A week in my life running a 7-figure company at 25 yo

本站添加: 2026-05-06

[00:00:01]No one checked on me when I needed. So I just stack my bread, stay in my bag and not in my feelings. Overink too much. I get distracted, start to deal with people exactly how they treat me. I block it, nothing but you trying to be bad and hold that.

[00:00:16]>> Hi, I'm Otman. I'm 25 and I've built a seven figureure business without raising a single dollar. The goal of this video is to share with you my journey, the company's journey. So, welcome into my words and make sure that you follow the journey.

[00:00:32]>> Nearly 1:00 a.m. The final member just arrived.

[00:00:37]>> Hola, amigos. Sorry to uh keep you guys up so late.

[00:00:42]>> Nice to meet you.

[00:00:43]>> Nice to meet you. That's a cool name.

[00:00:44]I'm David.

[00:00:45]>> David.

[00:00:46]>> Nice to meet you, man.

[00:00:47]>> Hello, Mr. COO. How are you?

[00:00:51]>> Yeah.

[00:00:52]>> Yeah. How are you? Welcome to our Christmas. I know. This is This is insane, actually. Hell of a hell of a find.

[00:00:58]>> Looks incredible.

[00:00:59]>> Amazing.

[00:00:59]>> Let it start.

[00:01:02]>> Hello. Welcome to my house. We've decided to lock oursel up for 7 days in the Monte in Spain. Here you can see kitchen, dining table, team.

[00:01:13]>> The team. Yeah, of course.

[00:01:15]>> Hey guys, I'm David, the COO at Leads.

[00:01:18]I'm 2 years in and we're hitting a huge milestone this year. Stay tuned and follow along to see how far we go.

[00:01:24]>> Hello guys, this is Alvaro. I'm the head of GTM for Eerits and in 10 days I'll be one year working with David and Oman. So stay tuned because we're launching something big.

[00:01:33]>> This is where we're going to be spending the next 7 days to ship Yelk our open source clay alternative. The goal of the seven days is to have some deep conversations about the direction of our market and how we want to position ourselves. And second and most exciting is to uh launch YAL, our side project that we've been working on for the past 45 days.

[00:01:59]I'm super excited to be honest. We've been waiting for this for quite some time now. It's been a very intense Q1.

[00:02:06]We're going to tell you more about it quite soon and everything we've worked on, all the challenges we've experienced, and the reason why this offsite is going to be special. I wanted to build an outreach campaign targeting chief marketing officers in 200 plus companies in Germany. See guys, I'm currently uh talking with my DTM agent from a single voice note. Today go to market is completely changing and you have the ability to control agents without necessarily being on your computer. If you're not yet considering that opportunity to streamline your go to market, your operations, well, you should. And in this video, we're going to show you how you can do the same.

[00:02:49]The biggest topic for me is about where where is go to market heading in general as a field, as an industry. We are currently facing something that I think never happened before where the speed of value um is changing faster than the speed of awareness of people on what is value. Our mission this trip is to define what is that newest possible thing because that's where we should be heading. We are currently uniquely positioned to work with both education and product. The discussion I had with Mish, he told me um right now in the industry, if there is one thing that I would advise any agency founder in the sales marketing revs, whatever is to embrace at 10,000% the code for which is like what I've added to the headline code for GTM because it's only going to get better and people are going to look for more and more information and our role is to be considered as the go-to experts or team who writes and uh educate in that direction. I also think we shouldn't we shouldn't shut down the service completely because that's what's giving us the knowledge we are we are experiencing every day with customers and testing new hypothesis testing new ways to do go to market and if we shut that down our credibility goes a bit away right I see the complexity on of getting in the B2B sales or and all of that but the budget that you can unlock there is 100x of B2C so I think it's worth testing the market whenever we start uh doing it testing it.

[00:04:31]>> Any additional points?

[00:04:33]>> Not immediately.

[00:04:35]Let me let me sit on this for for a few minutes or a few hours.

[00:04:40]>> I think we're finally at a point where we should be very clear in how we operate. What's the KPI? You hope it should be a single KPI. I'm I'm not I'm not just thinking of what do we do now and how do we do it but what should we be doing in six months and what decisions should we take now to make sure that we reach that point. And the last topic is technical hire, hyper technical hire. How do we make sure that we that we always have someone who's deeply embedded in everything we do and really understands the way we operate in our industry and provides that missing piece of owning the tech.

