Guillaume Moubeche
@GuillaumeMbh
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$0 to $20M ARR in 5 years bootstrapped | I share tips on how to grow a profitable SaaS | Founder & CEO @lempirehq (lemlist, lemcal, taplio, tweethunter)
Paris, France
Joined March 2017
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A $1000 investment gave me a 10,000x return
and I became a multi-millionaire at the age of 29.
A playbook for every college kid to become a millionaire in their 20s🧵
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Each employee of my company will be a millionaire in the next 5 years.
4 years back, I started it with $1000.
It's now valued at $150M and does $20M in ARR.💰
The story of how I built lemlist (& lempire)! 🧵
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$10 client: "Would it be possible to change your terms and conditions? We also need a discount btw"
$100,000 client: "Money sent, thanks"
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How to become a millionaire in the next 2 years:
1- Pick a SaaS in any crowded market
2- Build the same SaaS but for one specific niche
3- Build a community serving that specific niche
4- Grow your SaaS to $40k in MRR
5- Sell your SaaS for 7 figures on Microacquire
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Unpopular opinion:
Your personal Growth curve at a bootstrapped startup is higher than at a VC backed one.
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Unicorns are cool but profitable and bootstrapped startups are ten times cooler ❤️
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I have 100x more respect for a bootstrapped startup making $10k/month than a pre-revenue startup that raised $10M
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You don't need an idea to start a startup.
Find a problem you want to solve.
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1K
Ahrefs just crossed $100M ARR being bootstrapped - I talked to their CMO for 1 hour - here are the 13 reasons for their success (
#10
surprised me)
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Entrepreneur raising $1m pre-revenue: *10s of press articles - Forbes 30 under 30*
Bootstrapped entrepreneur who crossed $1m in revenue: *Who the fuck is that guy?*
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If you're bootstrapping a profitable startup: you've already won!
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What are the best investment you've made?
Personally: I invested $334 to create my bootstrapped startup in 2018 - now it's worth $150,000,000 😅
#bootstrapping4thewin
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I'm more impressed by a bootstrapped startup that's doing a few million $ in profit than by a "unicorn" that raised 100s of millions and that is not profitable.
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Bootstrapping a startup is kinda like running a marathon but with flip-flops.
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Good morning to everyone who's bootstrapping their startup ❤️
Drop a win below so we can celebrate you! 🎉
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Classes I wish they taught in high school:
• Critical thinking
• How to search online
• Money management and investment
• Sales
• How to communicate effectively
• How to build a website
• Cooking
• Meditation
• Networking
• Marketing
What would you add?
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Unpopular opinion: I prefer Google spreadsheets to Excel
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Why do entrepreneurs get more support from random people they met online than they do from their friends and family?
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Bootstrapping your startup is the best way to build the future you want ❤️
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Startup playbook:
• Find a problem you can solve
• Narrow it down for a specific segment
• Build the solution to that problem
• Talk to your customers daily
Everything else is just overcomplication.
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Future prediction:
Buying small SaaS businesses (~$10k MRR) to grow them and sell them will become a trend.
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Making $5k MRR with your SaaS means that you're sitting on an asset worth a quarter of million
Think about that for a second...
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To get from $0 to $700,000 ARR, it took us 21 months
Now, in the last month, we added $700,000 new ARR 🤯
What took us 21 months when we started now only takes us 1 month
Everything you’re doing now for your business will have an impact later
It takes time ...
Be patient ...
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I get most of my creative ideas from cleaning dishes or while I'm taking a shower - What about you?
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You want to learn how to be patient?
Practice organic marketing daily 😂
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Everyone has the most brilliant idea until they start executing.
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Steps to SaaS millions:
Step 1 - Pick a SaaS in a niche market
Step 2 - Build vertically in this market
Step 3 - Create a community
Step 4 - Scale to $40K MRR
Step 5 - Sell your SaaS for $1M+
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We need to celebrate bootstrapping more 🎉
Tag a founder that is bootstrapping or tag yourself if you're a bootstrapper 👇
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Unpopular opinion: I still prefer Google Docs to Notion (when it comes to writing)
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If you’re a bootstrapping startup, you won't be getting media attention...
BUT you can drop a win below so we can celebrate you! 🎉
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The fastest way to become a millionaire is to bootstrapped your SaaS to $30k MRR and sell it on Microacquire.
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The entrepreneur's paradox:
When you succeed, everyone "knew" you were going to make it!
But, when you started, no one actually believed in you...
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Being a bootstrapped entrepreneur will force you to build great habits from day 1 if you want to succeed.
For me it was:
- talking to our customers
- doing sales
- doing marketing
- writing
- networking
What about you?
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#1
startup misconception:
You're bootstrapping your startup because investors rejected you...
Me: Nah bro - I just like my freedom and being profitable 🚀
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Last week I started being more active on Twitter.
So far so good Mum - people are lovely and I'm making tons of new friends 😂
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I’ve met with hundreds of bootstrapped entrepreneurs in the last 4 years.
Their advice helped me reach $10M in ARR.
Here’s the best of the best.
