Episodes

Rob Walling:

Welcome back to another episode of Startups For the Rest of Us, I’m Rob Walling, and this is the podcast where we talk about topics related to building, launching, and growing successful software products with an emphasis on SaaS and an emphasis on bootstrapping or mostly bootstrapping your company. Talk about doing it in a capital efficient way that allows you to have a sane life as you change your life and those around you. Today I answer listener questions with Derrick Reimer. He is a fan favorite. We answer questions like, should I mix no code with code? If I’m a developer and I need to develop one superpower to be a successful SaaS founder, what should I develop and should I take a $5,000 angel check? Plus we have two or three other listener questions. It’s a great episode today. I hope you enjoy it.

But before we dive into that, MicroConf in Denver in just about a month is now sold out. I had mentioned a few times on the show that we had, I don’t know, 25, 30 tickets left and they’ve been selling really strong. So MicroConf is sold out. But if you would like to attend, go to microconf.com/americas and get on the wait list.

I would expect a few tickets to become available in the coming weeks. In addition, MicroConf Remote is next week. That’s where we teach founders how to up their sales game, diving into cold email and doing demos, and just getting better in general as a founder at sales. That’s at microconf.com/remote. And with that, let’s dive into my conversation with Derek.

Derrick Reimer back for more punishment, huh?

Derrick Reimer:

Back for more. I’m ready.

Rob Walling:

We have some good listener questions that are in your wheelhouse today. I’m excited to have you back on the show. First question is from Paul Maxwell and the subject line is most important superpower for developers to learn? Paul asks, “What is the most important superpower for developers to cultivate when making the transition to SaaS entrepreneur?” I’ll let you answer first.

Derrick Reimer:

I like this question. It’s a tough one because there are quite a few superpowers that are nice to have as you’re building. I would say one could be developing design shops so that you can take something from both backend implementation to a nicely polished UI using something like the Refactoring UI book from the Tailwind team is a really great resource for that.

But I think my favorite superpower that I landed on is building up your shipping muscle. So I think what that means is developing a keen sense for when it’s okay to cut corners on something and the areas where you shouldn’t cut corners and where you should really go the extra mile and just really figuring out how to be okay with relentlessly cutting scope in the name of shipping things fast.

I think a lot of us founder developers, we tend to be perfectionists at our craft and we enjoy making really high quality software and that’s a great, but when you’re trying to get something off the ground fast, you have to be willing to compromise on some of your perfectionism. And for me, that has been a career long journey, I think, that I’ve been trying to hone over time. I wrote a blog post kind of about this recently called Ship Small, Ship Fast about how the SavvyCal team tries to embody this by shipping small pieces to production as we go and really aggressively trying to get things in place so that when we get a sense for this might be actually ready to ship to customers, we can sort of stop there and not keep going on what we maybe originally thought we had to do.

Rob Walling:

And I remember back in the Drip days when we were building automations into what was basically a ESP lite. Just a very light ESP that could send some emails and do some stuff, but we didn’t have any of the marketing automations. We didn’t spend five months and then drop 10,000 lines of code into production. We called it the rules engine, but it was an automation engine. I believe that you wrote the background and it was like whether it was a state machine or it was a bunch of classes, no UI, and you pushed all that to production one week.

And it didn’t do anything. You couldn’t do it. And then the next week it was a screen where you could make a rule and there was one trigger and there were four actions and I think the trigger was, you may remember, but I thought it was like click a link. It might have been the first one we implemented and then our actions were like add a tag and send someone an email and subscribe them or unsub, like there were five different actions. That was it. And then the next week there were more triggers and there were more actions.

And over those months and we actually saw the graphs changing. The retention graphs were going up, the trials paid was going up during that time. I feel like that’s another great example of ship often, ship fast.

As I was coming up, I started writing software professionally 22 years ago now. It was all waterfall development, man. And we would spec things out. I was a consultant and contractor and we’d spec it out and you would ship 20,000 lines of code to production and it was a mess. It was terrible. And that’s still done today. I want to be clear, there are a lot, if you work at a bank today, if you work at a credit card company, if you work at an insurance company, if you work at a Fortune 1000, you probably drop big quantities of code months and months and then you drop it into production.

And if you’re going to be a solo SaaS founder or whether you’re solo or not, early stage SaaS founder, you have to ship way, way faster than that. And not even full features, but fully tested code that cuts your risk down in essence of an introducing bugs and also feature velocity. That’s one of our biggest advantages as early stage bootstrappers is that we are faster, we’re more nimble, and we’re faster than larger incumbents. And so if you’re not going to weigh into that big advantage, I think you’re making a mistake.

Derrick Reimer:

Yeah, I mean workflow automations is a good example of this where or our initial rules engine where we know that people want to accomplish tasks in response to certain events happening. So we know that that’s an area of interest and we can start to make first steps into that. And by shipping the first useful parts as early as possible, the concern might be that people are going to think this is an incomplete feature and doesn’t do all that they want it to do. But that’s actually a good thing if people are emailing you saying, “I can’t believe your first version doesn’t do this, this, and this,” then there’s visceral pain around that next thing and you can incorporate that into your planning and maybe that kicks it up in priority if enough people are screaming about it not being able to do something. The worst is when you’re sitting in the dark building and you’re not hearing that feedback loop from customers or you spend eight months building something and you ship it and it’s crickets, that’s major risk too.

Rob Walling:

I fully agree with your take and I also have something that I noodled on. I have four superpowers you should develop, but he really did ask for a singular superpower and so I want to lean in. For me it is learning how to market. Well, it’s market or sell, it depends. So if you’re going to be lower price point, more self-service, then learn how to market and I’ll go into just some basics of that in a second. If you’re going to sell to banks, insurance companies, $500, 10,000 a month, you need to learn how to sell. And if you don’t know how to sell, then don’t go into that space unless you have a co-founder who could do it or unless you want to learn how to do it.

The reason I say marketing is that’s kind of more my expertise, right, than selling, and I don’t just mean learn how to run ads and do SEO and tactical stuff. That’s cool. These are good skills to learn. I mean, learn how to write marketing copy. Because I don’t think, if I were to say as a founder, what are your skillsets? What are your superpowers? My guess is you would say design, shipping code, building features, UX, you have all these things. I don’t think you’d put marketing as like, and maybe even in a top four or five, and yet you write really good copy and yet you design really good marketing websites and yet how to relate to customers, you know your ICP, your ideal customer profile. You know a lot more about marketing than I think most people realize. You build great products but they don’t sell themselves. You either hire the help to help you market them or you’ve marketed them yourself.

And so I think learning how to write copy, how to think about marketing and what it is, because I remember as just as a straight developer 15, 20 years ago, you just don’t know anything. You forget how much we actually do know these days because we’ve been there and done it. And I think again, learning copywriting, learning even what the marketing tactics are, learning kind of what are the top five B2B SaaS marketing approaches. I say them on this podcast all the time and what are the next five or ten that most people use?

You don’t have to implement all these, but even if you build a step, step one business, let’s say you build a Heroku add-on or Shopify add-on, do you need to drive a bunch of traffic to that? No, because you’re in the app store. Your channel is basically you need to learn how to SEO, how to do search engine optimization for the Shopify or Heroku app store so that you rank, but you do need to learn how to write copy. You need to learn how to present features and benefits in the way that makes it attractive.

There’s so much more to marketing than just driving traffic somewhere. I think that’s such a big message of all my books frankly, but my first book especially, Start Small, Stay Small, really was trying to drive home, look, I know you’re developer, I know you can write code. You need to start thinking about this a little bit differently. There’s a mindset shift that has to happen.

Derrick Reimer:

Yeah, I would totally agree with that. I mean, I think classically the most challenging thing for developers is breaking out of the assumption that the hardest part is writing the code. That truly the easiest part is writing the code if you’re a code craftsperson. That’s the fun stuff, you know how to do that. But yeah, like you said, learning enough to be dangerous in those other areas until you get to the point where you can start delegating that stuff. But even then it’s important that you have some level of expertise coming from the top as the founder.

Rob Walling:

That’s right. And enough to be dangerous is a really good way to put it. Because I remember Patrick Mackenzie one time tweeting, “A developer who knows how to market is just an incredible combination because there are so few of them.” And frankly, I know about marketing, I’m not the best marketer, I’m good, I’m not great. I would say you’re a good marketer. You’re not at the level of some of the other people we’ve worked with and Patrick Mackenzie similarly I’m sure would self-admittedly say, “Yeah, I know marketing, but I’m not the best one out there.”

I remember after we got acquired and we were working with Leadpages’ team, I remember, I don’t know if I told you or just my inner monologue, I was like, “Whoa, these folks know what they’re doing. I always thought I knew what that was doing. They actually know what they’re doing.” They were better copywriters, they were better strap marketing strategists. They had a bigger team and could do all the stuff, but their design was better than, I mean just their taste, just everything about what they did. I realized that I am an amateur, which is fine because we got where needed to go with it. That’s the thing, you don’t have to be great at it if you’re a developer.

Derrick Reimer:

You can hope to get to the place where you fire yourself from that role, but you have to get there first. You have to get, assuming you’re bootstrapping, you need to get enough revenue in the door to where you can hire that person to really be better than you at it. And that’s what you need to focus on first is getting to that first level where you can start peeling these things off and hiring the experts.

Rob Walling:

So thanks for the question Paul. I hope that was helpful. Our next question is a voicemail from Raphael.

Raphael:

Hi Rob. This is Raphael from Germany. I run a wedding website that’s pretty similar to what Tracy had with WeddingLovely. Our company’s called Hot [inaudible 00:11:50] and I know your thoughts about Boots driving a marketplace and I couldn’t agree more, but I’ve been doing it for such a long time. We are pretty far along, so I’m sure that we can make it work.

Our problem is that we are profitable but not yet so profitable that we can hire a lot of full-time developers. We have full-time junior developer and then a senior developer who’s freelancing for us and we have so many things that we want to build, but we don’t have the money for it. So my question is, does it make sense if you already have an existing code base? We are written in mostly in Node.js and Angular. Does it make sense to combine this with no code or low code for new products or new features, especially if it’s not a standalone product, but it’s actually it needs to be somewhat integrated in the existing system. Would this make sense or would this just increase complexity and just be something that’s extra that would have to be rewritten at a later point anyways? So yeah, would love to hear your thoughts on this and thank you so much for your podcast. It’s been a pleasure to listen to it for the last couple of years.

Rob Walling:

I really like this question because it’s one I’ve never thought of. I’ve done a lot of talking about no code lately on the podcast, on the MicroConf YouTube channel, but this is such a cool question to think about. There’s pros and cons to it, but I think it’s something that will become more and more common. I think more people will think about this avenue of this hybrid mix. What are your thoughts?

Derrick Reimer:

Yeah, I mean think ultimately the beauty of this is that your customers don’t care what tools your product is built in, which has always been true but continues to be true as you think about incorporating more platforms that take care of larger parts of your application. As I think about what no code tools I’ve historically used, I mean they wouldn’t call themselves no code tools, but as an example, we never send our own emails. We use Postmark. I don’t write my own content management system, I use Ghost for people to publish articles onto our blog and I use Help Scout knowledge bases, that’s a separate website. And so for a long time I think a lot of us have been using third parties as part of our product experience, but we’ve been saying that’s either not core to it or not something that we want to build bespoke, so we’re going to pull something off the shelf.

And so I think as we ponder using more and more platforms like that as part of our actual core product, I don’t think I have a particular bias against that. I think it’s a smart move if it kind of rationally makes sense. I’m a little more cautious about taking core parts of my application and shelling them out to a no code platform. I think because there’s always going to be platform risk and I’m okay accepting platform risk with my customer support system. If something were to go wrong and Help Scout were to shut down, it’d be a bummer, but we would just switch and SavvyCal customers wouldn’t be affected. But if I had subbed out all of my calendar communications stuff to a different company and then they got acquired and shut down, then that’s existential risk to my product. So I think the big thing to consider is platform risk.

Is it a stable company that you trust? Do you have reason to believe that they’re going to be around for a while? And there’s always going to be risk with anything, so you’re not going to have zero risk, but I think you want to do your diligence to feel really confident in that.

The other big factor is the implementation cost. I’ve explored a couple tools lately. I’ve been reworking some of our onboarding flows in the app and I’ve had some contact with companies that provide sort of a no code implementation for in-app onboarding flows. And I did some close vetting of those because on the one hand it might save me a lot of work, but I determined in that case it was going to be just as much work to wire it up and then I was sacrificing flexibility and so I kind of looked at implementation cost versus what I’m giving up and it just didn’t work out. So I think that’s another key thing to look at.

Rob Walling:

And what’s interesting is when it’s no code like that, like AppCues is an example of a onboarding, no code tool I guess we could call it. When they get niche like that, they get really expensive. And it’s almost like the cheaper no code stuff is the Bubbles, the Airtables, the Softers, we use those at MicroConf and at TinySeed and they’re generalist platforms and they’re massive in terms of their reach and so they can price themselves cheap. Maybe it’s because they’ve raised a bunch of venture or maybe they are actually breaking even making money, whatever with that. But the further you further niche you get there, some of these AppCues and those other ones, the prices are crazy. So it wouldn’t just be your implementation hours of doing it, the effort, but it would also be expensive. So that’s an interesting one.

Something I want to double down on that you said was for core pieces of my application, and I would agree with that. If it is a core piece of a SaaS application or a core piece of software, I would have a real tough time with that. But there’s so much that’s not core, so much auxiliary stuff and so much that’s experimental.

Imagine Raphael has a wedding website he needs to put up, who wants to try a new directory of vendors and do you code all that up or do you just build, I mean you could build that so fast, right? It’s like the prototypical example of no code on Airtable is building a directory. And so in that instance, would I consider building it in no code or having someone? Absolutely, because if it works, either you leave it or later you’re at it, write it out in code, you pay someone to build it. I mean, we’re doing some stuff with MicroConf now that is going to be customer facing so to speak, is MicroConf attendee and community facing that you can’t tell is no code. And as long as it scales and we don’t have massive scale, it’s not like we need 10,000 simultaneous users. As long as it scales. I don’t think we’ll ever rewrite it, but we’re not a SaaS application and you are coming from that.

Another good example, dude, remember when we had a list of applications that integrated with us, like an applications directory, but it was just a flat page and then post-acquisition, we had time and we had a resource who basically turned that into a searchable directory with all types of information. It wasn’t a core piece of the product, but it was a nice marketing asset. So when we approached people to integrate, we said, we can send an email, we do a blog post, we do a tweet, and you go into our application directory. That’s such a cool use of no code, probably never need to rewrite that.

I have a tough time imagining a feature of a SaaS application that I would build in no code. Maybe someone can think of an example, but if boy, if I have a code base I would have a tough time. Maybe in embed, yeah, I imagine in embed, you can go to SignWell, electronic signature and they have an API and they have embeds that you could embed in your app so that people could sign stuff in your app and it’s white labeled. You could say that’s a no code integration and I would be fine with that type of thing, but I think an actual, as you said, more of a core feature that a lot of people are going to use, I’d have a much tougher time with it.

Derrick Reimer:

Yeah, so much depends on what the nature is of the service you’re providing. I’ll use my own product. If scheduling is a piece of your experience, you probably don’t want to build your own scheduling infrastructure. Unless you are building a scheduling tool where that is, that’s the part that differentiates you. I guess. The definition of what’s core and what’s not is kind of difficult I guess.

Rob Walling:

Little bit of founder gut there where it’s like I’m not sure. I think overall though, my answer to his question is in general I’m pretty bullish on no code. It does a lot today and it’s doing more it seems like every month and the amount of stuff we’ve now built internal to TinySeed and MicroConf is pretty surprising. And aside from some of the pros and cons, which I talked through these what, six episodes ago with Tara Reed of Apps Without Code and we talked through the pros and cons. And so if the cons that we mentioned there are not huge deal breakers, then I think it’s certainly something you could toy with. So thanks for the question, Raphael. I hope that was helpful. Our next question is a video voicemail from Drew Clements.

Drew Clements:

Hey Rob. Drew here. I’m new to the Startups Podcast and to the community as a whole. It’s been incredibly informational and incredibly helpful. For someone like me, I’m a developer with a small startup. I have a handful of alpha testers. The feedback has been really good so far. I think we have a lot of good stuff on the roadmap for features and for growth in the future.

My question is, I have someone interested in angel seeding $5,000 into the project, but I’m not sure if now is the right time to take that. I think I could definitely find ways to spend it on marketing and ads and stuff like that. My hesitation though is that I know the market that I’m after doesn’t necessarily respond well to traditional marketing tactics. So I feel like Google ads and stuff like that may just be spending money for the sake of spending money. But at the same time, it’s significant enough that I don’t want to just say no if there’s other ways it could be used. So I’m the sole developer on the project. I wouldn’t really want to outsource or bring on any contractors this early, especially if that’s the only amount that’s being seeded. So yeah, I’m just looking for feedback. Small project, handful of alpha testers, great feedback. I think there’s a lot of room for growth. Yeah, I’m just not sure if that’s the right step just yet. Thanks for answering.

Rob Walling:

5K angel investment. It’s unusual. What do you think about this?

Derrick Reimer:

Yeah, I mean I think my answer depends ultimately on the nature of the investment, what are the terms and what comes with the money? My gut is saying if it’s just purely monetary, if it’s a friend who’s trying to be helpful and wants to give you 5K to help you get your thing off the ground but is not necessarily coming with mentorship or connections or people in the other people in the industry or the other things that come with smart money, then I would say 5K, it’s not nothing but it’s not going to go super far and I don’t know if giving up a piece of equity in your company at this early of a stage for that small amount of money is really worth it.

My recommendation would be to be scrappy. This is the time to be scrappy and hustle and use your time and your effort more than money to try to get some initial traction and then seek some smart money if that’s something you want. That’s what TinySeed is, right, it’s when you have a little bit of traction, you apply to the accelerator, you get some money, but the bigger benefit is the connections and the mentorship and the network and that’s really what makes it attractive to bootstrappers who are trying to be ambitious but don’t want to go on the venture capital track. So that didn’t mean for this to be a TinySeed ad, I am a member of TinySeed and that’s the reason why I joined. So I think yeah, that’s probably how I would think about taking investment.

Rob Walling:

I think I agree with you. I think that if you don’t need the money, because Drew said, “I kind of don’t know where I would spend it,” and if you’re in that position where 5K doesn’t make a huge difference because for some people it would. If I was starting a company when I was 20 years old or just out of college, 5K, actually it was a big deal. I just didn’t have any money. And so if you’re in that position, the 5K really will help you and the terms are not terrible then yeah, take it. But it doesn’t sound like Drew’s in that position and I think I echo what you’re saying where I probably wouldn’t take it at this point. It’s almost not enough money. Because think about this, you have to have a lawyer look at a safe or a convertible note or whatever you take it and so by the time you find a lawyer and pay them, I mean what is that a thousand dollars, 1500?

It’s just when TinySeed founders come and talk about, “Hey, I want to raise some follow on funding.” We say, “Cool, here’s our advice.” And pretty much the blanket advice I give is it’s almost not worth doing if you’re not going to raise I’d say a hundred grand maybe for 75, you know what I mean? Because it’s time consuming, it’s distraction. It is legal fees. Depending on how you structure it can be more or less expensive. Certainly I would only do a safer convertible note at a round that’s that small. So I think we’re on the same page. Unless there’s extenuating circumstances, I would probably hold off and Drew, if you find yourself in a spot where, oh, you are growing and you do want to raise, then maybe have that 5K as your anchor, anchor angel, and then go out and look for others to make it a round that’s enough money that it’s worth your while.

Derrick Reimer:

If the question had been I am working on a product and it has some traction, but I need to license this thing for X amount of money and someone’s offering to invest to get me that money now so I don’t have to wait nine months of investing my own income into the thing, that would be different. If there was a use for the money and there was a more direct tie to an immediate impact it would have on the business, I would probably feel differently about it. But in this case, context wise, it just kind of feels like, I don’t know if it’s worth it.

Rob Walling:

Thanks for the question Drew. I hope that was helpful. Next question is from Hayden.

Hayden:

Hey Rob, my name is Hayden. I really enjoy the podcast. Thanks for answering questions and for taking my question. I am an aspiring SaaS Hindi founder kind of in the idea of formation stage. I’ve been reading the Mom Test and it’s a great book, but I really want to validate an idea. My idea involves feedback for the banking industry and one of the hard things would be reaching out to bank either managers or executives and interviewing them without really having much to offer them. And so I guess I’m curious what you recommend, how to reach out and even what to offer. Obviously I want to interview them and solve their problems, but especially something a little more corporate like that, I want to target credit unions, but I find it challenging to get their time of day to do something like this. So curious what you think about that, how you would go about that, and how I could really have a value proposition that is worth something to them. Thanks again.

Rob Walling:

Derrick, what do you think about this one?

Derrick Reimer:

Yeah, so I think the good news is when you’re doing the Mom Test, you don’t actually want to come in with a value proposition for the person that you’re talking to. The idea is to come in more with a learning mentality. You want to learn what your potential target customer struggles with and get a sense for whether the hypothesis you have is actually valid, whether it aligns with the problem that they’ve expressed. So you’re looking to have conversations to find evidence of demand and willingness to pay. And so really what you’re looking to do is learn, and you’re looking for them to do you a favor.

So a couple ideas off the top of my head, I don’t know how much connection you have to that industry already. I mean banking industry sounds pretty specific, so maybe you have a brother-in-law in banking or something like that. But I would say if you anyone in the industry and you have a warm connection already, could you ask him to coffee under the premise that like, “Hey, I’m a developer looking to solve problems in your space and I’m interested in learning about what challenges you have day to day.” And if they agree to do that, great. And then you ask, “Do you have any colleagues that you’d be willing to introduce me to?” So you try to keep that chain of warm connections going to talk to folks in the industry.

You could get really scrappy. You could make a list of local branches in your area and you could buy a box of donuts and go in and say, “Hey, I bought these for the office. Can I have a few minutes with your branch manager?” If you’re an introvert, that probably makes you extremely uncomfortable, but it might take some bold moves to charm people into being willing to talk to you. And so just try to be as friendly and open as you can as you try to have these conversations with people who maybe otherwise wouldn’t want to give you a slice of their day.

Rob Walling:

Yeah, I think that’s really well said. The only thing that I would add is if you don’t already have connections in the banking industry, I personally would stay away from it in terms of building software for it because they are going to take months or years to adopt new things and it’s going to be very, very hard to crack in as essentially a bootstrapped founder. It’s just one of the worst industries that you can pick as someone without huge buckets of money and a sales force and all that. But if you do have context, you do have ins I think your advice is dead on. So thanks for the question, Hayden. I hope that was helpful.

Our next question is passed along from Scott Underwood. He’s a longtime listener of the show and he linked us up to a hacker news thread that is titled, How Are You Handling Section 174 Changes for Bootstrapped Companies? Under these new rules, the US, it’s a US law, so if you’re not here, maybe skip the next couple minutes, but the US says that if you spend $90,000 in developer salaries to make your software, you used to be able to write that off in one year as an expense, which makes sense because when you have a company and you pay salaries, those are an expense this year. But now the 174 changes are saying it has to be spread over five years and you can only take 10% of it in the first year. I’m not sure I fully understand that part. But so suddenly I’ve gone from a profit of let’s say 10 K to a profit of $91,000 for tax purposes.

You’ll obviously eventually get this back over the next five years, but from what I’ve read, bipartisan, nobody likes this change, but it slipped through or it expired or something. So it really is a problem. Separately, there’s this R and D tax credit that you get, and that’s what I thought this was impacting, but now I realize how bad this actually is. So there’s been discussions of it in MicroConf Connect. There’s been discussions of it in the TinySeed Slack. What’s your take on this, sir?

Derrick Reimer:

Yeah, I mean this is an absolute cluster, right? Because it seems to have caught founders, accountants, even the government flatfooted. Like the IRS has said, we will release guidance on this later in the year, but it applies to the 2022 tax year.

Rob Walling:

And my taxes are doing two weeks for my corp, right? If you have an LLC.

Derrick Reimer:

And by the way, if you’re me, Johnny on the spot this year and I already filed my taxes, that means potentially an amendment. What a lot of people are doing that I’m hearing, and again, take everything I say with a grain of salt, not an accountant, not accounting advice, but what I’m hearing a lot of people say is that their accountants are telling them to basically file an extension and wait and see if this gets rolled back.

Rob Walling:

Repealed, which I think it will. If they’re smart, they’ll do it. Because this is not good. Otherwise, how many companies do we know that their software developers are suddenly going to maybe have a different job title or it says developer, but they only spend half their time building the product. The rest of it is helping with marketing. This is no good.

Derrick Reimer:

And the challenge for me, so just to give you a little perspective as a founder, I actually haven’t bothered myself with the R and D tax credit because I understand that the IRS does love to audit companies that take the R and D tax credit, and I don’t want to be audited. I don’t want to increase my odds of being audited that just sounds like a massive distraction as an early stage company. So personally, that’s been my choice. I haven’t bothered with it.

Now it becomes pretty irrational not to try to get the tax credit if you’re going to be subject to this new amortization policy, but it’s weird because it would appear the compliance requirements for actually carving out and saying, “This much of this person’s salary was R and D versus this much was not.” You have to be rigorous about that if you’re getting the tax credit. Especially if they’re giving you a benefit, then the IRS is going to want to know, in the case of an audit, they’re going to want to know, well, how did you justify saying this much was R and D?

So even if you wanted to take a broad stroke and just say, “Okay, fine, this full developer’s salary is R and D, I’ll amortize it, but I also want to claim a tax credit for that full salary.” Well, now you have to have done all of your diligence to justify it.

So it’s nasty. Talking to other founder friends seems like most people’s accountants, even those who are more tech-oriented are not super aware of this change. So I think you may have to do a little more digging or prod your own accountant with some articles on like, “Hey, this is specifically what I’m hearing. Can I get your advice on this?” Because I think a lot of accountants just aren’t even aware this is such an outlandish change. Everyone’s kind of surprised by it.

Rob Walling:

Yep, it’s a mess. Call your Congress people, let’s get this repealed. My hope is that it will get fixed because that’s the best solution here.

Derrick Reimer:

Yeah, I do know that Michelle Hansen, she’s one of the TinySeed mentor and founder of Geocodio. I think she’s organizing some efforts to write letters to your Congress people, so check out what she’s up to. I think that could hopefully help move the needle on getting this changed.

Rob Walling:

Yeah, so thanks for passing that along, Scott. Our last question of the day is from Dan the BA, BA stands for business analyst, on Twitter. He says, “Hey Rob, I love your podcast and especially the question and answer rounds. I was hoping you’d be able to advise. I work as a business analyst and I have okay technical knowledge, but I want to be more of a doer, more database querying integrations, file translations, automation. Currently messing around on Code Academy doing a SQL course, but I was wondering what learning resources or possible mentorships you could recommend. I personally think having a proper test environment and or mentor to actually go through scenarios would be ideal.” What do you think, sir?

Derrick Reimer:

That’s a good question actually. I’m curious to hear what your thoughts are on this. I know you’ve thought about this a bit. I feel like my knowledge is slightly outdated on a DIY learning how to code yourself because I’ve so far removed from that, so I’m not sure I can name specifics. I know Code Academy was like, that was big back in 2012 when we were hiring junior developers and I was teaching a course on it and stuff, but I’m not really sure what the newest, hottest things are out there. So I guess I’m curious to let you take this one first.

Rob Walling:

I got to be honest, I think if I were trying to get into kind of technical stuff when I was non-technical, I would think about no code. This is becoming an advertisement for no code, but I would start digging into Airtable to learn the paradigms and it doesn’t do everything, it doesn’t do a lot of what Dan is asking about here, but you can build full-blown SaaS apps in the thing with limitations.

If you really, really want to get into transforming data and querying the database, doing integrations, it’s shocking how much of that you can get through tools, through just external tools. But if you do want to get into code learning SQL I think is a great way to do it. I have a tough time advising on how to do it because for me, I always learned really well from books and I don’t think most people do. But I would literally buy when I try to learn SQL, which is structured query language for those, if you’re not technical, but it’s just how you query a relational database. I would just read through and be like, oh, yeah, that makes sense. But it’s like a lot of people really want an in-person course or they want a video course or they want a whatever.

I think Code Academy and the like, I still think they’re pretty good. How much has changed with learning SQL in the past 20 years? I mean obviously there’s a little bit, Postgres adds a feature where you can group by and this and that. You don’t need to know that today. You need to know what a select star from blah is and then what some basic operators do. And so I think almost any online course that you can find is probably going to be pretty good.

I know that Khan Academy has programming courses. What I don’t know is if they have SQL specifically, but yeah, I don’t have anything more up to date than you do. I just know there’s a ton out there and I think a lot of it is quite good. Egghead.io, that’s Joel Hooks who comes to MicroConf, that’s certainly going to have top quality stuff. Frontend Mentor, which is a TinySeed backed company, but been part of the MicroConf community for years. Now, they’re going to be front end stuff, not SQL like Dan the BA’s asking about, but I do think it’s honestly easier than it ever has been.

I remember in let’s say around 2000, 2001, a friend of mine wanted to learn to code and I was like, “I learned from books. Here you go.” And she was like, “I don’t learn from books.” So she signed up for an in-person course, was in Sacramento, California, and she would drive there two days a week and it wasn’t like a junior college course, it was a technical training, kind of a occupational training thing, and she learned it and she went twice a week for several months and then got a certificate in whatever it was she was learning. It was like HTML and PEARL or PHP or JavaScript, just some basic web stuff, webmaster type stuff. You don’t have to do that anymore. I don’t think that’s necessary unless you really do need the in-person aspect of it. I think you if you have discipline and you can carve out an hour or two every few days, I think you can learn a lot of this stuff.

Derrick Reimer:

Yeah, there are a ton. It’s I guess why I have trouble naming one specifically because there’s just so many. There’s so many different courses out there and individuals trying to produce courses and larger companies producing courses. Pluralsight I think is one of the big sites that has video courses. Some are more like watch a YouTube video and learn as you go. Some are more step by step, each screen you type code into a thing and it tells you whether you did it right or not. There’s just so many different ways depending on how you learn best I think.

I would also say depending on what your kind of environment, the tooling that you’re working with, yeah, thinking about it as the no code being the bridge into it. I see a lot of less technical co-founders doing this where maybe they’re technical co-founders writing a lot of code and they’re trying to be useful on some parts of analyzing user patterns or something, and they have some raw data, and so then they start using a no-code tool and it introduces coding concepts. You start to learn about conditionals and filter criteria and just these things that you need to know when you’re writing SQL query, but you can learn it in a more beginner-friendly way and kind of graduate into the really low level stuff. I think that can be a good bridge.

And then seeing what environments are available with the tooling you’re using. I think about even my own dad, he’s a mechanical engineer and he taught me how to code when I was a kid, and he taught himself by writing macros in their CAD software. So there was visual basic for applications, which was a very particular environment, and he just kind of learned VBA. He learned how to code through that, and then that knowledge became more generalized, but it came by way of solving a problem inside of the tooling that he was using for his job. And it sounds like you probably have some tooling as a BA that you’re using already, so is there an opportunity to write something custom into that that might give you a hint on what to look for a course on or something to learn?

Rob Walling:

And the good news is if you’re learning SQL or Python or Ruby, there is so much information out there and don’t let the paradox of choice be like, “Well, there’s so much. I just don’t know what to pick.” Just pick one. Just like Pluralsight, Udemy, Udacity, Teachable. Go to any of those or Egghead, Frontend Mentor that I mentioned. Just pick one. They’re going to be fine. There are so many good Rails courses or Ruby courses and Python and sequel courses out. If it looks interesting, keeps you entertained and you’re learning, just do it and don’t worry about it. You’re not min-maxing, you’re not optimizing. Oh my God, I has to be the best course, just take a course.

I also have different advice. If Dan is thinking about maybe I want to become a developer, I want to transition from a BA to become a developer long term, then I would say, okay, then dig into it, really learn it, X, Y, Z. I don’t know that I would do the no code. That would be a real quick entry point, but if you think you might want to be, I would dive headfirst. I don’t think most people want to be developers, and I don’t think most people need to be developers.

So if you still want to be a BA or you want to just be a more technical person in whatever realm you’re going to be in, you’re still going to be more of on the business side, then I would do what we’ve said, and I wouldn’t dive in with both feet and I would just learn at an even pace and kind of augment, you’re augmenting your zone of genius rather than trying to switch it to something else. Because I’m imagining, let’s say I wanted to write code again, I still hack. I learned Python a few weeks ago. I learned 10 commands and syntax and some basic stuff, and I can still hack PHP and it’s fun, but I can’t write production code anymore. It would be terrible. I’m out of it, and so I’m thinking-

Derrick Reimer:

We locked you out of the codebase a long time ago, right?

Rob Walling:

It was years ago. “Hey, how come my credentials say read only all of a sudden?” Yep. That’s pretty much by design. The commando cowboy coding I was doing. But if I wanted to get back to writing production code, it would take a long time, even though I know how to code, it would take me months, 40 hours a week, to really get back to where I’d want to ship code that would go into SavvyCal, for example, at that level, and that’s me with my background. It’s like, well, if you’ve never done it’s going to take you a really long time, and so really ask yourself.

Most people don’t need to be at that level. Hacking scripts to transform data or analyze and do basic things that are not production code running in a SaaS app, you can be kind of a hack, which I am fully embracing as me, I’m a hack, but I can still write code to do stuff. So it’s like figuring out where you think you’re going to wind up or want to be along that continuum can help dictate how far you lean in to learning.

So thanks for the question, Dan. I hope that was helpful. Mr. Reimer, folks want to find you online. You are derrickreimer.com, as well as Derek Reimer on Twitter.

Derrick Reimer:

That I am.

Rob Walling:

And SavvyCal if folks want to use the best scheduling link on the internet.

Derrick Reimer:

Well, thank you. You’re too kind.

Rob Walling:

Thanks for joining me, man.

Derrick Reimer:

Thanks for having me back.

Rob Walling:

Thanks again to Derrick for coming on the show and a reminder that MicroConf Remote is focused on leveling up your SaaS sales head to MicroConf.com/remote if you are interested. Thanks for joining me this week and every week. This is Rob Walling signing off from episode 652.

