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Harris hit $20k MRR. It’s real. What’s next?
In this episode of TinySeed Tales, Rob Walling celebrates with Harris Kenny after OutboundSync crosses $20k MRR ahead of schedule. They talk about why hitting a milestone can feel both exciting and overwhelming, the arrival fallacy, and how simple, consistent execution may be all it takes to reach $30k. Harris shares the bets that moved the needle, including Salesforce, SOC 2, and what hidden demand taught him about building integrations before anyone asked.
Topics we cover:
- (1:32) – Crossing $20k MRR and aiming for $30k
- (6:29) – The Salesforce bet
- (8:17) – Runway, burn, and pricing upmarket
- (10:34) – Raise capital or keep bootstrapping
- (15:03) – SOC 2 as a sales unlock
- (20:11) – Marketplace credibility and AppExchange
- (22:05) – Hidden demand for Salesforce
- (26:11) – The push to $30k and parity
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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Rob Walling :
Welcome back to a special Thursday episode of Startups For the Rest Of Us where we continue on with TinySeed Tails season five as we follow Harris Kenny on his journey to grow outbound sync. We’ve had a great response to these episodes from founders and TinySeed investors alike. If you’re interested in diversifying your portfolio and investing in ambitious early stage B2B SaaS companies, we’re currently raising fund three for TinySeed. We recently returned more than 100% of our first TinySeed fund and frankly, we’re just getting started. If you’re interested in joining us, check out our thesis at TinySeed dot com slash invest, and if you fill out the form there, it goes directly to my co-founder a r. You can also reach out to a R directly at E-I-N-A-R at TinySeed dot com. Let’s dive in.
Harris Kenny:
It is weird. I do wonder like, oh, is this the best idea I’m ever going to have? Maybe mean, hopefully not, but maybe this could be a really big thing. I mean, we were having calls now with pretty big companies and I do know that there’s features in Trello that if I shipped them right now, I would turn them into revenue immediately.
Rob Walling :
Welcome back to TinySeed Tales, a series where I follow a founder through the rollercoaster of building their startup. I’m your host, Rob Walling, a serial entrepreneur and co-founder of TinySeed, the Startup accelerator for ambitious SaaS Bootstrappers. Here in season five, I’ve been talking with Harris Kenny, founder of Outbound Sync. Last time I spoke with Harris, he had just closed his biggest contract to date. Now he’s hit another impressive milestone.
Harris Kenny:
Hey Rob, quick clip for the pod 20 K. Let’s fucking go. I dunno, I’m still sinking in, but really, really feeling a little overwhelmed. And also, what’s the next thing about hitting 20 KMRR? So yeah, hit it. Head of schedule. Had been hoping to hit this in May. That had been kind of the end of our TinySeed year, but it’s today’s February 20th, so hit it ahead of schedule and I’ve had a sheet of paper that says 20,000 sitting over my desk for, actually, I don’t remember when I put it up, but for a while. So I get to take it down and I put up the next one. Next goal is 30 k. Going to celebrate, going to get dinner with my wife just to hit the milestone. I never really celebrated getting into TinySeed. It always felt like the beginning of the next thing didn’t quite feel like a full accomplishment on its own, but I’m going to celebrate this one for sure.
Rob Walling :
You sound excited. You should be. It’s a big fucking deal, man.
Harris Kenny:
It was really gratifying. I mean it was so funny. Of course at the very end, I’m stuck at 19 nine for a week. Of course. It was so funny. And then finally it popped and it was like, oh yeah, totally. I mean, it is not the end, but it definitely, it was the first major, major revenue milestone and I think because it was externally validated of, yeah, this is a new, I mean the TinySeed is vested in whatever, like a hundred or two, I don’t know how many companies at this point. So it was a helpful thing of that’s a real number I should focus on. And so that was a really helpful thing for me to a really simple, really clear goal. Right? Remember so many other things going on that it’s noisy sometimes.
Rob Walling :
Yeah. Did you celebrate?
Harris Kenny:
Not yet.
Rob Walling :
Okay.
Harris Kenny:
Although I had already been getting dinner with my wife and we brought our 1-year-old. Our older kid was older, daughter was with grandma, and so my instinct was like, oh, well let’s just call this dinner that we’re already having anyway. Let’s just call this the celebration dinner, which is not the best. It’s kind of a cop out. It’s like, what’s wrong with you? Why can’t you just be happy about this and be a normal person and be like, you did it. It’s great. Go do something. Get something for yourself or do something. So that’s a thing I think I need to look in and work on. But anyway, but I was like, okay, so I’m not going to do that. That was my instinct and then I pulled back from it. So we are going to make a plan and do it and do a dinner and just get a chance to reflect on getting here because it kind of reflects, I’m not fully done. 30 is we’re profitable on the planes in the air, but 20 is big and I want to do something for it.
Rob Walling :
You hit 20 K and then within days, you sent me this in Slack quote, I’m quoting you. Overall things are good, but I’ve also felt very anxious since hitting 20 K. Like I’m close, but not there yet. Runway’s still an issue. If I fail now, it would be excruciating. So I’m having to up prices and sell better and make harder product calls I want to play to win and not play to not lose. I really don’t want to go raise more money and I’m up against the wall in terms of personal expenses with me being the number one drain in the business due to having two young children, this is what I call the arrival fallacy or not, I call it. It just is what’s generally called. It’s like, dude, did you even celebrate for a day for 24 hours? No. You started worrying about it and it’s good. There’s a balance here. If you don’t ever worry about it, then you don’t get there. Part of the stress that Yerkes Dotson curve is that you have enough stress to make you perform at a high level and then too much stress. Eventually you collapse, you implode, right? So runway is still an issue and I can imagine that, but this is why I was asking, did you take enough time to at least say, man, 20 KI made it.
Harris Kenny:
Yeah, I mean, no, definitely not.
Rob Walling :
And as you think about this, if I fail now, it would be excruciating. I would agree with that. I don’t see that happening at the way you’ve, based on the way you’ve been executing so far, but 30 K feels within. It doesn’t feel easy, but it feels simple. It’s a straight path. So we get some companies to come into TinySeed where I see a straight path to some number. I think you get to be 10 KRR or I think this can even be a hundred KMRR business, but you’re not going to make it past that because of market size or some other thing. And then we talk about how are you going to actually get there? You’re going to have to pivot. You’re going to have to change strategy. You’re going to have to add more integrations. You’re going to have to do whatever you for you. I don’t see that there’s no limit right now. And so 30 K feels pretty much blocking and tackling, showing up every day and doing the same thing you’ve been doing for the past six to 12 months. That’s how I see it. How do you see it?
