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 people have those quick Germans you know everyone was a little bit longer so think of it we kicked off the business like two years ago but after like five years of actually building it on the side okay so you started building in 2015. uh yeah 15 16 something yes yes something and did you keep your full-time job for five years and then you quit two years ago that's correct there was even more story to that because uh after two years actually of building we we thought that we were ready so we kind of kick it off and after six months we actually shut it down so then you know I was running the business for six months I shut it down and I went for you know still for a full-time job for you know almost three years and then you're still kind of keeping it and and growing and then we we kind of uh you know had had a had a restart of the business in in 2020 you know wanted to to kick off early 2020 when but then covered hit so a little bit delayed but you know covet was actually from a business perspective in a good good opportunity for us as well and help me understand growth so if you're doing about a hundred thousand dollars a month today in Revenue where were you exactly a year ago uh social where where we are we have we have a we have a good growth every year on year at the moment okay we we definitely have like more more than 200 year-on-year growth okay okay so if you're if you're at a hundred thousand dollars a month today in Revenue then and you had 200 year over your growth the past 12 months that means last year you had about 30 000 a month in Revenue at this time a little bit more than that yes a little bit more than that yes yes so so yes and uh where is that growth coming from is it expanding current accounts or adding brand new customers exactly so it actually comes a little well it we we doubled the amount of clients but we also increase the average deal size so think of it you know from what to what yeah like I told you like we're focusing now on like selling at least 2400 okay like last last year it was like we had the like um 1800 you know was was the lowest we were I love that more people should be increasing prices now you keep saying we how many co-founders are there so so uh I'm I'm a founder of the business but you know there is a team of what I called you know a founding team there are actually six of us you know that that were helping you know build the best CS but do you personally own more than 50 or you've split it equally in my office personally on but we have like a good agreement with everybody that you you know whenever we're gonna do a an exit everybody's gonna get a fair share interesting have you cooked have you signed contracts without like a shadow Equity it's called Shadow Equity basically we we we haven't but look we with these six people I'm working now for you know always well definitely more than 10 years you know some of them I'm working with like for 15 years we've done a lot of things together so that's awesome and are you are you are you profitable today are you operating right at break even the way we are profitable we are profitable I love that okay so how do you decide where to invest the profits so you know we we we're going to be looking at well sorry so you're asking when what how we invest the profits yeah so like let's say this month September is about to end and you did over 100 000 in revenue and let's say you take twenty thousand dollars in profits do you leave it in the business do you pay yourself dividends what do you do with it so we we're paid dividends once per year okay okay but uh we mostly invest in the business and our biggest costs uh are actually you know it's it's it's it's it's it's it's almost an equal is you know one is you know how much money we pay to people but actually a big big cost is also how much we pay for like third party service providers specifically data yeah yeah so what you bought them on are you taking like 20 of the bottom line every month or what's the number uh that's a good question to be honest I've never actually like look at it you know from from like you just know you're profitable because no no because look at this is you know like our January is completely different to to to to December so yeah we we kind of you know we just we just we actually take take it we have like a fixed a grid amount of money that we take at the moment right and that's what we do and we don't look at it as as uh you know what sort of percentage of of of of um of uh you know net profit it is so you're six Founders but What's the total team size today how many people is it six we are more than 20 people at the moment not not everybody is full-time not everybody how many are full-time well full time it will be 12 definitely yes 12 will be with and so so six are yeah six are part-timers and two eight hour part-timers yes and are they local there in London or are you using Outsource like Dev shops and marketers no I yeah it's it's spread all over so being bootstrapped you know means you you you you you you cannot really hire people you know where you always would like to but you know there's also advantage of that because uh the day one we have like further distributed team so in in the UK we have three people right and and all the rest is actually all over and I can tell you the only reason why why the first person is actually you know now in the UK is because he's a breed but he was living abroad and he just decided to come back got it this is a heck of a story now talk to me I mean you've been working on this you know off and on for about six seven years if someone came today and offered you a 5x multiple so about five or six million bucks all cash up front do you sell no you said that quick oh yes because you know we get we get those so should we get uh interesting emails almost on a weekly basis what's the highest offer