[00:05:18]>> I I wouldn't say it's too hard to find the the skill, the ability. I think like you said yesterday, it's the communication part. I think the real difficulty is identifying these like soft skills. Finally, after so many years of hate towards agencies, our model is the sexiest currently in the market, we're finally considered and being considered as an actual startup and we should embrace it.

[00:05:44]>> So, how do you see? Do you see it just changing how we frame the value to see what sticks or opening new channels?

[00:05:52]Yeah.

[00:05:53]>> Uh and that guy is I'm going to answer it after the uh ads break cuz I have a call.

[00:05:59]35. You don't have any cold at the time?

[00:06:01]No. Uh, no.

[00:06:03]>> How was the run? Not fun.

[00:06:04]>> Was intense. Felt good. Now it's time to refresh, eat some fruits, and have a very productive working session this afternoon.

[00:06:12]>> How did the lazy guys?

[00:06:14]>> Lazy. You called us lazy, dude.

[00:06:16]>> Ah, that's the answer I wanted. Yes.

[00:06:18]>> Yeah, that sounds good.

[00:06:20]>> First day in and a new client signed. We should aim to finish the week at maybe 67 after the webinar.

[00:06:29]>> What did you say? 67.

[00:06:30]>> Well, you know, someone someone this morning over a call just like told me the same thing. He asked the question about the average deal value. I said something like 67. And it was like you don't you don't you don't know the trend. I don't know the trend. Like what's the trend?

[00:06:42]>> It says the stupidest trend. I said 67.

[00:06:45]>> Okay. But kids start saying older than 67. They all done seven eight. So nice.

[00:06:53]>> I think like the webinar we currently have like 430 people. I think we can aim to get 500 in total. If we have a 50% show rate, that's 150. And if we can close between 2 to 3% of them, then between five and seven people.

[00:07:09]>> Yeah, sounds good. Not six and seven.

[00:07:11]>> No, not six and seven.

[00:07:15]If we were to do this in other cities, for example, New York, it's $150.

[00:07:21]I don't mind. Like, if we can get the type of prospects we're going after, knowing the closing rate that we have on this offers, it's above 50%. And on their side, they have a 35% meeting book rate. Well, we can then just say we sent 15 and we have maybe we would end up with two or three clients with ACVs in six figures. So on our side the mat is completely working as long as we are sure the creative on the cake is nice and and that opens also all the other providers we can do like handwritten letters presents like imagine if you find out that someone's like a Harry Potter fan and you give them like a Hogwarts letter like imagine how good that would be.

[00:08:07]>> That's the next level GD. We'll also use use that to do PR on LinkedIn. Like for every cake we send, we'll have a picture of that.

[00:08:15]>> He's been really proactive and many people will say, "Oh, nice idea." They want to do it.

[00:08:19]>> Yeah.

[00:08:20]>> Yeah.

[00:08:20]>> Yeah.

[00:08:22]>> I like it.

[00:08:23]>> It's cool.

[00:08:24]>> And actually the idea of embedding cake sending into a AI native platform.

[00:08:33]So weird. That's a bus by itself.

[00:08:37]>> What's the name of the cake guy?

[00:08:41]>> Talking about cakes. Amazing.

[00:08:43]>> Cold emailing and cold calling and cold outreach on LinkedIn doesn't work anymore. Instead, you should do the most novel idea. Uh send gifts to your prospects.

[00:08:55]>> How do you call that?

[00:08:56]>> Cold cakes.

[00:08:57]>> Uh what we can do is we can take 20 or 30 minutes to do some shots together.

[00:09:03]Not.

[00:09:04]>> Oh, no.

[00:09:05]>> It's for later.

[00:09:06]>> Why am I here? Come on.

[00:09:07]>> And once this is done, we can sit and decide like where do we go for for dinner? Okay.

[00:09:13]>> Yeah.

[00:09:13]>> Dinner. Food.

[00:09:14]>> Food. Food.

[00:09:19]>> Be natural. Be natural. Be natural. Hey guys, I need to tell you something about So, I recently got asked about the future of go to market and I think we're going to keep four principles. The first one is obviously the most important trust related activities. So how can you make sure that your prospects keep building trust your way? Second one is how the tech and AI changed the economical value of things. Big topic in outreach personalization. The real personalization in today market is how you adapt the prospect buying journey to the reasons why they should trust you and your campaign. and they need to see that you made your homework in a way that's coherent with whatever they're experiencing. Now, >> it's not because you have AI in your pitch deck that investors are going to give you money, which is the the best available tech and the only rational, logical thing to do if you're building a company in tech. So, instead, do this.

