SaaS CEO Webinar: 3 Growth Frameworks and Omnisend, Odoo and Bynder Case Studies

Why did five zero nine software leaders join our webinar that we recorded just a couple days ago on October 28? More specifically, what are the three frameworks the fastest growing software companies are using right now to grow in November and December and as they plan for 2025? Number two, what are the three new growth tactics founders are using to add a million bucks of revenue? They did it over the past thirty days. You'll learn directly from

them. And lastly, what are the three metrics you should be tracking if you want your profit and loss statement to look like this? The slides you're about to learn from are so valuable. Over 6,000 software leaders already requested them for free on LinkedIn, and a 122 software leaders paid to get the slide deck early. If you'd like to get the full 94 page slide deck via my Google Slides link, all you have to do is like

and comment right now here on YouTube. If we get 500 likes and a 100 comments before midnight next Friday, November 8, I will update this YouTube description so you have the full Google Slide link totally free along with this recording to share with your team. Plan November and December and enter 2025 on a rocket ship. For now, let's jump into our packed studio and the full webinar recording. This is our roadmap for the next 50. We're

gonna spend ten minutes on each section and then have q and a. The first section is all about the new frameworks the fastest growing SaaS founders are using. The middle section is all about reporting and metrics you should focus on if you want to grow your revenue and valuation. And then lastly, our three real case studies from Omnisend, UDO, and Binder, tactics you can copy right away to grow your business. Right? To grow your business. Now

jumping in, and again, I can see your chat. Guys, I'll do my best to get back to comments and feedback, as we go through the webinar. But I wanna jump right in here and get to know who's new, who's not. So let me test our polling system here. I'm gonna go into my controls. I'm 'm going to go into my controls. I'm going to go to Polls Quizzes. I'm going to see First Webinar. I'm going to

launch it. You guys see if you see that. I want to know who's new, which is great. I'm going to say hello. And who's family? Who's back again? Type yes. Oops. Can you guys see that? I think you can see it, right? Can you guys see that in the studio? Do you see a little pop up? Okay. Yeah, guys. So take that poll real quick. I'm going to customize the content on this webinar based off your

poll. Who's new? Who's returning? And then we've got great special guests today. You're to learn from Kyle Poyer at Live Growth Unhinged, OpenView, and then he left and he's launching his new thing. I'm very bullish on his content. I'm sure you've seen it on LinkedIn. He's going be live with us today. How'd you hear about the webinar? From us, from Kyle, from text, from LinkedIn, from somewhere else? And then lastly, our webinar next month is going

to directly address any things that you're having issues with today. So the last question in this poll is for you to say, hey, at our SaaS company, we're trying x growth tactic, but it's not working for y reason. I'll then go collect case studies and examples of how you can fix that problem, and we'll present it November 13 on our next webinar. Alright. While you guys are filling that out, see some new faces. Let me pick on... Sarah Jones, can I pick on you? Can you unmute yourself with that beautiful teal sweater?

How are you, Sarah?

I'm good. How are you?

It's great to meet you. Where are you joining from?

Atlanta, Georgia.

Let's go, Atlanta. And tell me what you're building. What's your company?

I am building a end of life software care solution.

Sarah, here I am, know, I'm trying to get everybody excited. I'm trying to make them feel good about themselves. And you say, need you to die faster so I can make money. Of life is great though. Everybody dies, right? Short lifetime value, but everybody dies.

Right. Yes.

Guys, give it up for Sarah. Sarah, thanks for being here. We're excited to have you. Welcome to the family. Alright, guys. We're gonna end this poll now. I'm gonna wrap up this poll. I'm gonna end it, and I'm gonna share it with you because I think it's cool to see who you're here with. So there you guys have it. Right? 66% of you guys are new. 34% of you are coming back. 44% of you heard about

this from me. 4% heard it from Kyle. Again, great guy. You should all follow him. You're gonna learn from him in a second. And we'll get to those challenges here later. Alright. Let's jump into the content. Here's section one. My next slide, section one. Now, one of the things I I I think a lot of us get lost in is we see all these tactics flying around LinkedIn and webinars in Riyadh. Our email inboxes. And tactics

are great, but if you don't hang them on the right framework, you just get lost. You end up going in circles. So frameworks are really important. And in this first section, we're gonna spend about ten minutes on these three frameworks. And we're gonna start off with our guest, Kyle Poyer. So my Insta studio team's gonna find Kyle in the audience and try and pin him to the stage. Kyle, throw your hand up if you're there so

that we can get you pinned quickly. Last name, guys, to search is p o y a r. Guys, if you don't know Kyle, you've got to check him out at growthunhinged.com. He's identified how some of the fastest growing software companies are thinking about their go to market motions. Kyle, go ahead and unmute yourself. Where are you? You here?

Hey, Nathan. How's it going?

How are you? It's good to see you. Likewise. Alright, is this a haircut? We had a prep call yesterday. Get a haircut in between?

I did, just for this group.

Look at this, the empathy is unreal. You look great. I can't wait for you to teach our audience over the next five to ten minutes. So guys, again, growthunhinged.com. The reason I wanted Kyle on is because he's really good at taking complex ideas and making them simple. Ways... Things that we can copy and paste. The overarching theme, is he studied mutiny, and mutiny is going, we think the MQL is dead. So Kyle, I wanna pass the stage over to you now. This is what you got from the Mutiny team. Explain to folks what they're seeing here.

Yeah. Look. They're... The kind of fundamental way that we've been told in software that we should identify, you know, the success we have with marketing is MQL generation. So marketing goes and owns an MQL goal, trying to get these qualified leads and hand them over to sales and then sales is responsible for closing them. That's a pretty dated and broken playbook. It's dated because these days, everyone plays a role in building pipeline. We're running paid social,

organic social, influencer campaigns, BDR SDR campaigns. We might have an AI SDR, automated outbound SEO. Like, I'm exhausted just talking about it. I can only imagine how exhausted you are trying to run these these play... Playbooks. It's not just the responsibility of marketing. The other thing is that MQL targets kinda have this idea of let's go try a bunch of stuff, Right? And then hope it reaches the audience we care about and we can screen out

everyone that doesn't fit. So there's a ton of waste. It's very biased. And ultimately, sales generally, it doesn't even wanna talk to most of the folks labeled as MQLs. What we're doing instead... So... And this is the playbook of mutiny is we're saying, we can actually figure out the exact target accounts we're trying to reach, and we can use data and systems like Keyplay to be super precise based on what technologies they use, what geos they're

in, industries, even hyper specific things like specific hiring signals that are going on in that account.

So Kyle, just to jump in real quick, give you a chance to catch your breath. Guys, how many of you guys take this approach? Type in the chat, have you gone and said, okay, in the whole world, I've identified the thousand customers that are perfect fits for me. And if so, how wide is your ICP net? Type a number in the chat. Have you target... Are you targeting a 100 customers? Or maybe you're a low ARPU,

high volume PLG motion, you wanna get a million customers at $5 a month. Dan Kona saying 5,000. Tej says a thousand. Abe is saying 500. And now the chat is moving too fast. I cannot keep up. But Kyle, how many ICP targets are too many?

