{"id":55879,"date":"2018-05-15T08:44:12","date_gmt":"2018-05-15T08:44:12","guid":{"rendered":"https:\/\/blog.salesflare.com\/?p=55879"},"modified":"2025-11-19T08:32:42","modified_gmt":"2025-11-19T07:32:42","slug":"louis-jonckheere-of-showpad-54837a6ac1f3","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/ja\/\u30b7\u30e7\u30a6\u30d1\u30c3\u30c954837a6ac1f3\u306e\u30eb\u30a4\u30fb\u30e8\u30f3\u30af\u30d8\u30a2","title":{"rendered":"\u30b7\u30e7\u30fc\u30d1\u30c3\u30c9\u306e\u30eb\u30a4\u30b9\u30fb\u30e8\u30f3\u30af\u30d8\u30fc\u30eb"},"content":{"rendered":"<article class=\"h-entry\">\n<header><\/header>\n<h1 class=\"p-name\">Louis Jonckheere of Showpad<\/h1>\n<h2 class=\"h2-subheader\">Founder Coffee episode 005<\/h2>\n<section class=\"e-content\">\n<section class=\"section section--body section--first\">\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p class=\"translation-block\"><img decoding=\"async\" class=\"alignnone size-full wp-image-64685\" src=\"https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad.jpg\" alt=\"Louis Jonckheere - Showpad\" width=\"800\" height=\"534\" srcset=\"https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad.jpg 800w, https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad-300x200.jpg 300w, https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad-768x513.jpg 768w, https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad-18x12.jpg 18w, https:\/\/blog.salesflare.com\/wp-content\/uploads\/2018\/05\/louis-jonckheere-showpad-350x234.jpg 350w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/p>\n<p id=\"aa2a\" class=\"graf graf--p graf-after--figure translation-block\">I\u2019m Jeroen from Salesflare and this is Founder Coffee.<\/p>\n<p id=\"c197\" class=\"graf graf--p graf-after--p translation-block\">Every two weeks I have coffee with a different founder. We discuss life, passions, learnings,\u00a0\u2026 in an intimate talk, getting to know the person behind the company.<\/p>\n<p id=\"01e3\" class=\"graf graf--p graf-after--p translation-block\">For this fifth episode, I talked to Louis Jonckheere of <a href=\"https:\/\/www.showpad.com\/\">Showpad<\/a>. He leads a 260+ person scale-up that equips sales and marketing teams at Fortune 500 companies with the tools to organize and track the delivery of sales content to their prospects.<\/p>\n<p id=\"c68e\" class=\"graf graf--p graf-after--p translation-block\">Louis is a born entrepreneur, hustling since he was young. And he\u2019s also one of these guys who can recognize and double down on a good opportunity when he sees one.<\/p>\n<p id=\"42da\" class=\"graf graf--p graf-after--p translation-block\">We talk about his passions, how to build a great team and culture, and the power of optionality.<\/p>\n<p id=\"3a5b\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Welcome to Founder Coffee.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"a167\" class=\"graf graf--p graf--leading translation-block\">Prefer listening? You can find this episode on:<\/p>\n<ul class=\"postList\">\n<li id=\"933e\" class=\"graf graf--li graf-after--p\"><a class=\"markup--anchor markup--li-anchor translation-block\" href=\"https:\/\/itunes.apple.com\/be\/podcast\/founder-coffee\/id1361209224\" target=\"_blank\" rel=\"noopener\">iTunes \/ Apple Podcasts<\/a><\/li>\n<li id=\"1578\" class=\"graf graf--li graf-after--li\"><a class=\"markup--anchor markup--li-anchor translation-block\" href=\"https:\/\/play.google.com\/music\/m\/Itm3izqy3zjcn3w6lmhmveqofhe\" target=\"_blank\" rel=\"noopener\">Google Play<\/a><\/li>\n<li id=\"84b7\" class=\"graf graf--li graf-after--li graf--trailing\"><a class=\"markup--anchor markup--li-anchor translation-block\" href=\"https:\/\/soundcloud.com\/foundercoffee\/005-louis-jonckheere-showpad\" target=\"_blank\" rel=\"noopener\">Soundcloud<\/a><\/li>\n<\/ul>\n<\/div>\n<\/div>\n<p class=\"translation-block\"><iframe src=\"https:\/\/w.soundcloud.com\/player\/?url=https%3A\/\/api.soundcloud.com\/tracks\/444259056&amp;color=%23ff5500&amp;auto_play=false&amp;hide_related=false&amp;show_comments=true&amp;show_user=true&amp;show_reposts=false&amp;show_teaser=true\" width=\"100%\" height=\"166\" frameborder=\"no\" scrolling=\"no\"><\/iframe><\/p>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"fad5\" class=\"graf graf--p graf--leading translation-block\">Jeroen: Hi Louis. Welcome to Founder Coffee.<\/p>\n<p id=\"b024\" class=\"graf graf--p graf-after--p translation-block\">Louis: Thanks Jeroen, it\u2019s great to be here.<\/p>\n<p id=\"63b1\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: You are founder of Showpad. It is a product that is not really known amongst startups, because you mostly focus on big companies. So for those who don\u2019t know what Showpad is, would you like to give us a quick brief?<\/p>\n<p id=\"9510\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes! Showpad is a <a href=\"https:\/\/www.spekit.com\/blog\/highspot-competitors-alternatives\">sales enablement platform<\/a>. We are a software platform that helps salespeople find the right presentations, whitepapers and content to share during a customer interaction.<\/p>\n<p id=\"88dc\" class=\"graf graf--p graf-after--p translation-block\">We\u2019re a content management system that is built for sales and marketing. The idea is to make the teams more effective and efficient at what they do.<\/p>\n<p id=\"4009\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you focus mostly on content delivery and tracking that?<\/p>\n<p id=\"2247\" class=\"graf graf--p graf-after--p translation-block\">Louis: Exactly!<\/p>\n<p id=\"bc12\" class=\"graf graf--p graf-after--p translation-block\">For example, if you look at a typical customer for Showpad\u200a\u2014\u200alike Xerox.<\/p>\n<p id=\"3fa7\" class=\"graf graf--p graf-after--p translation-block\">We take roughly 10 thousands pieces of information that their sales people need to use. We then have solutions that make it much easier for these salespeople to find the content they need to share with a potential customer.<\/p>\n<p id=\"f2f8\" class=\"graf graf--p graf-after--p translation-block\">At the same time, we obviously track this activity too, to know what the sales team is using and if they know how prospects and interacting with what they share.<\/p>\n<p id=\"b146\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Sounds smart! How did Showpad come about? At what moment did you exactly decide to start Showpad?<\/p>\n<p id=\"dd07\" class=\"graf graf--p graf-after--p translation-block\">Louis: Before Showpad, PJ and I had another company called In The Pocket, which was a service business.<\/p>\n<p id=\"05dc\" class=\"graf graf--p graf-after--p translation-block\">It was a business that developed custom built applications for big brands. We were working on that company, when suddenly we started to get requests from customers who just bought iPads.