Episode 722 | Bootstrapping a Vertical SaaS to 7-Figures in 18 Months

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Jul 16, 2024

In this discussion, James Mooring, co-founder of Astalty, a SaaS firm tailored for Australia's NDIS market, shares his inspiring journey to achieving seven-figure revenue in just 18 months. He dives into their strategic decision-making and clever pricing tactics that fueled remarkable growth. James emphasizes the significance of a strong co-founder partnership and the impact of building a niche product. Additionally, he discusses engaging customers through events and the importance of rapid iteration in entrepreneurship, turning challenges into learning opportunities.

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ANECDOTE

Astalty and the NDIS

James Mooring's company, Astalty, serves Australia's NDIS market by providing software for disability service providers.
Their software acts as an operating system, handling tasks from client management to invoicing.

INSIGHT

Rapid Growth

Astalty achieved seven-figure annual recurring revenue (ARR) in just 18 months.
The company has a small team of five and experiences significant monthly growth.

INSIGHT

Ideal Co-founder Pairing

Co-founder pairings of developers with subject matter experts can be highly effective.
This combination blends technical skills with deep industry understanding, resulting in a better product.

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In episode 722, Rob Walling interviews James Mooring, co-founder of Astalty, a SaaS serving Australia's NDIS market. James reveals how they bootstrapped from zero to seven figures in just 18 months and then they explore the strategic decisions, clever pricing, and deep industry knowledge that propelled Astalty's remarkable growth, proving their success was far more than just a lucky break.

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Topics we cover:

2:44 – NDIS software for providers of disability care
4:23 – Astalty’s rapid growth
6:34 – Finding success with a strong co-founder pairing
8:39 – Deciding to tailor the Astalty MVP
12:25 – Building a free Chrome extension, smart or lucky?
17:18 – Launching a paid plan and nailing the pricing
21:57 – Explosive word of mouth growth
25:19 – Selling at in-person events and in Facebook groups
31:02 – A clever way of raising prices
35:00 – Learning from fast iteration

Links from the Show:

If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

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