How RevOS CEO Renat Zubayrov grew RevOS to $45.5K revenue with a 4 person team in 2024.

guys he sold his first company elastic. and now is building rev os. to help you do things like customer scoring his his temp for customer scoring went viral they got a thousand leads from that and that really springboarded them to their six first paying customers that pay on average 500 bucks a month they're doing 3,000 a month day in Revenue totally bootstrapped wrote their first line of code in November and now plan to scale from here we'll see what happens next hey folks my guest today is or not zubar off he's a Serial founder and CEO with a successful exit now on a second Venture building an AI Revenue operations system at rev. it's his second interview uh on the show and we're excited to jump in first company was elastic. or not you ready to take us to the top oh yes really happy to be here again I'm excited to have you close the book on elastic because you've been on many times over the years so did you sell the company you shut it down what happened yeah we sold it we sold it to a strategic buyer it's like a publicly traded company here in Germany and uh they acquired it to really build up product expertise as a product revenues obviously more high quality or at least perceived as high quality on the public market and that was basically the plan for that yeah and this sale occurred I believe in 2021 right yeah it's quite a while ago two years ago I think we completely exited it and we did a little bit of burnout at the end but we stayed till the end and then also exited successfully did you keep any Equity because the reporting said that coia AG acquired 51% of the shares did you guys keep their 49% or what happened to those no no we we're completely out me and my co-founder eager we completely out oh I see okay okay got it and then the earnout was for what a year two years uh three years three years okay did you earn you know a lot of Founders they sell their company they say Nathan how should I think about the earnout am I actually G to make it or not well you've done it did you actually make what you expected uh yes yes yes I mean it wasn't easy earn obviously some risks right and uh the many things changed right uh the company also grew and but there's also different different you know once you exited the company right you're no longer in a driver seat and this change obviously the Dynamics right it's no longer your compan no not not not anymore your baby right and there obviously sometimes you make decisions which are not it couldn't really affect in the in the new role let's say so yep well you were this wasn't a small company I think you'd scaled it to five or six million bucks of Revenue right so I guess uh is that right or no it's I don't think no it's I think the number is correct we do not publish or we don't announce the official numbers on that but it's smaller I thought we okay so you were you were smaller than five million in an ARR okay yes all right let's move forward to revos did you learn anything out it like did you learn about the idea or come up with the idea for revos while you were at elastic or how did you come with the idea you know me and a cofounder at lastic we were like engineers and I think you also have a number of Engineers here on your show who are like startup Founders entrepreneurs and every entrepreneur believe like so that we just need to build a great product and then they will come you know but what we learned also the sales is actually very very important part of the exercise but what we also got to learn that sales is actually it's not it's not an art you know some people believe like okay you need to really hire a great salesperson and then he will go and sell everything you give to him or her but the sales is just like a process it's not a it's not an art it's a science and this was like a um a part of what we now believe in re and what we actually bring as reos to the market because we see this Revenue operations and this Revenue process building is essential for every company and this is actually where we're going in with our new product are you pre Revenue share do you have customers we do have customers we actually wrote the first line of code in November last year um and uh right now we have uh I think total around about six paying customers oh great we did this year around about 200,000 Euro that's great um how much monthly requiring Revenue are you doing today I think we are currently AR on about 30k so out of 200k we did this year 30k is is the current okay got it so 30 30,000 USD per month across six so this is these are large contracts with these six customers no no no so 30 30,000 ARR an annual got it it's less okay got it so so six customers paying on average 400 a month something like that 4400 $500 a bit more but it's like you know the variance is bigger so this age number but it's more than so actually the the the variance would be bit higher yeah but this is I think the right the right direction 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 287 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 valuation 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 founder paath 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 realtime valuation data points Founders share with us on the show so traction 1.2 million seed round 3.7 raise they sold 22% 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 the 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 and 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 founder path.com products SLV valuations or if you go to founder path.com and hover over products click on get your valuation 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 okay but generally you're doing $3,000 a month which is about 30,000 or $35,000 of ARR okay if that's the case today but you said you did this whole year you did over $200,000 how did you do $200,000 if today you're only doing three grand a month um we're also applying our learning from the previous company remember the saying from I think Paul Graham who said like do things with Del not scale uh we are working such on such an such an urgent problem for every company so we actually charge our customers for the for the additional provider for additional Services we actually deliver to them and they're happy to pay us this money so you did you you sold some Consulting and services this year which is how you generate Rue okay what did those look like did were they required if they paid you services to then buy the recurring software on the back end um it's actually transformative like like many also companies on your podcast right who are actually combining this agency and software and transforming between them we follow this path I think this is also a very good path because first of all we learn real problems you know where people pay real money and then we replace our services with software as would software along the way yeah no that makes really good sense what kinds of things and questions are you asking during the services delivery process to identify what software to build oh oh that's um basically very simple it's like what is the most precious problem we actually wanted to solve now and what are the kpis you want to see that the problem is successfully solved and then we try to build a software and also build the systems and infrastructure to deliver the let's say the solution as fast as possible and then make sure the solution is can be produc...