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Apr 7, 2018 · 17m · top-founders

987 Secret Button Big Brands Push to Launch 40,000 Landing Pages at Once

Mark Michael · 7m spoken Nathan Latka · 6m spoken
0:00 / 0:00

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In this episode of The Top Entrepreneurs Podcast, Nathan Latka interviews DevHub co-founder Mark Michael on how his lean seven-person team generates over $120,000 in monthly recurring revenue by powering large-scale, white-label landing pages for enterprise brands.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 45.8% of the talking time here. How this is scored →

Nathan as informed peer 5.3 Guest teaching 2.3 Guest disagreement 1.7 Nathan pushing back 2.8
05100:0010:000:49–3:24 · Nathan as informed peer 5/10 Introducing Mark Michael and DevHub's Background Nathan introduces Mark Michael and DevHub's background, quickly grasping the programmatic web-generation model by offering relevant use cases like regionalized Google AdWords landing pages and localized store locators.3:24–6:39 · Nathan as informed peer 5/10 Pricing Structure, Office Dashboard, and White-Label Secrecy Nathan presses Mark on average contract values and customer count, prompting Mark to show his live office dashboard while strictly maintaining confidentiality regarding enterprise brand logos.6:43–9:59 · Nathan as informed peer 6/10 Sponsor Spotlight: Acuity Scheduling for Efficient Meetings Following an ad read for Acuity Scheduling, Nathan drills down into current MRR figures by calculating run rates from 61 clients at the minimum base tier, and interrogates past capital burn mistakes.9:59–12:37 · Nathan as informed peer 6/10 Overcoming Enterprise Perceptions with a Seven-Person Team Mark shares an email from a prospective million-dollar client worried about their lean seven-person team, and Nathan coaches him on how to reframe high revenue per employee as enterprise leverage.12:37–15:14 · Nathan as informed peer 6/10 Customer Retention, Outbound Acquisition, and Annual Growth Nathan dissects logo versus net revenue churn before pushing Mark on historical monthly revenue numbers to gauge year-over-year revenue and customer growth.15:14–17:14 · Nathan as informed peer 4/10 The Famous Five and Final Episode Summary Nathan runs through the Famous Five questions and delivers a wrap-up summary, where Mark promptly corrects Nathan's mistake regarding their company headquarters city.0:49–3:24 · Guest teaching 2/10 Introducing Mark Michael and DevHub's Background Nathan introduces Mark Michael and DevHub's background, quickly grasping the programmatic web-generation model by offering relevant use cases like regionalized Google AdWords landing pages and localized store locators.3:24–6:39 · Guest teaching 2/10 Pricing Structure, Office Dashboard, and White-Label Secrecy Nathan presses Mark on average contract values and customer count, prompting Mark to show his live office dashboard while strictly maintaining confidentiality regarding enterprise brand logos.6:43–9:59 · Guest teaching 2/10 Sponsor Spotlight: Acuity Scheduling for Efficient Meetings Following an ad read for Acuity Scheduling, Nathan drills down into current MRR figures by calculating run rates from 61 clients at the minimum base tier, and interrogates past capital burn mistakes.9:59–12:37 · Guest teaching 2/10 Overcoming Enterprise Perceptions with a Seven-Person Team Mark shares an email from a prospective million-dollar client worried about their lean seven-person team, and Nathan coaches him on how to reframe high revenue per employee as enterprise leverage.12:37–15:14 · Guest teaching 3/10 Customer Retention, Outbound Acquisition, and Annual Growth Nathan dissects logo versus net revenue churn before pushing Mark on historical monthly revenue numbers to gauge year-over-year revenue and customer growth.15:14–17:14 · Guest teaching 3/10 The Famous Five and Final Episode Summary Nathan runs through the Famous Five questions