Harris Kenny:
No, I think that’s right. Chat. BT thinks I’ll get there in June if I did a little CAGR thing for me. Great. Yeah, no, I think that’s right. I think that we have the right combination. I mean, there’s two decisions that I made probably six months ago around starting Salesforce and then probably three months ago around starting building for other platforms besides or in addition to Smart Lead. And I think those two decisions back then are why we are where we are now. I think if I hadn’t made those decisions now, I think I’d be in a very different position because we’re seeing, especially on the sequencer side, we’re seeing customers who had been using Smart Lead are now asking us, oh, we’re actually going to move everything over to instantly, or for all new clients, we’re going to move them over to this new platform.
And had I not started building that back in December, I would’ve lost that revenue. We totally would’ve, I think, plateaued over the course of January, February and potentially would’ve had been down. So I think because of those decisions, I do agree. I do think now with this set of options, we’ve got enough options that we can kind of flex between that we support in terms of the integration sets on either side of where we sit, that I do think we can get to 30 K because of that. I do agree. I think it’s just getting these features out, notifying customers that they’re out posting about it on LinkedIn and YouTube and doing a little bit of co-marketing with the platforms too to help get in front of their customers.
Rob Walling :
How much are you burning each month right
Harris Kenny:
Now? I mean it’s around 30, right?
Rob Walling :
30, 30 K per month that you’re
Harris Kenny:
Reporting or spending 20, sorry, we’re negative 10 now,
Rob Walling :
Basically.
Harris Kenny:
Okay. So as we increment up, I am slowly extending that runway.
Rob Walling :
How long is your runway right now?
Harris Kenny:
Right now I would say it’s probably six months now. And that’s assuming no prepaid. Most, almost all of our customers are month to month right now, so that’s assuming no prepaid, although I do have one annual that’s supposed to come in at some point. It’s like a net 45, so I kind of forgot about it, but yeah, so six months at that rate, it could go around 60 k the bank right now, and there are levers I could pull with my own personal finances if I had to before having to go out and do a raise money conversation or whatever. So right now I’m trying to increment up on prices, figure out the things that we have to do to get Salesforce, new Salesforce customers because asking for very specific things and then I’m having to sell better. I get on a call and I say, oh, it’s 800 bucks a month now.
Whereas the first couple of Salesforce seats I sold, I did for one 50, which I knew was low, but it was just like, I’ve got to get some revenue on this. I’ve just been spending engineering months on it. I need somebody to use it. So that was a calculated, maybe bad but calculated choice, but now I have to follow up and I’m using a digital sales room and I’m like, Hey, you talked about these two things being important. Are those still important to you? I’m having to sell and not just sort of pay a blab for 30 minutes on a demo and be like, do you want to pay or not? So it’s challenging a little bit. I mean it’s not that complicated, but it’s definitely, it’s harder. Increasing prices is not as easy as just increasing prices.
Rob Walling :
That’s right. It’s a bigger lift to change the sales process.
Harris Kenny:
Expectations change. Yeah, exactly.
Rob Walling :
You said, I really don’t want to go raise more money and I don’t have a strong opinion, to be honest. If you were to come to me and say, I really want to raise more money, I’d be like, great, you’re going so fast and you’re in such a big space, you can do it. And I don’t think it’ll be that hard, but if you come to me and say, I really don’t want to raise money, and if you came and said that and you were about to run out of money, I’d be like, well, this is not smart. You’re making a bad decision, but you’re on the cusp there where you have six months and I think you’re going to make it. So either way you do it, it’s your choice. I’m willing to give you advice on it obviously, but I don’t have that strong, oh, 98% of the time I would do this or that in this situation. But I am curious to hear you say, I really don’t want to go raise more money. Why?
Harris Kenny:
Yeah. I feel like when we get to 30 K, I actually would be open to having the conversation then from a position of strength of like, look, we got to this point. I did it. I mean it’s been in April, 2019, I went out on my own as I started my first company, April Fools Day accidentally on May 1st, 2019 was my first day fully on my own. About a year later I discovered stars For the Rest Of Us and I would walk around a park by our house with our then 1-year-old and I would listen to the pod. But anyway, so I’m coming up on six years since I went out on my own and I feel like we get to profitable. I will have done it. I will be a non-technical founder of a software company in 2025. I will have the schedule flexibility to spend time with my kids.
We have our house. We live very fortunate to live in a good part of Denver. I will have, it’ll be the end of the beginning in my mind. And I think if I can get there and then I can be more strategic about like, okay, we’re going to raise money to go solve this problem or to do this faster, that feels like a very different position than we’re going to raise money because I have to get to this point. Maybe at this point there would be somebody who’d be willing to write the kind of check that TinySeed wrote for us a year ago, but there’s just not that many people out there like that. And I am watching other companies in our space in the outbound space raise that kind of money, and I’m watching how it’s affecting how they make decisions, and to me, it just feels like it would be a distraction, and I don’t think I need to do it.
I think I just need to stay disciplined and just focus on the most important thing to do to today, this week, this month. I think if I do that, I don’t need money to do that. So that’s just kind of where my head’s at. I think it’s possible if we get there, it’s the end of the beginning. I have this company now, and then maybe from that vantage point I look out and I say, Ooh, this is kind of cool. What if we raise money to go tackle this or whatever, but I don’t know what that is yet.
Rob Walling :
So of all, you kind of have some objections to raising money that you listed, and of all of them, the only one that I agree with is that it would be a distraction. It always is. Everything else you said, I don’t actually think is true. If you want to know the truth,
Harris Kenny:
I do. I don’t know what I’m doing. That’s the only thing I know for sure.
Rob Walling :
Totally. No, but you said, will I be able to find many investors that would write a check and not? I think what you’re implying is and not expect me to raise a series A in 18 months, the non venture track. And the answer is yes, you can absolutely find them and you would, you’d be able to raise this the way you’re growing and the space you’re in, you would be able to raise money. I’m not saying it’d be 48 hours to closing the deal, but you mentioned getting to profitability and feeling. I think it would be calm in your soul and then you’d be able to set sites on the next thing. Investors at this stage, you don’t need to be profitable. You’re not burning 50 KA month. You’re burning 10 KA month with six months runway. You’re in fine shape. So every objection that you have, I just want to, and again, I don’t care if you raise money or not.