It depends on your deal size, right? So look at like your pipeline targets, potential conversion through those, to that pipeline, deal size and so on. But typically when I'm working with companies, they're anywhere from, if they're super enterprise motion, they might have a 100, 200 target accounts. Mhmm. If they're low enterprise or mid market focused, they've got maybe a couple thousand, 5,000 accounts. If they're SMB focused, you gotta go with a much larger audience and go

with more automation. So probably, 20,000 plus.

On that note, I'm gonna move forward to the next slide because Kyle, you took what you learned from Mutiny and you said, let me look at the portfolio you engage with at OpenView. You now obviously have your own massive, community at growthunhinge.com and you said, me try and make this a framework for people. Let's just dive into maybe one of these sections here for a second. Talk us about what these yellow blocks mean. What is interested 32% mean here?

Yeah. So it's saying if there's a thousand companies in our ICP and we know the exact companies who they are, right? And we can market to them. This means 32% or more are showing some sort of interest in our product. They've opted into communication from us or they're self educating on our value proposition. So they're doing things like setting up for a trial, watching interactive demo on our site, filling out a form, attending a webinar, replying

to an SDR. Right? They're showing an interest in our value proposition, which means these are really interesting accounts that we should actually initiate a sales process to try and move them into, you know, just interested to actual pipeline.

So out of curiosity, raise your hands if you feel like you're already running a model like this. Raise them high. We can see you on the screen. Jacqueline said yes. Anybody else? Steven said yes. Who else? Anybody else? It's a new idea. Right? Because it says, hey. Instead of going... Trying to go after the world and blow the ocean, let me just focus, right, on the 100 or the 5,000 accounts I really want. We also have

a live in studio audience. Guys, is it fun to see behind the scenes a little bit? It's great to hear Okay. Want you to see back here. So you can feel free to wander however you want. But now you see how it all works. All right. Cool. Let's keep driving into the content here. So again, this is the framework. And don't feel like you have to yeah, you guys can do whatever you want. I didn't want to feel like you have to stand back there like statues for forty minutes. But Kyle, you put this great framework together. And let's walk through making it practical. So people want to implement this here in Q4 moving into next year. Walk us through these three stages.

Yeah. So first you got to select accounts, right? If you select the wrong accounts, you're starting from the wrong place. Mutiny, for example, found that as they shifted their product focus, they had to totally change the target account group because their old target accounts were not actually where pipeline was being generated from. You can use tools like KeyPlay. There's a number of others, but KeyPlay is a modern one to keep an eye on to figure out

what are the exact criteria that make someone a target account based on your past behavior and allow you to pull that list. You then want to send that list to get it enriched with signals on those accounts, as well as get information on who are all the buyers at those accounts and what's the contact information so you can market to them. So it all starts with getting those right accounts and being able to market to them,

which is something that marketers generally don't like to do because it's not as fun as writing content or doing a webinar, whatever it is. But that's where the hard work starts.

That's the hard work. And I wanna leave an open hook here. We don't have time to teach all things. But but, guys, again, Kyle's put together this three step model. And not only that, if you follow his content, he actually put together about nine tactics for each of these categories. Look at this slide really quick. It's a list of 40 tactics categorized by section. And, Kyle, I wanted to just give the audience a chance to follow

you so they can get this in their inbox. Right? 40 tactics to help you close your ICP. If you guys want this full 40 plus tactic playbook, here is the steps. These are the steps. So my studio team, if we can drop Kyle's link in the chat, growthunhinged.com forward slash subscribe. Kyle, I did this the other day, and a welcome email I got from you took me right into this post. So what can people expect from you if they subscribe for free to your newsletter?

So expect an original deep dive post every Wednesday morning at 06:50AM eastern. So the next one's going out tomorrow morning.

I love that. Guys, Kyle, are you gonna hang out maybe for five, ten minutes? So if you have questions, I can put in the comments.

For sure.

You good? Okay. Guys, hey. Give it up for Kyle at Growth Unhinged. Kyle, thanks for coming on and teaching us up, man. We appreciate it. Alright. Alright. Guys, again, we love featuring domain experts. It's way better than listening to me talk for forty minutes. So that was section... Part one. Section one, we've got nine. Let's get into number two here. I believe the future of market... Is something that's much better than ads. It's called that little

text you see on the bottom of my screen right now. That's the name. Right? That's the name. That little text at the bottom of the screen. Now raise your hand if you've heard of this before. And if you raise your hand, you're lying because I just made this up. Okay. Good. We have no liars today, which is nice. Which is nice. Let me tell you what I mean by this. As we're building Founderpath and we're building

our assets, I always try and communicate to my team what framework to think about. And the reason I believe monument marketing is the future is because of this. Right? These eight wonders of the world drive millions and millions, tens, hundreds of millions of visitors, ticket sales, etcetera, to the individual places, whether it's the Taj Mahal, Egypt in the Pyramids, Brazil in the God Statue, the Great Wall Of China. Right? These things communicate soft power, but they're

also commercial. They generate real revenue. Right? These are things that give immediate social proof and soft power. What I wanna show you is how I think about monument marketing in terms of growing getlatka.com. So this is on my next slide here I just brought up. This is the revenue graph of the real revenue we do at getlatka.com, which is sort of like my media business. I spend very little time on that these days outside of doing

founder interviews. Most of my time is on Founderpath. But here's how I use monuments to grow to a $100,000 of revenue quickly as a sole founder. Now, what is a monument? Okay? This is an example of a monument. Right? When you can get on any cable station whenever you want, and I'm talking CNN, Fox, I'm talking like cable, real cable, right, and not have to go through a PR firm where you can literally text the producers

anytime there's breaking news in your space. That's soft power. This is a monument. This screenshot is a monument. This is a monument. Right? This is when the book went out, 30,000 copies sold, number three Washington Bestseller, above Yako, above Bene Brown, above Dave Ramsey. This is a monument. If you've never heard of Founderpath or Nathan Latka and you see this, it immediately communicates soft power for a couple reasons. Number one, in a world of deep fakes

and AI content, you can't fake this. It either hits the best seller list or it doesn't. It either has 700 Jacqueline's shaking her head. Jacqueline, you with me? You feel this, right? Either it has 700 reviews on Amazon, or your book flopped and has no reviews on Amazon. Right? You can't fake this stuff. This is a monument. Let me give you another example just to beat this in. A lot of you guys launched a podcast probably

a year ago. You did two episodes and you stopped. Right? Because it's freaking hard. Steven, you're laughing. Are you guilty? Steven's like, launched last year. Right? What if you stayed consistent and you got 505 star reviews, right, and 12,000,000 downloads. Right? This becomes a monument, those reviews on iTunes. You can't fake it. It's there. It lives forever. No one can ever steal it from you. They can't hire that talent away. They can't rip off that code

base. It's there forever. It's a monument. This is how I think about monument marketing. I gave you examples of monuments I think about on a daily basis on the top of my screen right now. Here's the key though, to build the value of your software company. Monuments build the assets across the bottom of the screen. Monuments build the assets. And the assets are where your company's value sits because you use the assets to drive software customers.

