The Exchanges

Q these payment gateways don't charge until there's, you know, value going through it. So, and then guess what? It's, it's pretty easy for me to stick a Zapier Zap in between them to connect them. So I'm just curious, like, I mean, I just, I'm curious what you're, what's going through your brain in terms of how do you focus on what battle to win first and then scale from?

A Yeah. So in terms of what battle to win first, um, we're, we're definitely trying to intercept companies, you know, as early as possible. So our, our lead sources are like when people publish a profile on angels list or when we see a new SaaS product launch on product hunt, that's the right time for us to reach out. And, and oftentimes, uh, in addition to sort of the Categories of software I've already mentioned. We have tools that we've built, um, around things like Uh, registration and authentication and how to set up lost password workflows and those sorts of things. So we're really trying to get the companies, you know, you know, at day one and give them all the tools that they need. Um, so they can go back and just focus on building their core product and nothing else. Um, and we think if we do that, we have a pretty compelling value prop. Um, absolutely. There's tons of free tools out there, as you mentioned, or at least low price tools that, that serve startups. Um, But at the end of the day, um, even if you're using those free tools, they aren't all interconnected. You are going to spend some time, whether it's with Zapier or, you know, however you want to integrate these tools, stitching them together. And if those joints aren't really, really good, you're also losing some context on your customer's journey or losing some context on your business's performance. We thin…

AI assessment note: “in terms of what battle to win first, um, we're, we're definitely trying to intercept companies”

Q payroll thing like Zenefits. You're arguing, we do all this in one. My question to you would be, there's no way that you can have the kind of, uh, Insight into each of those tools where each of these guys are focusing on doing this one thing really, really well. There's no way you can capture all that with a team of four. So how do you respond to that?

A Absolutely. I think there's two things. One is we're taking a very long-term approach to this, this business. We're not out to, you know, grow to a hundred million dollars in revenue overnight. We're not out to raise funding. Uh, our founding team has worked together previously and, and we're in this for the long haul, which, which means we have more time to mature the product and build the product into what it needs to be. Uh, but secondarily, uh, I think a lot of it comes from our experience, uh, scaling a previous company, uh, Where we used some homegrown tools, we went out and we bought HubSpot, we bought Salesforce, we bought a whole You know, a series of point solutions, and ultimately at the very, very early stage of a SaaS startup, most of those tools are overkill. The actual need, uh, is for relatively basic functionality as you're trying to get your business off the ground and validate that you actually have something, uh, that's, that's worth growing.

AI assessment note: “most of those tools are overkill. The actual need, uh, is for relatively basic functionality”