How Sales Impact AcademySales Impact Academy CEO Dan Sommer grew to $21.1M revenue and 200 customers in 2024.

hey folks my guest today is paul fivefox he has 20 years of experience in founding and scaling global companies over the past eight years he's grown two international tech businesses from zero to 100 million bucks in combined sales a cro and over 700 million dollars in value he's also raised over 100 million bucks of investment across all stages from seed to growth vc and debt based out there in england paul you're ready to take us to the top i am in date all right so what was intriguing to for to me about you for this interview is you came back on in january uh gave us some some interesting data points working with 100 customers to pay on average a grand a month you are flirting with sort of 100 000 a month in revenue but really then what's more interesting is a lot of sas vendors that i talked today that are trying to outsource or at least get a cheat code to their initial sales hires and this is i think where you really come in so explain to people what sales impact that io is doing yeah yeah sure thanks nathan i should just say i'm recovering from covet as well so if i have a little little cough that's that's what it is well i'm glad you're recovering i'm glad to hear that yeah double jabs as well anyway so yeah so um yeah so essentially we're building a live learning platform for pretty much every role in a go to market team um and i guess one of the unique things is it's a subscription based uh model and so what basically we're able to provide uh customers and teams and reps is a constant all year round access to like the very best learning and go to market and the people that teach are literally the biggest names in the industry who are you know often you know actually working you know right right now so they're sort of cutting edge um of of the industry now you price this it says on your pricing starting at 17.50 per month what do people get for this and who are some of your customers so we've been busy um so we were about a 1 million of ar when we talked back in back in jan just just over so we're close to four now um we're over 200 customers um we've landed companies like gong outreach clavio g2 is just about to sign something special and we have another huge huge brand um that we actually can't talk about just yet who's just about to roll roll us out globally um after a three month trial um in europe so we have over 200 customers now i'd say the bulk of the customers are sort of series 8 series c but but you know as i've just alluded to we've now winning customers also kind of uh in in the enterprise and and so help me understand like why why is gong paying and is it one time you know train my account executives one time and then i quit in six months or what's going to make them stick content stickiness is tough well you know there's actually a huge amount to learn if you're like if you're a bdr if you're a cs rep if you're in sales if you're in revenue operations if you're in marketing there is an enormous amount to learn and we're we're actually building out learning journeys now that literally go over you know multiple multiple years and actually really what you could do over let's say a five or six year period you could literally start as an sdr week it up we can upskill you over your two-year stint as an sdr we can stay with you as we then you transition into an ae and spend three four years into as an ae we can then help you as you develop into an ae leader and start doing sales uh sales management up to vp right up to um becoming a cro so we literally have you know learning tracks that can stay with you for many many years and what's like the medium like if i say if gong if i'm an ae at gong and gong just emails my whole team and says hey guys just so you know we just bought sales impact you're gonna kick off on monday i'm like as the am going oh gosh another training tool they want me to go through what am i going to get on monday i log in and what do i see um well actually they kicked off with uh so we're working with their sdr team um and we actually just we kicked off with them it's a short course that's quite new for us with kd kevin dorsey he's an absolutely fantastic fantastic coach um and he kicked off with uh with uh so we teach two hours a week that's it so we're not overwhelming the learners everyone's got targets it's you know it's it's busy being in sales and go to market um and they loved it you know it was basically you know one of the big names in the industry teaching them it was a four hour course over two weeks on best practice in cold calling so best practice in scripts uh attitude that hope the whole the whole piece and it went down on absolute an absolute storm where can i find like do you publish a list of all of your courses you know again best practices in cold calling is one do you have a list yeah so if you go to sales impact dot io and click on courses and then course catalog and you can see that the you can see the entire catalog there so we have about 35 course courses now um and we've got just yeah some of some of the best people in the world from companies like tableau and hubspot outreach um that you know that are teaching it's kind of like if you think about like master class but for sales but i get i get it it's just it's very difficult like let me keep asking questions here right so how do you incentivize kevin dorsey to teach this pay him okay got it so he's not a full-time employee at sales impact you just pay him a flat fee yeah yeah we exactly we pay our coaches um yeah fees there are there are kind of other components to the package as well um but also it's a pretty elite club right you know if you're teaching at sales in fact academy it's actually quite a um you know it's quite it's quite it's quite a thing um you know people are people are approaching us now to want to get involved and teach i'd also say you know you mentioned us fundraising so we've we raised a three million