I’m not trying to convince you either way, but what I do want you to have are the facts, or at least how I view the reality of the situation. I don’t want you to have objections against something that may not be true, and those are the reasons you’re not doing it. So that’s the only reason I call it out. Someone might be listening to this thinking the same thing. And so if money really is the number one stressor in your life right now, you get to think about it of like, Hey, if I had a couple hundred grand, 2 50, 400 K in the bank, not in your personal account obviously, but in the business account, how would that change it?
Harris Kenny:
It is weird. I do wonder, oh, is this the best idea I’m ever going to have? Maybe, I mean, hopefully not, but maybe this could be a really big thing. I mean, we are having calls now with pretty big companies, and I do know that there’s features in Trello that if I shipped them right now, I would turn them into revenue immediately. I literally have people being like, Hey, just tell me when it’s ready. There’s a version of me that, or there’s a version of this company where I see that more clearly than I’m seeing it right now, and I’m not just so focused on my current month, American Express Bill or whatever.
Rob Walling :
In our last episode, Harris had done most of the prep work for SOC two and was entering the observation period. I wanted to follow up to see how that process was playing out.
Harris Kenny:
I don’t give myself a ton of credit, but I think there’s a couple of big things that I got, and they’re all connected, which is that I felt like this scaled outbound kind of growth hacking approach was going to go mainstream. And if that was true, then I would have to make a few decisions. Salesforce integration and SOC two being I think the two big ones, and I do think that is true, bigger and bigger and bigger companies with more and more budget are adopting these tools or hiring agencies. And so SOC two is part of that, and I think we talked about it briefly last time, but I think it’s totally made our company better, our product better. We’re handling security issues better, and I’m really proud of that and it’ll be great to have the report and be able to put it out there, but on the sequencer side, none of the tools that we integrate with have it.
So it’s really unique for us to get that. We’re going to start getting pulled into more procurement now, and I know that their sales team is going to be up on a call and they’re going to talk to some enterprise buyer and they’re going to be like, well, we don’t have SOC two, but if you’re using outbound sync, outbound sync is the thing that connects to your system and they have it. And so I think they’re going to start pulling us in more than they do right now. They’re being friendly and they’ve sent some stuff our way, which I’m grateful for, but I think it’s going to become more of, it’ll be in their internal wiki or Slack or whatever of Yo bring Harrison to sit on a demo so we can close this deal, I think, because otherwise they’re going to say, no, we’re not going to give you right access to our system.
Rob Walling :
Can you tell the listeners or explain to them who this, you said they are going to bring us in? Who is they?
Harris Kenny:
Oh, sure, sorry. Yeah, so the sales engagement platforms that we integrate with, so that would be right now smart lead instantly email, bison and SaaS mail. So since the last time we talked, those three other tools are all new
Rob Walling :
And none of them are SOC two, but if your SOC two somehow that
Harris Kenny:
Helps. Yeah, I think that these mid-market, so we’ve closed a couple of mid-market deals since we last talked. Like sendo is one, which is pretty cool because they’re early adopters of tools. And so if you look and see their testimonials on some of the different outbound sites, I think it’s a really good indicator that they signed up for us. They tend to pick winners. I feel like they have a really strong culture in their Go market org is like, anyway. So to me, I was like, oh, cool, we’re kind of in this club now where their team was like, yeah, we need this. But you get in this procurement process, they see a demo, they’ll look at instantly or Smart Lead and they say, yeah, this looks great. We’re landing in spam with our current approach, using our primary domain and using whatever tool we’re using, but in the next call, I’m going to bring in our Salesforce admin and they’re going to have questions, and that person is the one that kills the deal for the sequencer company.
And so I think that’s that point where the sequencer company would say, Hey, actually, app on Sync solves this problem. Here’s a trust center if we want, you can have Harrison on a call and he can explain how we can follow your data governance requirements basically. And so it’ll become, I think, an ace in the hole for them to get those deals across the board when they’re selling direct. I’m a big, big, big believer in the value of agencies, but if this keeps mainstreaming, I think it is. I also think that some of these teams are going to buy direct from the platforms and not just ask an agency to run it for ’em, but we’re also watching our agencies move up market and they’ve told me that they’re now putting outbound sync in their decks, and I’m watching them onboard bigger and bigger companies than they were 12 months ago, and now they’re consistently saying, we got another one and we need outbound sync. And so we’re helping them move up market, which is pretty awesome.
Rob Walling :
A lot of the stuff you describe of how you’re growing and the success you’re having might sound to someone like you happen to be at the right place at the right time. There’s a lot of right place at the right time with you. That’s not an accident and that’s not luck. There’s a little bit of luck involved in all of this, let’s be real. But I think that you have made pretty strategic bets on where the puck was going and is a chance it wouldn’t go there. But it seems like a lot of the stuff that you do, the bets you make, if they work out, they have pretty significant asymmetric upside. Would you agree with that?
Harris Kenny:
Yeah, definitely. Best one, 2013 married my wife. That’s worked out really well. Yeah, so I’m a gambling man. No, I agree. I think that I’ve definitely, it’s funny because I’m actually, I’m not a risky person. I like being on my feet. I don’t like extreme sports. I don’t like mountain biking and things like that, but there’s certain things where I think I say to myself, you got to go for it. And so I’ve made some big bets with this company and in other parts of my life over the years where in general, I’m a pretty steady ed, not a thrill seeker, but there’s certain things where it’s like, dude, you either put chips in or just get away from the table. And this has definitely been one of those running. That agency I think gave me some insight into for three and a half years before this, I think gave me insight a little bit into what was going on. For sure.
Rob Walling :
Another bet that Harris made was building an integration for the HubSpot app marketplace. This took a bunch of engineering time and effort, and I was wondering if it had paid off over the last few months.
Harris Kenny:
It’s different, and so the discoverability is much lower, but I think that what it’s helped with, we’ve had a couple of people that just randomly stumble upon it and download it. I think it’s just more helped with credibility and getting through the process than anything else, because when we weren’t in it and we would go to install it, it would give this warning of this is a random app, and that goes away and that came up and people would mention it. And so I think it’s helped with that. It’s helped with SEO, so I am glad we did it. We were essentially an unlisted app for a year before we did it, and we’re going to end up doing the same thing with, although I’m starting to talk to their team now about getting into their app partner program and being an app exchange, official app exchange partner for Salesforce, which was, I think when we first talked about it, you’re like, doesn’t this take a year?
