StarZero All shows Try the podcast clipper →

Nov 16, 2020 · 16m · top-founders

Trustisto Hits $60k Revenue Helping Ecommerce Brands Increase Cart Conversion Rate

Wojciech Grześkowiak · 6m spoken Nathan Latka · 6m 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, host Nathan Latka speaks with Wojciech Grześkowiak, founder of Trustisto, exploring how he bootstrapped a marketing technology SaaS to $5,000 in monthly recurring revenue with a lean two-person team and automated outreach.

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 50.1% of the talking time here. How this is scored →

Nathan as informed peer 4.2 Guest teaching 2.6 Guest disagreement 1.0 Nathan pushing back 2.2
05100:0010:001:38–5:30 · Nathan as informed peer 4/10 Introducing Wojciech and Trustisto's Core Product Latka explores Trustisto's pricing tiers and customer base, doing mental math on revenue. He playfully pushes back on Wojciech's simple origin story about copying Booking.com pop-ups.5:31–8:01 · Nathan as informed peer 4/10 Automated Cold Outreach and Web Scraping Strategy Wojciech explains how they scrape e-commerce stores using tools like BuiltWith and custom scrapers to run cold email campaigns. Latka drills into the technical stack and benchmark response rates.8:04–11:38 · Nathan as informed peer 4/10 Sponsor Spotlight: Flippa Company Valuation Tool After an ad break, Latka examines trial conversion rates and team equity dynamics. Latka inquires how Wojciech retained 100% equity while paying his sole teammate a fixed salary.11:38–14:24 · Nathan as informed peer 5/10 Unit Economics, Retention, and Product Expansion Latka breaks down unit economics, calculating monthly churn revenue loss and payback period from Wojciech's $100 CAC figure. Wojciech outlines upcoming product expansions.14:24–16:27 · Nathan as informed peer 4/10 Software Engineering Talent and Salaries in Poland Wojciech educates Latka on developer salary benchmarks in Poland before moving through the standard Famous Five rapid-fire questions.1:38–5:30 · Guest teaching 2/10 Introducing Wojciech and Trustisto's Core Product Latka explores Trustisto's pricing tiers and customer base, doing mental math on revenue. He playfully pushes back on Wojciech's simple origin story about copying Booking.com pop-ups.5:31–8:01 · Guest teaching 3/10 Automated Cold Outreach and Web Scraping Strategy Wojciech explains how they scrape e-commerce stores using tools like BuiltWith and custom scrapers to run cold email campaigns. Latka drills into the technical stack and benchmark response rates.8:04–11:38 · Guest teaching 2/10 Sponsor Spotlight: Flippa Company Valuation Tool After an ad break, Latka examines trial conversion rates and team equity dynamics. Latka inquires how Wojciech retained 100% equity while paying his sole teammate a fixed salary.11:38–14:24 · Guest teaching 2/10 Unit Economics, Retention, and Product Expansion Latka breaks down unit economics, calculating monthly churn revenue loss and payback period from Wojciech's $100 CAC figure. Wojciech outlines upcoming product expansions.14:24–16:27 · Guest teaching 4/10 Software Engineering Talent and Salaries in Poland Wojciech educates Latka on developer salary benchmarks in Poland before moving through the standard Famous Five rapid-fire questions.1:38–5:30 · Guest disagreement 1/10 Introducing Wojciech and Trustisto's Core Product Latka explores Trustisto's pricing tiers and customer base, doing mental math on revenue. He playfully pushes back on Wojciech's simple origin story about copying Booking.com pop-ups.5:31–8:01 · Guest disagreement 1/10 Automated Cold Outreach and Web Scraping Strategy Wojciech explains how they scrape e-commerce stores using tools like BuiltWith and custom scrapers to run cold email campaigns. Latka drills into the technical stack and benchmark response rates.8:04–11:38 · Guest disagreement 1/10 Sponsor Spotlight: Flippa Company Valuation Tool After an ad break, Latka examines trial conversion rates and team equity dynamics. Latka inquires how Wojciech retained 100% equity while paying his sole teammate a fixed salary.11:38–14:24 · Guest disagreement 1/10 Unit Economics, Retention, and Product Expansion Latka breaks down unit economics, calculating monthly churn revenue loss and payback period from Wojciech's $100 CAC figure. Wojciech outlines upcoming product expansions.14:24–16:27 · Guest disagreement 1/10 Software Engineering Talent and Salaries in Poland Wojciech educates Latka on developer salary benchmarks in Poland before moving through the standard Famous Five rapid-fire questions.1:38–5:30 · Nathan pushing back 3/10 Introducing Wojciech and Trustisto's Core Product Latka explores Trustisto's pricing tiers and customer base, doing mental math on revenue. He playfully pushes back on Wojciech's simple origin story about copying Booking.com pop-ups.5:31–8:01 · Nathan pushing back 2/10 Automated Cold Outreach and Web Scraping Strategy Wojciech explains how they scrape e-commerce stores using tools like BuiltWith and custom scrapers to run cold email campaigns. Latka drills into the technical stack and benchmark response rates.8:04–11:38 · Nathan pushing back 3/10 Sponsor Spotlight: Flippa Company Valuation Tool After an ad break, Latka examines trial conversion rates and team equity dynamics. Latka inquires how Wojciech retained 100% equity while paying his sole teammate a fixed salary.11:38–14:24 · Nathan pushing back 2/10 Unit Economics, Retention, and Product Expansion Latka breaks down unit economics, calculating monthly churn revenue loss and payback period from Wojciech's $100 CAC figure. Wojciech outlines upcoming product expansions.14:24–16:27 · Nathan pushing back 1/10 Software Engineering Talent and Salaries in Poland Wojciech educates Latka on developer salary benchmarks in Poland before moving through the standard Famous Five rapid-fire questions.