seed round with stage two capital which is co-funded co-founded by mark roberge um and and jopo who used to work at bessemer what's unique about the state capital is that all the people of all the lps are literally 250 of the sort of biggest go to market leaders in the world who have literally invested and created this kind of fund so we have access now to people like president of salesforce the president of sap you know the cro of box and linkedin and gong and that sort of list kind of goes on give me a range what might like how many what is kevin dorsey or someone like kevin dorsey committing to it's two hours a week for how many weeks well that was that was a really short course for us so that's that's literally two hours for two weeks so four hours every two weeks oh i see okay got it and so it's called a light load right yeah yeah so gong's paying to put all their sdrs with kevin two calls two hours each over a two week period yeah well as a yeah so we sell seats right see so that so you then access you can access anything in the academy basically um so if your company buys a seat for you you literally access everything we have a customer success team who plots out relevant learner journeys for for teams and then and then you crack on and the results have been brilliant top of funnel increases conversion increases so does everyone does people are paying for the catalog what is the catalog though is it a bunch of google slide decks there's a bunch of recordings with people like kevin dorsey what is that catalog well like i said we everything we teach live but we also record the classes as well um so there's that there's that there's that there's that piece that's excuse me take your time take your time there's that piece um and then obviously you can see you can go into the archive and see it but every course repeats you know five up to maybe even 12 times a year so you can always catch the next kind of live class and one of the great things about the live instruction is that actually teams can learn exactly the same time so we have this magic hour that we teach in which is eight o'clock pacific 11 eastern 4 p.m in the uk 5 p.m europe 6 p.m israel so literally if you're a company with teams in north america latam you know europe africa israel your entire teams can join this class uh learn absolute best practice from you know the world's best what typically then teams then come back together after the class finishes embed the learning make a game plan stick it into action and then see kind of like immediate immediate results and so the pedagogy is working really really well yup yup yup and then don't obviously disclose what you paid kevin but give me a general sense of what you might pay somebody like kevin who is doing i assume the prep work for the two out two hour calls and like all that yeah yeah so we pay a really a really decent um amount for the development of each class and then we have like a teaching fee per hour as well and each class has two coaches in it as well it just improves the sort of the dynamism of the class and and uh for them to have people sort of sort of like bounce so they sort of bounce off each other basically can you give me a sense of what you would pay for them to set up the course materials are returning like more or less than five grand just to set up not for their hours just for the setup um yeah it's based on a sort of per hour so some of our courses we have the longest we have is like 24 hours of of learning that that's called the definitive guide to revenue leadership and that's aimed at like vps of sales and cros i mean that was obviously a big investment but look it's multiple thousands per hour of class development right so um you'll be in the sort of like 15 to 20 thousand dollar range for like a 10 hour course yeah yeah yeah interesting and how many core like how many instructors like that have you already paid oh we have about 50 now 50 5-0 yeah yeah i mean this is a this is a crazy operation so i mean are you are you seeing people i mean gong's new but people that maybe signed up a year ago are they sticking around are they or they decreasing number of seats over time they're buying they're buying more so our net our net dollar retention so you know bearing in mind we're still like just just over 18 months old right um and that revenue retention's about 120 but i think we're predicting that that's gonna you see as the curriculum grows more more more teams start to then uh buy seats right so we're really going deep at the moment on building out curriculum for customer success once that happens across 200 customers you know that could be another you know 200 times 20 seats of customer success people that want to up skill right so we have a really amazing you know multi like ndr story that's going to happen over multiple years as we build out the curriculum and there's not really that many tools in the like the sales stack that could literally you could get a seat for every single person and go to market not even a crm would have that reach into a go to market team and so what is your full-time team size today ignore sales coaches you pay one time um 80 people now 8-0 and how many engineers uh we actually have just hired our cto who i used to work with at cerros which is a company that we both sort of co-founded that um he's amazing guy called ryan sherman and we're now literally building out our own kind of like learning learning platform um because we've been using a third party tool to to date um which is going to be absolutely amazing for for customers we're going to be opening up single user access in february march next year so literally anybody could like sign up with a credit card for something like 99 bucks a month we see that it's going to be a huge driver of growth uh next uh next year and then we're thinking about what can we do around the app you know can we create like a sort of duolingo gamification support learning app to really help to embed the sort of learning so there's a lot