<\/p>\n<p id=\"1998\" class=\"graf graf--p graf-after--p translation-block\">Seven or eight years ago, the iPad was just released. A lot of companies were starting to look for applications that sales people could use on an iPad because it is naturally a presentation and sales conversation device.<\/p>\n<p id=\"67e6\" class=\"graf graf--p graf-after--p translation-block\">That\u2019s how we started to get into sales enablement and built a few applications for some customers on a recurring demand. Then we decided to start a company called Showpad that actually made a product out of that.<\/p>\n<p id=\"e4bb\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Would it be correct to say that you saw an opportunity and jumped on it?<\/p>\n<p id=\"2635\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, exactly. We started because of the iPad\u200a\u2014\u200athe opportunity it had in enterprises to be used as selling device. Afterwards, we saw a bigger opportunity of aligning sales and marketing with it. Actually, sales productivity and effectiveness.<\/p>\n<p id=\"f101\" class=\"graf graf--p graf-after--p translation-block\">We then started creating Showpad with a much bigger point of view.<\/p>\n<p id=\"826e\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So basically, big companies bought iPads and they needed something to do with it?<\/p>\n<p id=\"f09b\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes.<\/p>\n<p id=\"26e6\" class=\"graf graf--p graf-after--p translation-block\">For example as a good first customer, the website was live for literally 3 days until we got a call from a guy in the US that needed 2,000 licenses because they just bought 2,000 iPads. They had no clue what to do with those devices.<\/p>\n<p id=\"c077\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That sounds like a big crisis.<\/p>\n<p id=\"e2ba\" class=\"graf graf--p graf-after--p translation-block\">Louis: Exactly!<\/p>\n<p id=\"4cce\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you started as a consulting business?<\/p>\n<p id=\"9d08\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah.<\/p>\n<p id=\"8ee8\" class=\"graf graf--p graf-after--p translation-block\">For example, we had a company in Belgium coming to In The Pocket, saying, \u201cHey we have less of a requirement we want to put in a mobile application. Can you guys build it? Can you further refine the concepts?\u201d<\/p>\n<p id=\"9b3a\" class=\"graf graf--p graf-after--p translation-block\">Like those were the types of things we did. That company still exists. It\u2019s kicking ass!<\/p>\n<p id=\"7948\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: It was just you and PJ in the company or were there more people?<\/p>\n<p id=\"5abb\" class=\"graf graf--p graf-after--p translation-block\">Louis: That company was started with just 3 people. Jeroen, who is still the CEO of In The Pocket, PJ and me.<\/p>\n<p id=\"d260\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you guys went out of In The Pocket to start Showpad?<\/p>\n<p id=\"fc24\" class=\"graf graf--p graf-after--p translation-block\">Louis: There was a transition period of 6 to 12 months where both PJ and I divided our time between In The Pocket and Showpad. We didn\u2019t want to just abandon In The Pocket and wanted to make sure it still worked.<\/p>\n<p id=\"a40a\" class=\"graf graf--p graf-after--p translation-block\">We had a long transition period and we made sure that Jeroen, who stayed at In The Pocket, was surrounded by a good management team. We made sure that everything was set for that company to continue to grow, which it did because at the time we weren\u2019t working with Showpad a 100 percent.<\/p>\n<p id=\"6e62\" class=\"graf graf--p graf-after--p translation-block\">I think they had roughly 20 employees back then. Now In The Pocket is at about 100. They\u2019re still doing really well!<\/p>\n<p id=\"c075\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Companies like Aztec Overflow, Trello and Intercom, started from a consulting business that partly paid the bills in the beginning. Did In The Pocket somehow finance Showpad?<\/p>\n<p id=\"4784\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, definitely. In the beginning, Showpad was developed under the IP of In The Pocket.<\/p>\n<p id=\"2b24\" class=\"graf graf--p graf-after--p translation-block\">It was the agency that developed it for our customers. But then the moment we decided to pull it out, we did it in a fair and correct manner. We bought over the IP with Showpad. So In The Pocket did finance Showpad for a while with loans, which were paid back eventually.<\/p>\n<p id=\"4b89\" class=\"graf graf--p graf-after--p translation-block\">But, yes. Having an agency financing the initial development of a product like Showpad saved us as founders a lot of dilution because we didn\u2019t have to raise money in the beginning.<\/p>\n<p id=\"0fce\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Was In The Pocket your first start up or did you have other ones?<\/p>\n<p id=\"365c\" class=\"graf graf--p graf-after--p translation-block\">Louis: It was the first real start up. During university, I had my own company that rented out karaoke systems online to other students and so that was at that time quite an undertaking. I had a few students working for me in Ghent, Antwerp and Brussels. Karaoke, for the Flemish people, that was the name of the company I started initially.<\/p>\n<p id=\"a8e6\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That was just karaoke systems? This started when you were a student, but what exactly did you study?<\/p>\n<p id=\"2cbe\" class=\"graf graf--p graf-after--p translation-block\">Louis: I studied law in Ghent and I think it was in my second year of law that I started this company with a friend. It basically rented out karaoke systems online, through websites. If people were interested, they could pick it up from my home. That was basically it!<\/p>\n<p id=\"09b1\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Have you always kind of known you wanted to go into startups? Because you made a decision for law, which is not really in line doing that.<\/p>\n<p id=\"2bef\" class=\"graf graf--p graf-after--p translation-block\">Louis: I still don\u2019t know why I ultimately decided to study law, but I did.<\/p>\n<p id=\"6124\" class=\"graf graf--p graf-after--p translation-block\">I think at that point in time, I really didn\u2019t know what I wanted to do. But the moment I started studying law, after my third year, I knew it had nothing for me and I just had to complete the study.