Those assets are your email list, your text message list, your direct mail list. Right? So how do you get physical addresses of your customers? How do you get their mobile phone number? How do you get their email? Well, Monument Marketing helps drive these things. This is my first time ever trying to communicate this framework and getting my marketing thoughts out of my head. Just thumbs up. Am I like lost? Are you feeling it? Does it making

sense? Thumbs down if you're like, this is wild. Ben Whitaker, let me unmute you for a second. Ben, why does this make sense? What are you feeling?

Ben, got you got to unmute yourself there. There you go. There you go. Bring it up. Bring it up. There you go.

Mainly because as you... Mainly because as you said, you can't fake it. Right?

That's exactly right. I think, you know, guys, in our world today, anyone can make anything look real. So the only way to stand out is to do things that can't be fake. You see what I'm saying? Right? That's monument marketing. It also has the added benefit of a lot of soft power. Everyone wants to partner with you when they see you on cable, or they see your book does well. And that all, if you are building

the assets, drives to your software business. This is what those assets look like. What if you can send an email and get 1,400 clicks every time you send the email? What if you could use that drive revenue? You see when I launched the podcast, the book, the magazine, and how revenue grew after that. This is monument marketing. This is the second framework. We have Kyle's ICP framework. We have Nathan's monument marketing framework. Right? And some examples

of that we just went through. By the way, like Pendo gets it. Right? They bought a conference called Pendemonium. That's a monument. A picture of your conference packed with standing room only is a monument. You can't fake that. Right? Look at what's happening around the political world. Literally, these campaigns are competing over who has the bigger crowd size. Why? Soft power. Right? You look at it for one second, and it communicates soft power, momentum. Right? We're

doing the same thing here in SAS world. Pendo gets it. Right? So that's framework number two. The last framework I want to touch on here in section one is the valuation framework. Now I got permission from Badger Maps to share this. This is their real revenue growth. Take a look. What would you value this company at? Put it in the chat.

What would you value this business at? Ten year history, bootstrapped. You can go to their website badgermaps.com. Write zero to 535 k of MRR. Joseph said 60,000,000. Ben Whitrick, Ben, conservative. 3 to 5,000,000. Three to five million. Okay. 60,000,000. 10 x revenue, said Charles. Connoisse said a 100,000,000. Mark said a $175.64.

Yeah. All over the place. Now if Kyle Kyle, are you still there? Kyle, how are you guys... Did you guys have anything in OpenView when you were writing VC checks where you tried to stick to any kind of framework? Or was it all sort of finger in the air, let's see where the wind blows?

We did have some frameworks based on things like the revenue growth rate and then unit economics. So like CAC payback, know, burn multiple net dollar retention.

Yep. So guys, again, there's a framework for this stuff. Now what I'm showing you here, a lot of people don't know we do this. It's the first time I'm showing this. Our job at Founderpath is to help founders build wealth. We just happen to have a fund right now that gives you debt so you can keep your equity. But ultimately, we want you to sell or do a secondary and make a lot of money. So I

got permission from Badger to actually show you the 50 page sim we built for him to help him exit. Right? To help him exit when he's ready. This stuff is not easy. You don't just go into a transaction and try and exit. Right? You need to put a full story together. I'm not gonna go through every slide here because it's too much. Right? But you can see here, we're going through, you know, how his industry is

consolidating, who are the buyers. We're seeing, hey, who are consolidators to watch, whether that's Deutsche Bank, Voip Capital, or other folks in the space, JMI Equity. We're pulling his retention and metrics from Founderpath because that data room's already there. Then And we're walking him through the SaaS valuation framework, which I'm going share with you over the next five minutes. The important thing about this framework is it's not built in thin air. It's built off real comps

happening right now. We give the estimated valuation range. And we also say, hey, Badger, if you want to become the buyer, here are a bunch of companies you could go buy. And then at the end of these decks that we put together, we walk through the sale process, and we give them all the supporting comps in detail. Who sold for what price at what multiple, at what valuation, what secondary, etcetera. So we really love helping these

founders get that exit and get that transaction done. And the key to getting it done is this three part framework data, story, process. A lot of founders think it's only data, Or some will say it's only story. The most forgotten thing about what you're seeing in my term now is the last one. It's process. The way to get the highest valuation is by writing a very tight process and driving FOMO. So I'm not going to get

into every one of these. You just got to pay attention to my slide. I'll give you ten seconds to study this. This is the data component. These are 11 of the 21 checkpoints related to data. So you're looking at rule of 40, EBITDA margin, quick ratio, logo retention, LTV to CAC. You're ranking it from left to right. I'm gonna pause for five seconds so you can sort of squint here and see how those rankings work.

So this is the data side. Let's move forward to the story side. These eight or nine points here are qualitative. It's combining data plus story. So how do you get to that revenue in terms of data? Well, what story you're telling on your pricing page? What story are you telling related to your product, etcetera? And then down here, market factors. This is almost completely story. It's where is your market going? It's the Elon Musk, hey, we're

going to Mars. What's the story? So when you combine data plus story and then this is the money slide. This is the process we run with every founder we help exit or get a secondary done. It's not easy. But the reason you've got to do this is because you want all the potential buyers on the same timeline to drive FOMO. Now, Kyle, I don't know if you can comment on this because I know you're not open

to you anymore. But let's just talk about this. Have you seen other investors pay crazy valuations because they're stuck in a competitive process where the founder has a lot of options?

You mean there's herd mentality among VCs? Never.

That's right.

I've ever heard of this.

Never. So guys, how do you drive this herd mentality? So Dennis Dorval, if you if you zoom in here quickly, you first wanna get all potential folks giving you an indication of interest. That's like email bullet points. I value your business at $50,000,000 We're willing to do a $5,000,000 secondary. It'll be for common shares, so no preferred rights. We can get it done by x date. Then you reply back to all of them. Thank you for

your IOI. LOIs, a formal letter of intent, they're all due in two weeks. Right? What extra data do you need to get LOIs? Then you get the LOIs. You say, hey, your LOI is not competitive, or hey, we like yours, but can you change these things? And oh, by the way, final term sheets are due by y date. And if you run a tight process like this, you drive this herd mentality. But you've got to have

the data, so clean data room. Tell your story the right way to maximize valuation, especially to strategic buyers. And then lock in and make sure you run a tight process to maximize your valuation. Out of curiosity, Mark Organ, one of the founders of Eloqua is in the chat. What was that, Mark? A $3,000,000,000 IPO? It was good to see you last week in Dublin. You have some experience doing transactions in secondaries. What would you say about this process? Go ahead and unmute yourself.

Yeah. No, I just put that in the in the chat that on on average, from the initial offer that I've had to the final deal increased about 65%. It's it's a lot. So, you know, the initial offer is pretty low. And if you have a good type process, you said, I think you to have three term sheets, three great term sheets, or at least with three good numbers on it. I mean, the thing is that not

every VC knows about the terms that are in there. So you could have a term sheet that's got a multiple liquidation preference or something. You don't have to admit that. But if you have three good term sheets with good numbers on it, you can use that as a way to get the valuation up quite a lot.

