How Demio CEO Wyatt Jozwowski grew to $3M revenue and 10K customers in 2020.

this is the top where I interview entrepreneurs who are number one or number two in their industry in terms of Revenue or customer base you'll learn how much revenue they're making what their marketing funnel looks like and how many customers they have I'm now at $20,000 per top 5 and6 million he has help on global domination we just broke our 100,000 unit sold Mark and I'm your host Nathan lka okay top tribe this week's of the 100 bucks is Rhett Gillan he is a restaurant industry he's in the restaurant industry and he feels stuck he wants to start his own software business so congratulations Rett for your guys' chance to win 100 bucks every Monday morning simply subscribe to the podcast on iTunes now in order to enter and then text the word Nathan to 33444 to prove that you subscribed guys if you want an easy tool to use to book your meetings backto back to batch your calls to make sure people actually show up when they schedule you want to use aity scheduling it's what I use for all my podcast interviews at Nathan lat.com schedu I'll tell you more about how I use it later on in the [Music] episode Nathan ly here the holidays are coming on us so quick guys as you're traveling don't forget listen to the top URS podcast the kids will love it you will love it and it'll make you smarter tomorrow morning's no different with Chad Ruben who went from Zer to 300 granded monthly recurring Revenue in 16 months by helping 300 e-commerce Brands streamline their data with his company skubana top trbe good morning Nathan ladka here our guest today is Wyatt Jaz wowski and he is the CEO and co-founder of demo a smart webinar platform on a simple simple Mission he's just passionate about creating a great customer and user experience Wyatt are you ready to take us to the top I'm ready man let's do it all right good okay webinar platform tell us more about demo what do you do and how do you generate Revenue yeah so uh demo is a web- based webinar platform built for marketing um the reason why we created it obviously there are other webinar platforms out there uh but we wanted to create a webinar platform that uh was actually enjoyable and easy to use and um you know allow you to to use it for marketing to go out there and get results so you know we uh actually just launched uh we were in a beta what day did you launch we launched on Wednesday okay and and so actually say that date for people listening to this later yeah that was sorry that's November 9th so just a couple days ago got it November 9th very cool and so tell us more kind of about you because I mean you've had s some success in kind of the internet Market actually a lot of success in the internet marketing space yeah so before demo um you know I was in more of the SEO space I have a company called drip apps we have a few different softwares uh that we have over there we have a members area um which is is more like a training for SEO and whatnot and so that's how we kind of got started got started with software you know buil some Shopify apps as well demio is definitely you know the biggest software project that uh you know I've ever taken on so we've been working on it for over two years now uh we just finished up our beta phase and as I mentioned just got into that launch for that so why what does that mean what does what do you mean beta phase yeah so we were in a free beta actually for 3 to four months so that means is we were basically letting people sign up for free to use demio um and so we had people running webinars all throughout that Beta And the reason why we did that uh not really as a marketing strategy or to get a bunch of people using it but really it was it was more to uh fully test the system you know push it to its you know its limits being a a webinar platform reliability is super super important to us so we wanted to achieve that during beta as much as we possibly could the other thing is we really wanted to Force Simplicity across the the platform and when you have you know 900 or so users in in beta which we uh did using the platform that really forced us to we had to actually take out some of the features and focus on what was actually important which is the core webinar experience and um and so we think that was really good um because otherwise you launch right because and then you have you start out with 10 customers or 50 customers and you don't really learn uh about all the you know the breaking points and and the main aspects of what could go wrong until you get to more scale so so what is your whoops I'm on your I'm navigating your website right now music just started um tell me that's a good thing tell me uh more about so two kind of you said you've been doing the building for two this for two years right right so what is the I mean how much money have you guys sunk into it so far um just over half a million okay and are you a developer or do you have a developer co-founder or what no so uh myself and my partner we are not actually technical co-founders we have uh a team now of three uh developers and designer and a QA manager and then it's us too as well and do you use like at Nathan lock.com toptw that's how I have my basically developer co-founder from my send later to I'm building are are you guys using which topt helps you found find Dev Talent basically right in Pam are you using a site like that or did you just you know hire college buddies no so we we use just a variety of of different sites um honestly you know we our team has changed so much now we have an amazing team really really solid team but some honestly came from um like an upwork and then transitioning them off of that in more into like a full-time role some came from um just job post I think uh we're actually a remote team so where's your co-founder based Tampa literally right across the street from me it's amazing cool cool cool cool um and I think the the site we really really have gotten good results from is um we work remotely. comom which is created by base camp or the guys over at base camp we work good we'll have to check that out so tell me more I mean you're a young guy right yes how Okay 21 so people people might be listening going where did this guy get half a million bucks where' you get half a million bucks other uh other companies mostly drip apps my uh my SEO company okay so tell folks when you launch that and and give us more insight into that so that was like I mean the initial budding of that was a few years ago and before that what I was actually doing was um I mean I was just doing SEO I wasn't teaching anybody about it or I didn't