How Mobile First Company (Allo) Reached $3M ARR and 5,000 Customers in 2026 (Interview with Co-Founder and CEO Jeremy Goyo)

Opening metrics teaser: customers and conversion

Nathan Latka

00:00How many total customers are you serving today?

Jeremy Goyo

00:01>> Around 5,000.

Nathan Latka

00:03Seven fifty signing up per week, that's 3,000 a month. How many of the 3,000 convert into a paid plan?

Jeremy Goyo

00:07>> We have above 35% conversion.

Nathan Latka

00:10You said you're at a million bucks of ARR today?

Jeremy Goyo

00:11>> No, it was a year ago. We finished at 10 this year. I'm still the biggest shareholder of the company.

Nathan Latka

00:16Can I ask how much you still own?

Jeremy Goyo

00:17>> About 50%.

Guest introduction: Jeremy Goyo and Allo

Nathan Latka

00:18Hey, folks. My guest today is Jeremy Goyo. He's the cofounder and CEO of the Mobile First Company, a hold company that built a tool called Allo, 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 us to the top?

Jeremy Goyo

00:38>> Nice to meet you, Nathan. Thanks for for inviting me.

Mobile First Company vision and product strategy

Nathan Latka

00:40You 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 Allo being the first one. Walk me through what the company does.

Jeremy Goyo

00:50>> Yeah, exactly. So as you say, coming from the SaaS 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 products to solve the most boring

01:15>> problem for the most boring businesses. So we help, you know, like retail services business, 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's called Allo, focusing on the telecom and the phone problems. So most of people who are using RingCentral as the leader in The US, and I've been reading so

01:46>> many complain about that solution that I was like, okay. It's time to build something easier, more intuitive, and better.

Nathan Latka

01:51Yeah. You know, there's always people one shotting websites. See, this is just beautifully done. Do you come from a web design UI UX background or who did your website?

Jeremy Goyo

01:59>> It's great. So thanks for the comment. I think we started to work with agencies 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, so we become as well like a lot of prompt expert. The big kudos is from Alex, that is our head of branding. He's a YouTuber, he have 2,000,000 followers online, and he decided to stop

02:27>> YouTube to build like a tech company with me. And so both of us, we really have this design aspect, and I think it resonates a lot to our ICPs. Software have been so boring, so complex, so we want the first impressions to look like, okay, that's modern, that's easy to use, that's elegant. Alex here, Calves? Yeah, exactly.

Nathan Latka

02:48Very cool. So who's your co founder?

Jeremy Goyo

02:51>> He's an associate of the company. I will say he joined a year after we created the company and I tried to give shares to every people. So I started the company alone. So I have the chance to have a lot of space in the cap table to incentive people like him. And like most of the people who joined the company since the beginning, they all have like percentage of the company.

ARPU evolution and SMB pricing model

Nathan Latka

03:11So you're obviously running a low ARPU, high volume model, right? I mean, it's an SMB focused model. What is the average customer paying you per month for Allo?

Jeremy Goyo

03:20>> So it changed a lot 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 are between three to four employee using our product. So we are above now 160 USD per month.

PLG to sales-assisted funnel shift

Nathan Latka

03:42Per month. Okay. That's great. That's great. And is that usually, are you doing a bottoms up approach where one employee uses it and they take it to their team and now that the company's paying you $160 a month for five seats?

Jeremy Goyo

03:53>> So one of the mistake we did, and I'm pretty sure a lot of people are doing the same, we try we really love PLG because as a users, we prefer to use a product that is self serve and so on. 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, book a demo. And this is when we

04:15>> start to have this new funnel where people were not going to the product alone, they were just booking a demo with it's a fifteen minute demo with the sales team. And with

Nathan Latka

04:24Wait, wait, where is that?

Jeremy Goyo

04:25>> Talk to the sales on top, just on the left. So as you can see, it's still hidden. 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 Allo, so for example, if you try to connect Salesforce, my sales team will jump and call you, but if you try to connect Notion, nobody will call you. You

04:47>> know, so we do also like in term of routing and we always give the opportunity for people to continue to self sell themselves. But yeah, adding this level just increase our AC by three X by just hiring a first salespeople in the company.

Nathan Latka

05:02This is a very smart screen. How many people fill in the screen last month in January 2026?

Traffic sources and SEO strategy

Jeremy Goyo

05:08>> I think it's around seven fifty per week.

Nathan Latka

05:11Seven seven hundred and fifty per week. And where is that traffic coming from?

