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- [00:00]
A
How many total customers are you serving today? Around 5,750 signing up per week. That's 3,000amonth. How many of the 3,000 convert into a paid plan?
- [00:08]
B
We have above 35% conversions.
- [00:10]
A
You said you had a million bucks of ARR today.
- [00:12]
B
No, it was a year ago. We will finish at 10 this year. I'm still the biggest shareholder of the company.
- [00:16]
A
Can I ask how much you still own above 50%. Hey folks, my guest today is Jeremy Goyo. He's the co founder and CEO of the Mobile first company, a hold company that built a tool called Alo, a dialer for sales teams. Now he did this after leaving as head of growth at Split Spendesk which he helped lead to a unicorn status before jumping into startup world. The tool now is used by over 5,000 businesses. Jeremy, you ready to take us to the top?
- [00:38]
B
Nice to meet you Nathan. Thanks for inviting me.
- [00:41]
A
You bet. You have a very cool website but you just told me before the call this is really a holding company and it sounds like you have a multi product strategy with Alo being the first one. Walk me through what the company does.
- [00:51]
B
Yeah, exactly. So as you say coming from the SaaS industry and I had one of the main frustration in the past that was software was mainly for corporate or for big companies but it was never very easy to use, never very accessible for smaller companies. And so for my second company I wanted to build a suite of products. So as you can see the Mobile first company, it's a suite of products to solve the most boring problem for the most boring businesses. So we help you know like retail services business, smaller companies by building consumer like softwares with an affordable price. And so that's the vision of the Mobile first company started two years ago and we launched our first product now a year ago that called Allo focusing on the telecom and the phone problems. So most of people were using RingCentral as the leader in the US and I've been reading so many complaints about that solution that I was like okay, it's time to build something easier, more intuitive and better.
- [01:52]
A
Yeah, you know there's always people one shotting websites. This is just beautifully done. Do you come from a web design, ui, UX background or who did your website?
- [02:00]
B
So it's great. So thanks for the comment. I think we started to work with agencies and then we discovered that it was not moving fast enough and so we do everything mainly online. As you can see most of it is now AI generated, you know so we become as well like a Lot of prompt experts. The big kudos is from Alex, that is our head of branding. It's a YouTuber. He has 2 million followers online and he decided to stop YouTube to build like a tech company with me. And so both of us, we really have this design aspect and I think it resonates a lot to our ICPs. You know software have been so boring, so complex. So we want the first impressions to look like okay, that's modern, that's easy to use, that's elegant.
- [02:45]
A
Alex here. Kalaz.
- [02:47]
B
Yeah, exactly.
- [02:49]
A
Very cool. So he's your co founder.
- [02:51]
B
He's an associate of the company I would say he joined a year after we created the company and I tried to give shares to every people. So I started the company alone. So I have the chance to have a lot of space in the cap table to incentive people like him. And like most of the people who joined the company since the beginning they all have like percentage of the company.
- [03:12]
A
So you're obviously running a low arpu, high volume model, right? I mean it's an SMB focused model. What is the average customer paying you per month for Alo.
- [03:20]
B
So it changed a lot and the big challenge we have is to increase it. It started to be at $18 per month. So that was mainly when individual like solo business was using us and now we are targeting more on small teams. So that's why you can see the messaging. And so in average you have between 3 to 4 employee using our product. So we are above now 160 USD per month.
- [03:43]
A
Per month. Okay, that's, that's great, that's great. And is that usually are you doing a bottoms up approach where one employee uses it and they take it to their team and now the paying you 160 bucks a month for five seats.
- [03:53]
B
So one of the mistakes we did and I'm pretty sure a lot of people are doing the same which we really love PLG because as a users we prefer to use a product that is, you know, self serve and so on. And so we struggle a lot in terms of churn activation, retentions. And then we just added like a sales motion that is basically adding a button on the website book a demo and this is when we start to have this new funnel where people were not going to the product alone, they are just booking a demo with. It's a 15 minute demo with the sales team and we.
- [04:24]
A
Wait, wait, where is that?