<\/p>\n<p id=\"22da\" class=\"graf graf--p graf-after--p translation-block\">I didn\u2019t want to give up. I always knew that I was going to end up with my own company and that I was going to end up starting my own business. That is something I always knew.<\/p>\n<p id=\"951b\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is this somehow influenced by your parents, family or friends?<\/p>\n<p id=\"8360\" class=\"graf graf--p graf-after--p translation-block\">Louis: A little bit by my parents, actually.<\/p>\n<p id=\"7a13\" class=\"graf graf--p graf-after--p translation-block\">My father was also an entrepreneur, but on a smaller scale and in art. He definitely gave me some inspiration. But more the friends that I had, those who surrounded me, most of them were entrepreneurs and very ambitious.<\/p>\n<p id=\"07b7\" class=\"graf graf--p graf-after--p translation-block\">Being in that type of environment really pushed me to be something myself.<\/p>\n<p id=\"76a0\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Did you ever have a real job?<\/p>\n<p id=\"f135\" class=\"graf graf--p graf-after--p translation-block\">Louis: I did, for 6 months. After I graduated from law, I went to Vlerick because I figured I missed some practical knowledge. I was very happy with that decision!<\/p>\n<p id=\"2b5b\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you went to a business school?<\/p>\n<p id=\"a615\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, a business school to get masters in general management.<\/p>\n<p id=\"5db1\" class=\"graf graf--p graf-after--p translation-block\">Then I did my internship for Netlog. Later, I got a job there and carried on for 6 months. Netlog is where I got to know PJ, my co-founder. That\u2019s where the idea and conclusion of doing it ourselves came.<\/p>\n<p id=\"6830\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: You have worked with Boris from Xpenditure, who was also on the podcast? [episode coming up soon]<\/p>\n<p id=\"6fb7\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, Boris was my first and only boss.<\/p>\n<p id=\"ecf9\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: You were in the commercial department then?<\/p>\n<p id=\"b325\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, the strategic partnerships. I was tasked with finding revenue streams for Netlog, outside traditional advertising.<\/p>\n<p id=\"7cd0\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Cool. What was the initial ambition with Showpad?<\/p>\n<p id=\"8d02\" class=\"graf graf--p graf-after--p translation-block\">You had a consulting business and you wanted to start a product, but what was it that you had in mind when you started doing that?<\/p>\n<p id=\"d9d5\" class=\"graf graf--p graf-after--p translation-block\">Louis: After having In The Pocket for a year, PJ and I started to talk about how this was fun. We were learning a lot and having great successes, but we wanted to build something scalable\u200a\u2014\u200asomething that recurs and is easy to internationalize.<\/p>\n<p id=\"2096\" class=\"graf graf--p graf-after--p translation-block\">Service businesses are hard to scale. Right? It depends on the amount of people you have and the amount customers you can sign up.<\/p>\n<p id=\"c0d6\" class=\"graf graf--p graf-after--p translation-block\">Louis: Before Showpad, we had that urge to build a product, something that we could sell on a recurring basis. Then we got onto the idea of Showpad creating an additional revenue stream on top of what In The Pocket was doing as a service business.<\/p>\n<p id=\"f26a\" class=\"graf graf--p graf-after--p translation-block\">But at that time, we hadn\u2019t fully grasped the opportunity we had stepped into.<\/p>\n<p id=\"7164\" class=\"graf graf--p graf-after--p translation-block\">It was only after a few months when we suddenly started to get Apple interested in us, Audi becoming a customer, then Xerox, Snider and all these huge brands out there wanting to buy our license. That\u2019s when we started to realize that we had something much bigger than what we thought.<\/p>\n<p id=\"2a8f\" class=\"graf graf--p graf-after--p translation-block\">That fed our ambition, our drive to do everything!<\/p>\n<p id=\"47a4\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: When growing your business, were there any examples that you were looking at? Other companies that had build something similar?<\/p>\n<p id=\"3d1d\" class=\"graf graf--p graf-after--p translation-block\">Louis: Oh, yeah.<\/p>\n<p id=\"3b61\" class=\"graf graf--p graf-after--p translation-block\">A company I personally looked up to, as of the beginning, was Hubspot. I was very inspired by what they had done. They built a product in a very busy, competitive market, with a very strong company culture. With strong leadership, they built a very simple and scalable product. They managed to build a multi-billion dollar company with it.<\/p>\n<p id=\"9ad9\" class=\"graf graf--p graf-after--p translation-block\">I was always inspired by them, even in their early days. I still remember Showpad was one of the first customers of Hubspot in Europe. Definitely had a lot respect towards those founders.<\/p>\n<p id=\"e3d2\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: You are talking about the culture at Hubspot. Were there any other aspects that you wanted to recreate at Showpad?<\/p>\n<p id=\"125a\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, totally.<\/p>\n<p id=\"cf66\" class=\"graf graf--p graf-after--p translation-block\">Company culture is something that grows on you. When we started Showpad, PJ and I really never wrote down what company culture was or what it should be or how we thought about it.<\/p>\n<p id=\"673d\" class=\"graf graf--p graf-after--p translation-block\">At the beginning of a startup, it is a very natural thing, right? It is how you react, how you work, how you deal with colleagues and your customers.<\/p>\n<p id=\"d658\" class=\"graf graf--p graf-after--p translation-block\">The moment you start scaling, this happened to us at around 30\u201335 employees, you have to start writing down some of the values you have for some of the things you really believe in.<\/p>\n<p id=\"ad3f\" class=\"graf graf--p graf-after--p translation-block\">The bigger you become, the more important that is because people will identify with it. This also helps in recruiting, your brand positioning and your business in general.<\/p>\n<p id=\"145b\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: When you started writing those things down for your employees, how did you communicate it to them?<\/p>\n<p id=\"e54b\" class=\"graf graf--p graf-after--p translation-block\">Louis: In the beginning, we had weekly meets called Showpies. Basically, we at Showpad get together every Friday at around 5 to just eat some pie together and share our thoughts. That\u2019s where PJ and I had to formally start sharing the values we believed in.