SaaS Interviews with CEOs, Startups, Founders
EP 539: eTailInsights Bootstrapped, $1.4m ARR Ecommerce Data with CEO Darren Pierce
14 Jan 2017
Chapter 1: What is the main topic discussed in this episode?
This is The Top, where I interview entrepreneurs who are number one or number two in their industry in terms of revenue or customer base.
Chapter 2: What inspired Darren Pierce to leave Bronto Software for eTailInsights?
You'll learn how much revenue they're making, what their marketing funnel looks like, and how many customers they have. I'm now at $20,000 per top. Five and six million. He is hell-bent on global domination. We just broke our 100,000 unit sold mark. And I'm your host, Nathan Latka.
Chapter 3: How does eTailInsights generate revenue and what is its business model?
Okay, Top Tribe, this week's winner of the $100 is Daniel Al-Soudini. He's based overseas. He's an employee at a current company and can't wait to break free.
Chapter 4: What milestones did eTailInsights achieve in 2015 and its goals for 2016?
For your chance to win $100, Top Tribe, simply subscribe to the podcast now and then text the word NATHAN to 33444 to prove that you did it. Again, text the word NATHAN to 33444 to prove that you did it. I give away $100 every Monday. Folks, many of you reach out to me and you say, Nathan, so many guests on your show talk about the importance of batching.
But whenever I try and batch, you tell me this. You go, Nathan, they don't book back-to-back times. Or they don't show up after they book. It's frustrating. The answer is, guys, you have to use smart tools. I use a tool called Acuity Scheduling at NathanLatke.com forward slash schedule.
Chapter 5: What strategies does eTailInsights use for customer acquisition?
I'll tell you specifically how I use it later on in the episode. Nathan Latke here. This is episode 539. And I want you to know, guys, I use my podcast as diligence sometimes. I'm going to be buying companies in the CRM, sales automation, and sales tool space. My first one was thetopinbox.com. And tomorrow, you'll learn from Spencer Farber. Maybe I'll buy them. His company is called Cliently.
It just hit $8,000 in monthly recurring revenue.
Chapter 6: What is the current customer churn rate for eTailInsights?
And he's aiming for a $5 million valuation for his next round of funding. But maybe again, maybe I'll buy them before they raise. We'll see. Nathan Latka here. Good morning, everybody. Our guest today is Darren Pierce. He's the founder and CEO of eTale Insights.
Prior to launching the business, he spent many years working with B2B startup companies specializing in leadership, strategic development, client relationships, and maximizing revenue growth. At one of those companies, Darren was the director of sales, which was called First Research. That was eventually acquired by Hoover's Dun & Bradstreet, and most recently, Darren helped
Chapter 7: How does eTailInsights differentiate itself from competitors?
Bronto Software Accelerate the Revenue and Market Share to become the leading email service provider in the e-commerce industry. He's a graduate of the Walker College of Business at Appalachian State University with two BSBAs in management and marketing. Darren, are you ready to take us to the top?
Let's do it.
All right. I have to ask you real quick about Bronto. The email marketing space is very, very crowded. Why did you leave that company?
I left Bronto to start E-Tail Insights, honestly. I didn't want to leave it.
Chapter 8: What are Darren's thoughts on future growth and potential exits?
I loved it. I thought the culture was great. I thought the product was great. going straight to the top, but, um, came up with the idea for retail insights and couldn't pass it up.
Okay. So tell us, tell us what you tell insights does and then tell us how you make money.
Yeah. The best way to tell that story is to back up the beginning of Bronto. I joined Bronto, um, on around 2008 to help them sell their email marketing software to online retailers. So At the time, we realized that online retailers were sophisticated in how they sent emails, and they sent a lot of them. So Bronto hired me and a few other people to help figure out how we go market to them.
And one of the early problems we realized at Bronto was how to find these companies online. everyone knew who the 500 largest were, but you know, the mid market of, you know, 10,000 retailers, we just, we couldn't figure out who they were, whose territory they were in, how much online revenue they were doing. So early on, I came up with the idea to try to solve that pain.
Um, and essentially that's what retail insights is. We're a, we're a database. We index the e-commerce industry. We track all the companies. And then, um, we sell that data to companies like Bronto who, um, want to go after that industry.
And what's your model? Is it a SaaS model or pay as you go or what?
It's an annual subscription SaaS model. So they subscribe username and password based.
Okay. So what is the, what's the average customer pay you per month or year?
Yeah, that's a good question. We have about 150 customers. And our average is skewed down a little bit because we have what we call a small business edition that's for real customers. you know, true startups that maybe have no sales team or one salesperson. So even, you know, skewed down our average customer is right around the $9,000 per year amount. Okay. Got it.
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