Mark, what Eloqua's peak? I know obviously marketing has moved on, but what was Eloqua's

peak value?

Well, do remember the first Series A very well, where we had 5,000,000 trailing revenue. We had 8,000,000 ARR and our initial offer was 8,000,000 pre.

Oh geez. Mark you're aging yourself. You're aging yourself.

And the company was profitable too. Company was profitable at the time as well, but got that up to 14,000,000. But... Yeah. I mean, the series c round was at, yeah, 120,000,000.

Guys, Mark Mark, thanks for being so transparent. Guys, give it up for Mark. Round of applause. We appreciate you guys coming on live, dude. Guys, check him out at categoryknots.com. If you wanna learn from Mark Mark, feel free to drop your link in the chat if you want folks to come sort of check out your coaching. You're working now with CEOs. But again, data, story, process. I'm now moving forward here in the slide deck. If you

guys wanna get what Badger Maps got from Founderpath, all you have to do is connect your Stripe, get your valuation. It's that simple. We're gonna drop a link in the chat that'll take you directly to the page where you can get, again, connect Stripe and get your valuation. So guys, if we can drop that studio team, there we go. Founderpath.com/products/valuation. And what I'll do, to incentivize you a little bit here, if you want that 21 valuation

checklist in big letters in the Excel version with all the rankings so you can fill it in yourself, just do these steps. Sign up for that free product. Again, founderpath.com/products/valuations. If the site is down, that either means we have too much traffic. How many people are alive? I think we should have like 100 or 200 folks live. If there's more than that, maybe the site's going down. I have no idea. Can you click that link and

see if it actually loads? Does it load? It should load. It does work. Okay. That's the link. All right. Anyone who does that here before the webinar ends, I'll follow-up immediately after before 6PM central tonight and send you the Excel file of that full checklist. Okay? Alright. Let's keep moving forward here. That's the summary on frameworks. We learned directly from Kyle, right, in the ICP framework, growthunhinge.com for more content there. I gave you my thesis on

the future of marketing, monument marketing soft power. And the last framework was the valuation framework. Now guys, I get tired of just talking for thirty minutes straight, and I love getting feedback from you. So go ahead, put me up, throw rocks at me on a scale of zero to 10, 10 being you learned at least something in the first twenty nine minutes. How are we feeling? Put in the chat. Zero to 10, 10 being you learned something. And I'm going to pick on Esther. Can I pick on you, Esther Friend? How are feeling?

Yeah, feeling good. Yeah, it was really interesting to see the concept of the data story and the process and kind of see the squinty... I need my glasses. See that part, but,

yeah, it's really good. What are you what are you building? What's your website?

So I'm not building anything right now. I'm actually, a VP of revenue operations looking for my next gig. So came to your talk to kind of hear the latest and greatest and the best practice. Well,

you're in the right spot. You're learning the right stuff. If you guys want to hire Esther, Esther, I'll give you the permission. Go ahead and drop your LinkedIn in the chat. Guys, if you're looking for VP of revenue, reach out to Esther. Okay? There we go. That's what I mean when I say the webinar's got to feel like a backyard barbecue. All right. That was section one. Section one. That was a long one. We're going to

get through section two here in a much shorter amount of time, about seven minutes. We're going talk about reporting. Right now out of curiosity, just for you guys and guys, what I would ask, we gave everyone permission at the start of the webinar to spam the chat. But now, no spam unless I tell you. So Esther can put it in there. Try to reserve, wait till the end to share your LinkedIn or your website, etcetera. Otherwise,

I'm going to ask my studio team to remove you. But Esther, drop your link in there. Everybody else, drop in the chat, what would you say is the top metric you're focused on here as we close out 2024? Is it profits? Is it a growth rate? Axle, is it like a rule of 40? Is it Stephen, Markham, is it maybe like a churn rate, gross net dollar retention? Okay, MAU, maybe a consumer play in here, churn,

NDR, growth rate, GDM pipeline, new customer. I'm reading the comments as fast as I can. Growth, conversion churn, a lot of different metrics. A lot of different metrics. Right, let's jump into this section, and I'm gonna customize this content, okay, based off how you guys answer this poll question. So I'm gonna launch this poll. Did I break something? No. Was just kidding. I'm gonna launch this poll, and while you guys answer that, let me know what stage you are, and I'll customize some of this content here.

What'd I screw up? Somebody All good? Something. You were good. Alright. So let me know where you're at. Pre revenue, 100... 1 to 500 k, 500 k to 4,000,000, 4,000,000 or plus in terms of ARR. Where are we at, Jim Dougherty? Bruno Gallant, where are we? Where are we at, Kip? Where are we at? I'll give you guys five, six, seven more seconds. Tyler Band, I love that. Is that a suit jacket, that black and white suit jacket? What are you wearing?

Hey. This is a... It's a shirt.

I love that shirt. That's a good looking shirt. You're so rich. You're in Hawaii rocking your Hawaiian shirts,

Florida. Florida.

Yeah. Okay. Drop your LinkedIn in the chat. Right? There you go, guys. A new rich friend, Tyler Band. There we go. Tyler, thanks for being here, man.

Alright, guys. I'll give you three more seconds on this poll. Two, one, zero, and let me share it back with you guys so you can see who is here. 25% of your pre revenue, but check this out. Over 22% of you... Actually, no. No. No. 22 plus 17%. So almost 50% of you guys are doing more than 500,000 of ARR, and 17% of you are doing more than $4,000,000 of ARR, which is great. So we've got

a good crew. Let me shuffle my slides a bit just to cater to that content. So the first thing I want to do is focus on quick ratio. So I'm going to ask you guys, look at this revenue graph and type good or bad in the chat. Just good or bad, however you want to define it. Would you consider this a good or bad SaaS company? David Scholarsheball said good. Sarah Jones said good.

Let me actually log you in to my Founderpath dashboard, because this is actually the revenue graph for GetLatka. This is real, right? So anyone that has a Founderpath account, you can see this. I'm going to Analytics. I'm going go to Monthly Recurring Revenue. I'm going to zoom in here. It's a screenshot you guys were just looking at. And this is what growth looked like on that screen. Now, guys, watch this button I'm about to click right

here. Watch. I'm gonna turn off the dark green. And look at what story now pops out. Now you don't just see up into the right. A lot of us, we see up into the right because have a great SaaS company, but this is an early leading indicator. If you're having to fight every month to make up this churn hole with growth, the end is near or the decline is near. And I can say that because it

happened to me. I stopped focusing on GetLatka, now I had a good reason. Founderpath is growing like crazy, so I focused on Founderpath. But you can see decline. Right? Again, to compare, this looks good. But if we pull back and look at the quick ratio, which is new revenue compared to the churn, you start to see the writing was on the wall. That's a hard gap to make up every month. Now I love being vulnerable with