<\/p>\n<p id=\"8e33\" class=\"graf graf--p graf-after--p translation-block\">We wrote down those values together, we made sure that the management was involved too and talked about them. The great thing is that even today, our employees really identify immensely with the \u2018Showings\u2019\u200a\u2014\u200awhich are our values.<\/p>\n<p id=\"101b\" class=\"graf graf--p graf-after--p translation-block\">If you would take one Showing away, some people would probably revolt and not be happy at all because it is so personal.<\/p>\n<p id=\"aaef\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Can you give us an idea of one Showing?<\/p>\n<p id=\"2420\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, sure. Be humble. Super important.<\/p>\n<p id=\"6a56\" class=\"graf graf--p graf-after--p translation-block\">It is very crucial to PJ and me that we have people in our company who are humble, who don\u2019t see themselves as the most important person in the room. It is something that trickles through everything we do. Like how sell, how we renew, how we hire and how we do things in general.<\/p>\n<p id=\"33fa\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: If I\u2019m not mistaken, you are VC funded? Was that a conscious decision?<\/p>\n<p id=\"855e\" class=\"graf graf--p graf-after--p translation-block\">Louis: Totally.<\/p>\n<p id=\"4cc3\" class=\"graf graf--p graf-after--p translation-block\">I think the decision to go with venture capitalism was the moment when our market reached around half a million euros in revenue. That\u2019s when we started to think about how we could easily bring this to like 5 to 10 million instead. But to hire engineers fast, we needed the money.<\/p>\n<p id=\"3df4\" class=\"graf graf--p graf-after--p translation-block\">We evaluated a few aspects and went to some banks. But believe me, 7 years ago the landscape was very different than it is now. Getting money from a bank was a no go, unless you were willing to be guaranteeing yourself for default.<\/p>\n<p id=\"7082\" class=\"graf graf--p graf-after--p translation-block\">So yeah, it was a very conscious decision to start raising venture money.<\/p>\n<p id=\"e0b9\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: If I\u2019m not mistaken, you are still on the venture track and raising more funding?<\/p>\n<p id=\"33c4\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, we are.<\/p>\n<p id=\"84e5\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Have you been approached for an acquisition at some point?<\/p>\n<p id=\"c44e\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, we have\u200a\u2014\u200amultiple times. I\u2019d say if you have a fast growing tech company, people will notice it.<\/p>\n<p id=\"2075\" class=\"graf graf--p graf-after--p translation-block\">Actually, when we reached around a million, we had a very concrete acquisition offer. When the company was at 10 million revenue, we got more. But we said no to it all. We have been through those scenarios already a few times.<\/p>\n<p id=\"0003\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That\u2019s 10 million ARR?<\/p>\n<p id=\"c0df\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, 10 million ARR.<\/p>\n<p id=\"1e6b\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Cool. You never decided to sell the product, why is that?<\/p>\n<p id=\"599f\" class=\"graf graf--p graf-after--p translation-block\">Louis: Hopefully, every founder who is listening to this podcast would have been in that situation. We got a very serious offer on the table around 10 million euros in annual recurring revenue. That\u2019s like a golden number and beyond that, things could go crazy.<\/p>\n<p id=\"3098\" class=\"graf graf--p graf-after--p translation-block\">At that time too, we said no to the offer for a few reasons.<\/p>\n<p id=\"d5df\" class=\"graf graf--p graf-after--p translation-block\">We were having fun and to put it very simply, we believed we could double our company at a minimum.<\/p>\n<p id=\"54ab\" class=\"graf graf--p graf-after--p translation-block\">Even if we looked at the <a href=\"https:\/\/etonvs.com\/409a-valuation\/top-409a-valuation-consultants\/\">company valuation<\/a> downwards, it would mean that you\u2019d have to wait a year until your revenue doubles so that you can sell it at a higher worth. Let\u2019s just say, big belief in the company and our short term goals.<\/p>\n<p id=\"ecf7\" class=\"graf graf--p graf-after--p translation-block\">We\u2019ve said no to a lot of money. I was 30 years old at that time and selling our product didn\u2019t feel like the right thing to do.<\/p>\n<p id=\"7fc2\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Which track are you on now\u200a\u2014\u200amoving towards an IPO or?<\/p>\n<p id=\"7e86\" class=\"graf graf--p graf-after--p translation-block\">Louis: We had our yearly team meeting a month and a half back in Miami. The idea was for the team to get together and us being able to provide people the perspective of who we are and what we want to achieve.<\/p>\n<p id=\"d79c\" class=\"graf graf--p graf-after--p translation-block\">For example, the next big milestone for Showpad, is to get to 100 million euros in recurring revenue in a few years. That\u2019s the goal.<\/p>\n<p id=\"7a52\" class=\"graf graf--p graf-after--p translation-block\">Then obviously you need to answer the question, why are you putting that number up front, why is it important and where does this bring Showpad? The answer that for us is very simple.<\/p>\n<p id=\"e81a\" class=\"graf graf--p graf-after--p translation-block\">If you grow fast enough in a few years time and get to 100 million, then you will have all the options at hand. You can choose to move towards being an IPO. You can choose to stay private and maybe take some more private equity money.<\/p>\n<p id=\"b442\" class=\"graf graf--p graf-after--p translation-block\">You cannot raise money and just become profitable, or you can choose to be acquired by a very strategic acquirer because you believe that Showpad could accomplish more with another company. We have no preferred choice at this moment, other than having optionality at 100 million euros in revenue.<\/p>\n<p id=\"a83c\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you\u2019re keeping all the options open?<\/p>\n<p id=\"577a\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, it\u2019s one of the biggest advices that I always give to entrepreneurs. Make sure you have all the options at any point in time\u200a\u2014\u200abe it to grow further or to exit; otherwise you\u2019re really in a bad position.<\/p>\n<p id=\"8c6d\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: How big is Showpad now in terms of employees?