- [04:25]
B
Talk to the sales on top just on the left. So as you can hear it's still hidden and, and, and on that Aspect you book it as well. We have some leads going so based on how big is your team or based on which CRM you want to connect with. Allo. So for example if you try to connect salesforce my sales team will jump and call you that if you try to connect notion nobody will call you, you know so we do also like in terms of routing and we always give the opportunity for people to continue to self serve themselves. But yeah adding this level just increase our AC by 3x by just having a first salespeople in the company.
- [05:03]
A
This is a very smart screen. How many people fill in the screen last month in January of 2026?
- [05:09]
B
I think it's around 750 per week.
- [05:12]
A
750 per week. And where is that traffic coming from?
- [05:16]
B
So I will say above 30% is coming from keyword on Google. So we are in a replacement category. So basically we replace existing Solution. I name RingCentral. You may know Ercole. So most of it is like paying some traffic on very specific keyword both competitor keyword or features keyword. Then we invested in SEO. I know you love that. So we invested great content, long content, non AI generated content as well. So we have some organic traffic. The last big chunk of the acquisition is coming by LinkedIn both on organic and then we use leadership ads. You know where we can boost my LinkedIn post or boost the post of the users to just reach bigger audience. And on top of that we have a lot of retargeting. I think that's a mistake. When startup do they never activate retargeting where it's the cheapest ad as of today. So we retarget a lot with very creative ads.
- [06:13]
A
You will on, on LinkedIn. The ads are on LinkedIn retargeting LinkedIn
- [06:16]
B
PMAX as well on Google Ads, you know and, and, and meta and then word of mouth. I think we see the big difference. When we got the product market fit we start to have way more referral and and so today we still have like between 10, 10 to 12 people going to referral and then LLM I I think it's very hard. I think the UTM ChatGPT is around 8% on the traffic but when you talk I think it's more around 20% traffic coming from LLM today.
- [06:44]
A
Interesting. So just to dive into this tactic. I mean this is not an easy keyword to rank for best call recording software. It's bringing in 2,100 organic clicks per month to your website. You know the flip side is if you were having to pay $10 per click for that traffic. This one tactic, this one post is worth 20 grand a month in terms of traffic. How did you get ranked for this? Did you use it external agency or is this internal?
- [07:07]
B
So we use internal but we have a very lean team. So you know, we raise around $20 million and we are 17 in the company today. So we work with a lot of full time or part time freelance. So there have been people working on the website. It's Maria and Greg that are the people behind these articles. They have been working part time so we pay by, by the hours. But they have been working for two years for us, for the company. Yep.
- [07:33]
A
And this is a very, they're smart. I mean it's a very long form, very educational, really well designed, good H1 tags. I mean all this stuff is checkboxing and it's now bringing in really, really nice traffic. So this is interesting. How do you come up with, you
- [07:45]
B
know, something to cut you on that I think Nathan. But something that is super relevant as well is we produce our own screenshots. Bottom we are trying the competition for real. So we are doing our own video of the competitions, our own screenshots so that try to make a difference in terms of people try to add image but they never have unique image, you know. And Google is a really huge fan when you bring something new, you know, to them. And so that's why we try to have also like having this unique piece of content. Yep, yep.
- [08:14]
A
Really, really interesting. What. And so how do you. Who's determining what keyword to go after in the first place? Is that you manually or someone else?
- [08:22]
B
So what we did, we did a big export of most of the competitions using the same tools as you are using. And then we export everything into a table. That was two years ago. So maybe it will be different with cloud code today. And then we sit down and we put like a ranking. I can share you the link if you want but basically it's like type of keyword, priority of the keyword and intent of purchase of that keyword. And then it creates like these different clusters and then we just full blast to be number one. What I always say is writing great content is one thing. Having backlink is super important as well. So the first year of the company was really chasing every other people to try to produce guest post, try to have interesting. So we have been posting more guest posts than our own article. So we have been posting article all around and, and that help a lot on our organic strategy.
- [09:13]
A
Guys, remember I am not just a YouTuber. I'm investing in my third fund. We've deployed $250 million into 550 software companies so far. Again@founderpath.com if you're interested in capital I would love to to cut you a check because I know you're investing in your education. You watch my show. So sign up@founderpath.com and when you get the onboarding email I reply and I see all those, just reply and say Nathan, I found you through YouTube and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com really interesting. What let's shift to paid for a second all in on all paid ads across all platforms. How much are you spending per month right now?
