Podcast Episode Summary
Podcast: SaaS Interviews with CEOs, Startups, Founders
Host: Nathan Latka
Guest: Jeremy Goyo, CEO & Founder of Allo / Mobile First Company
Episode: How Allo Reached $10M Revenue With 5,000 Customers
Date: April 1, 2026
Episode Overview
Nathan Latka interviews Jeremy Goyo, co-founder and CEO of the Mobile First Company and creator of Allo—a SaaS dialer designed for sales teams. The episode centers on how Jeremy and his team grew Allo to 5,000+ customers and a projected $10M in ARR, dug into their multi-product SaaS strategy, and surfaced practical lessons in product-led growth, paid and organic acquisition, churn reduction, and founder-led fundraising.
Key Discussion Points & Insights
The Origin and Vision of Allo & The Mobile First Company
- Multi-Product Strategy: The Mobile First Company is a holding company aimed at building a suite of modern, consumer-style SaaS products for traditionally underserved “boring” SMB sectors like retail and services.
- Jeremy: "So we help...smaller companies by building consumer like softwares with an affordable price. And so that's the vision of the Mobile first company..." [00:50]
- Market Opportunity Identified: Frustrated by the complexity in existing tools like RingCentral, Jeremy sensed an opportunity: "I was like okay, it's time to build something easier, more intuitive and better." [01:19]
Product, Pricing, and Go-To-Market Adjustments
- Transition to Team-Focused Sales & Rising ARPU:
- Started serving solo businesses at $18/mo, but pivoted to small teams (3-4 users), now averaging $160+/mo per customer. [03:20]
- Evolution from Pure PLG (Product-Led Growth) to Sales-Assist:
- By adding a “Book a Demo” button, Allo’s average contract value tripled and the team now blends self-serve and sales-assisted motions. [03:53–05:02]
- Jeremy: "Adding this level just increase our AC by 3x by just having a first salespeople in the company." [04:53]
Acquisition: Paid, Organic, and Referrals
- Channel Mix: Traffic comes from:
- Search (30%+ from Google keywords—especially “replacement” queries for competitors)
- SEO content (emphasis on original screenshots, videos, and strategic backlinks)
- LinkedIn (organic posts and retargeted leadership ads)
- Paid ads (Google, Meta, LinkedIn)
- Referrals and LLM/chatbot links ([05:15–06:44])
- SEO Best Practices:
- In-depth content created by long-term freelancers.
- Unique images, screenshots, and videos tailored per article.
- Aggressive guest-posting for backlinks.
- Jeremy: "We produce our own screenshots...Google is a really huge fan when you bring something new..." [07:45]
- Paid Acquisition: Monthly ad spend below $100k; now focused on quality, not just cost-per-click. Segmenting leads into “sardines,” “dolphins,” and “whales” based on company size. [09:48–11:14]
Activation, Churn, and Account Expansion
- Churn Lessons:
- Pure self-serve: ~10% monthly logo churn; with sales assist: <3%.
- Biggest churn risk is in the first months—activation is critical.
- Key metric: If users make 5+ calls on Allo, churn drops dramatically.
- Jeremy: "Every people did more than five calls using my product never churn." [11:23–12:03]
- Growth & Expansion Revenue:
- 32% M/M growth last 6 months; 50% of new revenue from land-and-expand—customers add licenses post-purchase. [13:09–13:28]
Funding Story and Cap Table
- Founder-Led Fundraising Journey: Jeremy started solo, raised a $5M pre-seed, and recently closed a $13M seed at a 50x revenue multiple, retaining 50%+ ownership. [13:35–14:24; 14:04]
- Jeremy: “I didn’t want to wait to find the perfect co founder...I raised money and I convinced employee to join. And today they are almost associating the project...” [13:40]
- Strategic Investor Network: Involved key industry leaders in seed round, which increased credibility and market pull. [15:06]
- Jeremy: "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..." [15:06]
Review Generation and Marketplace Strategy
- Getting Customer Reviews: Directly ask repeatedly post-sale, after onboarding, and support tickets; targeted now at HubSpot Marketplace for cross-platform discovery. [16:24–17:17]
- Marketplace Focus: Reviews matter more on CRMs (where the ICP searches) than on crowded, expensive G2. [17:17–17:31]
Product & Brand Portfolio Vision
- Atlassian-Inspired Multi-Product Roadmap: Long-term goal: 40+ apps, each with its own strong brand and domain, cross-leveraging authority/SEO. [17:56–18:57]
AI: Threat or Opportunity?