<\/p>\n<p id=\"dd08\" class=\"graf graf--p graf-after--p translation-block\">Louis: I think we are now at about 262\u200a\u2014\u200athat\u2019s the number.<\/p>\n<p id=\"11b4\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That is very exact.<\/p>\n<p id=\"e955\" class=\"graf graf--p graf-after--p translation-block\">Louis: It changes. We have a dashboard in our company that is counting the employees, but it changes every week. People get hired and sometimes they just leave. It is a very fluctuating thing right now.<\/p>\n<p id=\"8a9a\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is that what takes most of your time now or are you working on other things?<\/p>\n<p id=\"509e\" class=\"graf graf--p graf-after--p translation-block\">Louis: I would say that the period when the company was between 5 and 20 million, that\u2019s when it probably took most of my time\u200a\u2014\u200aespecially building up the team in the US and hiring that initial executive team. It\u2019s only been a year since we started to professionalize HR at Showpad. We now have a recruitment team, benefits team\u200a\u2014\u200aall of that is being done now.<\/p>\n<p id=\"b583\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: What is your job right now?<\/p>\n<p id=\"eacf\" class=\"graf graf--p graf-after--p translation-block\">Louis: My job right now is to spend more time with customers and partners. Either helping the sales team in selling or helping the customers success team to renew or build strategic alliances with some bigger partners out there, like a Salesforce, Apple, Dealoid, etc.<\/p>\n<p id=\"47f2\" class=\"graf graf--p graf-after--p translation-block\">A lot of customer facing communication takes up 30% of my time. Another big part goes towards product strategy\u200a\u2014\u200acreating a product roadmap, doing design reviews, working with product managers and aligning the engineering team.<\/p>\n<p id=\"b3bd\" class=\"graf graf--p graf-after--p translation-block\">I would say that thought leadership is becoming more and more important. Showpad is in an industry that is fairly new. I would say that we are creating that industry with one or two other companies. If you are in a situation like that, you just have to be out there a lot\u200a\u2014\u200agive more presentations, write articles, do whitepapers, be that thought leader.<\/p>\n<p id=\"0835\" class=\"graf graf--p graf-after--p translation-block\">That\u2019s a really big part of what I do. I can channel company strategy, like partnering with PJ on deciding on the objectives, the metrics, following up deals and all of those fun things.<\/p>\n<p id=\"e8b4\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That\u2019s a lot of different things. High level sales, the brand, the product, partnerships and strategy!<\/p>\n<p id=\"ac0b\" class=\"graf graf--p graf-after--p translation-block\">Louis: Exactly. I wouldn\u2019t want to do anything else. It\u2019s a lot of fun!<\/p>\n<p id=\"2bab\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: What are the skills that you bring to Showpad, Louis?<\/p>\n<p id=\"a55e\" class=\"graf graf--p graf-after--p translation-block\">Louis: Oh, that\u2019s a good question.<\/p>\n<p id=\"0424\" class=\"graf graf--p graf-after--p translation-block\">I have always been very good at product strategy\u200a\u2014\u200along term, short term and mid term. I have a very good idea about what a product should do, what it should solve and also, strategically, where it should go to.<\/p>\n<p id=\"ccd1\" class=\"graf graf--p graf-after--p translation-block\">For example, at this stage if Showpad looks at becoming a 100 million dollar company, we could get there with just tweaking what we have today, by tuning up the market teams, by adding a few more features and creating new partnerships. But that is not something that will get us to 3 or 400 million.<\/p>\n<p id=\"7565\" class=\"graf graf--p graf-after--p translation-block\">In order to do that, you need to think much more strategically. You need to think about what your acquisition strategy is and what other technologies you want to add to Showpad.<\/p>\n<p id=\"8034\" class=\"graf graf--p graf-after--p translation-block\">Louis: I would say, the overall product strategy is my forte. Like working with the product manager and reviewing designs is something I have always been very excited about and think I\u2019m pretty good at.<\/p>\n<p id=\"37f0\" class=\"graf graf--p graf-after--p translation-block\">The next thing would be, hiring and maintaining a world class executive team. I created it together with PJ. We have always put a lot of effort in that and if you look at Showpad\u2019s executive team, it\u2019s actually world class\u200a\u2014\u200aour COO, our VP sales, our VP marketing and our engineering leadership. That\u2019s one of the most important skills you need to have as the founder\u200a\u2014\u200athe ability to hire great people to build a kick ass executive team.<\/p>\n<p id=\"344b\" class=\"graf graf--p graf-after--p translation-block\">Louis: Even the overall product communication. You would be surprised how much you need to communicate, once you scale your company. Be it with employees, investors, partners, customers or even prospects. You have to repeat yourself a lot!<\/p>\n<p id=\"f161\" class=\"graf graf--p graf-after--p translation-block\">It\u2019s not like you say things at the beginning of the year and you\u2019re done. You have to repeat stuff every week. I am also pretty good in that, I think.<\/p>\n<p id=\"029b\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Sounds like you get most of your energy from building things? Building a product, building a team and building a brand.<\/p>\n<p id=\"a91d\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, the building phase is the most exciting\u200a\u2014\u200awhether you\u2019re starting a company or building a product. Coming from an underdog role is really something that energizes me and makes me want to get up every single day.<\/p>\n<p id=\"2cd2\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Talking about getting up, what time do you get up in the morning?<\/p>\n<p id=\"a080\" class=\"graf graf--p graf-after--p translation-block\">Louis: By six, because my youngest son is awake then. He is a year and a half old, and he\u2019s an early bird. So I get up around 6, give him food and stuff to drink with my wife and then I work an hour and a half at home before I go to work. I like to start early.<\/p>\n<p id=\"bf26\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: How many kids do you have?<\/p>\n<p id=\"3591\" class=\"graf graf--p graf-after--p translation-block\">Louis: I have two. I have a daughter, who is almost turning 3 now and my son\u2019s just a year and a half. It\u2019s busy!