Scatterspoke and the Road to $10K MRR: Colleen Johnson - MicroConf Remote

[Music] [Music] um we're going to dive into our second um we're going to dive into our second um we're going to dive into our second keynote of the day keynote of the day keynote of the day and if you recall our first keynote was and if you recall our first keynote was and if you recall our first keynote was from corinne pope and that was on that from corinne pope and that was on that from corinne pope and that was on that first stage of first stage of first stage of getting to launch and having that first getting to launch and having that first getting to launch and having that first sale sale sale the second keynote that we're about to the second keynote that we're about to the second keynote that we're about to roll into talks about the next milestone roll into talks about the next milestone roll into talks about the next milestone that many of you in uh in the crowd are that many of you in uh in the crowd are that many of you in uh in the crowd are trying to achieve trying to achieve trying to achieve it's 10k mrr it's the point at where a it's 10k mrr it's the point at where a it's 10k mrr it's the point at where a lot of us can go full time lot of us can go full time lot of us can go full time we're gonna hear from colleen johnson we're gonna hear from colleen johnson we're gonna hear from colleen johnson she's an enterprise agile coach she's an enterprise agile coach she's an enterprise agile coach a speaker a trainer an entrepreneur a speaker a trainer an entrepreneur a speaker a trainer an entrepreneur she's the co-founder and the ceo of she's the co-founder and the ceo of she's the co-founder and the ceo of scatterspoke colleen thank you so much scatterspoke colleen thank you so much scatterspoke colleen thank you so much for joining me on microconf remote today for joining me on microconf remote today for joining me on microconf remote today thanks for having me here rob excellent thanks for having me here rob excellent thanks for having me here rob excellent i'll let you take it from here from here i'll let you take it from here from here i'll let you take it from here from here all right thank you well i do want to all right thank you well i do want to all right thank you well i do want to disagree with you rob and we can disagree with you rob and we can disagree with you rob and we can settle this in the in the q a but i do settle this in the in the q a but i do settle this in the in the q a but i do think mall rats was probably one of the think mall rats was probably one of the think mall rats was probably one of the best movies ever made so i disagree with best movies ever made so i disagree with best movies ever made so i disagree with the 20 the 20 the 20 000 budget okay well let's dig in here 000 budget okay well let's dig in here 000 budget okay well let's dig in here so what is scatterspoke scattersbook is so what is scatterspoke scattersbook is so what is scatterspoke scattersbook is a tool a tool a tool for um for online retrospectives and for um for online retrospectives and for um for online retrospectives and it's it's it's it's built to help agile teams have it's built to help agile teams have it's built to help agile teams have um continuous feedback about how they're um continuous feedback about how they're um continuous feedback about how they're working so that they can have honest working so that they can have honest working so that they can have honest conversations about what things are conversations about what things are conversations about what things are working and what needs to improve working and what needs to improve working and what needs to improve and and make adjustments to their and and make adjustments to their and and make adjustments to their process along the way so when we think about retrospectives so when we think about retrospectives they typically look something like this they typically look something like this they typically look something like this what didn't go well what what went well what didn't go well what what went well what didn't go well what what went well what didn't go well what can we improve what didn't go well what can we improve what didn't go well what can we improve they're um usually done in a room where they're um usually done in a room where they're um usually done in a room where everybody's together

everybody's together everybody's together with stickies on the wall and often done with stickies on the wall and often done with stickies on the wall and often done on a regular on a regular on a regular cadence and not for a lot of teams that cadence and not for a lot of teams that cadence and not for a lot of teams that are running scrum are running scrum are running scrum practices this is an every two week practices this is an every two week practices this is an every two week occurrence or at the end of each sprint occurrence or at the end of each sprint occurrence or at the end of each sprint you're reflecting back on the sprint and you're reflecting back on the sprint and you're reflecting back on the sprint and saying saying saying how did this work what can we change for how did this work what can we change for how did this work what can we change for teams that are teams that are teams that are running kanban or maybe longer running running kanban or maybe longer running running kanban or maybe longer running intervals intervals intervals they might do this monthly but it's a they might do this monthly but it's a they might do this monthly but it's a chance for the team to all come together chance for the team to all come together chance for the team to all come together and really have and really have and really have an honest conversation with each other an honest conversation with each other an honest conversation with each other so you might be thinking so you might be thinking so you might be thinking that's cool this is all cool why the that's cool this is all cool why the that's cool this is all cool why the hell would someone pay for this hell would someone pay for this hell would someone pay for this um which is a valid question um you know um which is a valid question um you know um which is a valid question um you know i think when i think when i think when from my experience and i've been in in from my experience and i've been in in from my experience and i've been in in the agile world for the agile world for the agile world for 10 years little over 10 years in the 10 years little over 10 years in the 10 years little over 10 years in the software industry for over 20 software industry for over 20 software industry for over 20 it sounds really straightforward get it sounds really straightforward get it sounds really straightforward get everybody together and get everybody everybody together and get everybody everybody together and get everybody talking but when you think about talking but when you think about talking but when you think about teams especially teams of software teams especially teams of software teams especially teams of software developers it can be very hard developers it can be very hard developers it can be very hard to get great honest feedback from people to get great honest feedback from people to get great honest feedback from people it can be even harder when you think it can be even harder when you think it can be even harder when you think about that interval of time between about that interval of time between about that interval of time between when something happens and when we get when something happens and when we get when something happens and when we get together to talk about it people forget together to talk about it people forget together to talk about it people forget um we want to sweep those emotions under um we want to sweep those emotions under um we want to sweep those emotions under the rug and not the rug and not the rug and not really have a you know have an honest really have a you know have an honest really have a you know have an honest conversation about what's going on conversation about what's going on conversation about what's going on um so it can be hard to feel like these um so it can be hard to feel like these um so it can be hard to feel like these are having any are having any are having any you know any actual impact on how we're you know any actual impact on how we're you know any actual impact on how we're working i think the other piece of this that i think the other piece of this that that's really important when you think that's really important when you think that's really important when you think about the tool that we're about the tool that we're about the tool that we're providing to teams is that you can have

providing to teams is that you can have providing to teams is that you can have the same conversation the same conversation the same conversation at every retrospective it can feel a at every retrospective it can feel a at every retrospective it can feel a little bit like groundhog's day little bit like groundhog's day little bit like groundhog's day probably dating myself with this movie probably dating myself with this movie probably dating myself with this movie reference too so you can end up having reference too so you can end up having reference too so you can end up having this this this same exact conversation where you're same exact conversation where you're same exact conversation where you're maybe talking about your maybe talking about your maybe talking about your you know issues with your ci cd pipeline you know issues with your ci cd pipeline you know issues with your ci cd pipeline or you're talking about or you're talking about or you're talking about issues with um with your qa efforts and issues with um with your qa efforts and issues with um with your qa efforts and wanting to move to automation but if wanting to move to automation but if wanting to move to automation but if you're doing this you're doing this you're doing this every two weeks and you're having the every two weeks and you're having the every two weeks and you're having the same conversation it's same conversation it's same conversation it's it's hard to feel like this is a it's hard to feel like this is a it's hard to feel like this is a productive use of anyone's time productive use of anyone's time productive use of anyone's time and what's worse is for a lot of and what's worse is for a lot of and what's worse is for a lot of organizations these organizations these organizations these these conversations are probably these conversations are probably these conversations are probably happening in with multiple small teams happening in with multiple small teams happening in with multiple small teams all at the same time everybody's talking all at the same time everybody's talking all at the same time everybody's talking about the same similar problems and we about the same similar problems and we about the same similar problems and we don't have a great way don't have a great way don't have a great way to connect the dots to see how we can to connect the dots to see how we can to connect the dots to see how we can improve those you know those pain points improve those you know those pain points improve those you know those pain points for the organization for the organization for the organization so like rob said this story isn't about so like rob said this story isn't about so like rob said this story isn't about the tool the tool the tool it's about the journey and how we got it's about the journey and how we got it's about the journey and how we got there um you are not mistaken there um you are not mistaken there um you are not mistaken that that first um image on our timeline that that first um image on our timeline that that first um image on our timeline here of our road to 10k is a coors light here of our road to 10k is a coors light here of our road to 10k is a coors light can can can so in 2015 my husband so in 2015 my husband so in 2015 my husband and i were hanging out one afternoon and i were hanging out one afternoon and i were hanging out one afternoon drinking coors light in the backyard drinking coors light in the backyard drinking coors light in the backyard and he said i really want um to learn and he said i really want um to learn and he said i really want um to learn more about how to build a real-time more about how to build a real-time more about how to build a real-time app so i want to learn node.js and app so i want to learn node.js and app so i want to learn node.js and angular angular angular and play around with and at the time i and play around with and at the time i and play around with and at the time i was moving into a consulting was moving into a consulting was moving into a consulting position and i was working with a lot of position and i was working with a lot of position and i was working with a lot of teams on how to build out