we'll be doing um in in that space too what was that third-party tool that allowed you to get going without hiring an engineer until now four million well look look people are buying into the the the the the live classes the the the structure that the learning design is is fantastic um the pedagogy and the people teaching is fantastic that's what people are buying into right this is kind of structured learning to help them be better well sure but there's a lot of people that have really good content like this but they don't know how to organize it to consume it whether it's their own teams their own courses whatever so you have like lesson lead training i mean kajabi there's tons of like membership sites out there i'm just curious what did you choose to use oh we we used uh ducheboe so we still we still use the chavo now it's called dochebo it's like a learning management platform basically okay d-o-c-e-b-o e-b-o yeah yeah it's like a public public company yeah yeah that's a big big big guys okay interesting and so people might be listening going wait why does he need to raise for for a business like this there's not a lot of hard costs why raise three million bucks and sell that equity um well we're going pretty fast so we've now we've just ramped up the um our ae team to nine people we where we want to get to is basically um about 20 courses in production every single quarter so we want to just you know we want to go super super fast i know you're a huge fan of bootstrappers and i and i am absolutely too um i'm but also i'm i'm a huge fan of speed and that's obviously what capital kind of like kind of gives you um so we're kind of going for the sort of speed strategy and dilute rather than the kind of like maybe take it a little slower and kind of bootstrap what we could have done um but i just chose not to not to go down that route we want to kind of like establish ourselves as the global platform and and to do that we need to move super fast in my view uh the evaluation three million ukraine's obvious is a different kind of model you're probably not getting as high valuation as a traditional sas company but maybe you are your ndr is up there so what valuations you raise is three million on uh 20. and did that feel fair to you yeah it's pretty decent for where we were um uh post okay yeah so we're about to raise again now at an atp mm-hmm and and how much are you going to raise probably about sort of a six or a seven um and then do a major a round in february march yeah i mean you're very much on the path of like this is one of those things where it's gonna have to be bought by like you know linkedin right as part and you're not going to like lead linkedin learning or something like that i mean every round you raise at a higher evaluation decreases obviously your liquidity options because people are going to pay but but also there's a lot of room to grow here so it's interesting just to hear i mean you're on the raised trail that's for sure uh yes we are yeah but look the market is absolutely massive there's so many people that are stressed because they don't know what they're doing uh and the tam is insane i'm you know i've got i've just been putting on our deck together and you just do a simple search on on on linkedin there's 14 million like reps in b2b there's 3.2 million sdrs 4.6 million customer success people 4.4 million sales engineers 3.2 million in revenue operations none of them have any form of structured learning or or anything they're learning pretty much on the job so the market's massive you know there's 30 million people just in that group and that's even without marketing um so the market is absolutely huge um would you ever go did you jump start your growth and grow even faster would you ever go buy a community like rev genius or something like the same same way outreach bought sales hacker interesting you say that um yeah it could be an option it could be an option are you in discussions with jared right now i am not in discussions with jared right now and have you got access to my email [Laughter] yeah no no it's just it's a genius way for companies like yours to shortcut growth is to buy communities with great leaders like jared and there's just very few jared's out there there's very few sales communities out there with the kind of engagement he has we can you know we've got a strong partnership with pavilion um you know we can we can we can partner as well as as well as buy but yes of course those those are all options nathan so how much are you paying for rap genius in q4 this year man we're getting it for steal no i'm just kidding i'm kidding but no okay this is really interesting so what's the risk to the business like what is the risk can someone else can create like better coaches more interesting data set like how do you turn customers well i think again i can't i can't overstate the the honestly the competitive advantage of being is being part of stage 2 capital you know yes we're on the fundraising journey but we've been very very strategic with with with who we partner with um and it's just just wild i mean you know i'll just whiz you the the link in um uh in zoom now and you can have a look at the lp network it's just you know i've started meeting a lot of these people we've started getting business from these people they're great for curriculum you know development advice you know potential coaches as well and it's it's pretty it's pretty amazing so yeah um yeah yeah that makes it this all makes a lot of sense very cool all right anything i missed that you want to wrap up with before i hit you with the famous five um no i think we're good i think all i can say is that you know i think we're we're on track to do you know five six hundred percent growth year on year on year um yeah i think i think you know what kind of watch this space yeah i'm we're but we're obviously bullish on it too we at founder path are getting capital out to a lot of sas founders and one of the key things we see it the ones that use