9 SaaS Case Studies on Affiliates, LinkedIn Ads and Content Strategy

Hello, software founders. Over a thousand of you registered for our webinar last week and over 300 of you showed up live. In fact, you can scroll forward here in the YouTube replay and see the Zoom counter at the bottom with everybody live. It was incredible energy. We focused on nine case studies from real SaaS founders that added over $1,000,000 of revenue in the past thirty days. These are tactics and strategies you should copy right now here

in July and August and September. Now if you want the slide deck to go along with this YouTube replay, all you've got to do is click the like button below and then leave a comment. I want to thank Limetries for leaving a comment last time and Inflectra Tech for leaving a comment below. If you leave a comment, maybe I'll feature you next week on our next video. And here's the trade off I'll make. If we get

over a 100 likes and 25 comments before midnight here this week on Thursday, July 11, I will post the slide deck, the full Google slide deck in the YouTube description so everybody here will get it and you can save it for your team. Let's watch the replay. Video, can you guys see this okay? Adam Salmon, good to see you and Electro's crushing it. Okay, great. So guys, nine tactics CEOs used to add $5,000,000 of revenue recently

and we're gonna focus on three little gray notes you see there. All of us are focused on growth. Put in the chat guys, percent wise, percent wise. How much do you want to grow your AR this year? Are we going like really aggressive 200%? Are we saying, you know what, I'm happy bootstrapped with 30% growth? What are we thinking? 800%, 35 Adams at 25%, 200%. Okay a lot of different growth targets, right? Different growth targets. The

way I like to think about growth is what you see on my screen right now. That left side are fast growth tactics, right? That right side are slow growth tactics. Let's then put the up and down, right? The y axis here. You have growth tactics that are low cost and ones that are more expensive. Now watch the magic here on the next slide. I'm going to plot all 33 growth tactics that the CEOs I've interviewed on

my podcast have used to add revenue. Now I've interviewed 3,300 CEOs. These are the only 33 ways that I've seen to grow a software company. Here they are.

See if you can find on this chart your most effective growth channel today. See if you can find it. And if you're doing something that I missed, please educate me. Put it in the chat. If you're doing something that is adding millions of revenue that I don't have plotted up here, please, please tell me in the chat. No, Richard, cold outreach is up there. Cold outreach is up there. I've got cold outreach.

Lisa and Ed, do I not have webinars up here? No, come on. I've got webinars up here. I do webinars. No, webinars are upper left. Webinars are there. Come on. Lisa, you're making me feel stupid in the comments. I've got webinars up there. Who else? Facebook ads, Anthony Grant. We've got social ads. We've got paid ads. We've got paid ads on there. Okay. Lisa's just calling it out. Got it. Got it. Cool. Well, guys... Look. The

the chat's great. I'm reading your comments. This is wonderful. So what we're gonna focus on today, you guys remember... Do you remember this from last month? Any of you guys see your names there listed? I asked you guys. I said, hey. Of those 33 tactics, what do you wanna learn in next month's webinar, which is now today? And this is what you guys said. Baris Zarin said, I want to learn about affiliates. Chris B said, we're

trying affiliate cross selling, but don't know how to track them properly and get compensations done correctly. Hashim said, we're trying to get referral free right. Craig said in there. Guys, how many of you guys here today are trying to grow with an affiliate program? Type affiliates in the chat. Okay, Patrick, great. Patrick, go ahead. You're unmuted. Patrick, how are you trying to grow with affiliates? Patrick Albright. Well, I've worked with a lot of different groups in

the past, so we just calling up CEO to CEO, but, other than that, it's been kind of a bitch, to say,

This is say people,

you can say whatever you want. Everyone's laughing, so people agree with you. Get Annalise Sound, do you agree with him, it looks like, That's funny. She's laughing. Well, folks, look, we're we're we're gonna jump deeper into it. I see a lot of you guys saying affiliates in the chat. So my point that I'm trying to say here is I listen to what you guys are telling me. When you tell me today you want to learn something,

I will deliver, and I hope I deliver over the next forty seven minutes in terms of this kind of content for you guys. So let's jump directly in here. Okay, let's jump directly in here and get into this content. So we're going to focus on these three tactics today, right, the purple ones. I can't cover off 33 in a forty five minute session. We're do affiliates, blog, and LinkedIn ads, right? Affiliate, blog, and LinkedIn ads. Now

depending on where you are as a software company, right, we just heard from an ad about Inflectra, right, bootstrapped to 13,000,000. Look, Adam's got product market fit. He can afford to test things below the line. Do you guys know what I mean when I say below the line? Right, those are the expensive growth tactics. He can afford that because he's not a startup that has to get to his first million of revenue. If you are under

1,000,000 of revenue, you should not be doing anything outside of everything above the line. Right, everything above the line. You you have to preserve cash. So you need to do cheap stuff that is fast ideally or cheap stuff that is a little slow, but preferably cheap and fast. Right? Cheap and fast. So that's how we sort of have structured this content. Now I want to make sure that we position all of this properly for where you

guys are at. I'm launching a poll really quick. Just answer, is this your first webinar if you're already a veteran? How did you hear about the webinar? Did you hear it from me? Did you hear from Adam Robinson who sent a great email this morning? Say I don't remember. Did hear from Founderpath or GetLatka? Then the last thing I want you guys to do, I'm going to go back to jog your memory. Remember, these are the

33 growth tactics. In question number three, just fill in there and say we are trying and then insert one of these tactics and then say but and then insert your challenge. So for Patrick, it'd be we're trying affiliates but it's a bitch is what he said, and I quote.

Preferably something more descriptive with the actual problem you're running into because I will then try and solve that for you before next webinar. Alright, so go ahead and type that in the chat. I'll give you guys six more seconds to do that. Four, three, two. You guys need more? You good? Okay. They're still coming in really quickly, so I'll give you guys a couple more seconds. This is great guys. I was expecting about 200 founders live

today. I can't see the live ticker at the bottom, but can someone maybe put it in the chat? How many, how many founders we have live today? Hopefully a lot. There we go. Okay. Three thirds. This is great. I think this is the largest gathering of software founders in the world, at least digitally every month. I have so much fun with you guys. I appreciate you giving me your time. Alright. Let's end the poll. I'm gonna

end the poll in three, two, one. That's ended. I'm going share the results just so guys know who you're here with, right? So 56% of you, it's your first webinar. Thank you so much. I don't know why you joined. No one likes webinars, right? 44% of you already in on the secret. You know we have a lot of fun. That's why you come back. Number two, I see a lot of you guys heard directly from me.

