How Mobile First Company (Allo) grew to $3M revenue and 5K customers in 2026.

How many total customers are you serving today? Around 5,000. 750 signing up per week. That's 3,000 a month. How many of the 3,000 convert into a paid plan? We have above 35% conversion. You said you're at a million bucks of AR today. No, it was a year ago. We will finish at 10 this year. I'm still the biggest shareholder of the company. Can I ask how much you still own? Above 50%. Hey folks, my guest today is Jeremy Goyo. He's the co-founder and CEO of the Mobile First Company, a hold company that built a tool called Aloe, a dialer for sales teams. Now, he did this after leaving as head of growth at Spendesk, which he helped lead to a unicorn status before again jumping into Startup World. The tool now is used by over 5,000 businesses. Jeremy, you ready to take to the top? Nice to meet you, Nathan. Thanks for for inviting me. You bet. You have a very cool website, but you just told me before the call this is really a holding company and it sounds like you have a multi-product strategy with Aloe being the first one. Walk me through what the company does. Yeah, exactly. So as you say coming from the SAS industry and I had one of the main frustration in the past that was software was mainly for corporate or for big companies but it was never very easy to use never very accessible for smaller companies and so for my second company I wanted to build a suite of products so as you can see the mobile first company it's a suite of product to solve the most boring problem for the most boring businesses. So we help you know like retail services business uh smaller companies by building consumer like softwares with an affordable price and so that's the vision of the mobile first company started two years ago and we launched our first product now a year ago that called Alo focusing on the telecom and the phone problems. So most of people were using ring central as the leader in the US and I've been reading so many complaint about that solution that I was like okay it's time to build something easier more intuitive and better. Yeah you know there's always people oneshotting websites this is just beautifully done. Do you come from a web design UIUX background or who did your website? So so it's great. So uh thanks for for the comment. uh I think we we we started to work with agencies uh and then we discovered that it was not moving fast enough and so we do everything mainly online as you can see most of it is now AI generated you know so we become as well like a lot of prompt expert uh the big kudos is from Alex that is our head of branding uh it's a YouTuber he have two million followers online and he decided to stop YouTube to build like a tech company with me and so both of us we really have this this design aspect and and I think it it resonate a lot to our ICPS you know software have been so boring so complex so we want to the first impressions to look like okay that's modern that's easy to use that's that's elegant Alex here calves yeah exactly very cool so he's your co-founder uh he's an associate of the company I will say joined a year after we created the company and I tried to give shares to every people so I started the company alone uh so I have the the chance to have a lot of space in the cap table to incentive people like him and like most of the people who join the company since the beginning they all have like percentage of the company. So you're obviously running a low arpoo high volume model, right? I mean it's an SMB focused model. What is the average customer paying you per month for Aloe? So it changed a lot and and the big challenge we have is to increase it. It started to be at $18 per month. So that was mainly when individual like solo business was using us and now we are targeting more on small teams. So that's why you can see the messaging and so in average you have between three to four employee using our product. So we are above now 160 uh USD per month per month. Okay, that's that's great. That's great. And is that usually are you doing a bottoms up approach where one employee uses it and then they take it to their team and now the the company's paying you 160 bucks a month for five seats. So one of the mistake we did and and I'm pretty sure a lot of people are doing the same which we really love PLG because as a users we prefer to use a product that is you know self-s serve and so on. Uh a and so we struggle a lot in term of churn, activation, retentions and then we just added like a sales motion that is basically adding a button on the website uh book a demo and this is when we start to have this new finale where people are not going to the product alone. They are just booking a demo with it's a 15-minute demo with a sales team and we wait where is that talk to the sales uh on top just on the left. So as you can it's still idle and uh and and on that aspect you book it as well we have some leads going. So based on how big is your team or based on which CRM you want to connect with Alo. So for example if you try to connect Salesforce my sales team will jump and call you that if you try to connect notion nobody will call you you know so we we do also like in ter of rooting um and we always gives the opportunity for people to continue to self-s serve themselves. Uh but yeah, adding this level just increase our AC by 3x uh by just having a first salespeople in the company. This is a very smart screen. How many people fill in the screen last month in January of 2026? I think it's around 750 per week. 7 750 per week. And where is that traffic coming from? So I would say above 30% is coming from keyword on Google. So we we we are in a replacement category. So basically we replace existing solution. I name ring central you may know air. So most of it is is like paying some traffic on very specific keyword both competitor keyword or features keyword. Then we invested uh in SEO. I I know you love that but so we invested great content long content uh non AI generated content as well. So we have some organic traffic. The last big chunk of the acquisition is coming by LinkedIn both