Garth Moulton. He’s invested and has advised a number of technology startups and was responsible for revenue growth for the channel for Pipl Inc. After 11 years of sales experience in the Bay area, Mr. Moulton had the perfect startup journey with Jigsaw, which was drawn up from 2 guys with a whiteboard to a $175M exit, in 2010, to Salesforce.

Famous Five:

Favorite Book? – The Speed of Trust
What CEO do you follow? – Tim Ferris
Favorite online tool? — LinkedIn
How many hours of sleep do you get?— 6
If you could let your 20-year old self, know one thing, what would it be? – “That time is not boundless”

Time Stamped Show Notes:

01:18 – Nathan introduces Garth to the show
01:58 – Garth didn’t get depressed after Jigsaw’s exit
02:23 – Garth and Jim stayed at Salesforce for a year and a half, after the acquisition
02:43 – Pipl was running together with Jigsaw
- 02:48 – Garth met Pipl’s CEO during the early days of Jigsaw and they partnered together
- 03:03 – Pipl would drive traffic to Jigsaw
03:51 – Pipl was a typical search engine, driving traffic to partners
- 04:31 – In the last 3 years, Pipl was more of a data company that sold API access and basic search tools to access data and profiles to 3 channels
- 04:46 – First channel is a search app like Spokeo and Instant Checkmate where Pipl supplies them the data
- 05:19 – Second channel is fraud alert and ID validation
- 05:44 – Pipl checks if the email is real
- 05:56 – Garth overlooked the companies that were going to use the data for sales and marketing
- 06:18 – Pipl is partners with Full Contact
06:39 – Nathan has been trying to find the mother of data sources
- 06:52 – “Jigsaw was the source of the data”
- 07:12 – LinkedIn is still the biggest source of data for B2B
- 07:50 – There’s a LinkedIn private channel
- 08:26 – LinkedIn has gotten more and more aggressive in making the data available
08:58 – There have been CEOs who received a cease and desist order from LinkedIn
- 09:24 – Some of the companies are wholly dependent on LinkedIn
09:56 – Garth shares the same sentiment as Nathan that there’s no mother data source
- 10:31 – The Data Dinosaurs’ data accuracy is horrendous
12:30 – An average of a hundred corporations have bought the API access of Pipl
13:14 – Pipl’s business solution average price point
- 13:21 – $1200 a year for unlimited searches, per person
13:37 – Team size is 40
- 13:47 – Team location
14:15 – Pipl is bootstrapped
- 14:27 – Garth became interested in Pipl, because it was completely bootstrapped
15:15 – Garth had an agreement that he would come on for a couple of years and expand the channel for Pipl
- 15:37 – Garth is on the cap table
17:00 – The Famous Five

3 Key Points:

Data sources are sharing each other’s data to grow and verify their own data—there is no mother of data sources.
A company that is bootstrapped definitely has more freedom and control of their company.
If you can start your business as early as you can, do it.

Resources Mentioned:

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
Organifi – The juice was Nathan’s life saver during his trip in Southeast Asia
Klipfolio – Track your business performance across all departments for FREE
Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments
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
Freshbooks – Nathan doesn’t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW

Show Notes provided by Mallard Creatives

651: Pipl Indexes 3.5B People, How Contact Data Really Works with Advisor Garth Moulton

SaaS Interviews with CEOs, Startups, Founders

651: Pipl Indexes 3.5B People, How Contact Data Really Works with Advisor Garth Moulton