have any courses or software I was just doing it and getting results with it um and and that kind of led to uh someone reaching out to me because I was I had a journey thread where I was doing SEO people were following me and one person reached out to me and was like you know you could take this and easily turn it into a product cuz at the time I was 17 I I was a high school dropout so he's like this would make for like the the perfect angle right here and so we took that made it a product I knew nothing about really product launching or even internet marketing at that time or that I mean that General space um and it did well and so that kind of started me on my path of getting into that and then we decided to take that process and and turn it into a software first software project was a bit of a mess but you know one come on W tell us the bad one uh the name of it yeah yeah what was it yeah it was it was called video Vantage and it was basically a video ranking platform cuz that's what I was doing at the time ranking like YouTube videos oh I see I see so tell us about drip apps how does it make money do people pay one time kind of stuff for PDFs and eBooks on information or what no drip apps is all uh like monthly um whether it's a SAS a few small SAS U projects there or uh the main thing is really what we call drip core which is our monthly membership it's $47 a month and we have like action maps and and webinars in there that we do how many folks are signed up for that uh we have last time I checked I think it's about 470 okay got it so that's that's kind of where you've generated this cash to be able to focus Ono right got it and you said you launched that back when what 20 2013 2012 yeah well uh that was like when when the like first product um but actually drip apps the the web and like the brand was only created um like 2 to three years ago okay so call it 2013 sure yeah something like that yeah so if I take about 450 times 47 bucks a month you're what you're doing about 21 Grand per month through that yeah yeah give or take and so what was total drip app's Revenue in 2015 um I think just shy of of a million so are you are you I mean is your co-founder did you meet him through drip out or are you kind of the financial partner in this and he's kind of the one executing so I've been totally focused in demo um and and my my partner as well so you know that's one thing we've kind of neglected the other stuff that we were working on especially drip apps I mean that's a good thing about it though is it kind of it runs without me really being in there um so you know with that being said all my time is is focused in demio and we've just been working at this every single day uh for for basically two years now so why do you I mean why you read all the I'm sure you read some of the startup stuff many people go that is not how you do a startup that spending 500 Grand and and waiting two years is like not the way to iterate fast launch fast and push quickly what what would be your response to that uh my response would be I agree has it been tougher I mean you just not plan it or what exactly like things never go as planned you know tons of mistakes there were a lot of Technology challenges and um building a webinar platform is is not not the easiest thing so yeah it was just a series of mistakes really yeah I had um at git lat.com that's where I put up some of my interviews and the and the company's I profile there's a little search bar you can search any company and I kind of put up all their information one of the folks we had on you remind me a ton of is Omar from webinar ninja you to those guys uh yeah we we definitely know about them yeah yeah they I mean and so him and mro Conference and business Hangouts are kind of all people playing in I think this space um what is going to be your pricing model you don't have any paying customers yet right uh we we do because we uh launched a couple days ago and so far we've done just under 60,000 in Revenue wait so so what's the model is it going to be kind of a SAS business or what yeah so right now we're we're doing like discounted annual pricing art so that's not Mr or anything that's just um like annual packages price so the pricing right now is from $137 a year to $497 a year so relatively cheap uh being a webinar platform but after the grand opening uh which will end on November 16th we're basically increasing the prices it will be um you know standard monthly and annual pricing starting out at like 47 a month um the middle package 117 a month and then the high package 237 a month okay got it but if you take you said you've done 60 Grand so far yeah just under yeah I mean that's I me that's not bad for for you know being launched for a few days if take 60 Grand divide that by 12 that's basically an effective Mr of about five grand I mean that's not bad I've talked I've talked to companies I've talked to companies that or I've actually helped a few companies that have just raised capital on 5 million bucks of Mr and they've gotten five and six and seven and N million pre-money valuations um yeah very cool what is so do you think what's the vision for this because I mean is there is there truly a technology kind of moat you can build around this to you know to get advantage of the marketplace or is just really you know build the build the same damn thing everyone else has you know from a tech stack perspective you know make it pretty because it is very nice to look at looking at your website and looking at the tool screenshots and then use your marketing kind of skill set to beat people is that kind of the thing that's going to make you win yeah so I guess it's kind of twofold I mean make it pretty easy to use enjoyable that's definitely a big part of our strategy but at the same time in the industry all of us are kind of facing the same technology challenges and so there are different ways to approach those challenges um but there's not like one easy solution that we can kind of all Implement what I would say is there's a huge roadblock and that's something we didn't know and that's why it's kind of taking us so long and and so much money um someone can't just like jump into the webinar space tomorrow because it it takes a lot of time you can kind of um you know really separate yourself from competition um there's just there's so much that goes into it toughest thing yeah a lot of it is just a streaming honestly like streaming is such a very challenging thing we have um basically no latency streaming so what that means is you know everybody um that's on a webinar is is basically getting the stream in real time and that's hard to