He just signed a $25 million deal at Lemless to acquire a company called Flap. What I love about what he did is it wasn't your traditional deal structure. If you don't dig into the $25 million, you'll never know how creative you can get to buy other smaller companies to drive what's called your inorganic growth. Lemless is now doing over $40 million of revenue. I bet you they'd break the $100 million by the end of 2028 with Charles's leadership

and Guillaume, the original part of the co-founding crew and his product-led growth is just founder stories on LinkedIn. But the way they did the deal is it was basically $10 million plus some convertible bonds for the founders at close. Of that $10, $15 million, $5 million was cash. Five million was basically clap saying, okay, Lemless, we'll give you a $5 million loan.

You can pay us back over time. you know, 10, 15 million, 5 million was cash. Five million was basically clap saying, okay,

Lemless, we'll give you a $5 million loan. You can pay us back over time at a 3.5% interest rate,

but we'll defer it for two years, right? So that's a cool way for the founders to get more money

over time. And then the second part of the $25 million deal structure, the last $15 million

is earn out for the clap founders. If they stick with Lemless and they grow up from $25 million deal structure. The last 15 million is earn out for the clap founders. If they stick

with Lemlist and I grow it from $2 million, the 10 million bucks of ARR over the next three years.

So before December of 2028, they'll earn that extra up 15 million to get that total deal headline

rate of $25 million. Really creative deal structure. This one's a really good episode. Let's jump in.

All right, folks, special guest today. I'm here with Charles to know. He's the CEO of Lemless and Lempire. As you know, we've had the CEO, Guillum, the founder and other product experience folks from Lemless speak at our events and on the podcast. Charles is leading the business into a new era. That's the post-40 million dollar ARR era. And that starts with a big acquisition that they're doing today. We're recording this year Monday, October 20th. I think the acquisition also happened today. Charles, tell us what's going on. And maybe for those that don't know what Lemlist is, tell us what the business is first and then why this acquisition made sense. Yeah, first of all, thanks a lot, Nathan, for having me. It's a pleasure. And yeah, so we

are having a very exciting journey at Lemlist because we are growing very fast and reached

40 million AR, as you mentioned. So Lemlist is the sales engagement platform. Basically, we help

salespeople to do outbound.

So we help them like to find leads, to find their phone numbers and, and emails.

And then to engage on multi-channel.

So we support many different channels.

So you cannot reach on email.

We cannot reach on LinkedIn, through WhatsApp, through phone.

So we try to be the platform that has the most capabilities in terms of engagement.

And, yeah, Lemless, hopefully it's not done with the AWS OTH today.

You're good.

...