Fullfunnelrevenue

Introduction hello everyone my guest today is Andre zenovich he's the founder of funnel.io and Roi plan a marketing planning platform he lives and breathes B2B marketing all the way since back 2007 he's the author of LinkedIn content marketing how to generate high quality leads on LinkedIn without cold messaging ads it did very well in terms of books we're excited to chat with him today Andre you ready to take us to the top yeah exactly thanks a lot for inviting me thanks a lot for having me on your show so you bet so let's let's pick one to focus on funnel.io and Roi plan which one of these did more Revenue in 2020 full funnel.io C Roi plan it's still a startup that should be validated this year so we can touch it but let's chat about funnel.io okay great and and and what does funio do what's the revenue model so it's a consultancy and uh in the last quarter we also added a subscription um let's say product called Full funel academy by we train B2B marketers with a focus on growing B2B companies with complex and long sales Cycles but basically the key Revenue comes from Consulting projects and how much Consulting Revenue did you do in 2020 uh so you know we have a couple of uh Services um one let's say our key service is partnering with B2B marketing and sales teams where we join that team as team extension or let's say um as an advisers and at the same time we are partnering with Europe European accelerators like IM and Gant or scale up Flanders in ANP in Belgium and basically that's another product where we train the startups you know on these uh areas which belong to our key expertise so uh when it comes to consultant projects we accomplished around um if I'm correct 27 projects last year and uh in terms of uh collaborating with startups from these accelerators uh with trained or coached um let me calculate the right figure so it's like 51 startup in total and Andre what does that translate in terms of Revenue last year on the Consulting basis so uh we finished uh last year almost at 250k uh EUR Revenue spot uh basically for two man band I believe that's a good and when did you launch the software business Roi plan actually I launched it uh last year I came up with an idea so I found a technical co-founder and basically we created an let's say better version of that product last February uh I mean 2020 February and I started to validate the product but uh you know the idea like like uh my my idea wasn't uh that good at least it wasn't you know meeting the expectations of the market so I did around 50 beta tests and collected the feedback from different uh verticals from different job rols and basically figure it out who is our who should be ideal customer profile for MVP product and what exactly MVP should include and basically it took us almost a year to create this MVP which I'm working right now so basically January and February of 2021 is uh exactly the period where I'm focusing on growing our plan got it how much Equity did you give your technical co-founder so it's 5050 okay you split it 5050 and are you both paying yourselves or you both working for free we are we are working for free so it's a self-funded startup uh created on our funds and when do you I see on your pricing page you have your pricing listed at $14.99 per month for RI plan. when do you think you'll get your first paying customer and where will they come from actually we have paying customers Currently serving 3 customers but uh they how how many paying customers so we have three paying customers but they bought lifetime deals actually as I mentioned I was do uh I was doing during last year I was what did they pay for the lifetime deal Andre uh it depends really so the because there were different types of deals for one of the customer I suggested as well on going marketing support so it's a marketing agency from Italy and I suggested like an ongoing let's say one time per month I'm joining their team and help them with their projects they're delivering to their clients so it's they they are paying for Lifetime deal for their entire how much did they pay for that yeah ���50 uh this is the monthly price uh for one Custer Andre hold on sorry is it 150 a month they're paying or they pay one time 150 no no it's ���150 per month but it's a lifetime price for them for all the so they can keep paying you they can keep paying 150 bucks a month but they could also cancel and pay you nothing uh yes yes exactly so I mean this is a lifetime price but at the same time to customers from this beta test bought a lifetime deal just one paid ���150 for better version but you know we had just one feature and and they pay that every month or they just paid it one time no that was a one time payment and then uh on the second round of better tests we had a second customer who paid ���200 and yeah there's a lot of folks listening right now that are dying to get their first dollar of Revenue so understanding how you set up those first 50 beta tests last year is really valuable how did you set them up so basically uh I have uh current assets uh I was running and I'm still running B2B marketers and Founders Community since 2017 and basically the launch was pretty easy CU I was chatting with the most community members and of course I know most of them I was uh I was reaching out to people who can you name Andre to like some of those communities what's your biggest one uh you mean community members no the communities you run the name of the community the B2B marketers and Founders on Facebook and what platform on Facebook okay on Facebook yes how many members are in that group so it's but basically just to give you an idea it's not the biggest one but I believe this is one of the most quality communities just because on the feedback of community members because we don't allow everybody to jump into the community despite its free community uh so we decline let's say 80% of uh inquiries that's why that's why so basically I was reaching out to people with who I have established a good relationship and I knew that companies might be an ICP for ouri plan and that's it just because of when did you launch the group it's at 3,900 members right now when did you launch the group what year so it was the end of 2017 and when did you write the B2B LinkedIn content marketing book it was the beginning of 2019 I see and how did the book do how many copies did you sell um so we sold uh over gum Rod we sold so far 500 copies uh on Amazon we sold almost 3,000 copies and uh before launching this we had a campaign on product hunt but it was you know I can't I can't treat it as a sales revenue cost we did a promotion basically to collect the feedback you know before launching the book and uh we are product hunt we sold uh if I'm correct around 2,000 copies but the price was something around five bucks yeah of the book or of Roi plan of the book so you sold 500 on gumroad 3,000 on Amazon and 2,000 on product so about 5500 total copies sold