Collin Stewart

Like it's such a crazy workflow.

Outreach didn't exist.

Sales loft didn't exist.

Think about all the stuff those things do for you.

They get updated in Salesforce and people were like manually copying and pasting and logging emails.

Salesforce still does that.

And so once we had this focus of, hey, it's sales development reps, right?

This is, they have the personal productivity problem the most.

let's start talking to people about solving this and let's find a way of solving this manually so i don't have to ask the engineering team like preston francesco are my two like co-founders hey can you go build some shit that people might buy because we did 18 months of like chasing features of like building shit for customers that might buy from us and i was embarrassed because like they bought zero of them and i asked those guys to do a crap ton of work and

what it led to was nothing.

And so I was like, all right, here's the deal.

We're gonna try this pivot.

I'm gonna see if I can find five people to give me 500 bucks a month and I'll do it Wizard of Oz style, like fully manual, paying no attention to the man behind the curtain.

And I'm like, if I can find five, that's a strong enough signal that it's worth us building a tool around this.

And I went and I sat down and I interviewed five people and two of those five people bullied me into letting their friend join the beta.

And I was like, huh, we got $1,800 in revenue.

I think we were up to like $1,800 a month in revenue from the CRM product from our first customer.

And now we got triple that in a month for one month.

And it was all manual.

I was like, that sounds interesting.