[00:10:14]Choose one problem you're deeply caring about. Do the only thing that matters and focus on the only KPI that makes sense for investors. It's client success and revenue. And third, integrate the available technologies you have, which in our case today is AI, in a way that's valuable and that makes sense for your customers.

[00:10:33]>> The biggest advice you received or the biggest lesson you took from your experience.

[00:10:38]>> Only take advices from people who are experiencing the life and the environment you want to be in. Always take advices from people with a highly similar context cuz that's the only way you will be able to proficiently implement whatever advice they give you.

[00:10:54]>> Yeah.

[00:10:55]>> How to choose people you work with? Who how did you choose these guys?

[00:11:00]>> That's a very good question. Actually, the best people choose you, they find you. It's like dating at the end of the day. You really want to minimize risks from both ends. on on Tinder.

[00:11:13]>> Well, that's that's that's not true, guys.

[00:11:15]>> On what?

[00:11:17]>> That's not true, guys. I promise. We're building a brand for you to work as a manette so they can find you and when they find you, make sure that you align on what they want to achieve. It happened that it was a magnet, right?

[00:11:32]One day I saw that he was doing a webinar. He told me, "Okay, join." I joined. I started asking questions in the webinar. After the webinar, he messaged he messaged me saying we have to work together and we started working together and it's uh almost one year and uh good good progression very happy that I did it and it it worked as a magnet indeed. Well, there is one thing that's very important when you hire people is their ability to ask the right questions. Cuz at the end of the day, any business is about communication and the ability to derive context from the people you work with, your clients, and the market.

[00:12:07]>> Amazing. Look at the smile >> you see.

[00:12:10]>> In my case, I had my own agency like a few years ago. I reached a sort of plateau with it. Give it my last shot. I want to talk to some people who are doing really well at the moment. and Otman was I think like my third call to be honest. It kind of just felt right from the first conversation. I left feeling really excited, like really invested in what he was doing. I want to work with this guy. I feel like a real balance there. I could probably say within about 10 minutes, I was like, "This guy's very switched on and I think we'd get on very well together." It's been amazing to be honest. It hasn't even felt like that kind of time. It's felt like in a good way like it's been double that time because of how fast and how far we've gone. So yeah, Tinder aside LinkedIn works >> like asking us questions cuz that's what's going to make the vlog interactive and engagement.

[00:13:07]>> Can you explain to me what what are you eating and how can you metaphorize an orange being your business? Well, you know, sometimes life will throw at you lemons.

[00:13:18]>> Yeah.

[00:13:18]>> But the only thing you wanted was oranges. Well, usually um I like to ask clothes first.

[00:13:24]>> Okay.

[00:13:24]>> For advices.

[00:13:25]>> Yeah. Cuz you can think on your own.

[00:13:26]>> Yeah. Exactly. And yeah, that's that's how you operate in life.

[00:13:30]>> So, no critical thinking, just asking AI and depending on their decision. Yeah.

[00:13:36]>> Let me ask it first.

[00:13:37]>> Okay.

[00:13:37]>> Come closer, guys.

[00:13:39]>> Come on. and the team together.

[00:13:51]>> Good morning. Good morning.

[00:13:53]>> Big B on the podcast.

[00:13:54]>> Actually, it's a very interesting podcast from a very successful French entrepreneur. She's an expert in closing. Her market and audience are more like executives, 40ish plus people.

[00:14:08]So they might not always be the most updated in terms of tech, but in the same time they're curious to know what is happening in the industry. So yeah, the goal of the podcast was really just for me to expand on how we think the sales market industry is evolving, how cloud code, AI in general is going to impact that. We had two different opinions on the topic uh which made the conversation quite interesting.

[00:14:30]>> So what's on your mind guys this morning? trying the YAL our GTM OS and so far it's giving very good results.

[00:14:37]YLK is a operative system that Odman created with the help of code and I'm using it to qualify my LinkedIn network and invite them actually for tomorrow's webinar to present our GTM motion and it already qualified more than 20 tier one prospects. So that means they are founders of companies that are very interesting for us and and we would like them to be present.

