How Yanado CEO Ivan Mojsilovic grew to $668.3K revenue and 100 customers in 2024.

this is the top where I interview entrepreneurs who are number one or number two in their industry in terms of Revenue or customer base you'll learn how much revenue they're making what their marketing funnel looks like and how many customers they have I'm now at $20,000 per top 5 and6 million he is held B on global domination we just broke our 100,000 unit sold Mark and I'm your host Nathan lka okay top dribe this week's winner of The 100 bucks is none other than Derek rodenbeck he is an artist and he's looking to increase his Revenue if you want your chance to enter and to win 100 bucks each Monday on the show simply subscribe to the podcast on iTunes now and then text the word Nathan to 33444 to prove that you did it again text the word Nathan to [Music] 33444 many people ask me what tool I used to sell my first company heo the answer is the toop inbox.com I used it to send emails schedule emails to be sent out later and set reminders inside my inbox so I would know when potential buyers were actually interested and I easily remember to follow up with ones that hadn't replied to me you can try it for free at the top inbox.com Nathan ly here tomorrow morning you're going to learn from Kyle racky and his company proposify which just hit 150 Grand in and monthly occurring revenue is experien experiencing 100% year-over-year growth by helping 3,200 customers send out proposals more effectively Nathan ladka here folks Our Guest today is Ivan mosovich he is the CEO and founder of y.com it's a teamwork collaboration tool that will truly change the way you work before that he was CEO of e75 IT services he was a project manager at mediasoft and did a small stint at start Europe he's very active in the startup space Ivan are you ready to take us to the Top Hi everyone that's when you say yeah let's go to the top baby yeah let's go to the top all right Ivan tell us what does yanado do and how do you guys generate Revenue what's your business model okay what Yan do is um tasking a project management tool deeply integrated within the Gmail the main reason why we did it is that today you have a bunch of applications that's screaming for your attention and we wanted to try to cut down that noise and allow people to focus on on the actual work not on using and jumping over different tools uh it's a software as a service so we are we are selling it with a monthly and annually subscription okay so this is our basic uh business model right now and what does kind of give us a sense of what the average customer is paying you per year or per month the yeah so so the average customer uh paying around 3K uh per per year so it's uh it's a little bit around it's little bit lower than 300 bucks a month okay got it yeah and one of the ways that I found you is because I'm part of the um the uh the sales group on slack um and I saw you kind of in there talking about a big account that you were trying to figure out how to sell into and it sounds like you guys are oh yeah you remember that yeah so so so tell before we I want to get into that in a second because you have a interesting kind of Enterprise model but take give us some history first when did you launch the business okay so we we've been in a s business for a while now doing some other uh stuff like document management erps but uh two years ago uh we wanted to do something different we wanted to do something that people actually was going to love us because of the product we created and with the current investors we were sitting down and trying to figure out what it could be and one of our investors said you have to find a way to help people focus and make life easier and since we are living in our Gmail um the last I don't know five six seven years we just decided let's try to combine the the email with with the task management uh system and that's how we tried to that's how we started Yan do uh we did a bunch of customer customer uh investigation research uh like in the first week we talked with more than 100 people and Ian this was 2014 correct yeah this 24 yeah Ex two years ago exact so just had demo before before we get too far down the story there I want to just set more context you mentioned you had Capital you guys raised how much Capital had you raised oh yeah in total we raised uh $200,000 from investors okay for the same investor and and have you raised more today or you've only raised 200,000 total uh right now only 20,00 uh 20 no not 20,000 uh 200,000 total and we fundraising right now great how much are you trying to raise currently a half a million okay and are you going to do that on a convertible note or are you going to do that in equity round uh it's going to be Equity round uh we are we are fine with the convertible note as well but the equity would be better way and what percent of the company uh are you going to do you want to give up for 500 Grand 15 to 20% in I was going to say in an Ideal World 15 to 20% yeah and what's the market yeah where are you based we're based in uh easn Europe in Bulgaria and Serbia and so what's teach us what the Market's like over there in terms of raising Capital there are a lot of people willing to invest well yeah uh all five of them so it's almost not ex it's almost nonexistent there there's there's maybe uh five six uh funds you know institutional investors and maybe like and a few dozen and Angels but that's that's about it not not very not the best place to raise money MH okay so you raised some money uh what happened to the other companies like you managed a document a document management one what happened to that yeah well we actually uh did that only locally in Serbia and event at the