How Flipsnack CEO Gabriel Ciordas grew Flipsnack to $15M revenue and 28K customers in 2025.

Bootstrapped SaaS

28,000 customers and $15M ARR How many customers are paying you today? Right now, we have over 28,000 paying customers. Today, I'm quite proud to say that probably 2025 will be ending at 15 million. So, you're at 15 million of revenue today. How many folks are full-time on the team now? I think it's 94. How much of the business do you still own? Right now, 100%. What's the largest customer pay you per year on a dollar basis? If I'm not mistaken, right now getting close to 200k. Someone came to you today and offered you a 10x multiple. So 150 million all cash upfront. Do you take the deal? Hey folks, my guest today is Gabriel Seordis. He's a serial entrepreneur passionate about building companies that aim to innovate the tech industry and make customers lives better by helping them achieve remarkable results. This is one you guys are going to love because he doesn't do a lot of interviews, but he is a killer. He has built some incredible companies. Gabriel, you ready to take us to the top? Yeah, for sure. Thank you for uh for your invite. All right. Well, I know that we're going to focus obviously today on your company, flipsnack.com, but you are a serial entrepreneur. You're based in Romania, I believe, correct? Yes. And how long have you been building companies? 1999. That's wild. Okay. 99. So I was I was 10 years old at that point. All right. Tell us about Flip Snack first for folks that are not familiar with the product. I'm going to share my screen here. Why should customers use you? So basically, uh, Flip Snack is a, um, a tool that, uh, brings sexiness to your presentation materials. Um by presentation materials I mean u all the uh all the materials that are product cataloges um real estate uh brochures, employee benefits, u internal communications, training materials, um uh hotel brochures. So you know all these things that are communicating with somebody and communicate about your company um flips neck uh allows and helps you to make more interesting and on top of everything else gives you a lot of metrics about who saw what and How Flipsnack’s product serves B2B communications when. Mhm. Which is right here what you're seeing here in addition to password protection things like that. Um, I will say guys, I I uh, one of the big requests I got when we were building Gitlat because we shipped the physical magazine, but a lot of people weren't home. They were traveling. They didn't want me to ship them a physical magazine. So, I said, "Oh, I got to come with a digital thing, but I didn't want to store PDFs." And it was a pain in the butt. So, I actually use I'm a customer of Flip Snack, right? We send out now when people email me, I just send them this link. And this is Flip Snack generated. And you can see it's beautiful people clicking through. And what's great about this is they can also search. So if they're curious, hey, am I mentioned in the magazine, you can search and it'll show you every time your company name is searched. So not only does Flip Snack just take the thing and put it in PDF form and a great interface, it also adds search to it and a bunch of other things. What other things, Gabriel, do you add to this digital experience that maybe you don't get on other platforms? Um I I would say metrics is probably the most important thing. Um I mean you know uh we all send out uh we all send out materials but we don't really know what's happening with them. Not only that but we don't really know which parts are interesting and which are not. So I would say the fact that we'll give you all the metrics about uh what your visitors did, how long they spent on certain pages and so forth is probably one of the most important features I I would like to um uh to mention. Then uh obviously we have u uh brand control. Uh this is a problem that uh most of the brands uh have. Um then um obviously we have uh the real time update. So you know often times we send some materials and we realize that we made a mistake here and there. Um you know with flip snack you can you can fix that uh in in the in the link. You don't have to send anything else. uh when they click uh the next time they click on the link, it's uh it's basically the new version up. Uh it's very easy to share things, to distribute things. Uh we'll issue, you From self-serve to enterprise: shifting GTM motions know, QR codes and they just uh click on it. Um and they go straight to to the the materials. Um and also, uh probably uh security uh security and privacy. uh if you want to send some materials that you want to make sure that are only seen by the person designed to be uh to see to see them. Um this link will only open to certain emails. And from the security standpoint, we have been doing uh tremendous efforts to make sure that all your materials and everything that you have there is super secure. Um you know, we've been on the market since uh uh 2011. So Gabe, before we go back to your la before we go back to your launch story, just to touch on this. So now that we have a good understanding of the product suite, what's your what's the average customer paying you per month? Is this sort of a PLG motion? You know, a lot of people paying 10 bucks a month or is it more enterprise? You know, a couple people paying five grand a month. So basically we we have both. Um so you know uh we have the selfserve uh where we have several uh pricings adjusted to a lower level and then obviously we have the enterprise which is custom pricing pricing. It's it's tailor fitted for for every need. Uh you know we have a huge uh wide range of customers uh from the biggest brands of of uh Fortune 500 to you know smaller brands but the the needs are quite different. So we try to uh custom fit everything. Don't name the customer obviously but what's the largest customer pay you per year on a dollar basis? Um if I'm not mistaken right now it's uh getting close to 200k and what do they get for that? Help us to understand. Is it just like thousands of PDFs? Is it based off number of pages or what? So basically the product can be used by um several parts of the business. Um you know you can have your uh marketing department, your sales department, uh your HR um u warehousing and so forth.

SaaS pricing strategy

$16/month to $200K/year So basically this this customer of ours uses in a very uh wide array of of um uh um uh us uh how do you call it? I'm sorry. Um use use cases. Yes. Um so it's high volumes on several uh uh on on several levels on several departments. And so now take us back to the story. So you launched the business in 2017. Did you raise a bunch of capital or were you were you 2011 actually? Oh 2011. Okay. 2011. Um no we did not uh we did not raise capital back in the days. We started as uh we started bootstrapped. Um and we we worked our way up. Um and lately uh we have been uh we have been uh uh seeking some funding to accelerate our growth. We had a a good vargate period in the pandemics where you know people were spending a lot more time in in front of the computer. Um but then you know we have a uh we had a slowdown and meanwhile um we have moved towards the enterprise world which is a very uh I would say complicated and sophisticated world from several aspects. One of them being the the the time it takes from uh the initial contact to signing a a deal a contract. Fill in the gap here from 2011 to today. So what year did you break your first million of revenue? Do you remember? I don't uh but it's a good question. I I will definitely look into that. But um um it wasn't too long ago. Uh we were we were we you know we started off with a small team and then we started add more complexity to the product and it was you know it was a process that uh an organic growth process. Um and you know we learned a lot and we like to believe that everything that we have learned from customer experience and customer needs we have put in the product. So today u I'm quite proud to say that um Building a hybrid PLG and sales-led model we're very close to meeting most of our customers needs um and we're very close of solving most of our customers problems. And Gabriel with that customer focus how many customers are paying you today? So right now we have over 28,000 paying customers. Um we will reintroduce the premium version. We took it out at some point in time and uh we now realize that we didn't do a very good job on that but we all make mistakes. Um but were were used by um millions of of people. Okay. So 28,000 paying you in 2011 2020. Are you comfortable sharing revenue today in 2025? So probably 2025 will be ending at 15 million. Okay. And where were you at? Where'd you finish last year? Uh probably 12. Are you happy with that growth rate? You know entrepreneurs are never happy. Uh but you know we need to understand that you know markets are shifting. Um needs are shifting. New players are coming uh uh to the market. Um I think we can do better but you know now that we are we're more focused on on the enterprise uh and we are now learning how to deal with uh with enterprise c companies I think the the the revenue for 2026 will look completely different uh in a good way. I think uh I think we will have a impressive growth. Um the way uh the team is is working together right now and the the focus um I I think will take us uh...