teams on how to build out teams on how to build out a portfolio portfolio kanban system that a portfolio portfolio kanban system that a portfolio portfolio kanban system that would help them track things like would help them track things like would help them track things like how to do exploratory testing on how to do exploratory testing on how to do exploratory testing on problems and solutions with users before problems and solutions with users before problems and solutions with users before building things building things building things um and i said you know this sounds this um and i said you know this sounds this um and i said you know this sounds this sounds fun let's try let's try to build sounds fun let's try let's try to build sounds fun let's try let's try to build something something something and it felt like a great way for him to and it felt like a great way for him to and it felt like a great way for him to get his hands dirty with get his hands dirty with get his hands dirty with the technology he was interested in and the technology he was interested in and the technology he was interested in and for me to really put my money where my for me to really put my money where my for me to really put my money where my where my mouth was i was teaching other where my mouth was i was teaching other where my mouth was i was teaching other teams how to do these things but had teams how to do these things but had teams how to do these things but had never never never built something on my own so it was built something on my own so it was built something on my own so it was really started with really started with really started with an opportunity to learn i knew the agile an opportunity to learn i knew the agile an opportunity to learn i knew the agile space really well space really well space really well and so i knew that there was this need and so i knew that there was this need and so i knew that there was this need for for for a way to have a retrospective where a way to have a retrospective where a way to have a retrospective where people could provide feedback people could provide feedback people could provide feedback anonymously anonymously anonymously and not be tied to the comments they and not be tied to the comments they and not be tied to the comments they were putting up on the stickies were putting up on the stickies were putting up on the stickies and then the other problem i kept seeing and then the other problem i kept seeing and then the other problem i kept seeing was that um was that um was that um in clients i was working with they would in clients i was working with they would in clients i was working with they would um constantly reschedule um constantly reschedule um constantly reschedule their their retrospectives especially if their their retrospectives especially if their their retrospectives especially if they were on a friday and people were they were on a friday and people were they were on a friday and people were out or they were down to the wire on a out or they were down to the wire on a out or they were down to the wire on a sprint deadline sprint deadline sprint deadline it was the first meeting to always get it was the first meeting to always get it was the first meeting to always get pushed off pushed off pushed off so i wanted to figure out how could we so i wanted to figure out how could we so i wanted to figure out how could we um how could we build something and test um how could we build something and test um how could we build something and test out you know these new technologies how out you know these new technologies how out you know these new technologies how could we build something i could use so could we build something i could use so could we build something i could use so it was very selfish that i could use it was very selfish that i could use it was very selfish that i could use with my clients to help with my clients to help with my clients to help make these retrospectives a better make these retrospectives a better make these retrospectives a better experience for for the teams experience for for the teams experience for for the teams um so sat around drank a bunch of coors um so sat around drank a bunch of coors um so sat around drank a bunch of coors light light light did exactly what corinne said and hopped did exactly what corinne said and hopped did exactly what corinne said and hopped on and tried to buy a domain on and tried to buy a domain on and tried to buy a domain and then we did the very important next and then we did the very important next and then we did the very important next step of

step of step of purchasing a shitload of stickers and purchasing a shitload of stickers and purchasing a shitload of stickers and then nothing happened so i got really then nothing happened so i got really then nothing happened so i got really focused on focused on focused on consulting um and used you know i consulting um and used you know i consulting um and used you know i continued to use the tool continued to use the tool continued to use the tool from my coaching perspective my husband from my coaching perspective my husband from my coaching perspective my husband john continued to tinker with it and john continued to tinker with it and john continued to tinker with it and play around with different play around with different play around with different technologies but we really didn't do a technologies but we really didn't do a technologies but we really didn't do a whole lot with the tool whole lot with the tool whole lot with the tool for about a year it was really cool for about a year it was really cool for about a year it was really cool because it was because it was because it was an opportunity for me to keep using it an opportunity for me to keep using it an opportunity for me to keep using it with people in here real-time feedback with people in here real-time feedback with people in here real-time feedback and i would come home with that and say and i would come home with that and say and i would come home with that and say you know people want to be able to vote you know people want to be able to vote you know people want to be able to vote or want to be able to group on items or want to be able to group on items or want to be able to group on items or create an action item and so we were or create an action item and so we were or create an action item and so we were slowly adding new things but never slowly adding new things but never slowly adding new things but never still never really had the intent of still never really had the intent of still never really had the intent of turning this into an turning this into an turning this into an actual business it was still just actual business it was still just actual business it was still just something that was for both of us something that was for both of us something that was for both of us both of us to learn how to how to put both of us to learn how to how to put both of us to learn how to how to put all of this all of this all of this into practice so into practice so into practice so the next step for us um around 2017 the next step for us um around 2017 the next step for us um around 2017 um was actually we started to see that um was actually we started to see that um was actually we started to see that using our using our using our google analytics that we had a fair google analytics that we had a fair google analytics that we had a fair amount of of amount of of amount of of people coming to the site we that was people coming to the site we that was people coming to the site we that was all we could track we didn't have all we could track we didn't have all we could track we didn't have the concept of a user so we said why the concept of a user so we said why the concept of a user so we said why don't we don't we don't we go ahead and create a simple way to go ahead and create a simple way to go ahead and create a simple way to register register register before you can access the boards still before you can access the boards still before you can access the boards still everything was completely free there was everything was completely free there was everything was completely free there was you know no charges or credit cards or you know no charges or credit cards or you know no charges or credit cards or subscriptions or anything at that point subscriptions or anything at that point subscriptions or anything at that point it was just a way to collect email it was just a way to collect email it was just a way to collect email addresses um and addresses um and addresses um and i was the one that was very reluctant to

i was the one that was very reluctant to i was the one that was very reluctant to have any kind of user registration for have any kind of user registration for have any kind of user registration for the longest time i wanted to make sure the longest time i wanted to make sure the longest time i wanted to make sure that this was simple to use i was very that this was simple to use i was very that this was simple to use i was very scared that scared that scared that if we made it harder to you know if we if we made it harder to you know if we if we made it harder to you know if we made it harder to get in and use the made it harder to get in and use the made it harder to get in and use the tool quickly that people would just tool quickly that people would just tool quickly that people would just stop using it and what we found was stop using it and what we found was stop using it and what we found was quite the opposite we just saw the quite the opposite we just saw the quite the opposite we just saw the the number of registered users going up the number of registered users going up the number of registered users going up and up and up and up and up and up and up in 2017. we closed 2017 out with about in 2017. we closed 2017 out with about in 2017. we closed 2017 out with about 12 000 users and 12 000 users and 12 000 users and um what was really funny when current um what was really funny when current um what was really funny when current was talking about feedback was talking about feedback was talking about feedback was that year we also installed drift so was that year we also installed drift so was that year we also installed drift so that we could that we could that we could look so we could start to communicate look so we could start to communicate look so we could start to communicate with people if they were having issues with people if they were having issues with people if they were having issues if they had feedback if they had feedback if they had feedback like curran said um we had some really like curran said um we had some really like curran said um we had some really rough rough rough feedback there for a while probably one feedback there for a while probably one feedback there for a while probably one of the funniest moments i think was of the funniest moments i think was of the funniest moments i think was like her campfire story we were sitting like her campfire story we were sitting like her campfire story we were sitting around and had somebody pop on and say around and had somebody pop on and say around and had somebody pop on and say um your ui looks like it looks like um your ui looks like it looks like um your ui looks like it looks like it was built by a drunk it was built by a drunk it was built by a drunk intern we had some fun moments intern we had some fun moments intern we had some fun moments that that were a little painful but that that that were a little painful but that that that were a little painful but that combination combination combination in 2017 of creating a user account and in 2017 of creating a user account and in 2017 of creating a user account and being able to communicate with users and being able to communicate with users and being able to communicate with users and track users track users track users and then also have drift on the site so and then also have drift on the site so and then also have drift on the site so we were getting feedback and we were getting feedback and we were getting feedback and understanding what problems they were understanding what problems they were understanding what problems they were running into kind of changed running into kind of changed running into kind of changed everything for us um the funny part everything for us um the funny part everything for us um the funny part about having drift on there was about having drift on there was about having drift on there was towards the end of 2017 we had somebody towards the end of 2017 we had somebody towards the end of 2017 we had somebody pop on drift pop on drift pop on drift and um it was kind of creepy at first