and delivers a wrap-up summary, where Mark promptly corrects Nathan's mistake regarding their company headquarters city.0:49–3:24 · Guest disagreement 1/10 Introducing Mark Michael and DevHub's Background Nathan introduces Mark Michael and DevHub's background, quickly grasping the programmatic web-generation model by offering relevant use cases like regionalized Google AdWords landing pages and localized store locators.3:24–6:39 · Guest disagreement 2/10 Pricing Structure, Office Dashboard, and White-Label Secrecy Nathan presses Mark on average contract values and customer count, prompting Mark to show his live office dashboard while strictly maintaining confidentiality regarding enterprise brand logos.6:43–9:59 · Guest disagreement 2/10 Sponsor Spotlight: Acuity Scheduling for Efficient Meetings Following an ad read for Acuity Scheduling, Nathan drills down into current MRR figures by calculating run rates from 61 clients at the minimum base tier, and interrogates past capital burn mistakes.9:59–12:37 · Guest disagreement 2/10 Overcoming Enterprise Perceptions with a Seven-Person Team Mark shares an email from a prospective million-dollar client worried about their lean seven-person team, and Nathan coaches him on how to reframe high revenue per employee as enterprise leverage.12:37–15:14 · Guest disagreement 2/10 Customer Retention, Outbound Acquisition, and Annual Growth Nathan dissects logo versus net revenue churn before pushing Mark on historical monthly revenue numbers to gauge year-over-year revenue and customer growth.15:14–17:14 · Guest disagreement 1/10 The Famous Five and Final Episode Summary Nathan runs through the Famous Five questions and delivers a wrap-up summary, where Mark promptly corrects Nathan's mistake regarding their company headquarters city.0:49–3:24 · Nathan pushing back 1/10 Introducing Mark Michael and DevHub's Background Nathan introduces Mark Michael and DevHub's background, quickly grasping the programmatic web-generation model by offering relevant use cases like regionalized Google AdWords landing pages and localized store locators.3:24–6:39 · Nathan pushing back 4/10 Pricing Structure, Office Dashboard, and White-Label Secrecy Nathan presses Mark on average contract values and customer count, prompting Mark to show his live office dashboard while strictly maintaining confidentiality regarding enterprise brand logos.6:43–9:59 · Nathan pushing back 5/10 Sponsor Spotlight: Acuity Scheduling for Efficient Meetings Following an ad read for Acuity Scheduling, Nathan drills down into current MRR figures by calculating run rates from 61 clients at the minimum base tier, and interrogates past capital burn mistakes.9:59–12:37 · Nathan pushing back 2/10 Overcoming Enterprise Perceptions with a Seven-Person Team Mark shares an email from a prospective million-dollar client worried about their lean seven-person team, and Nathan coaches him on how to reframe high revenue per employee as enterprise leverage.12:37–15:14 · Nathan pushing back 4/10 Customer Retention, Outbound Acquisition, and Annual Growth Nathan dissects logo versus net revenue churn before pushing Mark on historical monthly revenue numbers to gauge year-over-year revenue and customer growth.15:14–17:14 · Nathan pushing back 1/10 The Famous Five and Final Episode Summary Nathan runs through the Famous Five questions and delivers a wrap-up summary, where Mark promptly corrects Nathan's mistake regarding their company headquarters city.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 67.1% · guest 32.9%0:00 · Nathan 67.1% · guest 32.9%3:00 · Nathan 27.6% · guest 72.4%3:00 · Nathan 27.6% · guest 72.4%6:00 · Nathan 69.8% · guest 30.2%6:00 · Nathan 69.8% · guest 30.2%9:00 · Nathan 18.6% · guest 81.4%9:00 · Nathan 18.6% · guest 81.4%12:00 · Nathan 29.7% · guest 70.3%12:00 · Nathan 29.7% · guest 70.3%15:00 · Nathan 70.9% · guest 29.1%15:00 · Nathan 70.9% · guest 29.1%
Sharpest disagreement ▶ 6:09 Strict non-disclosure on enterprise client names