Rob Walling:
It’s Startups For the Rest of Us. I’m your host, Rob Walling. This week, I talk with Mike Taber, how he has gone from Bluetick being a side hustle for years to finally being a full-time gig for him, a profitable app that supports him full-time. I’m really happy for Mike. We have a fun conversation.
For those that don’t know, for the first 448 episodes of this podcast, Mike and I co-hosted Startups For the Rest of Us, and then Mike stepped back to focus on Bluetick so that he could grow it into a full-time income. And in this episode 651, he comes on the show to help share what that journey has looked like over the past year or two.
But before we dive into that, MicroConf in Denver is just a couple of months from now, April 14th through the 16th. Tickets are selling out. We are going to sell out in the next week or two. So if you’re interested in joining me, Leanna Patch, Deb Basu, Patrick Campbell, and 200 of your closest bootstrapped and mostly bootstrap founder friends, head to microconf.com/americas to grab your ticket before they sell out.
And with that, let’s dive into my conversation with Mike Taber on moving from side hustle to full-time and profitable.
Mike Taber, welcome back to Startups For the Rest of Us. How you doing, man?

Mike Taber:
Hey, how’s it going?

Rob Walling:
It’s going pretty good. Yeah, it’s nice to chat with you. It’s been a while.

Mike Taber:
Yeah.

Rob Walling:
I think last time you were on the show was over a year ago. It’s like 14, 15 months.

Mike Taber:
Yep. Something like that.

Rob Walling:
And so there’s going to be some folks listening who are deeply familiar with your story through the AuditShark years, the Bluetick years, and then other folks, we should probably provide some background. You and I co-hosted the show till episode 448, which I believe was sometime in 2018. And since then, you’ve come on periodically to update us on your startup. You run a SaaS app called Bluetick @bluetick.io. And your H1 is personal outreach at scale for all your follow-up emails. Imagine there were 1000 of you to follow up one-on-one with your prospects. So you send a lot of email, lot of follow up email. And last time we were on what, November of 2021, I believe, you had a a potential partnership that didn’t come through and Bluetick was not supporting you and you’d been working on it for several years. And at the time you were kind of like 90-day plan. That’s how that episode ended. I have a 90-day plan to double down, triple down on Bluetick. And if that doesn’t work, I’m going to start thinking about other options. So talk to us about what’s happened in the ensuing 15 months.

Mike Taber:
Sure. So I guess I’ll give context there for the listeners who are not necessarily familiar with the story. Bluetick is a struggle for a long time trying to find out what market addresses. I generally have conversations with people who, if they’re in a troubled situation where they’ve got lots of outreach to do, but they’re not really sure where to start, one of the things that generally continues to come up with those conversations is that Bluetick can do a lot of things. Where do I start with it? And that’s actually a challenge that kind of rolls over into the marketing side of things too, because Bluetick can be used for so many different situations or use cases. So how do I market it? How do I present it?
As part of that 90-day plan, I decided to double down on Bluetick and just kind of figure out what is it am I actually going to do with it, and what are my own internal mental metrics for whether or not I continue with it or not.
And so I went from, things have been successful, I would say over the past 12, 15 months and have gone really, really well. And most of that has been sort of a pivot towards agencies. And that I think has been the big change where before I was going after individual customers who were maybe paying $50 a month or a hundred dollars a month for one or two mailboxes, and switching over to agencies. And agencies manage lots of mailboxes. So they’re much higher value customers, they’re harder to land, and they have more in depth needs and more technical requirements, but they’re also far more profitable, and it’s a lot easier to do support for them. Because even if they have 200, 300 mailboxes, I still only have a single point of contact. Whereas if I had a hundred customers each with their own individual mailbox, the support costs can easily go through the roof. And as one person, it’s just a lot harder to keep on top of all those things. So the agency route has really been helpful for me and has really kind of changed things quite a bit.

Rob Walling:
That’s cool. And so are these agencies using Bluetick for cold outreach to get new business, or is it for follow up with existing clients?

Mike Taber:
So originally Bluetick was all intended for that warm email outreach. But because warm email is kind of a subset of cold email outreach, it just has, I’ll say, more requirements and it’s a little bit more difficult because if you have somebody in multiple email sequences, for example, you need to be able to recognize exactly which sequence that they’re replying to and then pull them out of that one but not touch the other ones. And so a lot of my competitors have that issue where if somebody replies to any email, they’re immediately out of every sequence and they’re just essentially marked as done. Whereas I don’t do that inside of Bluetick. You can have somebody inside of 1, 3, 10, 20 different sequences all at the same time on different schedules, and Bluetick will still be able to properly identify which sequence they reply to and not mark them as done in the other ones and continue doing the outreach for whatever it is.
I have customers who use Blue Tick for onboarding new customers. They have a complicated onboarding process. They need lots of information from their customers, and they’ve tried using a spreadsheet or a checklist or something like that, and it’s just too much. Their customers look at it, their eyes glaze over, and then they end up losing those customers because the customer doesn’t want to go through the effort of hunting down 10 or 20 different things and then sending them over. So they broke it up quite a bit and started going through individual things and asking for things on a much smaller scale through those follow-ups. And then when they get them, they turn around and add them into a different sequence and essentially just cycle through them until they’re completely onboarded.
So anyway, that’s a kind of long way of saying that, I’ve also switched over to saying, you know what, I’m not necessarily opposed to cold email either. And that’s where those agencies come in, because they do do a lot of cold email outreach.

Rob Walling:
Got it. And when we talk about startups, anytime I interview someone here, I ask, give us an idea where the business is, and sometimes they give MRR and sometimes they give employee headcount and say, it’s four of us and we’re profitable, or whatever. If you say, I’m 37 people versus I’m solo and it’s not paying my bills, it just gives us an idea of where the business is. So talk to us about that.

Mike Taber:
Yeah, so when we talked last time, I was not even at a point where the business was supporting me. I was still spending several thousand dollars a month out of savings out of my own pocket every month. At this point, the business is fairly profitable. I see avenues for essentially tripling revenue. It is past five figures at the moment, certainly not near six, but I could definitely see some things on the horizon where it could get close to six figures by the end of this coming year. And that’s MRR. So I am paying myself a salary and things are going well. I’m already looking to hire at least one, probably two engineers in the next couple of weeks or so, maybe a month at the latest, because I’ve got all these low-hanging features that I want to have implemented that I just don’t have time to get to because they just don’t bubble up to the top of the priority list. But they still need to get done. So I’m looking at hiring a couple of people to help bang out those low-hanging features, that… Simple things like, oh, I want to be able to see my invoices inside the app. It’s like, all right, well, you get them emailed to you, but you can’t go back and see anything if… And you’re an agency, that’s kind of a big deal.

Rob Walling:
That’s cool, man. It’s really good to hear. I think after these years of toil on both AuditShark and Bluetick, it’s certainly awesome to hear that you’re making that progress. How does that feel?

Mike Taber:
It’s mixed feelings, and of course they’re mixed in other ways, too. I don’t think that I mentioned this to you before, but somebody approached me late last year, and I ended up selling the auditshark.com domain, and I did get five figures for it, so…

Rob Walling:
Whoa.

Mike Taber:
I can’t complain.

Rob Walling:
That’s funny.

Mike Taber:
So yeah, I made decent money off of that, I guess. But no, it’s one of those things where I wish things had turned in this direction a lot sooner, but I’ll say there was personal struggles. There was a lot of health issues for a while, still have some of them I’m going through, but I also went off all but one of my medications this past year, and that was just kind of a hard stop. I was having literal heart problems. So basically got rid of all that stuff and I’m only on one now and things are tolerable or manageable, I guess, however you want to put it.

Rob Walling:
That’s good to hear, man. I’m curious about the agency focus. Did that come about accidentally? Did you start getting agency interest or you had one or two that it really worked for and then you decided to focus on them? Or was it a deliberate thing that you decided I’m going to go out and target these folks?

Mike Taber:
It was first, I had a couple of agencies and I made the decision to focus on those. So it was a little, I don’t know how to answer that, it’s a little both really. One kind of led to the other, but it was kind of intentional to start focusing on those agencies more, because I could see that that was where my support costs would be lower because they’re going to have essentially a standardized process internally for managing their own customers and then being able to translate that across 5, 10, 50 different customers or whatever inside of Bluetick, and then just use the exact same process inside of each of their accounts. And I did do some things inside of Bluetick to cater to them specifically. So I’m sure you remember in Drip you could have all these different accounts for different brands or whatever.
I implemented something similar in Bluetick where you can literally just use a dropdown menu and switch between different accounts, because I noticed that some of my customers were managing multiple accounts for their customers, and they had a different user account for each of them. So they had a different email address, different password, and for all I know, maybe they were using the same password, I don’t know. But the underlying problem was that they’d have to log in, view everything, and then they’d log out, and then to log into a different account, and it just kind of made things messy. So I kind of streamlined that a little bit so they can just toggle back and forth between the different accounts very quickly. Obviously it helped them, but it also helps me scale, because then they don’t have to create new user accounts every single time that they want to spin up a new customer. It’s just they go in and click add account, and then they just start adding stuff.

Rob Walling:
Exciting. You’re obviously adding features specifically for agencies. Once you have a customer segment that is profitable and allows you to grow your MRR, it makes total sense to do that.
One thing you mentioned to me offline is that you have some customer concentration in terms of, for folks who haven’t heard that term before, it means, let’s say, I have example. This is not your numbers, but let’s say I have a thousand customers, but five customers make a 60% of my MRR, or 70, or some huge number. There’s risk that if I lose just those handful of customers that the business isn’t in a great shape. And in fact, if you go to raise investment, folks will ask about it. It won’t necessarily be a deal breaker, but in an acquisition, if you go to sell the company, it can and will impact the purchase price because there’s obviously risk there of losing one customer or 10 customers, whatever that number is. So you have this. So how are you thinking about that as you grow this business? Does it bother you? Is it a daily thing of if I lose a few customers, I’m not in a great shape. Or other, are you okay with it and you’re just pushing ahead?

Mike Taber:
It’s a good question. It doesn’t bother me until things start to go wrong. I don’t really think about it and then a service fails and I don’t notice it right away, or something doesn’t restart correctly, or go to do deployment and something gets locked up and the logs start flooding with all these different problems. Because my infrastructure has, I’ll say, grown dramatically over the past 12 months. I’ve gone from sending on a good day, I was sending maybe a thousand emails a day to anywhere from five to 600,000 emails a day. So 500 X growth in 12 months, just keeping things running has been something of a struggle at times. And I would say the past month or two, things have really calmed down, and I’ve been able to focus more on new things that the customers need as opposed to just trying to hold things together with bailing twine and duct tape, because that’s really what I was doing for most of this past year is just trying to keep everything going. Part of that was because of the massive growth. I would say my MRR doubled in the past three months. There’s that hockey stick looking growth curve that I’ve had recently, which that’s something that everyone wants to see, but when you’re in the weeds trying to make sure everything is still going to work, it’s hard to see that that’s a good thing.

Rob Walling:
It’s a good problem to have, but it’s still a problem and it is something, I lost a lot of sleep over when we were scaling Drip. And I was telling you, I still have get triggered when people show me queues that are all backed up because it was just, I thought about it so much, and it can make your life kind of crappy as an entrepreneur. Do you feel like if you were to double again in three months, are you set up better to scale, or would you still run into the same struggles?

Mike Taber:
I’m better set up now than I was four to six months ago when I first started onboarding some of these customers. I had to make a lot of changes and some really fundamental changes in order to be able to grow. I had thought that there were certain places where I had kind of modularized a lot of the code and said, oh, well, I’ll create a microservice over here, or I’ll use queues over in this other place. And at the time, I felt like I was going to be able to scale to as far as I would need to. And the reality is that when you go from the scale that I was at and you multiply by 500 X, it is not the same ballpark of problems that you run into. And so I would say early on in this past year in 2022, I probably lost a lot of sleep.
The tail end of it, not so much. Things have gone, I would say, pretty well. And even being able to send, I forget who I was talking to, they were commenting on, I think it was SendGrid. They’re like, yeah, I can only get one email per second out of SendGrid. And I’m like, I’m sending 30 a second through Bluetick. And it’s insane. I just look at the numbers of how things are going, and I know that they’re going up. Every single week they go up. It’s just insane. It’s just between the profit margin and the numbers of the metrics, I’m kind of blown away, to be honest. But it is a good problem to have. So it’s hard to complain, too.

Rob Walling:
Especially now that you’re past it.

Mike Taber:
Yeah.

Rob Walling:
It’s being able to scale it up and not lose your key customers and also, I guess, not have it take forever. To scale it over the course of weeks or a month or two is one thing, if you have to rewrite an entire code base and or plug into a different data store, suddenly, that could be a six-month project, and that’s when it’s not good. With this focus on agencies. We’ve talked a lot about engineering and scaling and product. Have you been doing much marketing?

Mike Taber:
No. Most of what I’ve been doing is just trying to keep everything running. The vast majority of the growth has come from the customers themselves growing.

Rob Walling:
Expansion revenue.

Mike Taber:
And going back to your, and I’ll touch on a couple of different things here. One, your question about the growth and the being able to keep everything up and running. There’s times where I’ll log in on a Monday or Tuesday or something like that… Or actually I get a daily report every single day that just gives me all this statistics from the app, how many accounts there are, how many emails have been sent on a daily basis, how many mailboxes each customer has. And there’s some of them that I kind of monitor more than others just because of their size. And there’ll be times where it’s like, oh, this customer added a hundred mailboxes between yesterday and today, and it’s just like the rest of the infrastructure just didn’t even notice. And that’s a great position to be in. So that’s where those questions about being able to sleep or having problems with stress start to go away, because those things on day one, 365 days ago, that would’ve been a major, major problem.
And today it’s not. Because my infrastructure’s gotten large enough and the system is scalable, and it kind of rearranges things a little bit to some extent to kind of take care of itself. So that stuff is helpful. And then the other side of it is that you asked about is it stressful having majority of my revenue kind of locked up in a few of these key customers. And I would say that when things go wrong, yes it is. But at the same time, I also have implemented a number of features that have helped them either move away from other services that they’re using. One thing I implemented was some basic automations that allowed people to stop using some other tools that were out in the market that allowed them to glue different tools together. And I cut their bill by five or $6,000 a month.
So it’s incentive for them to stick with me. Because even if they move off, if they decide that they’re not happy with Bluetick, and I’m not responsive, which I am. I try to be really responsive to those types of customers, but if something goes wrong, they know that I’m there and I’m going to fix it for them. But the fact that they’re also saving five, six, $7,000 a month from not having to pay for these other tools because now that functionality that they needed is native in Bluetick, it’s another reason for them to not leave.

Rob Walling:
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And so talk me through, in the last 15 months, I like to ask this high low question of have you had a high point where you were celebrating, we’re going to break out the champagne, wife and I are going to get some ice cream or bourbon or whatever it is. I don’t know. I guess I haven’t celebrated in a while, because it’s like I don’t know what to do. But has there been a moment where you’re just like, hell yes, this is amazing and I’m super happy that I’m doing this?

Mike Taber:
I would say there’s a couple of them. The first one was when I crossed 10K MRR, and then after that I would say that kind of looking at my bank account and seeing that the money is going up as opposed to down, and then getting to the end of the year. This is January now, but last month I made sure to do the vast majority of my bookkeeping and taxes before the end of the year. And then I looked at my bank account and I’m like, crap, I’m going to have to spend money in order to reduce my tax burden. And so I ended up spending like $20,000 in December solely for that reason alone. It was like, I don’t want to have to pay extra taxes, but I’m still going to have to pay money on the rest of the profit, but it’s going to be somewhat reduced. But even then, I still could have spent a heck of a lot more, and I just chose not to. Those, I would say, are high points.

Rob Walling:
Your high points around money. All right. When you’re a founder that number one metric is MRR. The number two metric is MRR growth, right? These are the ways I think about it. I have another, I want to do the low point, but first I have to ask you, Mike, when did you know, you had product market fit?

Mike Taber:
Oh, good question. I wouldn’t say this was product market fit in my mind yet, but I knew that I was on the path to it. And I would say it was when I had a customer who came on. They said, we’d like to trial for eight weeks, and we’re going to put a hundred mailboxes on your system and see how things go. And it was just going to be a trial, and it was limited. I gave them a proposal. The trial started three weeks late, which was obviously a little concerning. And then I think it was three or four weeks into it, they said, you know what? Everything looks great. We’re going to start dumping more on. And instead of adding another 300, 350 mailboxes, like they said that they were going to, they ended up adding 450, something like that. So I would say that was about the time where I recognized it as an obvious turning point. I just didn’t know all the implications of what that was going to entail.
And then of course, that was very stressful because lots of things broke at the time because my infrastructure was just really not set up to handle that kind of influx. Since then, if I had a customer who added four or 500 mailboxes tomorrow, it really wouldn’t be an issue. It might take an extra hour or two of work to spin up a couple more servers. But I self-manage everything. It’s not like I’m using AWS or Azure’s serverless cloud computing stuff to do things. I manage the servers myself, which helps me to reduce costs. And then I pass those savings onto the customers so they get a great deal. And I get customers who don’t want to leave, because I’m giving them such a good deal and the software just works and does what it’s supposed to do.

Rob Walling:
Giving them a great deal. Do you feel like you are leaving money on the table? Do you feel like you should be charging them more?

Mike Taber:
Yes and no. I go back and forth on that a little bit. I feel like with any SaaS, when you’re first starting off, you’re willing to cut deals with people just to make sure that you get things off the ground, figure out what problems they’re actually having. And for the customers that I have now, they are getting, I would say, reasonably good deals. In the future that will probably turn out to be less of great deals, still good deal, but not nearly as good as the early ones. And I feel like that’s appropriate too, because you’ve got those people who are the early adopters, they’re taking chances on you. And I think that giving them a reward in the form of lower prices is appropriate because you’re also learning from them too, and that’s helpful for you. And on their side, they’re taking a chance on you. They’re risking parts of their business.
And I do have customers who 95% of their business success relies directly on Bluetick functioning properly, because if it doesn’t, that’s their entire business. Yeah, am I leaving money on the table? Yeah, absolutely. But there are also features that I’m cutting discounts for certain features that I don’t have that they have to pay other vendors for. And I’m looking specifically at those features as ways to essentially triple revenue in the next six to eight months because of implementing those features and then rolling them out to my customers that I have now, and then they don’t have to pay these other vendors. They can pay me instead. And I’ve already had those conversations so that money should come through. I just need to implement the features.

Rob Walling:
Are you implementing features that other companies will use? Because almost when you say it like that, it’s almost like, oh, are you more doing consulting ware? Are you kind of building custom software that you of course own the rights and IP to, but does that apply to other agencies or companies who would sign up?

Mike Taber:
It does, yeah.

Rob Walling:
Okay.

Mike Taber:
At a certain scale, you’re going to want those features. And so those features are directly applicable to agencies. And that’s where, if it was one customer, and I’m thinking of a feature right now, that it would probably take four months of hard work in order to implement that one feature, but it’s worth an extra 60% to my bottom line. And I could also kind of spin that off and not just integrate it directly into Bluetick, but I could also spin it as a completely separate product if I wanted to. Will I? I don’t know. That seems like a lot of extra work and a lot of extra marketing stuff that I’d need to do, which I probably will not. But at the same time, there might be a way to modularize it so that in the future if I wanted to do that, I probably could.

Rob Walling:
And I want to finish up the high point low point thing I asked you about high point, talked about money. Are your low points with money, too? No. What is one or two really hard times that you’ve had with the business over the past 15 months?

Mike Taber:
I would say most of them boil down to times where scalability was an issue. There were a couple of times where not to trigger you or anything, but there were times where queues would-

Rob Walling:
You can talk about it.

Mike Taber:
One of my queues, we had over a million messages in it. I knew that it was going to take hours and hours for it to clear. Most of my code runs through these services that are running in the background on the servers, and I have the ability to toggle some of those services on and off, and I turned all of them off except for the ones that process the queues for about four hours and just let it catch up. But at the same time, it kind of leads me to that thought of, well, what if I anger some of these customers? Or what if they notice? Or what if it becomes a problem for them and it’s really affecting their business? And it didn’t, but those thoughts still go through your mind.

Rob Walling:
Concentration risk is platform risk, but different. But it is. It’s relying on a one or a handful of customers and it makes you nervous. It’s something to keep. It literally keeps you up at night. It’s also sometimes how you have to build your business. And the goal moving forward should obviously be to add more customers to the point where no one customer is more than X percent of your revenue, but hey, it’s better than not having them. It is, right? It’s better to have that revenue.
I’m curious, something changed pretty dramatically. You had been working on Bluetick for, I don’t know, three, four years, not much progress. And then in the last year or so, obviously revenue has gone up dramatically, five or 10 X. I don’t even remember the number. You said doubled in the past three months, but even before that, what changed? Did you start marketing? Did you change the positioning? No, you said you started getting agencies before you changed positioning. Was it a little bit of luck? What do you attribute it to? Why are you having this success at this point?

Mike Taber:
I would definitely say part of it was luck. One of the agencies that I brought on, they were using a competitor, and I suspect I don’t have the whole story. I’ve never really asked. It might be. I don’t know how well it would go over if I were to ask, but I don’t think that they were happy with this competitor. And so they were looking around. This is essentially kind of the what kicked things off for me with kind of the new focus for Bluetick. And I’ll say a lot of the growth, this one customer that I have now, they were with a competitor, weren’t happy, wanted to do a trial with me, and it went so well that they’re like, yeah, we’re done with them. And so they brought over a lot of stuff, a lot of mailboxes. And then I saw that the competitor had raised their prices, and maybe it was across the board, maybe that had something to do with it, but they’ve grown quite a bit with me.
So I think that that has a lot to do with it. The other thing is, I don’t know if you remember, it was at MicroConf in Croatia where it was the last day of the conference. We were sitting there and I don’t remember who was on stage talking, but you and I were sitting at the same table and I’m like, I’ve got to go. I don’t feel good. And my heart was just racing. And so I went and I laid down for an hour or two, and that helped. But getting off of all those medications that I had accumulated over five or six years really helped out a lot, because then I was able to actually sleep at night. I was able to focus during the day. I can’t even begin to go into the details on how awful that experience was. But getting off of those things helped.
And then I would say that there is a certain amount of a snowball effect when you have some success and things start going well. And it gives you this motivation that if you’re struggling, and struggling, and struggling, beating your head against the wall, it’s hard to be motivated to do anything else because you look at it, and you’re like, this hasn’t worked, that hasn’t worked. This other thing hasn’t worked. Why am I continuing to beat my head against the wall when nothing I do seems to make any difference at all? And then when you start to get some sort of traction and some level of success, that builds and it becomes a snowball in the other direction. I don’t know if there’s a great way to combat that other than buckle down and do it. Maybe there’s something to be said for that sometimes. But with all these different factors that are in play for any given person, it’s hard to generalize and say, this is what you should do.

Rob Walling:
Well, yeah and that’s one reason, it’s small wins along the way. It creates a virtuous cycle. And that’s one of the reasons that I’m so pro on the stair step approach is that if you get these small wins and you build a product doing a thousand or 5,000, you then have the confidence, the revenue, some skills that you’ve built to then do it again and to do it bigger even. So to summarize, it sounds like I asked what made the difference, but it sounds like you got a little lucky, but you executed really well. You worked hard and you delivered, and you were at the right place at the right time. There’s the luck surface area from Jason Roberts where your luck surface area is big because you were doing things in public. Doing things in public creates opportunity. You had this app out there, and if you didn’t have that, none of this would’ve happened. So a little bit of luck, but execution as well. You’ve scaled it up in a way that maybe a lesser engineer wouldn’t have been able to do. You’ve done things for your customers. You’ve made decisions that have allowed you to grow the business.

Mike Taber:
And I mean, to speak to the luck point a little bit, I’ll definitely acknowledge that there was a little bit of luck involved. And the first customer that came into me in that 90-day window that we had kind of talked about in the last episode we recorded, it was in December, I think, when I talked to them. And so they had reached out to a dozen different vendors, tried to get on the phone with them and talked to them because they had what they felt was a fairly large infrastructure that they needed to be able to have supported with an email service provider. And I made the shortlist. They talked to about 12 of them, and they reached out to 12, cut it down to half very quickly. I gave them a proposal, and then I was the only one that they had a second call with.
And they told me that. They’re like, you’re the only one we’re talking to for a second time. I feel like in part, that’s because I was the founder of the company and they were talking directly to me. And I told them, I was like, look, if there’s something specific you need, I can get it done. I may not be on the exact timeline that you’re looking for, but I can guarantee that whatever it is that you need, if it’s important, I can get it done for you. And knowing that I’m also the person who’s writing the code, answering the support tickets, all that stuff, it factored into it and they’re like, yeah, this guy can help us. And they acknowledged, we’re taking a risk with you, but we’re going to try this out as a pilot program first. And that was where things really started to kick off and really turn around for the product. And it just kind of gives that confidence, yeah I’m on the right track. These are the right things to do, and things just kind of snowballed in the right direction from there.

Rob Walling:
And that’s the power of, I’d say bootstrapping, but it’s the power of being a small agile team, in this case a one person team, is that you can make decisions like that if you had raised funding or if you were a 10, 20 person team. It just doesn’t make sense to do these things. And you had this agility and this superpower of being small and being able to move really quickly.

Mike Taber:
I was going to say, it’s being in the right place at the right time was helpful in December, but I also think that there was something about having been around for several years before that, where I had done a lot of the work and cleaned out a lot of the rough edges of the products. Don’t get me wrong, they’re still rough edges all over the place, but it was good enough and functional for what they needed, and it’s gotten better since then. But it was enough to kind of get over those initial hurdles. And now they like the product. They use it all the time, and it’s gone well for them. And then it’s helped me land other customers as well, which has been the turning points, because that first customer is really where things started to turn around. And since then, things have gotten better and better.

Rob Walling:
Are you going to update your marketing to position it to agencies? I’m just curious, because it sounds like agencies are really working, but when I read your H1, it doesn’t mention that. Does it make sense to do that?

Mike Taber:
It does. And that’s something that, you and I talked about startups for a long time, and it’s one of those things where if you’re growing quickly enough, the marketing almost doesn’t matter, especially if you’ve got that expansion revenue. Don’t get me wrong, I would love to have more customers and more new customers any given day of the week. But when updating those things on your website is such a low priority as opposed to, let me implement this feature over here that I know that I can charge a bunch of my customers more money for. And I can justify it because on the invoices, and then somebody, I forget who it was, they gave me this advice about, oh, any discounts that I give my customers, I put it on the invoice and say, this is how much this discount is for, and this is how much of a discount you’re getting.
And when you go back to essentially negotiate a different price for them, whether it’s new features or this or that, it gives you, they said, ammunition. And I wish I could remember who it was that told me that, but they advise me to do that. And so it shows up on the invoices every month. This is the discount that you’re getting, this is how much it is, and this is per mailbox, et cetera, and it’s pretty substantial. So when I implement some of these new features, I’m going to be able to go to them very easily and say like, hey, you’re not going to get this discount anymore, but you won’t have to use this other product over here that I haven’t been able to provide for you, even though we discussed it before. And so it’ll just add to my profit margin at that point. Chances are good I’ll have to pay in advance to hire some people to help out with some of those things. I don’t think I have a choice, but at the same time, the business is profitable enough that I don’t care. And the ROI on those is probably going to be a couple of months at most, which is great.

Rob Walling:
Yeah, I’m really happy for you, man. Congratulations on getting to this point.

Mike Taber:
Thanks.

Rob Walling:
Yeah, it’s great to hear it. You’re in good spirits. Just your tone and the way you’re talking is just the most positive that I’ve heard you in a very long time. So awesome to have you back on the show. Folks want to see what you’re up to. Bluetick.io and of course, singlefounder on Twitter. You’re never on Twitter, are you?

Mike Taber:
I’m rarely on Twitter.

Rob Walling:
Even before the Elon Musk stuff, you were like never on Twitter.

Mike Taber:
Yeah, we won’t discuss that. If you want to do another episode where we could just rag on Twitter, then sure. But…

Rob Walling:
Riff on it. Yeah. Frankly, I was telling you offline, I deleted Twitter off my phone when I went on vacation a couple of weeks ago, Twitter and Slack. And I really don’t miss it. And I don’t know that I will stay off it, but it’s does not feel like a big hole in my life. I’ll put it that way. So anyways.

Mike Taber:
Yeah.

Rob Walling:
Thanks again, man. Thanks for coming on the show.

Mike Taber:
All right. Thanks for having me.

Rob Walling:
Thanks to Mike for coming on the show. I always enjoy our conversations. He and I have known each other for 16 years, I believe. It’s always good to chat with him. Thank you for sticking around this week and every week. This is Rob Walling signing off from episode 651.

Rob Walling:
Buying lets you skip the line, so to speak. It lets you skip 12, 18, 24 months of building, launching, finding product-market fit. And while there are obvious pros and cons to buying versus building, I am a huge proponent of it if you have the resources. In fact, if you go back to a lot of the speaking and the teaching I was doing from about 2008 until maybe 2011, a lot of that emphasized buying equally with building from scratch.
It’s that time of the week for another episode of Startups For the Rest of Us. I’m Rob Walling, and this week I am answering listener questions. Got some really good questions that have come in, people asking for thoughts on acquiring a SaaS app, how to get more customers while working full-time, and advice for talking to users when there’s a language barrier. But before we dive into that, our next MicroConf Remote is coming up in just a few weeks, March 21st and 22nd. Level Up Your SaaS Sales, that’s the title. It’s totally focused on SaaS sales. It’s a fully virtual event, happens over two days, one and a half hours per day. It’s $30 price tag. I’m going to be hosting it with some baller speakers, Jen Abel from JJELLYFISH, John Ndege from Rapid Reply, Pete Kazanjy, who you heard on this podcast just a few weeks back, author of Founding Sales, and Valentin Wallyn, the founder of Findymail. So if you want to learn sales as a SaaS founder or level up your game, you’re not going to want to miss this.
And of course, if you buy a ticket, we do record the sessions and you’ll get the recordings after microconf.com/remote if you want to check it out. I hope to see you there. So with that, let’s dive into our first question of the day from Tim Young.

Tim Young:
Hey Rob, Tim here, longtime listener, first time submitting a question. Really love the pod and appreciate everything you do. I’ve got a question about acquisition entrepreneurship. I’m thinking of making a small acquisition as a way to get myself into the SaaS game. I’ve heard you tell the story of HitTail and how that worked out for you, and I’m thinking of following a similar path. So I’ve got about $25,000 at my disposal that I can put into this thing that I’m totally comfortable if that goes to zero, that’s fine with me, I’m just ready to take a risk with it. So I’m thinking of trying to find a SaaS app that’s got a few hundred dollars in MRR that I can acquire for around $10,000, and then have the rest of my cash to help operate it and scale it up as I learn the ropes here. So the downside of that is it’s going to be a pretty unstable product and business at that point being so low in revenue, really wouldn’t have much product-market fit at all. So the actual product side is riskier.
Another option would be to take my money and combine it with some financing or otherwise structure a deal that’s low six figures, but still a larger acquisition and something that might have a little more traction. So specifically want to get your thoughts on that choice of making a really small $10,000 acquisition versus a larger acquisition that’s in the low six figures. And then more generally, your thoughts on acquisition entrepreneurship. I don’t hear you talk a lot about that, so would be curious to hear how you think through that, what your mental framework would be, and then any other thoughts, tips, and tricks, considerations that you would recommend for somebody in my shoes. Thanks a lot, Rob. Appreciate everything you do.

Rob Walling:
This is an easy answer for me, Tim. I love the idea of buying things instead of building them. In fact, as I was getting started on my entrepreneurial journey and starting to have success, I had a mix of building and buying. And buying was always faster. Buying lets you skip the line, so to speak. It lets you skip 12, 18, 24 months of building, launching, finding product-market fit. And while there are obvious pros and cons to buying versus building, I am a huge proponent of it if you have the resources. In fact, if you go back to a lot of the speaking and the teaching I was doing from about 2008 until maybe 2011, a lot of that emphasized buying equally with building from scratch. The reason that I stopped doing that is almost no one wants to do that. I found that the entrepreneurs would come through and I’d say, “You should go buy things.”
And then they would look around and say, “I don’t see anything I like and I’m scared of technical debt and this feels complicated. I’m just going to go do what I’m comfortable with, which is building,” and that’s fine. But the vast, vast, vast majority of even this audience today I bet does not want to acquire things, which is good. If everyone wanted to acquire things, they’d get very expensive. So yes, I love the idea of buying a handful of my early successes were apps that I acquired, sometimes for pennies on the dollar. This is before the Quiet Lights, the FE Internationals, the Acquire.coms, where multiples are higher now, which is good for us as entrepreneurs, but when you’re looking to acquire and you can buy something for 12 to 18 months of net profit, that’s a pretty easy business to turn around. There’s not a ton of risk there.
So yes, I have acquired many, I mean dozens if you include both websites like content sites, e-comm, info products, software and SaaS, all those things. Literally dozens that I acquired for sometimes couple of thousand dollars, sometimes tens of thousands of dollars as I did with HitTail. But one thing that you mentioned was spending $10,000 to acquire something. And these days, unless you get a really good deal that doesn’t get you much. It might get you a codebase, and look, codebase is fine, but what I would really be looking for if I were in your shoes is some type of momentum, some type of SEO traffic, some type of customer base, some type of product-market fit ’cause until you have that, you don’t have much. And so I do know of a company where they raised funding, a small amount of funding from angel investors like myself ’cause I invested to acquire an app that I believe was doing about eight grand a month at the time, and I don’t remember the purchase price, it was probably between a $100,000 and $200,000 if I were to guess.
And they basically raised that money to acquire it, and they have since grown the business and done really well with it. And it obviously saved them a lot of time in terms of having to launch and having to find customers and find product-market fit and build the product from scratch and all that. So if I were in your shoes, that is probably the avenue that I would be looking to go down. Not saying that buying something for $10,000 can’t work, I do think if you spend that 10 grand, you don’t just want to buy a codebase. And so whether you go raise outside funding, whether you take on debt financing, whether you find a single partner who can partner with you and write a check and own some of the equity, there’s a lot of different options to be had.
One thing to keep in mind, that may sound a little counterintuitive, but if you are going to buy, let’s say, you’re going to buy something for $200,000, you don’t want to raise money at a $200,000 valuation. Because if you raise 200 grand, then the person giving you the money owns the entire company. I would think of it more as it being an accelerator valuation or an angel valuation, where you are taking a product, imagine that this product was going to raise an angel round, or that this product was going to join TinySeed. What type of terms would they get? And then maybe angel round may be a little ambitious, I’m going to be honest, especially if the thing isn’t growing. But my point is, if you’re raising, again hypothetically $200,000, I’d be thinking I want a valuation in the million, $2 million range such that I sell a certain percentage of it.
But if you’re going all in and you’re basically putting a lot of opportunity cost on the table, you could be doing a lot of things. You could be working a day job, making a good chunk of money, or you could be starting another company and that opportunity cost has to be rewarded because you’re taking on a huge chunk of risk. I understand someone writing you a check is taking on risk, but time is more valuable than money. So thanks for the question, Tim. I hope that was helpful. My next question’s about how to get more customers while working full-time, from Troy Munson.

