From Sales Guru to Startup CEO: AJ Bruno's Journey to Revolutionize Commission Tracking with QuotaPath.
Company profile
Company business details
Motivation to build the product
AJ Bruno was motivated to start QuotaPath based on his extensive experience in sales and his insights into the challenges faced by sales teams in tracking and understanding their commissions. After his previous startup, he recognized a significant need for a solution that could streamline commission tracking and forecasting for sales professionals, motivating him to create a product that addresses this gap.Problem that their product solves
QuotaPath solves the problem of complicated commission tracking faced by sales professionals, enabling them to easily understand their earnings and set realistic goals. The end users are salespeople and sales organizations, and solving this problem is vital for them as it allows better financial planning and goal-setting, ultimately leading to improved sales performance.Their unfair advantage
QuotaPath's unfair advantage lies in its focus on a user-friendly interface that allows sales reps to set up their own commission tracking plans quickly, in contrast to traditional, cumbersome legacy systems that may take months to onboard.Strategies
Pre-Launch (Product Development & MVP)
Freemium Model
QuotaPath implemented a freemium model that allows users to access basic features at no charge. This approach is designed to attract individual salespeople looking for commission tracking tools while encouraging them to upgrade to a paid version for enhanced features. AJ highlighted that this model focuses on user engagement and retention rather than traditional sales tactics.
Product Feedback Loop Creation
To ensure QuotaPath's product met user needs, AJ prioritized establishing a rhythm of reaching out to a targeted group of customers each week, aiming for 55 conversations. By collecting feedback on product features and understanding customer strategic goals, AJ informed product development and made meaningful improvements, demonstrating responsiveness to customer needs.
Launch Stage
Conference Speaking
AJ Bruno utilized his visibility as a speaker at online conferences like SaaS Talk to promote QuotaPath. He was excited about participating virtually and aimed to put the company in front of a larger audience while networking with peers. This strategy helped him to share valuable insights and gain credibility in the SaaS community.
Customer Engagement through Events
AJ Bruno, the founder of QuotaPath, organized in-person events called the 'summer series,' which took place at baseball games. These events allowed team members to connect with customers in a relaxed environment while enjoying a game. By inviting customers to these gatherings, AJ fostered organic conversations about the product and gained direct feedback from users, greatly enhancing customer relationships.
Growth Stage
Community Engagement through Wins of the Week
To maintain morale and a sense of community during remote working, AJ established a 'Wins of the Week' ritual at QuotaPath. This initiative encouraged team members to share their achievements and recognize each other's contributions, fostering a positive work environment that can motivate and uplift the team during challenging times.