8% of you guys came from Adam Robinson, which we love, which we love, and then 99% of you guys told me your challenge, which I'll get to in a second. So let's jump in. Let's jump in. This is where the real meat of the webinar starts. We're going to talk about, again, affiliates, LinkedIn ads, and content with real... Nine real case studies. Let's start off with affiliates. We're gonna spend eight minutes on affiliates. Alright? Alright. Jay

Rotham says, I thought there was an open bar. Hands up. Anyone want to sponsor the open bar in the next webinar? I could use that in here. Dror, unmute yourself really quick. I got to talk to Dror. Dror, I never like celebrating fundraising because it is a hard, freaking hard path, but you have said, you know what, I'm all in. You're going the VC or bust route. I respect that. It's not the path I'm on, but I respect what path you're on. Just share really quick. Do you made an announcement at SAS Open? How much did you just raise?

At SAS Open, I made an announcement at a 100,000,000 that came from one peak, but in the last twenty four months, we raised $2.55.

That's very obviously exciting and back that up with some revenue numbers. What have you guys passed?

We passed 50. Five zero.

Yes. $5.00. Yes. Hey, I'll just say this. I wanted to call on Dror because first off Dror, it's a real compliment to see you live because your time is extremely valuable and I want you guys to know that that is the quality you're about to get of the content. We try to get very high. This is why so many at scale founders join these webinars. You are in the right place. So buckle up. Let's rock and

roll. Let's get into the affiliate program stuff. So again, we already talked about, we already talked about where you guys are at today in terms of stages. I want to first focus on Surfer SEO. Surfer SEO. What you're looking at right here is the number of affiliates per year they've paid at least a dollar. Now Surfer SEO is bootstrapped. Right? They're completely bootstrapped, and their number one growth channel is what you're looking at on the screen

right now. So how have they done this? Right? They've bootstrapped to 15, now $20,000,000 of ARR. How have they done this? Well, want you to look at their affiliate page. Do you notice anything?

Do you guys notice anything here?

Alina. Oh, Alina's live too. Alina, unmute yourself really quick. Why do you use Surfer?

Because we don't have anybody internally that's an expert at SEO.

Guys, I have to give Alina some love as well. Alina, what are you building? What's the name of your company?

Chile Piper. We've been on it for a long time, eight years and a half, 30,000,000 plus.

I love this. I love this. And Alina was also on the, like, raise it all costs, go to Morocco, buy out the whole camp, have her own burning man, and then cut half the team and now they're... Alina, can I say you're profitable now?

Cash positive.

Let's go. Round of applause for cash positive. That's a big, big milestone. Alina, thanks for being here. Guys, here's what here's what Surfer did with the affiliate program. A lot of you guys say, hey, I wanna pay affiliates 30%. That's all we do. That's all we do. Right? No one's gonna promote that. People are busy. You've gotta gamify it. Look at what they've done. Steps one through five over here on the right. Look at what they've

done. Right, look at what they've done. Get your application set up, wait to hear back, they've been onboarding you, right, they give you a full affiliate portal, right, and now a lot of you guys, I don't if you've gone and signed up to your competitors affiliate portals, but I wanted to give you a sense, right, of how this has worked for Mikel and Surfer. Now this is his full slide deck from SaaS Open. I'm not going

to go through all of it. I'm not going to go through all of it, but here's his partners generated revenue through 2022. 3,500,000 of their 18,000,000 of ARR came from affiliates, right? And as I scroll down just very quickly through this, right? What you can see is this is what I already showed you. 3,300 affiliates have been recruited right to their platform. And as I keep going down here and keep going down, what you will see,

what you will see is they have a full affiliate partnership checklist and playbook. And so the resource I want to give you guys, whoops, let me go forward. The resource I want to give you guys today, I'm going to get to in a second. It's going show you exactly how to research all of your competitors affiliate programs. Now out of curiosity, those of you that do have programs, what percent are you paying out your affiliates in

year one? So if someone brings you a thousand dollar a month customer, right, what are you going to pay them in year one? Micah. Okay. 25, 50, 25%. Nina said 20. Adam, you're at 10%. Don is 15, Noah's 30 for life. How many of you guys do for life? Type for life in the chat. You do it for life. You just set it and forget it like a crock pot.

Oh, the comment stream stopped moving, Jerry. You're good. Okay. Keep going down. One time for life, one time for life, life. Okay. There's a lot of lifers. I'll get to lifers here in a second. Let's look at the second example here. Guys, how many of you guys have heard of this company? Type no in the chat if you've never heard of this company.

I was shocked. Now if you want to know why I was shocked, go to their website. Look at what they do. Look at flowdesk.com. They compete with the big dogs in email marketing. How on earth? Rebecca launched this company back in 2020. She's doing 27,000,000 in revenue bootstrapped in a hyper competitive email marketing niche. She goes up against ActiveCampaign, Constant Contact, Keep, Beehive, Mailchimp. What the hell is she doing? Right, Adam, right? You're blown away as

I am, right? Like no one's heard of her. What does she do? Well, guys, look at what she does with her affiliate program. Here's a screenshot.

Now if you're looking at that, you're going, wait a second. That looks cheap. My friends that I bring get 50% off of Flodesk and then I just get $19 per customer I sign up. It's a flat fee, which means she keeps that 30% margin that all of you guys are giving up in perpetuity. Right? I mean you guys are giving up 30% in perpetuity. So the question is how did she convince affiliates in a hyper competitive

space to market her product and pay them less than her competitors? Right? We want to know how that works. Right? We want to know how that works. The point being, the reason I'm showing you this is there's a lot of different ways to run your affiliate program, and you don't have to just think I have to give away a lot of money at the start because I'm a brand new company and no one wants to promote

me. If you do it the right way, it can work. Right? Steven, that's a really good comment in the chat. Right? Really good comment in the chat. Now here is I'm actually now logged into the affiliate account. Right? Look at what she's done. The affiliate link is easy to copy. Now I'm going to show you some tools here in a second for you to run your own affiliate programs. Right? And that makes it really easy to

launch. You don't need a lot of engineering. She has a full success kit, right? If you click get the kit, I don't think you can see this on my screen, right? But it's a whole thing. I mean, it's a whole white paper on how to get your link, how to share, where to market, right, how to run the program, etcetera, total earnings, PayPal email to payout. It's very simple in tracking. So keep it simple there, right?

Keep it simple. The last one I want to talk to you about, right, is this one. I'm not going read the revenue growth. You can read it on my screen. I'll just go to the next slide. All right, that's the revenue growth. Now this is a little bit cheating because this is an at scale company, right? I mean they're doing $300,000,000 of revenue, right? But what I want to do is go back to when they weren't

doing 300,000,000. What about when they were at your stage at 1,000,000 of revenue? What affiliate program are 10,000,000? What were they doing? Well, this is what they're doing today. Now what they started doing was 40% in perpetuity. But guys, can you read where my mouse is right now? Can you guys type in the chat just so I make sure you see this? Type what they're paying for a new trial sign up.