on organic and then we use u leadership ads you know where we can boost my LinkedIn post or boost the post of the users to just reach bigger audience and on top of that we have a lot of retargeting I think that's a mistake when when startup do they never activate retargeting where is the cheapest ad as of today so we retarget a lot with very creative ads you will see on on LinkedIn the ads are on LinkedIn retargeting LinkedIn pmax as well on Google ads you know and and and meta and then word of mouth. I think we see it a big difference when we got the product market fit. We start to have way more referral uh and and so today we still have like between 10 10 to 12 people going to referral uh and then LLM I think it's very hard I think the UTM chat GPT is around 8% on the traffic but when you talk I think it's more around 20% traffic coming from LLM today. Interesting. So, just to dive into this tactic, I mean, this is not an easy keyword to rank for. Best call recording software. It's bringing in 2100 organic clicks per month to your website. You know, the flip side is if you were having to pay $10 per click for that traffic, this one tactic, this one post is worth 20 grand a month in terms of of traffic. How did you get ranked for this? Did you use an external agency or is this internal? So, we use internal, but we have a very lean team. So, you know, we raise around $20 million and we are 17 in the company today. Uh, so we work with a lot of full-time or part-time freelance. So, there have been people working on the website. Uh, it's it's Maria and Greg that are the people behind these articles. They have been working part-time. So, we pay by by the hours, but they have been working for two years for us for the company. Yeah. And this is a very they're smart. I mean, this is a very long form, very educational, really welldesigned, good H1 tags. I mean all this stuff is checkboxing and it's now bringing in really really nice traffic. So this is interesting. How do you come up with sorry to cut you on that I think Natan but something that is super relevant as well is we produce our own screenshots but we are trying the competition for real. So we are doing our own video of the competitions our own screenshots. So that try to make a difference on in term of people try to add image but they never have unique image you know and we is a really huge fan when you bring something new you know to them. Uh and so that's why we try to have also like having this unique piece of content. Yep. Yep. Really really interesting. What And so how do you who's determining what keyword to go after in the first place? Is that you manually or someone else? So what we did we did um a big export of most of the competitions uh using the same tools as you are using and then we export everything into a table. That was two years ago. So maybe it will be different with cloud code today. And then we sit down and we put like a ranking. Um I can share you the link if you want but basically it's like type of keyword priority of the keyword and intent of purchase of that keyword and then he creates like these different clusters and then we just full blast to be number one. What I always say is writing great content is one things having backlink is super important as well. So the first year of the company was really chasing every other people to try to produce guest post try to have interesting. So we have been posting more guest posts than our own article. So we have been posting article all around and and that help a lot on our organic strategy. Guys remember I am not just a YouTuber. I'm investing in my third fund. We've deployed $250 million into 550 software companies so far. Again at founderpath.com if you're interested in capital I would love to cut you a check because I know you're investing in your education. You watch my show. So sign up at founderpath.com and when you get the onboarding email I reply and I see all those. Just reply and say, "Nathan, I found you through YouTube and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com." Really interesting. What Let's shift to paid for a second. All in on all paid ads across all platforms. How much are you spending per month right now? Uh below 100K. Okay. Okay. That's not okay. That's not That's not terrible. So, below 100K. And what are you trying to optimize for in terms of CAC payback? So we we try to optimize for the lowest CAC at first or CPC you know uh but then we discover that it bring us less qualified people and it bring us like a higher churn. So now what we really try to evaluate is is a priority of the lead. So we have two event that we send back to Google Analytic or to to Google GTM. So we have lead generating. So every time we capture an email on our website or on boarding funnel, there's an event that being sent and then we have uh lead pis. So we have our own uh engine of of ranking that basically try to understand how big is a company using different proxy of data and then we give a ranking to that. We use animal as well. So we have the sardines that are like single users. Then we have the dolphin between two users to 10 users and then we have the whales above 10 users. And so for every ads uh both in my Google Analytic on my postg I can see uh each campaign how many percentage of whales that bring me back you know and so today I know my wales is above like 2k or 3k a years on my product in term of ICV so I don't really care about the kak for those people uh because I know they they will make it and then my sales is happy to add them and then they use the product very well. So optimizing for a lowest kak don't bring always the best result. Take me a bit into churn for you guys. I mean I would guess churn here is something like five to 7% monthly logo churn. What do you consider good churn? So for the self-s serve when people don't talk uh with my sales team uh we are more around 10%. Uh that's like self-s serve. When they talk to my sales team I try to be below 3%. uh what I talk is monthly churn because yearly churn doesn't make sense in our unit economic because at the end the biggest churn is months one or months