Troy Munson:
Hey Rob, how are you? My name is Troy Munson. Currently, I’m a full-time employee at a company doing sales. I also have a five-month-old son and a wife, and she’s taken some time off until he’s about a year old. But on the side, I have a customer referral platform. Right now, we have about five customers. And it’s all from me doing hardcore prospecting on the side, I’ll take about one or two hours out of my day. But we launched this January, we have five customers and I was curious, what is the first step you would take to acquire more customers to where I’m not solely just prospecting? I heard some good things about Capterra, some people say paid search, really what I’m looking to do is get people to want to see our platform and raise their hand and things of that nature. I currently can’t quit my full-time job but I do plan to do so by the end of the year to take this full time. But yeah, I was just curious how to get more traffic to make sure that we can get more customers. Thanks.

Rob Walling:
This is a good question, Troy. Thanks for sending it in. This is tough ’cause this is the building on the side, it’s the side hustle nights and weekends, and it’s the same problem that everyone has. I had it too when I was doing this, I did this for many years, where I was trying to write code and market on the side as I was working a day job, sometimes as a full-time salaried employee, sometimes as a consultant, but we all run into that same constraint of time. And realistically, I know that prospecting is time-consuming, but so is SEO, so is cranking out articles that you then have to promote and link build that you did keyword research for, and those have a longer half-life, meaning those have the potential to draw in a lot more customers in the next 6, 12, 18 months if they catch and if you have organic rankings. But do you need customers now or do you need them in 12 months? All right? And it’s a balance. If you could do both, you would do both.
In The SaaS Playbook, I talk quite a bit about finding ideal marketing approaches for your business, saasplaybook.com, it’s my book that I’m going to do a Kickstarter in a couple of months. But I gave a lot of thought to this because I’m obviously advising a lot of companies on how to think about this. And I talk about how marketing approaches have a speed and it’s a speed in which they drive customers to you. So cold prospecting, the speed is very fast. Meaning you can send an email today and you could close a customer this week. SEO is slow but it’s more scalable or it’s you have better leverage, is probably a better way to say it, on your time. And if you had infinite time, you would do both of them. Or if you had even a few more hours, you would do both. You want to usually be doing one slow and one fast at any given time. The slow is investing in your future growth and the fast is basically handling today’s growth.
I do like that you mentioned Capterra and paid search because these are fast and they don’t require a ton of time, not nearly as much time as SEO. So if you have a bit of budget, I would consider trying one or both of those. If you want to see what I think is the best resource on attacking Capterra from a B2B, mostly bootstrap, SaaS founder who has made it work, head to microconfremote.com, scroll down to the bottom and there’s a link for early stage SaaS marketing strategies. It’s a MicroConf Remote and we ran six months ago maybe, and Eran Galperin from Gymdesk talked all about how he made that work. He and I sit down for about 30 minutes, and he basically walks through the tactics. I’m almost interviewing him with slides to find out how does this work, how did you make it work, how would I think about it as a founder? So you can buy the videos there if you want, or you can obviously just go research it and look for other resources.
But I would certainly arm myself with the information that you need and become smart about it before I started placing bids, AdWords, Facebook, Instagram are, depending on your niche, something to consider as well. But I do think there are a couple of options here. For the prospecting specifically, you could try to automate it more. I don’t know how manually you’re doing it, but there are tons of tools out there that help you automate the prospecting. Or you could delegate it if you have budget. Can you hire a service, someone on Upwork, a productized version of this? There are plenty of them out there. If you have a system that’s working, can they take what you already have and have someone that you’re paying $10, $20 an hour to just crank on the system you have, again, if it’s working, and then you shift focus to one of these other things? And if you don’t have the budget for both, then, yes, I am intrigued by the idea of you trying some type of paid acquisition, at least dabbling in it.
If you have five customers, that means you have very, very weak product-market fit. And that’s not an insult, I just want to call it like it is. It’s not enough history or traction to be able to say, “Obviously I’m serving this broad audience and have built something people want.” But you have built something that these five people want. And so the idea of being able to make ads work is just a little bit better than if you hadn’t had any of these customer conversations. At least now you know how your customers are probably talking about your tool, you probably did a sales conversation, a demo with each of them, and you can take that knowledge and use it to help you craft your Capterra page or your ad copy.
But nice work hustling on the outbound prospecting. It’s something that I see some founders shy away from because it’s hard, it’s hard work, and there’s a lot of rejection, but I think especially in the early days of starting a product, it can be easy to fall back on the easy or the sexier marketing approaches that just take a long time to kick in. So I think you’re on the right track. Thanks again for that question, Troy, I hope it was helpful. My next question is from Jeremy Keating.

Jeremy Keating:
Hi, Rob. I listen each week, and I’ve done for a couple of years. It’s great content, so thank you. I’m looking to buy an established SaaS business as a private buyer, where it’s through my company, but that’s mostly me. I’ve signed up to the marketplace and so on, but I wondered if there’s any people or companies that can actively find a SaaS business for me to buy. So that’s companies that are not already on the market but the current owner would consider selling if approached. I’ve heard you say all businesses should be for sale for the right price.
I’ve spoken to an existing old-school service who do this way, a couple, but I found they just stay on Stan SaaS and they haven’t really had the experience. I had one tell me that a software business isn’t worth anything ’cause there’s no physical assets. So I held back from saying the most valuable businesses in the world are based on software, but I need someone to understands the industry. Yeah, so someone who can actively find a potential SaaS business for me to buy. If anyone, it’d be really helpful. Thanks again, Rob. Cheers. Bye-bye.

Rob Walling:
So Jeremy, if you’re thinking of buying a SaaS application for $100,000, $500,000, I don’t know of anyone that will do what you’re talking about, but I do have some thoughts. Number one, there is a financial device mechanism called a search fund, and it’s where an entrepreneur raises funds from investors in order to acquire a company in which that entrepreneur wishes to take an active day-to-day leadership role. And so you could go out and raise funds from angels, or there are search funds out there. Keep in mind, they’re going to have their own agendas, so you’re not going to be in as much control as if you do this on your own. And they’re probably going to want larger outcomes than, I’m not making assumptions about where you want to go, but if you’re bootstrapped, mostly bootstrapped, and wanting to grow a company on your own, that may not be in line with the search funds that are out there.
If I were in your shoes, I would of course be signed up on Quiet Light’s email list, FE International, Empire Flippers, Acquire.com, that used to be MicroAcquire, and those are I think the big four in our space. And then you can do what I did, which is to cold email a bunch of apps that you think people have neglected, or that are out of date, or that have not been updated in a while, and ask if they might be interested in selling. And that is how I acquired hittail.com back in 2011. Or if you don’t have the time to do that, you could obviously hire someone to do that for you. You go on Upwork and you basically come up with a cold email, and they have to prospect and find companies that match the description saying, whatever have the criteria that you are looking for. And then they would have to hand them off to you, of course, for closing the deal, for negotiating and closing a deal. Certainly an interesting question, and I hope my thoughts were helpful. My next question is from Josh Ledgard.

Josh Ledgard:
Hey Rob, it’s Josh from KickoffLabs here. Just wanted to say it was MLK weekend today and that got me thinking, when I looked at my podcast feed, that I don’t have a very diverse set of podcasts or people that I follow. My feed, when it comes to entrepreneurship is filled with a lot of, I’ll just say it, middle-aged white men like myself. And not that I don’t love us, but I was wondering if you had suggestions for a more diverse feed that would include more people of color, diversity or women in the feed talking about new businesses. So hopefully, yeah, maybe that question would be interesting for anybody else listening that wants to diversify their feed, and have a great weekend.

Rob Walling:
It’s a good question, Josh. And obviously with the broader bootstrapped world being, I don’t know what, I don’t remember exactly what the numbers are, but it’s even 90%, 85% white males, that is an unfortunate reality of it, is that, by proxy, are 85% or 90% of the podcast out there in the space by white men? Probably. But there are definitely some podcasts that I think you could branch out into, and I’d love to hear from listeners if you know of other podcasts that I miss in this list. But these are podcasts either that I currently listen to or have listened to in the past that are related to entrepreneurship, that have more diverse hosts and are related to entrepreneurship. First one is ZenFounder hosted by my wife. She is on episode 300 something at this point, and it’s all about staying sane while starting up and being a high performer. Honorable mention to Software Social, that was a great podcast hosted by two women entrepreneurs. But as of a month ago, I believe they have stopped producing episodes.
There’s the Indie Hackers podcast hosted by Courtland Allen and his brother, Channing. Imagine there’s quite a bit of overlap between this podcast and theirs. In Demand by Asia Orangio, that’s a great one because it’s mostly evergreen content. So if you go to the In Demand feed now, you can go back and listen to all the prior episodes and then subscribe, because Asia has talked publicly and she and I have chatted about her next season of the podcast that she’s trying to get out I imagine this year. Then we have They Got Acquired, which is stories of reasonable acquisitions. It’s a bit like Built to Sell where it’s not talking about the Instagrams and the YouTubes, but it’s realistic business exits, and that’s hosted by Alexis Grant.
And the last one I’ll throw out there isn’t solely entrepreneurship, but it’s more about personal finance and there’s a bit of real estate in it, it’s called Afford Anything, and it’s hosted by Paula Pant. And it’s one of the more popular personal finance podcast that I can actually listen to because so many of them say the same thing over and over, or they’re hosted by someone that I guess gets on my nerves and I’ve just never felt that about Paula. So there are five or six options for you, Josh, and if you are listening to this and you feel like there’s additional podcasts that Josh should consider, feel free to hit both he and I up on Twitter. He is @joshaledgard, L-E-D-G-A-R-D, and of course I’m @robwalling. And if you’re not on Twitter, feel free to post them as a comment on this episode. This is episode 650 and it will appear on startupsfortherestofus.com. And our last question of the day is from Devin asking about advice for talking to users with a language barrier.

Devin:
Hi Rob, this is Devin. I have a rather specific question actually. My company focuses on helping English language learners feel more comfortable with their English skills, which means, by default, my users are people who are not comfortable speaking English. It has caused some issues in the whole major piece of advice of top two users because people are not very comfortable speaking with me, or even if they don’t mind speaking with me, they have difficulty expressing any issues they’re really having, in a way that really reflects how they really feel and comes out clearly to me. So I am curious if you happen to have any thoughts or advice on maybe how to approach this situation. I know that people almost always say that the founder needs to do the speaking and they should not be hiring salespeople, but I wonder if in this case something like a translator would be the same, or if it would be still preferable to not have any middle man or secondary person. Anyway, thank you so much.

Rob Walling:
I like this question because it’s one that I’ve never heard asked before. Feels to me like there’s a couple of options here. The first one that you threw out of having an intermediary, like a translator or an interpreter, I think is perfectly acceptable. When people say the founder should be having these conversations, I usually hear that more in the context of doing sales, like initial sales calls for the first 10, 100, 500 customers, whatever, ’cause you’re learning so much from those. But Jobs-to-be-Done interviews, we have outsourced those and I know founders who even in the early days outsourced them to a super competent intermediary, someone like Claire Suellentrop, Asia Orangio. There are plenty of qualified people who may even be better at the Jobs-to-be-Done interviews than you are. The trick, of course, will be finding that Venn diagram intersection of someone who is good at a Jobs-to-be-Done interview and also speaks the language of your customer base.
So while I do think, in a perfect world, the founder would have these conversations, sometimes that is just not possible. And in this case, it sounds like that’s a problem. So would I “outsource” this to a consultant who’s competent in Jobs-to-be-Done and speaks the language? I would, and I wouldn’t feel bad about it, especially if the consultant takes notes, obviously in English so you can read them, summarizes their findings, I think it’s a pretty good solution to this issue. The other thing that would be interesting is, as you said, hiring an interpreter. So you find someone who speaks English plus this other language. And in that case, you are able to ask the question in English, and then they translate it and then translate the answers back to you. Now, do I think that some things will get lost in translation, if you’ll forgive the, it’s not really a pun, but this is literally the use case for that phrase, I do think you’ll lose something, but I don’t think you’ll lose 50%, maybe you’ll lose 10 or 15.
And is that better than making your customers feel uncomfortable because they’re speaking a non-native language that they’re not comfortable speaking? I think it’s way better than that. The third option, and I don’t know that you’re there yet, it would be if you had someone on your team who’s working for you full-time and is bought in on the mission, and you could teach them Jobs-to-be-Done and they spoke both languages. I’m guessing if you already had that, you wouldn’t be writing into the podcast. But that may be, if you think you’re going to be needing to do a lot of these, something interesting to consider in terms of building out your team over time. And of course, the two books I always recommend for learning Jobs-to-be-Done are, number one, The Jobs-to-be-Done Playbook or Handbook, it’s by Jim Kalbach, I interviewed him on this podcast maybe 50 episodes ago, and Deploy Empathy by Michele Hansen.
Both of them are exceptional, and they dive deep into the tactics with actual questions, not high-level theory. And it’s designed for companies like ours, bootstrapped, mostly bootstrapped, and doesn’t necessarily focus solely on software or SaaS. So I think those could be two good resources for you, Devin, if you haven’t already read them. Thanks for sending in that question, hope it was helpful. As a reminder, the reason all of these questions got answered today, ahead of a slew of text questions that have been sent in, is that these were all audio or video questions. And so you can record yourself, again, audio or video goes to the top. You can send me a Dropbox link or you can go to startupsfortherestofus.com. There’s an Ask a Question button at the top of the page. You can do it on an iPhone, you can do it on a laptop, a tablet, and keep those questions coming ’cause these are topics that I covered today that I wouldn’t have thought to cover on my own.
And that’s one of the beauties of having a format like this, is that this show is then able to be structured around things that you want to hear about, rather than just the topics that are coming from me and my team. We continue to get positive feedback about these listener question episodes, and I certainly enjoy doing them, whether it’s with a guest or on my own. That’s going to do it for the show today. Thanks so much for joining me this and every week. This is Rob Walling signing off from episode 650.

Rob Walling:
Welcome back to another episode of Startups for the Rest of Us. I am your host, Rob Walling. This week I talk with Pete Kazanjy about his book, Founding Sales. His book is one of the best books for a founder to learn to sell, and it’s specifically focused on SaaS.
I was very impressed with both the breadth and the depth of topics Pete covered in this book. But before we dive into that, do you notice anything weird about my voice? This is not the real Rob, this is an AI generated voice made to sound like Rob, a Rob bot, you might say. And now won’t the real Rob Walling please stand up? I’m curious if before I called it out, if you were thinking to yourself, “Boy, Rob’s voice really sounds odd today.” Thanks to Justin Vincent of the TechZing Podcast for the heads-up about the ElevenLabs Voice API. I spent a little time messing around with it over the weekend and it was just too fun of an opportunity to pass up.
But just because the AI said it doesn’t mean it isn’t true. Pete Kazanjy and I have an amazing conversation today about his book, Founding Sales, which is absolutely one of the best books I’ve ever read about learning how to do sales and how to hire for sales and how to scale sales, as a founder. It’s a really interesting interview to hear Pete’s story, and I recommend checking out his book, Founding Sales.
But before we dive into that, I’ve talked before about MicroConf U.S. here in Denver in just a couple of months, mid-April, but I wanted to talk in a little more detail. Patrick Campbell, the former founder and CEO of ProfitWell, now the Chief Strategy Officer for Paddle, is going to be telling his story, the story of bootstrapping ProfitWell and growing it to exit that’s north of $200 million. Incredible story. We’ve heard bits and pieces of it, but if you haven’t seen Patrick speak before, he’s an incredible storyteller and has a very strong presence on stage. This isn’t something you want to miss. You can head to microconf.com/us if you’re interested in finding out more details and buying tickets before they sell out.
And now I’ll hand it back to Rob Bot. And with that, let’s dive into my conversation with Pete Kazanjy.
Pete Kazanjy, thanks for joining me on the show.

Pete Kazanjy:
What’s up, Rob? How you doing?

Rob Walling:
I’m good. So you’re from California, but you’re talking like someone from Jersey, is that right?

Pete Kazanjy:
No, I’m from Southern California, so there will probably be a healthy helping of dudes, maybe even a bitching might show up. You never know. But a lot of likes. Right? So-

Rob Walling:
That’s [inaudible 00:02:40].

Pete Kazanjy:
… the Southern California in me.

Rob Walling:
Oh, yeah.

Pete Kazanjy:
It always pops out.

Rob Walling:
Yep. I lived in SoCal for five, six years, so I’m well acquainted with it. So you’re the author of a book called, Founding Sales. Folks can get more info at foundingsales.com. It’s available on Amazon, physical format, Kindle, and all that. What I’m surprised-

Pete Kazanjy:
All the things.

Rob Walling:
All the things, except for audio actually, because I was going to buy… I’m an audio guy.

Pete Kazanjy:
I know. I get so much crap from folks.

Rob Walling:
I bet you do.

Pete Kazanjy:
Well, maybe now with all the weird like GPT-3 generative voice things, maybe I can give some service a five-second sample of my voice and it’ll just bust out an audiobook of Founding Sales. That’d be pretty sick.

Rob Walling:
So Apple Books, this is a little side jag here, we’ll leave it in, but Apple iBooks, whatever the heck they call it, just this week they rolled out four different voices.

Pete Kazanjy:
I saw that.

Rob Walling:
And it’s like two for non-fiction and two for… I don’t know why the voice has to be different for different types, but they have a male and female voice for nonfiction. And that’s coming for everybody. I personally still… I like reading my own books, but… So okay, my books, I just finished my fourth one and they are like 200 to 225 pages. That’s how big the books are that I write. When I downloaded your book, I was like, “Okay, just kind of chill.” I’m like, “480 pages! What in the world is this?” And here’s the thing, it’s usually a yellow flag for me because usually books that long are padded with bull (beep) stories. “Oh, I get to hear about how Intuit and IBM implemented something that has nothing to do with me that a ghost writer went and pulled some story from the internet.” Your book is not that. I want to be clear.
I was actually texting a friend being like, “uh oh, this is a big book. I hope it’s not padded.” Turns out 12, 13 chapters and you cover so many topics. It’s not just about sales, it’s about sales materials, it’s about early prospecting, outreach and demos-

Pete Kazanjy:
Success.

Rob Walling:
… inbound leads, customer success. Then it’s negotiating and closing. It is early sales management, it’s hiring, it’s scaling on a… And as I saw that, I was like, “Oh, he just wrote two books.” And you wrote two books worth of material.

Pete Kazanjy:
Yeah, I mean, the thing there is where Founding Sales came from, we call it the early stage go-to-market handbook, it’s not really designed to be a page turner, per se. I don’t want to say it’s a textbook, but it’s like not, not a textbook. And what I mean by that is, it’s trying to be the thing that as a founder, it’s the book that I wish I had when I was a early stage founder who didn’t know (beep) about sales. And I’m a pretty bookish guy, so I’m like, “Hey, yeah. I’ll just go read the documentation on this, right? Come on. I’m sure someone’s written it up.” And I’m like, “Wait a minute, no one has.” And so ended up making it up with the help of a lot of the network of the First Round Capital portfolio and what have you that my last software company, TalentBin, was where kind of went from being a business generalist founder to being an early stage sales leader.
But really, it was just like all the… Founding Sales was the amalgamation of all the stuff that I learned during that four year process and after we got acquired by Monster Worldwide. And so it’s funny, you were throwing a little bit of shade to some of the other business books or success porn that’s out there, which is really just aggregations of a bunch of anecdotes. [inaudible 00:05:55] like this is a very easy way to write a book, but ultimately it’s not very synthesized. And so the idea behind Founding Sales is like, “No, here’s your recipe book for…” Because if you think about where most founders come from, they come from a product management background or product marketing background, or maybe engineering background, maybe a consulting background, maybe a finance background. Fill in the blank. But generally speaking, not a lot of sales experience. And so it can be pretty impenetrable, especially considering the fact that sales is typically learned via apprenticeship, if you will.
And so the whole idea behind Founding Sales was like, “Screw that, having to figure it out as we go. Let’s just create a full synthesis of what the founder would need in order to get from zero to that first one, two, 3 million of ARR before you want to professionalize the sales organization with dedicated sales management and sales leadership and what have you.” And that’s why it’s not like Success Point. Maybe it’s not as much fun to read as like, The Hard Thing About Hard Things, or what have you. Or it’s like, “Oh yeah.” It’s kind of like war stories over whiskey or whatever. But this is more just the thing that you want to come back to on a recurrent basis.
Or alternatively you’re like, “Okay, cool, I’m going to read the first five chapters because I have no customers right now. And then once I start acquiring some customers, now maybe I turn my attention to customer success. I’m going to read that chapter now.” Right?

Rob Walling:
Yeah. I like the way you’re describing it, more of a manual.

Pete Kazanjy:
Yeah, manual. Perfect encapsulation. So, it’s very much a handbook that we want people to come back to. This is why it’s available online in hypertext format as well, so it can be searchable and people can come back to it. But yeah, that’s kind of like the whole purpose of it.

Rob Walling:
And I love the focus of it. I mean, the Amazon blurb says, “This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role, specifically founders who are leading organizations that have a B2B direct sales model. And this book will be targeted specifically to the realm of B2B SaaS.” And as I’m reading this, I’m just like, “Yes, please. Yeah, this is exactly my world. How have I not…” I was kind of like, “How have I not heard of this before now?” So I’m glad that’s some of the [inaudible 00:07:55].
I mean, no joke, I haven’t read the whole thing obviously because it’s 477 pages, but I read a good chunk of it last night. And it is the best encapsulation, the best book or other material that I have read of being a founder who doesn’t have much, if any sales experience. That was the situation you were in with TalentBin. I think you had to learn sales in order to find product market fit. And then you grew it to 6 million ARR before selling to Monster, is that right?

Pete Kazanjy:
Yeah. So very much TalentBin was the situation where we had an initial hypothesis that you could use. So TalentBin was essentially open web talent search engine. Essentially what we did is we crawled GitHub, Stack Overflow, Twitter Meetup, et cetera, et cetera. This is 10 years ago, before LinkedIn had really solved their problem of information density on the profile pages. And so as a result, if you could crawl all those different websites and then kind of create a composite profile and put that in a database, technical recruiters would really like that. And so, that’s what talented was.
And it turned out that that hypothesis was correct, but it was not something that people would just buy on their own. And so we had to transition from, “All right, people will just buy this on their own.”, which is not the case. Never is the case, unless you’re talking about a very, very thin kind of PLG use case. And so someone had to go from being… Someone had to go sell it. And that was kind of my responsibility.
And so I went from being our first seller to being our first sales manager and then our first sales leader. And when we were acquired by a Monster, I think we had 10 sellers, eight sellers, or what have… Eight sellers, five SDRs, similar number of CSMs, and what have you. And so the way that I learned sales in that scenario was very much piecing it together. So I obviously read Predictable Revenue by Aaron Ross, but that’s actually later stage, if you think about it. You already have a sales motion that’s been de-risked, and really it’s just about driving scale at top of funnel.
And then of course you have Eric Ries, the Lean Startup, and Steve Blanks, Four Steps to the Epiphany, I guess it’s called The Startup Owner’s Manual now. And there’s kind of like this thing that’s missing in the middle where’s just like, “Okay, cool, I validated the hypothesis here. And maybe I have a product that has early indications that it solves the relevant problem. But now I have to repeatedly…” Or sorry. “Now first I have to get non-zero customers and then I have to repeatedly sell it. And then once I repeatedly sell it, ideally get other people to repeatedly sell it.” And so that was kind of missing in the middle there, and that’s what the book was written for.

Rob Walling:
And you grew an exited, and now you’re working on your next startup called, Atrium. It’s atriumhq.com. Your H1 is tough times, call for amazing sales management. Atrium helps sales managers use metrics to increase rep efficiency and survive and thrive in a downturn.
You’ve raised quite a bit of money just talking offline. I said, Crunchbase says 33 and a half million. And you’re like, “Well, I guess that’s a lot of money. I guess that’s right.” It starts acting up, you just lose track at a certain point, right?

Pete Kazanjy:
Yeah, yeah. So, exactly. So Atrium makes, what we call, data-driven sales management software. It’s software that helps sales organizations, so managers, leaders, and reps use metrics to improve performance. I mean, the way to kind of think about it in short is Moneyball for sales teams. And really, it’s kind of the software encapsulation of a lot of the work that I did at TalentBin around instrumenting the quantity and quality of selling behavior that was happening on our team. Except the way that we did it back then, back then in the olden days, was lots of Google Sheets, lots of Salesforce reporting, and dashboards, and what have you, [inaudible 00:11:28] together with meeting invites and what have you to make sure that your people are coming back, and looking at that stuff.
And what we realized was that most organizations really suck at measuring and managing biometric. I was pretty okay at it because I’m kind of a sales nerd, but most organizations are pretty poor at that. And most sales managers and sales leaders, as we kind of like to joke, don’t necessarily come from the math department or the finance department. They come from the storytelling department, which is fine. And so helping them manage biometric, is a really powerful thing that you can do.
And yeah, we’ve been working on Atrium for, I guess, six years now or what have you, few hundred customers. Yeah, definitely a little bit of a different track than a lot of the… Definitely not a bootstrap track, but lots of fun. We get to work with hundreds and hundreds and hundreds of modern sales organizations. I also started and run the nation’s largest sales operations in leadership community called, Modern Sales Pros. But yeah, it’s just like it’s all sales all the time over here.

Rob Walling:
I know how that feels. Not that I’m in sales, it’s that I’m in all bootstrapped and mostly bootstrapped B2B SaaS. It’s just what I think about day and night.
I want to dive into the book a bit. So in a lot of interviews when I interview authors, I feel like, “I think we can cover a quarter of this book or a third of this book [inaudible 00:12:44].” There’s no chance. We’re going to be five to 10%. So obviously as a listener, if you’re listening to this, head to foundingsales.com, check it out.
But I want to bounce around a bit. So chapter one is, mindset changes in first time sales professionals. And there’s two things I’d love to hear you expound on. One is, one, mindset changes, embrace plenty not scarcity. And the second one is expect to win, but be unfazed by rejection.

Pete Kazanjy:
Well, I think that… And yeah, thanks for calling that. One thing just had got a note for your audience, the book is available online at foundingsales.com. It’s available, you just log in. And I really wanted it to be available via hypertext so people could search across it and come back to it because again, it is very much of a manual. You can set it down and come back to it, et cetera.
So yeah, I mean the concept of embracing plenty is a very confusing concept to most humans. And in general, I think the sales mindset change chapter is about validating that that uncomfortable feeling that you’re feeling as you’re starting to do sales, is totally okay. Because a lot of the things that you do as a seller is very, very, very different than what you would do as a product manager or a software engineer or consultants, or what have you. Or even just a human in general, which sounds kind of weird.
A good example of that would be, most of the time we think about things like, “Hey, we should conserve resources.” Like, “Hey, you know what? That carton of milk’s not done.” “Hey, let’s not throw out that extra pizza.”, et. cetera. Whereas the thing that’s a big kind of mind shift in sales is that the thing that you have scarcity of is your time, you don’t have scarcity of prospects. And so oftentimes what ends up happening is, people get really wrapped around the axle like chasing opportunities, essentially deals, potential deals or prospects or what have you, that end up not having the need of the problem that you solve. Or alternatively, maybe they do, but they’re just not getting it. Right? And you’re like, “No, no, no, I’m going to get them there. I’m going to get them there, I’m going to convince them.”
And really at a certain point, you just have to be like, “No, no, no, I’m going to set this down. I’m going to close loss this, and I’m going to move on.” Because especially, especially early on, in either new category creation or early stage SaaS, there’s going to be tens of thousands if not hundreds and hundreds and hundreds of thousands of prospects that could use your solution. So, that’s what we mean around embracing a mindset of plenty versus a mindset of scarcity. So, stop throwing good time after bad with respect to those prospects. And then as soon as you start embracing that concept of abundance as opposed to scarcity, you start thinking about things like, “Oh, okay, cool. How can I get in touch with everybody? How can I scalably get in touch with tens and tens of thousands of people? Or how can I paralyze my meetings or what have you?” So, that’s the first thing.
And the second thing that you kind of talked about expecting to win, but being unfazed when you lose, is that in general, the big kind of mindset shift with sales that’s kind of hard for people to take is that you’re going to be losing most of the time. If you have a 25% win rate, which is really good. If you win a quarter of the deals, first meetings that you take, that’s a really good win rate. Most early stage, especially new categories, it’s going to be a lot lower than that because people are like, “Yeah, I’m not necessarily sure I have this need.” Anywhere in the 10 to 15% range. So, you’re going to be losing 75, 80, 85% of the time. And so most normal human beings, that would be really demoralizing. You might be like, “I don’t know if I like this.” Right? And so that’s why what you have to do is, you really have to just rebase yourself and recalibrate and say, “Hey, you know what, I’m going to be unphased if I lose.”
But the other thing with sales too is that we are in the business of, I forget who says this, but it’s like sales is the transfer of enthusiasm. And so, we are able to impact our audience and our prospect in a meaningful way. We’re trying to reveal to them the unmet needs that they might have. We’re trying to reveal to them the fact that there’s a new way, a better way of doing what it is that they’re doing right now. We have to get them stoked up on that and pumped. And it’s kind of hard to do that if you’re like, “Oh man, I’m probably just going to lose this deal anyway.”
Actually, there’s a gentleman who is an early sales sales rep here at Atrium, gentleman named, Carson Kaufman. Super bright guy. And he always says that sales is a Broadway play put on by psychologists, because essentially you’re performing, like, “Hey, all right. Let’s get excited.”, while thinking about what the other person’s thinking about and how I can talk to them and change their perceptions in a way that is going to lead them along to the path that I want them to follow. And so if you do that with an Eeyore mindset or like, “Oh, [inaudible 00:17:40].”, you’re actually going to negatively impact your ability to achieve your goal.
And so, that’s why when you walk into a sales call, you have to get pumped and say, “Hey, you know what? I’m going to expect to win this, and I’m going to will that into existence. And moreover, if I end up losing it, which I probably will, I’m not going to be phased by it, because I probably have another meeting immediately afterwards.”

Rob Walling:
Right. Another crack at the plate, right?

Pete Kazanjy:
Yeah.

Rob Walling:
Yeah, it’s an interesting way to think about it.
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You also, skipping ahead to chapter three, sales materials basics, you go through… One of my favorite things was you were talking about speed versus production value, and the ability to iterate quickly on sales material. And first of all, you were like, “Founder, you need to do sales. You can’t outsource this until you hit a point where you’re… And outsource, I mean, hire someone to do it. “Until you hit a point where you have repeatable sales.” I think hopefully most people listening already know that. I’ve said it a few times here. But when you said speed versus production value and-

Pete Kazanjy:
Bless, Rob. Bless. Good job.

Rob Walling:
I know. I’m trying to preach the good gospel here. I had to chuckle as I was reading because your sales presentations, you give tons of examples like, “Here are the basics, six things or whatever that should be in it.” And then you gave examples, I’m assuming from TalentBin, of actual slides that you would use. They did not look good, sir. They were really crappy. And I was laughing because I’m like, “He’s eating his own dog food here. He’s walking the walk.” Because your point was, “Stop hiring a designer and waiting for weeks to turn (beep) around because you learn something this call, you change the slide for next call.” Right? Talk us through that a little more about speed of iteration, production value, all that.

Pete Kazanjy:
Yeah, for sure. I mean, I think the thing that might be helpful for your audience is the way to think about your sales motion, think of it as a product or a as software itself. And so what you want to be able to do there is have speed of iteration. So think of it as like MVP, right? Minimum viable, minimum valuable, et cetera. And so you want to be able to have speed of iteration, not just iteration, but speed of addition as well.
And so a good example of that would be, let’s say that an objection comes up. “Hey Rob, I’m not sure if the TinySeed route is for me. I think I might want to go with a more traditional, I want to go big. I want to go big. I’m going to go out to the valley and I’m going to raise me a seed round.” And Rob can talk that through and just be like, “Well, let me explain to you why it might make a lot more sense for you to do a smaller kind of like TinySeed, work with us here at TinySeed.” Rob can explain that, but wouldn’t it be better if he had a slide that would then demonstrate that?
And so maybe when Rob… And I’m sure you probably have encountered maybe that objection two years ago, three years ago, whatever it was. And then every time you hear an objection twice, this is the rule of thumb that I like to say is, anytime you hear the same objection twice, create a slide. And what it does is it creates a swim lane, kind of like guardrails for you, where you have visuals because humans are visual. It allows them to see something while you’re talking at them. And it gives you guardrails and a map for reading, not reading, reading, but essentially a path to talk them through.
And so if you take a long time to do that incremental objection handle slide, or as you were kind of noting earlier, iterating a slide for a part of your presentation that isn’t necessarily landing, well, that’s a problem. It’s like having a bug on production that you can’t solve, that you’re not going to fix for a whole month or whatever. All of your users are running into that bug on a recurrent basis. So it’s way better to trade off speed, at least in the early stage, it’s way better to trade off speed for the ability to iterate, versus making it picture, picture perfect.

Rob Walling:
This ties into the next thing I was going to ask you about, which is in chapter seven, about pitching. You talk a lot about objection handling. And there’s a quote from the book. So periodically, Pete, I get quoted on Twitter. People will quote me back to myself, and I’m like, “I said that?” Could you point to a source? So, I love quoting authors back to themselves because-

Pete Kazanjy:
Oh, man, making me scared right now.