<\/p>\n<p id=\"bb17\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So when you come home in the evenings, you set aside time for your kids?<\/p>\n<p id=\"e892\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, I always try to be home on time. My calendar always consistently, blocks my agenda between 6:30 and 8:30. Mostly between 6:30 and 7, I am home. I try to spend another hour with the children because otherwise I wouldn\u2019t see them. I don\u2019t want to be that type of a dad.<\/p>\n<p id=\"6b9d\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: What happens after 8:30? Do you go back to work?<\/p>\n<p id=\"90e4\" class=\"graf graf--p graf-after--p translation-block\">Louis: 60 percent of the time, yes.<\/p>\n<p id=\"ff02\" class=\"graf graf--p graf-after--p translation-block\">Although, I try to avoid that. But a big chunk of our team, 100 of the 260 employees of Showpad, are in the US. With the time difference, it obliges me to get a lot of calls in the evening\u200a\u2014\u200ato conduct and to collaborate with the team members. There is a lot of that. That sometimes gets a bit tough, if you want to combine it with a family. But it works.<\/p>\n<p id=\"da17\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: When we met each other last time in San Francisco, I remember you saying that you didn\u2019t open the laptop after 8 o\u2019clock. That changed, then?<\/p>\n<p id=\"5957\" class=\"graf graf--p graf-after--p translation-block\">Louis: That changed and the reason it changed is because until a year ago, I lived in San Francisco for 4 years.<\/p>\n<p id=\"da05\" class=\"graf graf--p graf-after--p translation-block\">If you work from San Francisco with European teams, then literally 6 or 6:30 things shutdown. In San Francisco people stop working, so you have a few hours where nothing really happens.<\/p>\n<p id=\"02cb\" class=\"graf graf--p graf-after--p translation-block\">In Belgium, it\u2019s the opposite. If we get home at 7, it is 10 AM in the morning in San Francisco or it\u2019s 8 in Chicago. We have no choice. So unfortunately that rule, I had to kill it. It\u2019s for the greater good!<\/p>\n<p id=\"f474\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: What do you do currently to stay fit?<\/p>\n<p id=\"ebf9\" class=\"graf graf--p graf-after--p translation-block\">Louis: Whoa, dude. If I\u2019m honest, at this point in time, probably 95 percent of my time goes to working and spending time with the children.<\/p>\n<p id=\"e719\" class=\"graf graf--p graf-after--p translation-block\">I\u2019m a big snowboarder. This winter, I found the time to go snowboarding 3 times. I try to hike as much as possible with my wife. The weekends still remain pretty untouched, so I can do a lot there. I\u2019m an outdoor type of guy. The moment I can, I am outside.<\/p>\n<p id=\"635f\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: If you sell Showpad for a ton of money and could decide whatever you would like to do, what would you do?<\/p>\n<p id=\"df0f\" class=\"graf graf--p graf-after--p translation-block\">Louis: I think in the scenario where we would sell Showpad or we would IPO, we cash in for some reason and didn\u2019t want to be at Showpad or we wouldn\u2019t be at Showpad anymore, the first thing I would definitely do is take a few months off. I would travel for 6 months maximum.<\/p>\n<p id=\"6f68\" class=\"graf graf--p graf-after--p translation-block\">Do those types of things because life is too short to work all the time and if you are financially able to do crazy things, do crazy things. It is something I wouldn\u2019t be able to do for the rest of my life. I think very quickly after a long, long holiday, I would think what the next startup would probably be.<\/p>\n<p id=\"e343\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Any idea in which space?<\/p>\n<p id=\"0b89\" class=\"graf graf--p graf-after--p translation-block\">Louis: No.<\/p>\n<p id=\"de95\" class=\"graf graf--p graf-after--p translation-block\">There are so many opportunities today. For example, with blockchain technology, machine learning, driverless cars, there are so many massive trends that are growing where and you can build upon them. No concrete idea yet, but I am pretty sure there will be one.<\/p>\n<p id=\"d94d\" class=\"graf graf--p graf-after--p translation-block\">Maybe something else in enterprise software. Who knows, may be something totally different from IT.<\/p>\n<p id=\"11c9\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Like consumer or more small companies?<\/p>\n<p id=\"de94\" class=\"graf graf--p graf-after--p translation-block\">Louis: Consumers, small companies\u200a\u2014\u200aas long as we are having fun. That is the most important criteria.<\/p>\n<p id=\"cc16\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Where are you based now and where is Showpad?<\/p>\n<p id=\"725a\" class=\"graf graf--p graf-after--p translation-block\">Louis: I\u2019m currently in Ghent, moved back from San Francisco a year ago.<\/p>\n<p id=\"a9dd\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That\u2019s Ghent in Belgium?<\/p>\n<p id=\"d00b\" class=\"graf graf--p graf-after--p translation-block\">Louis: In Belgium, yes.<\/p>\n<p id=\"ae29\" class=\"graf graf--p graf-after--p translation-block\">But if I look at where I am, I travel a lot. In Q4, more than 50 percent of my time was spent traveling. I always say that my home is wherever I need to be. Either Belgium or London, where we have a team. In Chicago, where we have our headquarters or in the US or, in San Francisco. It depends where I have to be.<\/p>\n<p id=\"7e15\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is that four or five places?<\/p>\n<p id=\"b001\" class=\"graf graf--p graf-after--p translation-block\">Louis: With Portland, five.<\/p>\n<p id=\"b81d\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Five?<\/p>\n<p id=\"9b3f\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah. A lot of office management!<\/p>\n<p id=\"f0f9\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is Ghent a good place to have your startup?<\/p>\n<p id=\"4cdd\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, it is.<\/p>\n<p id=\"2c1d\" class=\"graf graf--p graf-after--p translation-block\">It\u2019s a really good place to start a company. I think if you have an idea that is great enough, people will want to work with you. If you are able to quickly find engineers and go to market people, I think Ghent is a great place to begin. There a lot of local talent, easy-ish connections with the airport that can bring you everywhere in the world.