[00:15:02]>> And you and you built this.

[00:15:03]>> Yeah.

[00:15:05]>> This guy.

[00:15:07]>> What's on your mind?

[00:15:08]>> Well, that's foundational work, but I'm uh I'm getting mentally prepared for our game of paddle.

[00:15:14]>> Talking serious thing.

[00:15:20]>> Do we need a trailer or not? Hello.

[00:15:22]>> I didn't know we sold these at Meador.

[00:15:24]>> Yeah. very expensive but uh very good.

[00:15:27]They sell French guys.

[00:15:32]>> What's important for you?

[00:15:33]>> Well, uh some proteins, some fruits, some good fats, eggs, avocado, salmon, meat, fruits. Trust the guy who looks this good. Trust the guy. And this is if you don't behave well, you drink this.

[00:15:46]>> No for us.

[00:15:59]Look at this. Come >> tomorrow. How many people? 477.

[00:16:05]How to run your entire go to market with cloud code. Keep how do you say that?

[00:16:10]Keep tuned. Stay tuned. Stay tuned. Stay tuned.

[00:16:25]No stopping. Number one asset guys should absolutely invest on if you're building a company is your health. And the main reason for that is like a 20 minutes or 30 minutes workout. The feeling I have after the rush I have after is just like I'm starting a new day. Meaning that I have a higher focus that I can do more and that I don't experience the same laziness or fatigue that anyone would be experiencing after a 3 or 4 hour working session. So guys, get your workouts in please.

[00:16:51]>> We can then prove also to the client that we're not just the execution layer, but we're also the performance one. I >> think I'll let them choose from a list instead of being deterministic. I'll be like, here's the use cases we have.

[00:17:05]>> Pick one that you think would be best for you. Here's one that we recommend.

[00:17:09]>> We recently decided to focus on a different model. Before we were producing a lot of content on LinkedIn for them, but we thought that that offer was a bit painful to deliver. So we thought that well what's the reason for posting content to get attention? How do you get attention? It's by building on trust and if you want to get trust in any given market, the best people to create content for our thought leaders and influencers in that field. So we decided to propose that to one of our existing client and they gave us a go.

[00:17:42]So that's going to be the first trial for us where we try to build a whole influencer campaign on LinkedIn.

[00:17:50]Tomorrow we have the webinar to release in open source our alternative to clay and I've been finalizing some part of the project cuz I really want this to be seamless when people will download the open source project under code. I want them to easily from one command start and in the same time I'm also thinking of what is the narrative I want to share during the webinar. So I've been working on that plus some other tasks here and there uh that are eating a bit of my bandwidth and are unnecessary but still we have to get through them. How important is written on a notebook?

[00:18:25]>> Well actually I think that there is a very special feeling and connection for your brain when you actually write something with your hand. So, I really like to have a notebook next to me for usually deep totes or when I want something to stick. Look at all that blue sky. The cool big house and these guys >> inside working >> inside working. What is wrong?

[00:18:53]>> I think that the best approach is first to do a quick comparative of guys. the stack you're currently using for your go to market is already obsolete in a way and directly hook them into the terminal view and tell them I can send LinkedIn messages find prospects qualify them monitor seniors just from this view you could do the same at the end of this webinar I want them to feel that they're going to get the best amount of information during the conversation and then they can be completely independent so first step is that second one is make them understand what code is about in terms of execution, standardization and second brain which are for me the three main pillars that we can provide and then tell them what it actually changes for go to market. What it also provides is automated runs and interactive experiments that are possible now which weren't before. If I wanted to create something on clay, there's no interactive mode which yolk actually solves because it's built on top of CL code and CL code is about that. But if you're a power user and you want to run the state of the JR go to market, this is how you should do it and it's only going to get better from uh from here.

[00:20:06]Then uh live demo, we're going to create a list. We're going to qualify the list based on my conditions. And then I'm going to send a voice note like, "Hey, this is the hypothesis I want to test as a messaging uh build an outreach copy for me that we can run and send to these people."

[00:20:22]>> Something that I think could generate the wow effect is to do that in the list of attendees.

[00:20:28]>> Yeah.

[00:20:29]>> So they will receive the message themselves.

[00:20:32]>> Yeah. Very very good idea.

[00:20:34]>> Yeah.

[00:20:36]>> Yeah. I'm concerned about the setup and whether we need to actually ask them to do any precursor things before they get into the webinar.