Rob Walling:
477 pages, and I’m going to quote you. No, your quote was, “Objection handling is where some of the most important work in sales is done.” And that sentence struck me, when I read it. Can you expound on that?

Pete Kazanjy:
Yeah, for sure. So the way to think about what we’re doing when we’re selling is, we’re trying to reveal need to someone. Right? Like, “Oh man, I didn’t realize the downside associated with a traditional seed round. That’s interesting. You’ve rebased how I think about things.” So, it’s revealing to them a need, an unmet need and the magnitude associated there with, presenting to them a mechanism by which to surmount that unmet need. Like, “Oh. Well the good news is, there’s this thing called TinySeed that never existed before.” “Oh, okay, cool.” And the value associated with that.
And then the last part is handling objections for someone who’s like, “Yeah, but I’m not so sure about this. Wait a minute, what about this? Wait a minute, [inaudible 00:24:03].” And so the good news is, is that when people are objecting, that means they’re engaged. Right? It’s kind of like, what is it? The opposite of love is not hate. The opposite of love is indifference. So in this case, someone’s actually objecting to things that you’re saying, at least they’re paying attention and they’re engaged. And so what’ll end up happening is, you’ll start identifying these common scenarios wherein somebody is objecting to the value proposition you’re presenting.
So, let’s use Atrium as an example. So Atrium makes this… we make data-driven sales management software. One of the things that’s super cool about it, it takes two minutes to set up. You just sign into your Salesforce account and poof, it creates a world-class metrics harness that then of course, is continuously monitored statistically to tell you when there are problems with metrics for this rep or that rep or whatever. Again, it’s automated Moneyball for sales teams.
All right, cool. Well you can imagine some sales manager or some sales interview, like, “But we have a very specific sales motion, so I don’t know if you’re out-of-the-box metrics are really going to handle it.” “You know what, Rob, I hear what you’re saying there, but it turns out that the revenue formula is the same, regardless of the organization. So bookings, wins, win rate, average selling price, the number of opportunities that are in your pipeline, the number of new opportunities that are coming in your pipe, customer facing meetings, those are all things that matter for organizations, regardless of which organization it is. I imagine that’s the case for you guys as well. Am I thinking about that right?” “God, you’re right. I guess I hadn’t thought about that.” “Yeah, moreover, you probably don’t have all these metrics right now. Moreover, you’re probably not recurringly analyzing them.” “That’s a good point, Pete.” “Wonderful. Yeah. So, were there other questions?”
And so what’ll end up happening is, you’ll start seeing these… you’ll start getting this map of questions that will currently come up. And then so one, you can have those objection handles ready. Two, you can have a slide for it, like, “Oh, I hear what you’re saying here, Rob. Let’s go ahead and look at this.” And then three, what you can do is you can start pulling that forward and you can start prehandling those. So essentially bringing it forward in the pitch in order to rehandle those, like essentially incept the person ahead of time so it never even shows up for them. Because like, “I know what you’re thinking.” If you’re some of the folks we talk with, you’re thinking this, right? You can deal with that, because literally all we’re trying to do is smooth the pathway to a purchase, smooth the pathway.
It’s kind of like a checkout flow. But in this case, because it’s a 10,000, 20,000, $30,000 contract, there’s not really going to be a swipe checkout flow. So what we’re trying to do is we’re trying to smooth that checkout flow as much as possible using words and pictures. And so having good objection handles is a great way of doing them.

Rob Walling:
In that chapter, you also touched on asking for the sale, which is a mistake. I see.

Pete Kazanjy:
Oh, yeah.

Rob Walling:
This audience of this podcast is, let’s say, 75% technical, maybe even 80% developers. And we, as a developer, former developer, myself, I just was always felt awkward to… ‘Cause it’s an awkward question, and guess what? It leads to rejection because people say no. But talk me through. How do you get over that and why is it such a critical thing to learn?

Pete Kazanjy:
I think at the end of the day, the thing that… This is something that hopefully I won’t get on a rant here. I can’t promise though. I can’t promise, I can’t promise. One of the things that drives me nuts is how people will tell folks like, “Oh yeah, there’s born sellers.” And I think that’s BS, right? I think it’s just practice. And so, good example because these things… As I noted earlier regarding sales mindset changes, these are just not supernatural behaviors, super common behaviors. But that doesn’t mean that they’re impossible. They just require repetition and kind of grooving those behaviors. And once you’ve done it a few dozen times or more than that, you’ve got the muscle memory going, you’re callous, and you’re on your merry way.
And this is why in that sales mindset changes chapter, I kind of talk about how you actually feel this weird psychological, neurological changes in yourself. And so asking for the sale is a great example of that. And then the good news is, there’s lots of ways that you can practice these things ahead of time. Because I think oftentimes, people equate sales to different athletic endeavors for good reason. Because what it is, is its these micro behaviors that are kind of motions you might engage in a baseball swing or a golf swing or a basketball player, what have you. And they’re not easy and they’re not necessarily natural. So you practice them. And then once you practice them, you get good at them, and they don’t feel unnatural anymore. You just do them like you’re falling out of bed.
And so asking for the sale is a great example of that, being comfortable to say, “So based on what you’re saying here, Rob, it sounds like you got about 15 sales reps and no sales operations function over there. And so I think you had mentioned earlier that you had a couple reps that like man, you really wish you had caught their underperformance earlier before you had to fire them a lot later than you had anticipated. We’ve shown you that how Atrium could have solved that. Based on what I’m seeing here, this really seems like something that would solve your problems. Am I thinking about that wrong or what are your thoughts?” And just shut up. Right?
And so, just doing that lots and lots and lots and lots and lots and lots and lots and lots of times is just going to make you way more comfortable. And so the way to kind of surmount that is to not avoid it. This is the worst way. But just to look for opportunities to test yourself on a recurrent basis. And so, there’s kind of micro behaviors that I like to say that people can engage in. As an example, you want to get better at just talking with folks and creating rapport? Just make awkward eye contact with people while you’re walking down the street. Just force yourself to. It’s just a small bit of practice, like, “All right, I’m just going to make eye contact with every person that I walk by and I’m going to smile at them. And that’s going to be a micro behavior that I’m going to do in order to force myself to become callous to that behavior.”
Maybe a more advanced version of that is, “I’m going to strike up conversations with people. I’m going to force myself to find something that I need to be able to hook onto.” When we started this call like, “Whoa, Millennium Falcon! Look out. It’s a trap.” Force yourself to do that. And low and behold, two months in, your behavior will be totally changed. And it’s a more advanced version of that is, “Right. So what the pricing would be for something like… You guys will probably be around 25 or $30,000. How does that feel?”

Rob Walling:
And then you shut up?

Pete Kazanjy:
Right. And that’s very difficult. But you can work your way up to it and then just do it again and again and again and again. So don’t avoid it, just embrace it. And just recognize that after you do it 50 or a hundred times, it’s going to just be a callous. And everyone can do it.

Rob Walling:
Yeah, that’s great. I love that, I mean, one of my personal mottoes, I’ve said it many times on the show, is, relentless execution. I didn’t become a success in two years. It took me, depending on how you define it, five years or 11 years or whatever. And it was showing up every day and doing repeated behaviors that I had to get better at. 15 years ago, I was not the entrepreneur I am today. And that didn’t happen by magic, it happened by wrote the execution and just doing (beep) that was hard and getting better at it. And so, I really like that idea.

Pete Kazanjy:
Put in the calories. You definitely have to put the calories in.

Rob Walling:
So as we wrap up, I want to ask you a question. Oh, so another fun side jack. So I went to ChatGPT before this just to see. I’ve never done this. And I said, “I’m interviewing Pete Kazanjy, author of Founding Sales, for my podcast.” I did the whole thing, did a prompt. And I said-

Pete Kazanjy:
You’re frightening me.

Rob Walling:
… “What interview questions should I ask him?” And it gave me eight interview questions that basically were… Six, were garbage. They are these high level, complete, (beep) general. It’s things you hear on a podcast where they’re just going through the motions, and that’s not what we do here. You can tell I dig into the material I want to hear.

Pete Kazanjy:
Yeah, yeah.

Rob Walling:
But two of them were actually pretty good. I think we’ll have time for one of them, and I’m going to tweak it a little bit. The question that they had was, “In your experience, what sets successful sales teams apart from those that struggle?” But I want to change it up because for this audience, there aren’t a lot of sales teams, there’s a lot of founders. So I was really thinking, let’s say that you had a situation where you have decent product market fit with your product, and you have two sales reps. They’re dealing with the same leads. One is closing one in 10 and one is closing three in 10. So, huge difference in performance. What are the one or two or three most common differences between those two individuals that you see?

Pete Kazanjy:
So I think what what’s funny is, you prune down the decision tree of what might be the problem there already, kind of like when setting up your hypothetical there. So the first thing, sales success is driven by a high quantity of high quality selling behavior. That’s why it again, is kind of analogous to a lot of athletic endeavor, because it’s very difficult to have non-linear scale with respect to B2B sales, because it’s essentially bounded by the constraint of a human and another human. So, there’s only 40 or 50 hours in the week or what have you.
So in your case, you said, “Hey look, this person’s got a win rate problem. They’re winning one out of 10. This person over here is winning three out of 10.” So, that indicates that it’s actually not an activity issue. It’s not that they don’t have an insufficient… they’re not doing an insufficient quantity of selling behavior, presumably. Let’s say they’re both having, I don’t know, five first meetings a week or seven first meetings a week or what have you.
So then the question there is, “Wonderful. So, what’s the issue with the person who’s only closing one out of 10?” So there could be a variety of things. Now we have to go upstream in the decision tree and say, “Okay, start looking at their opportunity conversion rates.” You can do this in your CRM and looking at opportunity conversion rates. We can do it in a more kind of minimum viable way here. It’s like, “Look, in the first meeting, are we revealing pain, or are we talking to people who literally don’t have the problem that we have?”
Because if we’re talking to people who don’t have the problem that we have, use Atrium as an example. If you have a rep who’s engaging with organizations with two sales reps, Atrium makes sense when you start have your SDRs plus AEs is greater than or equal to 10 all the way up to 500. So if you have a rep and they’re talking to organizations that are not ideal customer profile, like, “Oh yeah. Hey, how’s it going there, Rob? So, how many AEs you got over there?” “Oh, I got one.” “Okay, awesome. Let me tell you a little bit more about Atrium.” Right?

Rob Walling:
Right. Right.

Pete Kazanjy:
It’s like, “Get out, man. What are you doing?” Right? That’s not ICP. So that be the first thing is, need there. Right? Is need there? First. Second, are they revealing eliciting need to that person? Might not be doing a good job of that. “Hey Rob, how many accounting… I was looking at LinkedIn earlier, and it seems like you got about 15 AEs over there at Drip. Am I thinking about that, right?” “Yeah, you are. Yeah.” “Hey, good job. Good LinkedIn sort of thing.” “Yeah, thanks.” “Well here, let me just tell you a little bit about Atrium [inaudible 00:35:10].” And show up and throw up versus, “Yeah. So Rob, how do you go about measuring their performance? I noticed you don’t have any sales ops over there. Are you in charge of the reporting in all your free time? Wink, wink.” “Oh, man. Let me tell you about how hard it is [inaudible 00:35:29].” And that’s good discovery.
And so then the next thing would be based on that discovery, then fitting the value proposition to the discovered pain points, or discovered slash revealed pain points. And so you can break that down and see where is the hitch in that rep’s giddy up. And it could be any of the above. Maybe it’s none of the above right there, but the person is just a spazz and they don’t manage their pipeline effectively. Well, that would show up in other indicators as well. Like, “Man, when I listen to your calls, you do a really good job of these things right here. You just forget to send follow-up emails and set next meetings.” “Oh, okay, cool.” That would also lead to a low win rate.
So essentially, and this is where data-driven management comes in, is what you want to be able to do, is use metrics and data in order to interrogate. Again, I think your audience is largely developers. When you’re doing a stack trace or you’re trying to understand what’s wrong with your app, that’s what observability software is for, is to help you understand where is the hitch and the giddy up? Is it in the front end? Is the page not loading because there’s a problem in the front end, or is the page not loading because there’s a problem with the network? Or the page not loading because there’s a problem with the query? Where’s the problem at? And so, that’s how you can interrogate that on a per human basis and understand where the issue is.

Rob Walling:
It’s like debugging. Debugging. No, but-

Pete Kazanjy:
Super-

Rob Walling:
… debugging anything is hard.

Pete Kazanjy:
It’s debugging. It is debugging.

Rob Walling:
I like the analogy you use there. Yeah, that’s super cool.

Pete Kazanjy:
Except in this case, they’re humans, so they’re squishy and messy. And they’re not deterministic and they don’t execute the same way every time. So we talk about this with people all the time, because we’ll talk with sales operations folks or whatever. And they’ll be like, “Oh, but I don’t know how precise the metrics is.” It’s like, “My brother, we are measuring humans here. So our statistical significance, or our significant digits cannot be more than the nature of the problem that we’re measuring, which are humans right now.”

Rob Walling:
Yeah, that’s great. And that’s something that is… Sales feels… Sales and marketing. If you’re a developer, sales and marketing feel complex and scary and like a black box. And they’re squishy, and it’s all due to that. You can’t run a stack trace on your sales team. You have to pull in a bunch of metrics and look at it.

Pete Kazanjy:
The thing that people mistake is, people look at it and they say, “No, no, no, it’s only art.” They’re wrong. And then there’s other people are like, “No, no, no, it’s only science.” They’re also wrong. It is a science that is around people. Again, kind of athletic analytics and kind of things like that. To say that you can’t use metrics and numbers to instrument and improve the human behavior is of course, silly pants. Right? Because I’m sure a lot of the audience listening at home, they probably have Apple watches or WHOOPs, or maybe Oura Rings or Eight Sleep or whatever. And numbers are our friends. That’s why the Babylonians came up with them, right?

Rob Walling:
Right. And even if you can’t to a hundred percent, it’s like website attribution or click through attribution. It’s not a hundred percent. And I hear people online, it’s especially people who don’t want to market, are like, “Well, attribution just doesn’t work.” And it’s like, “No, it does work. It’s just not a hundred percent, but some attribution is better than nothing.” And that’s-

Pete Kazanjy:
Exactly. The appropriate level of specificity.

Rob Walling:
Yep. Well, Pete, thanks so much for joining me today. Folks want to check out your book, Founding Sales.com, and of course, your Pete Kazanjy, K-A-Z -A-N-J-Y, on Twitter. Thanks again, man.

Pete Kazanjy:
Yeah, you bet. Thanks for having me, Rob.

Rob Walling:
Thanks again to Pete for joining me this week, and thank you for showing up every week. If you keep listening, I’ll keep recording. This is Rob Walling, signing off from episode 649.

Rob Walling:
So in my opinion, while I hate saying, “Well, you should just build it,” in the cases of a lot of these smaller products that you’re trying to get into the marketplaces, I think that building it first without doing a ton of validation is probably the way to go. It’s to act quickly, get something tested. Now, realize that it may fail and you may have wasted that time and that’s validation that it was a bad idea.
The problem with building without validating is usually building takes, what, six months, 12 months? Heaven forbid people spend 18 months sitting in a basement building and they’ve pissed away all that time when they could have done some validation and quickly gotten a signal of whether it’s going to work or not.
Welcome back to another episode of Startups For the Rest of Us. I’m your host Rob Walling, and in this episode, I’m going to answer listener questions. We have a great backlog of questions. I’m going to work through as many as I can today.
Before we dive into the first question, I wanted to let you know that my fourth book is complete. It’s called The SaaS Playbook: Build a Multimillion-Dollar Startup Without Venture Capital. It’s not solely focused on bootstrapping, you can raise a little bit of money, it’s just not going down the venture track. It’s all the things I talk about here on this show and at MicroConf and through TinySeed.
If you want to learn more about the book, see what I cover inside, read through the table of contents, download a couple sample chapters, head to SaaSPlaybook.com. I’ll be running at Kickstarter for the book in the next few months, and if you want to be notified, you can sign up for the email list at SaaSPlaybook.com, or better yet, head to StartupsFortheRestofUs.com. Enter your email there, and you’ll not only get the two secret episodes of Startups for the Rest of Us where I talk about things you should know and things you must know as you build and grow your company, we also have some guides that are attached to those, PDF guides, as well as a download of the 5 P.M. Framework.
But with that, let’s dive into our first listener question about challenging a nonprofit as a software startup.

Kevin:
Hey Rob, this is Kevin from Ohio. I’m curious your thoughts around attempting to challenge a nonprofit incumbent as a software startup, I’m looking at what I consider to be a pretty major opportunity in a niche of the higher education space where the current experience is both extremely expensive and inefficient for all parties involved. It’s not hard to find a lot of people complaining about the current situation on social media and some programs are openly exploring alternatives at the moment.
But I’m just wondering if you see any roadblocks in challenging a nonprofit that don’t exist when challenging another private company. Appreciate your thoughts, big fan of the show. Thanks very much.

Rob Walling:
Thanks for that question, Kevin, and of course, his question went to the top of the stack because it’s an audio or a video question. You can go to StartupsfortheRestofUs.com, click ask a question in the top nav and submit your question, and just in case you’re concerned that you might mess up while asking the question, we actually edit the questions to make everyone sound smart. So if you have a question, send it in.
To answer your question, Kevin, I can’t think of too many things that change when competing against a for-profit versus a nonprofit. I think the only thing that comes to mind is a lot of nonprofit software and a lot of nonprofits are essentially subsidized by donations. So if they are offering something cheaper than you are able to, that could obviously be an issue because they’re essentially subsidized by this external funding source.
Another thing to think about is if they’re a nonprofit, do they somehow have the moral high ground? Are they always able to say, “Well, we’re a nonprofit so you should support us and not this evil capitalistic for-profit company”? I don’t know. I don’t know if that’s the case. If everyone’s unhappy with them anyways, this probably won’t be an issue.
But aside from those two things, I honestly can’t think of anything that would stand in your way that wouldn’t be just a standard competition against an incumbent competitor.
My next question is more of a topic suggestion and it comes to me from Craig Hewitt. He actually posted in one of the Slack groups that I’m in, and he posted a link to Wistia Live, which is, as Wistia calls it, “The only tool marketers need to create, host, market and analyze webinars.” And Craig says, “I don’t know what to make of this from a bigger picture perspective, but it’s interesting to see everyone building tools that encroach on neighboring tools’ turf. It sure seems like the way most companies are choosing to grow these days. This might be an interesting topic for Startups For the Rest of Us.”
And it is an interesting topic for Startups For the Rest of Us. I think my thoughts are pretty straightforward on this. Most companies build a product and that product tops out at a certain point whether you have other competitors fighting against you, whether there’s just only so many SEO keywords you can rank for, you are going to plateau. And some products, like step one businesses, they plateau at two grand, five grand, ten grand a month, and others that can be multimillion-dollar products, they still plateau at some point. Maybe it’s one, maybe it’s $10 million, maybe it’s $50, but unless you’re a B2C play, you inevitably plateau with your first product.
And so there’s this great article called The Elephant in the Room: the Myth of Exponential Hyper-Growth. We’ll link it up. It’s by Jason Cohen, and in essence, he talks about this exact scenario and he called it the elephant curve or the S-curve, but you have this growth and then you plateau. And when you look at companies that continue to grow year after year after year, it’s almost never, especially in the B2B space, pretty much never a single product. I think Slack might be one exception I can think of. Salesforce, they have like a gajillion products. HubSpot, they have a bunch of products. Intercom, they have a bunch of products. These companies that get into the billions in B2B usually have a number of products.
And so in this article that Jason Cohen wrote, he talks about how in ’06 HubSpot was founded, they launched their Marketing Hub. In 2011, they acquired Performable, which was landing pages and I believe there was some split testing in it. And then in 2014 there were about $100 million and they launched CRM, and they launched their Sales Hub, and then they launched their Service Hub launch. I don’t even know what that is, but in 2017 they did, and they kept growing and you can see this graph of them launching product after product after product and it becomes inevitable. There are only so many big spaces in B2B SaaS that eventually you are likely to just stumble into the next adjacent space.
If you think about video hosting, webinars are a pretty obvious adjacent vertical, I’ll say. It’s not even a vertical, but just an adjacent market. Similar if you were an email service provider, there are some adjacent pieces to that. There are landing pages, there are driving ads to those landing pages and you saw Mail Chimp launch landing pages and then launch a Facebook ad builder, so they became more of a marketing suite, and I’m imagining that they will continue to pick off more and more pieces of that pie.
Similarly, if you launched a social media posting tool, first you’re going to go after Facebook or Twitter, and then you’re going to slowly add all of them. It’s an obvious thing. And then you start thinking, well, how else are people using this for? Oh, well, they’re using it for customer support. Let’s kind of build a support tool into it. And then you realize people are reviewing drafts of their content in there, so you build a whole content workflow, which is another adjacent product.
This naturally happens and it doesn’t happen in the first year. It happens in the fifth or the 10th or the 15th. When we see companies like Wistia and HubSpot and Intercom, whatever other B2B SaaS, MailChimp that I just mentioned, these are companies that have been around for a decade or two in some cases, and I view it almost as inevitable that companies that are around that long and are not acquired by another company and swallowed up and absorbed, that those companies will inevitably slowly just merge towards the big markets. And the big markets always have competition.
So thanks for that topic suggestion, Craig. Hope you found that insightful.
This next question’s a quick one. It’s text, but I am going to squeeze it in because I think it’s a fast answer and it comes from Andy. The subject is incorporating as a Delaware C Corp.
He asks, “Hey Rob, love the podcast. It’s been so helpful as I get my business off the ground. I’m starting to generate some revenue and have some high hopes for 2023. After some research, it seems like a Delaware C Corp will be my best route for my business. Is this something I should hire a lawyer or I can do myself? Thanks for all your help.”
So first off, I want to call out a prior episode of Startups for the Rest of Us that if you are deciding between LLCs, S Crops and C Corps, this is the US-based conversation obviously, but you should look at Episode 442 of this here very pod called, “Corporate Structures and How the Choice You Make Now Can Impact You years Down the Line.” Einar Vollset and myself sat here and talked for 35 minutes about the pros and cons of making that decision.
Once you’ve made that decision, I recommend Stripe Atlas. Stripe Atlas is amazing. So five years ago, the question of forming a C Corp, I would’ve hired a lawyer personally, pay someone $1,000 bucks, $2,000 bucks, and they file it for you and then you do have the extra tax burden of having a CPA file a C Corp return for you each year.
Now if I were doing it, C Corp LLC, I would go straight to Stripe Atlas. I believe the cost is $500, and we see TinySeed companies all the time using it. The docs are clean, the IP assignments are clean. I’m a big fan of Stripe Atlas and frankly, that is my recommendation. If for some reason Stripe Atlas doesn’t work for you or you can’t access it, then yes, I would hire a lawyer.
Can you do it yourself? Probably. You can go to a service like Lexgo, which is a TinySeed company, or you can go to Rocket Lawyer and do it yourself or just spend the hours and hours combing through government docs because I feel like it’s not that complicated, but you don’t really know what you’re doing and the odds of you doing something wrong are pretty high. So I would lean towards getting outside help.
Thanks for that question, Andy. Hope it was helpful. My next question is from Jeff in my very own Minneapolis.

Jeff Lynn:
Hey Rob, this is Jeff Lynn from Minneapolis, Minnesota. I started listening to your podcast about six months ago, so I’m relatively new to it. I’m catching up on some old episodes. Your most recent episode with Andrew Berkowitz on building happy, high-performing teams really resonated with me.
I run an 18-year-old software services company called Bust Out. We design and build custom mobile apps and websites. My question is around bootstrapping a spinoff startup from a dev agency. About a year ago, I also started a new company called Pennant. We’re a technology platform that enables performing artists to launch their own custom-branded streaming video platform on web, mobile and TV. We’re fully bootstrapped. We have some revenue, we have some customers, but my question is what are your thoughts on software services agencies spinning out product startups? We’re seeing some benefits and some challenges and just curious about whether or not you have any thoughts around that.
All right, thanks. Bye.

Rob Walling:
Thanks for the question, Jeff. This is a really good question and a common one. I know so many people who are either freelancing or they run an agency just like you do.
I actually ran a micro agency, I called it, where it was just me with several contractors and we would build websites and build, at the time it was asp.net, line of business applications, and that’s what I was doing as I transitioned into full-time product income.
And so my thoughts are yes, it’s both a luxury and an absolute pain in the ask because the luxury is you have dev resources and/or marketing resources and you have revenue, you have some type of money you can invest in this, which a lot of people doing it nights and weekends don’t. The hard part is every resource you throw towards your product is not a billable hour, and so it can feel like you are sinking costs into something that could be highly profitable for you if you were billing them out to a client.
In addition, I think the biggest killer or roadblock trying to have an agency launch products is they never get the focus that you need. You always get distracted running your agency because that’s what pays the bills. And so if it’s a decision of making another sale with the agency or trying a marketing approach that may not work for 4, 5, 6, 8 months, SEO content, pay per click, anything, anything we could talk about can take time to learn, usually you err on the side of keeping the cash cow business going, and that can be really challenging to be honest. That’s probably the biggest reason I see agencies not able to make the switch is the constant distraction.
So this can be easy if you’re big enough. Let’s say you have 30 developers and you’re hiring everyone out making X dollars per hour. If you take one or two of them and put them on a product and they don’t have to do any client work, well, at least they now have focus. Can you then spin off a designer or someone to almost be the founder, and they don’t have to own equity, but it’s “the founder” such that they can focus full-time on trying to grow or validate or do customer development on this product?
If you think about it, most products, especially SaaS, they don’t work, even those that are focused on full-time. You think of all the founders you’ve known that have quit their day job and worked on a product and had it not work out or have raised funding and quit their day job to work on a product and had that not work out. You are trying to do something that’s very hard and if you’re not putting people who can focus on it full-time, it’s yet another disadvantage. It’s taking bad odds and cutting those odds in half or in thirds. It’s making them even worse.
Now, not everyone has the luxury. If you’re an agency of eight people, it’s hard to carve off a full-time person to go work on that product. And so that is where, if I was running an agency, like I was… Mine was micro. It was a handful of people and I was the only founder. I did try to reserve nights and weekends, and if I had time during the day when I wasn’t doing my paid work, I would transition to working on my own product. But it was hard and it was like working a day job and having a side project. That is the way things go: very slow, and you often find yourself getting discouraged.
And so if, in any way, you’re able to carve out dedicated, focused resources who really want to grow this and make the product work, that’s going to put you in the best position to win. So thanks for that question, Jeff. I appreciate it.

Brian Geery:
Hey Rob, Brian Geery at SalesNV. I listen to your podcast all the time. Thank you so much. We have a SaaS product and we just signed on our first paying customer last month, so we’re early stage and we’re in product market fit.
The problem I’m running into is we solve a problem that’s more of a latent pain than a blatant pain. The software we sell enables everyone to demonstrate software like top performers, and we think our target audience is CEOs and VPs of Sales, is high-growth SaaS companies, but we also believe they’re not necessarily walking around thinking, “Of all the problems I need to solve today, I need to get everyone to give better demos.” So there’s an education process that hey, bad demos or mediocre demos really slow pipeline velocity, and if you fix that, you can significantly increase your revenue.
So the question I guess is any thoughts about how to go to market when I’m solving a latent pain, not blatant pain? Thanks so much.

Rob Walling:
Thanks for the question, Brian. It’s funny, I’ve never heard latent versus a blatant. I think of it like perhaps an aspirin and a vitamin where an aspirin is urgent and a vitamin is something that you can solve now, or maybe it’s not top of mind at the moment.
First off, it is kind of a bummer, right? If you’re solving a blatant pain or an aspirin-type of pain, you have a huge advantage because people are searching for it. And that’s where you do content marketing and people search for that in Google or on YouTube and you just get in front of them. Those are the best and fastest growing businesses that you can build. But it doesn’t mean you can’t build an interesting business with more of, as you said, a latent pain, or as I would say, maybe solving a vitamin problem that someone does have, but they don’t need, need to fix it today. It’s just stacking the odds against you just a bit.
So in your shoes, I would do two things. Number one, I would try to find out if there is a small subset of the world who does sales demos, where having them be better and having them be at the level that SalesNV provides really, really is important. And it may not be a huge market, but maybe it’s 5% of prospects. If you get a huge email list of all the people who do sales demos, maybe it’s just a small fraction, if you can figure out a way to identify those, maybe it’s all SaaS products or maybe it’s some other type of technology, I don’t know, but those would definitely be the folks I would start with if you can find that.
If not, and you are trying to find marketing channels that bring new prospects who are open to hearing from you and open to doing a demo with you, they’re not going to be searching for you, as you’ve said. And so you either need to go with outbound, like cold outreach through LinkedIn and email, or you need to do content marketing and education around adjacent topics so you go higher up in the funnel. So instead of talking directly about your product, you just educate everyone and you become the voice in sales demos, best practices, how long they should be, how you should handle them, how to handle objections, scripts for sales demos.
And you, essentially, you either partner with someone who’s already doing this if they don’t already have their own company or you become either yourself personally or someone on your team, becomes that voice that people listen to around demos that when everyone thinks of sales demos, we think, “Oh, that’s SalesNV.”
And you see Steli Efti has done this and he runs close.com. He’s become a master educator and a voice that people go to and listen to on this topic of all things sales. He’s written e-books on it, has tons of videos, podcasts, tons of written content all around that, and that just brings people into your orbit in a way that then when they think of sales demos, they think of you. And when they think of improving their sales demos, then they are there and they’re seeking SalesNV.
There are, of course, many other ways to go about it. There are a total of 20 B2B SaaS marketing approaches. I did a bunch of research and de-duped and gave it thought and I put them in my new book. It’s at SaaSPlaybook.com. It’s not available yet. I’m going to, as I said at the top, I’m going to kickstart it later in the year, but there are a total of 20 approaches that I would consider working for B2B SaaS, but not all will work for you because if they’re search-based, no one’s searching for it, that’s a problem. But there are plenty of others that are getting in front of people, whether it’s at in-person events or the other two I mentioned. There’s content marketing, idea content and SEO, building that personal brand, and of course cold outreach, which is what a lot of companies do.
So thanks for that question, Brian. I hope it was helpful.

Steven:
Hey Rob, big fan of the show and also of your MicroConf events. I got to see you in Atlanta and it was super cool to hear from you and Ben Chestnut.
So my question is, you talk a lot about the Stair Step Method and your suggestion is to build apps within app marketplaces because it helps with customer acquisition and helps with the marketing. It’s all built in. So the question is how do you validate ideas for those kinds of marketplaces? Because with a typical SaaS idea, you can kind of throw up a landing page and drive some traffic to it with Google Ads or Facebook Ads, what have you. But for these app marketplaces, the need tends to be somewhat more niche.
So I was just wondering if you had any ideas for how to validate ideas for those marketplaces. Thanks a lot. Really appreciate your show and what you do for us. Thanks.

