SaaS Interviews with CEOs, Startups, Founders

EP 545: Unomy Raises $3.4M, $160k MRR Helping Businesses Get Leads with CEO Gal Harzvi

20 Jan 2017

21 min

3877 words

2 speakers

20 Jan 2017

Audio

Description

Gal Har-Zvi: He's a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He's one of the founders of Valueshine Ventures, the technology holdings company and a successful online marketer for various software categories and verticals. He's currently the CEO and founder of the company called Unomy. Famous Five: Favorite Book? – Pitch Anything What CEO do you follow? – N/A Favorite online tool? — Calendly, ZoomUS, Yesware, SalesLoft, Boomerang Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – "Just do whatever you love and are passionate about and everything will be good" Time Stamped Show Notes: 01:42 – Nathan introduces Gal to the show 02:14 – Unomy provides sales intelligence solutions 02:27 – Unomy makes money by selling annual subscriptions 02:40 – Unomy was launched in 2014 02:53 – Raised capital after 6 months 03:00 – Launched the current version focused on enterprise sales a year ago 03:25 – First year revenue 04:05 – Unomy currently changed their business model because the first one was not successful 04:21 – 2015 revenue 04:36 – 2016 revenue goal 05:03 – Unomy currently has mid-market businesses, but gradually switching to larger accounts 05:36 – Average customer pay annually 05:49 – Average number of current customers 05:58 – Unomy has currently raised capital 06:08 – Unomy did a seed round and a few convertible notes 06:18 – Unomy is going to raise a Series A 06:39 – Gal shares why they are raising capital 06:56 – Unomy's competitors are raising capital as well 07:21 – Unomy will probably raise $5-6M 07:40 – Unomy's valuation 08:33 – In any round, a founder should expect to lose anywhere between 25-35% of their company 09:17 – Gal and Nathan discuss what an average deal is 09:45 – There are a lot of VCs in Israel 10:20 – Unomy has 3 branches 10:48 – Team size is 24 10:56 – Gross annual churn 11:35 – Customer's LTV 12:02 – CAC 13:20 – Number of companies in Unomy's database 13:58 – Gal shares what makes them better than their competitors 15:00 – Unomy has a variety of categories 15:30 – Unomy was founded to help sales companies, not investors 16:06 – Unomy uses more sources than others 17:19 – Unomy has a guarantee and if you get a bounce email, you can get your money back 17:38 – Unomy does real-time verification 19:10 – The Famous Five 3 Key Points: In any round, a founder should expect to lose anywhere between 25-35% of their company. A company should focus on why it was founded in the first place. Do what you love and are passionate about and the rest will take care of itself. Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip's email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn't have to hire a co-founder due to the quality of Toptal 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. 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 Jamf – Jamf helped Nathan keep his Macbook Air 11" secure even when he left it in the airplane's back seat pocket Show Notes provided by Mallard Creatives

Chapters

1. What is the main topic discussed in this episode? 2. What sales intelligence solutions does Unomy provide? 3. How did Unomy's business model evolve over time? 4. What challenges did Unomy face in its early years? 5. How does Unomy plan to raise capital in the future? 6. What is the current customer profile for Unomy? 7. How does Unomy differentiate itself from its competitors? 8. What advice does Gal Harzvi have for aspiring entrepreneurs?

Featured

Gal Harzvi

Nathan Latka

Transcription

Chapter 1: What is the main topic discussed in this episode?

0.031 - 15.794 Nathan Latka

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. You'll learn how much revenue they're making, what their marketing funnel looks like, and how many customers they have.

Chapter 2: What sales intelligence solutions does Unomy provide?

16.275 - 19.4 Nathan Latka

I'm now at $20,000 per top. Five and six million.

Chapter 3: How did Unomy's business model evolve over time?

19.42 - 23.786 Nathan Latka

He is hell-bent on global domination. We just broke our 100,000 unit sold mark.

Chapter 4: What challenges did Unomy face in its early years?

24.087 - 32.234 Nathan Latka

And I'm your host, Nathan Latka. Okay, Top Tribe, this week's winner of the $100 is Rick Siegmund.

Chapter 5: How does Unomy plan to raise capital in the future?

32.395 - 37.039 Nathan Latka

Rick Siegmund. He is stuck brick and mortar business.

Chapter 6: What is the current customer profile for Unomy?

37.079 - 50.052 Nathan Latka

That is his focus. So congratulations, Rick. If you guys want to win $100 every Monday on the show, in order to enter, simply subscribe to the show on iTunes now and then text the word Nathan to 33444.

Chapter 7: How does Unomy differentiate itself from its competitors?

50.632 - 67.374 Nathan Latka

Again, text the word Nathan to 33444. 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.

Chapter 8: What advice does Gal Harzvi have for aspiring entrepreneurs?

67.394 - 87.863 Nathan Latka

The answer is, guys, you have to use smart tools. I use a tool called Acuity Scheduling at NathanLatke.com forward slash schedule. I'll tell you specifically how I use it later on in the episode. Nathan Lacta here. This is episode 545. Coming up tomorrow morning, we will hear from Josh Muccio, one of the founders of The Pitch Podcast, which made 80 grand in year one sponsor revenue.

87.883 - 105.477 Nathan Latka

By the way, do you guys ever wonder how much I make? I can't tell you, but I tell you what, it's a lot. It is a lot. They made 80K their first year in revenue and they passed 700,000 downloads. See how they did it tomorrow morning. Nathan Latke here. Good morning, guys. Our guest today is Gal Harzvi, and I think you're going to really enjoy him.

105.497 - 126.078 Nathan Latka

He's a passionate entrepreneur who lives and breathes B2B sales, marketing, and everything in between. He's one of the founders of Valoshine Ventures, a technology holding company and a successful online marketer in various software categories and verticals. He's currently the CEO and founder of a company called Unami, which we're going to talk about more here in a second.

126.138 - 127.98 Nathan Latka

Gal, are you ready to take us to the top?

128.602 - 129.343 Gal Harzvi

Definitely.

129.363 - 133.567 Nathan Latka

All right, let's rock and roll. So tell us what Unami does and what's your revenue model? How do you make money?

134.468 - 149.102 Gal Harzvi

So it's actually Unami and not Unami, but many people tend to do this. Thanks for correcting me. Sure. So what we're doing, we're providing a sales intelligence solution and we're making money by selling annual subscriptions.

149.623 - 150.724 Nathan Latka

Okay, so it's a SaaS business.

152.225 - 152.445 Gal Harzvi

It is.

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