Bootstrapping Using Services: George Anderson, CEO of Ninth Wave (Part 2)

Sramana Mitra: Enterprise Engineering was an enterprise technology consulting firm?

George Anderson: It was and still is. 

Sramana Mitra: That is the company that we are talking about today?

Bootstrapping Using Services: George Anderson, CEO of Ninth Wave (Part 1)

If you haven’t already, please study our Bootstrapping Course and Investor Introductions page. 

George offers another case study for our very popular Bootstrapping Using Services track.

Sramana Mitra: Let’s start at the beginning of your journey. Where are you from? Where were you born and raised? What kind of background did you have?

Bootstrapping Using Services, Managing a Successful Pivot: Oomnitza CEO Arthur Lozinski (Part 5)

Sramana Mitra: How much did you raise this year?

Arthur Lozinski: We raised $12.5 million. 

Sramana Mitra: What metrics did you raise on?

Arthur Lozinski: We believe that we have a massive market. We have tons of customers who agree. We are growing at a nice rate. We think that the market opportunity is growing. There will be only more computers in the world and not less.

Bootstrapping Using Services, Managing a Successful Pivot: Oomnitza CEO Arthur Lozinski (Part 4)

Sramana Mitra: You said that this was a fast transactional sale that was solving a big problem. Can you succinctly summarize what the problem was that you were speaking to and successfully closing deals on?

Arthur Lozinski: The way that the companies were thinking about this problem was like checking a box. You work in IT, so you need to know where your connected devices are. It was rudimentary and transactional. We didn’t know how to articulate it then, but what we know now is that knowing where your devices are is a security measure and a compliance measure.

Bootstrapping Using Services, Managing a Successful Pivot: Oomnitza CEO Arthur Lozinski (Part 3)

Sramana Mitra: You have ten customers that you got rapidly. Where are we in the chronology? What year are we in now?

Arthur Lozinski: 2014. 

Sramana Mitra: What kind of contract sizes was this from a financial point of view?

Bootstrapping Using Services, Managing a Successful Pivot: Oomnitza CEO Arthur Lozinski (Part 2)

Sramana Mitra: Why did you go after this kind of problem set? Did you have any background in this? 

Arthur Lozinski: I spent a little time at SAP, but Trent and I decided that we wanted to build the greatest enterprise software company ever. This was in 2010. We were two guys in our early 20’s. We were sitting in a little office with a whiteboard.

Bootstrapping Using Services, Managing a Successful Pivot: Oomnitza CEO Arthur Lozinski (Part 1)

Arthur talks about an excellent pivot that is quite enlightening.

Sramana Mitra: Let’s start at the beginning of your journey. Where are you from? Where were you born and raised? What kind of background did you have?

Bootstrapping a Technology Product Company from India: Sachin Bhatia, Founder of Ameyo (Part 6)

Sramana Mitra: I think the obsession in the US is misplaced. The methodology that we teach is to find the gap. Where is the gap where you can cost-effectively sell and have a good customer acquisition and not mindlessly chase after the US?

Sachin Bhatia: One should not believe that success in one market means success in another market. You have to learn how to crack that market. We were able to crack the US later on, but this time we did mid-market and said, “We are not going to rely on marketing.”