- [09:48]
B
Below 100k.
- [09:50]
A
Okay, okay. That's not okay. That's not, that's not terrible. So below a hundred K. And what are you trying to optimize for in terms of CAC payback?
- [09:56]
B
So we try to optimize for the lowest CAC at first or cpc but then we discover that it brings us less qualified people and it brings us a higher churn. So now what we really try to evaluate is a priority of the lead. So we have two events that we send back to Google Analytics or to Google gtm. So we have lead generated. So every time we capture an email on our website or onboarding funnel there is an event that is being sent and then we have lead prois. So we have our own engine of ranking that basically try to understand how big is a company using different proxy of data and then we give a ranking to that we use animal as well. So we have the sardines that are like single users. Then we have the dolphin between two users to 10 users and then we have the Waze above 10 users. And so for every ads both in my Google Analytics on my post hog I can see each campaign how many percentage of whales that bring me back, you know. And so today I know my whales is above like 2k or 3k a year on my product in terms of ACV. So I don't really care about the CAC for those people because I know they will make it and then my sales is happy to have them and then they use the product very well. So optimizing for a lower SCAC don't bring always the best result.
- [11:14]
A
Take me a bit into Churn for you guys. I mean I would guess Churn here is something like 5 to 7% monthly logo churn. What do you consider are good Churn.
- [11:24]
B
So for the self serve when people don't talk with my sales team we are more around 10%. That's like self serve. When they talk to my sales team I try to be below 3%. What I talk is monthly churn because yearly churn doesn't make sense in our unit economic because at the end the biggest churn is month one or month two. You know the day you start to use a product for two months you don't churn. At least in my audience it's the biggest challenge we have is adoptions at the end. And for us this is how many calls they did on the platform. Every people did more than five calls using my product never churn. But most of them still struggling to do these five poles.
- [12:03]
A
That's a huge takeaway too. As Jeremy just articulated clearly, most founders can't. If you know your activation metric then you focus relentlessly on getting the first five calls done. That's the best way obviously to tackle Churn. So Jeremy, nice takeaway there. Talk to me more about the phone. You said 750 signing up per week. That's 3,000amonth. Just go back to January last month. How many of the 3,000 and convert into a paid plan.
- [12:23]
B
So we have very high conversions. So today because it's a free trial, we have above 35% conversion. So when people enter to the funnel, people are putting the credit card and starting the trial.
- [12:33]
A
Wow.
- [12:34]
B
Wow. Why? Because we are cheaper than the competition and the product look nice. I will say. And we are onboarding paying customers. So from the sales led motion every salespeople in the company onboard between 60 to 80 company a month. So it's very high volume play. And then we always have like 200, 300 self serve people. But that metric is less relevant because we know the churn is higher. So I'm focusing mainly today having one touch point having a first call on the platform to onboard the user. So we are growing around 32% month over month since now six months.
- [13:10]
A
That's right. Is that. And if I convert that to dollars is that like you're adding something between like 20 and 30k of new MRR every month?
- [13:16]
B
Yeah, exactly. Yeah.
- [13:17]
A
Interesting.
- [13:18]
B
They take as well like 50% of the new of the revenue is coming from expansion because land and expand all the times they deploy. So you start with one license and you add three license. It's also like very important part.
- [13:29]
A
No, that makes a ton of sense. And so you've obviously been running this for a while. Just give us the start Date. When did you write the first line of code for the company?
- [13:35]
B
March 24, 2024.
- [13:38]
A
Okay. And sole founder or multiple founders?
- [13:41]
B
Solo founder. I raised a precede of 5 million alone and then I build a funding team. I didn't have a co founder and I didn't want to wait to find the perfect co founder to build the company. So I raised money and I convinced employee to join. And today they are almost associating the project. I'm still the biggest shareholder of the of the company after. After raising around 20 million.
- [14:02]
A
Can I ask how much you still own?
- [14:05]
B
Above 50%.
- [14:06]
A
Five. Zero. That's pretty good.
- [14:08]
B
Yeah, yeah. Above.