end we just shut it down we we we still support several customers big customers that we have because we don't want want let them down but we don't we don't make any money on we just uh keep it keep it alive for them so we don't do that how much top line revenue was it doing when you made the decision to shut it down uh it's around uh it's around ���200,000 a year yeah something like that okay okay got it so so what like around it it was impossible to to move a needle above that because it's a different different product different Market different everything yeah so is there is that website still up or no no it's even down we just have 10 of our biggest customers that we just serve you know keep the service running for them and that's it for yanadoo where are you in terms of how how many customers are you serving today uh we're just a little bit under 100 okay I'm paying paying customers so soon we go I was gonna saying can I do the math can I do 300 bucks in RP times 100 customers to assume you guys are doing about 30,000 United States dollars per month is that a little bit less than that yeah a little bit less than that because we have uh we have bigger customers and smaller ones but the the the bigger the bigger ones are making the most of our most of our Revenue a little bit less than that yeah okay got it but fair enough so about 25 Grand per month and monthly recurring Revenue you're raising Capital currently you're based in Bulgaria how big is the team it's only six of us right now that's great Hey listen if you only have to have one employee to make 10 million bucks a month you only want one employee right yeah exactly are you guys all and all six of you are in Bulgaria uh we are spread across Bulgaria and Serbia we're pretty much remote all the time okay and how are you so so uh you have 100 paying customers how many total users do you have uh it's around 177,000 something like that and how are these people finding you what are you doing for for kind of marketing yeah 17 17,200 and 200 users exactly uh how they found us where they found us through Chrome Store and through uh our content uh marketing campaigns that we are running from time to time and uh of course Word of Mouth which is uh the which is the channel That is getting bigger and bigger so these are the three major channels that we get Google Chrome Store um content marketing over a Blog uh and little little bit of me hustling around like you saw me on the sales stack uh sales stack group and and other groups that I part of what is your gross customer uh churn monthly a monthly turn H it's it's it's a little bit High because of the small uh small customers currently is 7% but that's because you get people with one or two users using it for one month or two months and then they leave y so the average customer I'm just doing backwards math here the average customer stays would be for about 14 months is that right well well we haven't had 14 months of uh running the the sales so we can assume that's correct just I'm projecting by doing oneid by 7% you can do that yeah the big company the bigger companies actually we don't have you know it's a negative turn nobody left us yet but the the small ones is uh uh that make it us trouble how many how many companies make up 80% of your Revenue oh 20 okay so you're you're right in line with the 8020 rule yeah all right what is statistic statistics yeah do you guys have are you doing all the inside sales right now or or do you have somebody else doing that uh I do the inside sales and uh today we just hired our first uh sales uh sales sales development uh person and we're going to we're going to try to do some outbound as well congrats because we identified yeah we identified couple of industries did with my we might make some business on and then we're going to try to see some outbound campaigns and see how that goes yep now that's great what is the uh uh uh what is the ultimate kind of goal you're looking to do with this are you looking to kind of scale it and sell it and then go build another company or or you think this could be a multi-billion dollar company this can be a multi-billion dollar company but to be honest uh it's more realistic that eventually someone will buy us out what how this is how we see who do you who do you think in an ideal world who would buy you name a company well I would love to be Google but you never no one of one of our customers one of the bigger customers told us that yanu is what Google task was supposed to be but they never are So eventually if we if we close enough big big customers we will be a how to say um a natural acquisition for them but we don't actually aim on it I'm just saying what I would like yep interesting very cool would you uh if somebody offered you if Google came up to you today and offered uh offered you uh let's say let's say one and a half times ARR for the business so what would that be 200 you know 275 so somewhere around 350k to buy the business would you take the deal no they have to today they have to offer around 10 million not less than that uh and how do you get to that number if you were convincing Google right now on the phone to buy you for $10 million how would you rationally convince them to get to that number the right because I will show them what they biggest customers are telling us uh what we are and what Google needs to be doing so with us uh they can they can with us adding us today G suit uh set of tools they will have a full circle of productivity tools at every Enterprise out there that already using git will need and use so you be an amazing addition you understand you're asking you would be asking them you're doing 250 Grand per year currently on a $10 million exit you're