Jeremy Goyo

05:15>> So I will say above 30% is coming from keyword on Google. So we are in a replacement category. So basically we replace existing solution. I named RingCentral. You may know Aircall. So most of it is like paying some traffic on very specific keyword, both competitor keyword or features keyword. Then we invested in SEO. I I know you you love that. So we invested I do. Great content, long content, non AI generated content as well. So we

05:46>> have some organic traffic. The last big chunk of the acquisition is coming by LinkedIn, both on organic and then we use 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 started do, they never activate retargeting, is the cheapest ad as of today. So we retarget a lot

06:11>> with very creative ads. On LinkedIn, the ads are on LinkedIn retargeting. LinkedIn, P max as well on Google ads, and meta, and then word-of-mouth, I think we see the big difference when we got the product market fit, we start to have way more referral, And so today we still have like between 10 to 12 people going to referral, and then LLM, I think it's very hard. I think the UTM chat GPT is around 8% on the

06:37>> traffic, but when you talk, think it's more around 20% traffic coming from LLM today.

Nathan Latka

06:44Interesting. So just to dive into this tactic, I mean, is not an easy keyword to rank for, best call recording software. It's bringing in 2,100 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 a month in terms of traffic, how did you get ranked for this? Did you use it external agency or

Keyword research and backlink building

Nathan Latka

07:06is this internal?

Jeremy Goyo

07:07>> We use internal, but we have a very lean team. So we raised around $20,000,000 and we are 17 in the company today. So we work with a lot of full time or part time freelance. So there have been people working on the website, it's Maria and Greg that are the people behind these articles, they have been working part time, so we pay by the hours, but they have been working for two years for us for the

Nathan Latka

07:32>> company.

07:32Yep. And this is a very they're smart. I mean, it's a very long form, very educational, really well designed, good h one 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, you know

Jeremy Goyo

07:45>> Sorry to cut you on that, I think, Nathan, but something that is super relevant as well is we produce our own screenshots. Bottom, 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 in term of people try to add image, but they never have unique image, you know, and Google is a really huge fan when you bring something new, you

08:07>> know, to them. And so that's why we try to have also like having this unique piece of content.

Nathan Latka

08:13Yep. Yep. Really, really interesting. What and and so how do you who's determining what keyword to go after in the first place? Is that you manually or someone else?

Jeremy Goyo

08:22>> So what we did, we did a big export of most of the competitions 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, 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

08:43>> of that keyword. And then you create us like these different clusters, and then we just full blast to be number one. What I always say is writing great content is one thing, 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

09:08>> article all around, and and that helped a lot on our our organic strategy.

Nathan Latka

09:13Guys, remember, I am not just a YouTuber. I'm investing into my third fund. We've deployed $250,000,000 into 05/1950 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. Sign So 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,

09:36and 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?

Paid advertising spend and lead scoring

Jeremy Goyo

09:48>> Below 100 k.

Nathan Latka

09:50Okay. Okay. That's not okay. That's not that's not terrible. So below 100 k. And what are you trying to optimize for in terms of CAC payback?

Jeremy Goyo

09:55>> So we try to optimize for the lowest CAC at first or CPC, 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 priority of the lead. So we have two events that we send back to Google analytic or to Google GTM. So we have lead generating. So every time we capture an email on our website or onboarding funnel, there

10:21>> is an event that is being sent. And then we have lead PRIOIs. So we have our own engine 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. 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 waves above 10 users. And so

10:46>> for every ads, both in my Google Analytics, on my post hoc, I can see each campaign how many percentage of whales that bring me back. You know? And so today, I know my whales is above like two k or three k a year on my product in term of ACV. So I don't really care about the CAC for those people because I know they will they will make it, and then my sales is happy to have

11:08>> them, and then they use the product very well. So optimizing for a lowest CAC don't bring always the best result.

Churn, activation metrics, and the five-call threshold

Nathan Latka

11:14Take 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?

Jeremy Goyo

11:23>> So for the self serve, when people don't talk with my sales team, we are more around 10%. That's like self serve. When they talk to my sales team, I try to be below 3%. 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 month one or month two, you know? The day you start to use a product for two months, you don't churn,

11:47>> at least in my audiences. The biggest challenge we have is adoptions at the end. And for us, is how many calls they did on the platform. Every people did more than five calls using my product, never churn, But most of them still struggling to do these five calls.

Nathan Latka

12:03That's a huge takeaway too, guys. Jeremy just articulated it clearly, most founders can't. If you know your activation metric, 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 seven fifty 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?