our capital the most effectively is they're spending it on on on helping their sdrs and aes close faster uh they're spending on people like salesimpac.io so it makes a lot of sense let's wrap up here with the famous five paw number one favorite book oh favorite book um i'm reading the book of joy at the moment which is the dalai lama and um desmond tutu went away for a week and and this guy recorded what they talked about and you're talking about you know the whole concept of joy and happiness and i'm i'm loving it number two is there a ceo you're following or studying nope number three well actually i'm gonna say your favorite online tool is probably duchebao right [Applause] i'd probably say like i'd probably say zoom is probably the most impactful for us all right number four how many hours of sleep you get every night not enough maybe six if i'm lucky but i i'm i'm based in london but i work on us east coast hours so my whole world's a bit screwed up and are you still 45 or did you have a birthday since we last spoke no i'm still 45 for about three more weeks oh happy early birthday that's exciting yeah so i'm closer to naught than 90. okay and you didn't get married in the past eight months did you still not married with one kiddo i'm i'm unmarried uh single and still have one kid all right that's perfect those are all good things let's wrap up with uh last question here what's something you wish you knew when you were 20 don't work in a business that doesn't scale you know what you told me last time for this which is this is hysterical looking back at this your answer was don't get into a bad business model and if i was being honest i would look at what you're doing now and go this is the shittiest business model ever content is horrible it's so difficult to scale but you're proving me wrong you're crushing it it's working so kudos to you paul thanks for taking us to the top all right thanks nathan one more thing before you go we have a brand new show every thursday at 1 pm central it's called shark tank for sas 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 1 p.m central additionally remember these recorded founder interviews go live we release them here on youtube every day at 2 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 sas world whether it's an 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 want to take this conversation deeper and further we have by far the largest private slack community for b2b sas founders you want to 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 saying sign up for that at nathan lacka dot com forward slash slack in the meantime i'm hanging out with you here on youtube i'll be in the comments for the next 30 minutes feel free to let me know what you thought about this episode 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 but i do it so that we can all learn we have to counter those people we got to push them away click the thumbs up below to counter them and know that i appreciate your guys's support all right i'll be in the comments see ya

Introduction hello everyone my guest today is paul field he's an entrepreneur with 18 years experience in founding and scaling global companies over the past seven years he's grown two international tech businesses from zero to 70 million in combined sales as cro and 500 million bucks in total value he's also raised over 100 million bucks from investment across all stages paul you ready to take to the top i am indeed all right what were those two companies what was your last cro role uh last cro was a company called uni days in the student space and what was it um i don't know if you've i've talked to anyone there but yeah they just did a big secondary of a 100 million about about five minutes about five months ago okay now did you have equity in those businesses or you joined too late no yeah had equity yeah that's good so what the hell are you doing on a call with me then you should be rich on a private jet because i'm building something else that's way more important than those two companies what are you building so um in my journey as cro um you know starting at cerros foreign evp of sales i moved to new york we raised this is back in like 2011. we raised you know a series a from graycroft and i was kind of thrust into this role as like evp of sales and everybody around me was going well now you just got to build a kind of scalable repeatable revenue model just get on with it it's just like wow this is pretty scary i've moved my whole family to new york i just raised capital you know i've always had commercial like roles uh but it was really it was like massive single swim time um and you know i i literally through my sort of 15 year career in in sort of sales and revenue leadership i've never felt entirely comfortable in in the role because i've known that i've got these kind of like huge gaps in my learning and what i'm trying to do now is basically build um a complete kind of like education platform for basically you know every major persona in a sort of b2b sas company right from cro right down to like the sdr and try and kind of fix this this knowledge problem with just very high quality live education when did you launch this spa october last year okay so 2020 and um looks like pricing wise there's a bunch of different options what are customers paying on average per month to get access to your course in dollars the average is about 15 000 a year and that gives access um up to now about 20 people we've kind of evolved the pricing quite a few times over the over the past year but we're now about how many customers do you have today so we have just about Currently serving 100 customers 100 customers 100 customers okay got it yeah and are these usually are these usually brands are brands typically paying for this for their heads of sales yes the companies typically typically pay that like the head of sales is typically a sort of like decision maker stroke buyer and and they're buying it for their teams basically to have like a