How GoodTime CEO Ahryun Moon grew GoodTime to $17.8M revenue and 300 customers in 2024.

hey guys recording this here on what is it friday the 19th maybe you're seeing this on monday at the latest but want to let you know we are almost sold out for founder comp sorry founder 500 in austin texas here in about a week uh it's gonna be an amazing event 500 b2b sas founders i'm looking at the attendee list there's almost um there's almost 60 founders with more than six seven million bucks in arr it's an incredible group of group there's over uh there's over a hundred over 150 with more than a million uh more than a million revenue it's an incredible group you don't want to miss it uh grab your hotel grab your flight grab a ticket right now i'll put the link in the bio um in the description here on youtube and i think there's only about three tickets left okay about three tickets left i'd love to see you guys there don't be bashful grab your ticket now hey folks my guest today is aryan moon she is the ceo and co-founder of good time she loves to take risks change the rules of the game and take the road less travels now creating automated meeting scheduling for enterprises at goodtime.io arien you ready to take us to the top yeah absolutely hi i'm irian moon uh one of the co-founders and ceo of good time good time is all about making meetings smarter we started with inner beauty which is our first flagship product called good time hire we've recently branched out to all the other meetings including sales and cs and other internal and external meetings which is supported by our second product the time meet i'm super excited to be on this show and tell you more about good time no that appreciate you joining so how do you compare you know i think folks obviously know like chili piper they know callan lee how are you differentiating from some of the other players yeah definitely so good time high on our flagship product is all about interviews so we make interviews smarter how we do that is by coordinating the entire coordination process of the interviews whether it be simple one-on-one interviews all the way to very complex multi-day panel interviews and also based on data we put the right interviewers into each and every interview and also we provide a lot of data and insights back to our customers so that their interview process continuously improved yourself going up more against the traditional applicant tracking systems so good time higher works with the applicant tracking systems we are really good partners with top seven to eight eight applicant tracking systems so we're not re-inventing or rebuilding applicant tracking system but we are really seriously augmenting applicant tracking systems and aaron one of obviously the hardest things to get right is pricing right so how do you how do you bill how do you charge for your product yeah so good time hire is based on number of interviewers that you actively utilize on a monthly basis good gutai meat is a new product that does compete with likes of kellenbully and other products um that are used for meeting coordination pricing on the time need is uh being discussed and being determined at this point to be it's a free product for now but monetization is coming down the pipe pretty soon i see very cool let's chat more about that after we get more of your backstory but when you say charge based off the number of interviewers per month i can see some of the logos you list on your website i mean what would you say sort of a range is what the average customer might pay you per month to use your flagship interview product that's a great question so it may range from our smallest contract would be about five thousand dollar that would be for very small company less than 100 employees um one of our largest customers is salesforce um and i'm not allowed to it's confidential information i'm not allowed to share exactly how much you know customers are paying but it can range for enterprise customers they can range from low 100k all the way to uh three to four hundred thousand dollars and so when you say uh five thousand dollar article on your smallest that's monthly so it's 60 000 annually also very small company five thousand dollar yearly price oh yeah okay got it so you've got ones as small as five thousand per year and then ones as big as three four five hundred thousand dollars per year correct i see and is the only thing you're up selling against number of interviewers per month or is there other upsells you you sell there are other upsell points we're continuously bringing more innovative recharge and part of the innovative features that we have uh deployed there were three features that we actually realized have really high correlation to customer happiness retention and their success on our platform so those three features we kept the usage and above that um there's upsell point above that um but the product itself is usable without those upsell features but if you use those features then we know you can be way more successful and your candidates will appreciate the process better and so on so there are some upsell points beyond just the interviewer accounts very cool 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 it 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 valuation this year now the secret evaluation 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 frowner 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 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 round 3.7 raised 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 valuations than what you can get now inside of founder path and we're thrilled to bring it to you all right we're going to 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 evaluation 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 let's put this a bit on a timeline we can get your back story here when did you guys write the first line of code for the platform that was 2016 um i watched actually one of the so out of three co-founders we were all technical so i did i built the entire front end for a good time um our cto built the back end and then our cpu did design and product oh wow and now that was 2016 and the rest is history talk to me about the first like couple years were there any nervous moments regards like oh my gosh is anyone actually going to buy this thing oh yeah definitely when we first got the czech real check from one of our customers it was a very celebratory moment we even have a photo of us holding the check together so what year was that that was 2017. so it only took you a year to go from sort of writing code to getting your first customer yeah our very first customer is airbnb so one of the things that we learned early on is there's no do's and don'ts when it comes to building a company typically you know people tell you not to go after wales we went after a whale which was airbnb uh they're still our customer um and as a very first paying customer we were extremely nervous obviously we provided uh our at that time really have baked product and uh we did a three-month pilot and that turned into a pretty significant contract was the pilot was the pilot paid or was it free it was paint so we have a lot of vendors who listen that are launching and they want to sell to an enterprise and they are not sure how to structure pilots so so teach them this is a great opportunity for them to learn how did you structure that pilot how did you come up with the price point and when did the first customer have to pay for that up front or at the end of the pilot so they paid up front we every single contract that we have is paid up front and from...