The last time I talked to Nathan, his web app (ConvertKit) had just hit $5,000 in MRR. In this two part interview, Nathan describes how he grew revenue to $182,000 in monthly recurring revenue.
tl;dr direct sales. On the one hand, this is a surprising tactic to take. On the other, it makes total sense when you consider Nathan’s pre-existing popularity and influence in the market ConvertKit is targeting.
The biggest takeaway from it is that when you’re in the very early stages, the sales conversations help you iron out your funnel in ways that an automated, inbound process never can. You have to get your potential customers talking to figure out what their problems are, and what concerns they have about switching to your product.