I was sort of misunderstanding. You can be an unlisted app, whatever you want, but to be, it does take a year to be a real, they do a security review and stuff. So yeah, I think worth it, but only after we had super validated that HubSpot users had this problem in and of itself, it is not driving demand, but I think that with Salesforce, it will be different. I think when we become a Salesforce app exchange partner, I think it will mean it move the needle more for us just based on how I’m seeing it.
Rob Walling :
Tell me about your Salesforce integration right now. You’re an unlisted app,
And you were telling me offline that in fact, you built this integration, which I’m sure was not easy to build. I’ve seen the Salesforce API back in the day with Drip. We were going to integrate with them, and I was like, oh, no, there are things you cannot unsee. We looked at their Derek and I looked at their docs and we’re like, ah, no. So I don’t think it was the easiest thing to build. And in fact, you had asked some folks, should I build this? And they were like, no, we wouldn’t use it, or something like that. Can you tell that story of how it was completely not validated and you built it anyway, and then I want to hear was it worth it?
Harris Kenny:
Yeah, I think that might be the highest risk engineering time I’ve spent since starting this was on Salesforce. So I went into the smart lead Slack community, which is super active, and I think at least once, but maybe twice, I asked, Hey, we’re working on Salesforce. We’re the people who made the HubSpot integration, now we’re going to Salesforce, who’s interested? And literally nobody responded, not even a reaction emoji of a rocket ship or whatever, which you, these communities, it’s like a lot of rah rah stuff. It was just nothing. It’s total lead balloon. And part of me was like, okay, literally nothing. And I asked around, and at the time, a lot of our agencies were like, oh, well, a lot of our clients aren’t using Salesforce, so I don’t know if we would need it yet. But I think this goes back to my one core thesis of this scaled outbound movement would growth hacking movement would go mainstream, and if that was true, what else would be true?
And this fits into with that one idea, which is like, well, that means bigger companies with Salesforce will also want it. And we had one example of a prospect who was like that, and then what really clinched it for me was when we got a support ticket of a screenshot of Salesforce, and I was like, what the heck? Literally, how is our data in a Salesforce account? And they were like, oh, well, we’re actually using HubSpot’s data sync to get it in there. And a couple of other users validated that of like, oh, yeah, that’s the only reason why we bought the HubSpot integration is because we want it in Salesforce. And I was like, oh, but I didn’t know that. And so then it was like, okay, okay, okay, this is hidden masked demand. They’re
Rob Walling :
Hacking your tool demand to a result that you could get. Oh,
Harris Kenny:
Man. Yeah. So it’s like, oh, there is demand, actually. So then we decided to start building it, and it was definitely harder than I thought it would be. It took more time, and even as we rolled it out, I’m like, cool, we have it. We log emails to the email object, and then people are like, well, why do you log emails as emails? We want you to log the emails as tasks. And I’m like, why would I do that? And then I learned how the data model works and oh, actually tasks are really useful. So it’s like, okay, great. Now we have emails as tasks, and then they’re like, oh, well, that’s great, but whatever. So that’s why I say when we throw engineering hours at this, I know that there’s revenue there because I have literally prospects who are, as soon as you support the lead object, we will sign up, but right now we have to use accounts and contacts or whatever.
And so we’re slowly expanding our footprint in Salesforce. I still consider it a beta. I don’t consider it fully feature complete, but I think that in a month or two, we will cover the overwhelming majority of stuff that comes up in that first call. And now I feel like I’m wearing an account executive hat. Again, going back to, I mean, literally 12 years ago when I did that, and I have qualification questions where I’m like, okay, do you do this, this or that, do this or that? And then at the end I’m like, okay, I know what implementation is going to look like. So that feels more enterprisey as well.
Rob Walling :
Any idea when folks will start paying you to use your Salesforce integration, or is that already happening?
Harris Kenny:
Already happening?
Rob Walling :
It is. Okay. It’s in now, but they’re paying for it.
Harris Kenny:
Yeah. Yeah, already happening. We had our first one, I think in December, so this is February now, and then January, February. And I mean, honestly, this is kind of weird, but I’m actually kind of enjoying building for it because it does so many things, and I think what they’re doing with Agent Force is really interesting. We play on the data context layer, and so once that’s in the crm, there’s actually a lot of stuff you can do with the outbound sync data for automation and AI stuff. And so I like what they’re doing with ai. So yeah, we have PIN customers. Santoso was another one of those. And I think I’m increasing prices now as we’re doing more, and I feel more confident on the call and I’m like, we can do this or this. I know that took time, so I’m going to make you please pay me for it. Whereas before, it was kind of like, I don’t even know if this thing is going to fully work, so if you want to take a flyer on me, we can see what happens. But now it’s like, yeah, yeah, yeah, let’s do it.
Rob Walling :
So between now and the next time we talk, which probably be a couple months, has been our usual cadence. What are you most excited about in the business?
Harris Kenny:
I’ve been pushing really hard on getting instantly in SaaS mail and email by Send and Salesforce, and I really just want to get them full feature parody. A lot of explaining like, oh, we don’t do that yet, but it’s coming soon. I feel like that will be, and I think we’ll also get to 30 K around that time, and that’ll feel like V, one of this is a company, it’s a legit software company that’s profitable that has a handful of really legit integrations. So I’m excited to not have to be talking in circles around like, yes, we support instantly in Salesforce, but we have one feature that’s not there yet. That’s just kind of annoying. And I know it’s annoying for our CSM too. He’s fine. It’s fine. He’s doing great. But so that, I’m excited to just be really, really objectively looking forward to that. I’m excited about MicroConf in a couple of weeks. That’ll be really fun to meet up with our cohort. So myopically focused on getting to 30 K right now. Somebody asked me like, what’s next after that? And I’m like, I honestly have no idea.
Rob Walling :
That’s the next peak. I can’t even see beyond that.
Harris Kenny:
Exactly.
Rob Walling :
I got to get there and then look.
Harris Kenny:
Yeah, exactly. So I’m just so tunnel visioned on that, and I don’t know if it’s good or bad, but I literally can’t think about, I mean, I have broad idea, but
Rob Walling :
Well, I’ll tell you what it is. It’s 41 6 6 7, which is half 1,000,500 K, or that’s, I’ve been down this road. I know exactly. First it’s 40 K and then it’s 41 6, 6 7, and then it’s 50 K. I mean, it’s pretty easy. But the question is, do the current integrations and the current way you’re executing, does that allow you to get there? Do you have to make adjustments? Harris seems to be on a tear with a trajectory that just keeps going up, but with all that growth, hurdles are bound to show up. Will his bet on SOC two and marketplaces payoff and will he need to raise an additional round to keep up with growth? We’ll talk about that and more next time on TinySeed Tails. I hope you enjoyed this episode. If you’ve ever wondered what it’s really like inside TinySeed and want to hear a raw, candid coaching conversation between Harris and I, we’ve put together something special for you at TinySeed dot com slash bonus, you should check it out. I’ve never released anything like this before. I hope you enjoy it. It’s at TinySeed dot com slash bonus.
