639: Fastest Growing Canadian Software Company: $200k to $20M in Revenue from 2010 to 2015 with CEO Tobyn Sowden

Published: April 24, 2017, 9 a.m.

Tobyn Sowden. He\u2019s the CEO of Redbrick, the second fastest growing software company in Canada and the birthplace of a product called Shift.

Famous Five:

  • Favorite Book? \u2013 How to Win Friends and Influence People
  • What CEO do you follow? \u2013\xa0 N/A
  • Favorite online tool? \u2014 InVision
  • Do you get 8 hours of sleep?\u2014 6
  • If you could let your 20-year old self, know one thing, what would it be? \u2013 \u201cI would tell myself technical, all the way\u201d

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Time Stamped Show Notes:

  • 01:39 \u2013 Nathan introduces Tobyn to the show
  • 02:00 \u2013 Profit Guide named Redbrick as the second fastest software company in Canada, by measuring revenue growth
    • 02:25 \u2013 Profit Guide measured a whole 5 year period
    • 02:30 \u2013 Redbrick had $200K revenue in 2010 and $10-20M in 2015
  • 03:00 \u2013 Redbrick was launched in 2010
  • 03:15 \u2013 Redbrick started from an app distribution perspective
    • 03:38 \u2013 Redbrick has developed their own tools to track
    • 04:20 \u2013 Redbrick\u2019s main software is Deskmetrics, which is integrated into Shift
    • 04:31 \u2013 Deskmetrics currently has 500K active users
  • 05:00 \u2013 Not all who downloads are active users
    • 05:08 \u2013 The number of downloads are tracked
    • 05:34 \u2013 SDK is a software development kit
  • 05:59 \u2013 Deskmetrics provides consulting services
  • 06:06 \u2013 Facebook is one of Deskmetrics\u2019 sources for customer acquisition
    • 06:40 \u2013 Redbrick is currently spending around $30K for Facebook paid acquisition
    • 06:54 \u2013 Redbrick is working with a team on Facebook and is committed to growing their spending into millions of dollars for growth
  • 07:33 \u2013 Tobyn shares the idea of Shift
    • 08:07 \u2013 Shift had a preview in September and people liked it
    • 08:12 \u2013 Shift allows you to switch around your Gmail and google accounts
  • 08:51 \u2013 Tobyn increased their team size and hired more developers
  • 09:08 \u2013 Shift is a SaaS business with $20/year subscription fee
  • 09:31 \u2013 Shift primarily uses Facebook for advertising
  • 09:49 \u2013 Shift has around 30K installs and 10K active users
  • 10:00 \u2013 Shift\u2019s free-to-paid conversion rate is around 4-5%
  • 10:23 \u2013 Shift is 3-months old
  • 10:48 \u2013 Tobyn needed to decide if they will launch Shift on December 20th or wait until 2nd week of January
  • 11:16 \u2013 Shift is doing great at the moment and there\u2019s definitely a market for it
  • 11:40 \u2013 Tobyn shares why they decided that Shift be a desktop download
    • 12:53 \u2013 Tobyn wants to avoid integrations that will make Shift look like a browser
  • 13:15 \u2013 Redbrick has 3 parts: the app distribution side, Deskmetrics and Shift
    • 13:35 \u2013 The app distribution side is the major revenue stream
    • 13:45 \u2013 Tobyn believes that their path is the app distribution side
  • 14:16 \u2013 Team size is 37 and they\u2019re based in Victoria BC in Vancouver, Canada
    • 14:31 \u2013 There are small teams in Poland and Brazil
  • 15:12 \u2013 Deskmetrics is primarily a desktop software analytics platform
  • 16:15 \u2013 An average customer pays $500 monthly
  • 16:36 \u2013 Tobyn was charging per number of users, but they changed it
  • 17:14 \u2013 Deskmetrics was launched in 2016
  • 17:45 \u2013 Redbrick has a lot of predictive models that they used in terms of CAC
  • 19:20 \u2013 The Famous Five

3 Key Points:

  • Facebook is one of the best places, at the moment, for paid advertising.
  • You can always go and develop more products, but recognize when it\u2019s wise to stick to the path you\u2019re already on.
  • Charging per head can at times restrict your customers from using your product to its fullest potential.

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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