and um it was kind of creepy at first and um it was kind of creepy at first they were looking for me specifically they were looking for me specifically they were looking for me specifically and invited me to come speak at a big and invited me to come speak at a big and invited me to come speak at a big agile conference agile conference agile conference in brussels belgium in 2018. in brussels belgium in 2018. in brussels belgium in 2018. so we got super excited and we saw this so we got super excited and we saw this so we got super excited and we saw this as a way um as a way um as a way um to launch a new version of the site that to launch a new version of the site that to launch a new version of the site that would start to charge would start to charge would start to charge and we used that experience of keynoting and we used that experience of keynoting and we used that experience of keynoting and being on stage in brussels is kind and being on stage in brussels is kind and being on stage in brussels is kind of this kicking off point so that was in of this kicking off point so that was in of this kicking off point so that was in february of 2018 so we spent really like february of 2018 so we spent really like february of 2018 so we spent really like the entire holiday season leading up to the entire holiday season leading up to the entire holiday season leading up to that trying to get that trying to get that trying to get a complete redesign of the site up with a complete redesign of the site up with a complete redesign of the site up with new logos new new logos new new logos new just a completely brand new um interface just a completely brand new um interface just a completely brand new um interface that we ended up launching alongside that we ended up launching alongside that we ended up launching alongside that agile conference in belgium that agile conference in belgium that agile conference in belgium so we started charging and we kept the so we started charging and we kept the so we started charging and we kept the free version free version free version but we always we made it we made some of but we always we made it we made some of but we always we made it we made some of the other features basically the other features basically the other features basically um subscription only and um when we um subscription only and um when we um subscription only and um when we when we launched all of this we were when we launched all of this we were when we launched all of this we were pretty close to 20 pretty close to 20 pretty close to 20 000 registered users and we started to 000 registered users and we started to 000 registered users and we started to see some small conversions see some small conversions see some small conversions um i think at that time you know it was um i think at that time you know it was um i think at that time you know it was like just as many people that would like just as many people that would like just as many people that would subscribe would cancel a month later so subscribe would cancel a month later so subscribe would cancel a month later so we were still we were still we were still missing something and we were continuing missing something and we were continuing missing something and we were continuing to communicate with people through drift to communicate with people through drift to communicate with people through drift get feedback about the tool um and get feedback about the tool um and get feedback about the tool um and really start to understand what things really start to understand what things really start to understand what things were missing were missing were missing i would say around the same time in 2018 i would say around the same time in 2018 i would say around the same time in 2018 we saw a ton of other retrospectives we saw a ton of other retrospectives we saw a ton of other retrospectives tools start to enter the market and tools start to enter the market and tools start to enter the market and charge so it was kind of validating for charge so it was kind of validating for charge so it was kind of validating for us that this was us that this was us that this was this was something that could become an this was something that could become an this was something that could become an actual business because we were starting

actual business because we were starting actual business because we were starting to see some to see some to see some competition we were also pretty excited competition we were also pretty excited competition we were also pretty excited around you know the competition that was around you know the competition that was around you know the competition that was coming coming coming into the space took a very different into the space took a very different into the space took a very different approach to retrospectives than what we approach to retrospectives than what we approach to retrospectives than what we were doing and so it gave were doing and so it gave were doing and so it gave us kind of a unique a uniqueness in the us kind of a unique a uniqueness in the us kind of a unique a uniqueness in the industry industry industry so in 2018 we kind of we saw a lot of so in 2018 we kind of we saw a lot of so in 2018 we kind of we saw a lot of use usage go up new accounts coming in use usage go up new accounts coming in use usage go up new accounts coming in um started to see some of those convert um started to see some of those convert um started to see some of those convert but it wasn't like but it wasn't like but it wasn't like we were going to quit our day jobs we were going to quit our day jobs we were going to quit our day jobs anytime soon it was still very slow growth growth and then um in 2019 i think we were both and then um in 2019 i think we were both and then um in 2019 i think we were both starting to feel like um we were i think starting to feel like um we were i think starting to feel like um we were i think we were both just distracted to be we were both just distracted to be we were both just distracted to be honest honest honest um i was leaving my consulting career um i was leaving my consulting career um i was leaving my consulting career and starting my own consulting business and starting my own consulting business and starting my own consulting business my husband was working for um a big my husband was working for um a big my husband was working for um a big uh cryptocurrency exchange uh cryptocurrency exchange uh cryptocurrency exchange and so we were both kind of getting and so we were both kind of getting and so we were both kind of getting focused in very different places focused in very different places focused in very different places and i think feeling a little bit like and i think feeling a little bit like and i think feeling a little bit like this just wasn't gonna work especially this just wasn't gonna work especially this just wasn't gonna work especially not not not on nights and weekends um and all of the on nights and weekends um and all of the on nights and weekends um and all of the sudden we got a request sudden we got a request sudden we got a request from a huge company that wanted to buy 2 from a huge company that wanted to buy 2 from a huge company that wanted to buy 2 000 000 000 licenses um and we were like oh my god licenses um and we were like oh my god licenses um and we were like oh my god what's happening what's happening what's happening where is this coming from um this is where is this coming from um this is where is this coming from um this is never you know we didn't really even never you know we didn't really even never you know we didn't really even know how to do enterprise pricing know how to do enterprise pricing know how to do enterprise pricing we were googling for enterprise we were googling for enterprise we were googling for enterprise contracts contracts contracts we didn't have a lawyer we didn't have we didn't have a lawyer we didn't have we didn't have a lawyer we didn't have you know we just really were not ready you know we just really were not ready you know we just really were not ready to do to do to do any of this but super it like any of this but super it like any of this but super it like reinvigorated reinvigorated reinvigorated all of our energy around trying to make

all of our energy around trying to make all of our energy around trying to make this into this into this into an amazing business um so we went down an amazing business um so we went down an amazing business um so we went down the path of contract negotiation with the path of contract negotiation with the path of contract negotiation with this big company this big company this big company um to get them set up with 2000 licenses um to get them set up with 2000 licenses um to get them set up with 2000 licenses and a big part of that was and a big part of that was and a big part of that was we just didn't have a lot of um we just didn't have a lot of um we just didn't have a lot of um infrastructure in place to support a infrastructure in place to support a infrastructure in place to support a large large large organization yet so we had to build out organization yet so we had to build out organization yet so we had to build out like an admin portal to manage like an admin portal to manage like an admin portal to manage teams and accounts we had to build out teams and accounts we had to build out teams and accounts we had to build out single sign-on we had all of these single sign-on we had all of these single sign-on we had all of these things that this company wanted things that this company wanted things that this company wanted us to build as part of this contract us to build as part of this contract us to build as part of this contract that was actually that was actually that was actually in a lot of ways forcing us to an actual in a lot of ways forcing us to an actual in a lot of ways forcing us to an actual product market fit that we just didn't product market fit that we just didn't product market fit that we just didn't have before i think have before i think have before i think it was it was a cool way for us to learn it was it was a cool way for us to learn it was it was a cool way for us to learn and experiment and experiment and experiment in both of our areas of expertise but in both of our areas of expertise but in both of our areas of expertise but for up until this point in time a lot of for up until this point in time a lot of for up until this point in time a lot of what we were doing was what we were doing was what we were doing was was playing um i would get ideas and was playing um i would get ideas and was playing um i would get ideas and want to try something john would get want to try something john would get want to try something john would get ideas and want to try something ideas and want to try something ideas and want to try something different different different and so um until we have this big and so um until we have this big and so um until we have this big enterprise deal staring enterprise deal staring enterprise deal staring staring us down um with all these custom staring us down um with all these custom staring us down um with all these custom requests requests requests it really helped us see what do we need it really helped us see what do we need it really helped us see what do we need uh to sell into these large uh to sell into these large uh to sell into these large organizations organizations organizations going forward so i think we didn't going forward so i think we didn't going forward so i think we didn't really find our product market fit really find our product market fit really find our product market fit until just last year so going in to this year so so going in to this year so we are part of the 2020 tiny seed cohort we are part of the 2020 tiny seed cohort we are part of the 2020 tiny seed cohort and we've had a bunch of of great things and we've had a bunch of of great things and we've had a bunch of of great things happen happen happen this year so we've been able to focus on this year so we've been able to focus on this year so we've been able to focus on on this on this on this business full time now we have been able