you guys. Just give me a quick yes in the chat. Who has felt this? You've gone into a month going, ugh, we've got to add five kip of new MRR just this month just to make up for freaking churn. Right? It happens. It happens. It happens. It happens. All I ask is that you guys measure it. So everything we're building in Founderpath Analytics is specifically built to help you guys find leading indicators, double down on the

good ones, and crush and fix the bad ones as fast as possible. So that's monthly recurring revenue. Now let's say we wanted to go in here and find our top paying customers. Watch me scroll down here. One of the things that I don't like doing is sorting through a bunch of Excel files and logging into nine different reporting tools. Guys, pick a month. Pick one of these months, October through May. Which of these new MRRs do

you want me to jump into? September, August, July, June, or May? Tell me which one you want to dive deep into. I see a July. I see a June, July, April, September, May. No no consensus at the chat. Let's just pick July here. Let's pick July new MRR. So check this out. Maybe we wanna know where that revenue came from. Well, again, inside of Founderpath, you can automatically create these segments, which will tell you all those

new customers that signed up on our 99 per month plan, and you can see them instantly. If you want to go even deeper on these, you can dive into individual and I don't want to share everyone's email, so I'm going to go back to this one instead. You can sort that same screen from high to low and see who's paid you the most. If you felt a little lost during Kyle's part of the presentation to find

your ICP, a cheat code to do that is go sort and look at actual collected LTV on your current base. Who are the top five customers that have paid you the most? That's a really good clue into what ICP you should focus into. Right? It's a cheat code. Alex, do you agree? You're shaking your head there a little bit. Alex Samandas, did I say that right? Nice.

Alright. Totally agree. Thanks for that.

Have you run that exercise?

We actually have. Yeah. And we just try to focus on the first 10 types of clients. So we already... We are already sending our data to Founderpath.

Oh, that's great. It creates so much focus, though, right? You go, Okay, let's just focus on these big customers. How do we go get more of them? Build your ICP framework like Kyle and rock and roll. So Alex, thanks for being here, man. What are you building? What's your website?

So it's b2bwave.com, and we do business to business e commerce for SMBs. So related to your previous slide, our target ICP is quite big.

That's awesome. That's cool. So guys, that's good. That's a quick way to find your ICP and find more. That's... And then I wanna wrap up here. Right? I wanna wrap up here section two. Now this is also, guys, when you subscribe to Kyle's content, you get great graphs like this. Now, I know Kyle had to jump, he might not still be with us. But Kyle, if you are, feel free to unmute yourself and comment here. Don't give away the answer, though. Do you guys notice anything about the fastest growing SaaS tools in the AI space? Look at these 20 logos here on the pricing. Do you recognize any patterns?

There's about 21 here. You recognize any patterns?

Yep. You guys in the chat, you guys got that quick. If you're not sure what the pattern is, your folks are helping you out in the chat. Let me walk through what I mean here. Let me walk through what I mean. Every yellow circle here on the 21 valuation checklist I just showed you, every yellow circle goes up and gets better with usage based pricing. Right? Every yellow circle improves. Right? Every yellow circle improves. The

highest valued AI tools today are all pricing per usage. And so as your software company grows and you're thinking about growth in 2025, think about this sentence.

I believe the highest valued companies in 2025 will have, and they will all use usage based billing. If you agree with this sentence on my screen right now, type agree in the chat. Just curious if I'm feeling the right pulse or not. Keep saying yes. People saying yes. To those of you that haven't minimized, I'll read it to you very quickly. Software as a service is becoming pay per service through software. A long way to say

usage based pricing. Pay per service through software. So how are you building that into your business? If you want to learn more about how to increase your valuation, our call November 8 and November 13 is all about valuations. I'm gonna give you a 100 buyers that are writing checks right now into 1 to $10,000,000 companies in terms of secondaries. I'll give you a 100 recent transactions and their actual exit value and multiples. I'll give you a

100 other examples that you can benchmark yourself against. And what I'll do to make this easy, guys, I'm actually going to see if I can do this live, which is a little crazy, but we love Luma. I'm gonna invite all of you right now. There you go. Next and send invites. There you go. So I just sent all of you via email an invite to that call November 13. It's going to load here. Hopefully it sends.

But you can also do it directly, lu. Mafp3. It's going to be all about valuations. We're forty minutes into the webinar. We've got fifteen more minutes of content in section three. But to summarize section two, keep yourself honest. Look at your quick ratio. Number two, like Alex, cheat code defining your ICP. See which customers have already paid you the most money. And lastly, usage based pricing is the future. Usage based pricing is the future. Brenda Saunders,

go ahead and unmute yourself really quick. You said you stayed up last night thinking about this. What were you thinking this is a dangerous question. I shouldn't ask this. Linda, what were you thinking about last night?

Was usage based pricing.

Good answer.

Because I just have some of reaching out and working with some carriers and everyone talks about wanting a piece of the monthly recurring revenue fees year after year. And I'm thinking, well, the reason that works for FinTech is because of usage based pricing. You know, you have that additional income coming in, that additional source, and I was thinking how I could kind of work that in with, you know, what what we're doing. So

Yep. Think about the most... The time to value. When someone signs up for your thing, what's your software? What the thing you help them accomplish? The outcome. And if you're helping them do that nicely, price per outcome, right, which is pay as you go via software, right? Pay as you go via software. So Brenda, thanks for joining us today. It's great to have you. Thank you. You bet. You guys ready to wrap up with section three

here? Youssef, if you have a question because I think we have like 200 founders live just put in the chat. Otherwise, won't get anything done. But we'll get to it at the end. Just drop in the chat, Okay? Alright, guys. Three tactics to start using, and you can use them as soon as in three days. Right? November 1. These are three case studies. Omnisend, UDO, and Binder. Let's jump into the next slide. Here's Omnisend's revenue graph.

Now, he's also bootstrapped. Right? Unbelievable, right? Bootstrapped. This isn't someone that's raised $200,000,000 to $50,000,000 of revenue. Bootstrapped. Right? Let's look at how we did it.

It's all about, if you're bootstrapping, getting fixed costs off of your P and L and only paying for variable success. How do you avoid hiring sales reps and account executives? Right? So you don't have the fixed monthly payments, have to pay for computers, and pay for travel, and pay for their gusto account, their rippling account. Well, affiliates is the version of that. Right? Moving a fixed cost sales expense to variable. If you're trying to figure out

how to launch your affiliate program, here are eight tools. These are the eight most popular tools that other SaaS founders are using to run their affiliate program. The reason you should screenshot this is because you can also go to these sites and look up your competitors, and you actually see what they're paying their affiliates. So you get a bunch of ideas on how to build your affiliate program. Right? Now let's look exactly... Right? Actually, before we...

Okay. Okay. So take those eight tools. And if you need more ideas, these are my favorite tactics. This first one on YouTube is like genius. I'm not going to even read it. You will only get this if you have me maximize and you see my slide. It's like it works every time. Right? Number two is paved dot com. It's Google AdSense for newsletters. You can use Substack as well. Go find folks like Kyle. Build a great

product. Blow them away. Send him a Loom video. Don't make him get on a call. If he loves your product, maybe he'll promote it. Right? Maybe not. Find someone that's written a book in your industry like Wes Bush, product led growth. If you sell a PLG tool, you might want to go convince Wes to sell your product. Right? He's also got a big audience. Right? Now here's how Omnisend did it. Look at these videos on the right. Now squint. What YouTube channel are these posted on?