scalable um kind of education site like solution um yeah and we're doing about 1.5 million Monthly recurring revenue in in arr already in about 12 months of selling and where did you finish 2020 at what was run rate last team last month uh we finished 2020 on 1.5 sorry actually instead of run right what was total sales in 2020. you were only selling for a couple months but was total sales so we we ended the we ended the year on 1.5 million in arr basically yeah let's run right what was total sales cat you only were saying for october november december yeah oh you mean you mean in 19 2019. you said you just launched last year 2020 in october oh no sorry we're sorry sorry no we launched in october 2019. guys not last year anymore sorry yeah sorry sorry so what did you do in 2019 in total sales oh 2019 was was was small we had about 15 customers um so yeah in arr probably about a hundred maybe like a hundred thousand back then yep okay majority yeah yeah and take me through how you got those first one or two customers where'd you find them probably like network i've been doing a lot of in the in when i left uni days i did a lot of like voluntary teaching and so i was that's what discovered this kind of like problem existed kind of almost everywhere in in sales um so i built a pretty good network and we just hustled the first few customers and we literally started with maybe like with just two of us we had like three or four decks and we had a couple of courses but we we immediately when we launched the business we wanted to do it on subscription because one of the main problems in sort of sales education if you like is a lot of the solutions whether you're looking for an expensive consultancy firm or an expensive consultant they come in one hit whereas what we're creating i guess the category that we're trying to create and is you know recording sales education as a service so you literally subscribe to this and we repeat our courses five six times a year so challenging the challenging part the challenging part is though if it works people don't need you anymore because it works right so this is you're always in a catch-22 and this is why every member every person that runs a membership course that i ever talk to they always have a churn issue and they never have a good answer for it so if you should have a churn issue if your product is working correct no because and then this is the this is why number one like we're we're like 20 done in terms of the catalog right so we've got a huge amount of like courses and education to create and so just that that continued volume is a little bit like netflix right um you know paul what is the number though i mean we can just look at this from the number what is churn yeah we have a hundred percent metal retention basically but on a gross basis gross revenue churn it's a bit tricky because we've just we you know some of the early clients we brought in were just kind of wrong because we didn't really have a like a nailed an icp but looking looking so last year we had like 10 customers in in the last quarter and seven of them have stayed so it's like like 30 churn but it's not really reflective of going forwards i think our icp got very tight in in like this time last year and i'd say i'm not expecting high churn and here's the thing paul that's really high though if in last quarter you had 10 customers sign up and today only seven are still active i mean that's 30 churn in three months yeah it's on pace to be like 120 you're going to turn your whole customer base in 12 months yeah but it's not reflective of going forwards i think any any company that starts out right any sas company any company you're just trying to learn who like who gets the most value from your product so we had a bunch of like non-icps but the icps we had 100 like um so who is your you must have this very quickly defined then what is your target today b2b like tech companies like leaning heavily to sas series a to series d why can't bootstrap companies use you to be honest with you like you're gonna start to get quite a lot of churn back then and some of the some of the chairman was like super early early stage companies um the most value you get and this is to talking to your kind like church question the most the reason why we we're not going to experience churn is that you know i experienced this when i was growing uni days i went from you know a handful of people to 100 people over the course of like three years so you're constantly constantly adding head count whether that's sdrs your csn team your aes like management layers all of that stuff plus plus your b2b marketing function as you're piling those people in they all have varied skills good habits bad habits and what we're able to do with our platform is that you know every eventually every single member of your team will go through these courses as they join the company and that will level the skill base um across the team so someone joins someone joins a company that's paying for your your thing one of the first things in the online is you have to go through these 10 courses and 10 hours on paul's academy yeah we're we're like a pretty integral part of a lot of companies onboarding well so yes finishing my question it's a it's it's top down right like i imagine right it's sort of like a a cro saying you must use salesforce why because that's how they track metrics even though sales people hate it so what i'm curious is how do you actually measure consumption of your course from the people actually taking it yeah well there's a number of ways and obviously we're through the learning management platform that we have we can see like we can see usage who do you use what's your element um so we're we're actually moving to da chabot but who you use now um we're using now um oh god i actually literally can't remember i just had two weeks after my brain's gone to mush okay um yeah i can't remember now but anyways we got usage metrics in there we're also tracking at the end of every