[00:20:44]>> I don't think it's a good thing to let them test it during the webinar because imagine if one person has a question and I need 7 minutes to answer that question. The goal is to hook them and get some FOMO and some wow effect.

[00:20:57]>> I think it sounds great to be honest. I can't wait to tune in myself.

[00:21:00]>> I think that list idea that you suggested was was great. Yeah, thank you. Yeah, we're going after the attendees.

[00:21:06]>> How are you feeling?

[00:21:07]>> I'm feeling good. I just need to uh do the whole run tomorrow morning to make sure that everything works.

[00:21:13]>> Do you want to do it with us?

[00:21:15]>> Yeah, I think I think that's a good Yeah.

[00:21:17]>> rehearsal.

[00:21:18]>> Yeah. But I'm quite excited to be honest.

[00:21:40]What was the score of man? The score we won. You won or what? Yeah, we won. No, no, no, no. I'm not sure that an entrepreneur either learns or or succeed. I think today you learned a lot. No, the actual the actual actual winner. Voila. We were losing I think 4-1. Yeah, for one >> everyone 76. This is a good lesson for business. Even if it starts not good, talking about business, >> about B2B sales.

[00:22:10]>> This club is amazing.

[00:22:11]>> Yeah, right.

[00:22:12]>> Wow.

[00:22:12]>> And even the gym is nice, guys. You want to know what the view taught me about B2B sales?

[00:22:18]Nothing. Sometimes you just have to appreciate life and nature >> and there's no lesson hidden lessons behind that.

[00:22:25]>> Wow. The LinkedIn guru is learning to get off LinkedIn now.

[00:22:31]>> Pretty productive day.

[00:22:32]>> Productive day and losing at paddle.

[00:22:34]>> Yeah, but it's because I have the webinar in my mind. That's why.

[00:22:37]>> That's why.

[00:22:37]>> Don't be too cocky. If you want, you can do one versus one right now. We're going to see.

[00:22:41]>> You don't like to lose.

[00:22:43]>> No. No.

[00:22:48]>> Another one.

[00:22:51]>> Okay. Okay. La, >> wasn't your playing the last match?

[00:23:05]>> Yeah, I think Day three. It's the final day uh of preparation for the webinar. We have it today at 2, no 6, 6:30. GS2 plus 2. It's better to know it. You can see in my face that I stayed up late trying to finalize the preparation of some things in the webinar. Yeah, this is complete. I need to run a cyber security audit.

[00:23:39]>> So you're providing Y for free.

[00:23:41]>> Yeah. So essentially Yulk is an open source project. Anyone can download it, but it runs on cloud code. So obviously people need to have subscription to cloud cut. It can do a lot of things for free but there is one caveat here. You need to get access to APIs that get you data. You need to pull that information from databases. We've tested dozens of different API providers and we have selected six. All of them provide free credit. You will be able to use the project for a few campaigns for free.

[00:24:13]But then if people are satisfied and happy with the results, well then they can take a subscription to those products. In a nutshell, we're making zero money out of this. But if you were to select the providers we shared and you're happy with the results, we're going to get a small percentage of that.

[00:24:30]But that's not how we intend to monetize this. If you want to know how we want to monetize this, follow the journey and we'll tell you more about it pretty soon.

[00:24:45]an interesting concept.

[00:24:47]>> What do you think about this guy?

[00:24:48]>> The Spanish guy.

[00:24:49]>> Yeah.

[00:24:50]>> Yeah. He's He's wicked. Super fast.

[00:24:53]Switched on. Only thing that me and Alber can't do right now is a muscle up.

[00:24:58]>> I wanted some gossip. You don't have any. You don't want to trash talk on that.

[00:25:03]>> The Spanish guy.

[00:25:03]>> The Spanish guy.

[00:25:04]>> Never trust him. I think this post is a bit sarcasm, but the concept itself is not bad.

[00:25:12]>> I think that's a cool post. We should we should post that really.

[00:25:14]>> Yeah.

[00:25:15]>> But send it in the uh stack or draft something >> like the tree like your arguments. Yeah.

[00:25:22]And do the different ways and then come back and pack everything under a reasoning. Yeah.