It's not Omnisend. Right? These are individual creators. So the question is, what did Omnisend do to turn these people that he doesn't pay full time, they're variable, into a marketing machine for him? Well, the answer is he pays them a $275 commission per sign up, $2.75. Because he knows his LTV. He knows his CAC payback period. He knows his ARPU. Right? Works like a charm. So you want to make sure when you're picking your affiliate program,

you get the right commission structure, the right tool, and then you go out and start recruiting those affiliates quickly. Out of curiosity, guys, raise your hand. Who's losing affiliates already? Anybody? Raise your hand high. Hi. Hi. Hi. I'm not seeing a bunch. I'm surprised. Liz is like a half raise there. Anybody? Okay. Patrick Shaw. Patrick, good to see you, my man. Rapid Funnel, good to see you. Alright. So some folks using affiliates. Guys, it's a great

way to keep your cost structure low. Now you guys, if you know me, and if you've known me for more than five years, you know I obsess over case studies and data. We just finished a 94 page report about the top SaaS founders in Europe. And pages 74 through 82 go deep into exactly how Omnisend drove all of their growth. So we're not going go through all 92 pages, because it's a lot of data. But if

I go down to page 74, want you guys to see what's inside here, because I'm going show you at the end of the webinar how to get this, a copy of this PDF. So here's Ritis. Here's the Omnisend feature. We go in. He walks through exactly how he structures all of his affiliate campaigns, all the tools he's using. We created what we call the everything graph, which explains how he grew at every stage and tactics he

used. Right? We we go in and talk about how he uses SEO to grow, his worksheet he uses to get organic traffic automatically that you can copy, what he pays his people based off salary data, right here. It's on the bottom of page, 81, I think. 77, sorry. Pricing changes over time, etcetera. It's a massive case study on how Omnisend grew. I want you to keep watching. I'll show you guys how to get that, but we

print this magazine at our facility up in Michigan, and I'm showing you this so you understand what I mean when I say monument marketing. A magazine is another form of a monument. We spend $46,500 on these two r 3,500 printers in our Michigan plant. They can pump out 10,000 magazines per day. We ship them once per month. Out of curiosity, magazine in the chat. Anyone got a magazine in the past? Just type mag in the chat.

I'm curious. Axel, you got one. I'll come back to you in a sec. Okay. Look. Look at this. See, it works. It works. It works. It works. We'll come back to some of you guys here in second. But that's how we do the magazine. Let me show you another way to keep sales expenses variable. Okay? Again, now the biggest mistakes I see folks make between 500 ks and 5,000,000 is you don't warm up your sending email

address. You don't test enough subject lines. And you don't prospect consistently. So in past webinars, said go look at outsourced SDR firms. Well, now what a lot of folks are doing is they're actually hiring firms where you pay per outcome, per meeting booked. And they help you land these customers quickly. You give them the ICP. They set up your domain. They set up the warming. They set up the outreach. And they rock and roll. We've got Frank here with Salesforce. We're gonna get Frank. Frank, go ahead and unmute yourself. You there?

Hey, Nathan.

How are you, man?

Good. Good. Just a busy week.

It's a busy week. Guys, I'm I'm gonna brag on Frank. He's very humble. He won't say Over 2,000 software companies are already using him to send millions of emails per week. So Frank, why are people using you over using things like like Clay or apply.io or some of other software tools?

So folks typically, you know, use us to augment the current sales efforts with their sales team together with the agent capabilities. So that's agent Frank that you're seeing here on the slide. So we do that really well, a lot more cost effectively than the current solutions likely or other ones as well. Yeah.

And just to be clear, you're actually going in there, testing the copy, writing the subject lines. Some people might not understand the importance of infra. Guys, raise your hand if you know what an email service provider means and how to set up your own dedicated IP. Raise your hands high. Anybody? Okay. Couple of CTOs maybe on the call. Most of us, if you're like me, we're marketers. Right? We just... We... This isn't something we think about. Can you maybe, Frank, just take maybe thirty seconds to talk about the importance of infra when you're doing cold email?

Yeah. So you can't be sending emails from your primary domain these days because essentially every email is at risk of being spam reported and you're at risk of being blacklisted. So ultimately, need to provision dedicated infrastructure, and ideally, you wanna do that with your own IP and banking on your own reputation rather than potentially on a shared IP pool. So InfraForge literally sets it up in less than five minutes at half the price versus the current marketplace. So... Yeah.

So, guys, I choose who to feature on these webinars when founders tell me, I just found this hot new tool I'm using. And I say, I wanna go get that tool on the call. When I saw Sendoso using Salesforce, I said, how do I get Frank on the call? And Frank, I said, please put together something nice and beautiful for my audience. So we put together something nice. And what I'm gonna do for you guys, I

get people tell me all the time, Nathan, your emails feel like personal one on one emails. They go, how do you do it? How do you do the copy? Like, how does it work? So I said, you know what? I'm gonna export all of my HubSpot emails here on the right. And you see the subject lines I've blurred out, but you see the number of delivered, the open rate, the click through rate, the reply rate. And

what I'm gonna do is if you guys go to click at the link in the chat, which is SalesForge's SalesForge's product they've set up specifically for us live from the webinar, book time with Frank, and then type SalesForge in the chat. I will send you the Excel file of all two fifteen emails I've sent with the highest open rate, including the full subject line. And when you see these subject lines, you will look at it and

go, what the hell? Now guys, there's no way you guys could have gone that fast. You're putting Salesforce in the chat. You already booked time with Frank? Frank, check your fucking calendar. You have bookings coming in? Check the calendar. Get the receipts. Let's go. No, guys. But but seriously, spend time with Frank. He doesn't have unlimited spots. Right? So when you go to that link... Let's put the link again in the chat because... There we go.

Thanks, dude. Appreciate that. That link, sales for... Whoops. Salesforge.com for is a Founderpath. It's free to get time with Frank. But if you do decide to start paying him, it'll also tag you, your account, and give you 25% off. And he is not someone that's charging. If you look at pricing, like 2 ks per month, like other outsourced SDR firms, it's actually fairly reasonably priced, right? 48, 96, etcetera. So Frank, last question. Again, they can find

you at salesforce.ai/pricing. Where do you think the future of cold email is going? Is it better copy? Is it a better tool stack? Is it setting up your own infra? What is it?

It's a consolidated stack. So, you know, you'll... I think you're gonna be going to one single vendor, and it's about essentially sending what we call relevant emails to every single recipient. So that means each email will be unique. So we do believe in what we call the death of templates in the future.

I think we can all get excited about that. Again, give it First off, Frank, congrats on what you've built because I got so many people going... Sendoso going, we love it. Let's use it. I wanna get you on. You've got those stacks set up. Thank you for joining live. Enjoy spending time with our family. I hope you have like 31 on one calls over the next two days.

Thanks, man.

