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Nov 1, 2023 · 17m · top-founders

How he plans to convert to beta users into paying customers for his team collaboration tool

Nathan Latka · 7m spoken Matt Archer · 7m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

Host Nathan Latka interviews Miyahana founder Matt Archer about bootstrapping his enterprise team collaboration tool, acquiring initial pilot clients, and transitioning from beta testing to a product-led monetization model.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 49.8% of the talking time here. How this is scored →

Nathan as informed peer 3.8 Guest teaching 1.2 Guest disagreement 1.6 Nathan pushing back 4.0
05100:0010:000:46–4:00 · Nathan as informed peer 5/10 Initial Investment and Early Beta Traction Nathan presses Matt to quantify his personal capital after Matt attempts to dodge the question. Nathan also sharpens the distinction between unique users and actual company accounts.4:01–6:24 · Nathan as informed peer 0/10 Founderpath SaaS Valuation Platform Showcase Solo promotional segment where Nathan showcases Founderpath's SaaS valuation tools to the audience.6:26–10:43 · Nathan as informed peer 5/10 Cold Email Strategy and Live Client Testing Nathan repeatedly probes why Matt has not started charging his active trial clients and drills into seat pricing models. Matt defends his timeline by explaining that he is collecting usage intelligence and differentiates his product from digital whiteboard competitors like Miro.10:44–13:08 · Nathan as informed peer 6/10 Product-Led Growth and Community Acquisition Channels Nathan aggressively rejects Matt's high-level jargon regarding product-led growth and calls out his strategy of using LinkedIn groups as questionable.13:08–15:27 · Nathan as informed peer 3/10 Pre-Seed Capital and Software Development Costs Nathan briefly asks about pre-seed angel funding and development expenses before transitioning into the standard Famous Five rapid-fire questions.0:46–4:00 · Guest teaching 1/10 Initial Investment and Early Beta Traction Nathan presses Matt to quantify his personal capital after Matt attempts to dodge the question. Nathan also sharpens the distinction between unique users and actual company accounts.4:01–6:24 · Guest teaching 0/10 Founderpath SaaS Valuation Platform Showcase Solo promotional segment where Nathan showcases Founderpath's SaaS valuation tools to the audience.6:26–10:43 · Guest teaching 3/10 Cold Email Strategy and Live Client Testing Nathan repeatedly probes why Matt has not started charging his active trial clients and drills into seat pricing models. Matt defends his timeline by explaining that he is collecting usage intelligence and differentiates his product from digital whiteboard competitors like Miro.10:44–13:08 · Guest teaching 1/10 Product-Led Growth and Community Acquisition Channels Nathan aggressively rejects Matt's high-level jargon regarding product-led growth and calls out his strategy of using LinkedIn groups as questionable.13:08–15:27 · Guest teaching 1/10 Pre-Seed Capital and Software Development Costs Nathan briefly asks about pre-seed angel funding and development expenses before transitioning into the standard Famous Five rapid-fire questions.0:46–4:00 · Guest disagreement 2/10 Initial Investment and Early Beta Traction Nathan presses Matt to quantify his personal capital after Matt attempts to dodge the question. Nathan also sharpens the distinction between unique users and actual company accounts.4:01–6:24 · Guest disagreement 0/10 Founderpath SaaS Valuation Platform Showcase Solo promotional segment where Nathan showcases Founderpath's SaaS valuation tools to the audience.6:26–10:43 · Guest disagreement 2/10 Cold Email Strategy and Live Client Testing Nathan repeatedly probes why Matt has not started charging his active trial clients and drills into seat pricing models. Matt defends his timeline by explaining that he is collecting usage intelligence and differentiates his product from digital whiteboard competitors like Miro.10:44–13:08 · Guest disagreement 3/10 Product-Led Growth and Community Acquisition Channels Nathan aggressively rejects Matt's high-level jargon regarding product-led growth and calls out his strategy of using LinkedIn groups as questionable.13:08–15:27 · Guest disagreement 1/10 Pre-Seed Capital and Software Development Costs Nathan briefly asks about pre-seed angel funding and development expenses before transitioning into the standard Famous Five rapid-fire questions.0:46–4:00 · Nathan pushing back 5/10 Initial Investment and Early Beta Traction Nathan presses Matt to quantify his personal capital after Matt attempts to dodge the question. Nathan also sharpens the distinction between unique users and actual company accounts.4:01–6:24 · Nathan pushing back 0/10 Founderpath SaaS Valuation Platform Showcase Solo promotional segment where Nathan showcases Founderpath's SaaS valuation tools to the audience.6:26–10:43 · Nathan pushing back 6/10 Cold Email Strategy and Live Client Testing Nathan repeatedly probes why Matt has not started charging his active trial clients and drills into seat pricing models. Matt defends his timeline by explaining that he is collecting usage intelligence and differentiates his product from digital whiteboard competitors like Miro.10:44–13:08 · Nathan pushing back 7/10 Product-Led Growth and Community Acquisition Channels Nathan aggressively rejects Matt's high-level jargon regarding product-led growth and calls out his strategy of using LinkedIn groups as questionable.13:08–15:27 · Nathan pushing back 2/10 Pre-Seed Capital and Software Development Costs Nathan briefly asks about pre-seed angel funding and development expenses before transitioning into the standard Famous Five rapid-fire questions.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 49.7% · guest 50.3%0:00 · Nathan 49.7% · guest 50.3%3:00 · Nathan 77.2% · guest 22.8%3:00 · Nathan 77.2% · guest 22.8%6:00 · Nathan 40.2% · guest 59.8%6:00 · Nathan 40.2% · guest 59.8%9:00 · Nathan 26.2% · guest 73.8%9:00 · Nathan 26.2% · guest 73.8%12:00 · Nathan 24.8% · guest 75.2%12:00 · Nathan 24.8% · guest 75.2%15:00 · Nathan 81.6% · guest 18.4%15:00 · Nathan 81.6% · guest 18.4%
Sharpest disagreement ▶ 12:46 Defending LinkedIn community acquisition