👇 Thread 👇
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3.5 years ago, we started
@lemlist
with $1000
Today, we just crossed $10M in ARR, fully bootstrapped
I wrote an article on all we’ve done during the past years to grow without any funding, and how we almost killed the company (twice) 👇
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Friend A:
• 200k+ followers on Twitter
• Gets huge engagement when he tweets
• Struggle to grow his business past $300k per year
Friend B:
• Most of his accounts on social media are inactive
• $10m+ in ARR
• $4m profit last year
What you see is not always what it is...
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You didn't bootstrapped your startup if you started with millions of $ in your bank account...
Sorry but that's a fact.
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I see people flexing on Twitter because they have 100k+ followers but have never made a single dollar online.
I also see founders of $100,000,000 startups with almost no followers...
What you see ain't always what it is 🚀
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If you're looking for a nice work-life balance and a 9 to 5 job, don't join a startup.
Startups are about speed of execution, grind, hustle, tough times, stress, pressure, long hours, extra miles, consistency...
Startups are the opposite of an easy life.
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Who's working this weekend?
Leave a link on what you're building 👇
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More people would become entrepreneurs if they understood that making money is directly linked to helping people.
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Flodesk went from 0 to $15M ARR in 2.5 years bootstrapped - I talked to their CEO for 1 hour - here are the 14 reasons for their success 🧵
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As a bootstrapped founder I prefer 100x more a happy customer, than a press article 😇
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Here are a few examples of bootstrapped startups that became unicorns:
• MailChimp
• Atlassian
• Zoho
• Mojang
• Shutterstock
Never let anyone tell you that you can't become a unicorn being bootstrapped ❤️
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Each of these niches has a million-dollar opportunity 👇
- Social Media Marketing
- Email Marketing
- CRM
- Payments
- Project Management
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Need a logo?
—> Canva is free
Need to learn new skills?
—> YouTube is free
Need to build an audience?
—> Twitter is free
Need a website?
—> Carrd is free
Need to sell?
—> Gumroad is free
All the excuses you've been making have just been solved.
❤️
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Reactions to my entrepreneurial journey:
2018: You really wanna fail another business?
2019: Your market is too competitive, you're just a nice to have.
2020: Cool growth hack but it won't last.
2021: Love what you're doing!
2022: Are you hiring?
Ignore the doubters ❤️
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To everyone thinking that you can't be rich if you're bootstrapped:
Every day, bootstrapped businesses are being sold for a life-changing amount of money on
@microacquire
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You don't need a business idea to get started.
You need to find a problem to solve.
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People want to build a $1M ARR startup overnight.
It's better to focus on building a $100/month SaaS and then increase your expectations.
Start small, and move step by step.
It's the easiest way not to get discouraged.
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Why do you think fundraising gets more press than bootstrapping?
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10 free chrome extensions that changed my life as an entrepreneur 👇
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Ultimate competitive advantage for an entrepreneur:
Rewiring your brain to become a “doer” rather than a “planner”:
Planner:
- Business plan
- Pitch deck
- 12-month pre-launch strategy
Doer:
- Daily customers' chat
- Ship a product before it's ready
- Write content every day
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We should celebrate bootstrapped and profitable startups 100x more than we celebrate a fundraising
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My favorite marketing strategy for bootstrapped entrepreneurs:
CONSISTENCY
No matter what you do, do it consistently over a long period of time and you'll win ❤️
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I founded 2 SaaS companies & became a millionaire at 29!
• Sold Lempod in 2020 - it did $600K in ARR.
• Currently growing Lemlist - does $20M in ARR & is valued at $150M.
But 5 yrs ago, I didn't know SHIT about running a business.
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As an early-stage bootstrapped entrepreneur you shouldn't delegate too early...
- I did customer support until we had 1000s of customers.
- I was the only one doing sales until we reached $1m in ARR
It's your role to be obsess with your customers' success 🚀
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We were 6 people when we reached $1M in ARR
We were 34 people when we reached $10M in ARR
You don't have to 10x your team if you want to 10x your revenue
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Your friend just started a business? Do this 👇
- Like their posts
- Share their posts
- Buy their product (if you can)
- Give them honest & specific feedback
- Support them
Most people will never admit or say that they need help but trust me, they do.
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Over the past months, I’ve been working on a book with one goal: to share all my learnings from building a $150M company in 3.5 years with just $1000.
Today, The $150M secret is finally LIVE on Product Hunt! Would love to have your feedback and support❤️
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- Raising $1M pre-revenue does not make you a millionaire
- Owning 100% equity in a profitable SaaS with $500K/year revenue does (will explain later)
Simple rule: If you cannot sell, it doesn't count.
If I had to start over to become a millionaire, here's what I'd do 👇
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Stop wasting hours choosing platforms to use.