Rob Walling:
Here’s a really good question. Thanks for that, Steven. And it’s cool that you made it to our MicroConf local event in Atlanta. We’re hosting some more events this year. If you’re listening to this and want to get together with between 50 and 60 amazing bootstrapped and mostly bootstrap founders, head to MicroConf.com/locals.
So Steven, to answer your question, it’s a really good one and it’s one that I get now and again, two thoughts come to mind. One is if I see something in, let’s say, a Shopify marketplace, and I don’t see it in a competing e-commerce marketplace, and I think you can tell by how many reviews there are. If there are five reviews, maybe it’s not very popular, but if this thing has 100, 200, 300 reviews, that to me is some validation that this could be useful in the other marketplaces. That’s just a research piece. The actual validation where you would normally have potential customer conversations, put up a landing page, all that stuff, you don’t really do that with these marketplace apps, these step one apps, because they should be pretty quick to get to market.
I think you could build a lot of these step one apps in a few weeks, maybe a month, and in that time, you could spend that trying to validate or you could just get the thing in the app store, get the thing in the Shopify, the Heroku, the Salesforce, the HubSpot Marketplace, and see how it goes and start tweaking around with the SEO to try to rank high and to get some people to use it in order to get reviews to try to rank high, whatever the algorithm is.
So in my opinion, while I hate saying, “Well, you should just build it,” in the cases of a lot of these smaller products that you’re trying to get into the marketplaces, I think that building it first without doing a ton of validation is probably the way to go. It’s to act quickly, get something, test it. Now, realize that it may fail and you may have wasted that time, and that’s validation that it was a bad idea.
The problem with building without validating is usually building takes what, six months, 12 months? Heaven forbid people spend 18 months sitting in a basement building and they’ve pissed away all that time when they could have done some validation and quickly gotten a signal of whether it’s going to work or not. But if you are literally spending a handful of weeks to get an MVP into an app marketplace, I think I would, as a developer, I would just go do that because the best validation you can get is people actually buying and using the product.
So thanks for that question, Steven. Hope that was helpful.
Last question of the day is from Rob Eids. He says, “This is Rob from Super, the digital platform for UK financial service providers. I’m a big fan and longtime listener. I was listening to a MicroConf on Air episode,” so this is the MicroConf podcast and we pull audio from our YouTube channel, and I have a YouTube video titled, “How to Get Your First 100 Customers for Your SaaS Product.” And we pulled that audio and put it in the MicroConf podcast feed. You can check that out on any pod player you like by searching for MicroConf.
Back to his email. You mentioned building a landing page with opt-in email and offering updates to subscribers. Could you give some more insight into one, how you would get relevant people to the landing page? And two, what do you recommend offering that works well in your experience?
So I’ll start with the second one first. The answer is, it depends. So when I was going to start an in-person event, MicroConf back in 2011 with my business partner, Mike Tabor, we put up a landing page and we just said, “Enter your email to hear about when this goes live.” And we had enough enticing language that you were signing up to hear about when tickets were available. Right now, I have a landing page for a book. I mentioned it twice already, SaaSPlaybook.com. If you had there, I’m giving away a sample chapter and the table of contents. I’m not trying to give people a Starbucks gift card to do it because then I don’t think that they would be that invested in the book. It’s something around the book. If they want this content, then they’ll enter their email.
When I had the landing page up for Drip, which eventually became an email service provider, I was really just promising the value of what the product would provide. It was a headline that said, “Make more money from your existing customers by capturing emails with an easy-to-use widget,” or something. It wasn’t that long. It was a much better H1 than that, but it was like the value proposition. If you weren’t interested in that value prop, I didn’t want your email because you weren’t going to convert to a customer long term.
So I don’t tend to give stuff away on these landing pages, maybe a sample chapter or something, but I tend to try to entice and intrigue with marketing copy of like, “This is going to be an interesting thing. If you are in this niche, you’re going to want to know about this.” That’s how the book and the conference, and frankly, TinySeed, same thing. We didn’t give anything away on the landing page when we first launched TinySeed, and I believe we got, I don’t know, about 3,000 emails in span of a week. It just said, “We’re launching TinySeed. It’s the first startup accelerator designed for SAS Bootstraps. This is how we’re doing things different, not venture track. We think this is going to be amazing. We hope you’re along for the journey. Sign up to hear about when we launch,” and we got tons and tons of interest.
So that’s what I would offer on a landing page to see if I can gauge interest or get people intrigued by it.
The question of how to get relevant people to landing pages, it’s just marketing, right? It’s buying the book Traction by Gabriel Weinberg. It’s honestly, The SaaS Playbook, which comes… I know you don’t have that now, so it doesn’t help you, but I go through how to choose marketing approaches. A landing page is the same as your product. Whatever you do once you launch a product, you’re going to have to try those things while you have a landing page. So when the Drip landing page was up, I was running Facebook ads to it. I was talking about it on podcasts. I was talking about it in my email newsletter. I was writing tweets and blog posts. It’s all B2B SaaS marketing approaches.
Now, cold email is an interesting one. If I were to cold email, I wouldn’t send him to a landing page. If I was doing cold outreach, I would just be wanting to have conversation like, “I’m building this thing. I’m not selling anything yet. I’m a founder. I’d love to find out if you have this pain.” That would be an interesting way to get leads as well. And if you have that conversation, if people say, “This is a desperate pain for me,” then you can quite easily… I probably wouldn’t put them on the email list. I’d put them in, at that point, it’s a Trello board or a Pipedrive because they’re kind of in an early sales process.
But just validating by sending people to a landing page is going to be something like, can I write a blog post that’s around this topic that makes it to the top of Hacker News? Can I answer questions on Quora? Can I do some SEO and content marketing? Do we start a podcast? Do we start a YouTube channel? Do we guest post? Do we guest on podcast or YouTube channels? Do we do cold outreach? Are there ads we can run? Again, it’s the list of 20 B2B SaaS marketing approaches, and you look at those and think, which one or two of these can we try first to see if we can drive interested parties? Because it depends on where they hang out and whether they’re searching for it or not. If someone’s searching for the solution that what you’re ultimately going to build solves, then people will be searching on Google for it. And even if the ad words clicks are expensive, it’s worth it to learn in these early days.
Capterra is another one. If you are within an existing category… Actually, you know what? I don’t know that you can be listed in Capterra if you’re still a landing page, so maybe scratch that one. But SEO and pay-per-click are pretty incredible if people are actively searching for it. If people are not actively searching for it, then you have to do what I talked about earlier, go up the funnel or go into adjacent spaces and start educating people and pulling them there. Now, you don’t want to go too high up the funnel because people, they won’t convert.
So the answer to how to get people to your landing page is it really depends. It depends on where people hang out and how they’re searching, if they’re searching. How will they find out about it once you’ve launched? Cool. So however they’re going to find out, then that’s what you do to try to get them to this landing page.
So thanks for the question, Rob. I hope that was helpful.
That’s our last question of the day. Thank you so much for joining me. I love these listener question episodes, and I hope you enjoy them too. This is Rob Walling signing off from Episode 648.

Rob Walling:
Welcome to this bonus episode of Startups For the Rest of Us. I’m Rob Walling, and today I’m chiming in to let you know that TinySeed applications for our next batch are open. They close in a couple weeks on February 19th. If you or someone you know might be interested in the right amount of funding for Bootstrap SaaS, amazing mentorship, world-class community, all the support you need to get there faster, you should head to TinySeed.com/apply. That’s it for the key takeaway of today’s bonus episode.
I also wanted to include the audio from a livestream I did yesterday with a couple other TinySeed folks, our program director and program manager, and we answered audience questions about TinySeed, about the program, anything that someone is wondering about, we talked it through. What’s amazing is even after doing a lot of these livestream Q&As, we still find that there are interesting and informative questions being asked, and each time we think, “Well, we’ll probably get through these in about half an hour and by the end, we’re just racing to answer all of them.
The session had a lot of energy and if you’re interested in learning more about TinySeed, even if you don’t plan to apply, it’ll be a fun listen. If not, delete it. I’ll be back with your regularly scheduled programming next Tuesday morning, US time. With that, let’s roll right in to our TinySeed Q&A. We are live. I love that TinySeed piece.
Alex McQuade:
I know. I love it so much.
Rob Walling:
I’m-
Alex McQuade:
It’s such a pump up song.
Rob Walling:
I’m very excited. It’s like Eye of the Tiger. I’m [inaudible 00:01:35] Rob Walling and I am here with Tracy Osborn…
Tracy Osborn:
Yep. Hey, happy to be here.
Rob Walling:
… Program…
Tracy Osborn:
Super happy.
Rob Walling:
… Program Director of TinySeed and Alex McQuade.
Alex McQuade:
Hello. Super excited to be here as well.
Rob Walling:
Program manager for our EMEA program. We have a lot of good questions. Looks like people are piling into the stream. Thank you so much for joining us today. This is our fourth or fifth time we’ve done this and every time we think A, there’s not going to be a lot of people that show up and we’re always wrong, and B…
Tracy Osborn:
We’ll just be [inaudible 00:02:03].
Rob Walling:
… there won’t be enough questions and we’re always wrong, right? This will be [inaudible 00:02:08].
Tracy Osborn:
It feels like we did did this last month. Time is…
Rob Walling:
I know.
Tracy Osborn:
… totally flies.
Alex McQuade:
[inaudible 00:02:11]? Yeah.
Tracy Osborn:
Mm-hmm.
Rob Walling:
I always leave here feeling energized and excited. Applications opened three days ago? Tracy, you want to talk a little bit about?
Tracy Osborn:
What day is it? It’s Monday?
Rob Walling:
It is.
Tracy Osborn:
Yeah.
Rob Walling:
It is Wednesday. Yeah.
Tracy Osborn:
Oh sorry.
Rob Walling:
No Thursday?
Tracy Osborn:
The applications opened on Monday. Today is Wednesday. Speaking of time flying. Yeah, our application round, applications are open. We’re taking applications for our spring 2023 batches, that’s Americas and EMEA open on Monday and they go through February 19th, which I think is a Sunday, Sunday at midnight eastern time.
We’ll be closing applications and then we’ll be starting the big review process. If anyone who is applying, just FYI, you have the ability to save your application so you can start your application anytime during this period. You just have to make sure it’s submitted by that February 19th date.
Rob Walling:
Save your application at any time. Brand new, super awesome functionality built by our very own…
Alex McQuade:
That’s a fancy feature.
Rob Walling:
… TracyMakes.
Tracy Osborn:
Yeah.
Rob Walling:
You want to talk about the new application we built?
Tracy Osborn:
Yeah, we might have… We’ve been talking about application systems for a while, I think, on our live streams and when we’re talking about startup ideas, we’ve always wanted an application system. We’ve really wanted to improve the user experience for the folks applying for the program. We have a new application system this round, testing it out, and it’s working really well. It’s a lot prettier, hopefully easier to use, has that save functionality. It’s a little goofier too, which is I think a fun, lots of little fun little touches we put into the system this round. Yeah, new application round, check it out.
Rob Walling:
Stoked.
Tracy Osborn:
A system rather.
Rob Walling:
Alex, before we dive into questions, anything you want to add about the EMEA batch? I know that the last time we added a sec… We are going to do one EMEA batch per year and then we got so many applicants, decided to [inaudible 00:04:01].
Tracy Osborn:
Yeah.
Alex McQuade:
I was going to say, that was our big announcement last round.
Rob Walling:
Yes.
Alex McQuade:
Two rounds. I would just say that I think it was the right decision. Our second batch was just as exciting as the first. The EMEA program is strong and growing. If you are in Europe, Middle East or Africa, come join us. Yeah, we’ve got a really strong group and I’m excited to keep it going.
Tracy Osborn:
Yes.
Rob Walling:
Awesome.
Tracy Osborn:
I see that little comment. New application system is five star. That makes me so happy.
Rob Walling:
Amazing. TracyMakes spent a lot of time on that. It’s great.
Tracy Osborn:
Yeah. You can see my former life was a designer. I was able to really fuss with it.
Rob Walling:
Dial it in.
Tracy Osborn:
Mm-hmm.
Rob Walling:
Cool. Well, let’s dive a little bit into questions. We have a lot of them coming in. I want to make sure we cover them all today. First question, what are some of the things, oh, what are some of the things that… Do we want to start with that, Tracy? Do we want to start with the other topics or should I dive into?
Tracy Osborn:
Hey, let’s talk about the application. Let’s just continue the little story about the application system.
Rob Walling:
Okay.
Tracy Osborn:
I think a little bit, I think, it’s really illuminating for us to go over some of the things that we value during applications, things that we’re looking for. If you don’t mind, I’m just going to lead off, we’ll do a brief overview here. We do also have a blog post, it’s… What is it called? What are the best fit startups for the TinySeed accelerator?
If you want to read it in full, we’ve listed out some of the top things we’re looking at in each application. Things like what’s your revenue, because TinySeed is a program focused on helping startups scale, not find necessarily product market fit or find their idea or really establish idea. We’re working for, looking for folks who are generally above 500 in MRR at the time of application and that can go actually way up. The minimum is 500 MRR.
If you’re at zero MRR, you’re just testing out your idea, probably isn’t the right time to apply for TinySeed. You still can and get on our radar and submit for applications once the company has grown to the level we can start scaling, but those are some of the things we’re looking at first is where you are in revenue levels so that the program works for you and helps you scale and you’re at the place where you can really take advantage of the things that we’ve built. That blog post has in full. What are some other things that you want to call out?
Rob Walling:
I want to piggyback on that and say that you don’t need product market fit to apply because if you’re at a thousand MRR, often you have very weak, if not any. We do help people strengthen product market fit and then scale up and we’ve accepted folks from, like you said, in that 500 to 1,000 MRR range all the way up to 100,000 MRR.
Tracy Osborn:
A hundred, Mm-hmm.
Rob Walling:
The biggest company that’s ever put part. That gives you an idea of the range [inaudible 00:06:52].
Tracy Osborn:
Range.
Rob Walling:
The other things, and we look at like, are you SaaS? Are you a software tool? Not 80% consulting, because we’ll have agencies apply and say, “We have all this revenue,” but it’s like…
Tracy Osborn:
Or physical product, which is like, yeah.
Rob Walling:
… it’s all [inaudible 00:07:05]. Right, physical product because we want to back companies we can help and we are really, we are world-class at this one little thing and it’s SaaS, B2B SaaS, right? We have evaluated like B2C is always on the edge and we kind of never do it because the churn’s too high and the price point’s too low. We like to see MRR. We like to see growth rate. We like to see is this probably in a niche that’s not going to be commoditized there.
We’re not scared of competition, but you can see certain trends in certain spaces where it’s like, “Ooh, there’s a lot of open source in that.” We may want to back away, but the TinySeed Q&A drinking game is I say Sunday, Sunday, Sunday so you can remember when applications in, and at this time it’s Sunday night.
Tracy Osborn:
Not this Sunday.
Rob Walling:
Not this Sunday…
Tracy Osborn:
Next Sunday. Yeah.
Rob Walling:
… but the next Sunday, Sunday, Sunday. If in doubt, fill it out. That’s the thing. If you’re in doubt, you can ask questions, like, “Should I apply?” My answer’s going to be, “Probably,” because it really, it takes about 10 to 15 minutes for you to apply. It takes us a minute or two to review. If you’re in doubt, you can certainly ask, but if in doubt, I would say fill it out.
With that, let’s dive into our first audience question. Ranma on YouTube says, “Hey, thanks for putting this together. How do we answer the ARPU, Average Revenue Per User, customer lifetime value? How many customers do you have? If we have a business that is transitioning to a SaaS model, but it has prior revenue?”
Tracy Osborn:
As you can tell, we like metrics.
Rob Walling:
Yes, we ask for a lot of metrics.
Tracy Osborn:
We are very metrics-focused. Yeah.
Rob Walling:
I’m going to say what I think and I’m curious if you two agree with me. I would say, put in your SaaS or software numbers and metrics and then we have a MRR clarification text field, and you can just put, in addition to this, we have consulting revenue, blah, blah, blah, blah. Just put it out. We are humans reading this. It’s not some AI. We will read through the application. I would tend to want the software metrics to be at the forefront as I skim down it and then something added. Alex, do you agree?
Alex McQuade:
Yeah, and I would say that’s how I would answer the question. I would also add, we sometimes get a similar question, what if my business is B2C, but I’m adding or I’ve started to add a B2B side of the business and obviously you said your focused on B2B SaaS businesses. Likewise, I would say share that with us. What are the metrics for the B2B side of the business? How much revenue have you started to generate there?
You can also share the B2C side. We’d like to hear that, but we’ll primarily be interested in hearing what traction you’ve gotten on the B2B side. Yeah, I think the MRR clarification field is the right place to just give us some context. We’d love to hear what you’re doing and some background.
Rob Walling:
All right. Next question from Plugged In on YouTube, “How many people apply and how many people get in?” We don’t publicly release detailed numbers. I will say, we’ve had, I forget if it’s like, it’s several thousand, 3,000 applicants, but that’s across all of the batches. We accept around 2% of applicants maybe.
Tracy Osborn:
I was going to say 3%.
Rob Walling:
Somewhere in that range.
Tracy Osborn:
Yeah. Mm-hmm.
Rob Walling:
It’s like 2 to 3% get in. More exclusive than Harvard University.
Tracy Osborn:
Yeah. Again, we’re looking for folks that can take advantage of the program, who can really benefit from the education and things that we put out there. It’s not like 100% of those folks are good fit and we’re really narrowing down to that tiny percentage. Look at that blog post. You can again see what we’re looking for in terms of applications and in terms of best fits. Obviously, the folks who are best fits for TinySeed. The acceptance rate is a lot higher.
Rob Walling:
Yep. That’s true. All right. Plugged In, nope, nope. All right. Chad on YouTube, “Do you fund companies that are direct competitors of a portfolio company?” We have funded 107 companies, give or take.
Tracy Osborn:
Mm-hmm. Yeah, yeah.
Rob Walling:
Right, 105, 107. In the next two years, we will be over 200. We will inevitably… Inevitably, we will have to back companies that are competitors. Now, there are some except, A, we’ve tried really hard not to back two competitors in the same batch. In fact, to date we have not.
The other thing is there are some spaces that are small and I think if, let’s say, you’re an email service provider or you’re ERP, these are massive, massive spaces. Could we back three, four competitors and all of them can win? Yes. But if you’re talking scheduling software for dry cleaners, there’s just some, that’s probably a pretty small niche and I would personally be resistant to doing that. The answer is yes, but it depends on the specifics.
Tracy Osborn:
Mm-hmm. Yeah, we get this and the previous question, we said like 3%, I should say that we were looking at about 30 companies across Americas and EMEA per round, I would say, for the spring 2023 round, approximately 30 companies in total, so that means like…
Rob Walling:
Twenty three.
Tracy Osborn:
… if we’re going to be doing that twice a year, 60 companies per year, then, of course we’re going to be looking at competitors, especially as the years go on. I think we have a lot of things in place to make sure that we, for anyone who might have small overlaps with other portfolio companies, to make sure that we can provide both of them the best support and the best advice and everything to help them both grow.
I should also say that during the application system, of course, we’re going to be seeing data from folks who are competitors within the application system. People are applying for competitors who current portfolio batches, and they just want to ask those questions. The application system itself is also completely confidential. We do not share any of the information that comes in through the applications. We don’t share that with anyone outside of the immediate program team, which is the three of us as well.
Rob Walling:
The three of us, yeah.
Alex McQuade:
Mm-hmm.
Tracy Osborn:
Yeah, the three of us and [inaudible 00:13:13] said, who is the other partner of TinySeed? Just want to reassure that if you’re a competitor to any of our portfolio companies that you’re applying that the information that’s on your application is completely confidential.
Rob Walling:
Question from Devin Perrick, “We’ve applied in the past, but feedback has been that our revenue traction wasn’t where it needed to be. That said, is there a sweet spot for current MRR and year-over-year growth?” What do you think Alex?
Tracy Osborn:
Kind of depends, right? Oh sorry, go ahead.
Rob Walling:
[inaudible 00:13:41].
Alex McQuade:
Actually, I don’t think I have a sweet spot number.
Rob Walling:
I know.
Alex McQuade:
It does depend [inaudible 00:13:48]. It depends on where you were. It depends on, I think, it also depends on what you’re working on. That’s another interesting part of the application. There’s a field about your customer acquisition funnel where you can share what you’re doing and that gives us more context on what direction you’re headed. I don’t know. I feel like I don’t want to opt out of this question, but I don’t have a specific number in mind.
Rob Walling:
Yeah, I think for me…
Tracy Osborn:
[inaudible 00:14:14].
Rob Walling:
… each of us, there’s four of us, well, there’s four of us who review and each of us has, I think, different criteria, which is good. There’s diversity of opinion there. I start to feel uncomfortable when like MRR is below 1,000 I’m not saying we have funded companies below 1,000, but it makes me, it’s like that’s really early, but we have funded-
Tracy Osborn:
There has to be other factors, right?
Rob Walling:
Yes.
Tracy Osborn:
It’s like what is the team done in the past and what are some of the things that they might have done that’s not relating to revenue but might be still contributing to growth that. There’s like factors that would make us more comfortable with a pre-1000, but in generally yeah.
Rob Walling:
It makes sense.
Tracy Osborn:
[inaudible 00:14:50].
Rob Walling:
I mean, I think once you hit 2 or 3000 MRR, I start to feel like, “All right, they’ve landed some stuff,” as long, but then it’s like, well, we’ve had companies apply with 3,000 MRR and they have one customer paying them 3,000. It’s like, “Okay, so now I’m less comfortable.” This is where the it depends happens.
For me, though, in between that two and three, up to about, I’d say most recently about 40k MRR, 40 or 50 is where we’ve been funding. I think if you’re above 40 or 50, we should probably talk about you using our syndicate to get funded unless you really want to be part of the accelerator.
Tracy Osborn:
Yes.
Rob Walling:
Then, in terms of growth, I got to be honest, we don’t really look at year over year. We look at month-over-month growth. We ask for your previous six months of MRR and-
Tracy Osborn:
Kind of filled out that. If you’ve applied before in previous rounds, this is one of the few new fields where we’re asking for each month for the last six months what your MRR is.
Rob Walling:
Yep.
Tracy Osborn:
Yep.
Rob Walling:
Ken on YouTube asks, “Have you funded companies that are still in the product development stage, pre-revenue?”
Alex McQuade:
[inaudible 00:15:48].
Tracy Osborn:
We have.
Rob Walling:
We have [inaudible 00:15:51].
Tracy Osborn:
We’re not doing it now.
Rob Walling:
The problem is, you think you’re going to get to growth next month or six months and it’s actually three years.
Tracy Osborn:
Which is fine.
Rob Walling:
We funded, yeah.
Tracy Osborn:
But, it might not be-
Rob Walling:
Don’t apply yet.
Tracy Osborn:
The-
Rob Walling:
The timing is not good.
Tracy Osborn:
Yeah. The calls, the mentors we bring in, we’re all going to be talking about things that are going to be [inaudible 00:16:11] to be listening to those calls and not be able to apply the things that we’re teaching immediately because you’re still working on that initial set of customers like the, yeah.
Alex McQuade:
Yeah. The nice thing is we have two batches per year. The wait time for the next batch isn’t that long. Six months from now, if you’re post revenue, you have traction, then, it’s a great time to apply.
Rob Walling:
Kimmy Med on YouTube, “As for pre-revenue companies, how should we address revenue churn and customer churn?”
Tracy Osborn:
I want to say that those are text fields. You can put it as zero and we’ll just…
Rob Walling:
[inaudible 00:16:48].
Tracy Osborn:
… interpolate from the fact that the, if your MRR is zero, then we’re not, we just not probably not even going looking at those fields. You can put in anywhere.
Rob Walling:
DJ Enzo or it might be DJenzo, I think it’s DJ Enzo 240 gamer, ooh, that’s a heck of a handle on YouTube, is B2B2C accepted? Alex McQuade, what do you think?
Alex McQuade:
B2B2C? Yes, I would context, but yes, I would think we’d want to see your application.
Tracy Osborn:
Definitely. Yeah.
Rob Walling:
Yep. Please apply.
Tracy Osborn:
Yeah.
Rob Walling:
Same username, I won’t say it again, “Is $220,000 the max funding?” If you go to TinySeed.com/program, you can look at our funding terms and we talk about it.
Tracy Osborn:
Yeah, slash FAQ jumps straight to the bottom of the page where it has more details about those funding terms.
Rob Walling:
Yeah, we invest between 120 and 220,000 per company for 10 to 12% equity. There have been some exceptions, like let’s say the company that applied at 100,000 MRR, we went slightly above 220. Yes. It’s as with all these things, we are humans and it depends a little bit depending on how much success you had. If you’re doing 1000 MRR and want to come in and raise 250k from us, that’s not going to be a fit, but obviously if you’re big or going very quickly, we do have some room to talk about it.
Tracy Osborn:
Yeah. We discuss these things with the founders. When we give the offer, we’ll have this discussion and we’ll give our best offer. The discussions can continue after the offer, too. So, we set what we think is fair. Discussions can continue. There is some legal room, but in general, if you’re looking for $500,000, you probably want to go to the TinySeed syndicate instead or other numbers.
Rob Walling:
And you need to have the progress to do to be there. And I would say that the vast majority of our offers, if you’re in that kind of sweet spot MRR range, it’s a standard offer. Again, we’ve funded 107 companies. We cannot negotiate individual term sheets. We can’t negotiate individual terms. Our terms are standard. We have docs that, again, a hundred-something founders have signed and they’ve been vetted and switching those would be very difficult to keep track of. Follow-
Tracy Osborn:
Let me jump in one more thing because sometimes people want to negotiate the percentage we take as well. And sometimes people say like, “Hey, this seems higher than a typical angel investment.” And it is because of the TinySeed program, because of that yearlong accelerator, because of everything you get through the program is one of the reasons why at first glance that percentage we take seems like it could be higher than a typical angel investment.
Rob Walling:
Right. That’s a good point. It’s the value. Our valuation is lower. We are not the cheapest money you will receive. No doubt. You can go to the dentist or the doctor down the street and absolutely raise money at maybe 2x the valuation we’re giving. Our value is not in the money we bring. That’s part of it. But our value is what Tracy’s talking about, which is world-class mentors, tinyseed.com/people. And look at the mentor list. It’s incredible. It’s the who’s who of B2B SaaS founders. You will have access to have to them. You’ll have access to me and Einar Vollset, Tracy and Alex. Like kickoff retreat, in-person, where we hang out for two and a half days. It will blow your mind, so [inaudible 00:20:07].
Tracy Osborn:
Yeah, the community, over 200 founders now within the TinySeed community. So, not including the team and the mentors and whatnot, we have this huge list of other star founders that are all going through the same thing together. And so, yeah, definitely the value is in the community, the mentorship, the advising, the resource that we can give. And then funding is great, but is definitely after those.
Rob Walling:
That’s right. Third or fourth on the list for most founders. So, they’re like, “Oh, yeah, the money’s great.” But the real long-lasting value is this year-long accelerator. No one else does a year-long accelerator program. And we do that.
Alex, I just mentioned the kickoff retreat that we do in-person. We do, what, two a year in Europe and two in America. Do you want to talk just briefly about what that entails?
Alex McQuade:
Where to start? The kickoff retreat personally is one of my favorite parts of the program. I mean, there’s a lot to compare it to, but it’s a really fun part of the program with a ton of value. So, approximately within a few weeks of when the program starts, we have a kickoff retreat. We bring together everyone who’s available to a location and we have dinners, we have masterminding, we have activities.
And the kickoff retreat, it has a few goals of mine. One, it is a good time, but two, it’s to start building relationships with the other founders in your batch. Part of the goal, one of the goals of TinySeed is for you to be building this relationship with other founders. These are founders who are going to be helping you over time, giving you feedback on your business, especially within your batch. These are people that you trust and that are just able to understand what you’re working on and be there alongside you. So, the kickoff retreat has that goal. And yeah, it’s an incredible value.
We mastermind half the day, so we spend time digging into your business, going over what your biggest challenges are. And on top of our team, you have a room full of founders who are just providing feedback based on their experiences, their advice. It’s a ton of value. And then we go out and we do these social activities. What have we done? We’ve done road trips.
Tracy Osborn:
It’s like half work, half play.
Alex McQuade:
Yeah. Half play.
Tracy Osborn:
Always know how to have a fun thing.
Alex McQuade:
Yeah, you can’t work all day.
Tracy Osborn:
I think the upcoming one, we’re working on the one that’s going to be happening for Americas. We’re going to have separate ones. Americas is going to be in April. Mia kickoff batch will be in May. And as the person who’s running the Americas’ one, I think we’re looking at indoor skydiving. Rage room where I guess you just go in the-
Rob Walling:
Yeah, the rage room. [inaudible 00:22:39] last time.
Tracy Osborn:
The rage room where you just go in and smash things. [inaudible 00:22:40] was last time. And then I’ve already volunteered very strongly for leading the zip lining crew.
Rob Walling:
Zip lining. Yeah. And we did hot air ballooning once. We do boat trips. We do, you know.
Tracy Osborn:
That was fun.
Rob Walling:
And it’s just a few hours in the afternoon where you keep talking about work, you keep talking about your business. So, it’s not like you’re screwing off in the afternoon. You’re just able to mix it up and have an activity and continue to talk about this.
Tracy Osborn:
Yeah, and have an experience together.
Alex McQuade:
Yeah, that’s true. We find the mastermind continues into the activity. People think later, “Oh, I remember you were discussing you had this issue. I just had an idea come to mind. Have you tried this?” So, it’s a great way to do that.
Rob Walling:
People, founders come away from it raving, just like, “I had no idea how valuable.” Already, someone told us last time like, “If I knew how valuable this would be, this makes the whole year for me.” Just these two and a half days just totally changed the way he was thinking about his business. Ron has posted that a couple of people are asking about…
Tracy Osborn:
Producer Ron.
Rob Walling:
… Producer Ron. Thanks. Asking about the next round of applications will be open after this one. So, if someone is pre-revenue now and they want to get to the point where they can apply, Tracy, do we have an idea? Because we run twice than the others.
Tracy Osborn:
We have a date. It still could be changed, but it would only change within the weeks. But right now, the fall 2023 applications are going to be starting in early September. So probably on, if you’re in the US or Canada, on Labor Day and going for two weeks just like this round. That could move back and forth like a week just depending on how things roll through the summer, but essentially it’s got to be early September.
Rob Walling:
Early September. Excellent.
Tracy Osborn:
And then that batch will be starting in November.
Rob Walling:
Paula on YouTube asks, “Our company operates fiscally in the US. We’re a Wyoming LLC. We work physically in Europe, in Italy, and we have applied for Tennessee Americas. Is that a problem?”
Alex McQuade:
Can I take this one?
Tracy Osborn:
Yep.
Alex McQuade:
I don’t want to steal it all away from Tracy, but I’m going to…
Tracy Osborn:
Yeah, I know, but you are.
Alex McQuade:
… tell her, “Come on over.”
Rob Walling:
You are. Yeah. I can see it.
Alex McQuade:
But I’ll answer. I do want to steal you, Paula, but my answer I think will both be useful for anyone else that’s in this situation. If you’re in this situation, if you’re based in Europe, I would highly suggest applying for the EMEA program. And the reason for that is because the EMEA program was made to be convenient for people who are in the EMEA region. Our calls are on European time zone, business hours.
Obviously, our retreat that we were just talking about, that’s going to be in London this year, so that’s going to be easier to get to. The other founders are in the region. It’s just more convenient overall here in that region. Of course, you can definitely apply for Americas, but I think it will be a better fit for you. So, Paula, if you want to reach out to me, let me know your company name, I can switch that over.
Tracy Osborn:
Let’s switch that for you. I will say whatever one you’re applying for, by the way, it can totally be changed. We’ll have these discussions with you during the application, or excuse me, during the interview stage, so we have a “don’t know” option in the forms. You can also choose that and then we definitely will reach out. And if you’re a good fit for TinySeed, we talk about which program works better for you. Essentially, they’re the same program. The time zone our calls are scheduled on are different. So, Alex’s calls are going to be, like you said, convenient for folks who are in the EMEA regions. The calls that I schedule are very convenient for Americas. Anyone in the world can apply.
Folks in the APAC region, we don’t have an accelerator just yet for the APAC region. So, folks in Australia, Japan, New Zealand, they have been joining TinySeed generally on the Americas side of things, and then the calls are at really inconvenient hours. We have people who are joining us at 5:00 AM if you want to join. Sunday, we’ll get there.
Rob Walling:
They’re watching the recordings.
Tracy Osborn:
But we have the recordings, yes. Everything is recorded and nothing is mandatory to join. So, even folks who are in the Americas batches that are super busy, they can not attend the calls live and just review the recordings afterwards. So, all of that works for us, but really, if you want to attend the live calls, which we recommend because they’re really fun, then that’s where the differences in the program really lies.
Alex McQuade:
Yeah, and I just remembered, too. I know you mentioned, Paula, that you’re incorporated in the US. I think just to mention, that’s fine as well. You can be part of the EMEA program and incorporated in the US.
Rob Walling:
For sure. Ryland on YouTube asks, “Do you expect successful applicants to focus all their professional resources on the company, on their startup? In other words, can candidates still have day jobs?” Alex? Tracy?
Alex McQuade:
Yes.
Tracy Osborn:
I was going to say yes. [inaudible 00:27:08] focused.
Alex McQuade:
Well, one of the things we ask is that if you’re accepted into TinySeed that at least one founder in the company is full-time in the business by the time the program starts. Hopefully, one of our hosts with the funding that that will help take care of any financial concerns you have. But really, we believe that the program will be able to better serve you if you’re able to focus solely in your business and really dedicate all of your energy to it. We’re going to be giving you a lot of information, a lot of resources, and you’ll be able to grow faster if you’re able to dedicate that energy.
Rob Walling:
With all the info we give you, if you work on nights and weekends, you’re going to be overwhelmed. You’re not going to be able to keep up. So, we do tend to fund, it’s not a direct formula based on the number of founders, but if you have one founder go full time and one not, you will get less money. You will get a lower valuation than if both go full time. And we have had all those situations happen where we’ve had one founder go full time and one not.
Adam on YouTube-
Tracy Osborn:
One last thing, just apply, even you’re not in a situation. If you’re not full-time, feel free to apply. And we’ll have that conversation with you. We’ll learn your plans and then we can talk about what the schedule should be for you and your company if we give you an offer. So, yeah, definitely apply. If you’re part-time, definitely apply. If you’re not working full-time, anything like that, definitely apply.
Rob Walling:
Adam on YouTube asks, “What is the process once you have shortlisted the most suitable applications?” Tracy, what do we do with the shortlist?
Tracy Osborn:
Let me do the full rundown of the process. So, all the applications come in and then the four of us, Alex, Tracy, Rob, Einar, we all go through and re-rate them, internally. And then that kind of helps us determine the folks who move on to the next stage, which is an initial interview with either Alex or myself. And so, of course, I take the ones that are going in the Americas direction and Alex takes the ones that are going into the EMEA direction. And we kind of split the folks who are aren’t sure.
After that initial application interview, that initial interview, then for folks who are still a good fit, then they move on to the call with Rob and Einar. And after that call, we are generally able to make a determination between the four of us of folks who are good fit for TinySeed and will receive an offer. Anything I missed?
Rob Walling:
There it is.
Tracy Osborn:
Okay.
Rob Walling:
I think you’re good. Let’s see. I don’t know, did we disclose this? Tracy Slav on YouTube asks, “How many AWS credits does the AWS partnership provide?”
Tracy Osborn:
We don’t disclose it. I don’t think we can due to our agreement with AWS. But I will say that if you look up if there’s public AWS credit programs, ours is higher and that’s why we can’t say it.
Alex McQuade:
So, people are usually pretty happy with the [inaudible 00:29:55].
Tracy Osborn:
Yeah. Exactly.
Rob Walling:
Amir on YouTube asks, “I’m doing AI automation for E-commerce operations. Are you still investing in the E-com space?” Alex McQuade, are we investing in the E-com space?
Alex McQuade:
As long as you’re a SaaS, yes.
Rob Walling:
There it is.
Alex McQuade:
There you go. I mean, straightforward.
Rob Walling:
Absolutely. David, on YouTube, “Do you back solo founders who are building part-time due to go full-time soon?”
Tracy Osborn:
Yes, yes.
Rob Walling:
That’s right.
Tracy Osborn:
We love solo founders.
Rob Walling:
Loves them.
Tracy Osborn:
Alex, we’ve mentioned that quickly. There are some other accelerator programs out there that are like, “You must have a co-founder.” We’re not that one. We love solo founders. We love multiple founder teams, of course, as well and that’s actually another part of that blog post I keep mentioning. The one that’s best fit startups for TinySeed. We talk about the number of founders. So, solo founders are awesome. If you’re at four founders and up, then we might have more questions for you.
Rob Walling:
Starts to be a lot. Yeah. But we-
Tracy Osborn:
Yeah. There’s some things there. But solo founder is great. If you’re going to go full time at some point, that’s great.
Rob Walling:
Yeah, and I think if I were to guess, I’d guess 60 or 70% of the companies we have funded are single founders. And I think-
Tracy Osborn:
I think this is the value of the program, because like I said, the number one value of the program is that community that’s within other founders. And as a solo founder having a community of fellow founders is hugely valuable. It’s a great benefit for the program because it’s really lonely being a solo founder.
Rob Walling:
Right, and it’s also-
Alex McQuade:
That’s what I was thinking, too, yeah.
Rob Walling:
It’s also the MicroConf community as a whole. We do the state of independent SaaS and it’s somewhere between 50 and 60% of MicroConf TinySeed type companies are single founders. And that’s very different than the venture capital landscape. Yeah.
Julius on YouTube asks, “If a business was built on using a current white label SaaS platform, would that be considered too much platform risk to apply?” What do you think, Alex?
Alex McQuade:
That’s a tough one. The business is built on our current. I might hand that to you, Rob.
Rob Walling:
I love putting Alex on the spot. It’s my favorite thing.
Alex McQuade:
Yeah. I think it’s a little… let me re-read that one.
Rob Walling:
It’s not too much. If in doubt, fill it out.
Alex McQuade:
Yeah, definitely apply.
Rob Walling:
We will-
Tracy Osborn:
I think it depends on the program, the platform, too.
Rob Walling:
Yeah, it does. We should just call that out in your application, please, so that we see it. Don’t try to hide it. Don’t make us dig it up. Just say, “This is built on this white label platform,” and then we’ll have a conversation about it. In my opinion, it is not too much platform risk to apply. We’ve had folks with as much more platform risk who have gotten into the program. And it’s just about managing that and understanding that risk is there and figuring out ways as you grow to mitigate it.
Jacob on YouTube, “What’s the difference between TinySeed and a traditional VC firm?” That is one of my favorite questions. You want to kick this off, Tracy?
Tracy Osborn:
All right. I’m grabbing it. I’m super excited.
Rob Walling:
All right. Do it.
Tracy Osborn:
The number one difference I think is the optionality that you get with TinySeed as compared to a traditional VC firm. Folks coming into TinySeed, if you want to continue bootstrapping after taking our investment, that’s totally great. A lot of VC firms, they want you to go in and raise money from them and then make plans for your seed, and make plans for your Series A, and then make plans for this. And then you’re like you’re on this constant accelerator-
Rob Walling:
Extra wheel.
Tracy Osborn:
Accelerated a process of always raising money. And I think, what is it, 60 to 70% of the companies that go through TinySeed go back to maybe semi-bootstrapping. Or still being like you say in indie state of mind while taking TinySeed money and then not raising for money. That does mean that there are some companies that go on and raise further investment. That’s awesome, too. Einar VoIlset is your partner in crime if you want to raise more money and he will walk you through that process and help you out. And we have resources within TinySeed to help people raise the next round of money if they want to do that.
We’re also totally happy if your plans is to go big and sell. That’s great. Let us know that. I want to emphasize the go big part. So, if you want to come into TinySeed and sell as fast as possible, there might be some issues. And Rob, do you have a better way of explaining that part?
Rob Walling:
Yeah. I mean, basically, venture capitalists-
Tracy Osborn:
You have to be ambitious, yeah. Go ahead.
Rob Walling:
Yeah, we have to be. You want to be an ambitious bootstrapper. I mean, if you want to build a half a million dollar ARR company and that’s amazing, you should go do that. But TinySeed can’t invest. We want you to shoot for at least $1 million, $2 million in ARR and frankly, to not sell too early. If you want to sell for $2 or $3 million, that doesn’t provide an adequate return for our investors.
We are a two-sided marketplace. We have LPs who invest and they’re taking a big risk by funding B2B SaaS companies in the early stage. And then we have founders who are giving the money, too. And so, basically, but here’s the difference. If you take venture money, they pretty much won’t invest if there’s not a potential for you to be a billion dollar outcome. Half a billion, a billion.
I like to think of our minimum as around a $10-million exit if you decide to sell, $10, $20s, that works. We’d love to see $50 million. But yeah, if you sold for 10 million, nah, all right, cool. That’s good for you and good for us. If you did that as if you raise venture money and do that, they’re going to be mad. That’s not the outcome they’re looking for.
Tracy Osborn:
Yeah. Exactly.
Rob Walling:
Right?
Tracy Osborn:
Mm-hmm.
Rob Walling:
So, the outcome is one. We also allow our companies to run profitably if you wanted to run profitably for a decade and pull out profits. That’s an option, right?
Tracy Osborn:
Mm-hmm.
Rob Walling:
Completely different. No venture fund would let you do that. We also run this year-long accelerator with all the support we’ve talked about. Venture funds do not do that. They write you a check and then they sit on your board and they’ll give you some advice. But the amount of involvement we have is 10 times what you’d get from a typical VC firm. In addition, venture funds in the US fund, Delaware C Corps. That’s it.
If you want to be any other entity, don’t bother. You have to convert. We fund C Corps, we fund LLCs, and we fund a select group of, I’ll say, non-US entities like London, or not London.
Alex McQuade:
UK.
Rob Walling:
But UK Limited. There’s a couple of countries that we have.
Alex McQuade:
Germany.
Rob Walling:
And that is not the case with venture. They will do Delaware C Corp. So, I think those are the main differences.
Tracy Osborn:
Yeah. I mean, in addition to everything else, like the program I think we talked about a lot. But if the plans you have as a company, I think, you have a lot higher, like larger range of options with TinySeed.
Rob Walling:
Good question coming up from Caloyan on YouTube. “What does the access to mentors look like? Do we do calls? Do we have direct communication? Can we send emails? How much are the mentors involved?”
Alex McQuade:
Mind if I steal this one?
Rob Walling:
Do it.
Alex McQuade:
Because I love to gush about our mentors. So, there’s two ways that mentors are involved. One, in our batches and two, one-to-one, so I’ll cover the group aspect first. After we finish the playbook part of the program in the first six weeks where every other week we’re covering a different topic that is essential as SaaS growth. Those are hosted by Rob and Einar.
Tracy Osborn:
We’ll say it’s more in six weeks because it’s every other week. I think it’s like three or five.
Alex McQuade:
I’m sorry. I say six sessions every other week, yeah.
Tracy Osborn:
There we go.
Alex McQuade:
We move on to mentor calls. And so, continuing, every other week, Tracy and I will be scheduling calls with one of our mentors who will come on and talk a little bit about their subject of expertise, but also, answer questions from the batch. So, this is a great time to come with a long list of questions. Maybe, it’s a marketing mentor and you can share issues you’re having with your marketing plan, hypothetical questions and kind of get some feedback.
Tracy Osborn:
Yeah. Like yesterday, I did a call with April Dunford, who’s the author of Obviously Awesome, and the premier positioning expert. So, she came on yesterday and was able to take positioning questions from all Tennessee founders and it was awesome.
Alex McQuade:
Yeah. And the groups are a great way because hearing other founders questions is super useful. Usually, things come up that you may not have thought of on top of your head, but is definitely useful in the future. But on top of that, you also have one-on-one connections with the mentors.
Usually, what we recommend doing is using this part of the program is when you’re facing a specific challenge, maybe a roadblock or you’re taking on a new initiative within the business. And you need some insight from a mentor that will help you boost ahead and save all the weeks, months of figuring it on your own, that’s a great time for it to reach out to Tracy or I and we’ll hook you up with a mentor. Often, they’re calls. Sometimes, they’re emails. It depends on the mentor and their availability. Of course, who are mentors are-
Tracy Osborn:
Yeah, so some folks on our Slack, they’ll do DDMs, yeah.
Alex McQuade:
Yep. Our mentors are all volunteers. They’re also running their own businesses, so we try to facilitate based on their availability. But they’re super generous of their time and they’ll jump on and provide advice, feedback. And the goal there is, like I said, to help you save time and not have to go through so much of what you normally would have to do on your own.
Tracy Osborn:
Yeah. Alex and I, one of our top role, both of our roles is really to make sure that founders get the information they need. And so, we’ve built a whole slew of systems to juggle these really amazing mentors. Making sure that that folks have really quick access to all the mentors when they need it. Ways to redirect requests if there’s a mentor who’s not available at that time because the folks can be busy because we have such really amazing mentors. The processes that we have built for this are quite extensive. And it’s also, we can make sure that the founders have the best experience possible.
Alex McQuade:
Yeah, and you don’t even need to know what mentor you need. You can just come to Tracy and I and say, “I’m struggling with this. What should I do? Who should I talk to?” And we’ll take it from there. We’ll connect you with the best, resource the person, who will help you move forward.
Rob Walling:
Right. And that’s one of the big benefits that I think people maybe don’t understand is how deep our mentor network is. And there has not been, I can’t think of a topic that we haven’t found someone for them to talk to.
Tracy Osborn:
And some niche ones.
Rob Walling:
Really niche.
Tracy Osborn:
We’ve all had, as a team, the four of us have had to put our brands together, and really work through it.
Rob Walling:
And sort. And that’s the thing is as a founder, don’t underestimate how many weeks or months the right advice at the right time can save you. My sales, I’m not closing as many sales demos.
Tracy Osborn:
Shortcuts.
Rob Walling:
Exactly. It’s this cheat code. It’s like, “Oh, well, send me a video of your demo, we’ll review it. Oh, well here’s like four things you’re doing wrong.” And it’s like boom, changes the trajectory of the business. It’s stuff like that. Copy. There’s design. Tracy, I know you did design teardowns. All kinds of stuff. Questions are coming in faster than we’re answering, so we’re going to lighting round it a little bit.
Tracy Osborn:
Right. Lighting, yeah.
Alex McQuade:
We always worry about this.
Rob Walling:
I know. So, Jacob on YouTube asks, “If we are accepted into the accelerator and are successful, are we eligible to come back and raise through the syndicate in the future?” Absolutely, yes. You’re eligible to raise through the syndicate now if you wanted, assuming you meet our requirements or if you’re a TinySeed company…
Tracy Osborn:
That’s a great path. We have all sorts of systems.
Rob Walling:
… that’s the point. That’s one of the points, one the reasons we started the syndicate was to be able to help you with following funding.
Shakat on YouTube asks, “Would you accept an application for a B2B SaaS where the business and the customers are outside of the US? It’s a health tech app and the US has laws and similar product already, hence, we are targeting APAC customers in the business outside of US.” I’m seeing nods of agreement.
Alex McQuade:
Yes.
Rob Walling:
Absolutely.
Alex McQuade:
The reason why it’s [inaudible 00:41:38].
Rob Walling:
We have done that.
Tracy Osborn:
Yeah. I mean the challenges you’re going through in building your own company in terms of finding customers and working on your pricing and learning the sales process and going enterprise sales, that’s all at universal for B2B SaaS.
Rob Walling:
The question from Rebo, and it’s a two part question. Well, they ask it as one part. They say, “Hi, we recently received a grant, but our MRR is less than $500. Could we apply to TinySeed and get through?” And I want to break that into two questions. If you have received a grant and you want to apply to TinySeed, yes, we have actually funded companies that have non-equity grants. Basically, from their government, from a competition or whatever, so yes.
If you’re less than 500, I’d say, and you want to apply, apply. The odds of you getting funding through us are a lot lower. We generally encourage people to be $500 and up, but you can certainly do it. We have some folks who apply for the experience of applying. You actually learn stuff about your business.
Tracy Osborn:
Yeah. One of the questions we asked is if you applied before, and what Alex and I do is go and find your previous application and link them, so we have that full set of history. So, if you applied before, very likely we’re going to get an email saying that, “Not right now.” But then you apply again, when you’re there, we have that history and arguably it can tell a really good story.
I’m not going to say it’s going to increase your chances of getting in, but we’ve had, was it Tony Chano of Cloud Forecast applied four times, I think before.
Rob Walling:
Three or four?
Tracy Osborn:
Three or four times before getting in. And because we can see that journey that he took and the progress. And then at that last time, it was like, “We can’t say no. This is great.”
Alex McQuade:
Yeah. I think some people worry that having applied again is a negative in our mind and it absolutely is not, it’s not.
Tracy Osborn:
A huge bonus. Yeah.
Alex McQuade:
Yeah. We love to see it. So, if you’ve applied before, do not hesitate.
Rob Walling:
Yep. We have funded many, many companies on their second or third or maybe even some fourth, I mean, so yeah, do it.
DJ Enzo asks, “Any chance of the APAC accelerator starting this year?” No chance of that, DJ. I’m sorry.
Tracy Osborn:
The economy didn’t go in the right direction for that.
Rob Walling:
It’s not. Yeah, there’s so much to be done there.
Tracy Osborn:
We want it, but not there yet.
Rob Walling:
Yep. Web Developer Ninja asks, “Any Azure credits as part of your perks?”
Alex McQuade:
I was just researching this. I don’t remember the number off the top of my head, but we have a link to that in our perks.
Rob Walling:
So, we do have perks, Azure perks?
Alex McQuade:
Yes.
Tracy Osborn:
I think Alex, you just set that up, right?
Alex McQuade:
Yeah. It’s a universal. I can share more information, but yes, you would qualify for Azure credits through, yeah.
Tracy Osborn:
If you go to tinyseed.com/perks-overview, it has logos for everyone we have in our perks page. It probably is missing some, but there’s a lot, which is why I was saying of like, “Do we have that one?” Because we have so many perks at this point, I’ve forgotten who we have.
Rob Walling:
I don’t remember. Yeah.
Tempest Media asks, “We are larger than your 50K MRR sweet spot. We are growing 50% a year. We are very interested in the accelerator portion of the value. Our company is greater than 40 or 50K still accepted?” Absolutely. We have accepted companies. Again, we accept an company accelerator at 100. We have it several in the 70 to 80,000 range. There is no cap.
Tracy Osborn:
I think our average is 18 and our median may be lower, but it’s all over the place, yeah.
Rob Walling:
It is. And so, yes, please apply. We’d love to chat with you.
DJ Enzo, “Do solo founders or founder startups with awards get an edge?” I don’t think either of those would give you an edge. We like solo founders, but if you were a one-person or a two-person team and you’re have the same numbers and the same business, to me, it’s all the same. And awards don’t care for me at all.
Tracy Osborn:
We don’t ask for that. I don’t think I’ve ever asked anyone about awards. I mean, it’s great. It tells a great story. It’s an award, especially if say it’s an industry award for something that you’re building and that could be proof of your company is growing at so and so. But then you have this award and it really shows that your industry is really into what you’re building. That could be a factor in our decision.
Rob Walling:
Paolo asks, “Our company is an infrastructure as a service provider. Since TinySeed is an Amazon partner, they are our biggest competitor. Are we still eligible?” That’s a funny question.
Tracy Osborn:
That’s a funny question. Well, Amazon has no insight whatsoever in what we’re doing, especially any big company. I only know they know we exist. Other than the fact that they have a perks program and they email me.
Rob Walling:
That’s it. Yes, you are eligible. Please apply. Chris. We might end early on this one. We’ve got a good lightning round going.
Tracy Osborn:
It’s too lightning.
Rob Walling:
Chris Bach on YouTube, “Do you take post revenue startups, so bootstrapped and have revenue that really need more connections and advice?”
Tracy Osborn:
Yes. That’s why we’re here.
Rob Walling:
That’s one of our big value props, yes. But what we’re not going to do is, we get this question now and again, “Can I go to the accelerator and not take any funding?” And it’s like no, because we’re not a nonprofit. We’re not a charity. You know what I mean? Part of this is that we need to have an upside.
Tracy Osborn:
We’re that two-sided marketplace.
Rob Walling:
Exactly.
Tracy Osborn:
Like you said.
Rob Walling:
Exactly. We need to have an upside. And so, we give you six figures in US D in order to have a bit of equity. But absolutely, connections and advice, mentorship, these are-
Tracy Osborn:
I will say shout out to MicroConf because we have MicroConf Connect, which the program’s take a read on the MicroConf side of things, the MicroConf conferences. So, if you want to have access to something that’s similar to TinySeed in terms of the advice and the focus, MicroConf is the way you can get that without having to go through the accelerator or get investment.
Rob Walling:
Goku Madon asks, “Do you have any companies that have applied to TinySeed in the past that are only enterprise sales? Or does TinySeed even make sense for a pure enterprise SaaS app?” Yes, indeed, we have.
Tracy Osborn:
We love enterprise.
Alex McQuade:
Yeah. Please, apply. You sound great.
Tracy Osborn:
A lot of-
Rob Walling:
High touch, low touch as long as we’re going to be-
Tracy Osborn:
Yeah. We’re not going to push people into what they don’t want to do. But I will say a lot of folks come into TinySeed and then they start their enterprise program, because there’s a lot of value in enterprise.
Alex McQuade:
Yeah, that’s a good point, yeah.
Rob Walling:
Yep. I would say it’s part of it. I was going to say it’s a big focus, but look, we also have low touch, no-touch funnels, that’s great, too. We service, we’re funneling [inaudible 00:47:55]-
Tracy Osborn:
But it’s like overwhelming, which is why there’s a lot of information there in terms of how to run enterprise things. So, there’s just so much to learn, so we have a part of the program that focuses on helping people. Launch those programs and know how to do it right because it can be a huge value add. In terms of once you move your contract values upwards, it makes a lot of things easier when you’re with your business.
Rob Walling:
Web Developer Ninja asks, “Do you fund teams that use offshore engineering talent?”
Alex McQuade:
Yep.
Rob Walling:
Alex?
Tracy Osborn:
Nod.
Alex McQuade:
Yeah. And also, a good clarification here, too, is a side question we sometimes get, you do not need to be a technical founder or have a technical founder. We’re fine with non-technical founders as well.
Tracy Osborn:
We do ask like one of the questions on the application is who’s the coder? We’re just curious about how it works in your team. A totally acceptable answer is offshore development team.
Alex McQuade:
Yep.
Rob Walling:
Now, I will say personally, see, again, we all have our own criteria, there’s four of us. I prefer if you have a technical founder, you have a slight edge in my rankings. But we have funded many folks without.
Tracy Osborn:
And it has to do with the speed at the which the business can execute. When you have a technical founder, it’s a lot faster to get things done than if you have to go through an offshore team. But we do have companies in TinySeed who go that path.
Rob Walling:
LJ asks, they ask, “How do UK residences register their SaaS company?” That one I would say go to Chat GPT or Google and type that in because I don’t know. I have never done it. Most people, companies who apply already have an entity, but there’s a chunk that don’t and they incorporate. We make an offer. They incorporate in their local region or in whatever, locally.
Tracy Osborn:
You don’t have to be incorporated before applying. You do have to be incorporated in order to accept the investment.
Rob Walling:
It’s nice.
Alex McQuade:
And if you haven’t have it, if you don’t have it set up and you don’t have contacts, we have gone through and researched like lawyers and things. We will have some things to help you out in terms of to make sure that deal gets done. It’s not like a part of the program as the incorporation aspect.
Rob Walling:
And LJ asks, “Can you help with an AI business?” If you’re B2B SaaS and you have some component of AI, I mean, yeah. B2B SaaS is B2B SaaS. It’s still solving a problem. Finding more customers who meet that problem and all the other stuff, all the blocking and tackling around that. So, AI or not, it doesn’t matter.
Tracy Osborn:
Yeah. Our spring ’22 batch had a lot of AI. And this is actually before the big AI really exploded, what, six months ago. So, we actually did this whole round of investing in a bunch of AI businesses before it went really big, which I think was good on us. We were already going in that direction. But yes, they are all at the core though B2B SaaS.
Alex McQuade:
We were into AI before AI was cool.
Tracy Osborn:
Yeah, exactly.
Rob Walling:
Kenneth from LinkedIn asks, “We’re incorporated in the US, but activities in Africa, in Nigeria.” So, I’m assuming that’s where their customers are. “Which will be the best program to apply to?” Alex, you go.
Alex McQuade:
Kenneth, I think it’s based on where you’re located.
Rob Walling:
Time.
Alex McQuade:
I was talking a little earlier about that, if you’re in the US, I would recommend applying for the Americas program. If you’re anywhere in the Europe, Middle East or Africa region, so in Nigeria, if you’re located in Nigeria, then please apply for EMEA.
Tracy Osborn:
Yeah, wherever you want to spend your time, time zone wise, I guess, with our education and our calls.
Rob Walling:
Code Shark asks, “Hey, guys. I hope you’re having a good morning. Do you fund applications in the marijuana space?” And I’m going to say we have not, but I believe we can. I don’t know. I would honestly have to talk to our legal and look at our own documents. We’re not opposed to doing it. It would only be if there was something in our charter that says we can’t fund.
Tracy Osborn:
We have heavily considered one in the past.
Rob Walling:
That’s right.
Tracy Osborn:
And I apologize to that company, if they’re watching this, that they know who they are, that we’ve got very close and then it didn’t work out. But it wasn’t due the fact that…
Rob Walling:
That’s true.
Tracy Osborn:
… it was a business in the cannabis industry. It was due to other factors.
Rob Walling:
Right, so I guess, that’s a yes then. All right. Ron Ma asks, “We collect revenue on behalf of our clients. They are other SaaS providers and we offer additional services like consultation and onboarding. We are evolving a traditional system. Could we be considered?” Not sure I fully understand that, but if it’s mostly-
Tracy Osborn:
Maybe they’re consulting now and then they’re starting to build their SaaS side.
Rob Walling:
A product?
Tracy Osborn:
Mm-hmm.
Rob Walling:
Okay. It depends, honestly. We are going to judge the SaaS part you have. So, if don’t have anything that’s software revenue that people are paying for a tool, then we’re not going to fund a consulting agency or a consulting firm or whatever. But if consulting is 70% of your business and SaaS is 30% and that 30% SaaS is up to $1000, $2000, $3000, that’s what we evaluate that piece of it. And it’s a nice bonus that you have, a consulting revenue because that is runway. So, that’s where it depends how far along the SaaS piece is. If in doubt, fill it out.
Craig, on YouTube, “I’m building a Euro travel tool to help people plan trips and I also want to have a tour guide marketplace. Does TinySeed work with travel-related startups?” So, there’s two questions here because yes, we will absolutely work with travel-related startups as long as you’re a B2B and you’re a B2B SaaS. If you’re two-sided marketplace and you charge a subscription to businesses, we would consider it. If most of your revenue or your focus is on B2C and it’s on consumers planning their trip, the odds are lower, much lower than we would consider.
Tracy Osborn:
And again, it’s because of the program. You’re not going to get as much high of the program because we don’t have any focus on the consumer side of things. So, it’s not like we don’t think your business can’t be wildly successful. It absolutely can. Absolutely, it can be wildly successful. Huge chance of that kind of business. It just doesn’t make sense for the program.
Rob Walling:
We have such a focus on that. But I would say, Craig, if you’re in doubt at apply and put this in a-
Tracy Osborn:
Lots of people are planning on building a B2B side of things, anyways.
Rob Walling:
We have funded a couple of B2C focus where they had started the B2B side and gotten enough traction that it was like, “Oh, that business is interesting to us.” And then the B2C revenue is a nice bonus because it’s runway. It’s much like having consulting and pivoting in. Thanks for that question, Craig.
Fahad on YouTube, “Is there a downside to incorporating in the US as an international founder and targeting a global market such as, for example, taxes?” I don’t know. You would honestly need to… it depends on what country you’re in and how they treat it. And I would say talk to a lawyer. I don’t know that I can give advice on this.
Tracy Osborn:
There are upsides. Upsides, in terms of incorporating the US as a C Corp. I’m not an expert on this. What is it? QSBS is a huge upside for, and I forget why. I just know that’s the word that people bring up when they say C Corps. I don’t why that’s a… yeah.
Rob Walling:
C Corps, you don’t pay taxes if you hold it for five years. There’s some stuff around there. If you want to-
Tracy Osborn:
Yeah, and then there’s also selling.
Rob Walling:
Yes. So, if you want to exit later, so many more buyers will consider a US entity. And raising any type of follow on funding, it’s much more difficult if you’re not a US entity, but those are the trade-offs you’d have to make.
All right. Kareem asks, “I wanted to ask, what do you think about cybersecurity in the SaaS business? Do you fund such platforms?” Yes. We funded several security-related. Again, if you’re full on consulting, a lot of security companies that apply are consulting companies that want to get into software. And if you have zero software revenue, then we’re not going to fund a consulting firm. But we have funded several that are a mix or that are fully blown security, cybersecurity SaaS.
Deliver Tech asks, “Do you fund startups that finance vehicle assets for logistics and transportation?” If you are B2B SaaS, we will. We have funded.
Tracy Osborn:
We have so many niches.
Rob Walling:
Yes. Go to tinyseed.com/portfolio and 105 companies, 170 companies. We have funded in so many niches. Yes, yes, and yes. If you’re a B2B SaaS, yes. It doesn’t matter.
Tracy Osborn:
Yeah. I was talking with April. With our call with April Dunford yesterday, and she specifically called out how she loved all the different CRMs that we have, like a CRM for this and a CRM for that, and a CRM for this. And it’s because there’s so much opportunity in each of these individual spaces. But we have such a range already in TinySeed and yes to B2B SaaS, you’re good.
Rob Walling:
That might be another way that we’re different than a traditional venture firm is a lot of venture firms focus on something, right?
Tracy Osborn:
Mm-hmm.
Alex McQuade:
Mm-hmm. That’s true.
Rob Walling:
They focus on network effects and they only fund network businesses or they focus on biotech or something. Our focus is B2B SaaS, which is very broad. And so, that does give us the opportunity to invest in these SaaS companies. Deliver Tech had another question, but it was basically, it was similar. “Do you fund startups that do X, Y, Z?” Brett asks, “If we are applying to TinySeed for a second time, is there a way to get a copy of our prior application?”
Tracy Osborn:
It’s a great question, actually. Yeah, send me an email or at hello@tinyseed.com or tracy@tinyseed.com. Send me an email and I can get that to you.
Rob Walling:
All right. I think at the sound of the bell, that was our last question.
Alex McQuade:
Twelve minutes.
Tracy Osborn:
I love how it was a wrap up right at the moment. Yeah. It’s cool.
Alex McQuade:
I didn’t think we were going to pull it off, but we did.
Rob Walling:
I know. It’s worth it. It was great.
Tracy Osborn:
Talk faster, guys.
Rob Walling:
We’ve been down this road before and we always make it. So, thanks everyone so much for joining us.
Tracy Osborn:
Yeah. Well, hopefully, you got a feel for us. One of the reasons why I like doing these things is that, I don’t know. I feel like the TinySeed brand is that we’re a serious professional people with a large, healthy, heaping amount of goofiness. We’re dorky weird people. And I think this is a great way to get to know us as a team. Not to mention get to know the program. I think the TinySeed team, itself, we are really wonderful friendly people and I hope you feel for us as well.
Alex McQuade:
Send us an email if you have any questions. We’d love getting emails.
Rob Walling:
Hello@tinyseed.com. It’s amazing.
Tracy Osborn:
And say hi to Alex because he takes care of the address.
Alex McQuade:
I’ll probably answer it. I love it.
Rob Walling:
Yes, indeed. So, thanks for joining us today. Looks like we had a great turnout. Lot of great questions. It was amazing. Obviously, feel free to ask follow-ups. Hopefully, you apply this time or maybe next time. But we look forward to checking out your application and getting to know you a bit more. From me, Alex, and Tracy, thanks y’all. See you next time.
Alex McQuade:
Ciao.
Tracy Osborn:
Bye.