Matt pushes back against Nathan's incredulous questioning about whether anyone actually uses LinkedIn groups, insisting they are valid channels to test.

 Hardest push from Nathan ▶ 11:46 Refusing abstract marketing buzzwords

Nathan cuts through Matt's high-level explanation of product-led growth by stating it is all vague and demanding concrete conversion tactics.

 Biggest teaching moment ▶ 9:40 Contrasting platform with whiteboard tools

Matt breaks down the technical and functional differences between standard digitized post-it tools like Miro and his system's automated data-pulling architecture.

 Nathan holds their own ▶ 10:31 Highlighting architectural divide by enterprise scale

Nathan intervenes to point out that engineering software for 10,000-seat enterprise teams requires a completely different product architecture than building for 100-person teams.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Initial Investment and Early Beta Traction 5125 Nathan presses Matt to quantify his personal capital after Matt attempts to dodge the question. Nathan also sharpens the distinction between unique users and actual company accounts.
Founderpath SaaS Valuation Platform Showcase 0000 Solo promotional segment where Nathan showcases Founderpath's SaaS valuation tools to the audience.
Cold Email Strategy and Live Client Testing 5326 Nathan repeatedly probes why Matt has not started charging his active trial clients and drills into seat pricing models. Matt defends his timeline by explaining that he is collecting usage intelligence and differentiates his product from digital whiteboard competitors like Miro.
Product-Led Growth and Community Acquisition Channels 6137 Nathan aggressively rejects Matt's high-level jargon regarding product-led growth and calls out his strategy of using LinkedIn groups as questionable.
Pre-Seed Capital and Software Development Costs 3112 Nathan briefly asks about pre-seed angel funding and development expenses before transitioning into the standard Famous Five rapid-fire questions.

Statements from this episode (5)

Disclosure
Archer: Invested between $10k and $100k of personal capital into Miyahana
“It's in between the two of those.”
Matt Archer Nov 1, 2023 ▶ 1:35
Disclosure
Archer: Miyahana is shifting from sales-led to product-led growth
“And we're actually going to shift that model. And that's what we're working on right now, shifting it from sales led to product led.”
Matt Archer Nov 1, 2023 ▶ 2:58
Assertion Not checkable as stated
Archer: Miyahana has 15 seats across two companies
“There's 15 seats across two companies.”
Matt Archer Nov 1, 2023 ▶ 3:11
Disclosure
Archer: Miyahana targets pricing of $50 to $100 per seat
“We're talking in, you know, somewhere in the range of, you know, between 50 and a hundred dollars per seat for each user.”
Matt Archer Nov 1, 2023 ▶ 9:26
Opinion
Archer: Miro and Mural are just digitized Post-It notes
“So if you look at the world of like Miro, Mural, Concept Board, Storm Boards, I mean, these are all pure play whiteboards that have found a way to digitize, digitize post-it notes, and where we believe we're different is we're now, we're giving you the opportu…”
Matt Archer Nov 1, 2023 ▶ 9:41
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