[00:25:28]>> You do it already in our weekly team meetings. I pref I've prepared I think only one of the weekly meetings and usually it's just when I ask you if you have anything you want you want to talk about I quickly go check in my memory memory MD file just sitting just here and I find like the three or four main topics that I want to discuss with you and usually with the followup questions I think we did a good job at getting the depth of what we should focus on this week why how who and temporarity wise for the deadline. What we're going to do is some running sprints. Then um super set that some weight, high density rest, 15 to 20 reps, low weight, two, three exercises, and then get back for some.

[00:26:20]>> Yeah.

[00:26:23]I do.

[00:26:28]I reply like yo Whatever. When can you come get your stuff? I need this [ __ ] out the crib. I think it's bring it back up now.

[00:26:47]>> How do you know as an entrepreneur if your offer is right for your market?

[00:26:51]There are so many layers to take into account when you want to make sure that you provide value. Meaning that you can extract money because that's the balance of exchange between service or product provider and someone who is willing to give you money that the value they get out of what you provide is higher than their than the money they would they would spend on it. And that's a very fine intersection that you need to find.

[00:27:18]And most companies die because they have an imbalance between the perceived value from their customers, their pricing, and what they actually deliver. We're going to live in 2 hours.

[00:27:31]>> Excited. I hope that everything will go well. Worst case scenario, it doesn't go well, but that's part of the process. So, funny thing that David mentioned that 30% might be competitors.

[00:27:45]What about that?

[00:27:46]>> That's that's that's very good. I mean like if I thought that that alone would put us at risk, I wouldn't have done it.

[00:27:52]But I think that there's so many additional layers on top of the elk that you should put in place such as having good taste. Taste is your ability to decide what is worth producing from what is not worth producing. If you're a competitor and you think that just taking that is going to print money, you have another problem. If the competitors start to use that as well, it means that we might need to go one layer below what we do today instead of compete with all these people, build the infrastructure that they can all use and find a way to monetize it. If you want to add something that I don't have context for, jump in as well. I like also the the little joke for the competitors cuz it also shows that yeah you just took the list run it through we all going to flag all your competitor the time I will do it live okay if I don't I would just use the link you have preper >> live is starting right now top it's funny like people sent messages the meeting is full. I couldn't attend.

[00:29:01]>> So me too.

[00:29:03]>> Yeah.

[00:29:04]>> This shows some product market fit in a way.

[00:29:08]>> Yeah.

[00:29:08]>> I I I wanted to uh take like 5 minutes to upgrade the plan of Google, but then my MD file told me, hey, this is good FOMO. Yeah, actually >> if we do a post tomorrow about that, I'm sure that the engagement, the fact that we had 100 people from start to finish that we received think like dozens of quite relevant questions.

[00:29:31]>> People will Yeah, people will get back and be like, "Hey guys, maybe I want to attend." It shows that in terms of go to market strategy, what we've done here is a masterpiece.

[00:29:43]>> Yeah. Yeah. No, it's so >> from end to finish about creating the FOMO, going after the villain, hooking people, giving a temporality to the project. At the end of the temporality, they have to wait a bit more. My mind now is fusing with ideas to be honest.

[00:29:59]Like I think of so many things we could do because the story is so perfect.

[00:30:04]>> Yeah, it's amazing.

[00:30:04]>> Like we're going after the biggest player in the market. Now that this is built, the minimum viable product is validated already. Now the question that I want us to answer and I want us to sit on is what additional value can we build on top of it where I would feel that this is monetizable and we're not conflicting in narratives. People aren't going to feel betrayed. Oh, well that was free and then that's we need to pay for it. Like we really need to think of that additional layer that is hypervaluable and where most players today in the market are failing.

[00:30:48]>> Would you think that the layer on top could be the service layer actually?

[00:30:54]Well, as of today, it's going to be the service, but at some point we I think that we will feel that we are in the right spot to pull the trigger on the productized service in a way. We can call it a product, but just that I don't yet visualize what product could be monetized on top of it. But I think this would be the pinnacle of our art.

[00:31:16]>> Yeah. where we can infuse all the intelligence, all the experience into an actual product. If we start with the agency and we launch the product, we have an edge, it's because we know how to deliver the service in a good way. So, we can play both hands.

[00:31:34]You come our way and you um don't have the money. Use your kit free. Start with it. It's our project. It's our product.

