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Jan 21, 2016 · 24m · top-founders

How to Sell For $100m+

Hampus Jakobsson · 15m spoken Nathan Latka · 6m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this episode of The Top, host Nathan Latka interviews entrepreneur and angel investor Hampus Jakobsson, exploring the $150 million acquisition of The Astonishing Tribe by BlackBerry, his active angel investing portfolio, and his SaaS sales platform, Brisk.io.

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 28.2% of the talking time here. How this is scored →

Nathan as informed peer 3.8 Guest teaching 2.0 Guest disagreement 1.0 Nathan pushing back 3.0
05100:0010:0020:000:57–9:46 · Nathan as informed peer 5/10 Introducing Hampus Jakobsson and the BlackBerry Acquisition Nathan drills deep into the mechanics of the $150M BlackBerry acquisition, calculating multiples on the fly and pressing Hampus on whether his revenue projections were realistic or inflated. Hampus is an energetic storyteller who readily answers financial details.9:46–14:09 · Nathan as informed peer 3/10 Departing BlackBerry and Exploring Angel Investing The conversation shifts to Hampus's departure from BlackBerry and angel portfolio. Nathan keeps the pace moving by categorizing Hampus's check-writing motivations and calculating totals across 45 investments.14:10–18:36 · Nathan as informed peer 5/10 Brisk.io Product Mechanics and Bottom-Up SaaS Growth Nathan presses Hampus to disclose exact SaaS metrics for Brisk.io, including monthly recurring revenue, seat counts, and whether they charge professional services fees. Hampus details his bottom-up product adoption playbook.18:37–23:52 · Nathan as informed peer 2/10 Social Links, Contest Reminder, and Sponsor Message Nathan runs through his standard Famous Five rapid-fire questions, sponsor mentions, and sign-off. Hampus shares his leadership philosophy against CEO hero worship in a cordial manner.0:57–9:46 · Guest teaching 3/10 Introducing Hampus Jakobsson and the BlackBerry Acquisition Nathan drills deep into the mechanics of the $150M BlackBerry acquisition, calculating multiples on the fly and pressing Hampus on whether his revenue projections were realistic or inflated. Hampus is an energetic storyteller who readily answers financial details.9:46–14:09 · Guest teaching 1/10 Departing BlackBerry and Exploring Angel Investing The conversation shifts to Hampus's departure from BlackBerry and angel portfolio. Nathan keeps the pace moving by categorizing Hampus's check-writing motivations and calculating totals across 45 investments.14:10–18:36 · Guest teaching 3/10 Brisk.io Product Mechanics and Bottom-Up SaaS Growth Nathan presses Hampus to disclose exact SaaS metrics for Brisk.io, including monthly recurring revenue, seat counts, and whether they charge professional services fees. Hampus details his bottom-up product adoption playbook.18:37–23:52 · Guest teaching 1/10 Social Links, Contest Reminder, and Sponsor Message Nathan runs through his standard Famous Five rapid-fire questions, sponsor mentions, and sign-off. Hampus shares his leadership philosophy against CEO hero worship in a cordial manner.0:57–9:46 · Guest disagreement 1/10 Introducing Hampus Jakobsson and the BlackBerry Acquisition Nathan drills deep into the mechanics of the $150M BlackBerry acquisition, calculating multiples on the fly and pressing Hampus on whether his revenue projections were realistic or inflated. Hampus is an energetic storyteller who readily answers financial details.9:46–14:09 · Guest disagreement 1/10 Departing BlackBerry and Exploring Angel Investing The conversation shifts to Hampus's departure from BlackBerry and angel portfolio. Nathan keeps the pace moving by categorizing Hampus's check-writing motivations and calculating totals across 45 investments.14:10–18:36 · Guest disagreement 1/10 Brisk.io Product Mechanics and Bottom-Up SaaS Growth Nathan presses Hampus to disclose exact SaaS metrics for Brisk.io, including monthly recurring revenue, seat counts, and whether they charge professional services fees. Hampus details his bottom-up product adoption playbook.18:37–23:52 · Guest disagreement 1/10 Social Links, Contest Reminder, and Sponsor Message Nathan runs through his standard Famous Five rapid-fire questions, sponsor mentions, and sign-off. Hampus shares his leadership philosophy against CEO hero worship in a cordial manner.0:57–9:46 · Nathan pushing back 5/10 Introducing Hampus Jakobsson and the BlackBerry Acquisition Nathan drills deep into the mechanics of the $150M BlackBerry acquisition, calculating multiples on the fly and pressing Hampus on whether his revenue projections were realistic or inflated. Hampus is an energetic storyteller who readily answers financial details.9:46–14:09 · Nathan pushing back 2/10 Departing BlackBerry and Exploring Angel Investing The conversation shifts to Hampus's departure from BlackBerry and angel portfolio. Nathan keeps the pace moving by categorizing Hampus's check-writing motivations and calculating totals across 45 investments.14:10–18:36 · Nathan pushing back 4/10 Brisk.io Product Mechanics and Bottom-Up SaaS Growth Nathan presses Hampus to disclose exact SaaS metrics for Brisk.io, including monthly recurring revenue, seat counts, and whether they charge professional services fees. Hampus details his bottom-up product adoption playbook.18:37–23:52 · Nathan pushing back 1/10 Social Links, Contest Reminder, and Sponsor Message Nathan runs through his standard Famous Five rapid-fire questions, sponsor mentions, and sign-off. Hampus shares his leadership philosophy against CEO hero worship in a cordial manner.