Jeremy Goyo

12:23>> 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 funnel, people are putting their credit card and starting the trial. Wow, wow. Why? Because we are cheaper than the competition and the product look nice, I will say, And we are onboarding paying customers. So from the sales led motion, every salespeople in the company onboard between 60 to 80 company a month. So it's

12:48>> very high volume play. And then we always have like 200, 300 self serve 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 onboard the user. So we are growing around 32% month over month since now six months.

Nathan Latka

13:09That's right. Is that and if I convert that to dollars, is that like you're adding something between like twenty and thirty k of a new MRR every month?

Jeremy Goyo

13:15>> Yeah. Exactly.

Nathan Latka

13:17Yeah. Interesting. Take

Jeremy Goyo

13:18>> you an action as well, like 50% of the new of the revenue is coming from expansion because land and expand all the times they deploy, so you start with one license and you add three licenses. It's also like very important part.

Nathan Latka

13:28No, 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?

Funding history, equity, and seed round valuation

Jeremy Goyo

13:35>> March 24.

Nathan Latka

13:372024, okay. And sole founder or multiple founders?

Jeremy Goyo

13:40>> Solo founder, I raised a pre seed of 5,000,000 alone, and then I build a funding team. I didn't have a co founder 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 20,000,000.

Nathan Latka

14:02Can I ask how much you still own?

Jeremy Goyo

14:04>> Above 50%.

Nathan Latka

14:06$5.00, that's pretty good.

Jeremy Goyo

14:07>> Yeah, yeah, above.

Nathan Latka

14:09Okay, 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 the 13,000,000 seat in October, I mean, 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?

Jeremy Goyo

14:24>> Yeah, yeah, it was above 50x revenue. So what we've seen and why we raised, so when we raised, we were at 1,000,000 of revenue IRR. Congrats, that's exciting. So that was the first milestone that we put ourselves that give us a lot of confidence to go to Raise, and we have been struggling so much the first twelve months of the company that when we succeed to everything connect, people were like, okay, now we have a stable

14:46>> business and you can grow.

Nathan Latka

14:47There'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 arbitraged 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 gonna market your company. Walk me through how you've executed that.

Angel investor network as distribution strategy

Jeremy Goyo

15:06>> So when I started the company, 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 will have to move my ass on this. And so basically, they all did not all, but I talk about 70 people, like 30 of them decided to invest

15:28>> in the company. And we talk about lovable COO, we talk about 11 loves CRO, 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 gives you a lot of confidence for pitching to investors. So I raise 500,000 from only friends and family business engine. But then when I got that, it did like

15:52>> 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 engine 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.

Nathan Latka

16:12Interesting. Okay. So with that funding, with the team today, seventeen, one, seven people, how many total customers are you serving today?

Jeremy Goyo

16:20>> Around 5,000, so 5,000 customer.

Nathan Latka

16:24And 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 1,300 reviews. What are you doing to incentivize that behavior?

Jeremy Goyo

16:32>> First is to ask a lot. I 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, after the first onboarding, 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. It's a

Reviews strategy and HubSpot marketplace focus

Jeremy Goyo

16:51>> Why HubSpot marketplace? Because most of our customers are using HubSpot because the value proposition of Allo 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 HubSpot marketplace. So now we've put all our effort more to that platform for reviews.

Nathan Latka

17:17It'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.

Jeremy Goyo

17:28>> Less expensive as well.

Nathan Latka

17:30Less expensive. Do you pay G2 a lot of money?

Jeremy Goyo

17:33>> No, we never try because I believe like the traffic of Google is more qualified than G2,

17:41>> and my ACV, like my competition in G2 are paying so much more than me. So I think I would never rank. Like RingCentral is paying $600 a leads on G2. I cannot compete for that.

Nathan Latka

17:51What are you doing in ten years? If if all your dreams come true, you're building this company, what's it look like? What's the website say?

Jeremy Goyo

17:56>> Yeah. So today we have one applications. I want 40 of them, you know? And when I look about Atlassian, when I look about Zoho, that's the type of company I want to build because every year I want to focus on building another brand, building another product, serving another. I think it's what keeps you motivated. Having like a suite of product, you never get tired as a funders or as an engineers.

Nathan Latka

18:18Does it hurt your ability to cross sell the products when you're launching them each on their own domain name? Like they're not all striving traffic to one website, they're separate brands in that way.

