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Jan 19, 2021 · 17m · top-founders

FullFunnel.io Using 4k FB Community, Book to Grow B2B SaaS Business

Andrei Zinkevich · 10m spoken Nathan Latka · 4m spoken Frank Bien · 4s spoken Eric Yuan · 4s spoken Vivek Bhaskaran · 2s spoken
0:00 / 0:00

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

In this interview with Nathan Latka, FullFunnel.io founder Andre Zinkovich explains how he bootstraps his new B2B SaaS platform, ROI Plan, using agency cash flow, an exclusive 4,000-member Facebook community, and book sales to target $100k in ARR.

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 32.1% of the talking time here. How this is scored →

Nathan as informed peer 5.0 Guest teaching 3.3 Guest disagreement 1.5 Nathan pushing back 4.8
05100:0010:001:33–4:07 · Nathan as informed peer 4/10 FullFunnel.io Consultancy Services and 2020 Revenue Breakdown Nathan systematically probes Andre's consulting business model, pressing past high-level service descriptions to pin down the exact client count and 2020 revenue of 250k euros. Andre answers transparently with no friction.4:07–7:17 · Nathan as informed peer 5/10 Launching ROI Plan, MVP Iterations, and Beta Deals Nathan drills into the unit economics and pricing mechanics of ROI Plan's early beta deals, refusing vague answers until Andre clarifies whether customers paid a recurring monthly rate or a single one-time lifetime fee.7:18–9:37 · Nathan as informed peer 5/10 Community-Led Distribution and Book Launch Traction Nathan interrogates Andre's distribution funnel, validating community membership numbers on Facebook and tallying book sales across Amazon, Gumroad, and Product Hunt.9:38–13:44 · Nathan as informed peer 6/10 Bootstrapping ROI Plan with Consulting Revenue and Engineering Costs Nathan challenges Andre on why strong distribution has yielded so few SaaS customers, then drills into developer headcounts, Polish hourly wages, and monthly operational burn funded by consultancy revenue.1:33–4:07 · Guest teaching 3/10 FullFunnel.io Consultancy Services and 2020 Revenue Breakdown Nathan systematically probes Andre's consulting business model, pressing past high-level service descriptions to pin down the exact client count and 2020 revenue of 250k euros. Andre answers transparently with no friction.4:07–7:17 · Guest teaching 3/10 Launching ROI Plan, MVP Iterations, and Beta Deals Nathan drills into the unit economics and pricing mechanics of ROI Plan's early beta deals, refusing vague answers until Andre clarifies whether customers paid a recurring monthly rate or a single one-time lifetime fee.7:18–9:37 · Guest teaching 3/10 Community-Led Distribution and Book Launch Traction Nathan interrogates Andre's distribution funnel, validating community membership numbers on Facebook and tallying book sales across Amazon, Gumroad, and Product Hunt.9:38–13:44 · Guest teaching 4/10 Bootstrapping ROI Plan with Consulting Revenue and Engineering Costs Nathan challenges Andre on why strong distribution has yielded so few SaaS customers, then drills into developer headcounts, Polish hourly wages, and monthly operational burn funded by consultancy revenue.1:33–4:07 · Guest disagreement 1/10 FullFunnel.io Consultancy Services and 2020 Revenue Breakdown Nathan systematically probes Andre's consulting business model, pressing past high-level service descriptions to pin down the exact client count and 2020 revenue of 250k euros. Andre answers transparently with no friction.4:07–7:17 · Guest disagreement 2/10 Launching ROI Plan, MVP Iterations, and Beta Deals Nathan drills into the unit economics and pricing mechanics of ROI Plan's early beta deals, refusing vague answers until Andre clarifies whether customers paid a recurring monthly rate or a single one-time lifetime fee.7:18–9:37 · Guest disagreement 1/10 Community-Led Distribution and Book Launch Traction Nathan interrogates Andre's distribution funnel, validating community membership numbers on Facebook and tallying book sales across Amazon, Gumroad, and Product Hunt.9:38–13:44 · Guest disagreement 2/10 Bootstrapping ROI Plan with Consulting Revenue and Engineering Costs Nathan challenges Andre on why strong distribution has yielded so few SaaS customers, then drills into developer headcounts, Polish hourly wages, and monthly operational burn funded by consultancy revenue.1:33–4:07 · Nathan pushing back 4/10 FullFunnel.io Consultancy Services and 2020 Revenue Breakdown Nathan systematically probes Andre's consulting business model, pressing past high-level service descriptions to pin down the exact client count and 2020 revenue of 250k euros. Andre answers transparently with no friction.4:07–7:17 · Nathan pushing back 6/10 Launching ROI Plan, MVP Iterations, and Beta Deals Nathan drills into the unit economics and pricing mechanics of ROI Plan's early beta deals, refusing vague answers until Andre clarifies whether customers paid a recurring monthly rate or a single one-time lifetime fee.7:18–9:37 · Nathan pushing back 3/10 Community-Led Distribution and Book Launch Traction Nathan interrogates Andre's distribution funnel, validating community membership numbers on Facebook and tallying book sales across Amazon, Gumroad, and Product Hunt.9:38–13:44 · Nathan pushing back 6/10 Bootstrapping ROI Plan with Consulting Revenue and Engineering Costs Nathan challenges Andre on why strong distribution has yielded so few SaaS customers, then drills into developer headcounts, Polish hourly wages, and monthly operational burn funded by consultancy revenue.