Welcome back to a special Thursday episode of Startups For the Rest Of Us where we continue on with TinySeed Tails season five as we follow Harris Kenny on his journey to grow outbound sync. We’ve had a great response to these episodes from founders and TinySeed investors alike. If you’re interested in diversifying your portfolio and investing in ambitious early stage B2B SaaS companies, we’re currently raising fund three for TinySeed. We recently returned more than 100% of our first TinySeed fund and frankly, we’re just getting started. If you’re interested in joining us, check out our thesis at TinySeed dot com slash invest, and if you fill out the form there, it goes directly to my co-founder a r. You can also reach out to a R directly at E-I-N-A-R at TinySeed dot com. Let’s dive in.
Harris Kenny:
It is weird. I do wonder like, oh, is this the best idea I’m ever going to have? Maybe mean, hopefully not, but maybe this could be a really big thing. I mean, we were having calls now with pretty big companies and I do know that there’s features in Trello that if I shipped them right now, I would turn them into revenue immediately.
Rob Walling :
Welcome back to TinySeed Tales, a series where I follow a founder through the rollercoaster of building their startup. I’m your host, Rob Walling, a serial entrepreneur and co-founder of TinySeed, the Startup accelerator for ambitious SaaS Bootstrappers. Here in season five, I’ve been talking with Harris Kenny, founder of Outbound Sync. Last time I spoke with Harris, he had just closed his biggest contract to date. Now he’s hit another impressive milestone.
Harris Kenny:
Hey Rob, quick clip for the pod 20 K. Let’s fucking go. I dunno, I’m still sinking in, but really, really feeling a little overwhelmed. And also, what’s the next thing about hitting 20 KMRR? So yeah, hit it. Head of schedule. Had been hoping to hit this in May. That had been kind of the end of our TinySeed year, but it’s today’s February 20th, so hit it ahead of schedule and I’ve had a sheet of paper that says 20,000 sitting over my desk for, actually, I don’t remember when I put it up, but for a while. So I get to take it down and I put up the next one. Next goal is 30 k. Going to celebrate, going to get dinner with my wife just to hit the milestone. I never really celebrated getting into TinySeed. It always felt like the beginning of the next thing didn’t quite feel like a full accomplishment on its own, but I’m going to celebrate this one for sure.
Rob Walling :
You sound excited. You should be. It’s a big fucking deal, man.
Harris Kenny:
It was really gratifying. I mean it was so funny. Of course at the very end, I’m stuck at 19 nine for a week. Of course. It was so funny. And then finally it popped and it was like, oh yeah, totally. I mean, it is not the end, but it definitely, it was the first major, major revenue milestone and I think because it was externally validated of, yeah, this is a new, I mean the TinySeed is vested in whatever, like a hundred or two, I don’t know how many companies at this point. So it was a helpful thing of that’s a real number I should focus on. And so that was a really helpful thing for me to a really simple, really clear goal. Right? Remember so many other things going on that it’s noisy sometimes.
Rob Walling :
Yeah. Did you celebrate?
Harris Kenny:
Not yet.
Rob Walling :
Okay.
Harris Kenny:
Although I had already been getting dinner with my wife and we brought our 1-year-old. Our older kid was older, daughter was with grandma, and so my instinct was like, oh, well let’s just call this dinner that we’re already having anyway. Let’s just call this the celebration dinner, which is not the best. It’s kind of a cop out. It’s like, what’s wrong with you? Why can’t you just be happy about this and be a normal person and be like, you did it. It’s great. Go do something. Get something for yourself or do something. So that’s a thing I think I need to look in and work on. But anyway, but I was like, okay, so I’m not going to do that. That was my instinct and then I pulled back from it. So we are going to make a plan and do it and do a dinner and just get a chance to reflect on getting here because it kind of reflects, I’m not fully done. 30 is we’re profitable on the planes in the air, but 20 is big and I want to do something for it.
Rob Walling :
You hit 20 K and then within days, you sent me this in Slack quote, I’m quoting you. Overall things are good, but I’ve also felt very anxious since hitting 20 K. Like I’m close, but not there yet. Runway’s still an issue. If I fail now, it would be excruciating. So I’m having to up prices and sell better and make harder product calls I want to play to win and not play to not lose. I really don’t want to go raise more money and I’m up against the wall in terms of personal expenses with me being the number one drain in the business due to having two young children, this is what I call the arrival fallacy or not, I call it. It just is what’s generally called. It’s like, dude, did you even celebrate for a day for 24 hours? No. You started worrying about it and it’s good. There’s a balance here. If you don’t ever worry about it, then you don’t get there. Part of the stress that Yerkes Dotson curve is that you have enough stress to make you perform at a high level and then too much stress. Eventually you collapse, you implode, right? So runway is still an issue and I can imagine that, but this is why I was asking, did you take enough time to at least say, man, 20 KI made it.
Harris Kenny:
Yeah, I mean, no, definitely not.
Rob Walling :
And as you think about this, if I fail now, it would be excruciating. I would agree with that. I don’t see that happening at the way you’ve, based on the way you’ve been executing so far, but 30 K feels within. It doesn’t feel easy, but it feels simple. It’s a straight path. So we get some companies to come into TinySeed where I see a straight path to some number. I think you get to be 10 KRR or I think this can even be a hundred KMRR business, but you’re not going to make it past that because of market size or some other thing. And then we talk about how are you going to actually get there? You’re going to have to pivot. You’re going to have to change strategy. You’re going to have to add more integrations. You’re going to have to do whatever you for you. I don’t see that there’s no limit right now. And so 30 K feels pretty much blocking and tackling, showing up every day and doing the same thing you’ve been doing for the past six to 12 months. That’s how I see it. How do you see it?