that's great congratulations thank you so much so so you clearly understand distribution you're approaching us from a Community First mindset um what I would say is I'm I'm shocked you know have more paying customers on Roi plan because you already have distribution why can't you convince more people that have bought your book and that are in your community to pay 15 bucks a month to use Roi plan the biggest problem is that I didn't focus last year on have promote an AI plan CU I was I don't know if it's my mistake uh but I was heavily you know uh involved in the client projects and basically that was the reason why I rebranded get leader and partnered with my co-founder lad and we launched full funnel and right now we are moving towards product our services and hire two people just you know to scale how many people are on the team right now oh four people we hire people how many Engineers uh for funnel.io we don't have Engineers we just if we need some uh development help we invite we invite sry people from Roi plan def how many Engineers on Roi plan four okay so there's four full team members on Roi plan they're all not fulltime that that's another deal with Roi plan so these are not full-time Engineers basically uh only me and cofounder are full-time but that was let's let's say it's a for last year it was a side project and as I mentioned uh we did lots of these beta test just to collect the feedback to get uh I understand so Andre on on I just want to understand on Roi plan how many are either full-time or part-time currently today so as for full-time we can count only me and my co-founder and for uh part-time in place we have four developers so six total yeah I see okay great and how are you where are your engineers based all in warso in Poland where I am from and and what do you pay a junior engineer in Poland uh you mean the average hour right yeah in Poland uh so for senior or let's say for our senior full stack developer we are paying 40 bucks per hour and for our let's say uh junior uh meet uh Engineers we pay dependent on the scope from 25 to 30 bucks and where are you getting the money to pay for this you're still basically from consultancy yeah okay so Bootstrapped you're using consultancy Revenue to fuel the building of your SAS company have you raised outside capital or are you bootstrapped we are boot trapped we love bootstrap it's tougher it's slower it's tougher it's slower growth but in the long run it's usually worth it okay very cool now do you have any this is why uh not at this point and the reason why because I don't have a pressure and as I mentioned that's why last year I focused on growing full funnel and actually you know uh hit the revenue so we can f a plan and basically we did exactly what we wanted I mean we implemented the features uh we wanted to implement we listen to the potential customers and that's why right now I'm going to monetize it and bring the new customers to this software MH and and what are your total expenses right now for Roi plan uh so in total it's uh I can just open the spreadsheet so five it's like 79,000 loty it's our Polish currency so it's around 20K okay 20,000 per month no no it's just all the Investments and total of CR what did you spend last month on expenses on Roi plan so it's it was like uh around uh 3K okay got it so not too bad um and and when do you think right Monthly recurring revenue now I mean you have one person paying 150 bucks a month that's really your only recuring Revenue right now um I mean what do you think you can grow it to by the end of the year so I feel this year be able to reach at least 100K in annual record and revenue at at the end of the year so at least this is my goal for this year if it will be better I will be happy well we're rooting for you let's wrap up here with your Famous Five number one besides your own what's your favorite Business book Andre uh sorry can you please repeat what is my favor favorite Business book my favorite Business book is uh sorry how it's called 820 in sales and marketing written by Perry Marshall number two is there a CEO you're following or studying so the CEO who I love is casy Graham from uh gra if you know this uh startup company from us basically I love the style what's the name of the website gra gra sell it g i a V W uh y sorry gravy g r a y yeah gray.com um I'm not sure if like just a second I will type [Music] and uh oh you're talking his last name is gray casy gray.com ah you mean I was I was thinking that you're talking about the company Casey Graham G what's the name what's the name of the company Andre that he is building gravy gravy can you sp it g r a g r a v y uh I'm not sure if it's um let me see I'll look him up why do you like him gra pay it's like gravy payments but I don't know if the domain is. so I love uh his leadership style and the way how he built his LinkedIn profile and basically his let's say entrepreneurship Mantra he told like our key goal for all people who we are hired to gravy is basically to make a great career and help them to become entrepreneurs so their goal is to help these people to build personal brands on LinkedIn as well to establish this leip the website is called casy uh sorry gravy solutions. a URL number number three what's your favorite online tool for building your business uh it's it depends because I use marketing tools I use project management Andre pick the tool that you use the most so it would be slack slack number four how many hours of sleep to you get every night uh seven okay and what's your situation married single kids married and I have two kids two kids very good and how old are you uh I'm S4 last question what's something you wish you you when you were 20 oh I wish that uh I should believe more in my myself and started my entrepreneurship career faster because uh I was afraid to do it but uh just uh looking back at my Tis of running this consultancy business if I could started it early I believe I would be much uh much uh more advanced or at least at another Revenue Point than right now guys they here at Andre with full funnel.io it's an agency he did about a quar million dollars in Revenue last year he's using that agency Revenue to build a SAS product called roip plan. to help you create manage and control all of your marketing plans he's got a few customers at 150 bucks a month spending $3,000 total right now per month on full expenses two Founders four developers based in Warsaw Poland average salary there it's called between 20 and $40 per hour no plans to raise Capital bootstrap today looking to scale so that he can potentially go out and hire more Engineers to accelerate his product road map K uh thanks for taking us to the top Andre thank you so much for having me today and plash at the chat for you one more thing before you go we have a brand new show every Thursday at 1 p.m. central it's called Shark Tank for SAS we call it deal or bust one 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