business full time now we have been able business full time now we have been able to to to invest in marketing which we had never invest in marketing which we had never invest in marketing which we had never spent any money on spent any money on spent any money on in the past we've gone down the road of in the past we've gone down the road of in the past we've gone down the road of getting getting getting a lot of security things shored up that a lot of security things shored up that a lot of security things shored up that we hadn't done we hadn't done we hadn't done in the past and we're on track to close in the past and we're on track to close in the past and we're on track to close two more large enterprise deals this two more large enterprise deals this two more large enterprise deals this year we've closed three smaller year we've closed three smaller year we've closed three smaller enterprise deals enterprise deals enterprise deals since coming on um or since the since coming on um or since the since coming on um or since the beginning of 2020 so we're on beginning of 2020 so we're on beginning of 2020 so we're on track to hit uh 10k mrr hopefully next track to hit uh 10k mrr hopefully next track to hit uh 10k mrr hopefully next month month month and expect to close those two enterprise and expect to close those two enterprise and expect to close those two enterprise deals before the year deals before the year deals before the year is over and that will pretty much double is over and that will pretty much double is over and that will pretty much double where we're at where we're at where we're at in terms of mrr so we're super excited in terms of mrr so we're super excited in terms of mrr so we're super excited this path has been kind of a crazy road this path has been kind of a crazy road this path has been kind of a crazy road for us of for us of for us of um a lot of ups and downs and it was um a lot of ups and downs and it was um a lot of ups and downs and it was interesting to hear sherry talk because interesting to hear sherry talk because interesting to hear sherry talk because i was thinking about some of that i was thinking about some of that i was thinking about some of that emotional rollercoaster that you feel of emotional rollercoaster that you feel of emotional rollercoaster that you feel of um being super excited and having a ton um being super excited and having a ton um being super excited and having a ton of wind in your sails and having that of wind in your sails and having that of wind in your sails and having that totally knocked out of you um you know a totally knocked out of you um you know a totally knocked out of you um you know a couple days later it is a lot of couple days later it is a lot of couple days later it is a lot of ups and downs but we feel like now we're ups and downs but we feel like now we're ups and downs but we feel like now we're really on this great trajectory really on this great trajectory really on this great trajectory and a lot of that came from landing that and a lot of that came from landing that and a lot of that came from landing that big enterprise deal that helped us sort big enterprise deal that helped us sort big enterprise deal that helped us sort out out out um what do big companies want and what um what do big companies want and what um what do big companies want and what do they need and for do they need and for do they need and for our particular sas model um that's our particular sas model um that's our particular sas model um that's that's the bus that's the that's the bus that's the that's the bus that's the sale that we want to go after we want to sale that we want to go after we want to sale that we want to go after we want to really target these large enterprises really target these large enterprises really target these large enterprises there's a lot of easy ways and other there's a lot of easy ways and other there's a lot of easy ways and other free tools available free tools available free tools available that are in our space for small teams that are in our space for small teams that are in our space for small teams but there's not a lot but there's not a lot but there's not a lot available that helps big organizations available that helps big organizations available that helps big organizations connect these problems across the connect these problems across the connect these problems across the organization the way that scattersbook

organization the way that scattersbook organization the way that scattersbook does does does so we're super excited that's everything so we're super excited that's everything so we're super excited that's everything i've got oh one more i've got oh one more i've got oh one more um and that's what's what's next for us um and that's what's what's next for us um and that's what's what's next for us so going into 2021 we're continuing to so going into 2021 we're continuing to so going into 2021 we're continuing to focus on these large enterprises focus on these large enterprises focus on these large enterprises and really trying to find alignment with and really trying to find alignment with and really trying to find alignment with some different agile frameworks things some different agile frameworks things some different agile frameworks things like scaled agile like scaled agile like scaled agile um there's a couple new players in the um there's a couple new players in the um there's a couple new players in the market around different frameworks for market around different frameworks for market around different frameworks for large large large organizations going through organizations going through organizations going through transformation efforts um another big transformation efforts um another big transformation efforts um another big focus for us focus for us focus for us going into 2021 is integrations so we're going into 2021 is integrations so we're going into 2021 is integrations so we're we've already got thing we've got we've already got thing we've got we've already got thing we've got integrations with slack and with integrations with slack and with integrations with slack and with jira we're going to focus heavily on jira we're going to focus heavily on jira we're going to focus heavily on adding a lot more adding a lot more adding a lot more integrations to that list going into integrations to that list going into integrations to that list going into next year and continuing to target these next year and continuing to target these next year and continuing to target these these big enterprise contracts these big enterprise contracts these big enterprise contracts that's everything i've got that's our that's everything i've got that's our that's everything i've got that's our road to 10k mrr road to 10k mrr road to 10k mrr we'll go ahead and kick it back to you we'll go ahead and kick it back to you we'll go ahead and kick it back to you rob all right thank you so much colleen we all right thank you so much colleen we are going to have um are going to have um are going to have um some audience questions coming through some audience questions coming through some audience questions coming through and before we do that and before we do that and before we do that i have a couple for you so i have a couple for you so i have a couple for you so i appreciate your thoughts on mall rats i appreciate your thoughts on mall rats i appreciate your thoughts on mall rats however however however so kevin smith's first film was clerks so kevin smith's first film was clerks so kevin smith's first film was clerks and it was a black and white film that and it was a black and white film that and it was a black and white film that he made for like 25k of credit card debt he made for like 25k of credit card debt he made for like 25k of credit card debt yeah and so i i own i'm like the the yeah and so i i own i'm like the the yeah and so i i own i'm like the the comic book nerds who i own comic book nerds who i own comic book nerds who i own i think they call the unholy trilogy i think they call the unholy trilogy i think they call the unholy trilogy right mall rats chasing amy and uh and right mall rats chasing amy and uh and right mall rats chasing amy and uh and dogma dogma dogma um and he's another one that like didn't

um and he's another one that like didn't um and he's another one that like didn't ask for permission you know and he went ask for permission you know and he went ask for permission you know and he went off and started his own podcast network off and started his own podcast network off and started his own podcast network because he got tired of because he got tired of because he got tired of cow towing to uh to hollywood so cow towing to uh to hollywood so cow towing to uh to hollywood so all right what was the budget from all all right what was the budget from all all right what was the budget from all rats rats rats i think it was a quarter million dollars i think it was a quarter million dollars i think it was a quarter million dollars oh yeah it was pretty small oh yeah it was pretty small oh yeah it was pretty small no no that's actually incorrect maul no no that's actually incorrect maul no no that's actually incorrect maul rats was like five or six million rats was like five or six million rats was like five or six million and he didn't like having so much money and he didn't like having so much money and he didn't like having so much money because he had to blow it because he had to blow it because he had to blow it and then he when he came back to make and then he when he came back to make and then he when he came back to make chasing amy he made it for a quarter chasing amy he made it for a quarter chasing amy he made it for a quarter million dollars million dollars million dollars and that was again it was like he and that was again it was like he and that was again it was like he preferred to be that scrappy preferred to be that scrappy preferred to be that scrappy bootstrapper to not be on the hook for bootstrapper to not be on the hook for bootstrapper to not be on the hook for that huge budget and feel all the that huge budget and feel all the that huge budget and feel all the pressure it's kind of like raising pressure it's kind of like raising pressure it's kind of like raising venture capital right venture capital right venture capital right you raise one million versus yeah you you raise one million versus yeah you you raise one million versus yeah you know your bootstrap or you raise 100k know your bootstrap or you raise 100k know your bootstrap or you raise 100k it's like such a different it's like such a different it's like such a different such a different game have you seen such a different game have you seen such a different game have you seen clerks yes definitely clerks yes definitely clerks yes definitely i've seen them what are you doing what i've seen them what are you doing what i've seen them what are you doing what do you like rats or clerks do you like rats or clerks do you like rats or clerks i like moderates better than clerks but i like moderates better than clerks but i like moderates better than clerks but dogma is definitely my favorite dogma is definitely my favorite dogma is definitely my favorite yeah yeah i think mine too uh producer yeah yeah i think mine too uh producer yeah yeah i think mine too uh producer xander can i get a little more of xander can i get a little more of xander can i get a little more of colleen in my monitor i'm having trouble colleen in my monitor i'm having trouble colleen in my monitor i'm having trouble hearing her a little bit hearing her a little bit hearing her a little bit all right so i'm curious um oh we have all right so i'm curious um oh we have all right so i'm curious um oh we have awesome i was gonna start asking you my awesome i was gonna start asking you my awesome i was gonna start asking you my questions but i'd love to get live questions but i'd love to get live questions but i'd love to get live questions from the audience questions from the audience questions from the audience so first question from james mcbrian he so first question from james mcbrian he so first question from james mcbrian he says says says what were the key changes that opened up what were the key changes that opened up what were the key changes that opened up the enterprise pipeline for you the enterprise pipeline for you the enterprise pipeline for you you know i'm i don't know if i have a you know i'm i don't know if i have a you know i'm i don't know if i have a really solid answer here we really solid answer here we really solid answer here we um i think starting to so i started um i think starting to so i started um i think starting to so i started really doing a lot of public speaking in really doing a lot of public speaking in really doing a lot of public speaking in 2017 and speaking at conferences 2017 and speaking at conferences 2017 and speaking at conferences we had still until this year haven't we had still until this year haven't we had still until this year haven't spent any money on advertising that spent any money on advertising that spent any money on advertising that includes even just google adwords includes even just google adwords includes even just google adwords um so all of our users and all of our um so all of our users and all of our um so all of our users and all of our traffic came from traffic came from traffic came from um presenting at conferences word of