For a new trial sign up, what are they paying? Put in the chat. Exactly. Exactly. No. No. No, guys. Claude, the 1¢ is just for a new sign up, freemium. The $10 is for a paying trial, right? A trial or thing. And then if that trial closes, you get 200 for that new subscription sale. What are they doing? It's a one time, right, success based fee, not a 30% in perpetuity. Again, that's how you buy back

a bunch of your margin over time. How many of you guys have had an m and a conversation? And you don't get admitted, by the way, this isn't a sign of weakness. How many of guys have fielded an inbound m and a conversation in the past year? Raise your hand high. I'm sure a lot of you guys have. Right? A lot of... Yeah. I mean, one of the first questions the buyer is gonna ask is what are your margins? Right? Do you have SaaS margins? Are they above 70, 80%? Well, me ask you, if you're paying 30% of your revenue to affiliates, what's the maximum that your margin can be?

70%, right? So your valuation gets dinged. You've got to have a way if you start off paying 30% in perpetuity on day one, you have to have a way to convince your affiliates over time to give you back more of that margin. Otherwise, it hurts the valuation of your business. Here's what SEMrush does, right? Now what I want to do, and here's their full page, by the way. Mean, beautifully structured, etcetera. And you get that in

a slide deck. Now, you guys, here's what I want to do. This slide's the most valuable slide of this part of the webinar. We're about a minute away from the next section. We're going to bring in our special guest. About two minutes, actually, we're bringing our guest. But this is the most valuable slide because, guys, click on any of these websites and type in your competitors and you will find their affiliate program. I guarantee it. I

guarantee it. For example, if you compete with Zen Business or PDF Filler, they list their affiliate program on ShareASale. If you compete with CallRail or anything in the marketing tech stack, they list themselves on partnerstack.com. Omnisend and Freshworks, they're listed on flexoffers.com. Expandi, user guiding, they're on Redis. Yaron, are you here?

I am. Yeah.

Oh, there he is. There he is. The founder of Redis. Real quick. Why are companies like Expande and UserGuiding listing themselves on your website?

Purely because of the marketplace. So you can set up an affiliate program in a silo where you... It's getreadytostartcom. You can set up an affiliate program and invite all your affiliates yourself, which is always the hardest part. And we have a network of B2B SaaS affiliates, so they can see all the programs in the marketplace and apply to any of them.

Yep. So like if I'm Alina, right, at Chili Piper, I can go in here and go to Productivity and Sales Tools and see all the other affiliate programs in my space. Is there any way, Yuan, for our Founder's Day to sort by which affiliate programs have made the most money so they can replicate what's working?

As a SaaS company, you kind of want to see the opposite, right? Which affiliate is making the most money? And that's what we're currently building. So we actually allow SaaS companies to search, contact, and recruit affiliates from our network.

Well, we love that. And you helped me build this, which I appreciate it. You also gave me this link, affilialisting.com, which Agora Pulse uses. What can people use affilialisting.com for?

You can list your affiliate program on there. I think they have around like 16,000 or something like that. Because the biggest challenge I think any company will have is to find affiliates. So you also want to promote your affiliate program on on listing sites and things like that.

Yep. So guys, to summarize, you don't just wanna launch your program. There's a bunch of sites that popular personalities in the B2B space go find programs to market, right? If you're not listed on these sites, they don't know that you even offer a program. They don't even know what your payout is, right? So you've got to be listed here. That's step one. Step two, can research your competitors. Next, next, there's a bunch, right? You can find

a bunch of those secrets again here, right? Rewardful also does this. First promoter is where ClickUp, JustCall and passion.io host their affiliate programs. And then this is the slide is the second most important, which is, and Yaron, you told me to update this and I didn't. I apologize. But we're giving you live time, which is even better. Right? So people wanna manage their affiliate program. Where can they go on the site to get that going?

Just, get ready to start coming, and you can just follow the flow, and get an affiliate program up and running. Like, try to beat the fastest installation, which is currently two and a half minutes.

That's amazing. Oh, I love that. You've you've made it a competition, which is great. Guys, what you get in these affiliate marketing softwares are things like auto generate links for your affiliates, give them tracking. What else? What are the top three features that you're on?

Yeah, for us, mean, the tracking is the core, but we really want to focus on the network, like really on what we're currently just did is connecting Google Analytics, LinkedIn, and YouTube so you can actually verify if an affiliate owns the channel they say they have and they have the traffic they say they have. So we wanna take it one step further.

Yep. Guys, this is the thing you should screenshot, drop in your Slack channel with your growth team and say, go look up our competitors' affiliate program. This is what you want to do. You guys are busy CEOs. You're not going to do this. Screenshot it, drop in Slack, send it to your growth team. Right? This is the money shot for this section. Now let's move forward and summarize the affiliate section. Right? We talked about recruiting your

first 10 Surfer SEO, how they structure. We talked about Flodesk and how to make sure you preserve your margins over time. And we talked about building an army like SEMrush by making sure you set up a Google Drive folder with all the assets so folks can use that to promote. Guys, we're gonna jump into our next section, but keep me honest here. You guys asked for affiliate content last month. I did my best to deliver over

the past eighteen minutes there on a scale of zero to 10, 10 being hell yes, you learned something. Did you learn something there? Did you get at least one resource there you feel like you can learn? Put in the chat. Yeah. Yeah. Adam, you learned something there, Adam Sandman? Alright. He said yes. Good. Adam, if you say yes, I feel good because you're hard to impress. Right? You're hard to impress. I'm British. You're British. You're British.

Alright. Let's jump into let's jump into... Actually, sorry. I forgot we have this. I wanna get some quick context on what you guys are using for reporting before we jump into LinkedIn and LinkedIn ads, and I'm to invite my guest up here in a second for that. So let me stop sharing the results of that last poll, and then I'm going to launch this new poll. Guys, when you have these affiliate programs, you're obviously tracking your

new customers, your churn, your cohort reports, all that stuff. We're doing active research in this space. Can you guys help me out? I just launched a poll. What are you guys using? Just put in the chat. What are guys building with? What's your reporting tool you use? ChartMogul, BearMetrics, ProfiWell, Maxio. What do you guys... NetSuite, Sage. Okay. Crunchy dot ai, Serdar said BearMetrix. Chuck is Power BI, ProfitWell. What else, guys? Anything else I'm missing? Marybeth, Spicex.

