How BIAMI.IO Ltd. CEO Marcin Kierdelewicz grew BIAMI.IO Ltd. to $3.5M revenue and 50 customers in 2024.

hey folks my guest today is Mark a Marcin curdellovich she's the founder and CEO at biyami uh DOT Iowa a company that delivers 10x performance with AI and automation at scale he's responsible for building in business uh and overlooking the 10x strategy go to markets and Partnerships over 25 years he's worked within software companies helping with the business growth from five to 40 million bucks in AR he's also a data three loves swimming and playing tennis Marson you're ready to take us to the top uh yes and yeah thanks for having me you bet okay so it's it's it's BME like me Miami with a b and so what does in the description you say that what you guys do is you 10x your business but what does it actually mean what is the software that's right so you know in terms of a company name it really depends on where you're based because on our side of the pond it will be biami but yes in the US it's Byram it's like Miami with the B uh and yes look you know what does 10x really means is you know we using our own technology okay we build Solutions and we help our clients to get 10x performance Improvement in three different areas so in value proposition operations and growth and then you know we recently added also you know a little bit of business consulting services like a strategy because a lot of companies like want to have a bit of like hand-holding on how to actually do it so yeah person I don't want to lose our I don't want to lose our listeners I'm going to make it really real for them guys what Marcin is doing is it's business process automation BPO space think of zapier but then think of mulesoft which is up market right he's he's basically an Enterprise version of zapier and he can do much more custom stuff for larger Enterprises Morrison is that accurate that's that's good for the Ops yes huge market for this though right I mean zapier's like you know the Kitty toy that anybody can use but people want a lot of custom stuff built on top of it now just to be clear you're allowing people to to use software to do tasks but you're also adding consulting services on top right more think of it our Consulting Services is in strategy best practices and architecture we don't do delivery on its own so when you know it's usually a client you know when they when they start with us they need like two or three people to actually do the build okay or if they don't have it like we bring the service partner to the conversation so you might do like the setup you might charge a setup fee that's right uh with no we actually don't do that you know we have we have we have things like uh think of it the monthly subscription and we kick off always with with some sort of workshops but we have like a kind of but they're free you don't charge for the setup we're done okay and what are customers paying on average per month to use the technology the software you know it's uh so so there's there's actually different ways of doing that we you know we do have an open source version okay so we you know we we have we have a version that you can use for Devon test and run like build build the process and run it as a like one single individual process and you don't you don't pay for it you just go at bayami.io slash download you just get it right and how many people have downloaded how many people have downloaded the open source software you know it's it's not a lot because we don't really advertise it a lot at the moments but you know we have a good number of downloads every week but it's more like how many though like 10 10 15. no yeah it's around a dozen a week yes okay okay 10 downloads a week very cool okay but you didn't answer my question so when people are paying per month what are they paying per month on average yeah so so look there's then there are two ways of doing that okay there's what we call it like do it yourself okay so you think of it you you kind of set up a lab where you just you know get support from us and just help so you know that pricing starts from like 900 bucks per month okay if you want our service with you know our kind of help you know and that architecture help and all of that you know the minimum what we sell would be 2400 dollars per month oh what's going on there YouTube good to see you guys now imagine this you love watching these interviews with SAS Founders but imagine if we took all of the valuation data out from over 2807 interviews I've done manually saves you a lot of time well we've done this we've built the into the beautiful interface inside of founder path check this out I'll show you how you can access this in a second but you log in you connect your stripe account you see your valuation real time you can see what it changed over the past 88 days and even set goals for evaluation this year now the secret valuation is there's many different ways to value a SAS business so the reason you're going to see three or four different valuations inside of your founder path dashboard this is all free by the way is because depending on who's doing the buying of your SAS company you're going to get a different valuation a VC is going to pay a different valuation private Equity Firm is different if you're going to do a minority sale that's different and if you sell the whole business that's a different valuation you can see all those when I hover over here here right so the teal is what a VC would pay yellow is what private equity and red is if you sold the whole thing outright now what's cool about this is this is not built off random data again you guys hear these interviews on YouTube all these datas are built from Real Time valuation data points Founders share with us on the show so traction 1.2 million seed around 3.7 raise they sold 22 percent of their business go in here and filter by the event maybe you only want to see companies that have sold the whole business well here are a bunch that have been acquired the valuation and the multiple maybe you're going out right now and you're raising your seed round well go in here and look at all this recent seed deals that went down what they raised what valuation they raised at and what percent that they sold there's never been a larger data set of SAS valuation than what you can get now inside of founder path and we're thrilled to bring it to you all right we're gonna go back to the YouTube video here in a second but if you want to check this tool out if you want to jump in and sign up you can check it out for free to get your valuation at this link this link founderpath.com forward slash products forward slash evaluations or if you go to founderpath.com and hover over products click on get your valuation here and go ahead and sign up to give it a whirl again all that valuation data live right inside the platform I hope to see you there all right let's jump back into the interview okay got it and so um what would you say your Revenue split is monthly right now the percent between each of those that while we only sell the other one so right so so like if you know ourselves from from a revenue perspective you know we have we have just individual installations on this you know do it yourself because very often you know what's going to be is you start with yourself but you know building automation at scale is not an easy task so Martin no sorry that this is that was very confusing you're only selling 900 per month plans or you also sell two thousand four hundred dollars we as as a business we only sell 2400. okay so what is the 900 per month so it's like do it yourself but you don't sell any of those is that right but you don't sell any of those well well we don't sell as we don't actively go and Pitch it to our clients my question my question is though okay how many people are on that plan to do it yourself uh just just yeah just the individual ones because we always think about how many like are we talking like three customers no no no there's like three less than ten yes less than ten less than ten okay so your main focus then is the help the 2400 per month that's right that's that's I think that's that's what we do as a business yes I see okay that makes sense now how many customers do you have on that plan that's a very good question but you know we're kind of uh uh we we we're our range is fine yeah yeah right just fine so you know we we have uh we did it we didn't reach the the hundred yet okay we're on the way on the path to get to a hundred a hundred customers on that plan yes yes very very very soon fair to say more than 50 customers on that plan but less than 100 yeah it is it is way past 50 yes okay that's amazing that's amazing okay so I mean I can take 50 customers at 2400 bucks a pop you guys are doing more than 100 Grand a month right now in Revenue uh yeah that's yes that's actually wrong okay and are you guys bootstrapped or have you decided to raise Capital uh at the moment we are bootstrapped yes oh I love I love that okay I love a good bootstrapper so take me back to the origin story then how did you launch this and get enough cash to build the MVP without having to raise Capital yeah yeah so it wasn't a queen Jordan okay like a lot of...