5/16/2023 0 Comments Growbot inc![]() How have you seen the startup ecosystem change since when you were starting out in 2014?Ĭ: That was interesting. So this pricing change was quite significant and it helped us to reverse the trend of declining revenue. So we were charging more, our customers were buying this vision, but we're barely able to prove the ROI. We've been declining in revenues exactly because of the reason what you are explaining. And yeah, like this change in 2020 was quite crucial for us. So trying to nail down the actual value that you are delivering and then willingness to pay for that value. This is where our roots are, but I'm huge believer of value-based pricing. We started talking to our customers to see where is this exact kind of value, what's the willingness to pay? So we do not have this traditional POG model, as yet we are sales-led organization. ![]() ![]() That's not necessarily a scalable pricing model that gives you the maximum amount of revenue.Īnd a lot of SaaS companies do freemium for that reason, or something where the initial pricing is highly accessible, but it scales with a large team, so that you're capable of charging more over time. Pricing is one that I think a lot of SaaS companies get wrong, especially if they're capable of getting sales at a higher price. G: It's always interesting to see the evolution of a product and seeing a change over time. ![]() A little bit different, from different learnings and with more scalable model for sure, but it's so funny how things are sometimes evergreen. And what's funny is that it's a big circle, where we are getting back to this concierge model. And right now we decided to add this service layer, or at some point marketplace of experts, where as a small business, you can hire on-demand concierge as DR. We started to position our product as this so-called affordable luxury, where you can start on 49 bucks to start your outbound sales with our product. Then in 2020, we've done another pivot to go to SMBs where we changed our pricing structure. We were trying obviously to go to this mid-market to enterprise customers at the very beginning. We will replace sales people with software, and we were trying to automate as much as we can, but then it turns out that the product that is fully automated is not really getting to customers that we were trying to get. And the product was at the very beginning, very hassle type pitch, AI for sales. So we've gone through acceleration there. And in 2015, we were accepted to 500 Startups in San Francisco. Very quickly, we decided that a lot of this work is super repetitive and manual and we can build software ourselves. We can charge just for performance.'' So in 2014 we decided, ''Hey, we will be delivering outbound leads, but we will be doing it manually.'' Simply we started as an agency. And essentially, a lot of people started outsourcing it and me and my co- founder, we decided, ''Hey, let's do it out from Poland. So we found out this problem, mostly in the US market of hiring your first SDR, trying to get some outbound leads to your CRM. And the start, you may call it Concierge MVP. L: That's actually a very funny story because we started in 2014. G: So how long have you been working on the idea and have you gone through any pivots? Is this what the product you originally started out with or was the MVP very different? □ You can listen to the entire conversation here. We cover the challenges of running an European startup in the US, and discuss interesting startups coming out of Poland. We also delve deeper into the startup ecosystem in Poland, and how the landscape for startups has evolved over the years. Luke and Greg also talk about the art of pricing your product the right way, and Luke shares the pricing changes they went through as a company and what eventually helped them bring their bottom line in shape. We also discuss the origin story of Growbots, and how it evolved over the years, trying out different strategies for customer acquisition, fundraising and the product development. Luke talks to us about the in’s and out’s of Growbots product, and how their software is helping companies automate and scale their sales efforts. Luke Deka is the CEO and co-founder of Growbots, a Polish startup building an all-in-one outbound sales platform to streamline the way companies can reach their potential customers.
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