#231 - Matt Barnett, CEO Bonjoro - on the power of being different, not just better

A story about driving loyalty in every stage, so customers become superfans

This podcast interview focuses on product innovation that has the power to Software companies over 70% more trial conversions with personalized sales and onboarding videos. My guest is Matt Barnett, Founder, and CEO of Bonjoro.

Matt Barnett

Matt is the founder and CEO of Bonjoro. He is a Britisch designer by trade and loves two things: building great products and building a great culture. He started as a designer, worked as a consultant, did his MBA in 2012, and then co-founded not-for-profit group XTech Sydney in 2013 and Verbate, a video insight agency in 2014. That’s where he stumbled upon a problem with reaching overseas customers in a simple and impactful way. 

What started as a sales hack for the Agency he was running, Bonjoro went from hack to side hustle to global business in 18 months, and now has a team across 5 continents. 

Bonjoro is on a mission to create a world free of spamming – a world where we build trust and love amongst customers by sending something meaningful that converts them for life. It’s driven by its ethos of “Automate processes, but never relationships.”

And this inspired me, and hence I invited Matt to my podcast. We explore the art of spotting when a business idea has potential and which does not. Matt explains the journey of how Bonjoro was born – and how he took it from an idea to a business that grows through word of mouth and virality. He shares some of his big lessons learned on how to fill his product roadmap with smart investments that create both scale and customer value. Last but not least, he articulates the importance of creating a brand from the start – and how that increases your chances of success.

Here are some of his quotes

“If every customer brings you two users, then you’re like, ‘Right – if we make them love us even more, and we activate them, then they’ll bring us five.”

But how do we do that? How do you get the funnel growing faster? And that’s not product. It tends to be time and relationships and the loyalty part. If you’re passive with a great product, that’s awesome, but people’s chances of inviting others in is much, much lower. When you’re a small business, you have to be active. You can’t passively expect this to happen.”

During this interview, you will learn four things:

  1. How to push your R&D department to focus on the desired outcome, not the obvious output
  2. Why you should look at your customer funnel with a loyalty lens on, i.e., which customers can become a superfan – a micro-influencer
  3. Sometimes your smallest customers can drive the biggest revenue impact for you – indirectly.
  4. Why everyone on your team should feel the customer’s pain – and how to go about that. 

For more information about the guest from this week:

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