<\/p>\n<p id=\"46a8\" class=\"graf graf--p graf-after--p translation-block\">It\u2019s a very creative environment. But don\u2019t think you can scale up just by being in Ghent. You have to build the mindset of being a global player. You will have to open up offices in London or in the states. Although we are in Ghent, we are actually a global company.<\/p>\n<p id=\"9298\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is that mostly for sales or is that also for other departments?<\/p>\n<p id=\"7de1\" class=\"graf graf--p graf-after--p translation-block\">Louis: It\u2019s in general. Good for marketing, sales and customer success. At this point, you can\u2019t find a lot of experienced people in terms of selling an enterprise software.<\/p>\n<p id=\"4f16\" class=\"graf graf--p graf-after--p translation-block\">When we started, we couldn\u2019t find experienced people in Belgium. That\u2019s why we started to hire a few people in London and then went to the US. The same goes for the engineering team; we have phenomenal engineers at Showpad.<\/p>\n<p id=\"1dd3\" class=\"graf graf--p graf-after--p translation-block\">If you look at our crew today, we have roughly 48 people in engineering. At this stage it is becoming really hard to keep scaling there.<\/p>\n<p id=\"d4d8\" class=\"graf graf--p graf-after--p translation-block\">You probably know this well as a founder. In Belgium, it\u2019s tough to find good people. The strategy should always be to think very global when you\u2019re building your teams. If your brand is strong enough and your employer brand is good enough, you have something good to offer to people.<\/p>\n<p id=\"a285\" class=\"graf graf--p graf-after--p translation-block\">But I think you can build a massive engineering and sales team in Belgium. I realizes that a lot of the people who will join you, will not be coming from Belgium. But they will be people who will come from a broad living, moving from another part of the world to Belgium.<\/p>\n<p id=\"4205\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: We also have 2 Americans in our team, but there are also Belgians. We\u2019re not really competing for developer talent because we are in different cities, Showpad and Salesflare.<\/p>\n<p id=\"f138\" class=\"graf graf--p graf-after--p translation-block\">What are the startups you are actually competing with, for talent?<\/p>\n<p id=\"39da\" class=\"graf graf--p graf-after--p translation-block\">Louis: Every startup in Ghent that needs engineers is a competitor between brackets. People who want to build great products, this is the place for it. So, Showpad.<\/p>\n<p id=\"f17d\" class=\"graf graf--p graf-after--p translation-block\">It\u2019s really tough to find good people. Things abroad are becoming more difficult too.<\/p>\n<p id=\"5c85\" class=\"graf graf--p graf-after--p translation-block\">When I went skiing the last weekend, with the founders of booking.com, which is in Amsterdam, I asked them about the engineering team and where they were from. They have close to a thousand engineers or more.<\/p>\n<p id=\"8670\" class=\"graf graf--p graf-after--p translation-block\">To my surprise, most of them are all in Amsterdam. When he talked about where they come from, roughly 90 percent of those engineers were from other countries. They hire from Spain, Portugal, the US, India and Eastern Europe.<\/p>\n<p id=\"ae32\" class=\"graf graf--p graf-after--p translation-block\">They have worked out a value proposition where it\u2019s very attractive for them to move to the Netherlands. That was interesting because at Showpad, the last 6 engineering hires, 5 of them were people from Ukraine, Russia, India, the US and from New York. It is interesting to see that.<\/p>\n<p id=\"1225\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: How do you convince people from these places to come to Ghent?<\/p>\n<p id=\"f095\" class=\"graf graf--p graf-after--p translation-block\">Louis: Our value proposition is pretty straight forward.<\/p>\n<p id=\"4701\" class=\"graf graf--p graf-after--p translation-block\">First of all, people applying for the job, are those who have considered moving here. Like, I could spend a few years of my life in Europe with the family and then just live here.<\/p>\n<p id=\"bd8d\" class=\"graf graf--p graf-after--p translation-block\">As long as you are speaking English, you will do just fine in London. That\u2019s because 95 to 100 percent of the companies have English as a new language. But once you start to look outside of the UK, there are not many companies or startups with that kind of diversity.<\/p>\n<p id=\"1bc6\" class=\"graf graf--p graf-after--p translation-block\">There are very few companies that are thinking globally or have offices across the world. I mean, competition on that side is not so big for us. We might not be at the most obvious place for people to live, but once they see how close Ghent is to everything, it becomes really interesting for them.<\/p>\n<p id=\"8c3e\" class=\"graf graf--p graf-after--p translation-block\">Louis: I had plenty of candidates that signed up at Showpad simply because of its international and diverse character. In Germany, in most cases, the language will be German. In France, in most cases, it will be French. With us, it\u2019s just English.<\/p>\n<p id=\"c3ae\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Could people also learn Dutch though or do they all stick with English?<\/p>\n<p id=\"6e55\" class=\"graf graf--p graf-after--p translation-block\">Louis: We don\u2019t require it, but we do have a few people who are starting to take Dutch classes because they want to become a part of the community. It is always a good sign if people ask to start taking Dutch classes.<\/p>\n<p id=\"2b76\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Do you finance that as an employer?<\/p>\n<p id=\"fd11\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah, of course. If you are bringing people abroad and that\u2019s an exercise in progress, we want to do better there. You have to make sure that the employees coming in have the right support\u200a\u2014\u200aeven their families. You have to make sure they are settled in. At this point, it\u2019s not really just about the job anymore, it\u2019s how you make sure that they settle in as easy and as comfortable as possible.<\/p>\n<p id=\"a1f9\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: You actually have people taking care of helping families out?<\/p>\n<p id=\"a689\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yes, exactly. That\u2019s where our people think of charity and adding a lot of value.<\/p>\n<p id=\"96c2\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Wrapping up. What\u2019s the latest good book you\u2019ve read and why did you choose to read it?<\/p>\n<p id=\"d717\" class=\"graf graf--p graf-after--p translation-block\">Louis: The latest good book I\u2019ve read is probably The Power of Habit. Have you read that book?