Launched Discover org back in 2007, grew up to about $25 million in ARR in 2014, sold a majority to Carlisle back then and then, sorry, to TA.

And then TA in 2018, they scaled from $25 million in ARR, up to $130 million in ARR.

TA then brought in Carlisle, sold about 30% of our holdings there.

He's still incentivized, still growing the company, broke down the sales process today as they marched past $165 million in ARR.

Hello, everyone.

My guest today is Henry Shuck.

He's the co-founder and CEO of a company called Discover Or.

He booted up the company to $25 million in ARR.

And now three acquisitions later, he's backed by the Carlisle Group and TA Associates at about

165 million bucks in AR. Henry, are you ready to take us to the top?

I'm ready.

Dude, your people are like, okay, we know Henry is going to talk with Nathan.

We're just going to put the AR in the bio so Nathan doesn't have to hit Henry about it.

I love it. I love it.

So last time you came on, man, let's see, it would have been about almost two years ago.

And I think at that point you had told me you were doing around 70 and now you're at kind of 165.

I want to dive into that in a second. But first, for new listeners that didn't hear that first episode, tell folks what you do.

So Discover Orga is a sales intelligence tool.

It's actually used by sales reps and marketers to find the companies and the people to sell to,

when to reach out to them, and how to get a hold of them.

So imagine I'm selling an information security device.

I know all the chief information security officers.

...