- [14:09]
A
Okay. Okay. That's great. That's great. What was, I mean a lot of you are wondering what the funding and equity markets are like right now. You just closed a 13 million seat in October. I mean what valuation did you get? What did you see out there? Maybe you talk about in terms of a ratio to your revenue, are you seeing 10x multiples out there? Are you seeing 50x multiples? What are you seeing?
- [14:25]
B
Yeah, yeah it was above 50x revenue. So what we've seen and why we raised. So when we raised we were at 1 million of revenue. Higher off.
- [14:33]
A
Congrats, that's exciting.
- [14:35]
B
So that was the first milestone that we put ourselves that gave us a lot of confidence to go to raise and we have been struggling so much the first 12 months of the company that when we succeed to everything connect people were like okay, now we have a stable business and you can grow.
- [14:48]
A
There's a lot of folks arguing in the age of AI one of the most important things is distribution and your ability to capture the attention of your icp. You've sort of arbitrage that because when you did your your round about a year ago, you actually got 30 leaders right in the mobile space coming in and participating in that round. So now they're naturally going to market your company. Walk me through how you executed that.
- [15:07]
B
So when I started the company, you know, you never know if you want to go full time on that idea or not. And so the playbook I find for myself was like I will pitch that to the best entrepreneurs I know and if they told me it's a great idea, I would have to move my house on this, you know. And so basically they all did. Not all, but I talk about 70 people, like 30 of them decided to invest in the company. And we talk about lovable CEO, we talk about 11 Labs CRO. Like we talk about very top minded people in my industry. And So I was a little bit trapped. You know, I was like okay, I pitch my id, they trust it and then it gives you a lot of confidence for pitching to investors. So I raised half a million from only friends and family business engine. But then when I got that it did like this network effect where all the VCs start to listen about my round and wanted to be part of it. And I was fully confident because if you convince a business engine you can convince any other VCs. The most difficult is to convince a business angel that work in the industry because you have so much learning and perceptions about your company rather than VCs are just passing deals.
- [16:13]
A
Interesting. Okay, so with that funding with the team today, 1717 people. How many total customers are you serving today?
- [16:20]
B
Around 5000. So 50000 customer.
- [16:25]
A
And how have you gotten. A lot of folks have a lot of customers but they're really bad at getting them to do online reviews. You've got over 1300 reviews. What are you doing to Inc. That
- [16:32]
B
behavior first is to ask a lot. I think people are. It's like the tips. You know when you go to a restaurant more you ask, more tips you get. So I think we always remind them after the sales meeting, after the first onboarding, after every ticket of support and then we have all the marketplace. So for example, if you go to HubSpot Marketplace this is where we try to get more reviews at the moment. So it's why HubSpot Marketplace because most of our customers are using HubSpot because you the value proposition of allo is all your calls are being recorded, transcribed and there is an AI agent that will update your CRM. So most of them is they use a CRM and they see the benefits. So one of the next focus is to really be number one in the in the HubSpot marketplace. So now we've put all our effort more to that platform for reviews.
- [17:17]
A
It's so smart, right? You can piggyback off other people's traffic if you can dominate the keywords. For HubSpot users searching for a dialer like this, you can win. Which is maybe less competitive than trying to rank for the number one on G2 for the same search terms less expensive as well.
- [17:30]
B
Less expensive.
- [17:31]
A
Do you pay G2 a lot of money?
- [17:33]
B
No, we never try because I believe like the traffic of Google is more qualified than G2. And my ACV like my competition in G2 are paying so much more than me. So I think I would never rank like Wing Central is paying $600 a leads on G2. I cannot compete for that.
- [17:52]
A
What are you doing in 10 years if all your dreams come true here? Building this company. What's it look like? What's the website say?
- [17:57]
B
Yeah, so Today we have one applications, I want 40 of them, you know. And when I look about Atlassian, when I look about Zoho, that's the type of company I want to build. Because every year I want to focus on another, building another bond, building another product, serving another. I think it's what keep you motivated, having like a suite of products. You never get tired as a funder or an engineer.
- [18:19]
A
Does it hurt your ability to cross sell the products when you're launching them each on their own domain name? Like they're not all driving traffic to one website. They're separate brands in that way.
