A Product Market Fit Show | Startup Podcast for Founders
00:48:30 · Pablo Srugo, Damien Lewke
[00:48:30] S2: And for context, what kind of ACVs are we talking about? That you're doing all this work for? [00:48:35] S0: Yeah, I mean, so in the beginning, you'll take any budget. But, you know, flexing into six figures for sure. These ACVs, and this is what I'm really encouraged by, is our ACV is continuing to climb and becoming extremely significant. Which is great proof of the problem we're solving. [00:48:52] S2: So you're coming into like $50k, $100k, but then obviously there's expansion later. That's kind of the bucket you're playing in. [00:48:57] S0: Yeah, I mean, we've now closed and we've got several more coming. But we've closed several six figure deals now, and in the beginning, yeah, I'll take $20k, $30k if you'll give it to me. You take whatever you get. We're now at the point that we've proved the value and demonstrated something that is able to command a higher ACV. But the key is you got to build something that's valuable. You can't just be like, oh, it's this much because, right? You want to have value based metrics that show why people should pay that. [00:49:24] S2: You talked about revenue acceleration later and kind of waiting until you could really grow fast. How fast did you hit a million ARR? [00:49:30] S0: Yeah. So, I mean, we're still scaling. So I can't really comment on ARR right now, but we've got a pretty aggressive target that we're looking for. The key really with scale is always to stack your pipeline and make sure as you get customer adoption that you're able to commit to that scaling process.
00:49:30 · Damien Lewke, Pablo Srugo
[00:49:30] S0: Yeah. So, I mean, we're still scaling. So I can't really comment on ARR right now, but we've got a pretty aggressive target that we're looking for. The key really with scale is always to stack your pipeline and make sure as you get customer adoption that you're able to commit to that scaling process. [00:49:47] S2: Perfect, well, I'll ask the last question we tend to end on. Which is what would be your top piece of advice for an early stage founder who's kind of still looking for and finding Product Market Fit? [00:49:57] S0: Continuous customer discovery. It doesn't matter if you have a solution built. I mean, people use product market. Product Market Fit is honestly a journey. You have moments where you see that you have it and we experienced that. But we got there because of, gosh, at the time, twenty one months of constant customer discovery. I think the best thing, if you got thirty minutes or an hour and you're not sure what to do with your time. Get on the phone with a prospect, get on the phone with a customer and ask them. That is the best thing that you can do is continuous customer discovery. [00:50:27] S2: Perfect, man. Well, Damien, thanks so much for jumping on the show, dude. It's been great. [00:50:27] S0: Pablo, it was a pleasure. Thank you so much for having me.
00:50:27 · Damien Lewke, Pablo Srugo
[00:50:27] S0: Pablo, it was a pleasure. Thank you so much for having me. [00:50:27] S2: Wow, what an episode. You're probably in awe. You're in absolute shock. You're like, that helped me so much. So guess what? Now it's your turn to help someone else. Share the episode in the WhatsApp group you have with founders. Share it on that Slack channel. Send it to your founder friends and help them out. Trust me, they will love you for it.