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

0:00 · Nathan 71% · guest 29%0:00 · Nathan 71% · guest 29%3:00 · Nathan 29.1% · guest 70.9%3:00 · Nathan 29.1% · guest 70.9%6:00 · Nathan 68.3% · guest 31.7%6:00 · Nathan 68.3% · guest 31.7%9:00 · Nathan 43.2% · guest 56.8%9:00 · Nathan 43.2% · guest 56.8%12:00 · Nathan 32.6% · guest 67.4%12:00 · Nathan 32.6% · guest 67.4%15:00 · Nathan 63.2% · guest 36.8%15:00 · Nathan 63.2% · guest 36.8%
Sharpest disagreement ▶ 10:24 Clarifying conversion math

Wojciech firmly corrects Latka's calculation of trial conversions, stating that exactly half of the 50 monthly trials become paying customers.

 Hardest push from Nathan ▶ 4:14 Challenging the Booking.com inspiration

Latka pushes back on Wojciech's claim of simply copying Booking.com, demanding to know what relevant e-commerce experience qualified him to build the tool.

 Biggest teaching moment ▶ 14:40 Polish software engineering compensation landscape

Wojciech educates Latka on exact market compensation rates for software engineers in Poland, detailing standard monthly salary expectations.

 Nathan holds their own ▶ 12:44 Calculating payback period from CAC and ARPU

Latka swiftly computes Wojciech's payback period of 3 to 4 months by linking the $35 monthly ARPU with the $100 CAC estimate.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Wojciech and Trustisto's Core Product 4213 Latka explores Trustisto's pricing tiers and customer base, doing mental math on revenue. He playfully pushes back on Wojciech's simple origin story about copying Booking.com pop-ups.
Automated Cold Outreach and Web Scraping Strategy 4312 Wojciech explains how they scrape e-commerce stores using tools like BuiltWith and custom scrapers to run cold email campaigns. Latka drills into the technical stack and benchmark response rates.
Sponsor Spotlight: Flippa Company Valuation Tool 4213 After an ad break, Latka examines trial conversion rates and team equity dynamics. Latka inquires how Wojciech retained 100% equity while paying his sole teammate a fixed salary.
Unit Economics, Retention, and Product Expansion 5212 Latka breaks down unit economics, calculating monthly churn revenue loss and payback period from Wojciech's $100 CAC figure. Wojciech outlines upcoming product expansions.
Software Engineering Talent and Salaries in Poland 4411 Wojciech educates Latka on developer salary benchmarks in Poland before moving through the standard Famous Five rapid-fire questions.

Statements from this episode (11)

Assertion Not checkable as stated
Trustisto's Average Customer Pays $35/Month, Largest Pays $700
“Well, the average is like 35 USD, but the actual, the biggest client paid us 700.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 2:34
Assertion Not checkable as stated
Trustisto Has Roughly 150 Paying Customers
“We've got like 150 customers right now.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 5:02
Disclosure
Trustisto Is Bootstrapped Without Outside Capital
“The company's bootstrapped.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 5:10
Assertion Not checkable as stated
Trustisto Generates $5,050 in Monthly Recurring Revenue
“5050.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 5:19
Assertion Not checkable as stated
95% of Trustisto Clients Are Operational 10 Minutes After Signup
“In fact, 95% of our clients are running Tarsisto 10 minutes after signup.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 5:53
Assertion Not checkable as stated
Trustisto Sees a 5% to 10% Cold Email Reply Rate
“Yeah, so we've got, like, five to 10% reply rate.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 7:52
Assertion Not checkable as stated
Trustisto Converts 30% to 50% of Free Trials to Paid
“The rate from trial to paid is like, okay, so 30 to 50%.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 9:57
Assertion Not checkable as stated
Trustisto's Monthly Revenue Churn Is 5% to 6%
“Yeah, on a revenue maybe a bit bigger, like five to six.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 11:58
Assertion Not checkable as stated
Trustisto's CAC Is $100 per Customer With Zero Ad Spend
“So this is interesting because we are not doing any paid campaigns, right? So the only thing is the salary for Marta to contact with customers. And when you count this and you do the math is like 100 bucks per paid customer.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 12:30
Assertion Not checkable as stated
Talented Polish Software Engineers Can Be Hired for $4,000 Monthly
“In Poland, you can get a very talented engineer paying like 4000 bucks per month.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 14:44
Opinion
A Fair Rate for a Polish Engineer Is $6k to $7k Monthly
“But I think the good price for a Polish engineer is like six, 7000 per month.”
Wojciech Grześkowiak Nov 16, 2020 ▶ 14:55
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