Adam Robinson

It's like, man, bootstrapping 22 million ARR in four years is incredible.

But how did you go 0 to 1?

Where did you even start?

And then when I tell how I got 0 to 1, it's how did you go 1 to 10?

So first 0 to 1.

I think Facebook is an incredible first thing that you can do to spread awareness for your startup.

I don't think it's a great later on thing for many people.

But a lot of SaaS has to start.

And I've heard Nathan say this.

You start by selling something for $9 a month.

And then you gradually realize that you have to just move up market as quickly as possible.

And that is most people's journey.

When you're selling something for $9 a month, you can sell it on Facebook.

So taking it back to 2019, this was when Snapchat was happening and Instagram stories were coming out.

And I just saw people walking around doing this and taking these amusing videos of themselves with interesting backgrounds.

And I was like, you know what?

I wasn't even on social media.

But I was like, I wonder if I can make a one minute amusing video

every week that answered the sales questions of this product and have an interesting background.

So me and my wife Helen tried that.