<\/p>\n<p id=\"baf5\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: No, not yet.<\/p>\n<p id=\"1af3\" class=\"graf graf--p graf-after--p translation-block\">Louis: I think it is a book that came out about 2 years ago. It is a book from Charles Duhigg. It is basically around people are creatures of habit and we all know that. Companies are also creatures of habits.<\/p>\n<p id=\"9dd4\" class=\"graf graf--p graf-after--p translation-block\">The whole book talks about what a habit is, how does it look like\u200a\u2014\u200apsychologically and physiologically, how can you dissect a habit or influence it, how to change them and more.<\/p>\n<p id=\"0327\" class=\"graf graf--p graf-after--p translation-block\">The reason I liked the book, is that there are so many useful tips on how to change your personal habits, that you can also apply in your company to change its culture. It shows you how to change the way you work. Very scientifically packed book, with a ton of inspirational and handy tips. That\u2019s a big recommendation for everyone!<\/p>\n<p id=\"e3ed\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: So you\u2019ve learned more on how to set up the culture at Showpad?<\/p>\n<p id=\"1933\" class=\"graf graf--p graf-after--p translation-block\">Louis: Yeah. I realized why we are doing certain things in a certain manner. You will be surprised that most of the things you do as a person or as a company, are because of a habit you\u2019ve created. A lot of the decisions you make every single day are based on the habits you form\u200a\u2014\u200ait impacts the way you think and act. In the beginning, it\u2019s a bit shocking. I will not reveal the whole book, but the first few pages itself are eye opening and that\u2019s really scary. It\u2019s a good book.<\/p>\n<p id=\"2dad\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: Is there anything you wish you had known when you started out with Showpad?<\/p>\n<p id=\"ee47\" class=\"graf graf--p graf-after--p translation-block\">Louis: I wish I had known the art and power of storytelling.<\/p>\n<p id=\"c190\" class=\"graf graf--p graf-after--p translation-block\">Telling a big story with a big vision that people can relate with. Making that story your vision and mission, makes it more tangible and measurable. It is something we didn\u2019t do a good job of in the beginning.<\/p>\n<p id=\"79f0\" class=\"graf graf--p graf-after--p translation-block\">Having lived a few years in the US with magnificent startup executives, it\u2019s amazing how much you can achieve with articulating a vision that resonates with people. The next company we start, we will do much more of storytelling from day one.<\/p>\n<p id=\"ef6a\" class=\"graf graf--p graf-after--p translation-block\">Jeroen: That\u2019s cool. Thank you for being on Founder Coffee, Louis!<\/p>\n<p id=\"2bd0\" class=\"graf graf--p graf-after--p translation-block\">I\u2019ll send over a package of Founder Coffee to you in the next few weeks. We have some actual coffee there!<\/p>\n<p id=\"ce51\" class=\"graf graf--p graf-after--p translation-block\">Louis: Great. I\u2019m a big coffee drinker. Thanks Jeroen!<\/p>\n<p id=\"b32b\" class=\"graf graf--p graf-after--p graf--trailing translation-block\">Jeroen: See you soon.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"9db2\" class=\"graf graf--p graf--leading graf--trailing\">Enjoyed it? <a class=\"markup--anchor markup--p-anchor translation-block\" href=\"https:\/\/blog.salesflare.com\/founder-coffee\" target=\"_blank\" rel=\"noopener\">Read Founder Coffee interviews with other founders.<\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"5641\" class=\"graf graf--p graf--leading\"><em class=\"markup--em markup--p-em translation-block\">We hope you liked this episode.<\/em><\/p>\n<p id=\"cbe3\" class=\"graf graf--p graf-after--p graf--trailing\"><em class=\"markup--em markup--p-em\">If you did, <\/em><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/itunes.apple.com\/be\/podcast\/founder-coffee\/id1361209224\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">review us on iTunes<\/em><\/strong><\/a><em class=\"markup--em markup--p-em translation-block\">!<\/em><\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"section section--body section--last\">\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<\/div>\n<div class=\"section-content\">\n<div class=\"section-inner sectionLayout--insetColumn\">\n<p id=\"3c10\" class=\"graf graf--p graf--leading\"><em class=\"markup--em markup--p-em translation-block\">For more hot stuff on startups, growth and sales<\/em><\/p>\n<p id=\"ff16\" class=\"graf graf--p graf-after--p\">\ud83d\udc49 <a class=\"markup--anchor markup--p-anchor translation-block\" href=\"https:\/\/salesflare.typeform.com\/to\/Pi0dBQ\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">subscribe here<\/em><\/strong><\/a><\/p>\n<p id=\"b025\" class=\"graf graf--p graf-after--p graf--trailing\">\ud83d\udc49 <strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">follow @salesflare on <\/em><\/strong><a class=\"markup--anchor markup--p-anchor\" href=\"https:\/\/twitter.com\/salesflare\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">Twitter<\/em><\/strong><\/a><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\"> or <\/em><\/strong><a class=\"markup--anchor markup--p-anchor translation-block\" href=\"https:\/\/www.facebook.com\/salesflare\/\" target=\"_blank\" rel=\"noopener\"><strong class=\"markup--strong markup--p-strong\"><em class=\"markup--em markup--p-em\">Facebook<\/em><\/strong><\/a><\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>\n","protected":false},"excerpt":{"rendered":"<p>Louis Jonckheere of Showpad Founder Coffee episode 005 I\u2019m Jeroen from Salesflare and this is Founder Coffee. Every two weeks [&hellip;]<\/p>\n","protected":false},"author":8,"featured_media":55882,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[75],"tags":[],"wl_entity_type":[122],"class_list":["post-55879","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-founder-coffee","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Interview with Showpad&#039;s Co-Founder, Louis Jonckheere<\/title>\n<meta name=\"description\" content=\"Founder Coffee ep. 005 - Interview with Louis Jonckheere, Co-Founder of Showpad.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.salesflare.com\/ja\/wp-json\/wp\/v2\/posts\/55879\" \/>\n<meta property=\"og:locale\" content=\"ja_JP\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Coffee with Showpad&#039;s Co-Founder, Louis Jonckheere\" \/>\n<meta property=\"og:description\" content=\"Born a hustler, Louis is Co-Founder of Showpad, a 260+ person scale-up operating from Ghent and San Francisco. 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