenue up from call it just under 1,000,000 a year ago. So really healthy growth past twelve months. They got going back in 2019, marketing, pre marketing inside of Facebook groups, like the ketogenic group and Oura Ring group. Once they pre sold and had traction, did a $2.50 ks seed round. They raised about $32,000,000 to date to scale this company. Now a team of 170 people. Again, you wanna

24:48measure your glucose levels. You put a little white thing on the back of your arm, you get the app, you pay about $2,200 per year if you want a twelve month plan. They've got a nice CAC arbitrage as they spend about $200 to get a new customer now looking to scale. Dan, thanks for taking us to the top.

Dan Zavorotny

25:01>> Thanks for having me. Appreciate it.

Nathan Latka

25:03One more thing before you go. We have a brand new show every Thursday at 1PM central. It's called Shark Tank for SaaS. We call it deal or bust. One founder comes on, three hungry buyers. They try and do a deal live and the founder shares back end dashboards, their expenses, their revenue, ARPU CAC, LTV, you name it, they share it and the buyers try and make a deal live. It is fun to watch every Thursday one

25:28p. M. Central. Additionally, remember these recorded founder interviews go live. We release them here on YouTube every day at two p. M. Central. To make sure you don't miss any of that, make sure you click the subscribe button below here on YouTube, the big red button, and then click the little bell notification to make sure you get notifications when we do go live. I wouldn't want you to miss breaking news in the SaaS world, whether it's

25:49an acquisition, a big fundraise, a big sale, a big profitability statement or something else. I don't want you to miss it. Additionally, if you wanna take this conversation deeper and further, we have by far the largest private Slack community for B2B SaaS founders. You wanna get in there. We've probably talked about your tool if you're running a company or your firm if you're investing. You can go in there and quickly search and see what people are

26:11saying. Sign up for that at nathanlatka.com/slack. In the meantime, I'm hanging out with you here on YouTube. I'll be in the comments for the next thirty minutes. Feel free to let me know what you thought about this episode. And if you enjoyed it, click the thumbs up. We get a lot of haters that are mad at how aggressive I am on these shows, I do it so that we can all learn. We have to counter those

26:31people. We got to push them away. Click the thumbs up below to counter them and know that I appreciate your guys'support. Alright, I'll be in the comments. See you.