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

0:00 · Nathan 57.6% · guest 42.4%0:00 · Nathan 57.6% · guest 42.4%3:00 · Nathan 13% · guest 87%3:00 · Nathan 13% · guest 87%6:00 · Nathan 19.9% · guest 80.1%6:00 · Nathan 19.9% · guest 80.1%9:00 · Nathan 28.3% · guest 71.7%9:00 · Nathan 28.3% · guest 71.7%12:00 · Nathan 32.6% · guest 67.4%12:00 · Nathan 32.6% · guest 67.4%15:00 · Nathan 42.9% · guest 57.1%15:00 · Nathan 42.9% · guest 57.1%
Sharpest disagreement ▶ 9:54 Andre defends slow software growth due to consultancy obligations

Andre pushes back against Nathan's critique of his slow customer acquisition by explaining his deliberate focus on high-touch consulting delivery over aggressive software marketing.

 Hardest push from Nathan ▶ 6:18 Nathan interrupts to clarify confusing pricing terms

Nathan repeatedly refuses Andre's contradictory explanation of a lifetime deal, demanding to know if the 150 euros is an ongoing monthly fee or a single one-time payment.

 Biggest teaching moment ▶ 11:28 Andre educates Nathan on developer compensation in Poland

Andre provides a precise breakdown of Polish software engineer compensation rates, detailing hourly wages from junior developers up to senior full-stack roles.

 Nathan holds their own ▶ 9:38 Nathan highlights the distribution-to-conversion disconnect

Nathan demonstrates sharp SaaS business acumen by pointing out the glaring inconsistency between Andre's successful 5.5k book sales and 4k community vs. only 3 beta software users.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
FullFunnel.io Consultancy Services and 2020 Revenue Breakdown 4314 Nathan systematically probes Andre's consulting business model, pressing past high-level service descriptions to pin down the exact client count and 2020 revenue of 250k euros. Andre answers transparently with no friction.
Launching ROI Plan, MVP Iterations, and Beta Deals 5326 Nathan drills into the unit economics and pricing mechanics of ROI Plan's early beta deals, refusing vague answers until Andre clarifies whether customers paid a recurring monthly rate or a single one-time lifetime fee.
Community-Led Distribution and Book Launch Traction 5313 Nathan interrogates Andre's distribution funnel, validating community membership numbers on Facebook and tallying book sales across Amazon, Gumroad, and Product Hunt.
Bootstrapping ROI Plan with Consulting Revenue and Engineering Costs 6426 Nathan challenges Andre on why strong distribution has yielded so few SaaS customers, then drills into developer headcounts, Polish hourly wages, and monthly operational burn funded by consultancy revenue.

Statements from this episode (6)

Assertion Not checkable as stated
Zinkovich: FullFunnel.io finished 27 projects and coached 51 startups in 2020
“So when it comes to consultant projects, we accomplished around if I'm correct, 27 projects last year. And in terms of collaborating with startups from these accelerators with Trained or coached let me calculate the right figure. So it's like 51 startup in tot…”
Andrei Zinkevich Jan 19, 2021 ▶ 3:25
Assertion Not checkable as stated
Zinkovich: FullFunnel.io generated nearly €250k in 2020 revenue
“So we finished last year almost at 250 K euros revenue spot.”
Andrei Zinkevich Jan 19, 2021 ▶ 3:55
Assertion Not checkable as stated
Zinkovich: ROI Plan has three paying customers on lifetime deals
“So we have three paying customers, but they bought lifetime deals.”
Andrei Zinkevich Jan 19, 2021 ▶ 5:42
Assertion Not checkable as stated
Zinkovich: B2B Marketers & Founders Facebook group rejects 80% of applicants
“So we decline, let's say, 80% of inquiries.”
Andrei Zinkevich Jan 19, 2021 ▶ 8:14
Disclosure
Zinkovich: FullFunnel pays $25-$40/hour for Polish software engineers
“So for senior let's say 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 Jan 19, 2021 ▶ 11:38
Prediction Not checkable as stated
Zinkovich predicted ROI Plan would reach $100k ARR by late 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. So at least this is my goal for this year. If it will be better, I will be happy.”
Andrei Zinkevich Jan 19, 2021 ▶ 13:31
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