Nathan Latka is a tour-de-force of data. Over the last few months he’s collected 3 tactics for customers, cash, and growth by interviewing 100 SaaS CEO's during COVID. In this session, we'll talk through all 9 tactics so you can: - Grow your customers even when you think you can't - Get cash from places you didn't know you had access to - Drive growth using tactics no one knew about 3 months ago If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.

1. SaaStock Remote
@NathanLatka
CONFIDENTIAL

2. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Customers
Creative Growth
Cash
Going to talk about 3 things today
2
@nathanlatka

3. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
1. Growing Your Customer Base When
You Think You Can’t
3

4. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Pay For Placement in Popular Substack Writers Emails
4
substack.com

5. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Dedicated Emails at Scale
5
paved.com

6. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
2. Creative Ways to Drive Growth in “New
Remote World”
6

7. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Launched my first SaaS. 1 year later, $6.5m Acquisition Offer
7
Of course, I said “no”

8. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA8

9. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA9

10. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA10

11. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA11

12. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA12

13. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Consider Podcasting (but don’t be lame)
13
Must entertain first.

14. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Consider Podcasting (but don’t be lame)
14
Must entertain first.

15. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
3. Getting Cash From “New” Places
(Hint: Its Not VC)
15

16. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
1 year later, $6.5m Acquisition Offer
16
Of course, I said “no”

17. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Took VC Instead, it felt good
17
…. at the time. $2m at $8.5m pre money valuation

18. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
18
… VC+Angel owned ~30%

19. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
19
… VC+Angel owned ~30%

20. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
20
… VC+Angel owned ~30%

21. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
21
… VC+Angel owned ~30%

22. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
22
… VC+Angel owned ~30%

23. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
23
… VC+Angel owned ~30%

24. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
24
… VC+Angel owned ~30%

25. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
25
… VC+Angel owned ~30%

26. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Your Cap Table Right Now May Look Similar
26
… VC+Angel owned ~30%

27. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
2015/16 Sold company at loss
27
Returned ~$1.5m to investors, employees and co-founders got nothing (myself included!)

28. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Then Wanted to Connect With More Founders
28
Launched podcast 2015, 10m downloads, Inc rated #1, 1500 interviews
Source: https://geni.us/TopEntrepreneurs
https://www.inc.com/sujan-patel/the-smartest-entrepreneurs-are-listening-to-these-10-podcasts.html

29. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Latka Podcast: Founders Come on For Exposure, Data Focus
29
1,500 interviews done: “Pre $2b Exit” Looker, “Pre IPO” Ping Identity
Automattic CEO Matt Mullenweg
(Buying Tumblr)
Freshworks Founder
($100m ARR, 2020 IPO likely)
GitLab Founder, Sid
($60m+ ARR)
Manny Medina Founder
Outreach ($50m+ ARR)
Source: https://getlatka.com/podcast

30. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Latka Podcast: Founders Come on For Exposure, Data Focus
30
1,500 interviews done: “Pre $2b Exit” Looker, “Pre IPO” Ping Identity
Automattic CEO Matt Mullenweg
(Buying Tumblr)
Freshworks Founder
($100m ARR, 2020 IPO likely)
GitLab Founder, Sid
($60m+ ARR)
CarbonBlack CEO
(IPO last year)
PingIdentity CEO Andre
Durand ($100m+ in ARR)
Manny Medina Founder
Outreach ($50m+ ARR)
Art Pappas, Founder Bullhorn
($180m+ ARR)
Frank Bien, CEO Looker
($2b+ exit)
Source: https://getlatka.com/podcast

31. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Have Helped SaaS Founders Do $200m+ in deals (Raise/Exit)
31
Ranging from seed, to full exits, to $20m secondary, to acquiring other companies.

32. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Major Publisher Pushes Me To Write Book
32
Youngest, 20,000 copies sold, published in 5 languages
Source: capitalistbook.com
https://www.youtube.com/watch?v=9uaWjf0iK9w&feature=youtu.be
Best Seller

33. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Regular on Cable, Funding Trends, Capital
33
Options continue to be available as long as bull market continues…
Source: capitalistbook.com
https://www.youtube.com/watch?v=9uaWjf0iK9w&feature=youtu.be

34. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
You don’t have to sell equity.
Predictability about how much founders have to
spend to get a new customer.
Spend $1 to get $1 in new annual revenues means
$100k in debt adds $100k in new ARR. Arbitrage if
future liquidity event is anything above 1-2x.
As VC’s hunt for bigger returns, and there are
more SaaS companies than ever, VC’s have to
pass on good deals
Debt is “New” but growing fast
34
VC’s have to pass on healthy companies if no path to $100m+ exit
Source: http://christophjanz.blogspot.com/2017/05/the-growing-dissonance-between-two.html
https://medium.com/point-nine-news/the-rise-of-non-vc-compatible-saas-companies-47054f1f3b29

35. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
35
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

36. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
36
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

37. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
37
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

38. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
38
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

39. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
39
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

40. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Founder Funding Options in 2020
40
Some cheaper, some tougher to get, all options to consider
Equity
Convertible Note (SAFE)
SEAL
Revenue-Based Financing
LATKA DEBT CAPITAL
Senior Debt
30%+
25% - 30%
20% - 35%
12% - 20%
3% - 7%
$100K $10M $20M
COMPANY REVENUE
Source: https://blog.getlatka.com/venture-debt-saas-list/
COST(Interest)

41. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Customer Retention Over Time
How Cheap Could You Get Money?
41
MakerMetrics.co will tell you, all tied to your metrics…..
Customer Lifetime Value Curves
Stacked Lifetime Value Curve to Measure Ability to Get
Customers to Pay More
Measure Customer Concentration

42. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
If you had $200k today,
how much new MRR could
you add over 6 months?
42

43. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
If you had $200k today, how much MRR could you make?
43
Balance between growth and burn….

44. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Loan Terms to Know
44 Source: https://nathanlatka.com/magazine

45. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Loan Terms to Know
45 Source: https://nathanlatka.com/magazine

46. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Loan Terms to Know
46 Source: https://nathanlatka.com/magazine

47. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Loan Terms to Know
47 Source: https://nathanlatka.com/magazine

48. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
See your terms in 60 seconds :)
48
… for those of you that want cash, but don’t want to give up equity
MakerMetrics.co
Connect Data
See your terms
Decide Yes/No
Full process takes less than 7 days

49. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Customer Retention Over Time
How Cheap Could You Get Money?
49
MakerMetrics.co will tell you, all tied to your metrics…..
Customer Lifetime Value Curves
Stacked Lifetime Value Curve to Measure Ability to Get
Customers to Pay More
Measure Customer Concentration

50. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA50
If you text me now, 415-237-9869, will reply
with link to 50+ debt providers and terms:

51. GetLatka.com
CONFIDENTIAL: ONLY VIEW IF IN PERSON WITH NATHAN LATKA
Customers
Creative Growth
Cash
Want to chat more? Find me on twitter :)
51
@nathanlatka