course we have like a we have a survey i think you're using learn upon by the way but i'm not sure thank you very much how did you know that with your research we are using learn upon thank you yeah and look you know we do we do a ton of like customer surveys you know our mps score is like 49. harvard business school's like 41. i had a customer matt harris from brown bastard say like his actual problem is that people doing too much rather than too little yeah so i just can't figure out why you're doing this so like your best time to spend if you really believe what you're teaching is to go do this and have equity inside of a company and go early and earlier join early and earlier in a new tech company so you can get a larger chunk of equity like why are you not doing that it's a bit messy to go down that end and start taking equity what we want is a really like just very um frictionless model um and we actually just signed um we're announcing this on the 19th of january we just signed a global partnership with the revenue collective so every single revenue collective member of which there's 4 000 gets a single user access to sia the combined revenue of the revenue collective membership companies is about a trillion dollars so we've got a very you know we've got a two-year partnership with them which was struck that's going to be absolutely huge and that that is kind of getting us like firmly into icp those those uh revenue leaders get access to our you know world-class education and then and then we sort of upsell the the um the academy to to to them that's a nice simple there's no kind of equity discussion it's literally per seat model after 20 seats per region and that that's that's the core business got it how many people are on your team today uh 30. and have you bootstrapped this or Raised raised capital we raised 300 000 pounds about 400 thousand dollars in a convertible loan note and we've been cash flow positive the last three months how casual positive like how much to the bottom line each month a bit maybe like 10 000 bucks okay okay so barely profit which is great it's better than not being profitable yeah where are you of the 30 people on your team how many are engineers zero okay how many sales reps with quota uh we now have three aes and four sdrs they all have quota or no yeah yeah oh nice interesting and what do you set the quota at for the the aes quota is in sterling it's like sixty-eight thousand an hour a month got it so yeah it's like about nine thousand bucks a month eight hundred it's about a million dollars a new ar per year yeah yeah um so obviously you're not at seven million an hour you have seven or you have three reps i mean how do you yeah how do you get them to ramp faster like what's the choke point right now um well we kind of we've got we've got well to be honest with you we we we um secure we had two ap start in november and they both closed like about 20 in dollars about 30 40 dollars of revenue like in december so they ran pretty fast the the beauty of having like a sort of content model like we have is that we don't have very complicated like integration all that kind of stuff the product is relatively sort of easy to understand um and um so yeah so and actually the the problem is really really acute and we're getting a huge pull from the market um so what do you say by the end of 2021 in terms of runway i think we'll be at seven million all right we'll have to come back on at that point in the meantime though let's wrap up with the famous five ball number one favorite business book ah um favorite business book wow um i do love mark roberge's um sales acceleration formula number two is there a ceo you're following or studying without something to corny i mean obviously that elon musk is pretty huge i loved his i love the book number three what what's your favorite online tool for building the company probably zoom what is it zoom oh zoom number four how many hours of sleep to get every night five and what's your situation married single kids uh divorced child same one one kiddo yeah okay and how old are you 45 45 last question what's something you wishing you knew when you were 20 not to get from a business perspective not to get into a business model that is not recurring guys there you have it sales impact academy he helped a bunch of other companies grow from you know call it 10 20 an ar up to much larger amounts combined value of 500 million dollars in terms of valuation now teaching other sales leaders how to do this he's got about a 1.5 million dollar run rate today from just 100 000 12 months before that 100 customers paying average about a thousand eleven hundred dollars per month again for this training they're not churning because he's adding new content every month we'll see if he can keep it going and go to 7 million by the end of 2021 paul thanks for taking us to the top good summary thanks one more thing before you go we have a brand new show every thursday at 1 pm central it's called shark tank for sas 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 1 pm central additionally remember these recorded founder interviews go live we release them here on youtube every day at 2 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 sas world whether it's an 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 want to take this conversation deeper and further we have by far the largest private slack community for b2b sas founders you want to 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 saying sign up for that at nathan lacka dot com forward slash slack in the meantime i'm hanging out with you here on youtube i'll be in the comments for the next 30 minutes feel free to let me know what you thought about this episode 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 but i do it so that we can all learn we have to counter those people we got to push them away click the thumbs up below to counter them and know that i appreciate your guys's support all right i'll be in the comments see ya