um presenting at conferences word of um presenting at conferences word of mouth people seeing reviews on different mouth people seeing reviews on different mouth people seeing reviews on different networks networks networks um or hearing other you know other um or hearing other you know other um or hearing other you know other coaches or scrum masters talking about coaches or scrum masters talking about coaches or scrum masters talking about what do you use for retros um so i think what do you use for retros um so i think what do you use for retros um so i think a lot of what opened up that a lot of what opened up that a lot of what opened up that opportunity for us enterprise-wise has opportunity for us enterprise-wise has opportunity for us enterprise-wise has been um been um been um these tight-knit communities and karen these tight-knit communities and karen these tight-knit communities and karen talked about this too of like finding talked about this too of like finding talked about this too of like finding your audience finding who are the people your audience finding who are the people your audience finding who are the people that that that are the ones going to search for a tool are the ones going to search for a tool are the ones going to search for a tool so that so that so that you can really target having a presence you can really target having a presence you can really target having a presence in that in that space and so for us in that in that space and so for us in that in that space and so for us that's a lot of things that's a lot of things that's a lot of things linkedin is like facebook fragile linkedin is like facebook fragile linkedin is like facebook fragile coaches it's kind of funny coaches it's kind of funny coaches it's kind of funny um and then there's a lot of different um and then there's a lot of different um and then there's a lot of different forums that are very specific to agile forums that are very specific to agile forums that are very specific to agile practices practices practices and how to run great retros where we've and how to run great retros where we've and how to run great retros where we've made sure that we made sure that we made sure that we are our voices heard in those forms too are our voices heard in those forms too are our voices heard in those forms too so i people just so i people just so i people just have found us through things like that have found us through things like that have found us through things like that very cool and i'm curious um you talked very cool and i'm curious um you talked very cool and i'm curious um you talked about about about the competition that started springing the competition that started springing the competition that started springing up and charging in up and charging in up and charging in uh well i can't see your slide but i uh well i can't see your slide but i uh well i can't see your slide but i forget if it was 20 17 or 18 time frame forget if it was 20 17 or 18 time frame forget if it was 20 17 or 18 time frame was that you mentioned it was motivating was that you mentioned it was motivating was that you mentioned it was motivating um was it also intimidating um was it also intimidating um was it also intimidating a bit or was it only positive for you oh a bit or was it only positive for you oh a bit or was it only positive for you oh my god it's still my god it's still my god it's still intimidating it's that that hasn't gone intimidating it's that that hasn't gone intimidating it's that that hasn't gone away and i think i away and i think i away and i think i you know it's been it's been interesting you know it's been it's been interesting you know it's been it's been interesting because we came out with like because we came out with like because we came out with like 39 a month plan and then we dropped it 39 a month plan and then we dropped it 39 a month plan and then we dropped it to 29 and then we dropped it to 25 to 29 and then we dropped it to 25 to 29 and then we dropped it to 25 and at one point you know before we and at one point you know before we and at one point you know before we signed that big contract we were like signed that big contract we were like signed that big contract we were like let's just make it 19 a month we've been let's just make it 19 a month we've been let's just make it 19 a month we've been all over the place all over the place all over the place in terms of what took a charge and what in terms of what took a charge and what in terms of what took a charge and what does that include does that include does that include um and even just pushed out some new

um and even just pushed out some new um and even just pushed out some new changes in april around our pricing changes in april around our pricing changes in april around our pricing um i think that's been a good lesson and um i think that's been a good lesson and um i think that's been a good lesson and part of the tiny seed mentor program is part of the tiny seed mentor program is part of the tiny seed mentor program is that that that that's okay and that's a normal kind of that's okay and that's a normal kind of that's okay and that's a normal kind of journey for a startup to take is to journey for a startup to take is to journey for a startup to take is to continue to play around with that continue to play around with that continue to play around with that pricing but pricing but pricing but um we spent a lot of time initially um we spent a lot of time initially um we spent a lot of time initially looking at our competitors and saying looking at our competitors and saying looking at our competitors and saying what do we have that they have or what what do we have that they have or what what do we have that they have or what do they have that we don't have and how do they have that we don't have and how do they have that we don't have and how do we price do we price do we price according to to what they've got um i according to to what they've got um i according to to what they've got um i think not until this year would i say think not until this year would i say think not until this year would i say that we've gotten to the point where we that we've gotten to the point where we that we've gotten to the point where we don't care don't care don't care we don't care what they have or what we don't care what they have or what we don't care what they have or what they're charging i think we have a they're charging i think we have a they're charging i think we have a pretty good understanding of what we pretty good understanding of what we pretty good understanding of what we offer and what the value offer and what the value offer and what the value there is um especially knowing that it's there is um especially knowing that it's there is um especially knowing that it's an enterprise an enterprise an enterprise that's paying for it right it's not it's that's paying for it right it's not it's that's paying for it right it's not it's not often somebody pulling out their own not often somebody pulling out their own not often somebody pulling out their own credit card credit card credit card um to pay for our tool so knowing that um to pay for our tool so knowing that um to pay for our tool so knowing that we're we're we're yeah keep going keep going with that yeah keep going keep going with that yeah keep going keep going with that yeah so knowing that it's like a big yeah so knowing that it's like a big yeah so knowing that it's like a big enterprise that's writing a check for an enterprise that's writing a check for an enterprise that's writing a check for an entire year of service or license seats entire year of service or license seats entire year of service or license seats it's kind of changed our approach to it's kind of changed our approach to it's kind of changed our approach to what we charge what we charge what we charge and i think that that's given us a and i think that that's given us a and i think that that's given us a little bit more confidence in where little bit more confidence in where little bit more confidence in where we're at now and i think more we're at now and i think more we're at now and i think more flexibility in continuing to change it flexibility in continuing to change it flexibility in continuing to change it going forward going forward going forward yeah and that's such a big i mean part yeah and that's such a big i mean part yeah and that's such a big i mean part of the key part of what you just said is of the key part of what you just said is of the key part of what you just said is you used to be really concerned about you used to be really concerned about you used to be really concerned about what your competitors were pricing and what your competitors were pricing and what your competitors were pricing and how they were arranging that how they were arranging that how they were arranging that and now you're kind of confident that and now you're kind of confident that and now you're kind of confident that you're doing the right thing based on you're doing the right thing based on you're doing the right thing based on your customers your customers your customers that's such a part of product market fit that's such a part of product market fit that's such a part of product market fit that people don't realize or don't talk that people don't realize or don't talk that people don't realize or don't talk about is once you have about is once you have about is once you have the confidence in um in what you're the confidence in um in what you're the confidence in um in what you're doing and what the feedback you're doing and what the feedback you're doing and what the feedback you're getting and it's just working and you're getting and it's just working and you're getting and it's just working and you're signing these big deals signing these big deals signing these big deals that is again a component of you know that is again a component of you know that is again a component of you know what i would i would call product market

