How Birdsi Technologies Reached $1.2M ARR and 80 Customers in 2023 (Interview with CEO Ramzey Nassar)

Intro and Company Overview

Nathan Latka

00:00Guys, there you have it. He launched his first company, made some money, made 500,000 here, lost $300,000, now built an agency launched five years ago. The agency processed $75,000,000 of ad dollars last year across a 120 clients. He kept on average 7% of that. So call or sorry. Five to 7% of that. So call it, you know, about $5,000,000 of revenue last year, a team of 30 on the agency. And then they said, you know what? Let's

00:20start building software. They got five full timers building software right now. They've convinced agency customers to already start contractually paying for that. Already It's at about a 1,200,000 run rate. It's called birdsi.io, br birdsi.io. Hey, folks. My guest today is Ramzey Nassar. He is the CEO and founder of birdsi dot I o, spelled b I r d s I dot I o. He's an experienced entrepreneur with deep proficiency and building high caliber teams to scale hyper

00:48growth digital brands. He's got over a decade of technology technology and digital marketing experience and is an elite Internet entrepreneur and CEO, having enabled his companies and hundreds of businesses owners to surpass 7, 8, and 9 figures in online revenues. Alright. Ramzey, you ready to take us to the top?

Ramzey Nassar

01:04>> Yes, sir.

What Birdsi Does: B2B Identity Resolution

Nathan Latka

01:05Alright. So what does birdsi do? Who are selling to?

Ramzey Nassar

01:08>> So we are a B2B identity resolution platform. We are building a B2B2C identity graph. What that actually means is we've engineered our own pixel and if you run advertising on the internet, you're going to want it. What we do is we de anonymize anonymous web traffic, we turn them into powerful retargeting audiences, and we basically recapture a lot of lost data that we've been trusting, you know, the Facebook pixel, TikTok pixel, Google Tag Manager, etcetera to

01:46>> pick up. But due to all the data privacy kind of legislation, but also, you know, moving targets as to what's happening in that world. We've decided on top of my advertising agency to build our own kind of proprietary analytics and attribution tool.

Nathan Latka

02:10So how does it work? I mean, I've tested a bunch of these tools where it basically says, know, hey, Nathan, we'll give you the email of the person on your site from their IP address. They don't even have to create an account. That way you can email them and get them to like sign up. You know, they're rarely accurate. Right? So what are you doing differently?

Ramzey Nassar

02:24>> So I've been building internet companies for a decade now. I have a couple of exits under my belt and there's always a commonality, right? Big data, if you have data, you are in a better and more advantageous position. So we've been testing this product over the past year and a half. We're still kind of in its early stages. It's not even open to the public.

How the Fingerprinting Technology Works

Ramzey Nassar

02:52>> What we're doing, you know, differently is we're building a fingerprinting technology. So it's a little bit more complex than just an IP address. There are more things that we gather upon the website login or visit.

Nathan Latka

03:06Like what?

Ramzey Nassar

03:08>> Mobile ad identifiers, hashed emails, IP address, device information, screen size resolution, audio fingerprint, visual fingerprint. So basically, the browser omits a signal anytime it interacts with

03:28>> a device and vice versa. And what we've been able to do is have multiple factors in addition to IP address, which can kind of corroborate who that person is. And in the background, we have a lot of these data feeds essentially alongside open web information that exists and we're stitching together who that visitor is. So for the professional side of things, we are sharing, you know, the PII, if you will, the personally identifiable information.

Nathan Latka

04:03Oh, what's going on there, YouTube? Good to see you guys. Now imagine this. You love watching these interviews with SaaS 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 it into the beautiful interface inside of Founderpath. Check this out. I'll show you how you can access this in a second. But you log in, you connect

04:26your Stripe account, you see your valuation real time, you can see what it changed over the past eighty eight days and even set goals for valuation this year. Now the secret evaluation is there's many different ways to value a SaaS business. So the reason you're gonna see three or four different valuations inside of your Founderpath dashboard, this is all free by the way, is because depending on who's doing the buying of your SaaS company, you're gonna

04:50get a different valuation. A VC is gonna pay a different valuation, Private equity firm is different. If you're gonna 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. 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

05:12not built off random data. Again, you guys hear these interviews on YouTube. All these datas are built from real time valuation data points founder share with us on the show. So traction 1,200,000 seed round 3.7 raise. They sold 22 of their business. Go in here and filter by the event. Maybe you only wanna 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

05:38going out right now and you're raising your seed round. We'll 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 dataset of SaaS valuations than what you can get now inside of Founderpath. 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

06:00if you wanna check this tool out, if you wanna jump in and sign up, you can check it out for free to get your valuation at this link, this link, founderpath.com/products/valuations. 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. Alright. Let's jump back into

06:26the interview.