achieve and and there's so many outside factors like internet um firewall issues um browsers so like there's just so many like if some someone hosts a webinar and there could be up to a thousand attendees there's a thousand potential issues there um and that's why it's so challenging does demo require software on your like desktop software like go to webinar no it's it's web- based and so one of the things we're really focused on right now is expanding browser support and uh we also have to uh release our Mobile support which has been such a big thing um and that definitely was an objection during beta and whatnot but we're releasing our Android support pretty soon here and then we'll be releasing a native IOS app after that so you're only a few days in U and you just told us some of the pricing but how many unique customers have signed up so far um I'm looking at the numbers right now so I think we've done just under I'm trying to add this on my head but just under like 200 Sales okay 200 and okay got it good good good um you obviously don't know I'm just going through kind of some sass metrics real quick you don't know probably about churn yet because it's so early yeah no we don't has anyone called who's paid and asked for a refund yet uh yeah we've issued a few refunds most have to do with um just not fully understanding exactly you know the features or um you know maybe not knowing about lack of of browser support which we're expanding and stuff like that well with good marketers like you that always happens I'll never forget I do webinars to gr heo and people would buy it and I'd always message them when they're going through the onboarding I go why' you buy and they go Nathan I don't know what I just bought but your energy on the webinar I just loved it what you know what what did I buy I'm like going oh my gosh please take your money leave me alone let's have fun but don't buy my products ever again exactly I was just talking to somebody and they were asking about a feature that we just don't have at all and uh it was not mentioned on the the sales page or anything it was about automated and Evergreen type of webinars and I just like asked him like I was like why did you think we had that and he was like oh I just expected it interesting that's weird yeah interesting well hey why before we get into my favorite part of the show a few just last questions here uh how many teammates so are you guys five total three folks you brought on development wise and your you and your co-founder uh so it's it's three developers one QA and one designer plus us two so seven uh seven got it seven very cool and where's the best place for people to connect with you online uh favorite place is probably Twitter uh yatt Jaws Wy AJ a wz all right guys I talked about this earlier but I schedule like so many meetings it would blow your mind I mean all my podcast interviews right hundreds of bunch bers I talk to monthly I schedule and you know what I do it so efficiently I get them all to agree to my calendar so all the calls are back to back to back that means I'm not switching in between tasks all day long I get them to batch so I can be very efficient it's so critical and I use a tool called Acuity scheduling to do this at Nathan la.com slsu it eliminates back and forth between me and people I'm trying to meet with it makes it very simple and most importantly they help me keep my noow rate very low because they send out reminders helps you look very professional so go to naa.com schedu to sign up and you get a great deal you know you guys know this I hit people hard I make great deals and Gavin the CEO has given us a great deal if you sign up like normal people okay on their website you only get a 14-day free trial if you use my link naa.com schedu to get 45 days free okay it's the best it's free go to naa.com schedu right now to sign up and I'll see you there all right top TR link to that in the show notes at Nathan lat.com thetop 59 again thetop 59 all right white it's time for the famous five these are quick questions rapid fire answers you ready sure number one what's your favorite Business book oh wow uh I have so many uh I'm just going to lean towards uh the hard thing about hard things by Ben Horwitz that's a good one number two is there a CEO you're following or studying right now yeah definitely um I would say probably uh I'm gonna say Jason Lenin but there are so many yeah he uh just closed a nice $70 million uh Venture Capital round out there guy right all right number number three is there a favorite online tool you have like Acuity scheduling um favorite resource probably like Clarity FM connecting with you know experts yep Dan Martell smart guy number four yes or no do you get eight hours of sleep every night uh seven to eight yeah okay good and what's your situation well um usually people are older than you on the show but I'll ask anyway what's your situation you're married single you have kids single single no no no kids that you know of right no and you're 21 you said right yes so so last question why just take us back a year what do you wish you knew when you were 20 um that it was going to be 10 times harder than I thought consistency right yeah all right top dri there you have it Wyatt J wowski he has had a ton of success in his company uh drip apps uh use that in about doing about 21 Grand a monthly recurring Revenue with several hundred customers paying 47 bucks a month has used that to invest in demo.com a smart webinar platform on a super simple mous again s about 500 Grand into that they are in launch just under 200 customers have been over 60 Grand in AR y thank you for taking us to the top yeah thank you so much if you enjoyed Alexander today go back and listen to Bart lorang yesterday they raised $50 million and they've helped over 50,000 customers get accurate contact data with this company full contact top drive I love giving away free money I feel like o are giving away cars and I have something special for you today how many how many of you have heard our super sharp guests talk about success they've had with Facebook and Google ads well all of you listening right now yes if you're listening you get $100 in free AdWords here's how you get it okay again thanks for listening get the free $100 from Google right when you sign up with my website host provider HostGator go sign up now to get your free money hostgator.com Nathan again that's hostgator.com Nathan okay top tribe I'll see you bright and early tomorrow morning and don't forget before you listen to any other episodes subscribe on iTunes right now for your chance to win 100 bucks every Monday [Music]