[00:31:42]It's going to help you. If you want a paid version where you would do more things then you would pay on whatever we would build on top of yoke and if you start to feel that oh guys I think that I need more I don't have the resource internally to manage that we would have premium service >> we run your go to market and that's full cycle >> love it I also >> to be alive >> yeah that was a good session >> yes sir a big thanks to these two guys Okay, that let me uh take some time to build some crazy things as this and help me not be buried into the operational work or client management.

[00:32:25]>> Well done, guys. That's a good job.

[00:32:27]That's amazing.

[00:32:29]>> Somebody said in the comment, "Wow, guys, that's amazing. Now, after this, I hope you go celebrate."

[00:32:35]>> We're going to celebrate. I was I was excited, but I was a bit afraid of getting any bug life. people interacted well.

[00:32:43]>> Yeah, I had more questions that I couldn't account for. And guys, the first time I did a webinar like this was one and a half years ago. I had maybe like 14 people. Alvo was one of them.

[00:32:53]Less. Yeah, maybe like six or seven people. Let's just say the truth. Like six or six or seven people. And uh >> seven or eight people. Um and Oliver was the only one asking question. Sometimes you have to do something again and again and again and again for it to work, for it to be better, for you to actually get results from it. We're going to go we're going to go in the city of Malaga, have dinner.

[00:33:21]>> Yes, sounds like a plan.

[00:33:23]>> Tomorrow I have maybe 2 or 3 hours of videos I want to record. I'm so excited for that. The cameraman is not happy.

[00:33:32]>> Two or three hours.

[00:33:36]Work hard. Play hard.

[00:33:40]We're just taking ice creams. I mean, that's that's still something.

[00:33:57]>> If you're already a client, well, I I think I want to send you an actual video if I go to that point. Yeah. I was your two cents.

[00:34:09]>> What's on the agenda today? So today on the agenda we have to digest a bit what happened yesterday with the whole webinar like having constantly more than 100 people and hundreds who messaged me because they wanted to attend and couldn't created I think a lot of FOMO but also think of okay well then now how do I make sure that maximize interest and conversations with them to gather more data about how can we eventually monetize that because well yesterday during the webinar we received maybe six or seven questions from people. Guys, why is this free? We're going to try to monetize it obviously, but I think that when you do sometimes things in a very genuine way and you just try to provide value, you create positive karma, meaning that all the people who attended yesterday, I'm sure that I can send a message to any of them and they would take the time for a one-to-one conversation. I also think that many of them even with the live onboarding session and even with the access to the open source project won't use it. This means that there is something that we could provide these people eventually and monetize it. What exactly? I don't know. Uh so I need I need to digest all of this information. I need to write down when you're the first mover and and you state that you for example in our case replacing clay with yelk that's a big statement if you can deliver on that big statement you also make people rethink the realm of possibilities actually I'm going to read a message that I received yesterday I've never had a stronger urge to be off my entire go to market stack you're a legend man this is the best possible feedback that we could have received because we're opening people's chakras in a way. But I'm super excited uh all all the time invested building that all the energy spent, all the money spent obviously as well. The energy I felt yesterday and the vibe I felt from people and the positive feedback received. Yeah, 100% worth it. And my role is to now think of what's beyond that. What is valuable enough to be monetizable?

[00:36:20]because that's the new stateofthe-art way of running go to market in a code first word. So that's a lot of work. I'm trying to understand right now what is this new state-of-the-art so that what we build within the next 3 or 5 years it's still going to be valid. The first pillar and the first insight I have that you need to build something for collaboration between both human and agents. Exciting times ahead I think.

[00:36:51]What's on your mind today? We have a meeting in 1 hour with one customer. We have our first session that we are launching campaigns. We have to talk about how many profiles we found that are interesting for them. Then I have a third meeting with a prospect that I might close or not. We will see later.

[00:37:10]And then uh I have a third meeting with a client to close the project. So intense Friday, but we are finishing it off with a paddle match that I'm looking forward to. So I close the deal tonight.

[00:37:23]We will have some some good tintto.

[00:37:26]>> Oh, getting crazy.

[00:37:27]>> The value of this project for you is the intelligence we are gathering and it's the is the intelligence that will say and will create the foundation for you to create an outward motion like that.

[00:37:38]And he's like, "Oh yeah, yeah, that's true."

[00:37:42]but you know is the risk and the pricing and this and that and I'm like so he started the call basically saying like no uh like pricing and this and that. He ended the call saying like okay let me review let's have a meeting next Friday we're going to have a final decision three meetings already >> and four >> four on Friday next Friday. So I am working hard to get him, but he's a tough nut to crack.