Design - Canva
Email - Gsuite
Cold email - lemlist
Editor - Notion
Domain - Google domains
Website - Webflow
Automation - Zapier
Appointments - Calendly
Leads - LinkedIn
Get to work 💪
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When bootstrapping your startup, money will never be your competitive advantage: act accordingly 💪
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10- Don’t look at the data & don’t do AB testing - do smart marketing instead:
Measuring everything is really time-consuming and doesn’t give the full picture of the impact of what you’re doing. Focus on creating the best content so your users are more successful. Example 👇
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Someone: "I know the SAAS world really well!"
Me: 🚩🚩🚩🚩🚩🚩🚩🚩🚩
Never trust someone who writes "SAAS" 😂
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$10 client: Would it be possible to change your terms and conditions?
$100,000 client: "Money sent, thanks"
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Arvid Kahl bootstrapped FeedbackPanda to $600k ARR in less than 2 years, with no employees. In 2019, he made an exit for a "life-changing amount of money."
3 reasons for his success 👇
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Unicorns are cool but profitable and bootstrapped startups are 100 times cooler ❤️
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5- Don’t create, steal.
Ahrefs looked at the keywords their competitors were ranking for and decided to write better content so they can be positioned
#1
for specific keywords (and hence steal their traffic).
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It fascinates me to see all these business books about "growing a startup" written by people who actually never built one...
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In 2018, I started lempire with $1000.
Now it's at $20M/year.
The SaaS market has made so many millionaires.
And you can be the next!
But let me be clear about a few things 👇
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Bootstrapping your startup and being profitable is really fun
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The more I launch new projects, the more ideas I have to launch new projects...
Bootstrapping never sleeps
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Step 1 - Pick a SaaS in a niche market
People think of reinventing the wheel. We don't.
Crowded Niche = High Demand.
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Hiring tips for early stage bootstrapped entrepreneurs:
Don't go after the so-called 1st class talent who worked in VC backed startups & have an "impressive" track record.
Look for hustlers who are eager to learn and who want to prove something to themselves.
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Work so hard that people think the game is too easy for you.
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You don't need 100,000 followers.
You don't need 10,000 followers.
All you need to grow a business is to start with 1 happy customer.
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But what the HELL did lemlist do?
1st outreach email platform that created personalized images automatically for cold emails.
Helps in "exponentially" increasing the reply rate and close rate.
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Apple doesn't sell iPhones, it sells status.
Nike doesn't sell sportswear, it sells performance.
RedBull doesn't sell soda drinks, it sells entertainment.
The best brands don't sell products.
They sell outcomes.
What outcomes are you selling?
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Behind every successful entrepreneur is:
• Failed businesses
• Lost deals
• Tons of self-doubt
• Rejection
• Money worries
Don't let the internet fool you about overnight success stories...
We should support each other more as entrepreneurs ❤️
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What you will endure as an entrepreneur:
1 - People not believing in you
2 - Rejection
3 - Working during weekends
4 - Failure (even when you did everything right)
5 - Not making money for a long time
6 - Doubting yourself
7 - Uncertainty about your success
8 - Losing friends
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In 2021, we sold 20% of their shares for $30M and I became a multi-millionaire.
We bootstrapped from $1000 to here.
Now my focus is to help my team achieve their "millionaire goal" by 2028.
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I've tested 100s of "productivity hacks"
Most are just bullshit.
To be more productive, keep it simple:
Write down 2-3 things you need to accomplish during the day and just focus on getting those done.
Do that and you'll be more productive than 99% of people out there!
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Never say never, especially in business
With
@lemlist
, we’ve reached $4m ARR in 3 years, fully bootstrapped. We’re thankful for where we have gotten, and we’re ready for a new chapter!
So we've decided to fund-raise to skyrocket our business!
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Step 2 - Build vertically in this market.
A 'vertical' SaaS is worth a million dollars.
Thinking of building a newsletter SaaS? Build it ONLY for creators.
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Most people I know who are tired don’t actually need rest...
They need a new job they’re passionate about.
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Too many startups create fancy solutions to non-existing problems.
Your startup is a business.
Demand and supply will always rule.
Keep it simple ❤️
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When someone tells you that they can't share their idea with you because they're worried their idea would get stolen
🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩
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Building an audience is a long term game
Sales is a long term game
Marketing is a long term game
Building a business is a long term game
Don’t let the press and their “overnight success” articles fool you…
Celebrate progress because results don’t come every day.
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Bootstrapping your startup is living a few years of your life like most people won’t. So that you can spend the rest of your life like most people can’t
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Writing a tweet is easy.
Writing a tweet every day for a year is hard.
Talking to one customer is easy.
Talking to one customer every day for a year is hard.
"doing" is easy.
"doing" consistently is hard.
Best hack to be consistent? Do what you love ❤️
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Most speeches are boring
But the right ones can change your life
Here’s a list of 10 speeches you cannot miss:
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Things you need to build a $1m/year business:
1) A niche topic you’re passionate about
2) A problem you can solve
3) An audience you can sell your solution to
.
..
…
983) Rebrand and find a cooler name
Focus on what matters ❤️
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I talked to
@agazdecki
, who's helping entrepreneurs become millionaires by selling their companies without too much hassle, thanks to
@microacquire
.
Here are 3 things you need to know if you wanna sell your SaaS and make millions 👇
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