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

0:00 · Nathan 71.8% · guest 28.2%0:00 · Nathan 71.8% · guest 28.2%3:00 · Nathan 1.9% · guest 98.1%3:00 · Nathan 1.9% · guest 98.1%6:00 · Nathan 12.2% · guest 87.8%6:00 · Nathan 12.2% · guest 87.8%9:00 · Nathan 15.1% · guest 84.9%9:00 · Nathan 15.1% · guest 84.9%12:00 · Nathan 17.2% · guest 82.8%12:00 · Nathan 17.2% · guest 82.8%15:00 · Nathan 25.5% · guest 74.5%15:00 · Nathan 25.5% · guest 74.5%18:00 · Nathan 49.4% · guest 50.6%18:00 · Nathan 49.4% · guest 50.6%21:00 · Nathan 26.9% · guest 73.1%21:00 · Nathan 26.9% · guest 73.1%24:00 · Nathan 100% · guest 0%24:00 · Nathan 100% · guest 0%
Sharpest disagreement ▶ 21:10 Rejecting CEO hero worship

Hampus directly pushes back against the premise of following or idolizing star CEOs, arguing that celebrity CEO culture is flawed and that good leaders make themselves obsolete.

 Hardest push from Nathan ▶ 8:00 Challenging the projected revenue number

Nathan refuses to accept surface-level figures, pressing Hampus on whether the $35M forward revenue figure used to justify the $150M acquisition price was realistic or an entrepreneur's bluff.

 Biggest teaching moment ▶ 3:02 Explaining early mobile enterprise cycles

Hampus educates Nathan on the realities of early 2000s mobile software contracts, explaining 18-month sales cycles, custom integration fees, and building the original Android design team.

 Nathan holds their own ▶ 15:52 Drilling on SaaS margins and MRR

Nathan demonstrates his familiarity with B2B SaaS business models by questioning setup fees and persistently redirecting Hampus until he discloses his exact $7,000 October MRR.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Hampus Jakobsson and the BlackBerry Acquisition 5315 Nathan drills deep into the mechanics of the $150M BlackBerry acquisition, calculating multiples on the fly and pressing Hampus on whether his revenue projections were realistic or inflated. Hampus is an energetic storyteller who readily answers financial details.
Departing BlackBerry and Exploring Angel Investing 3112 The conversation shifts to Hampus's departure from BlackBerry and angel portfolio. Nathan keeps the pace moving by categorizing Hampus's check-writing motivations and calculating totals across 45 investments.
Brisk.io Product Mechanics and Bottom-Up SaaS Growth 5314 Nathan presses Hampus to disclose exact SaaS metrics for Brisk.io, including monthly recurring revenue, seat counts, and whether they charge professional services fees. Hampus details his bottom-up product adoption playbook.
Social Links, Contest Reminder, and Sponsor Message 2111 Nathan runs through his standard Famous Five rapid-fire questions, sponsor mentions, and sign-off. Hampus shares his leadership philosophy against CEO hero worship in a cordial manner.

Statements from this episode (9)

Assertion Partly supported
TAT Built the Initial Design Team for Google Android
“We actually built the complete design team for Google Android. I worked with Andy Rubin in Mountain View.”
Hampus Jakobsson Jan 21, 2016 ▶ 3:44
Assertion Not publicly verifiable
BlackBerry Acquired TAT for $150M at 4x Forward Revenue
“So it was hundred and fifty million dollars. So that was four times our next year revenue.”
Hampus Jakobsson Jan 21, 2016 ▶ 7:56
Assertion Supported
BlackBerry's $150M Acquisition of TAT Was Paid Entirely in Cash
“Total cash. Actually, it was a bonus on top for, like, staying”
Hampus Jakobsson Jan 21, 2016 ▶ 9:03
Assertion Partly supported
TAT Founders Retained 60% Ownership at Their $150M Exit
“We didn't really have much of investors. So the founders owned 60% of the company.”
Hampus Jakobsson Jan 21, 2016 ▶ 9:13
Assertion Supported
BlackBerry Co-CEO Mike Lazaridis Was Pushed Into an Innovation Role
“One was Mike was pushed out. He was pushed into an innovation role, and he was a totally amazing person.”
Hampus Jakobsson Jan 21, 2016 ▶ 9:49
Disclosure
Hampus Jakobsson Invested $2.6M Across 45 Startups as an Angel
“What is it? 2.6 million dollars.”
Hampus Jakobsson Jan 21, 2016 ▶ 13:05
Insight
Brisk.io Avoids Professional Services to Prevent Internal Team Misalignment
“I don't want to bring professional services, because that was one of TAT's headache, my former company, because we did professional services, we're not, we were not internally aligned. So I was just telling myself, okay, screw it. I know it's bad. I know cash …”
Hampus Jakobsson Jan 21, 2016 ▶ 16:14
Assertion Partly supported
Evernote's Global Sales Team Adopted Brisk.io Through Bottom-Up Usage
“Like, Evernote was like that. We signed Evernote. It was one guy who found it in Zurich, who was like, this tool is crazy amazing. He turned around to his sales operation manager who happened to be visiting Zurich, where they have the European office. And she …”
Hampus Jakobsson Jan 21, 2016 ▶ 18:04
Insight
CEOs of 10+ Person Companies Must Stop Signing Every Deal
“The best CEOs of the planet are really thinking about how to make themselves Unemployed for the, I'm like, just unnecessary. Just trying to build the team. And I think that the CEOs who themselves sign every single deal, you know, who themselves come up with a…”
Hampus Jakobsson Jan 21, 2016 ▶ 21:11
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