two you know the day you start to use a product for two months you don't ch at least in my audience it's the biggest challenge we have is adoptions at the end and and for us there is is how many calls they did on the platform every people did more than five calls using my product never turn but most of them still struggling to do this five calls that's a huge takeaway too Jeremy just articulated it clearly most founders can't. If you know your activation metric then and you focus relentlessly on getting the first five calls done that's the best way obviously to tackle churn. So Jeremy nice takeaway there. Talk to me more about the phone. You said 750 signing up per week. That's 3,000 a month. Just go back to January last month. How many of the 3,000 convert into a paid plan? So we have very high conversions. So today because it's a free trial we have above 35% conversion. So when people enter to the funeral people are putting the credit card and starting the trial. Wow. Wow. Uh why? because we are cheaper than the competition and the product look nice I will say and we are on boarding paying customers so from the salesled motion every sales people in the company on board between 60 to 80 company a month uh so it's very high volume play and then we always have like 200 300 self-s serve uh people but that metric is less relevant because we know the churn is higher so I'm focusing mainly today having one touch point having a first call on the platform to on board the user so we growing around 32% month over month since now 6 months. That's right. Is that And if I convert that to dollars, is that like you're adding something between like 20 and 30k of new MR every month? Yeah, exactly. Yeah. Interesting. As well like 50% of the new of the revenue is coming from expansion because land and expand or the time they deploy. So you start with one license and you add three license. It's also like very important part. No, that makes a ton of sense. And so you've obviously been running this for a while. Just give us the start date. When did you write the first line of code for the company? March 24. 2024. Okay. And sole founder or multiple founders? Solo founder, I raised a pre of 5 million alone and then I build a funding team. Uh I didn't have a co-founders and and and I didn't want to wait to find the perfect co-founder to build the company. So I raised money and I convinced employee to join and today they are almost associate in the project. I'm still the biggest shareholder of the of the company after after raising around 20 million. Can I ask how much you still own? Above 50%. 50-0. That's pretty good. Yeah. Yeah. Above. Okay. Okay. That's great. That's great. What was I mean, a lot of people are wondering what the funding and equity markets are like right now. You just closed a 13 million seed in October. I mean, what valuation did you get? What did you see out there? Maybe talk about in terms of a ratio to your revenue. Are you seeing 10x multiples out there? Are you seeing 50x multiples? What are you seeing? Yeah. Yeah, it was above 50x revenue. So, what we seen and why we raised? So when we race we were at 1 million of revenue. Congrats. That's exciting. So that was the first milestone that we put ourselves that give us a lot of confident to go to raise and we have been struggling so much the first 12 months of the company that when we succeed to everything connect people were like okay now we have a stable business and you and you can grow. There's a lot of folks arguing in the age of AI one of the most important things is distribution and your ability to capture the attention of your ICP. you've sort of arbitrageed that because when you did your your your round about a year ago, you actually got 30 leaders, right, in the mobile space coming in and participating in that round. So now they're naturally going to market your company. Walk me through how you executed that. So when I started the company, you know, you never know if you want to go full-time on that ideas or not. And so the playbook I find for myself was like I will pitch that to the best entrepreneurs I know. And if they told me it's a great idea, I would have to move my house on this, you know. And so basically uh they all did not all but I I talk about 70 people like 30 of them decided to invest in the company and we talk about lovable COO we talk about 11 L co like we talk about very top-minded people in my industry and so I was a little bit trapped you know I was like okay I pitch my idea they trust it and then it give you a lot of confidence for pitching to investors. So I I raised half a million from only friends and family business engine. But then when I got that it did like this network effect where all the VCs start to listen about my round and wanted to be part of it and I was fully confident because if you convince a business engine you can convince any other VCs. The most difficult is to convince a business angel that work in the industry because you have so much learning and and and perceptions about your company rather than VCs are just passing deals. Interesting. Okay. So with with that funding with the team today, 1717 people, how many total customers are you serving today? Around 5,000. So 500 Z,000 customer. And how have you gotten? A lot of folks have a lot of customers, but they're really bad at getting them to do online reviews. You've got over 1300 reviews. What are you doing to incentivize that behavior? First is to ask a lot. I think people are It's like the tips, you know, when you go to restaurant, more you ask, more tips you get. So I think we always remind them after the sales meeting uh after the first on boarding after every ticket of support and then we have all the marketplace. So for example if you go to a spot marketplace this is where we try to get more reviews at the moment. So it's why why HubSpot marketplace? Um because most of our customers are are using uh a spot uh because you the value proposition of Alo is all your call are being recorded transcribed and there's an AI agent that will update your CRM. So most of them is they use a CRM and they see the benefits. So