Rob Walling:
Welcome back to another episode of Startups for the Rest of Us. I’m your host, Rob Walling, and in this episode I talk with Whitney Deterding about product marketing. Sounds really boring, but it’s really cool. It’s about equipping sales and support and the entire rest of your organization with critical product knowledge as you grow. And frankly, there’s a lot more to it as well. It’s learning not just how to drive new leads or new traffic to your website, which is marketing, but it’s learning how to communicate the aspects of your product, the individual features, the benefits, what you can do with it, use cases, case studies, learning how to communicate that to new people coming into your funnel, to your sales team, to your support team, to your success team. And when you’re one or two people, you’re doing all of this as a founder, but the moment you have three or four people on your team, you have to figure out a way to communicate how the product is changing, otherwise your prospects and sales and support won’t know that.
And so we spend 30 plus minutes talking through what type of resources to create. Is it a knowledge base? Is it a wiki, is it a Google doc? And then ways of thinking about communicating this to people. So this is definitely a conversation I wished I’d had many years ago. I remember after exiting Drip, I didn’t even know what product marketing meant. And learning that as we grew to 50 and then a hundred people was fine, but it would’ve been beneficial had I known about it earlier. Before we dive into that, TinySeed applications are open now through February 19th, tinyseed.com/apply if you’re interested in learning more. If you’re looking for the right amount of funding, amazing mentorship from world-class mentors, a strong tight-knit community in our Slack group, in-person gatherings, and frankly, the support you need to grow your business faster and stay sane while doing it, head to tinyseed.com/apply. And with that, let’s dive into my conversation with Whitney Deterding. Whitney, thanks so much for joining me on the show.

Whitney Deterding:
Yeah, thanks for having me.

Rob Walling:
It’s great to have you here. You’re the product marketing strategy lead at CoSchedule. People could find that at co-schedule.com. And I was doing a little digging before we chatted because I’d like to give listeners an idea of what your company is like in terms of stage because I bring some people on here who are solo founders making $10,000 a month, and it’s a great lifestyle business. And then other times I bring venture backed founders who are doing tens of millions, but CoSchedule, I found by digging through the internet through various sources, raised $5 million in funding. But this year or I guess it’s last year now, 2022, bought the founders, bought out their investors, which is a fascinating story on its own, three years on the Inc. 5,000, I think debuted at number 153 and north of 50 employees almost exclusively in the Midwest and in fact, mostly in North Dakota, is that right?

Whitney Deterding:
That’s right, yep. Bismark and Fargo. So Bismark is our headquarters, and then we’ve got a second location in Fargo, North Dakota.

Rob Walling:
And you did a talk at MicroConf Remote a few months back and you and I get to talking offline. That talk was about SEO and content marketing. But given that you’re in product marketing strategy, which it’s a mouthful, and the reason I want to have you on here was there are things that, especially a founder with two employees or five employees, in fact, when I was doing this, I didn’t even know what product marketing meant. I knew what product was because I have to decide what to build in what order and usually how it should look, how it should function. And I know what marketing is, and that’s getting more people into my funnel. But after we got acquired, we were this big team and suddenly people were like, “Yeah, you need a product marketing person.” And I had to Google it. So do you want to tell folks what is product marketing? What’s that role?

Whitney Deterding:
Yeah, it’s funny that you say that. So I actually got my start working at an agency and then transitioned through a whole bunch of other roles and then ended up as a product marketing specialist here at CoSchedule. And when I first started, I had very little knowledge of what a product marketer actually did. So I’ve been on the product marketing team for five years. And product marketing is really at its core, the team or the person or the role that sets the product positioning, understands the product market fit, understands the market that your product’s in and packages all of that stuff up so that your team can find and connect with your ideal customer.
So it’s one of those things where you look at… Let’s look at marketing software for example. So many tools, it’s absurd that exist out there, but product marketing is really at its core, how do you differentiate yourself from the market, and how are you valuable, beneficial, and why do people need to choose your product over X, Y, Z other products? So a lot of things go into that. Again, it’s messaging, it’s copy, it’s product category, it’s all these things. Do people understand what your product is, what it does, what value it brings? And product marketers are the people that put that together and then also equip the rest of the company to understand, which is-

Rob Walling:
That’s all the hard part.

Whitney Deterding:
It is challenging. Oh, I will tell you that. Yeah.

Rob Walling:
Yeah. I was telling you before we kicked off, I remember feeling overwhelmed. I was VP of product at Drip when we got acquired, and so I went from founder, CEO, to VP of product. And so I was running an engineering team and running the product team and at a certain point, 120 people in this company and I was in charge of, I was no longer just in charge of like, “Well, here’s what we’re going to build. Designers, help us figure out the UI. And then all right, now we’re going to build it and then we’re going to launch it.” The salespeople come and be like, “Dude, what are you launching next month?” And I’m like, “Stuff.” And they’re like, “Oh, well, I need to know what that does, how it works, how it applies, how to explain to people.” And then support would come and say, “What are you launching next month? Because I need to know how to answer questions about it. I need to know how it works. We need to train this person.”
And then customer success would come because they were dealing with the big clients. And, for me, I was like, “Ah.” And so we hired someone to basically have our back and have my back and be able to do that. That’s exactly the role that as an early stage founder, you just do it as a founder, your five people. So whoever’s running product is doing product marketing, but as you scale up, even at I would say 10, 15 people, if you’re still doing it, that’s fine. The role has to be filled, whether it’s a dedicated person, which usually is expensive, or whether it’s halftime job who is thinking about positioning and internal communication?

Whitney Deterding:
And that’s the thing too, is it’s internal communication and external communication. So it’s does your team know how to talk about this new product, this new feature? Does it impact customers? Does it impact people that are searching for your product? Because sometimes product teams, they’re launching incremental small features that aren’t going to change the way you inherently talk about or sell your product, but it might change how a customer uses that product.
And so it’s even delineating between which audiences are going to care about this and who needs to know what’s happening, who is this for? And product marketing really puts those things together. What is the solution? What is this feature product for? Who is it for? And how do we let them know that it’s here and how to use it? But all of that stems from equipping your team, your customer-facing teams to do that successfully. So that’s going to be your sales people, your customer success team, your customer service team, anyone fielding support tickets, live chat, all of those people need to be in the know and need to know how to talk about it in order to support those prospects and customers.

Rob Walling:
And that’s what I want to dive into first and spend the first part of the episode just digging into how you do that, what assets you create. I’m sure there are processes. There’s tons of knowledge in your head that I want to pull out. If there’s time today, I do want touch on at the end, positioning. Positioning is a big black box. It’s black magic, it’s like as much art as science. I don’t know, however I want to say it. It’s hard. It’s hard. And no matter how many books I read on it, April Dunford’s Obviously Awesome is a great book. I’ve read it and I’m still like, “I don’t really know how to position things.” It’s a challenging thing.
So if we have time, I’d love to throw in a few minutes at the end to hear how you think about it, how you find it, and it changes over time. It has to because the market changes. How do you know when it changes, blah, blah, blah. Now maybe that’s an episode all into itself, but we’ll see if we can get to it. So let’s start with this then. How do you implement cross team knowledge sharing? You have sales, you have success, you have support. What documentation do you need? I’m sure there’s knowledge base involved. You’re a 50 plus person company who sounds like you’re doing a really good job of it, so I’d love to hear your approach.

