SaaS Interviews with CEOs, Startups, Founders
Marketing Personalization Tool Gets First 8 Customers, $1m ARR Shortly
18 Mar 2021
Chapter 1: What is the main topic discussed in this episode?
Can I multiply there? Eight times 5,000, you're 40 grand a month in revenue?
Yeah, you could get projected roughly in that range, sure.
Well, I don't want projected though. Is that where you're at currently? Is that what you did last month?
I think I'll hold back on the total revenue per month at the moment. I'm not sure that we're ready to go live with that.
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Chapter 2: How does airtrafficcontrol.io enable true personalization?
It was called Quadrangle. It was built specifically for higher education professionals. The mistake that we made was building all the features on top of a personalization engine. So as we exited that business, we did reasonably well. The issue was, and our recognition was that the intelligence we had underlying our feature set was really the product.
And we had made the mistake of building the feature set on top. And as we started to roll out of that, we had a really good sense that a lot of MarTech companies were trying to figure out how to do exactly this, right? How do we deliver personalization And they were doing it because their customers were asking them to deliver on personalization.
And what was happening is the market was basically building, you know, more and more and more tools for tagging your content and for creating more segments and for creating dynamic logic to line content and humans up, but really content and segments was the best that was happening out there. And, and so the demand is, incredibly well understood.
And lots of big companies have been marketing the value of personalization and marketing leadership is convinced that it's real. So we weren't pitching a market that didn't know that this was important. What they didn't know is that personalization and segmentation aren't the same thing. They've been sold as the same thing they are not.
And so as we've walked in and said, hey, we know your pain point is connecting all these dots back in with a ton of logic. Um, but what you really want to do is actually have a machine take over and do the personalization. They all say, Oh my God, yes, you're right. Right. And all we have to do to get in is just say, all right, we'll just connect to the tools that you already have.
That's not really going to cost you anything. And then as you scale up, right, you'll scale up spend because you'll see the success against the use.
I guess, let me ask a different question with, with the product feature set you currently have and the initial set of beta users you're working with. Do you feel like you can break a million dollars in AR by the end of this year? Does it feel doable?
Oh, 100%. Yeah, I have absolutely no doubt that we'll be over a million in year one.
Okay, amazing. So 22. Okay, so you get going here 2020. flesh out the team for me here. Who are you working with? How many people?
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Chapter 3: What is the pricing model for airtrafficcontrol.io's services?
is that it's sometimes really tough to tie back to every time that happens, whether I'm making money, but the stripes of the world haven't had that problem.
Well, that's because that is that is making that that is directly making money. It's obviously attributable.
Sure, sure. And so it's on us to get as close to attributable as humanly possible. Right?
And you're not going to be payment, you're not going to be you're not going to build a payment processor.
No, of course not. Of course not. But I can say that when we do what we do, that revenues are impacted in positive ways. Now, it might turn out that a year down the road, we might find that there are unique instances where depending upon the customer type or whatever it is, two and a half cents isn't actually what we're worth.
We had another customer say, well, every time that I actually get a form filled out or I do get a conversion, I actually would like to pay you 30, 40 times more than that.
Well, yeah, because it's tied to conversion.
You want something further down.
Yeah, totally.
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