Next Level Pros - Episode #130: How Jotform Founder & CEO Aytekin Tank Got Great at Solving One Problem

Podcast Information:

• Title: Next Level Pros
• Host: Chris Lee
• Guest: Aytekin Tank, Founder & CEO of Jotform
• Release Date: November 18, 2024

Introduction

In Episode #130 of Next Level Pros, host Chris Lee sits down with Aytekin Tank, the innovative Founder and CEO of Jotform. This episode delves deep into Aytekin's entrepreneurial journey, focusing on his unwavering dedication to solving a single problem and the compounded growth that resulted from maintaining such focus over 19 years. Aytekin shares invaluable insights on bootstrapping a business, automating workflows, and scaling an enterprise without succumbing to the distractions of shiny opportunities.

Early Career and The Genesis of Jotform

Aytekin begins by recounting his early career as a developer at Internet.com from 2000 to 2005. His dissatisfaction with the mundane task of creating forms using HTML and backend emails sparked his entrepreneurial spirit.

(00:14) "At that time, like, I kind of hated it because it wasn't very challenging... So I wanted to find a product that can actually do that... So I quit my job. I forged ahead and I built Jotform."

Chris Lee emphasizes the significance of Aytekin's focus, highlighting his ability to resist the allure of diverse opportunities to concentrate on refining Jotform.

Building and Launching Jotform

Aytekin details the inception of Jotform, driven by his firsthand experience and understanding of user needs. Recognizing the gaps in existing form solutions, he envisioned a product that was both user-friendly and scalable.

(06:23) "We have like 25 million users now because we have this free version. And that's the biggest marketing tool you can have. Given something away for free is like the biggest marketing tool you can have."

He strategically launched Jotform with a free tier, allowing widespread adoption and organic growth, which laid the foundation for its extensive user base.

Navigating the Emotional Leap to Entrepreneurship

Leaving a stable job was a significant emotional hurdle for Aytekin. He shares the internal conflict and fear of abandoning his dream job in web development to pursue his own venture.

(07:13) "I was feeling like my legs were shaking... this was my dream job... why am I just quitting this?"

However, his prior experience with side projects and the confidence gained from them provided the necessary assurance to take the plunge.

Bootstrapping and Maintaining Focus

Aytekin emphasizes the importance of building a business around a single, well-defined problem. He avoided diversifying prematurely, which allowed Jotform to grow consistently without being sidetracked by unrelated ventures.

(16:26) "Why don't you just go and provide more value to them as opposed to, like, come up with a new idea and try to just get new users... Because successful entrepreneurship isn't necessarily in the product. It's the dedication, the practice, the team building, those type of things."

This singular focus enabled Jotform to develop additional features organically, such as Jotform Sign and Jotform Apps, enhancing the product's utility without deviating from its core mission.

Scaling Through Automation and Delegation

As Jotform grew, Aytekin faced the challenge of managing increasing operational tasks. He credits automation and delegation as pivotal strategies that allowed him to focus on product development and strategic growth.

(35:07) "The solution was automation and delegation... I hired support employees, like contractors from all over the world and just handed over the support work to them and I started automating all the work."

By outsourcing non-core activities and automating repetitive tasks, Aytekin significantly reduced his daily workload, enabling him to concentrate on innovation and scaling the business.

Transitioning to Enterprise Sales

Expanding into the enterprise market presented new challenges, particularly in building an effective sales team. Aytekin candidly discusses his initial struggles with hiring salespeople who lacked the startup mindset required for success.

(30:10) "I hire someone else and she also didn't work out... Finally, the fourth person actually had experience like helping startups build sales teams."

This perseverance paid off when he successfully built a sales team that transformed enterprise sales into 30% of Jotform's revenue, demonstrating the importance of hiring the right talent and adapting strategies to meet evolving market demands.

Key Principles for Entrepreneurs

Throughout the conversation, Aytekin imparts several core principles that have guided his entrepreneurial journey:

1. Focus on Solving a Single Problem:

   • Maintaining a clear, singular focus prevents dilution of effort and ensures sustained growth.

2. Leverage Free Offerings for Growth:

   • Providing a free tier attracts a large user base, which can be converted to paying customers over time.

3. Embrace Automation and Delegation:

   • Automating repetitive tasks and delegating operational work frees up time for strategic initiatives.

4. Persistence in the Face of Challenges:

   • Continuing to iterate and improve despite setbacks is crucial for long-term success.

5. Hire the Right Talent:

   • Bringing in experienced personnel, especially when venturing into new areas like enterprise sales, can significantly impact growth trajectories.

6. Customer-Centric Development:

   • Building features and products based on customer needs ensures relevance and drives user satisfaction.

Time Management and Prioritization

Aytekin shares his personal approach to time management, which involves prioritizing the most critical tasks each day to drive the business forward.

(38:34) "Every morning I make sure that I just launch this full screen text editor... What's the most important thing I can work on today?"

This disciplined approach ensures that his efforts are consistently aligned with the company's strategic objectives, minimizing distractions and maximizing productivity.

Conclusion and Final Thoughts

The episode concludes with Aytekin reflecting on the challenges and triumphs of building Jotform from the ground up. His story serves as a testament to the power of focus, consistent effort, and strategic growth. Chris Lee encourages listeners to implement these principles in their own entrepreneurial endeavors to achieve similar success.

(34:40) "If you're going to, as an entrepreneur, if you want to go and explore something, hire the best people... Understand that there are solutions, be willing to take the risk, stick to it..."

Connect with Aytekin Tank

For those inspired by Aytekin's journey and eager to learn more, he can be followed and supported through the following platforms:

• Website: itechentonk.com
• Social Media: Twitter
• Publications: Articles on Forbes, Fast Company, Entrepreneur
• Book: Automate Your Busy Work (Wall Street Journal Bestseller)

This episode of Next Level Pros offers a comprehensive look into the disciplined approach required to build and scale a successful business. Aytekin Tank's insights provide valuable lessons for entrepreneurs aiming to maintain focus, leverage strategic growth tactics, and navigate the complexities of scaling a company.