You are listening to conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom.

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Mark Benny, I'll pull the term sheet at the last minute. We ended up selling in February of 2012 for $169 million.

I ended up making about $15 million after taxes.

I got to meet Nathan about 14 years ago and 15 years ago in 2009 and Virginia, like he said,

and I think you were 20 at the time, something like that, 21.

So it's great to be back here today.

My background is building a company called Eye Contact in the email marketing space. I started that company 22 years ago as a freshman at University of North Carolina at Chapel

Hill.

And I was very sad last night to see the Tar Heels lose by two points to Alabama, but it's

okay.

Today what I do is I'm building a community specifically for SaaS CEOs and founders called

SAS Rise. We started that about six months ago and it's a community for SaaS founders with

at least a million in ARR up to 100 million in ARR. Check us out at SaaSR.com. What I'm going

to talk about today is how we scaled up customer acquisition and how we grew eye contact

from zero million to 50 million

in annual recurring revenue. And I'm going to talk about how we figured out our unit economics,

our math, our business math behind the business. I'm going to talk about how we bootstrapped.

We didn't take any outside capital. We lived in the office for the first year. We took no salaries for the first three years and just accrued them.

...