How Softbrik CEO Rom C. grew Softbrik to $660K revenue and 60 customers in 2025.

soft brick is customer intelligence with conversational AI he's got 60 customers today of which three pay over $100,000 per year he just launched 18 months ago doing 30,000 a month in Revenue his last round was a $900,000 preed round last year at a 9 million pre-money valuation so sold 20% 15 20% of the business today he's got 11 folks on the team uh looking to scale six Engineers five sales reps they all carry quote of $150,000 per year targeting $3.5 million round today to fuel some of his burn he's earning $45,000 per month as he tries to force this idea into existence and get new customers hey folks my guest today is ROM CH has over two decades of experience with Google AWS launching product used by over 20 million people worldwide today he's co-founded softw a conversational AI company and also advises European institutions on the upcoming EU artificial intelligence act Ram you ready to take us to the top thank you so much for having me n you bet so you're building soft brick today customer intelligence with conversational AI are you doing this for anybody or are you focused on a specific kind of customer a specific Niche well every company in the planet needs customer right and we help companies to basically connect better with their customers through voice message and interactive ux without any app uh just on the phone browser so I'm sure you have used WhatsApp voice message or similar messaging systems um instead of WhatsApp imagine that you are a company and within a few seconds you can create a form pretty much like a Google form on your phone distribute to your customers they click and they can just talk through their phone browsers that's it no app required and we do it in 4y languages so we basically help any company in the Planet Connect better to their customers understood and what do you charge on average per month or per year to use this technology we have an annual plan uh typically we do a proof of concept our Target customers tend to be in Telecom healthcare insurance primarily Enterprises so we have a a proof of concept that ranges around 90 days and then we have an annual plan and then we have tiers uh the full details are available on our website well around my audience can't see your website right now they're listening to this while they're driving what does the average customer pay you per month or per year today yeah so typically we have small customers who are around the $5,000 Mark uh we have medium range customers around 25,000 and then we have 100,000 for Enterprises call center okay so what would you say the average customer pays you per month is it 5,000 a month 10,000 a month no it's an annual it's an annual uh it's an annual deal however some companies sometimes have project especially in healthcare that ranges from three to six months in that case we just prate it monthly and give it to them accordingly yeah R sorry I'm just trying to simplify this what does the average customer pay you per year for your SAS product uh 5,000 okay 5,000 per year great what do they get for that what are you pricing against is it number of seats number of conversations so we have the number of seats by tier and then in that number of seats for the 5,000 they will get around 5,000 messages but for 25,000 they get around 100,000 messages they get the advantage of scale okay got it and and you mentioned you have some customers say paying more than $100,000 per year yeah okay how many today pay more than $100,000 per year and how many messages are they sending on average great question so we have three such customers uh who are in the Enterprise bracket already and we have been around 18 months in the market now and these uh three customers they are individually doing more than a million messages for the 100,000 they pay yeah per year yeah and you mentioned you just launched 18 months ago yeah I mean that's remarkable you already have $100,000 customers 18 months after launch how did you get these customers well we uh did a lot of good product Market study so I have worked for technology industry for a long time right um I know how the typically SAS companies operate they go they raise a lot of funds they try to go bottom up instead of that we went top down and we started finding product Market fit and the value that we bring to our customers so we have proven that we are helping them literally to save uh millions of dollars in terms of cost or do better engagement and drive millions of dollars in terms of value against that $100,000 is a fairly uh simple number for them to pay it's all about value not about the cost okay how many customers are you serving today we have around 60 paying customer and 300 customers have used our product out of that 60 are paying customers okay 6 Z are paying yeah okay and if I say 60 customers times $5,000 per year that's $300,000 of AR is that accurate ABS absolutely we are in that range I think right now we are slightly more than that uh but yeah we pretty much there 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 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 bus 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 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 your 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 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 founder paath . slprs 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 like like more like $400,000 per year no I think we are somewhere around 350k right now 350k okay you mentioned that three customers pay 100,000 per year so of those 60 customers it sounds like three customers make up 80 90% of your revenue is that right oh well not all the three started on the first year right it took some time with larger customers there's a Time Gap also the recognized Revenue takes time uh By the time next year it will be recognized I think they are around 60% of our revenues at top three and the rest of them make around 40% yes okay I'm having troubles you either have customers today paying you $100,000 per year or you don't have customers today paying you $100,000 per year which is it yes they are paying 100,000 but Nathan the thing is that uh this company's invoice right and the invoice doesn't hit your bank account on day one so it's not a monthly it's not they're not paying by credit card you have to understand that so the it will come in 2024 then we are going to recognize that that's why I'm saying they're around 60% not 80% yeah but if they're paying $100,000 per year and you're building an annual plan that's $8,300 per month right they're paying some portion up front I imagine correct not the whole thing but some absolutely abolutely that's I I don't necessarily care when the cash is hitting but if you're doing about $350,000 per year right now that means you're doing 30,000 per month and you have of the 30,000 there's three customers paying 8,000 per month those 8,000 add up to about 80% of your total monthly Revenue today is that accurate no uh it is slightly uh of the record of the mark simply because they paid a portion of it so it's around 60% not around 80% so the setup fee the setup fee is around out of that 100K we take a percentage of that as setup fee around 50% of it so net net uh the portion that these three customers are bringing is around 60% of the total revenue that's all the...