Glen Coates's guest appearances

Glen Coates

SaaS Interviews with CEOs, Startups, Founders

The Contextual Product Manager

Smart People Should Build Things: The Venture for America Podcast

Brian Verne

Jon Stein

Ben Uyeda

Adam Tishman

Russ Heddleston

Nathan Putnamof Monumetric

Don Breckenridge

Cam Doody

Brendan Candon

Luke Stronach

Victor Levitin

Trisha Roy

Adam Lee

Help Sellers Sell

Bill Lyons

OwlTail

Glen Coates. He’s the co-founder and CEO of Handshake. It focuses on putting the right product on every shelf in every store. He goes between Sydney, San Diego and New York City. Famous Five:  Favorite Book? – The Five Dysfunctions of a Team What CEO do you follow? – Dave Yarnold Favorite online tool? — Boomerang for Gmail Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – Glen wished he knew how intense running this company was going to be and to spend a lot more time making music and going surfing.    Time Stamped Show Notes:  01:37 – Nathan introduces Glen to the show 02:15 – Handshake is about getting the right product on every shelf, in the world   03:30 – Handshake brings the Amazon-like buying and selling platform to businesses 03:55 – Handshake Rep is the mobile app used by sales reps who work for the brand 04:21 – Handshake Direct is the mobile and web-based ecommerce for B2B   05:00 – Handshake is a SaaS business and they sell to manufacturers and distributors 05:10 – Handshake’s customers are the manufacturers, distributors, and their customers who log into Handshake 05:22 – Handshake has a similar model to Salesforce 05:40 – Glen started working with Handshake in 2010 and got their first customer in 2011 05:51 – First year revenue 06:16 – Average number of customers at the moment 06:51 – The pricing model is per seat per year for Handshake Rep, Handshake Direct is made-to-order 07:37 – Average customer pay per month 08:24 – December 2016: total average revenue range 09:35 – Handshake used to have monthly contracts   09:59 – Most of the contracts now are annual contracts   10:07 – Total capital raised is around $24M inclusive of Series B   10:29 – Series B closed in February 2016   10:40 – Handshake isn’t in any acquisition talk 12:03 – What Glen and his team is building is grand in scale and requires a lot of hard work 12:44 – Team size and location   13:05 – Glen shares the number of people per team   14:10 – LTV   14:15 – “I don’t think much about lifetime value” 16:51 – “I care about delivering 100% growth with a better payback period than I care about delivering 200% growth with like a terrible payback period” 17:05 – Handshake growth is 100% annual   17:30 – Glen shares the flagged payback period in VC communities 18:48 – Glen is currently burning close to $500K a month 18:56 – Glen thinks that it should take at least 6 months before having to raise again 19:50 – Glen usually raises for a couple of years and each time he raises gives them 2 years of runway 20:15 – Gross annual customer churn   20:30 – Churn has come down when they shifted their market 21:25 – Glen shares what they did to combat high monthly churn 22:38 – Handshake always has a negative revenue churn   23:30 – Glen wouldn’t sell Handshake for Nathan’s sample offer 25:10 – The Famous Five    3 Key Points:  It’s difficult to create a SaaS that is web-based and mobile-based – it takes hard work. Delivering 100% growth with a better payback period is better than delivering 200% growth with a terrible payback period. Raising usually takes 6 months and it is the CEO’s responsibility to decide how he can leverage each raise.    Resources Mentioned:  Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Show Notes provided by Mallard Creatives 

