Eran Galperin

I'm 100% optimized for self-serve. So it's maybe a bit ridiculous, but in the early days, I actually refused doing demos. I just hate getting on video calls with people I don't know. And people would email in, I want the demo. It's like, yeah, we don't do that. I'll be happy to answer your questions over email, which is the medium I'm comfortable with.

I'm 100% optimized for self-serve. So it's maybe a bit ridiculous, but in the early days, I actually refused doing demos. I just hate getting on video calls with people I don't know. And people would email in, I want the demo. It's like, yeah, we don't do that. I'll be happy to answer your questions over email, which is the medium I'm comfortable with.

But yeah, for years, we just didn't do any demos. We do do demos now. We have a full team. They help with onboarding. But because we didn't have any demos and none of that motion at all, I really had to make the product shine in those aspects, right?

But yeah, for years, we just didn't do any demos. We do do demos now. We have a full team. They help with onboarding. But because we didn't have any demos and none of that motion at all, I really had to make the product shine in those aspects, right?

So every time people would say, oh, I can't do this in onboarding, it's like, okay, let me go back to the product and fix it like that instead of getting on a call and explaining to you how to do it.

So every time people would say, oh, I can't do this in onboarding, it's like, okay, let me go back to the product and fix it like that instead of getting on a call and explaining to you how to do it.

Yeah. I mean, that's definitely the part of building this company that took me the longest to figure out. I do have some background in writing. So I have written a lot over the years, mostly technical writing, but eventually moved into, I wrote about startups, going through accelerators, stuff like that. So I had that in my back pocket. Also some experience with technical SEO and

Yeah. I mean, that's definitely the part of building this company that took me the longest to figure out. I do have some background in writing. So I have written a lot over the years, mostly technical writing, but eventually moved into, I wrote about startups, going through accelerators, stuff like that. So I had that in my back pocket. Also some experience with technical SEO and

So I thought for sure with SEO, I could drive some leads to the product. Turns out that was also naive. It took me quite a while to figure out the SEO for this company. But now I have such a good handle on it that I advise other SaaS companies on this particular topic. I just had a call with one of the tiny seed companies where I analyzed their entire SEO structure and gave them actionable items.

So I thought for sure with SEO, I could drive some leads to the product. Turns out that was also naive. It took me quite a while to figure out the SEO for this company. But now I have such a good handle on it that I advise other SaaS companies on this particular topic. I just had a call with one of the tiny seed companies where I analyzed their entire SEO structure and gave them actionable items.

It just... This is one of the things, it's not like this with every marketing channel. Maybe it is, I haven't figured it out yet. But specifically with organic traffic, you can approach it almost like an engineering challenge and kind of really figure out a plan to attack it. And we built a really structured, repeatable process there to expand and also retain the land that we acquire in SEO.

It just... This is one of the things, it's not like this with every marketing channel. Maybe it is, I haven't figured it out yet. But specifically with organic traffic, you can approach it almost like an engineering challenge and kind of really figure out a plan to attack it. And we built a really structured, repeatable process there to expand and also retain the land that we acquire in SEO.

Because to keep your rankings it's very difficult in a competitive market it took me i want to say five years to really figure that out in 2021 when we hired the first full-time employee that was a content marketing editor because i knew this is our strongest channel And this is our best writer. And I want to just keep investing in this channel. And it paid off.

Because to keep your rankings it's very difficult in a competitive market it took me i want to say five years to really figure that out in 2021 when we hired the first full-time employee that was a content marketing editor because i knew this is our strongest channel And this is our best writer. And I want to just keep investing in this channel. And it paid off.

We still drive most of our leads through SEO. I think it's over 60, 70% of our leads come through that channel. And they're all extremely qualified leads. It's a channel with a lot of buying intent. So yeah, it's definitely something I had to work on. But just persistence, like with everything else, trying and failing, trying and failing and figuring it out. That's how we did it.

We still drive most of our leads through SEO. I think it's over 60, 70% of our leads come through that channel. And they're all extremely qualified leads. It's a channel with a lot of buying intent. So yeah, it's definitely something I had to work on. But just persistence, like with everything else, trying and failing, trying and failing and figuring it out. That's how we did it.

I follow some people on Twitter that literally what they do is they build a tiny SaaS product and they give it a couple months and then they sell it for peanuts on microacquire.com. I think it's just acquire.com now. And just move on to the next. And they keep hoping that one of those will blow up. But that's not how it works.

I follow some people on Twitter that literally what they do is they build a tiny SaaS product and they give it a couple months and then they sell it for peanuts on microacquire.com. I think it's just acquire.com now. And just move on to the next. And they keep hoping that one of those will blow up. But that's not how it works.

If you're going to only stay with it for a few months, it's never going to happen.

If you're going to only stay with it for a few months, it's never going to happen.