Harris Kenny:
No, I think that’s right. Chat. BT thinks I’ll get there in June if I did a little CAGR thing for me. Great. Yeah, no, I think that’s right. I think that we have the right combination. I mean, there’s two decisions that I made probably six months ago around starting Salesforce and then probably three months ago around starting building for other platforms besides or in addition to Smart Lead. And I think those two decisions back then are why we are where we are now. I think if I hadn’t made those decisions now, I think I’d be in a very different position because we’re seeing, especially on the sequencer side, we’re seeing customers who had been using Smart Lead are now asking us, oh, we’re actually going to move everything over to instantly, or for all new clients, we’re going to move them over to this new platform.
And had I not started building that back in December, I would’ve lost that revenue. We totally would’ve, I think, plateaued over the course of January, February and potentially would’ve had been down. So I think because of those decisions, I do agree. I do think now with this set of options, we’ve got enough options that we can kind of flex between that we support in terms of the integration sets on either side of where we sit, that I do think we can get to 30 K because of that. I do agree. I think it’s just getting these features out, notifying customers that they’re out posting about it on LinkedIn and YouTube and doing a little bit of co-marketing with the platforms too to help get in front of their customers.
Rob Walling :
How much are you burning each month right
Harris Kenny:
Now? I mean it’s around 30, right?
Rob Walling :
30, 30 K per month that you’re
Harris Kenny:
Reporting or spending 20, sorry, we’re negative 10 now,
Rob Walling :
Basically.
Harris Kenny:
Okay. So as we increment up, I am slowly extending that runway.
Rob Walling :
How long is your runway right now?
Harris Kenny:
Right now I would say it’s probably six months now. And that’s assuming no prepaid. Most, almost all of our customers are month to month right now, so that’s assuming no prepaid, although I do have one annual that’s supposed to come in at some point. It’s like a net 45, so I kind of forgot about it, but yeah, so six months at that rate, it could go around 60 k the bank right now, and there are levers I could pull with my own personal finances if I had to before having to go out and do a raise money conversation or whatever. So right now I’m trying to increment up on prices, figure out the things that we have to do to get Salesforce, new Salesforce customers because asking for very specific things and then I’m having to sell better. I get on a call and I say, oh, it’s 800 bucks a month now.
Whereas the first couple of Salesforce seats I sold, I did for one 50, which I knew was low, but it was just like, I’ve got to get some revenue on this. I’ve just been spending engineering months on it. I need somebody to use it. So that was a calculated, maybe bad but calculated choice, but now I have to follow up and I’m using a digital sales room and I’m like, Hey, you talked about these two things being important. Are those still important to you? I’m having to sell and not just sort of pay a blab for 30 minutes on a demo and be like, do you want to pay or not? So it’s challenging a little bit. I mean it’s not that complicated, but it’s definitely, it’s harder. Increasing prices is not as easy as just increasing prices.
Rob Walling :
That’s right. It’s a bigger lift to change the sales process.
Harris Kenny:
Expectations change. Yeah, exactly.
Rob Walling :
You said, I really don’t want to go raise more money and I don’t have a strong opinion, to be honest. If you were to come to me and say, I really want to raise more money, I’d be like, great, you’re going so fast and you’re in such a big space, you can do it. And I don’t think it’ll be that hard, but if you come to me and say, I really don’t want to raise money, and if you came and said that and you were about to run out of money, I’d be like, well, this is not smart. You’re making a bad decision, but you’re on the cusp there where you have six months and I think you’re going to make it. So either way you do it, it’s your choice. I’m willing to give you advice on it obviously, but I don’t have that strong, oh, 98% of the time I would do this or that in this situation. But I am curious to hear you say, I really don’t want to go raise more money. Why?
Harris Kenny:
Yeah. I feel like when we get to 30 K, I actually would be open to having the conversation then from a position of strength of like, look, we got to this point. I did it. I mean it’s been in April, 2019, I went out on my own as I started my first company, April Fools Day accidentally on May 1st, 2019 was my first day fully on my own. About a year later I discovered stars For the Rest Of Us and I would walk around a park by our house with our then 1-year-old and I would listen to the pod. But anyway, so I’m coming up on six years since I went out on my own and I feel like we get to profitable. I will have done it. I will be a non-technical founder of a software company in 2025. I will have the schedule flexibility to spend time with my kids.
We have our house. We live very fortunate to live in a good part of Denver. I will have, it’ll be the end of the beginning in my mind. And I think if I can get there and then I can be more strategic about like, okay, we’re going to raise money to go solve this problem or to do this faster, that feels like a very different position than we’re going to raise money because I have to get to this point. Maybe at this point there would be somebody who’d be willing to write the kind of check that TinySeed wrote for us a year ago, but there’s just not that many people out there like that. And I am watching other companies in our space in the outbound space raise that kind of money, and I’m watching how it’s affecting how they make decisions, and to me, it just feels like it would be a distraction, and I don’t think I need to do it.
I think I just need to stay disciplined and just focus on the most important thing to do to today, this week, this month. I think if I do that, I don’t need money to do that. So that’s just kind of where my head’s at. I think it’s possible if we get there, it’s the end of the beginning. I have this company now, and then maybe from that vantage point I look out and I say, Ooh, this is kind of cool. What if we raise money to go tackle this or whatever, but I don’t know what that is yet.
Rob Walling :
So of all, you kind of have some objections to raising money that you listed, and of all of them, the only one that I agree with is that it would be a distraction. It always is. Everything else you said, I don’t actually think is true. If you want to know the truth,
Harris Kenny:
I do. I don’t know what I’m doing. That’s the only thing I know for sure.
Rob Walling :
Totally. No, but you said, will I be able to find many investors that would write a check and not? I think what you’re implying is and not expect me to raise a series A in 18 months, the non venture track. And the answer is yes, you can absolutely find them and you would, you’d be able to raise this the way you’re growing and the space you’re in, you would be able to raise money. I’m not saying it’d be 48 hours to closing the deal, but you mentioned getting to profitability and feeling. I think it would be calm in your soul and then you’d be able to set sites on the next thing. Investors at this stage, you don’t need to be profitable. You’re not burning 50 KA month. You’re burning 10 KA month with six months runway. You’re in fine shape. So every objection that you have, I just want to, and again, I don’t care if you raise money or not.
I’m not trying to convince you either way, but what I do want you to have are the facts, or at least how I view the reality of the situation. I don’t want you to have objections against something that may not be true, and those are the reasons you’re not doing it. So that’s the only reason I call it out. Someone might be listening to this thinking the same thing. And so if money really is the number one stressor in your life right now, you get to think about it of like, Hey, if I had a couple hundred grand, 2 50, 400 K in the bank, not in your personal account obviously, but in the business account, how would that change it?