Privacy Compliance and Data Sourcing

Nathan Latka

06:28How do you get that, though? Everyone listening to this right now is thinking GDPR, Europe, lawsuits. They're thinking Google Chrome's not gonna let people just pull PII off the off the screen. I mean, how do you get around all this?

Ramzey Nassar

06:38>> Yeah. So, I mean, it's definitely a moving target since we've started, but we are blessed to have several in house councils on the project. And also, we're doing everything in a very privacy first way. So, there's a lot of like B2B companies out there that exist that you can buy their data or license their data, right? Rocketreach, Seamless dot ai, Clearbit, there's several of them that exist out there. And a lot of them use the same

07:12>> kind of waterfall of vendors that exists. But what they're not doing is they're not tying the professional profile with the consumer profile. That's what we're doing. And what we're doing to stay privacy compliant

Nathan Latka

07:25I don't know what that means. I don't what that means. Let's say [email protected] visits a website. You're basically saying give a way to tie Nathan at Founderpath dot com to [email protected]?

Ramzey Nassar

07:34>> Correct.

Nathan Latka

07:36How?

Ramzey Nassar

07:38>> Through a lot of data science and big data.

Nathan Latka

07:41Interesting. What what's the metric you track to track, like, you know, basically accuracy on that? What's your hit rate?

Ramzey Nassar

07:48>> Right now, we're averaging at around 50

Nathan Latka

07:52Okay.

Ramzey Nassar

07:54>> To the take of deanonymized traffic. But for the consumers, we are not giving you their email addresses. What we're doing is we're encrypting it and we're allowing you to upload those back into the ad networks to have more powerful targetable audiences.

Nathan Latka

08:10More effective lookalike audiences, which should drop your cost per click increase conversions, etcetera.

Ramzey Nassar

08:15>> Right. So custom audiences, which then you build lookalikes off of. And the cool thing is is we're also tying analytics and attribution behind that. So it's kind of the perfect marriage of who's on the website and then their click journey as they enter the website, leave the website, come back a month later, and, you know, ultimately tracking what got them to convert.

Nathan Latka

08:38Yep. Yep. Very interesting. I think what's interesting about this story is more about how you're approaching this versus what it actually is today. So you have successful exits. We'll dive into those in a seconds. But it sounds like you really are building this out of your agency. Talk to me about the agency. When did it when did it launch?

Doe Media Agency Background

Ramzey Nassar

08:53>> Yeah. We started the agency about five years ago. It's called Doe Media.

Nathan Latka

08:58D o u g h?

Ramzey Nassar

08:59>> D o e. So it stands for Data Over Ego.

Nathan Latka

09:04Nice.

Ramzey Nassar

09:06>> And we're really just a world class full funnel direct response advertising agency. We've

09:14>> spent well over a $150,000,000.

Nathan Latka

09:18That's all time managed through the platform?

Ramzey Nassar

09:20>> Yeah. Yeah. And in 2020, I guess, 2022 or 2023, we surpassed just, you know, over $75,000,000 just in that year. So that statistic isn't even updated.

Nathan Latka

09:34So last year, you did $75,000,000 in ad spend management through the platform?

Ramzey Nassar

09:39>> Right. And we generated around 600,000,000, excluding our newest and largest client, Alibaba.

Nathan Latka

09:45And you we take do you how do you price your fee? Is it based a percent up to 75,000,000?

Ramzey Nassar

09:50>> Exactly. We just take a percent or a fixed retainer, whichever is greater, essentially.

Nathan Latka

09:55Interesting. So what did that percentage generally average out to on the 75,000,000? 4%?

Ramzey Nassar

10:02>> On average, it's, like, seven to 8%.

Nathan Latka

10:06Okay. So so what is that? You guys did about $5.5, $6 million in revenue last year?

Ramzey Nassar

10:10>> Give or take. Yeah.

Nathan Latka

10:11Yeah. That's pretty good. Okay. And how many folks were on the team?

Ramzey Nassar

10:15>> Right now, we're at about 30 people in The States.

Nathan Latka

10:20Is that good agency revenue per employee? I just don't know.