Alright, guys. Give it up for Frank. Frank, thanks for jumping on, man. We appreciate you. Thank you. Thank you. Alright, guys. We've got about nine minutes left. I wanna talk about UDO. 25 year old launched this business. Look at the revenue graph.

Look at this revenue graph, but it's not overnight. Look at how long he was stuck under 5,000,000 of revenue.

Right? It's not overnight. An overnight success, But look at the revenue now. In two minutes, I'm gonna show you his p and l. Let's walk through though how we launched. This was launched in 2009. Now those of you that are engineers, you're gonna laugh when you see this. Right? Because what did he do? He built an open source platform, all free. Great way to get free users. He's an engineer. Right? And then in 2015, he launched

this, premium pricing on top of the open source. And that's when revenue started to go way above $5,000,000 and grow even faster to what you see today. They will break $500,000,000 of revenue in Q1 next year. Incredible growth rate. Now, I don't have time to play this podcast I did with the founder Fabian. Actually, I do. Here.

We are $2,600,000 per month.

I'm not going play the whole thing. But he came on the podcast when he was doing about $20,000,000 of ARR, right in the thick of it. So you have an unfair advantage if you're listening to my podcast because you get these $400,000,000 founders when they're at your stages. And you can go back and learn exactly what they were thinking at your stage and replicate their playbook. Now look, here's his P and L. Do you guys see anything surprising about his cost structure? Look at the P and L. What cost there looks really low?

What cost looks really low?

Exactly. R and D. Guys, he's spending 6% of his revenue on engineers. Wild. Think about what you pay your engineers per month. Many of you guys are up 50, 60, 70% of your MRR on your engineering team. How did he do this? This is another example of moving your fixed expenses to variable. Why? Because he's got hundreds of, coding, developers contributing code to his open source base. That's why he can spend so little on R and

D and still build such a big company. I just am always trying to give you guys examples. Now, if you're getting engineering firms pinging you saying, hey, we want to write code for you, most of you ignore those emails. I want to encourage you to start replying with something very simple, this question at the top of my screen, and just collect these. What you will see is all these dev shops. You'll get their rate cards. And

you'll see what do they on average charge for a front end engineer, senior, junior, etcetera. And you can compare them. And then decide who you want to work with if you want to outsource some of your dev. Not all of it, but some of it. Now I've collected a bunch of these rate cards already. And my question is if you want one of these, right, if you want one of these dev... All all all nine, I

think it's about nine of these dev car... These rate cards I've already captured, help me build another monument we're building. We're gonna drop this link in the chat. Sorry. This is a new one, Deb. Sorry. Sorry. I didn't give this to you guys in studio. So Kevin or someone help me out here. Let me go pull it up. All you've gotta do is click attend on this. Let me pull it up here. Chat. Chat. I'll do

it. I'll do it. Here we go. Sure I'm sending to everyone in the meeting. Just click the attend button on this LinkedIn event. Right? So I see there's 1,251 already coming next... For next one, November 13. It's gonna be a good one all on valuation. If you attend that and keep investing in yourself, investing in your own growth, I wanna give you more content. So I'll give you those rate cards if you do that right now.

I'll give you those rate cards if you do that right now. And, of course, now I'm not going to be able to get back to my deck. So let me go here. Udu preview. I'll load this up while you guys are doing that. Go ahead and click. If you would keep repeating that link in chat, that would be great. All right. Let's go back to slide 77 as we wrap up. So I'll get you guys that

those rate cards. We'll get you guys those rate cards. All right. And guys, type done in the chat once you've hit attend on LinkedIn. What we'll do to make this easy, guys, to get those rate cards to you is if 25 of you type done right now in the chat because you did the attend thing, we'll just drop the link directly to that file in the chat so you have it. Right? So I'm counting. I mean, there's... It looks like there's definitely more than 25. So

guys, here's the bookmark. Here's the bookmark. Everyone in the meeting, there it is. Just bookmark that. That's my Google Drive folder where I share all the rate cards I've collected. All right. So there it is.

There it is. There it is. There it is. It. Save it.

Save it. Here are also the top dev shops I recommend on the screen right now. Go on to the next slide in three, two, one. Same thing on UDO in the magazine. Right? We've got a full 16 page spread on exactly how UDO drove all that growth that we just talked about. In fact, it's our feature story in the magazine after Bird's growth story. So you see here, if we go down to UDO, what you see

here is the full story on how they grew, every tactic, all their valuations right here, all the secondaries he did, their everything graph, a bunch of other great data in Intel on how they changed their pricing page and home page over time, and plotted by year, all directly and from my interview with Fabian, plus additional resources and exposure that we did. Their full P and L is right here as well. So again, a lot of juicy

data in that magazine. Now, in addition to how we put the magazine together, those of you that have gotten in the past know we start off with this Excel file. Now, can you guys see column D? Is it big enough?

Let me open it in another screen. Now, can you see column D here? So every time I interview a founder, I pull the unstructured data out of the interview and put it in an Excel file. In this particular thing, I want to know who are the biggest software companies in Europe by revenue, private only, Sage, Cinch, Infobip, etcetera. And there's a full list here. You guys can see I'm scrolling down. Look at this. Full list of

the top 900 in Europe. Together, do $35,000,000,000 of revenue. They employ 221,000 folks. And in Latka magazine, the new one that is brand new ready, there are literally 35 pages of not only case studies on how they did it, but rankings high to low. And you can see here how it works. We list it right here. We list their ARR, the team size, the ARR per employee, two, three, four, five, six. We embed revenue graphs where

appropriate. We embed valuations. Can you guys see contentful valuations right here? We embed that where it's appropriate. 94 pages of data plus the Excel file. We're excited to get that out to you guys. It's ready to rock and roll. I'll show you how you can get that here in about two minutes after we wrap up with our last case study. Number nine out of nine here is Binder. Here's their revenue growth. And guys, let's boot Ashwin

from the chat. Guys, no promotions in the chat. Let's boot Ashwin. Here's Binder's revenue growth.

Here's Chris Hall and his feature inside of Latka magazine, this new one that we just talked about. And he ultimately built it up to a $300,000,000 secondary using a really genius SEO playbook, which we lay out in full detail in the magazine. But if you want SEO traffic and you're trying to add $5.10, 20,000,000 of ARR, you want a copy of this playbook from Binder. Now Chris came on the show, the founder, before he did 30

k. Yeah. I'm gonna mute this. Right? Before he did his big secondary. But he launched the business in about 35 years old. On his 40 birthday, he was cashing this check.