- [18:28]
B
Yeah. So that was the vision what Atlassian built. For example, every product have their own brand that is stronger than the Atlassian brand. Because we want to have each product its own distribution. And then when you have a network of brand, you can play that as SEO purpose to just have a catalog of different apps. But we want every brand to be stronger then the first product need to be very strong. So that's why we invest a lot in Allo to bring the domain authority very high because it will benefit to the other brands.
- [18:57]
A
Interesting. We got to touch on AI here in the last two or three minutes. Is AI a threat to Allo?
- [19:02]
B
I mean it's opportunity because we built the AI version of our direct competitors. So what I see is today the software was mainly a dashboard. You know, most of the SAS industry was a dashboard where you pay your employee to just move the information around. With a product like Allo is like the employee can still use the same dashboard but then you have AI agents that is moving or doing action on your behalf. So I'm a huge fan of this new product categories I.e. result as a service, you know. And I think it's like moving from having a dashboard where you pay an employee to do actions. Now it's like a platform where AI agents are doing action on the side of your employee.
- [19:42]
A
Interesting. We'll obviously see what happens there. It'll be exciting I guess. Wrap up here and just talk to me about, you know, how you're investing the 12 million or 13 million seed that you just closed. You'll have 17 people on the team. You said you're at a million bucks of ARR today?
- [19:56]
B
No, it was a year ago.
- [19:57]
A
Ah, okay. What are you like 2 or 3 million now?
- [19:59]
B
We will finish at 10 this year.
- [20:01]
A
Oh, you're going to finish 2026 at 10 million?
- [20:03]
B
Yeah, I hope so.
- [20:04]
A
Is that a stretch? Is that a stretch goal? What are you at today?
- [20:07]
B
Yeah, we are around 30% of that today.
- [20:10]
A
Okay, well that's pretty. So you think you can triple this year? Why? Why so confident?
- [20:15]
B
50% of the demo convert into paying customers. So I'm winning most of my deals when my sales team is sitting in front of organic is growing naturally. So you've seen on Ashref. So basically the traffic we got last year will be 10x this year. So more of the metric is just if we have more people going up and we increase our price by selling more, increasing the acv, we will match that perspective.
- [20:38]
A
How many are on the team doing demos?
- [20:39]
B
We have two people, one in Europe and one in the U.S. so two
- [20:42]
A
people are doing on average 13 calls a week?
- [20:47]
B
No, each person doing 33. Zero.
- [20:51]
A
Ah, each person doing 35 per week.
- [20:53]
B
Yeah.
- [20:54]
A
Oh, wow. Okay. And so you're doing 70 calls per week?
- [20:57]
B
Yeah, more or less. And I still do on my side around 10 or 15. Yeah.
- [21:02]
A
So call it like 80, 90 per week and you're saying 30. So 30.
- [21:05]
B
100 GMO a week. That's. That's more or less where we try to go. And we unload 200 customer a month. That's more like the high volume.
- [21:13]
A
It's impressive. You figure out a way to make the economics work on that. Right, because you're converting people to the price point is only like 150 bucks a month. Right. When they go into about a 1500 ACV annually. Yeah, yeah. Interesting. Well, this is very cool story. You got to call in a year. Give us an update on your second and third product launch. Tell me if you break 10 million bucks of revenue. Jeremy, It's a lot of fun. If people want to follow up with you online, where can they find you?
- [21:33]
B
Yeah, they can find me on LinkedIn or download my product. I would give them a code with Nathan so they can go through Nathan landing page and they can use the product for free for a few months.
- [21:42]
A
Guys, the AI phone system for modern teams with allo.com left spendesk which was a unicorn and started building this in 2023 small friends and family round he gave 8%. 2024 did a 5 million pre seed call it 7017 dilution just wrapped up in October of 2025 is 13 million dollar seed round above. You know they traded at above a 15x ARR multiple. They broke about a million of ARR again in October. Now today we're recording In February of 2026, around caught 2 and a half, 3 million bucks of AR. Jeremy's goal triple this year. 10 million bucks of revenue again. His first product is aloe, but it's part of a holding company, the mobile first company. He hopes to roll out multiple lines of businesses, much like Zoho, much like Udo, much like Atlassian. We'll see what happens. He thousand customers today with his team of 17, folks. Jeremy, thanks for taking us to the top.
- [22:29]
B
Thanks, Nathan.
- [22:30]
A
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