Ramzey Nassar

10:24>> From what we've seen and what we've mapped that exists out there, yeah, we're operating at about a 50 to 55% margin.

Nathan Latka

10:33What is that though? 5,000,000 divided by 30 employees. It's like a what is it? A $166,000 in revenue per employee for an agency? It feels pretty healthy.

Ramzey Nassar

10:39>> Give or take. Yeah.

Nathan Latka

10:41Yeah. Yeah. Interesting. Okay. So so you launched the agency, you said five years ago, I'm guessing 2018?

Ramzey Nassar

10:47>> Yep, right around then. And now we're over 120 partners worldwide. We work

Nathan Latka

10:53What does that mean?

10:55Oh, customers?

Ramzey Nassar

10:56>> Clients, yeah.

10:57Yeah.

10:57>> We like to call them partners because they truly are. We have little engagement commitments, we have ninety day engagements, then it's month to month. So we're boasting about an 85% retention rate since So our we really do a lot of quality work and that's because I started this from a necessity perspective as an entrepreneur, building technology and direct to consumer businesses. Like I was the actual one that was looking at the EBITDA, looking at the P

11:29>> and L every day, in the warehouse with the teams. And I feel like there's a lot of agencies out there that don't have that hands on experience

11:40>> and are more just like media buyers. So we like to take kind of that full approach to working with brands. And I would say the majority of our portfolio is direct to consumer. So we work with a lot of Shopify stores, BigCommerce, Magento, etcetera. But

Nathan Latka

12:00Well, that all that all makes sense. Walk me through I wanna understand, though, when was the moment for you where you said it's worth investing soft resources to start building birdsi? And how did you do that? Did you hire full time engineers just better, or did you pull people out of the agency?

Ramzey Nassar

12:13>> Two years ago. About two years ago, like today, pretty much this week,

12:20>> we had heard that, you know, iOS 14 was coming out. There was like, you know, murmurs going on at Meta. As a Meta preferred business partner, we work pretty hands on with them. And we knew that the efficacy of campaigns was going to drop, not just for us, right? Everyone. It was going to get harder.

Origin of Birdsi: iOS 14 and Data Loss

Nathan Latka

12:42Then do you do? Do you hire engineers, though, external, or you move them over from the agency?

Ramzey Nassar

12:46>> So we don't have engineers at the agency, like, hardcore engineers. So my background's in technology. I built another company called swagify.com. It's a 120,000 square foot facility in Houston, Texas. It's a print on demand platform. We do that that one does about $25,000,000 a year.

Nathan Latka

13:06When did you launch that one? Which year?

Ramzey Nassar

13:09>> Swagify was launched just under two years ago.

Nathan Latka

13:14Alright. So 2019, something like that, 2020?

Ramzey Nassar

13:16>> Yep. Yep. And I'm basically just the CMO of it now. Our agency runs it, you know, the a the marketing side of it, and I sit on the board there.

Nathan Latka

13:25Who who owns the other 80% of that business?

Ramzey Nassar

13:27>> A friend of mine named Akhil.

Nathan Latka

13:30Akhil owns 80%. Okay. Interesting.

13:34Well, I guess, okay. So did you pull any news off of Swagify?

Ramzey Nassar

13:37>> Yes. So no. So I had

Prior Companies: ThreadMeUp and Fulfill

Ramzey Nassar

13:42>> met my old CTO in college when I was like 19, 20 years old. And we were building websites in the past and tried our hand at a couple different tech companies. Some of them worked out, some of them didn't.

Nathan Latka

13:58Prolific, ThreadUp, I mean, give us the quick rundown, what worked in?

Ramzey Nassar

14:01>> ThreadMeUp, ThreadMeUp took it to, like, $17,500,000 in about little under three years. That was my first real, like, go at it. Again, go at building, like, a technology platform. But 22 years old, having that much growth and not much experience, that actually imploded at the end of the day.

Nathan Latka

14:25So you made no money off that one.

Ramzey Nassar

14:27>> I made no money off of it. In fact, I actually went bankrupt, and I don't think people talk enough about their failures. So

Nathan Latka

14:34Well, why? I mean, you led with, hey. It hit 17,500,000 in revenue. People are gonna be thinking, well, what do you mean it went bankrupt? You had 17.5. So was it not real revenue or what?

Ramzey Nassar

14:41>> It was real revenue, but, you know, we had a lot of we had physical goods that we were delivering behind it. We had

Nathan Latka

14:49So really shitty margins.

