Daniel Chait. He’s the CEO and co-founder of Greenhouse, which designs tools that help create and navigate a new world of work. Daniel has been a technology entrepreneur in New York for nearly 20 years. Before Greenhouse, he co-founded Lab49, a global firm providing technology consulting solutions for the world’s leading investment banks. He’s a proud graduate of the computer engineering program at the University of Michigan. Famous Five: Favorite Book? – Nudge What CEO do you follow? – Kim Scott Favorite online tool? — Trello How many hours of sleep do you get?— 7.5 If you could let your 20-year old self, know one thing, what would it be? – “The dotcom crash”   Time Stamped Show Notes: 01:35 – Nathan introduces Daniel to the show 02:10 – Greenhouse sells recruiting software that corporations use to design and execute their hiring process 02:40 – Greenhouse is a SaaS company 02:50 – Average customer pay per year varies 03:05 – The pricing model depends on the size of the company 03:40 – Greenhouse tends to price higher than their competitors’ because they offer a premium software solution 04:05 – Greenhouse is in the recruiting software space which is currently crowded 04:15 – Daniel shares some of their competitors depending on the categories 05:10 – The competition is extremely fragmented 05:33 – Greenhouse falls into all the categories, from the smaller ones to enterprise 06:05 – Greenhouse offers three tiers 06:24 – Greenhouse was launched in 2012 06:32 – First year revenue was around $50 07:33 – Post product revenue is around $1M 08:25 – Greenhouse currently has 2000 customers 09:03 – Team size is 195, based in San Francisco and New York 09:30 – Greenhouse has raised $16M from their series C round 09:53 – Daniel enjoyed doing their fund raising and he believes in their investors 10:13 – Every round is different 10:40 – This was the first time that Daniel raised outside the investment 11:19 – Greenhouse has a world-class retention rate 11:36 – 97% of their customers have renewed 11:55 – Most of the team is in inside sales 12:36 – Daniel shares where their expansion comes from 13:11 – Greenhouse’s newest product is Greenhouse CRM which is still in beta 14:10 – The inside sales team job is heat mapping the products used by a customer 14:41 – The expansion is through additional growth 15:15 – LTV-CAC ratio 15:48 – “We have a healthy ratio” 16:04 – Payback period 17:00 – The weirdest thing Daniel did to acquire new customers 17:43 – They went from market research to marketing 17:57 – ARR 18:07 – Daniel on hitting the $50M ARR mark by end of 2017 19:40 – The Famous Five   3 Key Points: Create something that will make you stand out in a competitive and crowded market. Focus on how you can increase your customer retention rate—perhaps it’s by adding new products that will better serve them. Raising a capital round can help you gain new customers.   Resources Mentioned: Simplero – The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost. 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 GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments 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 Show Notes provided by Mallard Creatives