Jeremy Goyo

18:28>> Yeah, so that was the vision, what Atlassian built, for example, every product of their own brand that is stronger than the Atlassian brand, because we want to have the each product is own distribution. So, and then when you have a network of brand, you can play that as 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

18:52>> we invest a lot in Allo to bring the domain authority very high because it will benefit to those brands.

Nathan Latka

18:57Interesting. We gotta touch on AI here in the last two or three minutes. Is AI a threat to Allo?

Jeremy Goyo

19:02>> I mean, it's opportunity because we built the AI version of our direct competitors. So what I see is today the software was mainly a dashboard. You know, most of the SaaS industry was a dashboard where you pay your employee to just move the information around. With a product like Allo, it's like the employee can still use the same dashboard, but then you have AI agents that is moving or doing action on your behalf. So I'm a

19:25>> huge fan of this new product categories that is result as a service. And I think it's like moving from having a dashboard where you pay an employee to do actions, now is like a platform where AI agents are doing action on the side of your employee. Mhmm.

Nathan Latka

19:41Mhmm. Interesting. We'll we'll obviously see what happens. That'll be exciting. I guess wrap up here and just talk to me about, you know, how you're investing the the 12,000,000 or 13,000,000 seed that you just closed. You'll have 17 people on the team. You said you're at a million bucks of ARR today?

AI as opportunity for Allo

Jeremy Goyo

19:55>> No. It was a year ago.

Nathan Latka

19:57Ah, okay. What are you what are you at? Like 2 or 3,000,000 now?

Jeremy Goyo

19:59>> We will finish at 10 this year.

Nathan Latka

20:00Ah, you're gonna finish 2026 at 10,000,000?

20:03>> Yeah. I hope so.

20:03Is that a stretch is that a stretch goal? What are you at today?

Jeremy Goyo

20:06>> Yeah. We are we are around 30% of that today.

Nathan Latka

20:10Okay. Well, that's pretty so you think you can triple this year. Why? Why so confident?

Jeremy Goyo

20:14>> 50% of the demo convert into paying customers. So I'm winning most of my deals when my sales team is sitting in front. Organic is growing naturally, so you've seen on Hashref, so basically the traffic we got last year will be 10x this year. 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.

Nathan Latka

20:38How many are on the team doing demos?

Revenue target and growth confidence for 2026

Jeremy Goyo

20:39>> We have two people, one in Europe and one in The US.

Nathan Latka

20:41So two people are doing on average 13 calls a week?

Jeremy Goyo

20:46>> No. No. Each per each person doing thirty, three zero.

Nathan Latka

20:50Ah, each person doing 35 per week? Yeah. Oh, wow. Okay. And so you're doing 70 calls per week?

Jeremy Goyo

20:57>> Yeah, more or And I still do on my side around 10 or 15.

Nathan Latka

21:01Yeah. So call it like eighty, ninety per week. And you're saying, was 30, so 30.

Jeremy Goyo

21:04>> Hundreds more a week, that's that's more or less where we try to go and how we unlock 200 customer a month, that's more or like the high volume.

Nathan Latka

21:12It'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 a $150 a month, right, when they go into about a 1,500 ACV annually. Yeah. Yeah, interesting. Well, is very cool story. You gotta come on in a year, give us an update on your second and third product launch. Tell me if you break $10,000,000 of revenue, Jeremy, it's a of

21:30fun. If people wanna follow-up with you online, where can they find you?

Jeremy Goyo

21:32>> Yeah, they can find me on LinkedIn or download my product. I would give them a a a code with Nathan so they can go through Nathan landing page, and and they can use the product for free for a few months.

Nathan Latka

21:41Guys, the AI phone system for modern teams with allo.com left Spendex Spendesk, which was a unicorn and started building this in 2023. Small fan friends and family round, he gave 8% there. 2024, he had a 5,000,000 pre seed, call it 70 17% dilution. Just wrapped up in October 2025 is $13,000,000 seed round. Above you know, they traded above a 15 x AR multiple. They broke about a million of AR again in October. Now today, we're recording

22:06in February 2026 around, call it, 2.5, $3,000,000 of AR. Jeremy's goal, triple this year. $10,000,000 of revenue. Again, his first product is Allo, 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 UDO, much like Atlassian. 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.

Wrap-up and where to find Jeremy

Nathan Latka

22:29>> Thanks, Nathan.

Wrap-up and where to find Jeremy

Nathan Latka

22:29You won't believe this CEO's revenue. Click here to watch the next episode right now.