Ramzey Nassar

14:51>> Yeah. Bad margins. It started to getting cannibalized by, you know, vertical manufacturers, and we just didn't, you know, adapt fast enough to

Nathan Latka

15:01And then Prolific happened after ThreadMeUp?

Ramzey Nassar

15:04>> Yep. And then Prolific, which is now Doe Media, happened after ThreadMeUp.

Nathan Latka

15:08Oh, Prolific. Okay. Got it. Prolific was basically v one of of of Doe Media.

Ramzey Nassar

15:13>> Right. Exactly.

Nathan Latka

15:14Oh, I see. Okay. Okay. Interesting. So, I mean, have you I mean, you have a lot of experience sort of starting companies. Have you had what you would consider sort of a successful exit where you made money off it, or you just know what not to do because you've made a bunch of mistakes?

Ramzey Nassar

15:27>> Yeah. So, I mean, Swagify was built from that idea of ThreadmeUp, but it wasn't like the same model. So my CTO and I just built that after, you know, ThreadmeUp died essentially. And we ended up selling it to this company in Texas, which which is now Swagify.

Nathan Latka

15:49Oh, you sold it to Swagify?

Ramzey Nassar

15:52>> Yeah. Not ThreadmeUp, a different app that we had built.

Nathan Latka

15:56Oh, what was that app called?

Ramzey Nassar

15:58>> That was called Fulfill.

Nathan Latka

16:00Ful f u l, Fulfill, like it sounds like.

Ramzey Nassar

16:03>> Yep. Exactly.

Nathan Latka

16:04Interesting. And you bootstrapped Fulfill or you raised money for it?

Ramzey Nassar

16:07>> We bootstrapped it. It was just me and my CTO at the time.

Nathan Latka

16:10And what did you sell it for to ThreadmeUp for?

Ramzey Nassar

16:14>> To to Swagify.

Nathan Latka

16:15Sorry. Yeah.

Ramzey Nassar

16:17>> He doesn't want us to disclose that information, but it was north of 7 figures.

Nathan Latka

16:22When what year did you sell it?

Ramzey Nassar

16:24>> In around 2000 right right before 2019. 2018, 2019, somewhere in between them,

Nathan Latka

16:32which is when own 50% of the app?

Ramzey Nassar

16:35>> Now I own 20% of it.

Nathan Latka

16:38No. No. Well, Fulfill, though, before you sold it, how much did you own? You had 50?

Ramzey Nassar

16:42>> Yep.

Nathan Latka

16:43Okay. Got it. So if you sold it for, call it, more than a million bucks, it's fair to say you walked away with something like $500,000, something like that.

Ramzey Nassar

16:50>> Yep.

Nathan Latka

16:52And then you pour that into ThreadmeUp, Prolific, etcetera.

Ramzey Nassar

16:54>> ThreadmeUp's gone at this point.

Nathan Latka

16:56Yeah. Know. But did you lose $500,000? How much did you lose personally on ThreadmeUp?

Ramzey Nassar

17:01>> Yeah. On ThreadmeUp, I lost personally, like, over $350,000.

Nathan Latka

17:06No. Thanks for sharing that. That sucks, but, you know, it's part of the journey.

Ramzey Nassar

17:09>> Hey, man. Every everyone wants to talk about the the successes and and not the failures, but, you learn a lot through your losses.

Nathan Latka

17:20100%, 100%. All right, you keep going in.

Ramzey Nassar

17:24>> Quick, two years ago during COVID, we also launched a venture fund out of the agency. And we had incubated a company called soilandclay.com, and that was just exited in February. I can't disclose. They don't allow me to disclose how much that was, but it was a healthy exit.

Nathan Latka

17:44Mhmm. How much did you was that a 100% owned by the by the agency?

Ramzey Nassar

17:49>> Yeah. The the the agency, like and and my partners at the agency. So yeah.

Nathan Latka

17:54And that was soilandclay.com?

Ramzey Nassar

17:56>> Yep. It's now called yarden.com.

Nathan Latka

17:59Oh, yarden. Okay.

Ramzey Nassar

18:01>> Yeah. It it was basically a direct to consumer greenhouse during the height of the pandemic.

Nathan Latka

18:05Well, that's that's very good timing.

Ramzey Nassar

18:09>> Yeah. So I

Nathan Latka

18:10That was that was the company called De La acquired acquired Yarden. Right?

Ramzey Nassar

18:16>> No. A company called Indrio Brands acquired. So

Nathan Latka

18:18Okay. Interesting.

