EE437 - The €100M E-Commerce Blueprint: Fran Quilty on the Data Every Brand Needs

10 snips

Jul 31, 2025

Fran Quilty, co-founder and CEO of Conjura, shares insights on navigating the e-commerce landscape. He discusses the shift from consulting to a scalable product, emphasizing AI's role in analytics and business operations. The conversation highlights the importance of focusing on core products and the rise of marketplaces in driving revenue. Fran sheds light on the evolving consumer behaviors post-COVID and stresses the need for data integration in decision-making. He offers valuable advice for founders aspiring to thrive in a competitive marketplace.

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ANECDOTE

From Consulting to E-Commerce SaaS

Fran and Aidan started with consulting to build bespoke analytics solutions for different businesses.
This hands-on consulting helped them discover actionable insights and understand real customer needs for e-commerce.

ADVICE

Target Quick Deciders

Prioritize customers who make decisions quickly and embrace innovative solutions.
This reduces sales cycles and improves chances of SaaS product adoption in competitive markets.

ADVICE

Scale After Bespoke Builds

Initially build bespoke solutions to deeply understand customer needs and tech stacks.
Then create a scalable, focused product by standardizing best practices from those learnings.

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In this episode of The Entrepreneur Experiment, Gary Fox sits down with Fran Quilty, co-founder and CEO of Conjura, the analytics platform powering the world’s fastest-growing e-commerce brands. From spinning out Wayflyer to building one of Ireland’s most exciting SaaS companies, Fran shares the unfiltered reality of transitioning from a services business to a scalable product, raising venture capital, and staying ahead in a rapidly evolving e-commerce landscape.

Fran breaks down how AI is fundamentally changing the way brands operate, why marketplaces like Amazon, TikTok, and Walmart are driving revenue shifts, and the lessons he learned building two companies simultaneously. If you want to understand where e-commerce is headed, and how data and automation will define the next decade - this is an episode you can’t miss.

In this episode, we cover:

📈 How Fran and his co-founder spun Conjura out of consulting and discovered the e-commerce goldmine
🚀 The split that created Wayflyer—and how it became one of Ireland’s biggest startup success stories
🔄 Lessons from moving from services to SaaS: why focus beats feature creep
🛒 E-commerce in 2025: the rise of marketplaces, social selling, and channel fragmentation
🤖 The AI revolution in analytics—why agent-based AI will change how brands operate
💡 The 80/20 rule for e-commerce: why 20% of your products drive 90% of your profit
🇪🇺 Why Europe is the fastest-growing e-commerce market right now
⚡ Fran’s advice for founders building in fast-moving industries

💬 “AI won’t just give you insights—it will execute for you. That’s the future.” – Fran Quilty

Links & Resources:

Follow Fran Quilty on LinkedIn
Conjura: https://www.conjura.com

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