- AI as a Differentiator, Not a Threat:
- Allo’s core value is “AI agents performing actions”—moving from dashboards to results-as-a-service.
- Jeremy: "With a product like Allo...AI agents that is moving or doing action on your behalf. So I'm a huge fan of this new product categories..." [19:01]
Growth Metrics & Operational Details
- Key Numbers and Benchmarks:
- ~5,000–5,750 customers, 3,000 signups/mo, 35%+ paid conversion (assisted trial)
- 17-person team; $20M+ total funding
- Two main sales reps (one US, one EU) doing 30+ demos/week each [20:37–21:01]
- Goal: $10M ARR by end of 2026, up from $1M a year ago; now at $2.5–$3M ARR [20:00–20:10]
- High expansion: Land and expand drives half of new revenue [13:17]
Notable Quotes & Timestamps
-
On SaaS for SMBs:
"The Mobile first company, it's a suite of products to solve the most boring problem for the most boring businesses. So we help...smaller companies by building consumer like softwares with an affordable price."
— Jeremy Goyo [00:50] -
On Pricing and Expansion:
"It started to be at $18 per month...now we are targeting more on small teams...we are above now 160 USD per month."
— Jeremy [03:20] -
On Adding Sales-Assisted Motion:
"Adding this level just increase our AC by 3x by just having a first salespeople in the company."
— Jeremy [04:53] -
On SEO Strategy:
"We produce 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."
— Jeremy [07:45] -
On Lead Segmentation:
"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."
— Jeremy [10:26] -
On Churn & Activation:
"Every people did more than five calls using my product never churn...so the biggest challenge we have is adoptions at the end."
— Jeremy [12:03] -
On Funding & Ownership:
"I started the company alone...I'm still the biggest shareholder of the company after. After raising around 20 million."
— Jeremy [13:40; 14:04] -
On Raising From Industry Leaders:
"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...30 of them decided to invest in the company."
— Jeremy [15:06] -
On Marketplace Reviews:
"First is to ask a lot...after the first onboarding, after every ticket of support and then we have all the marketplace...One of the next focus is to really be number one in the in the HubSpot marketplace."
— Jeremy [16:32] -
On The Multi-Brand Future:
"Today we have one applications, I want 40 of them, you know...I think it's what keep you motivated, having like a suite of products."
— Jeremy [17:56] -
On AI’s Opportunity:
"With a product like Allo...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..."
— Jeremy [19:01]
Timestamps: Key Segments
| Timestamp | Topic/Segment | |---------------|--------------------------------------------------------------------------| | 00:50 | Company vision & multi-product strategy | | 03:20 | Pricing evolution and team focus | | 03:53–05:02 | Transition to sales-assisted model, impact on ACV | | 05:15–06:44 | Acquisition channel deep dive | | 07:45 | Unique SEO strategy: images, screenshots, and backlinking | | 09:48–11:14 | Paid ad strategy and CAC/lead segmentation | | 11:23–12:03 | Churn metrics and importance of activation | | 13:09–13:28 | Growth rate and expansion revenue | | 13:35–14:24 | Fundraising journey, founder equity, and cap table | | 15:06 | Strategic investor network building | | 16:24–17:17 | Review generation and HubSpot marketplace strategy | | 17:56–18:57 | Atlassian-like product roadmap and brand architecture | | 19:01 | Discussion on AI’s influence and positioning Allo as “results-as-a-service”| | 20:00–20:10 | Revenue targets, current ARR, and sales team structure |
Memorable Moments
- PLG Limitations & Power of Sales-Assist: Jeremy’s candid discussion of the limits of self-serve SaaS and the massive difference even a small sales team made.
- SEO Deep Dive: The methodical, resourceful approach to building authoritative, unique content—down to original competitor screenshots.
- Land-and-Expand Economics: The power of expansion revenue in driving sustainable, scalable SaaS growth.
- Founder’s Resilience: Jeremy’s solo founder journey; prioritizing progress over finding a “perfect” cofounder.
Follow Jeremy Goyo
- LinkedIn: Jeremy Goyo
- Allo website: allo.com
For Listeners:
This episode is a goldmine for SaaS founders keen to:
- Scale from MVP to $10M+ ARR,
- Mix PLG and sales-assisted approaches,
- Leverage content SEO and reviews for efficient customer acquisition,
- Structure high-leverage founding teams and fundraising sprints,
- Future-proof their SaaS in the era of AI and multi-brand strategies.