Birdsi Team and Current Status

Ramzey Nassar

18:20>> Florida.

Nathan Latka

18:22Okay. Very cool. Did you make up mean, you get rich off that or no? Sort of a whatever, an acquihire?

Ramzey Nassar

18:27>> I made money. I wouldn't say I got rich, but but it helped me fuel further ideas.

Nathan Latka

18:33So you pour more of that back sort of in the agency and birdsi. I guess, walk fast forward now today. How many folks are working full time on birdsi?

Ramzey Nassar

18:41>> We have a team of five right now.

Nathan Latka

18:44Engineers mainly?

Ramzey Nassar

18:46>> Yes.

Nathan Latka

18:47Okay. Interesting. And and what's the plan? I mean, how do you how do you get it out? I mean, when do you when do you open this to the public, if at all?

Go-to-Market Strategy and Pricing

Ramzey Nassar

18:54>> So we've been incubating it from within the agency, meaning we're kind of testing it on our agency brands to make sure before we open it up that we're comfortable with it essentially. So, you know, if you do the math, you know, our average ticket is anywhere from 500 to $1,000 a month. We have over a 100 clients at the agency. So the MRR is kind of there already to build the platform.

Nathan Latka

19:23Yeah. I mean, I'm not playing for this. I mean, you're basically saying right now our agency margins are 50%. Adding in this new layer of technology, maybe we can juice those to 60 or 70% and make more money.

Ramzey Nassar

19:35>> Yeah. It a separate entity and basically our trajectory there is 3,000,000 after it's fully built, which is in about four to six months.

19:49>> In in that first year after it's built, 8,000,000 year two, and then 20 year three and and beyond.

Nathan Latka

19:56Mean? 3,000,000 in year one. How many agency customers does that mean you have buying birdsi?

Ramzey Nassar

20:01>> That would be beyond the agency, but that would be pretty much what we have is about 80 agency clients ready to use it. We have it installed on about 18.

Nathan Latka

20:11That's a very high sell through rate. I mean, you're effectively saying you think 80 out of a 120 customers are gonna you're gonna be to cross sell in from your agency into the SaaS product.

Ramzey Nassar

20:19>> Yeah. They they've all already committed to it. We're just, you know

Nathan Latka

20:22Signed contracts. They've paid.

Ramzey Nassar

20:24>> Yep.

Nathan Latka

20:25They've prepaid the software fee on birdsi, not prepaid the agency dollars.

Ramzey Nassar

20:29>> Correct.

Nathan Latka

20:31Okay. So what are you charging for prepayments on birdsi?

Ramzey Nassar

20:34>> So it it depends on how many how how much web traffic you get. Yep. So it's it's it's like a dynamic pricing model. The average ticket right now is $500 a month.

Nathan Latka

20:46So how much money and don't don't, like, really tell me actually close, like, deals for just the technology, not agency revenue, just birdsi. What is the run rate today?

Revenue Run Rate and Customer Count

Ramzey Nassar

20:55>> Around 1,200,000.

Nathan Latka

20:57Okay. Interesting. Across how many folks have signed?

Ramzey Nassar

21:00>> Let me open it up.

Nathan Latka

21:02It's probably what? Fifteen, twenty, 30, something like that? It's

Ramzey Nassar

21:14>> I'm I'm looking at the spreadsheet right now. I'm opening it. I don't wanna say anything false.

Nathan Latka

21:20No. I mean, I like I want other people to learn the strategy who are running an agency. Mean, so what do you tell these people? You say it's not live yet. It's gonna be live in a couple months. We want you to prepay $30 right now, and they they wire the money and sign the contract?

Ramzey Nassar

21:32>> We're not doing it in annuals. We're doing it in monthly. So, you know, it's they can delete you know, they can deinstall it essentially and leave if they want. But what it's helping us do is lower their customer acquisition cost and get more data from their already existing advertising spend.

Nathan Latka

21:54So how many that are signed up?

Ramzey Nassar

21:55>> There's 80 right now.

Nathan Latka

21:5780. So there's 80 there's 80 agency customers that are already paying monthly fees for birdsi.

Ramzey Nassar

22:02>> Yep.

Nathan Latka

22:03Okay. So what did you mean earlier when you said you haven't launched it yet? I mean, it sounds like you have real revenue over there.

Ramzey Nassar

22:11>> Yeah. I mean, we okay. We've launched it in a closed environment, I should say.