Whitney Deterding:
Yeah, so that’s a great question. I have been at CoSchedule for five years and let me tell you, this has seen many iterations over those five years. So when we first started, it was as simple as having a launch brief, which was simply put a Google document. It had basic information, who is this for any research that was done about the feature, about the product. And then product marketing, me, would go in and look through our customer support tickets, live chats, look at what competitors were doing, and pull together all of this research and information about this feature.
So let’s use as a really old school example from CoSchedule days when we launched our social media reports. This was a long time ago, but you go through and you look at all the other tools that have social media reports, and you look through your chats of what people want to see. You look at how even Facebook, Twitter, they talk about social reports and you pull all of that information together. And then what product marketing would do is create a series of talking points. Now, something like new social media reports is a feature that could potentially convince someone to purchase our product. That’s a hefty feature. It’s not something that only a customer would care about, someone deciding to choose a product would care about that.
So the way that we would prioritize how we communicate with our team is we would assign what we called a priority level to each launch. So something big like that, we would call a P1 or a priority one. And that just simply meant that our checklist of things that we needed to do in order to equip our team was longer, more robust. That’s something we’d want to add to the website. We’d probably want to do an announcement email about that. We would probably talk about that on social media, put it in a customer newsletter. And so there’s a million little things we’d want to do there externally.
Then we’d also have to talk about what do we need to do internally to make sure our team knows how to use this feature effectively, share the message about why our customers care about this so that when our support team’s on live chat, they can say, “Yeah, we have these brand-new social media reports and here’s why they’re awesome.” And they can deliver a talking point that’s been pre-structured for them. So depending on the priority level or the level of the launch or feature change, we would have these priority lists. And essentially it’s a big old checklist that we would go through, but at the start, it was those talking points because nothing else can move forward until we know how we’re going to talk about them.
So if it’s a feature that needed a name, like something brand new, you got to name the feature, what are you going to call it? How are we going to describe it? How do we talk about it? What are the benefits of this feature? Why should you care about it? And that’s one thing that product marketing, we joke about this all the time, we say WIIFM, what’s in it for me. If your talking points can’t answer what’s in it for me as the customer, they’re not good enough. And so making sure that our sales team and our customer success team, all those other people that need to be talking about the product are equipped with those talking points so they can answer those questions as things roll out. But yeah, it’s essentially that big checklist that we would roll from.

Rob Walling:
See, I like the simplicity of that. I’m not a process person. It’s what helps me move really quickly and be a good founder. A little bit to my detriment as I’ve scaled companies, to be honest, is by the time we were a 10 people, we weren’t even doing that. It was literally, “All right, Derek, what are we building next?” Okay, we’re doing this. So I’d write up an email, I’d send it to our support person and say, “Here’s a new feature. We’re just going to feature flag it for your test account.” He’d go in and play around with it. He’d be like, “Ah, this makes sense. I can support it.”
We only had one support person. We had two customer success. And I would go to Anna who was head of customer success and we’re in the same room, so I’m at a whiteboard and I’m like, “It’s going to do this and that.” And she’s like, “Ooh, this sounds great. I’m excited.” And then we’d talk to developers and they’d build it, and that’s what we did. We have no documentation. It was amazing in the early days. We were so fast and we didn’t need to do… But to be honest, since I was essentially running product and marketing, I kept dropping the ball on integrating. We would announce the new feature, we’d tweet about it, we’d email the list, and then that would be it. I’d forget to update the marketing website with new features. I’d forget to like, “Should this be integrated in onboarding or not?” Where else should this be surfaced? And to have even a single checklist like that doesn’t sound like too much process to me, and I wish it’s something that I had implemented back then.

Whitney Deterding:
No. And I actually pulled it up in preparation for this conversation, our old prioritization matrix that we called it. And it’s literally just a Google sheet and it’s got along the left-hand side talking points, branding, CSR training, email, blog post, announcement. I mean, it’s just got all these items to check, internal training, product education help, CSM resources. And you just go through the list. And if it’s on the list, we just put it on our own list, marketing’s list, and we start cranking those things out and it makes it feel less overwhelming and you don’t feel like you’ve missed something because that’s so easy to do. I mean, it’s so easy to do because there are a million things happening at once.
So something as simple as a checklist to start, we had a checklist and then a launch brief, and then the formal launch brief had the final talking points the day it was launching, who got it, what that communication plan was going to look like, and then we’d just share that in Slack with everyone, and then everyone had access to that information. And to be completely honest, that hasn’t changed significantly process wise, but the tools we use as we’ve scaled have changed to make that knowledge sharing a little smoother and a little more formalized.

Rob Walling:
There’s two things I want to say. One is if it were me and a co-founder and we were building a very small team and we had one support person, I probably wouldn’t do this yet. The moment that I hired a first salesperson or first success person, now I have a support and someone else to communicate to, that’s where spending 30 minutes, 20 minutes to write up a you called it a launch brief, I think. I Googled what is a launch brief product management just to see if there’s other examples. Some places are calling them product briefs, but you can get examples of these online of here’s eight, six things to include in it. For me, spending 20 minutes at that point by the time even at two people you’re trying to communicate to, I think would be something I’d be thinking about. And then the checklist thing, that’s a no-brainer.

Whitney Deterding:
Right. Well, and the thing is, too, that’s nice about having these briefs as well is you have something to look back on. When did that ship? You get in the cycle of you’re moving so fast, you’re moving so fast, and then you’re like, “Why did we decide not to do that?” But those notes then are documented somewhere.

Rob Walling:
Exactly. And then if I brought a new product person or a new developer or maybe a new successor salesperson on, I would say, “Go look through all of our product briefs in order because they’re going to be dated, so go in descending order back from today and look at the last few months of what we’ve launched, the last year of what we’ve launched to get an idea of the history.” Because without that, it’s all tribal knowledge, which means it’s in your head and it’s hard to learn from that. This is a paper trail of a lot of decisions you made.

Whitney Deterding:
I mean, we definitely use all of that for internal training.

Rob Walling:
Yeah, I can imagine. How else do you train new salesperson, new success, new support? I don’t know if there’s a shared training thing, but it’s like you have these product briefs someone can walk through. Is there also what internal knowledge base? Is there video? How do you handle it?

Whitney Deterding:
Yeah, so this is really actually a fun topic because we’re revamping a little bit of that right now. But we use a tool called Get Guru, which is a knowledge base, and we share cards. They’re basically little information cards that you can share, and that’s where we store all of our information. So if someone needs to look up how to talk about the product, we have product positioning talking points for Marketing Calendar, they can search that card in Guru, and they’ve got all the things they need to know. And the same goes for someone has a question about a specific feature, like our success team has even little cheat sheets and quick links to support docs. It helps us field things so much quicker, and it helps us onboard new team members so much faster. So we utilize those cards to store all of those processes, all of those helpful resources, links, it’s all in there.
So we have an entire series of cards that a new salesperson would have to read through during their onboarding, along with some certain milestones that they would need to make through their onboarding process, like setting up their demo environment to do demo calls, things like that. But even just having that stuff somewhat standardized makes that process a lot faster when we do have to skill up new team members. So a product like Marketing Suite is pretty robust, and so it’s pretty easy for a new salesperson to be a little overwhelmed. It’s like, “Where do I start? Because when I log into the calendar, it takes me to the homepage as an end user.” But when you’re demoing the aha moment of why this Marketing Suite and Marketing Calendar is so powerful, you want people to open up on the calendar.
So it’s just little small things that we build into our training resources, we do videos and then resources in those cards, but all of that information gets shared in that knowledge base. And then our teams can, I mean, they can retrain themselves even if they need to remind themselves of, “How do I talk about that? Or I’m demoing with a comms team instead of a marketing team, do I need to change my messaging a little bit or my examples that I might share?” So just having some of those things queued up and accessible with a knowledge tool like that makes it really nice. It’s very searchable. You can search by keywords and it pulls stuff up and it’s very quick. And it’s called Guru.

Rob Walling:
So it’s getguru.com?

Whitney Deterding:
Yep.

Rob Walling:
Okay. I haven’t heard of it, but folks can look at it. The interesting thing, too, I want to jump in here because as a founder, I’d imagine if they’re listening to this, they’re like, “Oh, I don’t have time to do all that, to create the knowledge base.” Now, here’s the tip. Here’s the pro tip that I learned is you don’t do it. When we would hire a new success person, usually there was a success or a support or even a sales who liked doing writing. And oftentimes when I first hired them, if it were three or four of us, they didn’t have full-time work yet. We hadn’t ramped things up. And so I’d say, “All right, part of your job for the first six months is going to be building out the knowledge base because you’re going to learn it. And as you learn it, you document it for the next person.”
This is not a fit for every hire. And at 50, you’re probably not going to do that. You already have it in scope. But when it’s 1, 2, 3 of you, you can start small. You don’t need to build the whole thing out. You build pieces out, much like refactoring code. And again, you bring your first success person in and as they learn it, you tell them, “Look, you’re the first person to document this. Let’s have this living, breathing document that others can learn from.”

Whitney Deterding:
The other piece of that is if you build a culture of your team being able to contribute to that freely, man, the stuff you get is so much better. So a perfect example of that is our revenue and sales team use that as well. And so we have a card, how do you handle objections to this? And if a certain salesperson has a really great way to handle that objection and it works, they put it in that objection handling card, and now the entire sales team, all three of them, have access to that instead of just one person holding onto that information because that’s what can happen. I think sometimes, like you said, it’s that tribal knowledge, you’ve been there since the start and you know it all, and then you’re like, “How do I unload all of this onto someone else? How do I share this efficiently, effectively?”
But if you just get in the habit of making that standard as you add new people like, “Hey, if something feels unclear or you try something and it works better, update the card, share it with everybody.” And then we have internally a really open sharing culture. So if I try something, it works great, I update the card and then I share it in Slack and say, “Hey, tag the people that matter, try this. It worked great. Check it out.” And it just builds, again, that culture of sharing that information. I mean, you’re working as a team. Everyone has the same goals. You want this product to be successful, you want this company to be successful. You’re all working together towards those same goals. So you got to share that information instead of keeping it tight-lipped. So I think it helps build that culture a little bit too.

Rob Walling:
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Let’s switch it up a little bit and talk about specifically equipping salespeople because they are on the front lines. If I’m in support, oftentimes a question comes in I don’t know the answer to, I can ask someone in Slack, I can search the knowledge, I can spend a few minutes and do an email. When I’m doing sales, there’s a lot of pressure on me to do stuff in real time. I need to be heavily equipped with a lot of knowledge. And again, this applies, whether you’re hiring your very first salesperson or whether you’re hiring your 10th or 15th, they need to have the knowledge to do it. So obviously you already mentioned standard talking points. You can dig more into that of how you think about talking points or move on to the other things that I’m sure that you prepare for them.

Whitney Deterding:
Yeah, I mean, I think the biggest thing, number one is they need to know what a qualified customer is, and they need to know which kind of signals to listen to like, “This maybe isn’t the right fit for you.” Because when they’re having those discovery calls, you want your discovery calls to be that, “Oh, does this qualify to move on to the more intensive demo process?” If you have that process from a sales team perspective. And so having the ability to know those markers is key. So there are a handful of things. If someone comes to us on a discovery call and all they talk about is I want to use this for social, we are not a great social only tool if you’re going to purchase the Marketing Suite. You want the Marketing Calendar, you want the workflow management, you need to want much more than just the social publishing for it to be a good product market fit.
So we have those sales people trained to say if they just only hear social, social, social, they need to know I’m going to be okay disqualifying this person and letting them know that too. So that’s one piece there. I think the other thing that can be really helpful is when you put together a sales deck and that flow of conversation, not only giving them the deck and maybe some speaking points for each slide, but also making sure that they know what questions to ask at which points in the conversation, to gather enough information about that prospect so that one, you can qualify or disqualify them. And two, if there’s an opportunity to personalize that conversation to fit them and their needs and their problems, as a salesperson, you have to hear them and being curious and asking them questions can help you create better responses for them.
So for us, we’re a marketing software for marketing teams. And so I think it goes back to positioning and talking points. So I was joking with Rob before we got online, every product helps you save time. Okay, great. And Marketing Suite helps you save time, but there’s no meat to that. Why does that matter? And so a good example of that is if you’re asking questions, how much time would you say you spend every week in meetings doing project kickoffs? Well, how often are you following up via email to get more information before you can start on a project? All of these little questions that you ask can help you start to formulate, oh, they’re going to save a lot of hours every week on marketing project management if they switch to Marketing Suite. So it can help you gather that information and make the demo stickier and more personalized to them, which is more way more effective than just giving everyone a cookie cutter spiel.

Rob Walling:
Right. So you have this documentation and these talking points, objections, whatever documented.

Whitney Deterding:
And these questions.

Rob Walling:
Yep. So then when you hire your second salesperson, or if someone else needs to jump in, let’s say I have a one sales and one success person, my salesperson’s off for a week, maybe I bring my success person, again, at 50 you don’t do this, but when it’s just three of you, you have to step in sometimes. That’s the other thing. What if I as the founder haven’t done a sales demo in six months because I handed it off, now I have to jump back in. I don’t remember how to do sales calls anymore, so I almost need this documentation.

Whitney Deterding:
Yeah, and that’s the one nice thing. You can add those speaking points to your deck, of course, so that if they’re really on the fly and need to jump in, they’ve got at least something to go off of. But something else that you can do that I know that we do here at CoSchedule is we build out an ideal demo environment, as well, of the product. What is the ideal use case, and how do you demo those aha moments that really hook people? Because yeah, okay, you can use a Google calendar for a Marketing Calendar if you want, but if you use Marketing Suite, what are all those wow moments in the demo that you can visualize on why it’s so much better? And so if you can identify those things and standardize those things a little bit, all those aha moments that really hit in a demo happen every single time because you’ve built that process and trained and equipped your sales team to make sure that they hit those things during that flow.
And I think it all starts with a strong narrative. What’s the story that you’re telling during that demo? Because they came to you for a reason. You know what struggles, challenges, problems that this person is having, and so you really want to sell the dream during that demo. You don’t want it to feel lackluster like you’re just hopping between features. So I think that’s the other piece is what is the story? And so one thing we do to train our team on how do you tell the story is I actually record a demo of the product, walking them through the story and all those key moments they have to hit, and we call it our standard demo. That’s the beginning of the demo. You have to do that. And then after that, we always say it’s choose your own adventure. Let the customer or the prospect steer you and you can an answer and field specific questions.
But this standard demo, the standard story is something that you want to hit in every single demo call. And that helps scale people up pretty quickly. And it’s maybe only 20 minutes of a 45-minute demo, but it’s making sure that they hit those main items every single time. One other thing, something we do during that training process is the salespeople that are training in do mock demo calls with different people on the team so that they can get comfortable and we can throw objections at them in real time before they actually get on a call. So depending on if you’re really new, you might not have time to do that and that’s okay too, but something you could consider as you’re training new salespeople.

Rob Walling:
Well, and I love the idea of hazing new employees. So I would set up the brand new totally green junior salesperson to do the demo. “Okay. Oh, and your partner is the CEO and founder of the company.” And you’re like, “Eh, I totally don’t want to do this.” Throw them under the bus from day one. No, I think a big takeaway that I hope that listeners are taking from this is that it doesn’t have to be complicated, and it doesn’t have to be a lot of process. It can be a Google sheet with six or eight different things about a product brief, six or eight different topics. And then you can have one checklist that you kind of build out over time.
Off the top of our head, I’m sure without your checklist, you and I could be like, “Well, every new feature, we should at least evaluate it. Do we need to talk to success sales and support? Do we need to do a blog post, a tweet? Is there any co-marketing that we could do if it’s an integration on and on, who gets emailed for what? Does this change our sales demo?” I mean, you and I in five minutes could come up, it would be like a V.8, it wouldn’t be perfect, but it’d be 20 check boxes that then next time you could be like, “Oh, we forgot about whatever extra email list we have. So we’ll put that checkbox now, or it should it be on the website.” So it doesn’t have to be perfect from the start. And it doesn’t have to be complex.

Whitney Deterding:
No, and that’s, I think, the beautiful part about it is it can be something as simple as a checklist. It can be something as simple as you sitting down and recording a demo and then sharing that video recording of your demo with your sales team, have them watch it, and then have them practice a couple times. It doesn’t have to be overly complicated, but making that information accessible is the important piece of that.

Rob Walling:
So with the last couple minutes we have, I just want to touch on positioning, as I said at the top, and I know that a couple minutes is not enough time to properly cover positioning, but I just want to hear how you think about it because day-to-day this is probably top of mind for you, I’m guessing. And you are probably thinking about it more than most people I have on this show, to be honest, because even founders can only think about positioning a tiny part of the time. Again, if you’re a five-person team, positioning is one of 14 different things I’m trying to work on versus you are actively, actively. So how do you think about this? What inputs and how do you make a decision about positioning? Because it’s big, it’s strategy level.

Whitney Deterding:
It’s very big, but I think the one thing to remember about positioning is even if you’re doing it by yourself, you’re not in it alone because I think great positioning always starts with research. It always is rooted in knowing what are customers saying in the market, people that are looking for solutions like yours in your product category. What makes your product better, different, faster? What are the differentiators of your product as opposed to everything else in the market? And so I think when you’re in product marketing or I mean anyone in working in selling a product, you innately are curious about those things because you want your product to stand out. How do I sell this differently? How do I find my target audience? And so I think it’s all about talking through how do we convey the value of our product through our product positioning, and how do we do it quickly?
Because you think about it, most people, that first touchpoint with your brand, probably going to be your homepage, probably going to be your website or maybe they read your blog and then they’re like, “Oh, I wonder what they do.” So you have to make sure that they understand what your product is and what it does quickly. And so I think on our homepage, it’s organized all of your marketing in one place. That’s our main tagline of our product. That’s the tagline. But it’s like, what is the product? Well, it’s a Marketing Calendar. So all of our products, it’s Marketing Calendar software, so you can see schedule and share all of your marketing in one place. And so it gives people the ability to just scan that and innately know what you do. And so that product positioning is key because that’s how people understand what you are, what you do, what value you add.
But then when you layer in that narrative, that’s the emotional hook of how do you hook them emotionally on why they need your product. And I think with product marketing, it’s really easy to do one and not the other, or one and not the other, but they do have to work together in order to be effective because you have to identify what is this product. But then you also have to say… There’s that old saying, it’s like, “It’s not a bandaid, it’s a painkiller.” You need to need it that bad, or a vitamin, not a painkiller. Excuse me. So it’s clear, concise copy. How do you do it as short and as concise as possible? Well, it’s very challenging.
And so something that we do a lot is, like I said, it starts with research and then it’s going down what I like to call the why rabbit hole, why does this matter? And you just keep asking yourself that question over and over and over. It’ll help you get deeper into the reality of the messaging that’s going to matter. It’s the difference between saying, “Marketing Calendar going to save you time versus Marketing Calendar is going to help you visualize all of your marketing in a single calendar you can share.” So there’s all sorts of ways you can go about doing that. But yeah, we could talk for hours about product positioning.

Rob Walling:
Yeah, there’s a lot there. And even the positioning has to change over time.

Whitney Deterding:
It does, yes.

Rob Walling:
And I believe you told me CoSchedule started as a social media calendar, then expanded into a Marketing Calendar, and then added, I believe at least two other products, one called Marketing Suite and one called Headline Studio. So now talk about positioning changes. There’s at least two or three in there. Was it obvious to you when these were happening? You’ve been there five years, I’m sure you’ve had some positioning changes. How have you navigated those? Has it been super obvious? This is our last question then we’ll wrap. But I’m just fascinated by this because I’ve also done it myself, and I always felt like, “I don’t know what the (beep) I’m doing.” And I was always like, “Hopefully this is right.” So how do you navigate that?

Whitney Deterding:
I know. I think the best way to go about doing it is thinking, so I’ll give you an example. And it was, gosh, I’d maybe been here about a year and a half when we launched the Marketing Suite. So initially we had had the Marketing Calendar and we were getting our roadmap really around more of these enterprise level features, things that small to mid-size enterprise marketing teams were wanting, needing, asking for. And so that was how our product team had prioritized the backlog. And so some of those things that people had been asking for was digital asset management, more robust social publishing features, more workflow automation features as they were building out marketing workflows. And so we were like, “This isn’t just one product category anymore. This isn’t just one Marketing Calendar software that publishes your blog posts.” And so it got to the point where we were like, “Okay, well this isn’t just a product, it’s a suite of products because we’re crossing into multiple product categories here.”
And so that was where that Marketing Suite was born because the growth of the product was bringing in a different segment of people. We were able to properly serve these mid-size enterprises and these larger teams with more complex workflows that were having some of the similar challenges of wanting to be able to visualize all their marketing in one place, but they also wanted to do this, this, this, this. And so by listening to the customer and collecting that feedback from our customers, that helped our product team build out that roadmap, as well as voice of the market, as well as voice of the customer, we were able to transition and launch that Marketing Suite product, which then of course significantly changed the product positioning and actually just created an entirely new product. So yeah, it’s a wild ride. And I think we’ve stepped away from wanting to be known as a social media only calendar because we do so much more than that now.
And social is a lot different than it was five, six years ago with influencer culture and TikTok and video. It’s very different than it was just publishing your blog and posting it on Facebook, Twitter, LinkedIn. So as the market changes, you just have to adapt. And I would say just keep a pulse on your customers, what they’re saying and the questions that are coming in, because that will reveal so much about where the market is going and if your positioning is still hooking people. If you’re getting more discovery calls and people are saying, “Do you do this?” And you’re like, “No, absolutely not.” Something’s off. And it’s time to readdress that positioning and clean things up a little bit, try some new stuff.

Rob Walling:
Yeah, I’ve been through several repositionings myself, both with my last SaaS product Drip went through. It was really two, three iterations of it evolving, and each time the positioning, not just the homepage, but everything had to adjust. And I felt like with MicroConf, we’ve done that too because MicroConf was an event, it was just an in-person event, and then it was two and that we did nine last year, and now it’s an online community and it’s an in-person community, and we do mastermind matching and it’s like no longer a conference, so positioning has evolved, so that you can check the headline and it’s always tricky, but if you do nothing, you will find that the market changes and that bad things will happen. Either you’ll get left behind and you’ll lose… Here’s what nobody talks about. You can lose product market fit, you can lose it, you can have it, and you can lose it because the market will drift if you don’t chase it either with features or with, when I say chase, constantly work on refining it, keeping it, you can lose it as fast as you found it. It’s really interesting.
So with that, Whitney, it’s amazing having you on the show. Thanks so much for showing up, dropping your knowledge. If folks want to see what you’re working on, coschedule.com. And any social media handles you’d like to share if folks want to keep up with you?

Whitney Deterding:
Yeah, if they want to follow on Twitter, I have the world’s longest last name, so it’s @whitdeterding instead of Whitney Deterding. And you can also connect with me on LinkedIn. If you’ve got questions, I’m happy to chat a little bit there too. Not too many Whitney Deterding’s online, so you can find me.

Rob Walling:
I know. You are lucky to have that. That’s great. Well, thanks again for coming on the show.

Whitney Deterding:
Yes, thank you for having me.

Rob Walling:
Thanks again to Whitney for joining me on this week’s episode. Hope you enjoyed it. This is Rob Walling signing off from episode 647.

Rob Walling:
Welcome to this special bonus episode of Startups For the Rest of Us. This is a Thursday drop. It’s a .5 episode, which we’ve used historically to have episodes that are maybe outside the timeline of the main feed, outside of the cannon, if you will, of startups For the Rest of Us. This episode came about because of a conversation I was having with Producer Xander and we were talking about the dramatic overhaul of MicroConf, the in-person event specifically that we’ve done over the past couple years. And we both realized that we’ve never come out and talked about kind of the refocusing of MicroConf US and MicroConf Europe on our expanded or extended hallway track, that we have dramatically shifted the event to focus on connection between founders. And since we started the event in 2011, and we’ve done 35 of them now I believe, the feedback we’ve always gotten is the hallway track is the best part of MicroConf and the speakers are an excuse to get us all in a room so that we can meet one another and build those relationships.

And after Covid hit, we decided to basically gamble, to take a chance, and to adjust our traditional format. So when MicroConf first started in 2011, we had 12 speakers over two days, and we quickly moved that down to nine speakers over two days. Still a lot of content, and you could meet folks in the morning for breakfast or at lunch and then there were some evening gatherings. But in 2022 in Minneapolis, we cut the number of speakers down to six, and then MicroConf Malta, which was just a few months ago, we cut it down to four. We got some feedback that four might be not enough. So I believe at this point we’re at five speakers, for MicroConf in Denver here in April. And the reason I wanted to say this on the podcast is I think if you’ve attended a MicroConf in the past and you feel like that’s no longer what you need or you don’t want to go somewhere and watch nine talks, MicroConf is literally two or three talks during the whole day, plus a couple attendee talks.
All the rest of the time is spent connecting with other founders. So we’ve started having offsite activities, adventures, that basically maybe push you outside your comfort zone a bit, but you do it with the other founders. So we’ve historically done things like kayak tours. We had an improv workshop in Minneapolis. Brewery tours. We had a trapeze class where people literally went offsite with other founders at MicroConf and they did trapeze class. They learned how to trapeze. And that’s just not something we’ve historically done, but we found that the attendees love these activities. In addition, we’ve introduced round tables, we’ve introduced workshops, and the nice part is we have what, four or five workshops and you’re able to pick one that applies to you, and these are smaller groups. And it’s not someone giving a talk, it’s you interacting with the other attendees. It’s you interacting with the person who is leading the workshop. And the feedback on those has been really high.

And finally, we introduce this thing that I think each of us secretly dreads, but is super valuable, and the feedback also been positive. It’s called Founder-by-Founder, and in essence, it’s speed networking. We basically set a seven-minute timer and we say, “Go talk to someone you don’t know and introduce yourself. Talk about what you’re working on. Talk about your biggest problem, biggest success, whatever you want to do.” And again, several founders have said, “When you said Founder-by-Founder, I was thinking, I don’t want to do this, but it was one of the most valuable parts of the conference” because you get to meet four or five people that you otherwise just wouldn’t go outside your comfort zone to meet, right? Because a lot of us come to MicroConf and we see familiar faces, and it’s amazing, but getting out of your own bubble and meeting other folks, whether it’s at the workshops, whether it’s at the offsite adventures, whether it’s at Founder-by-Founder, we’ve found has been an extremely valuable change and a shift to the way that the MicroConf in-person events happen.

And we’re not just doing this with our flagship events, the big two and a half day events, but we’re doing it with our local events. MicroConf, Locals started out as like a single day event with several talks. And now MicroConf Local is essentially a three-hour happy hour. We basically get together, do some Founder-by-Founder, usually I have a guest that I interview for about 30 minutes. I’ve interviewed Jason Cohen, Rand Fishkin, MailChimp co-founder Ben Chestnut. And then the rest of the time it’s hanging out. So there’s like 30 minutes of content, but it’s a three-hour gathering. And the feedback we’ve gotten has been overwhelmingly, that’s the right amount, that’s the right ratio. We don’t want three hours of talks, 30 minutes is just fine. So I’m saying this on this podcast because this is something that’s hard to communicate. If you go to the MicroConf website, we can say all day that this is an event focused on building community, and you’ll meet founders and we have the hallway track, but it can be hard to fully understand the dramatic shift that we’ve made over the past couple years.

And so if you haven’t been to a MicroConf in a while or you’re wondering what it actually is like, if you’ve never been, I’d encourage you to check one out. Our next MicroConf is in Denver this April, 16th through the 18th. And if you want to be in a room and meet a couple hundred other amazing bootstrapped, and mostly bootstrap, founders just like you. They are listeners of this podcast.

They’re members of MicroConf Connect. Head over to microconf.com/americas and you can grab your ticket. There’s still some left. It’d be great to see you there. I hope you can make it.

Rob Walling:
Welcome back to Startups For the Rest of Us. I’m your host, Rob Walling. This week I sit down with James Kennedy and we talk through this interesting approach he takes with his business, ProcurementExpress, where they have a recurring annual price increase every year. And they’re very upfront about this. They communicate this to the clients when they sign up. We run through the pros and cons of this strategy, as well as catch up with James Kennedy. He has spoken at several MicroConfs. You may have seen him if you’ve attended.
But before we dive into that, TinySeed applications for our next batch are open from February 6th to February 19th. If you’re a bootstrapped SaaS founder doing at least $500 in monthly recurring revenue up into the many tens of thousands in MRR, I’d love it if you would apply. Head to tinyseed.com/apply to find out more. You can drop your email there to get notified when applications open or just head to tinyseed.com/apply if you are interested in participating in a year-long accelerator program that is focused on bootstrap and mostly bootstrap SaaS founders like yourself. We offer mentorship, guidance, the batch itself, we have an amazing Slack channel, and we offer a community. And we match you with masterminds within your cohort of founders as well as the right amount of funding for a company like yours. Tinyseed.com if you’re interested. And with that, let’s dive into my conversation with James.
James Kennedy, welcome to the show.

James Kennedy:
Hi, Rob. How are you?

Rob Walling:
I’m doing good. People might recognize your name and voice from the many questions you’ve sent in, voicemail questions. You tried, we call it Video Ask, I guess, that’s at the top of the website.

James Kennedy:
I feel like I’m the biggest sponsor of that thing. I feel like, “This is an awesome idea. Why isn’t everyone doing this?” And then I’m the only one who does it.

Rob Walling:
Yeah, there’s some good audio, video questions that come through.
So yeah, want to welcome you on the show. You are the founder of ProcurementExpress at procurementexpress.com. Your H1 is take the hassle out of company purchasing finally. So as people can tell by your name, when we talk about doing enterprise sales and if you have to go through procurement, then you need to 10x your pricing, right? This is the thing. Well, your software helps companies handle their own procurement. Is that right? You want to describe it a little more?

James Kennedy:
Yeah, sure. We’re a little less enterprise, more like 50 to 500 employees. So the original use case was Richard, my business partner. He had an IT support business in Dublin. And he had two customers come to him in the same week looking for kind of the same thing. One was UNICEF and the other one was Clarins cosmetics. And they both wanted to… If you think about it, when you’re buying stuff and your own business is great, you take out your credit card, you do it, but then as soon as you get a bit bigger, if you need to spend money to do your job, it gets a bit more complicated.
In UNICEF’s case, they need to get approval. Obviously, it’s public money or donation money. They need to be very careful. There’s a lot of reputational risk if you don’t handle that money correctly. And in Clarins case, they actually had their old MD embezzle 150,000 euros worth of stock from them. So there were two very different reasons for wanting something. They didn’t know what to call it. We need controls. They didn’t want to be buy an ERP, but their accounting system wasn’t doing it for them.
So Rich Googled, not very well, couldn’t find anything because there are competitors. But he came to me, we hacked together the first version, and now we have about 300 customers all around the world, half in the States, half everywhere else. And we handle about $3 billion in spend for those customers each year. And that’s what we do. It’s normally like a CFO new in the business, he comes in, he’s like, “Oh, let me get control of the spend in this place. I’ll make it easier for people, an easy win.” And that’s what we do.

Rob Walling:
And how long have you been in business?

James Kennedy:
Incorporated in 2016. But the easy one is it’s the same age as my son, Max, nine. So we got pregnant with Max and I was like, Oh my God.” I had a crappy online business. It’s bad enough I’m ruining my own life with this marginal business. But now, suddenly I’m dragging my kids into it.
So that was a big motivation. And it was definitely the famous Jason Cohen speech from 2013 in MicroConf. That was the aha moment for me. And when Rich came with this opportunity, it almost matched up exactly. I’m sure the audience has already seen that. But if you haven’t, go Google MicroConf 2013, Jason Cohen. It’s the OG talk I would say. Maybe one of the best talks ever when it comes to bootstrapping a SaaS business.

Rob Walling:
That’s what I call it.

James Kennedy:
Yeah. We tried to ape some of that.

Rob Walling:
Yep. And how big is your team now? You’re bootstrapped fully, right?

James Kennedy:
Yeah. We did take an angel round, actually. So we have five angel investors in 2016, but we have about 25 people and we’re in around two million ARR in revenue mark. So it’s been very much the slow, what do you call that thing? The slow, steady for death. It’s not been an overnight success, but it’s great. It’s definitely all I ever would’ve hoped for and it’s a great team. I know people don’t think purchasing procurement is fun, but it’s a lot of fun to make something that delivers value and you couldn’t help for hope for more with our product.
We really save people a lot of hassle. And that’s what I get my kicks from is hearing the stories about, “Hey, I used to spend three hours a day doing this and now it’s gone Away. magically it’s gone away.” And despite the money, it’s the value. I think as engineers we like that idea of delivering value. So we’ve all maybe had jobs in the past where we’re horribly overpaid and you deliver no value and you feel empty and dead inside. And then of course we’ve gone the other way. We’ve built products that no one uses. Neither of those is good. So the crossover there is to build something that delivers value and is rewarding. So more or less, that’s what Procurement Express is.

Rob Walling:
And to build a pretty great business. It sounds at two million ARR, it’s just a SaaS company like this, the stability, and as you said it’s done everything you wanted it to do. And I love businesses like this. I often say boring businesses and I mean that as a compliment. It’s like you said, procurement doesn’t sound that amazing, but it’s like, no, that’s cool, ESP sending emails for people.
It’s like, “Ugh, this is boring.” But those can be fun businesses if you’re into them. It just depends on what brings you the joy. If you have to be working on a social network or the next hot thing, VR, that’s your personality, that’s cool. You’re playing a certain game. And that’s not the game that we tend to play in the MicroConf crowd. It’s more like I get my joy either from building businesses and providing value to people, like you said, in exchange for money or from the idea of wanting to be independent financially and whether that’s 10k a month MRR, whether that’s selling for 10 million, whatever. I think these things are all wrapped up in the ethos.

James Kennedy:
Yeah, and you say it’s boring, but it’s boring, if it’s not your job. If your job is to administer all the payments in a private school and you have a string of teachers waiting for you outside your office every Friday looking for their money and you’re terrified you’re going to make a mistake and then you make some sulfur to make that go away, to them, that’s not boring, you just give them another Friday afternoon back. So that’s third of stories I think of there are humans at the end of the day still. We’ll see what happens with AI now, but there’s still humans writing software for, so that’s the fun part for me.

Rob Walling:
And so we’re going to talk about your annual price changes for customers where every September you emailed me and said every September we increase our price by 8%. And it’s an incredible story frankly that I haven’t heard another SaaS company do. But before we do that, I want to ask about the name of your company, ProcurementExpress. Am I remembering correctly that when you started it was called Rubber Stamp? Rubberstamp.io?