Love it. Pry finance. Okay. Pry. Yeah. ProfitWell. ProfitWell. Okay. Great. Great. That's helpful. Alright. Tracking is important as we get into the next section. It's all about paid spend. Now before we get into these case studies, we're actually gonna dive into the back end of LinkedIn ad accounts. B to B SaaS has sent over $600,000 on LinkedIn ads. How many of you guys are testing your own organic LinkedIn strategies right now? Type in the chat, organic

LinkedIn. How many organic LinkedIn? Just type organic in the chat. Any big names? Any big names in the space that you guys are following in terms of the biggest names in organic LinkedIn? Just type their first name in the chat. Is anyone following any big personalities? Chuck Ingramson, Adam. Adam who, Chuck? Steven Brady said Adam, Annalise, some organic, Gary V, Richard Branson. Who else? Well, look, I'm really excited to share the next couple of slides, which

Adam emailed me. But instead of sharing them, it's much better to just have him live. Right? Guys, please welcome to the stage, mister Adam Robinson. Come on up, man.

What's up, Adam?

Thanks for seeing you. Thanks for coming in. Hey. This guy emailed me after the last webinar and said, Nathan, how are you doing this? So let me get your bearings real quick. It's your first time on stage. So we see all the live chat over here. You can say hi to all your followers. Right, Chuck?

What's up, Chuck? I tell Alina in door. Alina, what's up?

She's up there. See, it's pretty cool, right?

Yeah, this is rad.

So he said, what's your setup book? I said, Adam, just just come in. We'll build you into the content. But you're also crushing it on LinkedIn. Right? You're spending a fortune. But what opportunities do you see right now in LinkedIn organic? And that's your camera right there.

That is my camera. This is kind of like a hopeless romantic viewpoint, but I think the biggest opportunity is just starting. If you are not alive on LinkedIn, literally just getting emotion going. And I advocate if you're a software founder to get a ghostwriter to help you do it in the beginning just so you can see how people who know how to write for LinkedIn write. But just watching yourself come alive on that platform and then having this thing happen

to you, which I've heard many CEOs tell me, which is I don't know exactly what this is doing for me, but it's doing something. And I've heard it over and over again. And when I started with the Ghost Rider, I felt the same thing. I got a crazy content bug because I could sort of see way in the distance the power for me. So I got obsessed with it, but I'm kind of obsessed with it.

So break this down for us. Like, is this one working? You posted it two days ago. You're doing this video. Like, what did it cost you to make this video right here?

So those videos are $300 Okay. Through, like, somebody like Hatch.

What's... I don't even know what that is.

So Hatch is this... Go to... Write Hatch Video in Google. Hatch is an agency that... He works with Gerhardt. He works with Chris Walker. He works with a bunch of other people. And they literally just, like, snip videos and edit them like this. And you can give them a template of what you want it to look like, and they can just give you a package of, like, however many edits, five, ten minutes.

So what do you do monthly? You sort of go there one time? You record a bunch of

things This is my desk. I have, like, a camera like that attached to my desk in a teleprompter. I I don't read anymore. I actually talk to Christy who works with John, and she talks me through this post.

I love that.

It's just a conversation. So one of the things about my post, which are a bit different, like Chris Walker gets all of his content from a podcast, and then he has Hatch edit it down. I actually write the post first. Mhmm. And then Christie just kicks me off in a direction. So the video content that I provide is actually a different body of subject matter than the written post.

I love that. Guys, feel free to ask some questions in the chat. Feel free to jump them in. Like, anything you've seen Adam do over the past year, put it in the chat. We'll fire it to him right here. Alina, can I put you on the spot at Chili Piper? Do have any questions for Adam? I know you're also big on big on LinkedIn.

Alina was an inspiration for me.

I think that the biggest question is how did you get the the courage to post both the good and the bad? Because I think that's, in your case, it's the biggest

driver to people wanting to know more what you do because you post both the good and the bad, and most people are only comfortable with posting the good. How did you get the muscle to post the bad as well?

Trying to

find a lawsuit right now.

Just give me a second. So I... And and and by the way, like, I do have people walk up to me and when they recognize me because I do the video, and they're like, how do you write what you write? And I'm like, what do you mean? They're like, well, yesterday, you wrote that you had a point 2% conversion rate on this free product and nothing's working. How do you write that? Like, what do your prospects think? What do your employees think? And all I can say is that

It's alright.

It just... It sucks to write it, but I just feel like it's the content that everybody else wants to read. It's the content that I wanted to read before I was making stuff like this. I wanted to hear how... Like, I was in Nathan Barry's space. I was in that email marketing space before the current space alignment, and I watched him with such admiration. And I wanted to know what he was doing that was working, but

even more what he was trying that wasn't working and his thought process behind trying it. Right? So like, I really try to articulate why I did what I did. And then when it doesn't work, like, don't hide behind it at all. Like, just really... I mean

Gotta go for it. Yeah. I'm gonna foreshadow here very quickly, guys. What you're about to learn here, we're gonna jump into this ad account right here. You can see the total spend up at the top. That's 73,285 of total spend on LinkedIn ads to generate over a million dollars of ARR. We're gonna then jump into how this guy generated five zero three demos, right, live from LinkedIn 24 k spend. And lastly, this guy spent 630,000. It's for a B2B SaaS company. We're gonna jump into all these ad accounts here in a second. I'm just foreshadowing here to keep the audience excited.

I just started running ads on Friday.

Oh, you did? Yeah. That's a that's a big moment. Let's answer some of these questions real quick. One earlier up was how much time are you personally spending on just your LinkedIn monthly?

Okay. So so I view what I'm doing as like two buckets. One is literally writing LinkedIn posts, and then I'm also trying to, like, get on everybody else's podcast as a guest speaker. When I talk about my whole life is content, it's both of those things. If we're just talking about writing LinkedIn posts, I do one one hour idea generation session, and then each post takes me between thirty minutes and one hours to write. And I'm

trying to do four new posts per week and then one or two, like, recycled posts for somebody else. It's like a UGC provider that I repost or whatever. So... And then another hour to shoot the video, but that's also being made in documentaries.

Oh, so guys, there you go. I I love this. If you have if you have... Can I tell people to ask any other questions on my recent LinkedIn post? Would you be open to answering more of their questions just in the comment thread? Absolutely. Yeah. Adam also is playing now in the marketing tech stack. You've got a great new tool. Why don't you give just a quick one liner? Where can folks check it out?

Rb2b.com.

Rb2b.com.

Person level website visitor identity. Somebody hits your site, they do not fill out a form. You will push their LinkedIn profile into a Slack channel 100% free. It is dope.

And how much revenue is this doing now?

You know, you can go to r b two b dot bear metrics dot com and check it out. This is like my favorite this is like my favorite thing.

Dotbearmetrics.com. Rb2bexclamationpoint?

No. Nope. That should rb2b.

Let's just do this and see what Google says.

Yeah. That's it.

All right. So you're $100. Okay. This is amazing. So what are you charging on average per month?