Mark firmly refuses Nathan's persistent requests to disclose named enterprise customers publicly due to strict white-label agreements.

 Hardest push from Nathan ▶ 8:09 Nathan calculates bottom-line revenue from customer count

Nathan cuts through vague 'six-figure' answers by calculating the math directly on air based on 61 accounts at a $2,000 monthly minimum.

 Biggest teaching moment ▶ 13:00 Mark explains why churn happens in the first 90 days

Mark explains how agency partner drop-offs create early false starts rather than ongoing contract churn once scale is reached.

 Nathan holds their own ▶ 11:26 Nathan scripts enterprise sales messaging

Nathan demonstrates operational expertise by instructing Mark on how to turn an objection about lean team size into a premium selling proposition.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Mark Michael and DevHub's Background 5211 Nathan introduces Mark Michael and DevHub's background, quickly grasping the programmatic web-generation model by offering relevant use cases like regionalized Google AdWords landing pages and localized store locators.
Pricing Structure, Office Dashboard, and White-Label Secrecy 5224 Nathan presses Mark on average contract values and customer count, prompting Mark to show his live office dashboard while strictly maintaining confidentiality regarding enterprise brand logos.
Sponsor Spotlight: Acuity Scheduling for Efficient Meetings 6225 Following an ad read for Acuity Scheduling, Nathan drills down into current MRR figures by calculating run rates from 61 clients at the minimum base tier, and interrogates past capital burn mistakes.
Overcoming Enterprise Perceptions with a Seven-Person Team 6222 Mark shares an email from a prospective million-dollar client worried about their lean seven-person team, and Nathan coaches him on how to reframe high revenue per employee as enterprise leverage.
Customer Retention, Outbound Acquisition, and Annual Growth 6324 Nathan dissects logo versus net revenue churn before pushing Mark on historical monthly revenue numbers to gauge year-over-year revenue and customer growth.
The Famous Five and Final Episode Summary 4311 Nathan runs through the Famous Five questions and delivers a wrap-up summary, where Mark promptly corrects Nathan's mistake regarding their company headquarters city.

Statements from this episode (12)

Disclosure
Brands use DevHub to deploy over 100,000 websites at scale
“Brands and agencies use it to build, like, a lot of websites. You're not using us to build one. You're using us to build out, let's say, a 110,020.”
Mark Michael Apr 7, 2018 ▶ 1:56
Disclosure
DevHub charges a minimum $2,000 monthly platform license plus usage fees
“Typically it's about a, it's a two K a month license. And then there's a typically a per unit cost that applies toward that 2000. So 2000 is almost like a minimum.”
Mark Michael Apr 7, 2018 ▶ 3:37
Disclosure
DevHub enterprise customers pay up to $100,000 in monthly recurring revenue
“We have a bunch of customers that are in the, kind of like, 50 to a 100,000 range a month.”
Mark Michael Apr 7, 2018 ▶ 4:12
Prediction Not checkable as stated
DevHub projects reaching $500,000 in monthly recurring revenue by 2019
“No, but probably next year that will definitely happen.”
Mark Michael Apr 7, 2018 ▶ 8:07
Disclosure
Mark Michael: DevHub burned its 2009 funding round within six months
“So, I mean, we raised in 2009, but not for what we're doing today. That money was gone in six months.”
Mark Michael Apr 7, 2018 ▶ 8:33
Disclosure
Mark Michael: DevHub scaled from 3 to 35 employees after 2009 funding
“We like expanded the office. We went from like three people to 35 people.”
Mark Michael Apr 7, 2018 ▶ 8:52
Disclosure
DevHub operates its multi-million dollar enterprise business with just seven employees
“If you took a tour of the office, there's probably seven here.”
Mark Michael Apr 7, 2018 ▶ 10:17
Assertion Not checkable as stated
Michael: Some DevHub customers have over 70,000 landing pages on platform
“Some of those customers have 70,000 plus landing pages on the platform.”
Mark Michael Apr 7, 2018 ▶ 10:46
Assertion Not checkable as stated
Michael: DevHub has roughly 12% annual revenue churn
“It's about 12%... More revenue.”
Mark Michael Apr 7, 2018 ▶ 12:40
Assertion Not checkable as stated
DevHub customer churn concentrates almost entirely in the first 90 days
“So within the first three months, that's when people are really dropping off. They're not dropping off once they get any kind of permanence kind of on the platform called 20 plus”
Mark Michael Apr 7, 2018 ▶ 13:21
Disclosure
Michael: Outbound email is DevHub's biggest acquisition channel
“Our biggest funnel or channel for acquiring new customers besides referrals has really been kind of outbound. It's been, we use outreach.io and I mean, we do those email blasts that a lot of people hate.”
Mark Michael Apr 7, 2018 ▶ 13:42
Assertion Not checkable as stated
DevHub grew from 48 to 61 active enterprise customers year-over-year
“We went from forty-eight-ish customers to about 61.”
Mark Michael Apr 7, 2018 ▶ 15:08
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