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Alessio Alionco. He\\u2019s the founder and CEO of Pipefy, which is part of 500 Startups. He\\u2019s a passionate product manager.

Famous Five:

• Favorite Book? \\u2013 The Lean Startup
• What CEO do you follow? \\u2013 Jason Lemkin
• Favorite online tool? \\u2014 Yesware and Salesforce
• Do you get 8 hours of sleep?\\u2014 Yes
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 Alessio would tell himself to be aggressive with his goals

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Time Stamped Show Notes:

• 01:56 \\u2013 Nathan introduces Alessio to the show
• 02:12 \\u2013 Pipefy is a workflow cooperation software
• • 02:21 \\u2013 Alessio got Pipefy\\u2019s idea from his previous company
  • 02:36 \\u2013 Alessio uses a CRM to manage Pipefy
  • 02:45 \\u2013 Pipefy has a dozen of processes
• 03:12 \\u2013 \\u201cWe coordinate people\\u2019s work\\u201d
• 03:36 \\u2013 Pipefy provides guidelines for a smooth, business process
• 03:48 \\u2013 Pipefy is more of a people coordination solution and Zapier is similar to IFTTT
• 04:00 \\u2013 Pipefy charges per user, per month
• 04:10 \\u2013 Average customer fee is $200/month
• 04:20 \\u2013 Pipefy started at the end of 2014
• • 04:26 \\u2013 Pipefy had its beta
  • 04:36 \\u2013 Pipefy released pre-signups in April 2015
  • 04:51 \\u2013 Pipefy became one of the most voted products of the day
• 05:23 \\u2013 There was no revenue in 2015
• 05:32 \\u2013 Pipefy started charging in August 2016
• 05:47 \\u2013 Pipefy now has more than 400 paying customers
• 06:00 \\u2013 Average MRR
• 06:54 \\u2013 Pipefy offered a special price for customers who renew their subscriptions
• 07:00 \\u2013 Pipefy has more than 60K customers who use them for free
• • 07:24 \\u2013 Only a small portion of the customers converted
  • 07:40 \\u2013 SMBs don\\u2019t have business processes in place and aren\\u2019t willing to pay for one
  • 08:06 \\u2013 Pipefy wants to focus on companies that are close to being considered enterprise companies
• 08:42 \\u2013 Pipefy has raised a seed round of $2.2M
• • 08:50 \\u2013 Some of the investors are Zendesk\\u2019s founders, Valour Capital, Redpoint Ventures, FundersClub and AngelList
  • 09:06 \\u2013 Pipefy has raised a total of $2.6M
• 09:13 \\u2013 Team size is 33
• • 09:32 \\u2013 27 are in Brazil and 6 are in San Francisco
  • 09:55 \\u2013 Pipefy is still hiring more people
• 10:00 \\u2013 CAC
• • 10:30 \\u2013 Overall CAC is around $900 per company
• 10:50 \\u2013 LTV is still hard to predict
• 11:34 \\u2013 Pipefy\\u2019s per seat pricing
• 12:10 \\u2013 Pipefy negotiates deals with companies with over 10K employees
• 12:33 \\u2013 2017 revenue goal
• 12:50 \\u2013 \\u201cIt\\u2019s really a huge funnel to raise the seed round\\u201d
• • 13:00 \\u2013 The series A dynamic is completely different
• 13:26 \\u2013 2016 total revenue
• 14:00 \\u2013 Pipefy is aiming for a $200K MRR which is 10x the growth
• 16:05 \\u2013 The Famous Five

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3 Key Points:

• The best time to switch to a paid version of your product requires careful consideration to ensure the conversion takes place.
• Some SMBs rely on free business software and services for their processes\\u2014therefore, you may need to adjust your target audience.
• Be aggressive with your goals and just go for it.

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Resources Mentioned:

• The Top Inbox\\xa0 \\u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• Organifi \\u2013 The juice was Nathan\\u2019s life saver during his trip in Southeast Asia
• Klipfolio \\u2013 Track your business performance across all departments for FREE
• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\\xa0\\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\\xa0\\u2013 Nathan uses Audible when he\\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Freshbooks \\u2013 Nathan doesn\\u2019t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW
• Show Notes provided by Mallard Creatives