Ryan Allis, the CEO of iContact, unveils the extraordinary story of escalating his company from a nascent startup to surpassing $50 million in annual recurring revenue (ARR). He explores effective customer acquisition strategies, the criticality of unit economics, and key decisions that propelled the company's growth. Ryan also covers the ups and downs of fundraising and imparts essential tips for fellow SaaS founders.

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Timestamps:
0:15 - Introduction by Nathan Latka
1:13 - Ryan Allis introduces himself and iContact
1:54 - iContact's growth strategies from $0 to $50 million ARR
2:00 - Explaining unit economics and bootstrapping
3:14 - Detailed explanation of customer acquisition costs and lifetime value
4:30 - Steps to the first million in ARR and early VC fundraising
5:03 - Transitioning the company name and initial marketing strategies
6:00 - Discussing aggressive tactics against competitors
7:00 - Further discussion on unit economics and its importance for scaling
8:02 - Tools used for tracking and managing business metrics
9:00 - Venture capital strategies based on solid unit economics
10:00 - Scaling up operations and refining marketing channels
11:02 - Developing a mid-market sales team and adjusting pricing strategies
12:00 - Preparing for a successful exit strategy and its execution
13:48 - Life after iContact: MBA, travel, and new ventures
14:36 - Introduction of SaasRise, its purpose, and benefits for SaaS CEOs
17:55 - Concluding remarks
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By the numbers.
See charts and graphs here: https://getlatka.com/companies/icontact

$500 CAC.
3.3% Churn Rate.
$50m revenue in 2011.
56$ ARPU.
250 employees.
70,000 customers.
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