Nathan Latka

22:17Yeah. Mean, 80 customers paying on average 1,250 per month gets you to that 1,200,000 run rate.

Ramzey Nassar

22:22>> Yep. And some of them are smaller at, like, 500. Some of them are bigger. We have some clients that have, you know, 5,000,000 UVs a month on their website, so they pay a lot more than that. But we're really obviously still ironing out, like, the the cost model to service that.

Nathan Latka

22:40And and how what's the what's the cap table at birdsi look like? Does the agency own, like, 80% of it and then, like, you own the other 20%, or how do you structure it?

Cap Table and Funding Plans

Ramzey Nassar

22:49>> We have myself and my two agency partners are owners in it. We have a private equity fund who we work with in our venture fund that owns a few percent of it.

Nathan Latka

23:01Did they put in dollar capital they invested?

Ramzey Nassar

23:05>> We are contemplating raising money right now.

Nathan Latka

23:09Yep.

23:11The three agency partners really own 85, 90, and then there's some other points scattered around PE firms and elsewhere.

Ramzey Nassar

23:18>> And technology.

Nathan Latka

23:21What do you mean technology?

Ramzey Nassar

23:24>> A fractional CTO and then a chief data ops.

Nathan Latka

23:27I see.

Ramzey Nassar

23:28>> That's of the six full times full timers right now.

Nathan Latka

23:29Five full timers right now.

Ramzey Nassar

23:31>> Yep.

Famous Five Rapid Fire

Nathan Latka

23:32Very cool, Ramzey. Well, I love the story here. Let's wrap up with the famous five. Number one, favorite book.

Ramzey Nassar

23:39>> Tipping Point.

Nathan Latka

23:40Number two, is there a CEO you're following or studying?

Ramzey Nassar

23:45>> Selim Bassoul.

Nathan Latka

23:46Number three, what's your favorite online tool for building birdsi?

Ramzey Nassar

23:55>> GitHub.

Nathan Latka

23:56Number four, how many hours of sleep do you get every night?

Ramzey Nassar

23:59>> That's a moving target. Man, I don't know. Five to seven.

Nathan Latka

24:05That's not terrible. What's your situation? Married, single, kids?

Ramzey Nassar

24:08>> Single.

Nathan Latka

24:10>> No kids.

24:10How old are you?

Ramzey Nassar

24:11>> No kids.

24:12>> 32.

Nathan Latka

24:13Last question. Something you wish you knew when you were 20.

Closing Advice and Wrap-Up

Ramzey Nassar

24:18>> You don't need to have all the answers. Losing is not losing. It's lessons learned. Build on top of it and adapt.

Nathan Latka

24:26Guys, there you have it. He launched his first company, made some money, made 500,000 here, lost $300,000, now built an agency launched five years ago. The agency processed $75,000,000 of ad dollars last year across a 120 clients. He kept on average 7% of that. So call or sorry, five to 7% of that. So call it, you know, about $5,000,000 of revenue last year, a team of 30 on the agency. And then they said, you know what? Let's

24:47start building software. They got five full timers building software right now. They've convinced agency customers to already start contractually paying for that. It's already at about a 1,200,000 run rate. It's called birdsi.io, br birdsi.io. Check it out, Ramzey. Thanks for taking us to top.

Ramzey Nassar

25:03>> Thanks. Appreciate it, Ben.

Nathan Latka

25:05One more thing before you go. We have a brand new show every Thursday at 1PM central. It's called Shark Tank for SaaS. 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, ARPU, CAC, LTV, you name it, they share it and the buyers try and make a deal live. It is fun to watch every Thursday, 1PM

25:30Central. 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 breaking news in the SaaS world, whether it's an acquisition, a big

25:53fundraise, a big sale, a big profitability statement or something else. I don't want you to miss it. Additionally, if you want to take this conversation deeper and further, we have by far the largest private Slack community for B2B SaaS founders. You want to get in there. We've probably talked about your tool if you're running a company or your firm if you're investing. You can go in there and quickly search and see what people are saying. Sign

26:14up for that at nathanlatka.com/slack. In the meantime, I'm hanging out with you here on YouTube. I'll be in the comments for the next thirty minutes. Feel free to let me know what you thought about this episode and if you enjoyed it, click the thumbs up. We get a lot of haters that are mad at how aggressive I am on these shows, but I do it so that we can all learn. We have to counter those people.

26:34We got to push them away. Click the thumbs up below to counter them and know that I appreciate your guys'support. Alright, I'll be in the comments. See you.