one of the next focus is to really be number one in the in the spot marketplace. So now we've put all our effort more to that platform for reviews. Yeah, it's so smart, right? You can piggyback off other people's traffic. If you can dominate the keywords for HubSpot users searching for a dialer like this, you can win, which is maybe less competitive than trying to rank for the number one on G2 for the same search terms. Less expensive as well. Less exp. Do you pay G2 a lot of money? No, we we never try. uh because uh I believe like the traffic of Google is more qualified than G2. Um but and and and my ACV like my competition in G2 are paying so much more than me. So I think I would never rank like Wing Central is paying $600 a leads on G2. I cannot compete for that. What are you doing in 10 years? If if all your dreams come true here building this company, what's it look like? What's the website say? Yeah. So today we have one applications. I want 40 of them, you know. And uh when I look about Atlassian, when I look about Zoho, uh that's the type of company I want to build because every years I want to focus on another building another brand, building another product, serving another I think it's what keep you motivated. Um having like a suite of product, you never get tired as a founders or an engineers. Does it hurt your ability to cross-ell the products when you're launching them each on their own domain name? Like they're not all driving traffic to one website. They're they're separate brands in that way. Yeah. So that was the vision what Atlassian built for example every product have their own brand that is stronger than the Atlassian uh brand uh because we want to have the each product his own distribution. So and then when you have a network of bond you can play that as a SEO purpose to just have a catalog of different app but we want every brands to be stronger then the first product need to be very strong. So that's why we invest a lot in Alo to bring the domain authority very high because it will benefit to those other brands. Interesting. We got to touch on AI here in the last two or three minutes. Is AI a threat to Aloe? I mean, it's the opportunity because we built the AI version of our direct competitors. Um, uh, so what I see is today the software was mainly a dashboard. You know, most of the SAS industry was a dashboard where you pay your employee to just move the information around. With a product like Alo is like the employee can still use the same dashboard, but then you have AI agent that is moving or doing action on your behalf. So I'm a huge fan of this new product category that is result as a service you know and I think it's like moving from having a dashboard where you pay an employee to do actions now it's like a platform where AI agents are doing action on the side of your employee interesting we'll obviously see what happens there'll be exciting I guess wrap up here and just talk to me about uh you know how you're investing the the 12 million or 13 million seed that you just closed you have 17 people on the team you said you're at a million bucks of AR are today. Uh, no, it was a year ago. Ah, okay. Well, what are you like 2 or 3 million now? We will finish at 10 this year. Oh, you're going to finish 2026 at 10 million. Yeah, I hope so. Is that a stretch? Is that a stretch goal? What are you at today? Yeah, we are we are around 30% of that today. Okay. Well, that's pretty. So, you think you can triple this year? Why? Why so confident? Um 50% of the demo convert into paying customers. So, I'm winning most of my deals when my sales team is sitting in front. Uh organic is growing naturally. So you seen on Ashref. So basically the traffic we got last year will be 10x this year's. So more of the metric is just if we have more people going up and we increase our price by selling more increasing the ACV we will match that that perspective. How many are on the team doing demos? We have two people one in Europe and one in the US. So two people are doing on average uh uh 13 calls a week. No no each each person doing 330. Ah each person doing 35 per week. Yeah. Oh, wow. Okay. And so you're doing 70 calls per week. Yeah. More. And I still do on my side around 10 or or 15. Yeah. So call it like 80 90 per week. And you're saying 30 100 demo a week. That's that's more or less uh uh where we try to go and we unload 200 customer a month. That's more like the high volume. It's impressive. You figure out a way to make the economics work on that, right? Because you're converting people to that to the price point is only like 150 bucks a month, right? When they go into about a 1500 ACV annually. Yeah. Yeah. Interesting. Well, this is very cool story. You got to come in a year. Give us an update on your second and third product launch. Tell me if you break 10 million bucks of revenue, Jeremy. It's a lot of fun. If people want to follow with you online, where can they find you? Yeah, they can find me on LinkedIn or or download my product. I would give them a a code with Natan. So, they can go through Natan landing page and and they can use the product for free for a few months. Guys, the AI phone system for modern teams with aloe.com left spendex spendes which was a unicorn and started building this in 2023. Small fan friends and family round. going to give 8% there. 2024 did a $5 million preede. Call it 77% dilution just wrapped up in October of 2025 is $13 million seed round. Uh above, you know, they traded above a 15x AR multiple. They broke about a million of AR again in October. Now, today we're recording in February of 2026. A round caught two and a half three million bucks of AR. Jeremy's goal triple this year. 10 million bucks of revenue. Again, his first product is Aloe, but it's part of a holding company, the mobile first company. He hopes to roll out multiple lines of businesses much like Zoho, much like Udu, much like Elassian. We'll see what happens. He's serving 5,000 customers today with his team of 17 folks. Jeremy, thanks for taking us to the top. Thanks. You won't believe this CEO's revenue. Click here to watch the next episode right now.