what i would i would call product market what i would i would call product market fit because until you're fit because until you're fit because until you're starting to feel decent about your starting to feel decent about your starting to feel decent about your pricing i don't i don't think that you pricing i don't i don't think that you pricing i don't i don't think that you have that have that have that yeah yeah and it's hard to i think it's yeah yeah and it's hard to i think it's yeah yeah and it's hard to i think it's hard you know we even had a huge company hard you know we even had a huge company hard you know we even had a huge company come to us at one point and ask come to us at one point and ask come to us at one point and ask for a quote for an enterprise contract for a quote for an enterprise contract for a quote for an enterprise contract when we provided them a number when we provided them a number when we provided them a number um the person on the on the phone was um the person on the on the phone was um the person on the on the phone was like i don't understand how you can like i don't understand how you can like i don't understand how you can charge that much it's just a whiteboard charge that much it's just a whiteboard charge that much it's just a whiteboard tool like it's just sticky notes and so tool like it's just sticky notes and so tool like it's just sticky notes and so we you know we got defensive i think we you know we got defensive i think we you know we got defensive i think initially and we were like initially and we were like initially and we were like oh no but here's all the other things oh no but here's all the other things oh no but here's all the other things that could do and here's how it's useful that could do and here's how it's useful that could do and here's how it's useful and then it was like you know what and then it was like you know what and then it was like you know what um thank you for your feedback and you um thank you for your feedback and you um thank you for your feedback and you know explore other options and if you know explore other options and if you know explore other options and if you change your mind come back to us change your mind come back to us change your mind come back to us um so it's it's hard the pricing game is um so it's it's hard the pricing game is um so it's it's hard the pricing game is a hard one to i think find a hard one to i think find a hard one to i think find find that groove and feel confident like find that groove and feel confident like find that groove and feel confident like you said that that what you're offering you said that that what you're offering you said that that what you're offering matches up with what you're charging yep matches up with what you're charging yep matches up with what you're charging yep yeah it's so easy to be so fragile it's yeah it's so easy to be so fragile it's yeah it's so easy to be so fragile it's like like like um yeah it's like your feelings or your um yeah it's like your feelings or your um yeah it's like your feelings or your ego are tied up in it i mean every time ego are tied up in it i mean every time ego are tied up in it i mean every time i've launched a new i've launched a new i've launched a new product or service or conference or product or service or conference or product or service or conference or accelerator or anything accelerator or anything accelerator or anything it's just the first like five it's just the first like five it's just the first like five conversations you have when people don't conversations you have when people don't conversations you have when people don't like it you're like oh no this is never like it you're like oh no this is never like it you're like oh no this is never gonna work we can't possibly make this gonna work we can't possibly make this gonna work we can't possibly make this work but work but work but you know obviously obviously you do you know obviously obviously you do you know obviously obviously you do because you're on the road to 10k here because you're on the road to 10k here because you're on the road to 10k here we have a question from dominic taylor we have a question from dominic taylor we have a question from dominic taylor and he says how do you know when to and he says how do you know when to and he says how do you know when to leave leave leave the day job how do you think about that the day job how do you think about that the day job how do you think about that weighing that you know that because we weighing that you know that because we weighing that you know that because we all have responsibilities and everything all have responsibilities and everything all have responsibilities and everything yeah it's super hard i mean um actually yeah it's super hard i mean um actually yeah it's super hard i mean um actually joining tiny seed was the catalyst for joining tiny seed was the catalyst for joining tiny seed was the catalyst for us to be able to make that happen us to be able to make that happen us to be able to make that happen um i had i had branched off and started um i had i had branched off and started um i had i had branched off and started doing consulting doing consulting doing consulting you know under my own business uh about you know under my own business uh about you know under my own business uh about two years ago and that really helped me

two years ago and that really helped me two years ago and that really helped me make the jump into making scatterspoke make the jump into making scatterspoke make the jump into making scatterspoke our full-time our full-time our full-time you know our full-time business so we you know our full-time business so we you know our full-time business so we started to tiptoe into other ways i started to tiptoe into other ways i started to tiptoe into other ways i think to supplement income to get us think to supplement income to get us think to supplement income to get us there and there and there and now my husband's full-time on this as now my husband's full-time on this as now my husband's full-time on this as well but it's it's hard i mean i think well but it's it's hard i mean i think well but it's it's hard i mean i think that there's that there's that there's there's all these things right of there's all these things right of there's all these things right of understanding what your threshold is understanding what your threshold is understanding what your threshold is feeling like you have enough sucked away feeling like you have enough sucked away feeling like you have enough sucked away in case things don't work out for a in case things don't work out for a in case things don't work out for a couple months i mean for couple months i mean for couple months i mean for i would say up until 2019 we were i would say up until 2019 we were i would say up until 2019 we were spending more just on like hosting and spending more just on like hosting and spending more just on like hosting and emailing services than we were ever emailing services than we were ever emailing services than we were ever making on the tool so it's been pretty making on the tool so it's been pretty making on the tool so it's been pretty new to be new to be new to be even marginally profitable let alone to even marginally profitable let alone to even marginally profitable let alone to the point where we could the point where we could the point where we could thinking about supporting our family thinking about supporting our family thinking about supporting our family this way so taking the tiny seed this way so taking the tiny seed this way so taking the tiny seed investment definitely helped us get investment definitely helped us get investment definitely helped us get there even though there even though there even though we've been spending that on other things we've been spending that on other things we've been spending that on other things as well but as well but as well but i think there's a lot of personal i think there's a lot of personal i think there's a lot of personal factors that go into that around what factors that go into that around what factors that go into that around what your threshold is for your threshold is for your threshold is for for risk and what does your day job look for risk and what does your day job look for risk and what does your day job look like right i mean that was a big factor like right i mean that was a big factor like right i mean that was a big factor for me of for me of for me of um you know at any time i can jump back um you know at any time i can jump back um you know at any time i can jump back into coaching and teaching into coaching and teaching into coaching and teaching and helping helping agile teams and so i and helping helping agile teams and so i and helping helping agile teams and so i think think think you also have to weigh what the climate you also have to weigh what the climate you also have to weigh what the climate looks like for the industry that you're looks like for the industry that you're looks like for the industry that you're in so that if you need to in so that if you need to in so that if you need to if you need to go back that option's on if you need to go back that option's on if you need to go back that option's on the table the table the table yeah i think that's a good way to think yeah i think that's a good way to think yeah i think that's a good way to think about it i mean i think the about it i mean i think the about it i mean i think the there's probably three or four cases there's probably three or four cases there's probably three or four cases where i think of people leaving where i think of people leaving where i think of people leaving or the road to leaving the day job one or the road to leaving the day job one or the road to leaving the day job one is and i know is and i know is and i know i have friends and colleagues who've i have friends and colleagues who've i have friends and colleagues who've done exactly these one is you save up done exactly these one is you save up done exactly these one is you save up enough money that you don't need to enough money that you don't need to enough money that you don't need to work for 18 months and then you try to work for 18 months and then you try to work for 18 months and then you try to do it and that's a little scary and most do it and that's a little scary and most do it and that's a little scary and most people can't do it but that's one way people can't do it but that's one way people can't do it but that's one way another is to raise a small amount of another is to raise a small amount of another is to raise a small amount of funding to cover yourself for the 12 to

