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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The bank account went down and down and down.

How do you compete with a giant that has like 400 million, if I'm not mistaken, in funding?

How do you compete with someone like that?

Now, how did we make it?

And that's the majority of this presentation.

From 2 million to 12 million in ARR, and what particular playbooks we use to get there.

Some of them are not very sexy, but they've been tried over and over and over, and are guaranteed

to produce pipeline.

So focus on that.

A little bit about myself.

I'm a software engineer, a robotic software engineer in my background. I turn into a marketer at some point, did a good job because I have a technical background.

And today, B2B marketing is a very technical job.

So I've done well as a VP of marketing, and at some point I saw the gap between what is available to a VP of marketing in terms of data and technology,

and what is possible in terms of data and technology for a B2B marketer,

and I made a choice to take the leap and start a company

that if you're our customer, you essentially don't have,

you don't have to hope for pipeline.

You don't have to, you know, be a rocket scientist to generate pipeline because you use experimentation and

data as a means to an end to guarantee that you have predictable pipeline with economies

...