You can see. Scroll down. $2.85. Interesting. See this is when my pricing was broken up here. I had $4.95 Yeah. As a price, and then we basically dropped it and did usage based. Oh, wow. And you can see the growth rate has been spectacular since that happened. Like, it's just so amazing how like

Let's do all the time.

I was so convicted in $4.95 being the right price and then changed it and it just started taking off.

That's wild. Okay. Yeah. So, yeah, you you launched at that price point and you just recently changed it, brought it down guys. No revenue in December. Launch.

Well, launch was... We had some beta testers that were paying us, but, like, real launch was March 1.

March 1.

And then it sort of went sideways for six weeks, and it just started going straight.

I love it. Guys, give it up for Adam Robinson for coming in studio. It's so good to have you, man. Thanks for jumping in. Yeah. Yeah. Is this fun to see behind the scenes a little bit? So cool. It's it's big. I want to come back. Gotta come host your own stuff here. Guys, do wanna see Adam do webinars like this? Just clap it up for him. You want some new webinars like this? Teach this. Look. Everybody wants it. Alright. Alright, man. Thanks, Adam. Appreciate Alright.

Guys, is that cool or what? I want more guests. By the way, if you're watching right now and you wanna come in studio and see how we do the whole thing and you're also agree to contribute content like Adam did, just email me. Like, just say studio in the email. Alina, you would be great, by the way.

You're in Austin, right? You're not in New York. Austin. Austin. Okay. Okay.

Yeah. Yeah. Yeah. But Austin, it's an amazing studio. It's a huge... I don't know. Luis, what is it? It's a 100... Jerry, a 100 foot wall? Maybe a 100 feet? It's a huge wall. There's a lot of... It's fucking expensive. Okay?

Just trust me, okay? But it's a lot of fun. All right, let's jump into paid. Here's what you guys told me last month. This is what you said your problems were, right? Gill Patel said we're trying to grow outbound but can't find contacts on LinkedIn or not active on emails. Luis said trying organic, it can't get to work. Kumaran said we're trying LinkedIn but can't get demos or deals. Guys, how many of you are testing LinkedIn

paid? You spent at least, I don't know, a $100 on LinkedIn paid over this year. Type LinkedIn paid in the chat. Nina, yourself really quick. How are you doing it? How much are you spending per month?

Roughly around 2,000 to $5,000 a month. It is bloody expensive on LinkedIn and doesn't give you the ROI.

Yeah. So tell me why you say that. What makes it expensive for you and Zopa?

I don't think we get sufficient number of, leads or demos which are genuinely convertible. I mean, you you get a lot of action, but not really results.

Mhmm. Mhmm.

Yep. Interesting. Yeah. It's it's hard to get this stuff right. Right? And I thought the exact same thing. I mean, when I first started spending on LinkedIn, I was paying and seeing, like $4 a click or $10 a click and I'm going, how the hell do you make this work? And so I pulled up a LinkedIn post last month when you guys said you wanted this and I got some incredible case studies. In fact, I'm gonna

show you guys a link here in a second where you can go see all of your competitors' paid LinkedIn ads. How many guys knew you could do that? Anyone know you could do that? I'm gonna show you a thing. Some of you guys know. Lina knows. Some of you guys know. I'm gonna give you that link here in a second. This although is very, very, very dependent on what stage you're at, right, in terms of ARR.

So let me try, now the last poll didn't work, okay, so I'm going to try this one. I'm going to launch it. Do you guys see that poll? Yep. Okay, good. That one's working really weird. So guys guide me a little bit. Where are you today? What revenue range are you in? Take last month's MRR times 12. Where are you today run rate run rate wise? Okay. I'm seeing a bunch of... How many people are still

alive? What do we have? A Couple 100, 200 still? I love that. I love spending time with you guys. Answer the poll here, I'll give you five more seconds. Three, two, one, zero. Okay, about a 100 and I see a 170 of you answered. I'm gonna end, pull, and share it. So guys, here's what you see. There are 5% of you that are 7,000,000 plus. You've met some of them. Right? Dror, Alina, Adam. Right? There's 9%

of you that are three to 7,000,000. There's 12% of you that are above a million, and then the rest you can see where you guys fall. I would argue, guys, unfortunately, don't start thinking about LinkedIn paid ads until you're past a million of ARR. It's just too early. Right? So those of you that are less than that, maybe just bookmark what I'm about to share or go get your Chipotle burrito or whatever and come back in

ten minutes, okay? But let's jump into the content. I'm gonna, the first use case is called Paragon. Now if you want to see their website, you can go to useparagon.com, useparagon.com. It is an iPass, an integration platform as a service software tool. They couldn't figure out where to get leads from. These are technical co founders. They've generated 17,000 clicks from LinkedIn. Now here is their ad dashboard. Don't, by the you don't get this anywhere else. You're

not gonna be on any other webinar where people are gonna show you the real ad. Here's the real ad dashboard. So you can see the spend here. Now can you guys see the number of campaigns? I want you to type that in the chat. Can you see it? Just to make sure... Oh, chat... Jerry, the chat's not moving. Can You guys see that number?

Okay. Yeah. You guys can see it. 414. This is, I would say, one of the big mistakes that folks make when they launch LinkedIn ads. You have got to test fast. I mean, is... There's four fourteen live campaigns here. Right? Alina, how many are you guys running LinkedIn ads?

We do. We do. Have.

How many do you have live right now that you're testing? If you had to Five. Okay. Oh, five. Just only five ad units. Oh, wow. Okay. So guys, I want you to look at a couple of things here. Here's the copy of these ads. Look at the click through rate here, right? Two to 3%. Average CPM. Now this is cost per thousand views, $12.54. But look at his CPC. Nina, look at the CPC, right? Everyone's going

LinkedIn's too expensive and then I see an ad dashboard, guess I go, what the hell is he doing? 36¢. Now you guys already know he's selling a cheap product. No, no, no. Paragon is not cheap. Average ACV is 10 k. So how is he making this work? How is he making this work? Well, what I wanna do is show you guys.

And I didn't know this. Right? I'm learning just with you guys. Right? LinkedIn... Okay. Great. Now, of course, right when I need it, I'm not gonna find it. LinkedIn ad. Somebody freaking help me out. I... Where where is it? Who has the link to the LinkedIn ad library? Somebody put in the chat. It's the top link. I thought it was right. Oh, it is. It's right here. It's right here. Here it is. Here it is. Here

it is. Here it is. Guys, this is what you want to copy. I'm going to show you how to look up all your competitors' data right now. Here. I'm going to put in the chat. Everyone in the meeting bookmark the hell out of this. That's it. Now watch this. So Alina, you said you guys are running at five ads. Let's look at what you're running. Okay. Here are Alina's ads. Boom. Just like that. Right? If you compete with Alina, here are our ads. Right?