funding to cover yourself for the 12 to funding to cover yourself for the 12 to 18 months 18 months 18 months another is to spare step your way up and another is to spare step your way up and another is to spare step your way up and either use either use either use products other products or use products other products or use products other products or use consulting to kind of transition that consulting to kind of transition that consulting to kind of transition that and the fourth one really is to have a and the fourth one really is to have a and the fourth one really is to have a partner you know a supportive partner partner you know a supportive partner partner you know a supportive partner who's kind of willing to support you who's kind of willing to support you who's kind of willing to support you during that so it's figuring out other during that so it's figuring out other during that so it's figuring out other streams of revenue streams of revenue streams of revenue um to do it and then knowing your own um to do it and then knowing your own um to do it and then knowing your own you know some people are willing you know some people are willing you know some people are willing the story of like customer.io they had the story of like customer.io they had the story of like customer.io they had almost no revenue and they like both almost no revenue and they like both almost no revenue and they like both quit their day jobs and that would freak quit their day jobs and that would freak quit their day jobs and that would freak me the hell me the hell me the hell out like i didn't do i mean i had eight out like i didn't do i mean i had eight out like i didn't do i mean i had eight grand a month coming in before i quit my grand a month coming in before i quit my grand a month coming in before i quit my day job and it was enough to cover the day job and it was enough to cover the day job and it was enough to cover the mortgage and all the stuff and that i mortgage and all the stuff and that i mortgage and all the stuff and that i think it just depends on maybe risk think it just depends on maybe risk think it just depends on maybe risk tolerance you know tolerance you know tolerance you know yeah and i think that's compounded right yeah and i think that's compounded right yeah and i think that's compounded right when it's a husband and wife when it's a husband and wife when it's a husband and wife um founder situation because it's like um founder situation because it's like um founder situation because it's like if this fails we're both out of a job so if this fails we're both out of a job so if this fails we're both out of a job so there's some interesting pressure added there's some interesting pressure added there's some interesting pressure added by that by that by that absolutely all right another question absolutely all right another question absolutely all right another question from george i nikolev he says from george i nikolev he says from george i nikolev he says what was it was a tough one actually i'm what was it was a tough one actually i'm what was it was a tough one actually i'm curious to hear you take what was the curious to hear you take what was the curious to hear you take what was the key to nailing down key to nailing down key to nailing down product market fit for you um product market fit for you um product market fit for you um honestly listening you know i think this honestly listening you know i think this honestly listening you know i think this is is is i think one of the things that's been i think one of the things that's been i think one of the things that's been kind of challenging in in building this kind of challenging in in building this kind of challenging in in building this product is i am super close to the users product is i am super close to the users product is i am super close to the users and super i and super i and super i am the demographic right that we're am the demographic right that we're am the demographic right that we're sewing too so i get excited and i get sewing too so i get excited and i get sewing too so i get excited and i get all these ideas about things that i want all these ideas about things that i want all these ideas about things that i want to build and that i want to do and that to build and that i want to do and that to build and that i want to do and that i want to see i want to see i want to see um and i think when we go down that path um and i think when we go down that path um and i think when we go down that path often especially often especially often especially you know i get excited about the you know i get excited about the you know i get excited about the features my husband gets excited about features my husband gets excited about features my husband gets excited about the technology and starts building all the technology and starts building all the technology and starts building all these things and these things and these things and you know it takes us then we end up with you know it takes us then we end up with you know it takes us then we end up with like a six month release which is

like a six month release which is like a six month release which is not really very agile when you think not really very agile when you think not really very agile when you think about it's not what we coach other about it's not what we coach other about it's not what we coach other people to do people to do people to do um we build these huge releases that um we build these huge releases that um we build these huge releases that take forever to get out the door take forever to get out the door take forever to get out the door and we're doing you know a hail mary and we're doing you know a hail mary and we're doing you know a hail mary once we put those out to find out if once we put those out to find out if once we put those out to find out if it's it's it's stuff that people like um and honestly stuff that people like um and honestly stuff that people like um and honestly like production is the most expensive like production is the most expensive like production is the most expensive place you can test out an idea place you can test out an idea place you can test out an idea so one of the things that i think has so one of the things that i think has so one of the things that i think has really helped us is not building so much really helped us is not building so much really helped us is not building so much stuff until people ask for it and that stuff until people ask for it and that stuff until people ask for it and that that enterprise deal that we got at the that enterprise deal that we got at the that enterprise deal that we got at the beginning of 2018 really set us up for beginning of 2018 really set us up for beginning of 2018 really set us up for that that that we had to shelve a bunch of stuff that we had to shelve a bunch of stuff that we had to shelve a bunch of stuff that we were excited to build we were excited to build we were excited to build and listen to what they wanted us to add and listen to what they wanted us to add and listen to what they wanted us to add to the tool in order to support a 2000 to the tool in order to support a 2000 to the tool in order to support a 2000 person organization and that you know it person organization and that you know it person organization and that you know it kind of changed things for us and also kind of changed things for us and also kind of changed things for us and also helped us going forward with other helped us going forward with other helped us going forward with other contracts so contracts so contracts so now when we go to the table and start to now when we go to the table and start to now when we go to the table and start to work with these large enterprises one of work with these large enterprises one of work with these large enterprises one of the first things we ask is the first things we ask is the first things we ask is are there things that aren't in the tool are there things that aren't in the tool are there things that aren't in the tool that you're interested in having added that you're interested in having added that you're interested in having added to the tool to the tool to the tool and even if it's you know we've had we and even if it's you know we've had we and even if it's you know we've had we have a recent one that was a laundry have a recent one that was a laundry have a recent one that was a laundry list of stuff list of stuff list of stuff and when we came to them with a price to and when we came to them with a price to and when we came to them with a price to add it all they said just add this one add it all they said just add this one add it all they said just add this one thing thing thing um but now we have a you know we have a um but now we have a you know we have a um but now we have a you know we have a whole backlog of other things they'd whole backlog of other things they'd whole backlog of other things they'd like to see added that are probably like to see added that are probably like to see added that are probably things other organizations want added to things other organizations want added to things other organizations want added to so a big part of it i think is just been so a big part of it i think is just been so a big part of it i think is just been listening like finding who who's our listening like finding who who's our listening like finding who who's our optimal customer optimal customer optimal customer and listening to their needs yep very and listening to their needs yep very and listening to their needs yep very nice nice nice all right a reminder to folks in uh all right a reminder to folks in uh all right a reminder to folks in uh in remote um click the question button in remote um click the question button in remote um click the question button and submit your own question if you have and submit your own question if you have and submit your own question if you have any questions for colleen we have any questions for colleen we have any questions for colleen we have almost another five minutes to go i have

almost another five minutes to go i have almost another five minutes to go i have another question um this one from jack another question um this one from jack another question um this one from jack dempsey dempsey dempsey how have you navigated the challenges of how have you navigated the challenges of how have you navigated the challenges of being married to your co-founder being married to your co-founder being married to your co-founder any tactics strategies or principle to any tactics strategies or principle to any tactics strategies or principle to help principals to help make this work help principals to help make this work help principals to help make this work well lots more coors light clearly we're well lots more coors light clearly we're well lots more coors light clearly we're in colorado in colorado in colorado so that helps um no so that helps um no so that helps um no in all honesty i think some of the in all honesty i think some of the in all honesty i think some of the things that we've really figured out things that we've really figured out things that we've really figured out help us help us help us are um things that i think would help are um things that i think would help are um things that i think would help any co-found like co-founders we try to any co-found like co-founders we try to any co-found like co-founders we try to um we use jira for our work we have a um we use jira for our work we have a um we use jira for our work we have a kanban board where we track kanban board where we track kanban board where we track priorities we use that with our priorities we use that with our priorities we use that with our contractors um whether it's marketing contractors um whether it's marketing contractors um whether it's marketing folks now or dev folks folks now or dev folks folks now or dev folks we try to communicate in slack a lot we try to communicate in slack a lot we try to communicate in slack a lot even though we're sitting usually even though we're sitting usually even though we're sitting usually two feet apart from each other so we use two feet apart from each other so we use two feet apart from each other so we use slack for everything so that we can see slack for everything so that we can see slack for everything so that we can see what each other's what each other's what each other's communicating especially when it's like communicating especially when it's like communicating especially when it's like third-party contractors so that third-party contractors so that third-party contractors so that i know if he's told the developer you i know if he's told the developer you i know if he's told the developer you don't have to build this thing don't have to build this thing don't have to build this thing that way i don't yell at them later and that way i don't yell at them later and that way i don't yell at them later and then we also block off times we block then we also block off times we block then we also block off times we block off different times during the week off different times during the week off different times during the week where we either look at the backlog where we either look at the backlog where we either look at the backlog together we look at our metrics together together we look at our metrics together together we look at our metrics together um because i think um because i think um because i think it can be like we both get like i said it can be like we both get like i said it can be like we both get like i said we both get excited about the things we both get excited about the things we both get excited about the things that we're passionate that we're passionate that we're passionate about and kind of go down different about and kind of go down different about and kind of go down different paths and we've we've had that paths and we've we've had that paths and we've we've had that bite us in the ass before where we're bite us in the ass before where we're bite us in the ass before where we're both going so far away from what each both going so far away from what each both going so far away from what each other's working on other's working on other's working on because we assume we're go you know we because we assume we're go you know we because we assume we're go you know we assume because we're in the same house assume because we're in the same house assume because we're in the same house we're going down the same road and and we're going down the same road and and we're going down the same road and and we're not we're not we're not and so we try to um going into this year and so we try to um going into this year and so we try to um going into this year set up some more regular check-ins where set up some more regular check-ins where set up some more regular check-ins where we're making sure that we're working we're making sure that we're working we're making sure that we're working together on the same things and our together on the same things and our together on the same things and our priorities are lining up

