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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We hired him as our CRO.

He looked at our plan and he said, you guys are nuts.

We expect to end this year at around 100 million, and we're building a billion-dollar

ARR company.

So first, an announcement.

So if you were here during Nathan's session, he mentioned that I have a big announcement

to make.

And because the SAS Open stage is where you break big news, I'm here to tell you that

this morning at 6 a.m., we announced a $100 million

D round, led by One Peak out of London.

So I need you to do something for me. I'm going to speak to the camera. This is a shout-out

to One Peak and David Klein and his team.

Thank you for believing in us. Give it up for them. Thank you. So I am going to talk about something that is a little unusual for most startup founders.

And this is all about channel first strategy.

How many of you have a channel program in place?

Okay, how do you have a successful channel program in place?

Cool.

So very much a minority. So the entire storyline today

is going to be about how we went from OK growth to explosive growth by leveraging the channel.

...