asking for 40x AR they would laugh at you and go you know what we're going to build this for 40 Grand and then compete like hell with you so how would you make sure they don't do that well they cannot because this is not their Core Business oh come on Ian how what do you mean they can't compete with you they put two they put three Engineers on this for a month why why don't so they already did that they already buy both few companies and Google Tasks went nowhere and they still maybe that's because there's not a market for it how do you know how do you make sure that the customer is telling you that that they love this and this is what Google test should have been how do you know that there's enough of them to make this a meaningful business because the Google uh in an Enterprise world is growing around 30% uh year by year and they already have uh more than between five and 10 million businesses using Google apps okay and all those companies are paying for Asana Trello and and maybe J you know Confluence and stuff so there's a huge Market out there and there because there's nothing within the Google they are going all around the place and trying to buy other tools so they can complement uh their productivity stack and this is a integral part of productivity tools that is missing within the Google right now interesting um very cool well where's the best place for folks to follow you uh as you keep building the business well the the best place is to follow our our blog and to follow me on ious uh various groups like sales stack and a couple of Linkin uh discussion boards about productivity and project management so folks I may have to stop doing the podcast I will tell you why I have found a business and I'm ready to go all in it's the one I want to take public by the time I turn 30 it's called the top inbox.com and here's why I know it's going to be big very big there are so many other companies charging way too much for this right now yesware tout app Boomerang that's to do things like send later reminders and autofs for salese inside of your Gmail inbox I'm doing it I'm going to do it for free we have so many people using it it's growing so fast and we do many of the things that salese love we don't require people to leave the inbox to go log into a website it's so simple to use and I have to tell you I mean salese are like drooling over this thing they're like licking the the drool off their keyboard they're loving this thing so much the top inbox.com go install it now use it for free people okay I like like you cuz you're listeners use it for free before I decide to start charging for it go right now to the top inbox.com okay top tribe I have to tell you many people go Nathan you came out of nowhere your website's growing so fast how' you do it the answer is simple so I use host skater I don't know if you guys know that but I use host skater and the reason I do they have like about 4500 free templates I can use cuz I don't code they've got a great e-commerce plugin and guys I bug the heck out of their support they've got 247 support which I I love so what I've done is I've worked with them you guys know I make great deals if you go to hostgator.com Nathan you can sign up get your own domain for 30% off and a 45-day money back guarantee okay again I make great deals for you guys go to hostgator.com Nathan to grab that now all right top tribe we link that in the show notes at Nathan la.com thetop 526 again 526 Ian let's wrap up with the famous 5 these are quick answers you ready okay number one what's your favorite Business book Venture deals number two is there a CEO you're following or studying right now yes uh he's not the CEO he's Jason Jason M lkin from um saster number three is there a favorite online tool you have like top tow sorry uh favorite online tool tool can't be besides your own sorry it's a slack slack okay number three yes or no do you get eight hours of sleep every night sorry rep do you get eight hours of sleep every night no not at all and what's your current situation married single you have kids oh I have to marri I'm married and have two kids oh very cool and how old are you I'm 33 right now okay last question take us back 13 years Ian why do you wish your 20-year-old self knew uh that's that's a nice question move out of my current city and go trouble trouble the road all right top tribe there you have it move and travel faster from Ivan one of the founders of yanu they are supporting a 100 customers over 177,000 free users those customers are paying about 30 grand sorry 300 bucks per month an average RPO leading to about 25 Grand in mrr they're at 7% gross monthly customer churn with their team of six out there in Bulgaria currently raising or trying to raise 500 Grand I've been thank you for taking us to the top thank you Nathan if you enjoyed Ian today go back and listen to Chad yesterday his company orange boox doubles down on Enterprise sales with 7.5 Grand in monthly occurring Revenue top tribe I love giving away free money I feel like o we're giving away cars and I have something special for you today how many of you have heard our super sharp guests talk about success they've had with Facebook and Google ads well all of you listening right now yes if you're listening you get $100 in free AdWords here's how you get it okay again thanks for listening get the free $100 from Google right when you sign up with my website host provider HostGator go sign up now to get your free money hostgator.com Nathan again that's hostgator.com Nathan okay top tribe I'll see you right and early tomorrow morning and don't forget before you listen to any other episodes subscribe on iTunes right now for your chance to win 100 bucks every Monday [Music]