Glen Coates. He’s the co-founder and CEO of Handshake. It focuses on putting the right product on every shelf in every store. He goes between Sydney, San Diego and New York City. Famous Five: <ul> <li>Favorite Book? – The Five Dysfunctions of a Team</li> <li>What CEO do you follow? – Dave Yarnold</li> <li>Favorite online tool? — Boomerang for Gmail</li> <li>Do you get 8 hours of sleep?— Yes</li> <li>If you could let your 20-year old self, know one thing, what would it be? – Glen wished he knew how intense running this company was going to be and to spend a lot more time making music and going surfing.</li> </ul> Time Stamped Show Notes: <ul> <li>01:37 – Nathan introduces Glen to the show</li> <li>02:15 – Handshake is about getting the right product on every shelf, in the world</li> <li> <ul> <li>03:30 – Handshake brings the Amazon-like buying and selling platform to businesses</li> <li>03:55 – Handshake Rep is the mobile app used by sales reps who work for the brand</li> <li>04:21 – Handshake Direct is the mobile and web-based ecommerce for B2B</li> </ul> </li> <li>05:00 – Handshake is a SaaS business and they sell to manufacturers and distributors</li> <li>05:10 – Handshake’s customers are the manufacturers, distributors, and their customers who log into Handshake</li> <li>05:22 – Handshake has a similar model to Salesforce</li> <li>05:40 – Glen started working with Handshake in 2010 and got their first customer in 2011</li> <li>05:51 – First year revenue</li> <li>06:16 – Average number of customers at the moment</li> <li>06:51 – The pricing model is per seat per year for Handshake Rep, Handshake Direct is made-to-order</li> <li>07:37 – Average customer pay per month</li> <li>08:24 – December 2016: total average revenue range</li> <li>09:35 – Handshake used to have monthly contracts</li> <li> <ul> <li>09:59 – Most of the contracts now are annual contracts</li> </ul> </li> <li>10:07 – Total capital raised is around $24M inclusive of Series B</li> <li> <ul> <li>10:29 – Series B closed in February 2016</li> </ul> </li> <li>10:40 – Handshake isn’t in any acquisition talk</li> <li>12:03 – What Glen and his team is building is grand in scale and requires a lot of hard work</li> <li>12:44 – Team size and location</li> <li> <ul> <li>13:05 – Glen shares the number of people per team</li> </ul> </li> <li>14:10 – LTV</li> <li> <ul> <li>14:15 – “I don’t think much about lifetime value”</li> <li>16:51 – “I care about delivering 100% growth with a better payback period than I care about delivering 200% growth with like a terrible payback period”</li> <li>17:05 – Handshake growth is 100% annual</li> </ul> </li> <li>17:30 – Glen shares the flagged payback period in VC communities</li> <li>18:48 – Glen is currently burning close to $500K a month</li> <li>18:56 – Glen thinks that it should take at least 6 months before having to raise again</li> <li>19:50 – Glen usually raises for a couple of years and each time he raises gives them 2 years of runway</li> <li>20:15 – Gross annual customer churn</li> <li> <ul> <li>20:30 – Churn has come down when they shifted their market</li> <li>21:25 – Glen shares what they did to combat high monthly churn</li> <li>22:38 – Handshake always has a negative revenue churn</li> </ul> </li> <li>23:30 – Glen wouldn’t sell Handshake for Nathan’s sample offer</li> <li>25:10 – The Famous Five</li> </ul> 3 Key Points: <ul> <li>It’s difficult to create a SaaS that is web-based and mobile-based – it takes hard work.</li> <li>Delivering 100% growth with a better payback period is better than delivering 200% growth with a terrible payback period.</li> <li>Raising usually takes 6 months and it is the CEO’s responsibility to decide how he can leverage each raise.</li> </ul> Resources Mentioned: <ul> <li>Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments</li> <li>Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel</li> <li>Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal</li> <li>Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible.</li> <li>Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.</li> <li>The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences</li> <li>Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket</li> <li>Show Notes provided by Mallard Creatives</li> </ul>

EP 547: Handshake.com Raises $24M, Helping 1000+ Customers Manage Store Product Purchasing with CEO Glen Coates

Handshake

Glen Coates founded Handshake in 2010 with only one day at Columbia Business School under his belt. Glen came up with the idea for Handshake while he was attending trade shows for an employer. He became frustrated by writing down orders with a pencil and paper and saw thousands of others fumbling in the same way. Glen knew that if he didn’t find the solution himself, then someone else would. Handshake is a mobile sales and B2B eCommerce platform that helps manufacturers &amp; distributors grow their business by making it easy for their customers to order the right products from them, in-person and online. In six years, Handshake has acquired 65 employees and has made over $1 billion in orders across 47 countries. Major companies such as Roland, Starkey, OXO and more are using Handshake today. Check out this week’s episode of Smart People Should Build Things to hear more about Glen’s career journey from programmer to general manager of an exciting startup!

Glen Coates founded Handshake in 2010 with only one day at Columbia Business School under his belt. Glen came up with the idea for Handshake while he was attending trade shows for an employer. He became frustrated by writing down orders with a pencil and paper and saw thousands of others fumbling in the same way. Glen knew that if he didn’t find the solution himself, then someone else would. Handshake is a mobile sales and B2B eCommerce platform that helps manufacturers &amp; distributors grow their business by making it easy for their customers to order the right products from them, in-person and online. In six years, Handshake has acquired 65 employees and has made over $1 billion in orders across 47 countries. Major companies such as Roland, Starkey, OXO and more are using Handshake today. Check out this week’s episode of Smart People Should Build Things to hear more about Glen’s career journey from programmer to general manager of an exciting startup!

Interview with Glen Coates, CEO & Founder of Handshake

Glen Coates is the CEO of Handshake.com who is driving mobile salesforce automation. He shares how their App onboards users "bottom-up" allowing instant experience of the power of the platform in stark contrast to what a Salesforce deployment may look like. Glen also has some great tips for anyone writing B2B Apps - there is much to learn about acquiring new customers here.The full transcript and Mobile Engagement scores are at http://streethawk.com/blog/2015/02/2-user-acquisition-tips-for-b2b-mobile/

Glen Coates is the CEO of <a href="http://Handshake.com" rel="nofollow" target="_blank">Handshake.com</a> who is driving mobile salesforce automation. He shares how their App onboards users "bottom-up" allowing instant experience of the power of the platform in stark contrast to what a Salesforce deployment may look like. Glen also has some great tips for anyone writing B2B Apps - there is much to learn about acquiring new customers here. The full transcript and Mobile Engagement scores are at <a href="http://streethawk.com/blog/2015/02/2-user-acquisition-tips-for-b2b-mobile/" rel="nofollow" target="_blank">http://streethawk.com/blog/2015/02/2-user-acquisition-tips-for-b2b-mobile/</a>

2 User Acquisition Tips for B2B Mobile - Glen Coates from Handshake.com