Wildfire-Sprinkler: Mit der richtigen Nische zu 200 Millionen

0:00Unternehmer/Gast We sell wildfire sprinklers to B2C and B2B. We did 2.2 million revenue last year in our first year. We want to be at 200 million um revenue per year in in 5 years. >> Okay. >> So, there's nothing really stopping us right now, but we're at a a pivot point with our avatar that we figured out was we were trying to sell to the whole market.

0:27We nailed that down to high net worth um private clients and commercial clients. >> Uh-huh. >> Right at the start, we started working with insurance companies and we've now on the verge of signing a deal with an insurer which will mandate our product to 16,000 of their clients. >> Mhm. >> That goes back to the residential market that we were in and it's not guaranteed contract, it's opportunity because they're going to mandate that out.

0:55>> It's lead gen and then you have to close it. >> E- Exactly. So, we're now do we carry on do we treat that as a commercial client or do we treat that as 16,000 individual B2C clients? >> Well, you're going to have to do the installs that way, right? >> Yeah. >> So, when I have to think about decisions like this, I think like from an avatar's perspective and I know this is probably going to affect at least a quarter of the people in the room cuz you're thinking like I have these two customers, one of them's worth more, one of them's worth less, but there's way more of these. It's very classic.

1:25So, when I'm thinking through this, I think what does it change about my day-to-day activities? And so, if I don't have to change my day-to-day activities very much, then I'm much more likely to do it. If you now have to like start another business in order to pursue the opportunity, then it's a cost-benefit of like how big is the opportunity, right? If this is like, you know, you think you have a 50% shot at closing the leads and you get 8,000 customers, what does that do to revenue? I don't know. What is that?

1:51>> Pro- product's the same and I don't think delivery's going to be a problem. Um the issue is we have high confidence in the mandate because people can't get wildfire insurance at the moment. >> Right. >> This company is saying we will insure your home if you have this product. >> Uh-huh. >> And from our feedback from market if they could have insurance and have our product, they would. >> Okay. >> So, probability is high on close. >> Okay, got it. What do you make on What do you currently close by percentage of leads?

2:18>> Um really bad, actually. It's uh 2% of paid and referral is 45 to 60 depending on the market. >> don't have a sales motion. >> Yeah. >> Um All right, so let's let's just use cold as our number here. >> Yep. >> So, uh so 1% would be 160, so 2% would be 320. >> Yep. >> If you had 320 deals that came through, what would that do for the business?

2:43What's revenue per? >> Uh about 40 to 60,000 per sale. >> Okay, so let's just say 50,000 for a simple math. >> Yep. >> So, and you got 300, so that's uh 15 million, I think. Something like that. Okay. Um and if you like put in a sales motion. Are you working with us? >> Not yet. >> Well, that's silly. >> [laughter] >> You do what you want, man. You're like, "I'm about to get 16,000 leads, and if I only had a sales motion that could bring me millions of dollars."

3:10Um >> [laughter] >> Uh yeah, I mean, what if we went from 2 to 5%? You know, um that would be worth something. Uh yeah, I think you should honestly like install sales motion that would 7x the business instantly. And if you put a sales motion, it might be a 10 or 20x the business. Uh so, that feels worth it if you're not going to materially change your delivery in terms of how like what you do every day. >> Yep.

3:36>> Cuz I'm assuming that probably the reason you went up market was because of sales inefficiency. >> Yeah, our close rate on the upper market is is so much higher, so we only changed 3 months ago, and our close rate's gone up like 400%. >> Yeah, which is great. I think you just don't you like literally just missing a sales machine. >> Yeah. >> And then there you go. >> Brilliant. Thank you so much. >> Yeah, you bet. >> If you are a business owner and you are not growing as fast as you like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page you can book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person live.