Building Significant Revenue with Inbound Marketing from Israel: Pepperi CEO Ofer Yourvexel (Part 6)

Sramana Mitra: The total you’ve raised is $10 million and from the same investors?

Ofer Yourvexel: Yes.

Sramana Mitra: Where are you now in terms of ramp and scale? What have you built it up to?

Ofer Yourvexel: Acutally, I’m in a transition point. Because of my background of coming from large companies, we built the product to the enterprise. We knew that we cannot sell from day one to the enterprise because the product was not mature enough. The company was not mature enough to sell to the enterprise. We are now in a transition and we already have some enterprise customers.

Until now, it’s still based on inbound only. All of our customers are coming from word-of-mouth and inbound marketing. We are not calling customers. We are not trying to educate customers. The emphasis is on moving to building the go-to market strategy for the outbound, which requires field sales people. It requires more operations. We’re selling to more than 50 countries, but everything is inbound. Everything is remote. As we move to the enterprise, we need to add the enterprise layer. This is one of the things that we are in the process of doing. We will need to fund the company differently.

Sramana Mitra: What scale of a company have you been able to build with just inbound? This is interesting actually, because inbound marketing is very hard. People who can get inbound marketing right are able to build companies with a lot less capital to a significant stage. It seems like you were able do inbound marketing successfully. How big a company have you built with that?

Ofer Yourvexel: Our ARR is already several millions. We are growing significantly year over year. Our revenue is in millions, but we have not reached $10 million yet.

Sramana Mitra: So you’re in the $5 million to $10 million at the moment?

Ofer Yourvexel: Yes.

Sramana Mitra: At this point, you’re finding that you need to do outbound marketing. Inbound marketing is not sufficient.

Ofer Yourvexel: What I’m saying is we need to add the outbound layer in order to get to the golf stick. There are several things that we need to do. We are also establishing relationships with some of the players. We have very close relationships with SAP. There’s a lot of things that we need to build differently in order to get to the next level while continuing to grow and make it more efficient. We have all those plug-ins that the user can download and immediately work with our product. We’re also on the SAP store. Those things are helping us to continue to enjoy inbound in a way because those customers are coming from those stores.

The emphasis is different obviously. When you’re focusing on inbound, simplicity is extremely important. It’s mandatory. As you go to the enterprise, the emphasis is on other things – more on security, field service, pre-sales. This is the challenge.

This segment is part 6 in the series : Building Significant Revenue with Inbound Marketing from Israel: Pepperi CEO Ofer Yourvexel
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