But they're not all active. They're not all

active. They're not all active. Okay. Got it. But you can see you're sort of testing a variety of different things here, right? You can see, does it look familiar? Is the call to action? You can see their testing video. You can see the story they're telling in the chat. Let's go look at Paragon really quick. Now you guys should type in your competitors names here, by the way. Go look at what's working. If you see them

running the same ad and you check this once per month and they keep the ad up, guess what? That ad is probably working. You should consider copying that ad. It's probably working, right? They're not gonna keep spending money on it. Here's what Paragon ads look like. You're seeing video ads and look at what they do. They tag. Obviously, it's all use case driven. They're telling stories of one of their customers. It's what they're doing in all

of their ads. Now there's some extra noise in here. Remember, we're only looking at the ones with this logo. Right? So let's just look at more Paragon. The number one AI driven sales and marketing workflow product, Copy Eye uses Paragon. Right? It's actually all right now. Copy Eye uses Paragon. Right? It's all customer story, customer customer sales, customer storytelling. Right? So you can consider that in your ad. That's how he's getting a zero three zero dollars

cost per click. Let's go into booking demos, right? Booking demos. Take a look at this, these ad units, or sorry, the ad data. The left column is when they ran the ads.

The next column is how much they spent and the summary at the bottom you guys can see. Right? Oh, Brian. Brian, you're here. Brian, unmute your... I didn't realize you're here. Brian, unmute yourself with Paragon.

I am here.

Dude, okay. Hold on. We gotta go back because I didn't realize you were live. You're gonna teach us much better than I Why is this working so well? Where are you... Guys, Brian is the one controlling all this ad traffic. He's at Paragon. Brian, where are you sending all these clicks?

Yeah. So it really depends. I I think, when you see the 411 campaigns, some some are also off, so they're not all on. But the way we think about it is kind of think about your funnel. So what you saw there with the customer stories, that's only retargeting. Make sure that you have a strategy for each step of the funnel and also for each of your segments in your audience. So we have... For example, we sell

the product and engineering leaders. We split that. Right? What engineers care about is very different from what product people care about. We gotta make sure the messaging is kind of in line with who you're serving. And we kind of have this tree that goes into this kind of granular mess of a ton of campaigns. But a couple kind of key things to think about is, one, when you're starting off, because LinkedIn is expensive, do not run

too many campaigns. That would be actually my advice. Because once you spread your budget too thin, you're not gonna learn anything, and you're not gonna be able to iterate. So start with based on, you know, your sales cycles or what you... What data you have, like, are your best segments? Start there. Because if you wanna run, like, 10 experiments, but you have $500 a month, you're not gonna learn anything, and you're gonna say LinkedIn's a waste

of time and my money. So start with your best ICP, and over time, as you start to see success, move further out and further out. And then there's a lot that we can get into in terms of, like, different campaign types and different creative types, but I would think... I would say the two key things is segmentation and then also... Sorry, segmentation and, yeah, just starting with small budgets in concentrated audiences. Don't try to get too

crazy with your experimentation. Otherwise, you're gonna waste your budget on a bunch of unsuccessful experiments.

And, Brian, I appreciate you giving me a full case study, which you're gonna publish on the Founderpath blog this upcoming week. So thanks for writing that all out where you dive into a bunch of this stuff. Just last question here before we move on. Where are you sending the 17,000 clicks to? Are you sending them right into a demo, right into a sale? What are you selling... Sending them to?

So for the majority of what we're running, which is not retargeting, we don't send them to demo. We don't... No one cares about your product. That's my basis for almost everything is no one cares about your product because you're irrelevant. You're just the logo trying to sell something. What they want to do is learn. Right? How can you provide value? And so the majority of what we actually do is distribution to content ungated. We've had this

whole journey of we used to gate everything, put a lead form behind everything, but now we're focused on... If you're clicking, that means you're interested. I wanna deliver value. And if you find that content valuable, you will come back. You will come and book a demo on your own. Right? What we see is 90% of our demos are people coming onto our website separately after seeing content in the future, going to our book a demo page,

filling it out, going on Alina's Chili Piper calendar booking link, and booking on our eighth calendar. We've done all the, hey. Like, book a demo from LinkedIn. There's two things there. One, really low conversion rate. You're you're paying for a bunch of clicks where people are never gonna convert because they don't really care. Uh-huh. Two, a lot of them are low intent

I'm go back back.

And so my... Most of my Go ahead, Ryan. Is content distribution, provide value. They will come if you provide that value. And if you don't, then there's a there's a bigger problem, at stake.

Guys, and you can click on any one of Brian's ad and see more data here, and you can do this on any of your competitors. So, hopefully, like, this one little resource made it worth your while to come to the webinar today. Mean, go reverse engineer what your competitors are doing, all right? Go reverse engineer. Brian, thanks for coming on guys. Guys, give Brian a round of applause. It's hard to be that transparent, especially with 300 founders live. Brian, appreciate you, man.

Thanks.

All right, let's keep cranking here. Let's keep cranking. Next slide. Booking meetings, demo. So you just sold... Brian is obviously sending people to content. Okay. Now what what... Ali Ali, are you live? Is Ali here? Okay. If Ali's not here, that's fine because we have all this data. Right? So he spent $24,000 and generated 523 meetings and how are they doing that? Well, guys, take a look at his ad copy here. Right? He's using what it

says is ChatGPT for CFOs. He's selling a B2B SaaS, that CFOs use. Right? Schedule a fifteen minute meeting demo and get a $50 gift. Reason I bring this up is a lot of us think when you see those $50 Amazon gift cards for demos, we think they don't work. We think they don't work. I will tell you, and we have the data back it up, these things can work as long as you're giving away something that

is low cost enough relative to your ACV and you're tracking the conversion rates. They only need a couple of these meetings to convert into paid customers to effectively make this full ad spend worth it. Right? To make the full ad spend worth it. You can see the cost per result here, 8... Anywhere between $8 and $11, some more expensive. CTR is between point five and point eight one and average CPM gets up into the sixties. Let's

wrap up here with the biggest spender. Right? Justin Roe is incredible. You should follow him at impactable.com, one of the top LinkedIn ad agencies after understory agency. He's selling 50 deals for his customer. How much has he spent? Well, here's his ad dashboard. That's the number. So this is a big sample size. Right? Now what are they doing? Well, look at the number of clicks. Look at the CTR. Right? Look at the CTR here. Have you

guys ever seen a 33% CTR before on an ad? I mean that's insane as a click through rate. 49,000 clicks. What is he doing? What's in that ad group? You think it's something elaborate and crazy but this is the ad. This is the ad.

