How PandaDoc Will Hit $10m ARR This Year

Jared Fuller The Top Podcast Episode 193

In Episode #193, Nathan speaks with Jared Fuller (Recovering) CEO of PandaDoc, a company that’s focused on making the digitization of documents a simply smooth process. Listen as Nathan and Jared talk about venture debt, the hidden value of recurring revenue, and Jared’s famous title of “Recovering CEO”.

Famous 5

  • Favorite Book? – Leadership and Self-Deception
  • What CEO do you follow?— No
  • What is your favorite online tool?— YesWare
  • Do you get 8 hours of sleep?— No
  • If you could let your 20 year old self know one thing, what would it be?—Understand the value of recurring revenue—stop relying on project based fees

Time Stamped Show Notes:

  • 01:05 – Nathan’s introduction to today’s show
  • 01:28 – Living as a “Recovering CEO”
  • 01:55 – Recurring revenue is the way to go
  • 02:09 – Screwed up lots of stuff, but that’s OK
  • 02:23 – MRR before everything crashed
  • 02:50 – Fought over stupid stuff that had nothing to do with getting customers
  • 03:20 – Make sure you start a company with someone who’s done it before
  • 04:12 – Get focused on getting shit done
  • 05:55 – Talking about PandaDoc—going after the document as a whole
  • 06:50 – How PandaDoc makes money
  • 06:55 – Panda could be profitable tomorrow if it wanted to be
  • 07:50 – Talking venture debt (Square1 and Silicon Valley Bank)
  • 08:12 – The revenue and books on PandaDoc are SO good venture debt made sense
  • 09:35 – 4% interest rate
  • 11:00 – People raise money in a short-sighted way—huge mistake
  • 11:45 – 25 team members in Belarus and 40 people in San Francisco
  • 13:20 – The library of free templates is the secret sauce of PandaDoc’s SEO success
  • 14:35 – The big deals are in outbound client acquisition
  • 15:40 –


3 Key Points:

  1. Recurring revenue is the key to happiness and success.
  2. Start a business with people you can REALLY trust and (ideally) people that have done it before.
  3. Do NOT raise money in a short-sighted way.

Resources Mentioned:

  • Edgar – Nathan uses Edgar instead of other scheduling tools for Twitter because Edgar cycles through content over and over (buffer/others you have to re-input content over and over – time consuming). In the last several months, Edgar has driven Nathan over 3728 clicks that he didn’t have to work or pay for.
  • Host Gator – Powerful web hosting made easy and affordable.
  • Leadership and Self-Deception – Jared’s favorite book
  • YesWare — The tool Jared couldn’t live without
  • Square1 and Silicon Valley Bank – The big players in venture debt



Show Notes provided by Mallard Creatives