you've gotten that you said no to no we we we we now decided actually not to even you know go into numbers and have that conversations okay there are two companies where you know we talk to and do some sort of a catch-ups like every six months okay but uh look at the moment you know if if we're thinking of raising then you know we would be raising to you know what we call take a company to a next stage which means like do it a proper international business with officers and a sales force I'm not talking about raising I'm talking about selling the whole business yeah yeah so uh that's a good question that that that so it is connected because I can tell you now how much you know I I could I I would like it to raise For What circus percentage which you know it's it's it needs to be if you're talking at Millions okay it will be definitely a double digit and it's not going to be it's not gonna be like a low low double digit low low got it got it so you're doing like between one and two million Revenue today but you wouldn't sell for anything less than 10 million which is eight figures and you really prefer something in the 50 60 70 million 80 million range the high double digits is that what you mean uh that's that's that's that's that's where that's what we want to build that's correct yes yeah yeah well 60 million exit on a million in revenues obviously a pretty big multiple if there's anyone that can do it though it's you so we'll see what happens I I agree with you and for that reason like you know we're not even doing it now but you know we we also kind of see I just think if you actually had a 10 million Opera in front of you and it was going to put 5 million in your bank tomorrow I think oh you know what I'll look at a 10 million offer now wait no we would sit now how long does it how long does it take you right now to make personally five million dollars no it's it's look it's it's not it's not just that right it's not just that because uh I think I think what you when when you so so there's people who build smaller businesses and they want to like you know exit three of them four of them five of them you know in their life and so on okay I think you know our strategy from the very beginning is that you know we'll build the technology that then will take us to the certain stage to like Enterprise level you know market so you know we're still we're still selling mostly to to Mid Market you know have a few few initial Enterprise clients but you know when we start like really selling to that Enterprise this is when you know when probably I will make you know I would then start saying okay I could make a decision if somebody's gonna like give me a good number then then I can cash out yeah yeah very good all right let's wrap up here with the famous five number one favorite Business book uh that's very good question you know I don't think I have one because what I'm doing at the moment on a regular basis I'm using this blinks okay up which you know I actually listened to a good book like uh you know like once every week so that's my emotion is like constantly you know fit myself with with with my knowledge blink app number two is there a CEO you're following or studying you know one one person that I really really uh follow is Richard Branson number three what's your favorite online tool for building the business oh well uh that's a that's an interesting question is um uh I don't think there is one online tool we built our own technology to actually you know help with that business process you know automation so look if you ask me what I'm spending most time on at the moment is unfortunately Gmail and and still spreadsheet fair enough number four how many hours of sleep are you getting every night uh I usually go sleep around like midnight one and I wake up seven eight so it's it's it is at least you know six seven all right and what's your situation married single kids married three kids a busy guy and how old are you Marston I'm 46 Now 46 last question something you wish you knew when you were 20. okay well actually when I was 20 I went I met my wife so I wish that actually nothing would change okay because then then like my life wouldn't go that way so I'm yeah I think that moment actually you know I had probably the best uh yes I would say you know one thing you could always say you know travel is what I what I enjoy I chuckled a lot in my life but I also started like a bit later so yeah if I if I if I could start it earlier that would be great yes guys Beyond me dot IO their business process automation thinks zapier but Enterprise level customers pay on average 2400 per month they have over 50 customers today over a million dollars in Revenue up from forty thousand dollars a month just a year ago good growth they've done all those bootstraps 20 folks on the team of which 12 are full-time and there's six folks that are sort of the founding team but Marson really owns the majority of the equity as he looks to scale and go to the next level Martin thanks for taking us to the top yeah thank you Nathan for having me cheers one more thing before you go we have a brand new show every Thursday at 1pm Central it's called Shark Tank for SAS we call it deal or bust one founder comes on three hungry buyers they try and do a deal live and the founder shares back-end dashboards their expenses their revenue our poo CAC LTV you name it they share it and the buyers try and make a deal live it is fun to watch every Thursday 1 p.m Central additionally remember these recorded founder interviews go live we release them here on YouTube every day at 2PM Central to make sure you don't miss any of that make sure you click the Subscribe button below here on YouTube the big red button and then click the little bell notification to make sure you get notifications when we do go live I wouldn't want you to miss 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