Right? That's the ad. It's it's a it's to Brian's point earlier, it's a it's teaching a free comprehensive guide to cloud native application protection platforms. It is... That story is so specific. It can only attract one kind of customer, right? It's so specific. So the more specific you're writing that copy, the better. Again, I'm not going to go into exactly every ad unit he has, but we've got a full, it's 30 pages long and published on

the Founderpath blog, this week and I'll email out to you. I guess you guys tell me, do want you me to just thumbs up? I don't wanna spam people, but thumbs up. Do you want me to email that blog post out? It goes way deeper on this stuff. I'm not an expert. Okay. Yeah. I see thumbs up. Great. I'll email it out. You guys can get more. But the reason I'm showing you this is because most

of you are like Nina. And, you know, you know I love you to death. I thought the same thing that LinkedIn wouldn't work for me. Ads can really work. Right? You've got to test and then drill and then test copy and keep refreshing. Here's our summary of section two. Number one, use that ad library link. Test your rate of $4 CPCs. Number two, if you're going to pay for demos directly, you know, maybe going through Chili

Piper, expect to pay 40 to 50 per qualified demo. William, I love you. Lean in, Take that picture, William. Lean in. Grab that shot. I love it. I love it. And the third summary here on section two is create those audiences, right? Brian talked about this. You've got to create audiences. I recommend you start with these three, these four audiences. You've got your cold audience, your thirty day retargeting, your sixty day retargeting, and your one hundred

day retargeting, which is effectively your keep warm audience, All that means is those are people that have visited your website the last sixty, thirty and one hundred and eighty days. All right, we spent a lot of time on ads because that's where a lot of you guys had a lot of questions. If you have more questions on that, can obviously put it in the chat. You can put in the chat. But here's what I want to

say. If you can figure out a way to make these ad units work, you can start to scale using other people's money. So let me ask you a question. Whether it's LinkedIn ad or some other paid channel, do you guys feel like you have a surefire way where you can take a dollar and generate a dollar 20 over a year? Type yes in the chat. If you feel like you've nailed down a distribution channel, you can take a dollar and make a dollar 20, put a dollar 20 in the chat. Daniel Jacobs, I think you put your thumb up. What's that channel for you? Unmute yourself.

I mean, B2B SaaS for small SMEs.

Okay. And where can you spend a dollar and make a dollar 20 within a year?

Well, I'm sorry. I meant to... Just said I'd like to find out.

Ah, got it. You're just going whatever Nathan says, I'm putting my hand up. Thumbs up. That's cool. Steve and a bunch of you guys said said yes. Guys, you know, I'm not gonna give a big ad here, but I'm operating this fund. Right? I closed it about a year and a half ago. It's a $150,000,000 funded Founderpath, and we back bootstrapped or capital efficient software founders. Any Founderpath customers here? Just type yes in the chat. Is anyone... Again, there's 300 of you guys, so I can't see every face. Steve Benson, can you jump on real quick, man? How many did you... How much did you take, and why did you take it?

I did, 2,800,000, and, for me, it was recapping a $1,800,000 loan that I already had outstanding. Your fund was a better deal than what I had and then expanding by a million bucks.

Million bucks is, a, a And lot of it's been spent already fortunately, profitably, a lot, a lot on, I was able to spend a lot more on Google ads. Yep. And that's really paid off fast, which I didn't think was gonna be the case, but as I kept creeping it up, it just did better and better. And so I've, that's been fun.

I love that, man. Can you share? Are you comfortable sharing what your revenue is today?

Yeah. We're doing, just under 7.

God. 7,000,000 and bootstrapped?

Bootstrapped. Yeah.

Guys, come on. Give it up for Steve. 7,000,000 bootstrapped. This is the dream. You know, it's so much easier to get to five or 10 or 8,000,000 or 15,000,000 bootstrapped than it is to go try and do the billion dollar thing and have a one in thousand chance. Jorah, we're rooting for you. I promise. Okay? But you are swinging for the fences, brother. I mean, you are either gonna be rich as hell and you're gonna own

this whole studio soon or you're gonna be broke and go launch a new company. I'll love you either way. Okay? Just come speak at SaaS Open no matter what. Okay? One more. One more. Nina, I think you're... You took some capital. How much... Are you comfortable sharing how much you took and how you how you used it?

Yeah. We we took it... We took around just under 200 purely on go to market and sales.

Yep. Really

kind of learned that. Yeah. I think I think we made close to $0.5500000 revenues just from that, you know, within within the first six months.

Oh, congratulations on that. You know we're rooting for you. There's one last founder I want you guys to meet who just did a $55,000,000 deal, and a lot of you would think he took equity, but I would tell you a lot of founders do these things. They're doing what's called a secondary, and they're taking a lot of money off the table. I want you to meet Scott, contact monkey. Alright. Scott, how much did you take from Founderpath?

A million dollars. Non dilutive. Alright.

And what does ContactMonkey do?

What are guys working on? Internal communications for kind of mid market companies, helping them to communicate with their employees.

And as a founder and CEO, how do you think about capital in general? Like... And and and just and just, you know, capitalizing the business.

Yeah. If he can do it on the back of nondilutive capital, and and that's the best way for a founder to grow the company.

Can you share more about how much revenue you were able to get to before you raised equity because of the debt you raised?

Yeah. We we got to about $11,000,000 in ARR, pre, raising any capital.

This guy's a star. Scott, if you wanna learn more about you online, where can they find you? But he got to... Basically skipped his pre seed, his seed, and his series a. Now, you guys have raised those rounds, you know they're the most dilutive. Right? Guys, put in the chat. How much are you usually selling in a pre seed round percent wise or a seed round? How much? 10, 20, 15? What are you guys selling usually?

Yeah, 10%. Can we boot Malik? Anyone who's like spamming in the chat, just boot them or Naisha, just boot all of them. Okay. Thomas said 10%, 10 to 20%, 20%. Yeah, exactly. Right? So he preserved his equity and guys look at this headline that came out. You're never going to see me feature TechCrunch headlines unless it's a founder getting rich and I verified it. Scott getting really wealthy. That's the headline. Right? That's the headline. Again, you

would read this and think, oh, we took a bunch of dilution at series a, but what you see here, you'll notice it just says 55,000,000 investment. And I can't comment on Scott's specific deal, but if you are a thinking person, you might think, I wonder how much money came off the table there right into the founder's pocket. That's what Founderpath wants to help founders do, right, build personal wealth. Eric used Founderpath too. He took a million

bucks, doubled his revenue, and exited to DIXA in Europe. Right? So look, capital is not for everybody. It certainly isn't for everybody, but if you found a way to use capital to grow, we would obviously love to back you and support you. So all I'll ask is I'm a launch a poll and just simple. Are you looking for debt right now? Are you looking for some capital to be like Nina, to be like Steve, to be

