SaaS Interviews with CEOs, Startups, Founders

662: $425k Per Month With Software Product Helps With Sales Leads with Corporate360 CEO Varun Chandran

17 May 2017

Audio

Description

Varun Chandran. He's the founder and CEO of Corporate360, a big data marketing software startup. He bootstrapped the company in 2012, grew the business into multimillion dollars in revenue with international clients and 40 employees across 5 countries. Prior to Corporate360, he worked for some of the leading technology companies like SAP, Oracle, Dell and Netapp in 3 different countries. He's a college dropout and a national footballer. He loves data science and travelling. Under his leadership, Corporate360 became the first international startup from Kerala, bringing IT jobs that foster social empowerment. Famous Five: Favorite Book? – N/A What CEO do you follow? – Elon Musk Favorite online tool? — Google Apps How many hours of sleep do you get every night?— 4 hours If you could let your 20-year old self, know one thing, what would it be? – "Build something that changes lives" Time Stamped Show Notes: 01:12 – Nathan introduces Varun to the show 02:00 – Corporate360 is a sales intelligence data company for B2B enterprises 02:08 – Corporate360 is a SaaS business that sells their software through subscription 02:30 – Corporate360 has standard pricing 02:38 – Typical deal size would range from 20K onwards, annually 02:48 – They have some monthly contracts, too 02:57 – "We are evangelizing data as a service model as opposed to buying a marketing list" 03:33 – Corporate360 was launched in 2013 03:40 – Team size is almost 70 in 5 countries 03:47 – Corporate360 is totally bootstrapped and they're reenlisting profits back to the business to grow it 04:00 – Varun was 30 when he started Corporate360 and it was his first take on entrepreneurship 04:14 – Varun spent 8 years in the corporate world 04:26 – Varun had sales development and marketing roles 04:43 – Varun started the company with minimal capital of less than $10K 05:02 – Varun used the capital to learn data science and hired contractors from India and the Philippines 05:22 – The initial investment was for building the application, launching the website, and a basic outreach email campaign 05:55 – Customers use Corporate360 differently 06:01 – There's inside sales, analytics, campaigns, marketing and for sales operations 06:18 – One of Corporate360's customers is from Japan—they wanted to run a competitive attack and get competitive intelligent software 06:30 – The company from Japan started a subscription and they gave reference to teams in China, Singapore, and eventually to the Europe and US market 07:08 – Corporate360 is currently serving 300 customers 07:22 – They currently have 40K seats 07:28 – Seats per user license is sold only for inside sales 07:35 – Analytics and marketing are based on data and not per seat 07:58 – Corporate360 average deal size will be per user 08:04 – Varun shares how an inside sales deal works 08:52 – "We are not part of a data syndicate" 09:00 – Corporate360 source their data from their own algorithms 09:37 – FullContact focuses on getting data from syndicates 10:27 – Varun shares how they differ from other data sources 12:06 – When you subscribe to Corporate360, you can get a 360 degree viewpoint of 7 modules 12:22 – Corporate360 provides detailed information about the leads that they have and why they are the best fit for your company 13:30 – Average ARR 14:00 – Gross customer churn 14:16 – Corporate360 designs their services based on client feedback 14:46 – Churn is less than 10% annually 15:12 – Most of their customers are startups 15:51 – CAC 15:58 – Corporate360 doesn't have field sales and just 7 account managers 16:20 – They tried LinkedIn ads as paid ads 16:34 – They spent $200K on LinkedIn last year 16:47 – The budget for paid acquisition will go down this year 17:15 – LTV can be from $45K to a million 17:36 – Corporate360 headquarters in Singapore 17:40 – They have a large BPO center in India and Philippines 19:40 – The Famous Five 3 Key Points: Small capital can go a long way—don't be discouraged if you are beginning with little. THe data space is quite saturated—have something that sets you apart from the data syndicate. Build something that changes lives. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Organifi – The juice was Nathan's life saver during his trip in Southeast Asia Klipfolio – Track your business performance across all departments for FREE Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator– The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible– Nathan uses Audible when he's driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Freshbooks – Nathan doesn't waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

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