Harris Kenny:
It is weird. I do wonder, oh, is this the best idea I’m ever going to have? Maybe, I mean, hopefully not, but maybe this could be a really big thing. I mean, we are having calls now with pretty big companies, and I do know that there’s features in Trello that if I shipped them right now, I would turn them into revenue immediately. I literally have people being like, Hey, just tell me when it’s ready. There’s a version of me that, or there’s a version of this company where I see that more clearly than I’m seeing it right now, and I’m not just so focused on my current month, American Express Bill or whatever.
Rob Walling :
In our last episode, Harris had done most of the prep work for SOC two and was entering the observation period. I wanted to follow up to see how that process was playing out.
Harris Kenny:
I don’t give myself a ton of credit, but I think there’s a couple of big things that I got, and they’re all connected, which is that I felt like this scaled outbound kind of growth hacking approach was going to go mainstream. And if that was true, then I would have to make a few decisions. Salesforce integration and SOC two being I think the two big ones, and I do think that is true, bigger and bigger and bigger companies with more and more budget are adopting these tools or hiring agencies. And so SOC two is part of that, and I think we talked about it briefly last time, but I think it’s totally made our company better, our product better. We’re handling security issues better, and I’m really proud of that and it’ll be great to have the report and be able to put it out there, but on the sequencer side, none of the tools that we integrate with have it.
So it’s really unique for us to get that. We’re going to start getting pulled into more procurement now, and I know that their sales team is going to be up on a call and they’re going to talk to some enterprise buyer and they’re going to be like, well, we don’t have SOC two, but if you’re using outbound sync, outbound sync is the thing that connects to your system and they have it. And so I think they’re going to start pulling us in more than they do right now. They’re being friendly and they’ve sent some stuff our way, which I’m grateful for, but I think it’s going to become more of, it’ll be in their internal wiki or Slack or whatever of Yo bring Harrison to sit on a demo so we can close this deal, I think, because otherwise they’re going to say, no, we’re not going to give you right access to our system.
Rob Walling :
Can you tell the listeners or explain to them who this, you said they are going to bring us in? Who is they?
Harris Kenny:
Oh, sure, sorry. Yeah, so the sales engagement platforms that we integrate with, so that would be right now smart lead instantly email, bison and SaaS mail. So since the last time we talked, those three other tools are all new
Rob Walling :
And none of them are SOC two, but if your SOC two somehow that
Harris Kenny:
Helps. Yeah, I think that these mid-market, so we’ve closed a couple of mid-market deals since we last talked. Like sendo is one, which is pretty cool because they’re early adopters of tools. And so if you look and see their testimonials on some of the different outbound sites, I think it’s a really good indicator that they signed up for us. They tend to pick winners. I feel like they have a really strong culture in their Go market org is like, anyway. So to me, I was like, oh, cool, we’re kind of in this club now where their team was like, yeah, we need this. But you get in this procurement process, they see a demo, they’ll look at instantly or Smart Lead and they say, yeah, this looks great. We’re landing in spam with our current approach, using our primary domain and using whatever tool we’re using, but in the next call, I’m going to bring in our Salesforce admin and they’re going to have questions, and that person is the one that kills the deal for the sequencer company.
And so I think that’s that point where the sequencer company would say, Hey, actually, app on Sync solves this problem. Here’s a trust center if we want, you can have Harrison on a call and he can explain how we can follow your data governance requirements basically. And so it’ll become, I think, an ace in the hole for them to get those deals across the board when they’re selling direct. I’m a big, big, big believer in the value of agencies, but if this keeps mainstreaming, I think it is. I also think that some of these teams are going to buy direct from the platforms and not just ask an agency to run it for ’em, but we’re also watching our agencies move up market and they’ve told me that they’re now putting outbound sync in their decks, and I’m watching them onboard bigger and bigger companies than they were 12 months ago, and now they’re consistently saying, we got another one and we need outbound sync. And so we’re helping them move up market, which is pretty awesome.
Rob Walling :
A lot of the stuff you describe of how you’re growing and the success you’re having might sound to someone like you happen to be at the right place at the right time. There’s a lot of right place at the right time with you. That’s not an accident and that’s not luck. There’s a little bit of luck involved in all of this, let’s be real. But I think that you have made pretty strategic bets on where the puck was going and is a chance it wouldn’t go there. But it seems like a lot of the stuff that you do, the bets you make, if they work out, they have pretty significant asymmetric upside. Would you agree with that?
Harris Kenny:
Yeah, definitely. Best one, 2013 married my wife. That’s worked out really well. Yeah, so I’m a gambling man. No, I agree. I think that I’ve definitely, it’s funny because I’m actually, I’m not a risky person. I like being on my feet. I don’t like extreme sports. I don’t like mountain biking and things like that, but there’s certain things where I think I say to myself, you got to go for it. And so I’ve made some big bets with this company and in other parts of my life over the years where in general, I’m a pretty steady ed, not a thrill seeker, but there’s certain things where it’s like, dude, you either put chips in or just get away from the table. And this has definitely been one of those running. That agency I think gave me some insight into for three and a half years before this, I think gave me insight a little bit into what was going on. For sure.
Rob Walling :
Another bet that Harris made was building an integration for the HubSpot app marketplace. This took a bunch of engineering time and effort, and I was wondering if it had paid off over the last few months.
Harris Kenny:
It’s different, and so the discoverability is much lower, but I think that what it’s helped with, we’ve had a couple of people that just randomly stumble upon it and download it. I think it’s just more helped with credibility and getting through the process than anything else, because when we weren’t in it and we would go to install it, it would give this warning of this is a random app, and that goes away and that came up and people would mention it. And so I think it’s helped with that. It’s helped with SEO, so I am glad we did it. We were essentially an unlisted app for a year before we did it, and we’re going to end up doing the same thing with, although I’m starting to talk to their team now about getting into their app partner program and being an app exchange, official app exchange partner for Salesforce, which was, I think when we first talked about it, you’re like, doesn’t this take a year?
I was sort of misunderstanding. You can be an unlisted app, whatever you want, but to be, it does take a year to be a real, they do a security review and stuff. So yeah, I think worth it, but only after we had super validated that HubSpot users had this problem in and of itself, it is not driving demand, but I think that with Salesforce, it will be different. I think when we become a Salesforce app exchange partner, I think it will mean it move the needle more for us just based on how I’m seeing it.