like Scott? Yes if you are. I didn't know if you're not, by way. It's totally cool. It's totally cool if you want go the equity route like drawer. There's nothing wrong with that. Again, while you're answering that, I'm going to foreshadow our next case studies. We're going to wrap up in the next five minutes. I'm going to rock through these case studies. It's all about content strategy. How to get 65,000 organic views to one piece of

content. How to get 1,700,000 organic views using free tools to your blog. And how to build a media business around your software company that generates 20,000,000 of profits. We'll jump into that here in about four seconds after you answer this poll. Three, two, one. We'll end that poll and move on here into content. All right. Yes or no. How do guys feel like you have a strong content strategy? Yes or no in the chat. Strong content

strategy. Chris, you said yes, kind of. Chris Tween said yes. Brent Young said yes. All right. There's a lot of yeses in... Okay. Some people said no. That's good. I'm gonna jump into some quick, quick takeaways. Here's what you guys told me last month in terms of your content strategy. You said you're trying it, but you don't know where to publish it is what Meredith said. Liz said we're writing the blog content, but no one is

consuming it. That's frustrating, right? Rad said we are trying digital content creation with the audience as enterprise capital markets. It's challenging to penetrate. Let me give you some examples here. Here's the back end of Ahrefs. Patrick leads their SEO strategy at Ahrefs, which is ironically also an SEO tool. These pages get the most traffic. Do you guys recognize anything in these URLs?

Do you recognize anything in the URL?

These are all free tools they've built. They're just free tools. It's lead gen, like free little widget one pagy tools. Right? The backlink checker, the keyword generator. HubSpot was really first to market with something like this when they launched their website creator. You guys have maybe heard of that. Right? Right? Why aren't we doing this for all of our companies? How does Ah reps do it? This is what it looks like, guys. It's not a complex

tool. It's a big landing page. They're free AI writing tool. It's a big glossary. It just lists lists a bunch of popular AI tools. That's it. Right? It's bringing in crazy amounts of organic traffic, and let me just back that up with a number. Right? It's bringing in over now 400,000 organic clicks per month, and here's where Ahrefs is a little different than you and I. They keep going. If a piece of free content like this,

a tool that's good at the top of their funnel, they go buy Chrome extensions in that space so they get the second, third, and fourth ranking for that keyword search. They bought wordcount.com. Go to wordcount.com. You would never guess it's Ahrefs ever, wordcount.com. Why do they do this? It's an SEO play. Right? They spend, I can't tell you, but they spent a very small amount of money buying this very cheap asset built by one developer in

their basement. Right? And it's an SEO play. That's the free tool. You can see they're now getting 1,700,000 organic clicks per month to their free tools. Just started getting that going back in 2017, so really nice growth there. All right. Next up is Freightwaves. Freightwaves. How many of you guys have your owned media built? So type podcast, YouTube channel, email newsletter. Type it in the chat. Do you have any owned media built? Yes, Steve. You've got

a great podcast. James, not yet. YouTube podcast, Chris's... Chip's newsletter. Guys, I want to show you Freightwave's revenue. Here it is.

That teal bar is all media. In other words, they're putting out this blog content instead of it costing them money, they didn't sell ads into their content. It's that good and they made $20,000,000 doing it. Right? They have negative CAC. Who the hell has negative? You've never heard of negative CAC. They have negative CAC. They make money on their acquisition. This is the holy grail. This is the future. This is where everything's going. It's why people

like Adam and everyone are spending so much money on content. See you, Michelle? Alright. So here's what they do. I'm not gonna read this. I'll just let you scan this for five seconds because we're running out of time.

Right? That's what they do, and they upsell the software. Right? Here's his full presentation from SaaS Open, which I'm not gonna go through, but this is how he's invested. He'd start off with one reporter. Now he's got a whole studio, 50 reporters full time. Right? He uses his SaaS tool to publish data around his market, and it's what's driven him $30,000,000 of ARR. Right? Incredible story here in terms of his growth of his subscriptions on the back of the media product. So this full deck, do you

guys... Here, I'll drop in the chat really quick so you can check it out if you want. Okay? Because I don't have enough time to teach right now. Here it is. You can bookmark it. Right. There it is. All right. Let's keep moving here. Let's keep moving here. I don't have time for that. Last one on Ahrefs. This is another content strategy. Right? 16... 65,000 views on the glossary tactic. Now you guys have heard of this

before. Build a glossary of keywords in your space. That's it. It doesn't have to be a thousand keywords. It can be a 100. It can be a 100. Build a glossary of keywords in your space. Right? And you can see what they do here. SEO glossary, every SEO term explained, boom, boom, boom. Right? Is this working? Well, here it is. Guys, they just launched this not too long ago, less than nineteen months ago. It's now generating

65,000 organic clicks per month. Remember, we pay LinkedIn, you know, $12 per click. So that's a $120 of free, basically, you know, savings, cost savings because of the organic content. This is why that strategy is so important. Right? How do you create owned media channels to build your business? So again, I respect your time. I don't want to go over. Here's the content summary for content. And then what I want to do guys, hopefully, hopefully, right?

Hopefully, you took at least one thing from the webinar today. Was anyone live last time? Just raise your hand. Is anyone live web... Live last time? Sometimes people don't believe that I take what you tell me last time Steve was. Pete was. Pete, you guys told me you wanted those last time, right? And then you got it this time. Did you learn at least one or two things today?

Learn about, I got a couple pages full of notes. Yes.

I love that. Wait, hold up your notes. Did anyone else take notes? Hold up your notes to the to the to the camera. Anyone else take notes? Any note? Oh, woah. Oh, that's cool. Stephan took notes. Mary Beth. Oh, we gotta do that more often. Yeah. Hold up the notes. Charles, me has some notes. Oh, I love that. Guys, here's the money shot. This is the full summary of today. This is the thing you screenshot and,

you know, drop in your Slack chat. And what I'll say is I would love to see you guys again. The next webinar is happening August 14. Right? August 14. You can see we had over 300 founders is what you guys told me live live today. If you want to join next time, I just dropped the link in the chat. If I get 30 of you guys to register right now on that link and type done in

the chat, type done in the chat, I will go in to your poll results after the webinar and build next month's content exclusively for you, Charles and Dror and Peter and Annalise. Anyone that does that right now, I'll build next month's content exclusively around your poll results from today's webinar. Alright. There it is. There it is. Alright. And the me... Okay. Stop typing done because it's moving the chat too fast and people can't see my beautiful

call to action. Alright. But there it is. Guys, on that note, again, I respect the hell out of your time. We are busy founders. We're all trying to build. Thank you for trusting you with sixty minutes of your life. I hope I never let you down in terms of content. We'll bring in more special guests like Adam. Give another round of applause for both Adam, the studio crew, everyone live. Guys, thank you so much. I'm Nathan Latka at Founderpath. I'll see you next month. Take care, See you, Marybeth. Take care, Peter. Later, Mark.