In episode 722, Rob Walling interviews James Mooring, co-founder of Astalty, a SaaS serving Australia's NDIS market. James reveals how they bootstrapped from zero to seven figures in just 18 months and then they explore the strategic decisions, clever pricing, and deep industry knowledge that propelled Astalty's remarkable growth, proving their success was far more than just a lucky break. Episode Sponsor: If you need help hiring great talent from Latin America and the Philippines, but don’t want to pay ongoing recruitment fees, check out Outwork Staffing. Outwork Staffing can help you hire customer support, virtual assistants, developers - or whoever you need! You pay a one-time hiring fee after they find your ideal candidate, and that’s it- there’s no additional costs, even if your new hire stays for years. If your new hire doesn’t work out, Outwork Staffing will find you a replacement, free of charge within the first 6 months of their employment. They also provide coaching to help you find, manage, and grow your global team efficiently. Visit outworkstaffing.com/startups to book a call and get $500 off your first placement by mentioning Startups For the Rest of Us. Topics we cover: 2:44 – NDIS software for providers of disability care 4:23 – Astalty’s rapid growth 6:34 – Finding success with a strong co-founder pairing 8:39 – Deciding to tailor the Astalty MVP 12:25 – Building a free Chrome extension, smart or lucky? 17:18 – Launching a paid plan and nailing the pricing 21:57 – Explosive word of mouth growth 25:19 – Selling at in-person events and in Facebook groups 31:02 – A clever way of raising prices 35:00 – Learning from fast iteration Links from the Show: The SaaS Playbook TinySeed James Mooring | LinkedIn Astalty How Ben Chestnut Bootstrapped Mailchimp to a $12 Billion Exit Question & Answer with Jason Fried, Co-Founder, Basecamp – MicroConf Growth 2019 If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you! Subscribe & Review: iTunes | Spotify

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.