Rob Walling :
Tell me about your Salesforce integration right now. You’re an unlisted app,
And you were telling me offline that in fact, you built this integration, which I’m sure was not easy to build. I’ve seen the Salesforce API back in the day with Drip. We were going to integrate with them, and I was like, oh, no, there are things you cannot unsee. We looked at their Derek and I looked at their docs and we’re like, ah, no. So I don’t think it was the easiest thing to build. And in fact, you had asked some folks, should I build this? And they were like, no, we wouldn’t use it, or something like that. Can you tell that story of how it was completely not validated and you built it anyway, and then I want to hear was it worth it?
Harris Kenny:
Yeah, I think that might be the highest risk engineering time I’ve spent since starting this was on Salesforce. So I went into the smart lead Slack community, which is super active, and I think at least once, but maybe twice, I asked, Hey, we’re working on Salesforce. We’re the people who made the HubSpot integration, now we’re going to Salesforce, who’s interested? And literally nobody responded, not even a reaction emoji of a rocket ship or whatever, which you, these communities, it’s like a lot of rah rah stuff. It was just nothing. It’s total lead balloon. And part of me was like, okay, literally nothing. And I asked around, and at the time, a lot of our agencies were like, oh, well, a lot of our clients aren’t using Salesforce, so I don’t know if we would need it yet. But I think this goes back to my one core thesis of this scaled outbound movement would growth hacking movement would go mainstream, and if that was true, what else would be true?
And this fits into with that one idea, which is like, well, that means bigger companies with Salesforce will also want it. And we had one example of a prospect who was like that, and then what really clinched it for me was when we got a support ticket of a screenshot of Salesforce, and I was like, what the heck? Literally, how is our data in a Salesforce account? And they were like, oh, well, we’re actually using HubSpot’s data sync to get it in there. And a couple of other users validated that of like, oh, yeah, that’s the only reason why we bought the HubSpot integration is because we want it in Salesforce. And I was like, oh, but I didn’t know that. And so then it was like, okay, okay, okay, this is hidden masked demand. They’re
Rob Walling :
Hacking your tool demand to a result that you could get. Oh,
Harris Kenny:
Man. Yeah. So it’s like, oh, there is demand, actually. So then we decided to start building it, and it was definitely harder than I thought it would be. It took more time, and even as we rolled it out, I’m like, cool, we have it. We log emails to the email object, and then people are like, well, why do you log emails as emails? We want you to log the emails as tasks. And I’m like, why would I do that? And then I learned how the data model works and oh, actually tasks are really useful. So it’s like, okay, great. Now we have emails as tasks, and then they’re like, oh, well, that’s great, but whatever. So that’s why I say when we throw engineering hours at this, I know that there’s revenue there because I have literally prospects who are, as soon as you support the lead object, we will sign up, but right now we have to use accounts and contacts or whatever.
And so we’re slowly expanding our footprint in Salesforce. I still consider it a beta. I don’t consider it fully feature complete, but I think that in a month or two, we will cover the overwhelming majority of stuff that comes up in that first call. And now I feel like I’m wearing an account executive hat. Again, going back to, I mean, literally 12 years ago when I did that, and I have qualification questions where I’m like, okay, do you do this, this or that, do this or that? And then at the end I’m like, okay, I know what implementation is going to look like. So that feels more enterprisey as well.
Rob Walling :
Any idea when folks will start paying you to use your Salesforce integration, or is that already happening?
Harris Kenny:
Already happening?
Rob Walling :
It is. Okay. It’s in now, but they’re paying for it.
Harris Kenny:
Yeah. Yeah, already happening. We had our first one, I think in December, so this is February now, and then January, February. And I mean, honestly, this is kind of weird, but I’m actually kind of enjoying building for it because it does so many things, and I think what they’re doing with Agent Force is really interesting. We play on the data context layer, and so once that’s in the crm, there’s actually a lot of stuff you can do with the outbound sync data for automation and AI stuff. And so I like what they’re doing with ai. So yeah, we have PIN customers. Santoso was another one of those. And I think I’m increasing prices now as we’re doing more, and I feel more confident on the call and I’m like, we can do this or this. I know that took time, so I’m going to make you please pay me for it. Whereas before, it was kind of like, I don’t even know if this thing is going to fully work, so if you want to take a flyer on me, we can see what happens. But now it’s like, yeah, yeah, yeah, let’s do it.
Rob Walling :
So between now and the next time we talk, which probably be a couple months, has been our usual cadence. What are you most excited about in the business?
Harris Kenny:
I’ve been pushing really hard on getting instantly in SaaS mail and email by Send and Salesforce, and I really just want to get them full feature parody. A lot of explaining like, oh, we don’t do that yet, but it’s coming soon. I feel like that will be, and I think we’ll also get to 30 K around that time, and that’ll feel like V, one of this is a company, it’s a legit software company that’s profitable that has a handful of really legit integrations. So I’m excited to not have to be talking in circles around like, yes, we support instantly in Salesforce, but we have one feature that’s not there yet. That’s just kind of annoying. And I know it’s annoying for our CSM too. He’s fine. It’s fine. He’s doing great. But so that, I’m excited to just be really, really objectively looking forward to that. I’m excited about MicroConf in a couple of weeks. That’ll be really fun to meet up with our cohort. So myopically focused on getting to 30 K right now. Somebody asked me like, what’s next after that? And I’m like, I honestly have no idea.
Rob Walling :
That’s the next peak. I can’t even see beyond that.
Harris Kenny:
Exactly.
Rob Walling :
I got to get there and then look.
Harris Kenny:
Yeah, exactly. So I’m just so tunnel visioned on that, and I don’t know if it’s good or bad, but I literally can’t think about, I mean, I have broad idea, but
Rob Walling :
Well, I’ll tell you what it is. It’s 41 6 6 7, which is half 1,000,500 K, or that’s, I’ve been down this road. I know exactly. First it’s 40 K and then it’s 41 6, 6 7, and then it’s 50 K. I mean, it’s pretty easy. But the question is, do the current integrations and the current way you’re executing, does that allow you to get there? Do you have to make adjustments? Harris seems to be on a tear with a trajectory that just keeps going up, but with all that growth, hurdles are bound to show up. Will his bet on SOC two and marketplaces payoff and will he need to raise an additional round to keep up with growth? We’ll talk about that and more next time on TinySeed Tails. I hope you enjoyed this episode. If you’ve ever wondered what it’s really like inside TinySeed and want to hear a raw, candid coaching conversation between Harris and I, we’ve put together something special for you at TinySeed dot com slash bonus, you should check it out. I’ve never released anything like this before. I hope you enjoy it. It’s at TinySeed dot com slash bonus.
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