It was a majority recap. So how do you know what the check size was? You take $600,000,000 divide by two because it's got to be a majority. Right? So it was larger than a $300,000,000 check when they did that recap. Right? Big secondary opportunity there. And that's what it's really all about is we're building these assets, our SaaS companies, generating personal wealth. Again, that full binder story pages 40 through 48 in the magazine. So guys, wrapping

up this last section, then I have a surprise for you at the end, is how to get that Excel file. Here's the summary. We talked about Omnisend and how to build your affiliate program. We talked about Oodo and how they used dev shops and outsourcing dev teams to only spend 6% on R and D against their total MRR. And lastly, I told you where to find the full SEO playbook Binder used to do a $600,000,000 secondary

transaction just recently. Now guys, we've got about two minutes left. I want to be respectful of your time. Type yes or no in the chat. Would you like me to show you how to get that Excel file that I just shared with you? Type yes in the chat if you'd like it, if you really want it. It's capital letters, exclamation points, all the big characters. Okay. There we go. There we go. Okay. Alexi said no. Kick

Alexi out of the webinar. Bye, Alexi. Everyone say bye, Alexi. Bye, Alexi. I love it. It's so nice when you're in control, right? Say yes or get out. It's very easy. Say yes or get out. Okay. Top 500 founders, right? Here's the Excel file. Now we've got the ARR, the employees, the country, the year founder, revenue per employee, CEO first name, LinkedIn. It's juicy. It's juicy. I'm not going to go back into it because you already

saw it. Here's how it gets built. I interview the founders in the upper left. I get it in this Excel file. And I do deep research on the biggest, fastest growing companies and do 10 to 15 page case studies in Latka magazine. Now, one more time. How many of guys already have gotten a past magazine? Type magazine in the chat. I know a lot of you guys have already if you have it on your desk, hold

it up. I've to give you something really special. If you've got it within arm's reach, hold that thing up. If you have it in arm's reach, hold it up. I see people running. Axle is going, I'm going to go get this thing. All right. You guys can see here a lot of folks, a lot of top CEOs read the magazine. We've published it for the past four years, past four years, out of our facility up in

Michigan. And what I've done there we go. Oh my gosh. Axel, pin him to the pin him to the top of the screen for the rest of the webinar. Six magazines. Axel, you can spam the comments with whatever the hell you want to sell these people. You put in the link to whatever you want. You just drop it in there. Okay? This is incredible. John Gallagher's got it, which is great. But guys, we've got the full

list, 94 full pages. Here's my question. You guys know I love selling. What should we charge for this? I might listen. What should we charge for this? Put it in the chat. The Excel magazine, full 94 page magazine. Zero is not an option. Pete Martin says 29. No, no, no, guys, be honest. Be honest. Think about it. What do you pay Clearbit to enrich 500 leads if you sell the SaaS founders? With revenue data. With like,

how do you even get real revenue data without interviewing all these founders for twenty minutes? How do even get that? What would you pay for that? What should we charge? 49. $4.99 Aaron. $49.99.

Guys, we always reward CEOs who play hard for sixty minutes of the webinar. We love a good surprise at the end. It's free. It's gonna be totally free if you take action and use this key. Right? Free. Joseph said free. We love free. The coupon code, the coupon code. So here's how to do it. Because it's only going to work till the end the webinar. So the next three minutes. Go to latcamag.com. Do it now. I'll

do it with you. Latcamag.com. Okay. Guys, once you're on this page, put in your info up top. Tell me where to ship your copy. I'll let you guys do it. Tell me where to ship your copy. While we're doing that, John Gallagher, you already have some of the magazines. Unmute yourself really quick. Why do you read them? Why do you read them?

It just keeps me up to date and there's just lots of useful information and I... It makes me feel a part of a community that, you know, I can do it if I just keep pushing forward.

We believe in you, man. Axel, same to you. Unmute yourself. You got six of them. You've obviously read them. You look at it. What do you see inside? What's it like? How's it compared to, like, a Forbes magazine or something?

It's really great great content, really. I think during the weekend, we have a good coffee. It's great.

Guys, here... Look at my screen because I wanna make sure you get the the coupon code accurate. This first button right here is you purchasing the next 12 issues. If you don't want the next 12 issues and you just want the free one issue today, uncheck that box and click this one, twenty nine one time. Okay? If you want the next 12, right, keep 12. But... And you'll still get a discount. But click 29 the second

one. Obviously, put in card number, etcetera. If you want the Excel file, we can't give that for free. It's so much good data, but you can purchase it one time for $2.97 there by clicking that box. Again, or if you just want the free magazine, right here, the coupon you wanna type in, October October OCT two nine, that's today's date. OCT two nine, OCT twenty nine webinar. OCT two nine webinar. OCT two nine webinar. Guys watch

what happens when I click apply. Right? Makes it free. Right? It makes it free. Okay. That will only work for the next about three minutes. And then I'm... I I kill the coupon code. Ah two nine webinar latkamag.com latkamag.com. Once you guys have done that, go ahead and type magazine or done or something in the chat. I can't wait to ship this to you guys. I mean, I got an early version. I mean, I'm I'm... I

used to study architecture in college. No offense, but it just is like a finger massage. You know, it's not glossy enough like People Magazine where it feels cheap. Right? Like, if you really wanted to beat somebody with this, you definitely could. It would hurt. Right? It's not... You know, it's nice and solid, but it's not so solid where if you take your permanent marker and try to write on it, it won't smudge. So it's just matte

and texturized enough where you can take notes in through the whole list. I can't wait to get this, like, literally right on your living room. So you can be like Axel. You can be like John. Guys, I'm not seeing anyone type, like, done or complete in the chat. So I do want to... I'm worried it's not working. Was anyone able to get through the whole thing? Okay. There is... Okay. There we go. There we go. There

we go. There we go. Can't wait to ship this to you guys. It's gonna be a blast. It's going to be a blast. So again, here's how to do it. I'll leave these three steps up, latkamag.com, while we wrap up here. Sarah Jones, you stuck for the full sixty minutes. What did you think? We haven't met yet. Did you enjoy the content? What can we do better?

So it was amazing, a whirlwind first time here, a lot of great information, lot of great links. You move at rocket speed. Yeah.

You guys want a little webinar growth hacking secret? Always invite someone on with a British accent and ask them at the end how you did. You will always sound like a genius. Give it up for Sarah Jones. Sarah, unbelievable. This is great. Alright, guys. As we wrap up, here's the full summary from today. Right? If you're like, wait. I joined late. What did we go over? What did I miss? You just learned a ton. You learned

from three new frameworks. Kyle Poyer, best in the world, growth unhinged. I showed you monument marketing. I showed you how to get that 21 checklist. We talked about reporting and how to start using that on founderpath.com. Connect Stripe, get your valuation. That simple. Then I showed you three tactics and those case studies inside of the magazine, which I'll ship to a bunch of you guys. Next month, November 13, it's all about valuations. How do you sell

for $50,000,000? And how do you find buyers that'll write that check, get you a second or whatever? It's lu.ma/fpthree. Lu.ma/fpthree. Guys, my name is Nathan Latka. I have a blast with you. I don't know how many people came, but I was expecting 100, 200. I think we got more based off the chat. Thank you so much for joining me. If you guys are looking for any capital, check out founderpath.com. Otherwise, I will see you on LinkedIn.

I will see you in the in the internets. Ignore as much politics as you can after you vote. You have to vote. After you vote, then ignore it. Okay? After you vote, then ignore it. And I'll see you November 13. Guys, take care. See you. See you next time. Bye bye. Later. Bye, Annalise. See you, Ben.