StarZero All shows Try the podcast clipper →

Jul 11, 2021 · 18m · top-founders

Why SaaS Founders Use Them as SDR's, First Sales Hire

Andrei Zinkevich · 10m spoken Nathan Latka · 5m spoken
0:00 / 0:00

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

B2B marketing strategist Andrei Zinkevich discusses how he bootstraps his SaaS startup, ROI Plan, using the steady cash flow and community distribution generated by his consulting agency, FullFunnel.io.

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 36.9% of the talking time here. How this is scored →

Nathan as informed peer 4.7 Guest teaching 1.7 Guest disagreement 1.7 Nathan pushing back 4.3
05100:0010:000:48–3:25 · Nathan as informed peer 4/10 Introducing Andrei Zinkevich and FullFunnel.io Revenue Model Nathan directs the conversation toward hard metrics, pressing Andrei to clarify which business generates more revenue and demanding exact euro figures for the consulting arm.3:26–8:52 · Nathan as informed peer 5/10 Validating ROI Plan Through Community Beta Testing Nathan challenges Andrei when he gives contradictory explanations of lifetime deals versus recurring monthly pricing, forcing Andrei to clarify the payment structure.8:56–14:27 · Nathan as informed peer 5/10 Sponsor Spotlight: Global Remote Hiring with Remote.com Following the sponsor read, Nathan directly pushes Andrei on why his software product lacks paying customers despite having established distribution and audience assets.0:48–3:25 · Guest teaching 1/10 Introducing Andrei Zinkevich and FullFunnel.io Revenue Model Nathan directs the conversation toward hard metrics, pressing Andrei to clarify which business generates more revenue and demanding exact euro figures for the consulting arm.3:26–8:52 · Guest teaching 2/10 Validating ROI Plan Through Community Beta Testing Nathan challenges Andrei when he gives contradictory explanations of lifetime deals versus recurring monthly pricing, forcing Andrei to clarify the payment structure.8:56–14:27 · Guest teaching 2/10 Sponsor Spotlight: Global Remote Hiring with Remote.com Following the sponsor read, Nathan directly pushes Andrei on why his software product lacks paying customers despite having established distribution and audience assets.0:48–3:25 · Guest disagreement 1/10 Introducing Andrei Zinkevich and FullFunnel.io Revenue Model Nathan directs the conversation toward hard metrics, pressing Andrei to clarify which business generates more revenue and demanding exact euro figures for the consulting arm.3:26–8:52 · Guest disagreement 2/10 Validating ROI Plan Through Community Beta Testing Nathan challenges Andrei when he gives contradictory explanations of lifetime deals versus recurring monthly pricing, forcing Andrei to clarify the payment structure.8:56–14:27 · Guest disagreement 2/10 Sponsor Spotlight: Global Remote Hiring with Remote.com Following the sponsor read, Nathan directly pushes Andrei on why his software product lacks paying customers despite having established distribution and audience assets.0:48–3:25 · Nathan pushing back 3/10 Introducing Andrei Zinkevich and FullFunnel.io Revenue Model Nathan directs the conversation toward hard metrics, pressing Andrei to clarify which business generates more revenue and demanding exact euro figures for the consulting arm.3:26–8:52 · Nathan pushing back 5/10 Validating ROI Plan Through Community Beta Testing Nathan challenges Andrei when he gives contradictory explanations of lifetime deals versus recurring monthly pricing, forcing Andrei to clarify the payment structure.8:56–14:27 · Nathan pushing back 5/10 Sponsor Spotlight: Global Remote Hiring with Remote.com Following the sponsor read, Nathan directly pushes Andrei on why his software product lacks paying customers despite having established distribution and audience assets.

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

0:00 · Nathan 39.2% · guest 60.8%0:00 · Nathan 39.2% · guest 60.8%3:00 · Nathan 19% · guest 81%3:00 · Nathan 19% · guest 81%6:00 · Nathan 24.3% · guest 75.7%6:00 · Nathan 24.3% · guest 75.7%9:00 · Nathan 63% · guest 37%9:00 · Nathan 63% · guest 37%12:00 · Nathan 32.4% · guest 67.6%12:00 · Nathan 32.4% · guest 67.6%15:00 · Nathan 39% · guest 61%15:00 · Nathan 39% · guest 61%18:00 · Nathan 73.6% · guest 26.4%18:00 · Nathan 73.6% · guest 26.4%
Sharpest disagreement ▶ 5:40 Defending non-standard lifetime pricing

Andrei resists Nathan's framing of standard SaaS pricing by explaining his hybrid lifetime support arrangement with an Italian agency client.

 Hardest push from Nathan ▶ 10:20 Challenging customer acquisition failure

Nathan bluntly questions Andrei on why he has failed to convert his thousands of book buyers and community members into paying SaaS subscribers.

 Biggest teaching moment ▶ 12:15 Educating on Warsaw engineering rates

Andrei details the specific market hourly rates for junior and senior full-stack developers in Poland to break down his software cost structure.

 Nathan holds their own ▶ 8:38 Consolidating multichannel book sales math

Nathan immediately tallies Andrei's disparate sales across Gumroad, Amazon, and Product Hunt into a concise distribution summary.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Andrei Zinkevich and FullFunnel.io Revenue Model 4113 Nathan directs the conversation toward hard metrics, pressing Andrei to clarify which business generates more revenue and demanding exact euro figures for the consulting arm.
Validating ROI Plan Through Community Beta Testing 5225 Nathan challenges Andrei when he gives contradictory explanations of lifetime deals versus recurring monthly pricing, forcing Andrei to clarify the payment structure.
Sponsor Spotlight: Global Remote Hiring with Remote.com 5225 Following the sponsor read, Nathan directly pushes Andrei on why his software product lacks paying customers despite having established distribution and audience assets.

Statements from this episode (5)

Assertion Not checkable as stated
FullFunnel.io reached nearly €250K in consulting revenue in 2020
“We finished last year almost at 250 K euros revenue spot.”
Andrei Zinkevich Jul 11, 2021 ▶ 3:09
Assertion Not checkable as stated
ROI Plan has three paying customers on lifetime deals
“So we have three paying customers, but they bought lifetime deals.”
Andrei Zinkevich Jul 11, 2021 ▶ 4:57
Assertion Not checkable as stated
Zinkevich's B2B community rejects roughly 80% of applicant inquiries
“Despite its free community so we decline, let's say, 80% of inquiries.”
Andrei Zinkevich Jul 11, 2021 ▶ 7:27
Disclosure
Zinkevich: ROI Plan pays Polish developers $25 to $40 hourly
“So for our senior full stack developer, we are paying 40 bucks per hour, and for our, let's say junior meet engineers, we are paying, depending on the scope, from 25 to 30 bucks.”
Andrei Zinkevich Jul 11, 2021 ▶ 12:21
Prediction Not checkable as stated
Zinkevich: ROI Plan will reach $100K ARR by year-end 2021
“So I feel this year we would be able to reach at least 100 K in annual recurring revenue at the end of the year.”
Andrei Zinkevich Jul 11, 2021 ▶ 14:14
Made with StarZero

Turn any episode into a week of clips.

This entire site, over 2,600 episodes transcribed, diarized, checked and made playable, runs on the StarZero media pipeline. Drop in your own episode and the podcast clipper finds the moments worth sharing, cuts them, captions them, and reframes them for every feed.

Try the podcast clipper Learn more