James Kennedy:
Yeah, absolutely. There’s only two problems in computer science. One of them is naming things and I am terrible at naming things and my partner Rich came up with Rubber Stamp. I absolutely hated it, but I’m like, “Okay, whatever. Let’s just do this thing. We’re probably not going to be around in six months.” And who knew it took off. So I pushed to say this and we got to be grown up and be more professional now. And the Rubber Stamp idea was just get your expenses approved with a rubber stamp. But then we became paranoid because in the US some of our customers were saying, Well, rubber stamping isn’t necessarily a good thing. It means you’re just waving it through.” And then we got insecure about that and then we, let’s get a proper grownup name. Now there are great stories out there, like teamwork.com that went from some obscure domain to Teamwork and it exploded their business. It probably had the inverse effect for us. I think we may have been better off at Rubber Stamp, but that’s what happened. So c’est la vie, we can’t win them all.

Rob Walling:
Yeah, that’s the hard part, right? Naming’s hard. Rubber Stamp, I always liked it because it was so memorable. I remember hearing it be like, “Oh, I wonder what that does?” That’s an interesting clever name. And ProcurementExpress describes what it does, but it is less interesting I’d say. So naming’s hard as you said.

James Kennedy:
Yeah, I would say if I to do it again, I would not let myself be part of the naming. And attention is worth more than being super descriptive. And even a big problem with ProcurementExpress is that it’s very similar to our competitors, like from purify, pre choral, all these consensus kind of similar. Sometimes we get emails from people saying, “Oh fantastic, we’ve decided to work with you. This is great. We’re going to get started next month and we can’t wait to start working with whatever no friction or purify one of our competitors.” And I’m like, “No.” They can’t even tell us apart. So differentiating in hindsight, I think it probably was a mistake if I was to do it again, I would maybe have not been branded.

Rob Walling:
So let’s talk about this annual price increase. I want to preface this by saying that with companies that I advise that are selling into the enterprise that are actually doing annual contracts, it’s standard recommendation at this point to say if you’re signing an annual contract with a customer, build in an annual price increase, five to 10% is the rule of thumb that I think we throw around. But a lot of these companies are doing some annual, minority annual, let’s say 20% and then everything else is monthly and a lot of them aren’t custom contracts and they’re just signing up paying with a credit card a year in advance and they’re no custom TOS or whatever. So talk me through how you are handling this. I guess start with, are all your customers annual? And are they all more custom contracts you’re signing or is it terms of service? And then we’re going to dive into the 8% every September. I just want to know how that’s communicated and how that pans out.

James Kennedy:
So to answer your question, yes, for mostly month-to-month contract terms of service, we do have some contracts for some customers and in fact they often preclude us from price increases in those contracts or it’s certainly a point of negotiation, so for bigger customers. But let’s say for our mid-market customers, it’s three to a thousand dollars a month in MRR fees. That’s all just signing up on the website with a credit card. And we started doing this a few years ago because it’s been a mantra as long as I’ve been listening to this podcast about just increase your prices patio 11 I think. And definitely Patrick Campbell talks a lot about this, but I’ve never really, the reason I reached out to you because I never really talked about, well why don’t we just annualize this? And we annualized it just three years ago now and it’s been the best thing ever.
And I don’t want to say everyone should rush out and do this, but there’s definitely, I’ve identified five key benefits and there’s one reason not to do it in true content marketing style. So we started doing this three years ago and the first thing is that we actually did a price increase three years ago and it had to be bigger because we hadn’t done the price increase for three years or maybe three or four years. And then suddenly we were faced with new customers were paying $300 a month, whereas some customers were paying $50 a month from way back in the day. The longer it went on, the worse it became because if they were grandfathered then you just had this desperate group of payments and it also made the physically very difficult to manage all the payments. So your stripe becomes a mess.
Some people are on one type of plan and some people are on a different type of plan and it became very, very difficult to manage. So after having to go through the pay and also when you do a big increase, I think we did like 20% or so, we definitely hit churn on that. That’s not good news story for anyone. So we were like, okay, subsequent years we’re just going to warn our customers and in fact new customers that come on September, we do our price increase.
We normally say exactly that, it’s like between five and 10%. Last year it was 8%. And then the biggest benefit there, first one is it avoids this shock. So A, customers expect it. So it’s not so much because if you’re a hundred bucks a month, paying 110, it’s a rounding error. It really doesn’t matter to anyone except you as running a SaaS business because multiply that across all your customers, it’s actually a really significant bump to your MRR and it becomes a little early gift Christmas present, which you can plan for and you can decide, okay, you want to hire a new resource or whatever, you know it’s coming in September and it’s a two-way win.
You know you’re going to get the bump in ARR and your customers know it’s coming, you train them for it. So I’d say the first big reason is, or big benefit is it avoids a bigger shock every two or three years just forgetting to do it. You hear about lots of people who buy SaaS businesses and they haven’t done a price increase in 10 years or something nuts and then suddenly you’re faced with trying to bring them up to 2023 levels and it’s just too much and then you really annoy people. Yeah, so I’d say that’s the first benefit. It avoids larger bumps. The second thing is that I think really it’s a rule of thumb that no one really cares as long as less than 20% except for one group of people. And that’s the group of people that weren’t getting value from your product in the first place.
So it’s not universally great. So especially I think it’s maybe a little secret of SaaS is that there’s inactive users, it can be anything from five to 15% of your customer base may be paying you and are not getting value from the product. That’s a group of people that will consider things and you have to think about before you go ahead with your price increase, well how are you going to handle that?
Of course the best way to handle that is to identify them and try and get them active. But as we all know, no matter what you do, no matter how many cartwheels you do to try and get people activated, a hundred percent, I don’t know if it’s possible, I’ve never heard of it, but it’s just really hard to get people on board. So I think the fact that it’s 8% means that your risk of churn is very low. We do have a bump in churn after we do this, for sure it does exist, but it’s always the people who were just never onboarded in the first place. And personally I would prefer we could get them active, but I’d rather also be honest about my ARR and there’s an argument for just churning people who aren’t active anyway and just focusing on the people who are, because it keeps the business real and honest.

Rob Walling:
I’m curious how you communicate this to new customers. Obviously existing customers who’ve been with you through a September, they probably got an email and they know that it’s happening. But if I signed up, it’s December, if I signed up now, how would I find out that there’s going to be a price increase next September?

James Kennedy:
So it’s not part of our sales process, but if people ask, we always tell them. So we normally actually have a bit of a grace period. So if it’s September for anyone from July, they’ll get that year’s pricing for the following year. But anyone previous to that then will just be put onto the new pricing. And I know a lot of people go to a lot of effort with their emails, with fancy emails. My email is quite straightforward, the subject line is my favorite subject line is our smallest ever price increase and 10 new features we made for you this year. And then in there I’ll describe it as we’re going from $30 to $31 per user per month. And then I will go down through what we did for them that year, which I think is another benefit because I know this email is coming up in September and if you’ve got to explain your price increase, you know you got to do it.
It’s actually interesting. It’s a psychological thing. So how am I going to justify this price increase? And there’s a very good argument for inflation, yada yada, everything gets more expensive. Restaurant prices go up, food goes up, everything goes up. So why shouldn’t SaaS? There’s an argument to that which I’d like to talk a bit about which people think, “Well if it’s SaaS, you’ve made the product once and sure why should you ever have to put up the price because you just stamp out more software.” Which would be true if there wasn’t a thing called churn.
But there’s a roof, so there is actually a roof to what you can possibly get in terms of revenue. So it means that you do have to increase your prices. Yeah, so that’s how I describe it. I say this year for example was we went from 33 to $35 per user per month. The email goes out, we got one churn straight back on the email and then in the subsequent month we had a higher than normal churn. We have fairly low churn as the general rule, but it was really, I could see it was the people who hadn’t been onboarded and it was still a big win in terms of net MRR for us for sure.

Rob Walling:
And you mentioned to me that this also helps you close some deals. You’re in the middle of a procurement process yourself trying to bring someone on there in a decision process and you say if you get in by this date, you get the old pricing for a year in essence. And you actually mean it, it’s not just a sales tactic?

James Kennedy:
Sure, yeah. Well it is a hundred percent and I tell the sales team and they know it and they’re trying to get their people in, yeah, helps them with their quota, an extra thing to bring in for the end of the quarter, helps them bring in with their quota and everything. So it’s an overall good reason to move to take action. But there’s one definitely one big reason I think you should consider not doing this or you should be careful, and this is something actually I mentioned again Jason Cohen came up with on Twitter, I was talking about this and he was saying, “Well if you’re not careful you can inadvertently drift up market.”
So if you’re just increasing your prices and you’re not thinking about it at a certain point you change the nature of your customers. So you might go from proof prosumer to mid-market, you suddenly might go from mid-market to enterprise and then that changes how your product is positioned and so on. So normally at an 8% rate it’s not going to be about that. You just have to be aware of that as it’s going on. We definitely have some customers that only came on because we were 50 bucks a month. That’s long gone. We just are happy with that, not having those customers anymore. But yeah, still have to be cognizant of that, that you could damage your business if you just went too high without considering what your use case is.

Rob Walling:
Yeah, that’s what I was going to ask or I was going to ask an intentional question to that. If you raise every year five to 10%, do you find that you are now more expensive than any of your competitors and they’re not raising because a lot of people don’t and so not exactly up market, but to the point where you’re enough above a couple competitors that it’s causing you grief?

James Kennedy:
Yes, that is true and it means your product has to be better. And some people will say, “Well, if you built a business which is about undercurrent, undercutting a big incumbent like a Mail Chimp or a Constant Contact or something, then yeah, maybe you don’t want to do that.” But for our product we’re happy to go along with that because I personally believe because we sit on top of $3 billion worth of spend data every year, I see how people buy and I’m firmly convinced that the actual dollar value has very little to do with the buying decision, definitely in mid-market. So really the price is just someone has to justify to someone else why this product is worth something. You have to give them a good justification, but really what you’re doing in mid-market most of the time is saving people’s time and saving staff time, et cetera, so they can be let opened up to be more strategic, et cetera.
It’s saying you’ve got to be careful not to say the quiet bit out loud. So you got to be careful to say, “Listen, it’s all about price.” Especially our tool. We’re all about price and helping people get the right price. There’s trillions of dollars worth of mar tech solutions out there to help salespeople to sell, but there’s hardly any software help from us and our competitors to help people buy. So I am definitely aware of what the buying cycle is like for people. So you got to be aware of that. But having said that, I just believe that another thing is when people decide to buy, let’s say at a hundred dollars a month or whatever it is, they have not experienced the value in your product. They’ve heard a bunch of claims, they’ve maybe done a sales demo, they maybe got a testimonial, but they don’t actually know if it’s going to work. One year later after having experienced the product, if it’s working, then the money isn’t a problem.
If it’s not working, that’s a different situation. That’s why I’m not a big fan of discounting either, because it’s really a weak source argument for why someone should buy your product because you’re the cheapest. And where does that go? If you’re the cheapest, does that mean it’s okay to let yourself off and having the best performance or the best experience or whatever else you decided to compete on, and then where does that go? Well, someone else comes along who’s cheaper and they are even nastier or whatever. It lets you off the hook in terms of quality in your product. So maybe that’s the strategy here in Ireland. We have Ryanair, it’s like a low cost airline and they do very well doing that, but it’s not the strategy we cater for, especially in the face of increasing cost of acquisition across the board.
This has been an argument for decades, which is ad spend is going up, cost of acquiring customers going up and what’s going to happen there? To now, if I was to start our product today, there’s no way we would have enough money to compete with the other people like ourselves in the market because the ACVs have become high enough to support more expensive marketing channels. They’ve pushed up Capterra, pushed up AdWords, pushed up everything else. Even SEO becomes expensive when you’re competing against incumbents. So where does that go? If you’re not going up market, where’s your strategy? Because eventually someone else is going to come along with more. It could be a funded competitor who burns all their cash and goes into the ground or whatever, but then in the meantime they destroyed your business. So that doesn’t help you.
So that’s my view on increasing the prices also pushes your team say, “Hey listen, I’ve got to write this email next year a better price increase, so let’s think about that.” What’s going to be a no-brainer when I write the email about, hey, they’ve charging us extra two bucks a user and meanwhile they’ve added OCR and they’ve added whatever features we got planned for the year. And it focuses the mind a little bit like how Amazon did the press release before they do a product. You got to imagine, okay, well how are we going to justify our price increase this year, guys?

Rob Walling:
Yeah, I really like that aspect of it. There have been multiple times where I will sit down and write a landing page for something before I then go build it. So TinySeed started as a landing page, an AR and I actually maybe we had started building a deck, we had a part of a deck, but I remember being like, “I want to write down what this thing should be like. How do I explain it to people? How do I sell it to people?” And in essence, and I’ve done that with books and such before that, but that’s what you’re talking about is thinking about starting from the end and then using it as motivation to get things done. I want to circle back on one thing you said because I’m super curious. You said we’re sitting on $3 billion in procurement data and so I have a sense of how people buy. Any other insight that you want to share just off the cuff of a pattern or patterns you see that you feel like other SaaS folks could benefit from?

James Kennedy:
I will say that price has become more of an issue. I think we’ve all seen that anecdotally and also in terms of purchasing volumes has gone down and average dollar sale in the system has gone down. Now all on aggregated data is BS. So maybe I could, I don’t want to give you off the top answer there, but I can say in a very high level I could probably come back and give some segmented data there. But on a very high level for sure, price purchasing has changed in the last quarter and having a value prop, definitely it has tightened up. So it’s a lot more focus on getting the right value. So I’m not going to be as a more detailed answer. Maybe I should go and do some research and tell you about that.

Rob Walling:
And that’s fine because I asked you that off the cuff without any preparation.

James Kennedy:
Yeah.

Rob Walling:
I want to wrap up with this email subject line. When you emailed me, you said, “I’d like to throw in the best subject line I’ve ever written.” And of course that was a great teaser. I’d love to hear what it was.

James Kennedy:
Sure. When we do a price increase, it’s always some variation of this, which is what we’re going to do for you in 2023 and our lowest price increase ever. So I’m not hiding the fact that we’re doing a price increase. I personally love that line because it’s kind of humorous. I think you’re giving you a price increase, but at least it’s the smallest we’ve ever done. And the way we achieve that is on a percentage basis, we keep it within smaller than last year normally.

Rob Walling:
Awesome. Well, if folks haven’t seen your MicroConf talks, you have two of them. How we reduced churn by 25%, how you could do it too. That was MicroConf year of 2019, an attendee talk. And then you had a full talk about sales, how to stop giving demos and build a sales factory instead at MicroConf growth in 2017. And if folks want to keep up with you, procurementexpress.com to see what you’re working on. Are you still on Twitter these days?

James Kennedy:
Yeah, yeah. James Kennedy. I’m back. I think I’m the only one left on Twitter apparently.

Rob Walling:
Yeah, I was on it this weekend. I was like, “Hey, anybody out there?” It’s a trip. This’ll go live in a month. And so I am curious by the time that happens, is this where that all will have wound up?

James Kennedy:
We’ll all be on Mastodon. Yeah.

Rob Walling:
Apparently. Yeah.

James Kennedy:
Rob, it’s so, if it’s okay, I’m very keen to hear from other SaaS founders who are marketing to CFOs, hit me up on Twitter. I’d love to talk to you, looking for co-marketing opportunities. So it’s okay to say that I’d love to talk to anyone out there who’s selling to CFOs and mid-market, 50 to 500 employees, have a chat to see if we can do some brainstorming.

Rob Walling:
Absolutely. It would be amazing opportunity if folks are able to pull it together. So James, thanks for coming on the show.

James Kennedy:
Cool, thanks Rob.

Rob Walling:
Thanks for joining me this week. Hope you enjoyed a different episode where certainly it was an interview with James, but we weren’t telling his story per se, we were getting a tactic or a strategy from an experienced founder who’s built pretty incredible business. This is Rob Walling, signing off from episode 646.

Rob Walling:
I showed up to dinner and I think my belt buckle … I’d gotten out of a cab or an Uber or something. My belt buckle was literally two inches off to the side. And one guy said, “You got to straighten your belt. You run a conference now.” And I remember thinking to myself, “What in the (beep) are you talking about, man?” I’ve run five of these events, six of these events. This was my house. I remember feeling that. Like, “This is my house. You don’t come in here.” And it’s little levels of disrespect that just don’t need to be there.
And no one else does that. The only people that have come to MicroConf and said things like that happen to be these overconfident folks who had hopped in. And I’m not ragging on San Francisco per se, but we do know that there’s that “startup bro” feel that maybe just doesn’t jive with who I am, doesn’t jive with what MicroConf is, and it doesn’t jive with the community we’ve built.
Welcome back to Startups For the Rest of Us. As always, I’m your host, Rob Walling. And this is the show where we talk about building and growing bootstrapped, and mostly bootstrapped startups, through relentless execution and thinking in terms of years, not months. We know that this is a marathon, not a sprint. And maybe I can throw in another cliché metaphor right here. But no, it’s about thinking about things over the long-term and about shipping something every day, but not expecting that to move the needle immediately. Usually realizing it takes months, or in most cases, years to build something great.
Thanks for joining me again today. Today’s episode is a solo adventure where I talk through a few topics that are on my mind. I’m going to talk about whether bootstrapping, or maybe it’s MicroConf, is the “not-bro,” the “anti-bro” startup movement. Why today I think, in social media especially, it’s cool to be angry and that there’s more nuance to a lot of different situations. I’m going to bring up some examples of conversations I’ve had with my kids recently about that. And then talk about this headline where someone declined a $9 million acquisition at age 18 and then went on to build this company we’ve all heard of. And speaking of nuance and getting a little angry, the headline is sensational and I just want to point out what they got wrong, as well as dive into the difference between working with someone who’s good versus someone who’s great.
So to start off, I want to talk about this “anti-bro” startup movement thing. This occurred to me about four or five months ago, and I put it in this Trello board where I keep my solo topics. And the sentence is, “Is bootstrapping or is MicroConf the “anti-bro” startup movement?” And it felt to me a little weird to even say it. I often don’t want to come out and bring this negativity, this anti anyone mentality, into the world.
But then I was at MicroConf Local in Austin last month, and I want to thank Sarah for encouraging me to talk about this. Because she and I were talking, Sarah’s been to a few MicroConf. She said, “You know Rob, I want to commend you that the community here is so welcoming and it doesn’t in any way have that ‘bro’ vibe.” And she went on to say that she has gone to some startup events where it doesn’t feel great, and the energy in the room is such that it’s not welcoming to everyone. And I actually told her, I said, “I have this idea, and I was going to talk about it but I haven’t and I’m not sure I’m going to.” And she said, “You absolutely could,” and I can give you a bunch of examples. I didn’t want to take it to that point, but realistically, I did want to call this out because it’s something I think we stumbled into accidentally. But then once we got it, we have been very deliberate about guarding.
And it’s that idea of, A, everyone is welcome, and B, anyone can do this. It’s not like you have to be a particular type of person in any way, shape or form to bootstrap. I’ve talked about it as being the great equalizer and I believe that. I believe that almost anyone, now especially with no-code, but with code, with learning to code, with all the resources online today, that people can change their lives through bootstrapping. And not just through software bootstrapping. You can bootstrap product-as-services, you can become a freelancer, you can sell info products. There’s so many ways that bootstrapping changes lives.
And when we started talking about that on this podcast 12 years ago it was two bootstrappers who kind of knew what they were doing, who are not very “bro.” And when I think of “bro” I think of the overconfidence, the swagger, the negging, if you’ve heard of this, N-E-G. It’s like attacking or trying to be alpha, trying to out macho the next person. And it’s this energy that can feel overbearing. So the typical version of that might be, you’re in high school and there’s a bunch of jocks and they’re big and buffed and might makes right. And it just kind of sucks to be around them if you’re not one of them. And it’s a very inclusionary, exclusionary thing. That’s, anyways, how I think of bros.
But what really got me thinking about this originally, is there was a year at MicroConf where four or five people came from San Francisco, and it was crazy. They were the prototypical startup bros. Like they were doing paleo, they were talking about Soylent. They were everything I just said, the swagger, the negative, the, “I’m going to out whatever you … Whatever you do, I have a one-up.” Here I am, running this event, MCing the event, built this great community, and somehow the things they did were all better. And it just came … Really sour, really bad taste in my mouth.
And I remember thinking at the time, “If this is what MicroConf is becoming,” which it wasn’t and it isn’t, “but if this is what MicroConf is becoming, I don’t want to be part of this. I don’t like communities like this.” I’d been to [inaudible 00:05:19] where it’s this big competition to measure who was further along, who was better, who knew more people. It was the name-dropping. It’s all stuff that I just don’t have a desire to be involved in.
And I remember one example was, I was wearing a shirt from … It was called Structure at the time. And it was a pretty nice, fitted shirt, but I am tall and skinny and so my shirts never fit me quite right. And one of the guys was like, “Oh, I see your shirt. This is a tailored shirt tailored for me.” And I was like, “Oh, that’s cool.” “Yeah, you should really get one.” And I’m like, “Yeah, I will. Right now I’m investing in my startup. I don’t have the 150 bucks to drop on a shirt.” But it was this implication that somehow I was less, or my outfit was less, because of that. And again, it was someone’s first time meeting me, it was their first time at a MicroConf. It just feels like there’s a level of respect or a level of appreciation even, rather than starting to criticize or hint that somehow I’m better than you because I have this shirt.
The other comment someone made, it was for these four or five guys in this group, is I showed up to dinner and I think my belt buckle … I’d gotten out of a cab or an Uber or something. My belt buckle was literally two inches off to the side. And one guy said, “You got to straighten your belt. You run a conference now.” And I remember thinking to myself, “What in the (beep) are you talking about, man?” I’ve run five of these events, six of these events. I mean, at the time it was still early, but this was my house. I remember feeling that. Like, “This is my house. You don’t come in here.” And it’s little levels of disrespect that just don’t need to be there.
And no one else does that. That’s the thing. The only people that have come to MicroConf and said things like that happen to be these overconfident folks who had hopped in. And I’m not ragging on San Francisco per se, but we do know that there’s that “startup bro” feel that maybe just doesn’t jive with who I am, doesn’t jive with what MicroConf is, and it doesn’t jive with the community we’ve built.
And so I just want to call this out, because I’ve talked to folks who come to a MicroConf for the first time and they’re surprised that it is so welcoming and that it doesn’t have a bunch of bros in it. And if you’re a listener and you feel like, “I’m not going to fit in.” Like Anna Maste said, what, a year ago when she came on the show, and she said, “I just figured I was a woman with kids, growing a startup on the side. I’m not going to fit into any startup community.” And then she came into MicroConf and found out, “Oh, I fit into a startup community.” That’s what I want to express here. That’s what I want you to take away from this piece.
The second thing I want to talk about is something I’ve been talking to my kids about, but also it’s just constantly circling us on social media, and it’s this idea of, “I’m going to be angry about everything. I want to be outraged.” And I’m not saying that for me, I’m saying it seems like people on social media just want to be angry about everything. And the thing I’ve been telling my kids is, there’s always more nuance to this story, in almost every case. Of course, always is too strong a word. There are some cases where there’s very little nuance. Almost all cases there is nuance.
Elon Musk buying Twitter, cryptocurrency, NFTs, these things are way more polarizing than they probably should be. Now I will admit, Elon Musk buying Twitter is becoming more polarizing in a way that I think it should be, at least as of today. I’m recording this probably a month in advance, and so it’s almost hard to make comments about what will happen if things will completely go off the rails in the next month. But the idea that, say, a company could announce that they were going to issue an NFT and have people just losing their minds about it six months ago, a year ago, was just so surprising to me, because NFTs are just technology. This is being angry at someone for using an SSL certificate.
We can argue about energy usage. My kids were saying, “Well, NFTs use a bunch of energy.” And it’s like, they don’t … No, not necessarily In some cases they do, but there’s nuance. That’s what I’m trying to get to. There’s more to it than the headline take, the hot take that got you to click. The hot take that you read and then didn’t read the full piece. And the full piece, if it wasn’t written by an expert, probably didn’t have great info in it anyways. How many articles have you read in your field of expertise, when it’s written by a layman journalist, and you read it and you say, “That doesn’t make sense. That’s incorrect. They misuse that there.” No one else notices because you’re the expert.
So when the headline says, “NFTs are going to ruin the world. They sucked on all the energy and they’re a scam.” And then no one reads that article, because they just want to see the headline and, again, be angry about it, here’s what I do. I dig deeper or I don’t comment. I educate myself on this. I try to get facts, and I realize these days are facts in quotes now. I still believe there are facts and I try to find them. I try to find the sources that I think are going to deliver balanced information. And if I can’t find it or if I can’t form an informed opinion, then I don’t comment.
And that’s what I’ve been talking to my kids about. I was saying, “It’s cool for us to have a conversation here.” I’m not saying we shouldn’t talk about crypto, NFTs, Elon Musk, or any other polarizing topic. There of course should be discussion and discourse around it. But discussion and discourse on social media is not the same. Almost instantly it turns into name-calling and arguing. It’s completely counterproductive. And it’s just, it’s cool to be mad. And the madder you are, the hotter your take, the more thumbs up and retweets and likes you get, but there’s more nuance to it.
And that is one reason why I spend so little time on social media or when I’m on social media, I absolutely create filters. I mute and block people that I feel like have these takes that are uninformed yet very certain of themselves. The moment I see someone who is so certain of something, using all caps always, all caps never, it makes me very wary of listening to them. Even if I agree with them, it makes me wary that they’re not someone who looks at the nuance of situations, and who has probably formed an opinion based on one or two limited experiences.
The plural of anecdote is not data. I think Sherry heard that when she was getting her PhD in psychology and they did a bunch of research. They said, “Yeah, a bunch of stories does not mean data.” It doesn’t mean qualitative and quantitative or not both important, but this is similar to the startup founder who has one success and then comes out telling everyone, “This is how we should do it.” Or, “I’m an expert. I’ve grown startups and I have all this experience and I have all this knowledge and all these things,” when in fact, an n-of-1 is just that, an n-of-1. So I hope from that you’ll take away, there’s always more nuance, and dig deeper or don’t comment.
Speaking of digging deeper, I got an email for … It looks like it’s from DealMakers. I don’t even think I signed up for this list, but the subject line was, “Declining a $9 million acquisition at age 18 and then going on to build Vimeo.” And I read this. And I texted a friend of mine, Ruben Gamez, you’ve heard him on the show before, founder of SignWell, and I said, “He should have taken the money.” This is an anti-pattern of entrepreneurship. If you’re 18 and you’ve built a business to the point where someone offers you $9 million, you take that (beep) money. That changes your life. You will put yourself through college if you want to go, your kids through college if they want to go. You are set for most of your life with that. Don’t be dumb and believe that this is somehow a virtue to turn down a nine (beep) million dollar acquisition offer at 18.
I was mad. I was angry that they were abusing this headline, and that it was somehow being shown to be virtuous or the right decision. And then guess what? I started reading the piece and it turns out it was a terrible offer. From what I can tell, it was an all-stock offer of $9 million in stock in a private company, some venture-backed company. And then I was even angrier, but I digged deeper. That’s what I did, I digged deeper before I went up and spouted about it on this podcast. Or I never posted it to social media, but if I had, I would’ve then at least had both sides of it of, A, take the money. If you get a life-changing exit, do it, and then take another swing at [inaudible 00:13:12] with your next startup, as this founder did. Because the $9 million acquisition offer wasn’t Vimeo, it was something prior. He had many acts in his play. He had so many more things coming up in his life.
But then secondarily, this headline is clickbait. It’s like, yeah, a $9 million acquisition offer, let’s put that in quotes. It’s a crap offer. Let’s be honest, it’s all private stock. From what I can tell again, it’s like no cash or almost no cash. In that case I probably wouldn’t have taken it. And so therefore the headline that makes me think I should be shocked by it, it’s inauthentic, it’s manipulative.
All right. I feel like I’ve been a little more negative than usual, so I want to do a little positive segment here. I have always been fascinated with outlier performers. Meaning, people who in their field are so good that they transcend that field, some of the greatest of all time. I’ve never played hockey, not particularly a fan of hockey. It’s fine, but we all know who Wayne Gretzky is, and I’m fascinated by how good he was and how he got that way, how he thought about it.
I never played baseball in high school or college or any type of organized fashion. And yet, Facing Nolan is a documentary about Nolan Ryan, just came out on Netflix, it’s very good. And I watched it on the airplane. Not because I care much about baseball, because I’m so fascinated by this man who pitched in the majors for, I believe it was 22 years. He stopped pitching in the major leagues when he was 46 or 47-years-old. He has records people say will never be broken. He has something like 5,000 strikeouts. The number two behind him has 3,900. He is so far, so far ahead of everyone else that it fascinates me.
And I just want to understand, what was his work ethic? How did he think about things? How did he get there? Was it hard work? Absolutely. That is one thing that you hear through all these stories. None of these folks sat on their natural talent. They all worked incredibly hard. And their teammates will all say they were there, shooting baskets, or shooting goals, or throwing baseballs, long after their teammates left. But other names who are outliers. Michael Jordan, Bruce Lee, I love learning about Bruce Lee and how he thought about everything. Paul McCartney. And what’s crazy is, if you watch documentaries about this or you read books about them, is there are commonalities in the stories. And I find that pretty inspiring.
And so I’m going to pull in some audio from a YouTube video called I Learned 227 Beatles Baselines and Discovered This. And the reason I’m pulling it in is I really like the way this basis described Paul McCartney’s baselines and how they developed over time. And how, for the first several years, the baselines were very simple. They’re just root notes. And in fact, so I play a little bass and I play a lot of root notes, and just not that good. I mean, I can play. I’ve played in bands and I can play on stage, but I’m fine. I’m just a solid rhythm bassist.
When you listen to McCartney’s baselines as they progress through the years, the seven years when the Beatles were recording, he really starts upping his game around fifth or sixth album, like Rubber Soul and a couple of others. And he moves from being a root note kind of rhythm instrument to almost being another melody, or to being a harmony behind everyone. And the cool part about this audio I’m about to play is that this bassist shows the basic … He puts in all caps. If you go to watch the video, we’ll link it up in the show notes, but he says, “Not what Paul McCartney played.” And he’ll play it and it sounds perfectly serviceable. And you’re like, “Yeah, that’s cool.” And then when he plays what McCartney played you’re like, “Whoa, that is transcendent. That is so much better.” And I believe that Paul McCartney is one of the best songwriters of modern times, and I believe he’s one of the best bassist of all time.
And this example right here shows you the difference, that even if you don’t play bass, even if you don’t think about music in this way, this is the difference between being good at something and being amazing or being world-class or one of the best of all time. And so the song, Dear Prudence, on the White Album, let’s listen to what Paul didn’t play, the basic version of what a good bassist might play.

Speaker 2:
(singing).

Rob Walling:
And then this is what Paul actually played on the song.

Speaker 2:
(singing).

Rob Walling:
And then one other baseline is from the song You Won’t See Me, and here is What Paul didn’t play.

Speaker 2:
(singing).

Rob Walling:
And then here is the amazing baseline that Paul actually plays on that song.

Speaker 2:
(singing).

Rob Walling:
And here’s what’s funny, even though I never played hockey, didn’t play baseball, and I can kind of play the bass. I can’t read music, I can’t play any of the bass lines you just heard Paul play. I can’t play those bass lines. So it’s not because I happen to music that I am enamored with Gretzky, Nolan, Jordan, McCartney, Bruce Lee, it’s the ability to be so focused on something that you become one of the best at it.
And to link it back to entrepreneurship and startups and bootstrapping, I mean, I think there’s a couple of lessons to take. If you’re truly lifestyle bootstrapping, you want to do what you want to do and you don’t want to be the best at anything, that’s okay. To each their own. But I think I’ve always been a relatively competitive person, as competitive with other people, but also with myself. Competing to get better at things, and I enjoy that idea of mastery. I enjoy when I go back and watch a video that I recorded, listen to a talk, listen to a podcast, read a book or read a essay, and to say, “That’s really good. I’m proud of that.” I think I take a certain amount of pride in shipping something that lives up to my taste.
And I haven’t done that in a lot of areas of my life. I was in bands. We would record music. My vocals were never as good as I wanted them to be, I was always frustrated with it. When I ran track I was never as fast as I wanted to be, no matter how hard I worked. But I have found mastery in other areas where I feel like I’m pretty good at this. Pretty good at recording podcasts now. Pretty good at talking about startups and about thinking about all the stuff we talk about here on the podcast.
And so I think there’s a couple of aspects to this, is if you want to improve, think about how you can put that hard work into play and how you can focus on things. Because I do see people doing too many things if they want to be good at any of them. And launching 10 products instead of focusing on one, or trying to be good at 10 things instead of trying to be good at one, each of these is going to be a decision that impacts how good you can be at something.
And also, this lends itself to thinking about the people that you work with. I’m not saying that the team members you work with, whether co-founders, people you hire, that they need to be world-class, some of the best ever, because it’s just unrealistic. But there is the difference between someone who’s good and someone who’s great. And oftentimes it’s how much they care about it, how much ownership they take of it, and it’s putting in the focused time and working on the right things. I think that’s a big part of this, is you have to imagine the Gretzky and Nolan and McCartney and Bruce Lee, that they worked on the right things. Because if they worked on the wrong things they wouldn’t have gotten better at these tasks.
And I think, again, for you and your teammates or co-founders, what are you focused on? Are you putting in the hard work? Are you putting in the focus, or are you getting distracted by social media every 20 minutes? Are you working on things that last? Are you building a startup that will be around for a while? Are you shipping code that will be around for a while? Are you writing blog posts or essays that will be around for a while? Or are you focused on things like, “I’m going to send out a tweet because I get a dopamine hit,” but that tweet is gone to the wind in an hour. It’s ephemeral.
Each of us probably has a few things we should focus on, and each of us probably has a few things that are the right things for us to be working on. And as I wrap up this week’s episode, I want to challenge you with finding those things for yourself. Wow, so that got kind of deep. I hope that was inspiring for you, rather than a heavy listen. I enjoy doing these solo adventures and hope you enjoy listening to them. This is Rob Walling, signing off from episode 645.