How Onemob CEO Sati Hillyer grew Onemob to $10M revenue and 10K customers in 2024.

hello everyone my guest today is Satya Hillier he is the founder and really sees an entrepreneur who loves building product growing people and delivering customer value he's now building one mob but he has both enterprise and startup experience and enables him to transform an idea into a scalable company he founded Zen crafts the leading shipping platform for Salesforce ever sauce which was CRM for P at the PR industry and most recently one mop which has earned the support of Salesforce ventures and was awarded Gartner cool vendor and Argonne hot vendor awards the company makes video recording sending and tracking easy for any professional with powerful integrations into platforms like Salesforce Cisco spark LinkedIn and more before starting one mile he spent eight years at Salesforce where he built and grew the app exchange from idea to over 2,000 applications sorry are you ready to take it to the top let's do this alright man so first I'll have to tell you I have so many entrepreneurs on that credit the app exchange for their crazy growth in fact a company called was I think was dial touch or dial pad founder just came on and said you guys drove all this growth so you built quite the machine in app exchange oh yeah I mean that has really become a powerhouse for a lot of companies and I think what was really exciting is it was before the Apple I store the Apple iPhone store right so this was something that when its marked the bent of the CEO of Salesforce when he was building out his platform he's like you know we need to make enterprise software as simple as buying a book on Amazon how can we make it so that you can just literally go to a store try something out install it and then from there use it and you know one had iPhones at the time so you weren't really having this opportunity to do this on your phone so it was quite a you know audacious goal but I think what's been great is you know with the whole admin of cloud computing and the internet it's made it very easy for you to be anywhere in the world for you to build something really amazing and for you to share with everybody else and hopefully it adds value did you ever look at some of the top-ranked apps and go my gosh they're killing it in terms of revenue how do we get a piece of that you had to us you had to have a little inkling of that thought oh I mean look at the end of the day like we're running a business for profit so we needed to figure out how to one add value to our customers and then to see well if this is doing so well where can we be part of that you know success and so I mean now Salesforce has this whole model where as partners build and sell products on the app exchange Salesforce will get a percentage of that which is very similar to the Apple store model with the app store as well all right let's talk video it's a hot space what's one mob doing how do you make money what's the business model yeah so the idea is really simple as well which is you know everyone's using Facebook snapchat Instagram to communicate with their friends and video has become very prolific I mean think about the last time you were looking at your feet you're not reading text you're looking at images and photos and videos so we thought well why is it that I can do this my family and friends but the moment I go into the office I'm back to you know plain old email and cold calling and everyone's got these amazing phone you got these iPhones these androids with amazing cameras so why can't we just take this this movement the selfie movement and make it so I can easily record a video myself send it to you say hey Nathan its Effie you know thanks great meeting you last week and would love to just get some time in your counter so I can tell you about our product it's so much more engaging for you you can actually see him a real person as opposed to just some fake email perhaps and so that was our business it was literally pull at your phone record a video of yourself set into a customer and we will not only help deliver the message cool track what they're doing did they watch it they watch all of it and that really seemed to resonate and you know it's funny because what does that mean set they quantify that when you say I really seem to resonate you were looking at some data that said wow this is working what was that data well we saw a lot of folks at these organizations saying yeah you know like people aren't taking my calls they're not responding to my emails but if I can record a quick video and I can send it to you and I can know if you're watching it how long you're watching it and as a result I can follow up with you right away or because I've been able to kind of build this more engaging experience with you I'm more likely get a response well as a sales rep that's a no-brainer and as a result we were able to sell our product per user per month so it's very much like the typical SAS and you know it's pretty affordable you can get started for $20 per user per month and then is that it is that a accurate reflection of what the average seat pays you is about 20 bucks a month yeah I think if you were to take all of our customers across the globe and then aggregate them all you're probably looking at that across the globe some pay us more because we have some different integrations into platforms like Salesforce and Cisco spark and things like that but we want this to be very easy low barrier and we want it to be something professional so we don't just allow you to record videos you can put your company logos you can have the branding you can have everything to make it look like a very professional video but at the same time you know make it as simple and easy as pulling your phone at your pocket clicking record and you're good to go okay earlier on we had a company named add greets on run by Eric which seemed like it was massive video customization just to be clear you're very much one-to-one you're not working with like a a you know a a car Ford and helping them send mass video things to cut their customer or email us based off where their customers are located yeah I mean there are video marketing platforms out there I don't know that one but I know about their ones like Brightcove which is a partner of ours and yeah we're more geared to the seller not marketers so our buyers are like sales reps CSM's account managers support reps who are trying to just talk to their clients so sales not marketing yeah and then we might work with marketing who might want to put together a bigger campaign but for us we want it to be easy so that I as a seller I can record the video on my own I don't need a studio I can do this literally from my house from my car I can send it to my customer or I can send it to maybe 20 customers right like a great use case of ours is maybe a real estate agents using us they just had an open house now they want to followup with all the people who came in an open house they record a quick video they send it to those 50 people who stopped by hey thanks for stopping by again here's some video of the house hope you like it let me know if you want to chat more and they can do kind of a one-to-many so those are the two use cases that we see one-to-one or one-to-many interesting and take me back to the beginning what was your one well we started the company in 2014 and you know really when we started again we were just trying to figure out like well how are we gonna do this and are people gonna buy and our first product was literally just an iPhone app you pull it out of your pocket you launch it you're recorded click send what I think we did really well that differentiated us is we integrated to sales force out of the gate because as soon as soon as you start talking to a business well there are they're automatically thinking about well I have all these other tools but I have one system to manage my customers are you going to integrate to that and so immediately we're able to tell them that yeah we could and that helped us to kind of get into these organizations but then if you you know fast forward to today it's been you know close to four years we have an iPhone app an Android app we have a chrome app so you can record not just yourself but your screen if you want to show something we have a whole kind of web platform for analytics and things like that and we had to do that because over time you realize well a lot of sellers are at their desk they don't always have their phone on them sher gonna record from here just like you and I are talking on skype or they're out on the field and they're doing other things or they want all these other bells and whistles so we really had to use that first six months or so to you know plant the seed with video and then from there evolve into like a robust platform that could work to the enterprise and build all these integrations etc so it's it's a learning curve and I think what's been exciting is we still have pretty much all of our fortune 500 - been using us since day one are still customers and they've basically helped us co-create this product I want to talk more about churn and economics in a second like net expansion etc but give me a sense...