priorities are lining up priorities are lining up um and then the kids aren't there we um and then the kids aren't there we um and then the kids aren't there we have three kids have three kids have three kids so it's it's chaos here right now with so it's it's chaos here right now with so it's it's chaos here right now with kids being home from school and kids being home from school and kids being home from school and daycare's being closed so um it's i daycare's being closed so um it's i daycare's being closed so um it's i think that makes it even more important think that makes it even more important think that makes it even more important to carve out specific time to take care to carve out specific time to take care to carve out specific time to take care of those tasks on a regular of those tasks on a regular of those tasks on a regular basis sounds like lots of communication basis sounds like lots of communication basis sounds like lots of communication yeah we have a question from hector de yeah we have a question from hector de yeah we have a question from hector de pareda and he says pareda and he says pareda and he says how do you decide to target small how do you decide to target small how do you decide to target small business smaller medium-sized businesses business smaller medium-sized businesses business smaller medium-sized businesses versus big corporations as a versus big corporations as a versus big corporations as a bootstrapped company bootstrapped company bootstrapped company in your experience which are the pros in your experience which are the pros in your experience which are the pros and cons and cons and cons of each um so for us i think of each um so for us i think of each um so for us i think we still target those small small to we still target those small small to we still target those small small to medium businesses and we we have a lot medium businesses and we we have a lot medium businesses and we we have a lot of them using the tool now of them using the tool now of them using the tool now and i would say a lot of those kind of and i would say a lot of those kind of and i would say a lot of those kind of tend to sit in the like hundred user tend to sit in the like hundred user tend to sit in the like hundred user seat type of bucket um the organization seat type of bucket um the organization seat type of bucket um the organization might be bigger but might be bigger but might be bigger but it tends to be like 100 licenses that it tends to be like 100 licenses that it tends to be like 100 licenses that they're looking for um and they're they're looking for um and they're they're looking for um and they're awesome to work with we get a ton of awesome to work with we get a ton of awesome to work with we get a ton of feedback from them i think you know feedback from them i think you know feedback from them i think you know we're getting to the point now where we're getting to the point now where we're getting to the point now where we've got a few small small we've got a few small small we've got a few small small medium sized businesses where we can medium sized businesses where we can medium sized businesses where we can kind of experiment with them kind of experiment with them kind of experiment with them so like we're we're pushing out a beta so like we're we're pushing out a beta so like we're we're pushing out a beta version of a canvas board that's more version of a canvas board that's more version of a canvas board that's more like a white board like a white board like a white board um where you can post things and they're um where you can post things and they're um where you can post things and they're not in columns not in columns not in columns and it'll still pull all that you know and it'll still pull all that you know and it'll still pull all that you know pull all of that back into our analytics pull all of that back into our analytics pull all of that back into our analytics and and and um we can push that now out to some of um we can push that now out to some of um we can push that now out to some of these smaller businesses and these smaller businesses and these smaller businesses and and test it with them and get feedback and test it with them and get feedback and test it with them and get feedback from them and that's a cool relationship from them and that's a cool relationship from them and that's a cool relationship to have that i think would be a little to have that i think would be a little to have that i think would be a little harder to do harder to do harder to do when there's two that you know two when there's two that you know two when there's two that you know two thousand users um but for us

thousand users um but for us thousand users um but for us you know a lot of uh and and they tend you know a lot of uh and and they tend you know a lot of uh and and they tend to onboard quicker i would say that's to onboard quicker i would say that's to onboard quicker i would say that's the other piece with small to medium the other piece with small to medium the other piece with small to medium business business business businesses is it's pretty self-service businesses is it's pretty self-service businesses is it's pretty self-service they can kick that off there's not a they can kick that off there's not a they can kick that off there's not a long contract long contract long contract so we love that part of it it's kind of so we love that part of it it's kind of so we love that part of it it's kind of instant revenue instant revenue instant revenue enterprises tend to take a long time i enterprises tend to take a long time i enterprises tend to take a long time i mean these can be like up to six months mean these can be like up to six months mean these can be like up to six months of of of back and forth legal security reviews um back and forth legal security reviews um back and forth legal security reviews um but once we do finally close those i but once we do finally close those i but once we do finally close those i mean it like mean it like mean it like like i said it'll two enterprise deals like i said it'll two enterprise deals like i said it'll two enterprise deals doubles our mmr where we're at right now doubles our mmr where we're at right now doubles our mmr where we're at right now so um i think that's the other part so um i think that's the other part so um i think that's the other part that's kind of you know from uh that's kind of you know from uh that's kind of you know from uh from a focused perspective we want to from a focused perspective we want to from a focused perspective we want to keep focusing on these enterprise deals keep focusing on these enterprise deals keep focusing on these enterprise deals because they're because they're because they're they're a lot more lucrative and then they're a lot more lucrative and then they're a lot more lucrative and then they're usually a year-long contract if they're usually a year-long contract if they're usually a year-long contract if not not not three so that tends to be another piece three so that tends to be another piece three so that tends to be another piece that these big companies want to buy a that these big companies want to buy a that these big companies want to buy a tool for tool for tool for for like a three-year minimum um so once for like a three-year minimum um so once for like a three-year minimum um so once we go through the long road to get there we go through the long road to get there we go through the long road to get there we're really locked into that revenue we're really locked into that revenue we're really locked into that revenue for for for a decent amount of time yeah i think a decent amount of time yeah i think a decent amount of time yeah i think that's good perspective i mean the sales that's good perspective i mean the sales that's good perspective i mean the sales cycles are really long with enterprise cycles are really long with enterprise cycles are really long with enterprise but man the churn is just but man the churn is just but man the churn is just they don't want to change unless there's they don't want to change unless there's they don't want to change unless there's a real problem they sign these long a real problem they sign these long a real problem they sign these long contracts contracts contracts and there's this other thing i'll say and there's this other thing i'll say and there's this other thing i'll say versus going after versus going after versus going after small medium versus enterprise is if you small medium versus enterprise is if you small medium versus enterprise is if you can build a business that actually can build a business that actually can build a business that actually has a i call it a dual funnel where you has a i call it a dual funnel where you has a i call it a dual funnel where you have people coming in paying a low price have people coming in paying a low price have people coming in paying a low price and high volume and you can build up and high volume and you can build up and high volume and you can build up like a nice brand but then you also have like a nice brand but then you also have like a nice brand but then you also have the enterprises coming in the enterprises coming in the enterprises coming in that's an amazing business those are the that's an amazing business those are the that's an amazing business those are the ones i see growing the fastest so drip ones i see growing the fastest so drip ones i see growing the fastest so drip was like that where we had a 50 was like that where we had a 50 was like that where we had a 50 starter plan but we had people coming in starter plan but we had people coming in starter plan but we had people coming in paying us a thousand dollars a month paying us a thousand dollars a month paying us a thousand dollars a month when they had a huge

when they had a huge when they had a huge list uh squad cast who we'll hear from a list uh squad cast who we'll hear from a list uh squad cast who we'll hear from a little later little later little later you know it's podcast recording and they you know it's podcast recording and they you know it's podcast recording and they of course have the fly fisherman of course have the fly fisherman of course have the fly fisherman who's paying them 15 a month and then who's paying them 15 a month and then who's paying them 15 a month and then you might have a huge you know uh you might have a huge you know uh you might have a huge you know uh you can imagine like a podcast network you can imagine like a podcast network you can imagine like a podcast network coming in and paying them thousands a coming in and paying them thousands a coming in and paying them thousands a month month month those funnels are really quite amazing those funnels are really quite amazing those funnels are really quite amazing so so so all right colleen thank you so much all right colleen thank you so much all right colleen thank you so much we're at time i really appreciate you we're at time i really appreciate you we're at time i really appreciate you coming on to microcomp remote today coming on to microcomp remote today coming on to microcomp remote today yeah thank you for having me this was yeah thank you for having me this was yeah thank you for having me this was [Music] great great you