[00:38:11]>> And then present him another option that's way cheaper, focuses exclusively on outreach, but also make him understand that he will need to be way more present with it that we will just support in setting first the motion. And I think that by having both options, it might be easy for him to see exactly why the pricing is that way. But in the same time, we are keeping the door open for a lower retainer. I think the challenge that we're currently facing with this category of client is for them to understand accurately why they're paying a high retainer with the human presence.

[00:38:50]Like what the human presence is about and why should they choose that option.

[00:38:55]I think we agree that it's from the data layer and from the feedback loop from our intelligence and ownership of we know how to keep refining the campaign to test more things and get to the outcome that they want.

[00:39:09]>> Once you put the skill to the repo, please let me know as well just Wi-Fi.

[00:39:14]I've just done it. Okay. Cloud code is any action that initially required a human intervention over a user interface can be automated. The lead mag post I'm doing on LinkedIn, I am not answering to the comments. I automated that directly from cloud cut.

[00:39:32]>> So the the best thing to do is like to to have one main um account.

[00:39:37]>> Let's call the week. But this doesn't mean that we won't be working over the weekend. No, >> you work even when you're in such a beautiful environment. That's part of uh the entrepreneurial life. Just have to make sure that you don't exhaust yourself, that you do things with purpose, that you're working on something that actually you consider meaningful, and that you break from the routine from time to time. Like, as of right now, for the past 2 weeks, I've been out of my routine. Like, usually I wake up around 6:00, 6:30, go to bed around 11:00, and as you saw, we go to bed around 1.

[00:40:12]>> No, crazy. But we're we're still getting the the work done. So yeah, >> and it feels good to be honest. You might lose a bit in productivity, but at least you're not burning yourself out.

[00:40:24]And I feel like you're missing a lot on taste and judgment and the ability to find new correlations within your work when you switch context and you do different things. Yeah. As of right now, I'm thinking about the paddle match we're going to have in 1 hour where you're going to lose. The cameraman's going to lose. The cameraman never loses, >> never dies. Should you be creating a company on top of AI slope? What AI actually enabled is the ability for individuals to do more faster and cheaper. But at no point did it let people do better without some additional involvement and some specific context.

[00:41:07]Now, it's possible to generate hundreds of images within a few minutes. Okay?

[00:41:13]And that's what I'm describing here as slump. It's junk creation with no actual context of what you're doing. And if now we can expand by a factor of 1,00x the volume of content that is produced, that volume of content is fighting over the same pool of attention. This is exactly the asymmetry of value that I consider as risky for companies who go through that path. They are creating softwares to create more and do more things faster, cheaper, but not necessarily get to the outcome users.

[00:41:48]>> But I want to know what is your definition of success?

[00:41:52]>> It's going to highly depend on your personality, the environment you grew up in, and your aspirations, maybe your traumas as well. So it's it's a set of conditions that define first your motivation to be successful and second your framing of what successful actually means. In my case, I've always decided to put as the top one priority freedom, freedom of location, financial freedom, freedom of action, and also the ability to think as you want without being afraid of getting any uh negative outcomes if you share your opinion outside on whatever.

[00:42:39]and then like finish the post with something. Hey, like I have no clue where this is going, where this is going to go. Well, follow along if you want to know. This is how we create content in 2026.

[00:42:52]>> Well, yesterday we finally released open source, our alternative to clay for go to market engineers, and it went super viral like it reached I think now like 40,000 impressions. More than 500 people commented to get access to it. So yeah, quite crazy. Some investment inquiries.

[00:43:11]Some of the biggest DTM teams are forking the project to use it within their own infrastructure. I don't know what to think. I think the challenge is uh done. Now we need to define what's the next step from there. What should we do? Um yeah, a lot of opportunities. We shall see. I genuinely think this is one of the most beautiful residential place I saw in Spain. You want to live here?

[00:43:36]would feel great, but it's going to be hard to uh meet people in the B2B SAS tech industry.

[00:43:44]Yeah. Actually to retire, this could be paradise.

[00:43:48]>> Had the result yesterday.

[00:43:49]>> That was a close call. You won the first set, we won the second one, and then we went uh until the tie break. So, yeah, the result is the same.

[00:43:58]>> Yeah, you're right. That's why we're also playing today. We're going to play until we win.

[00:44:07]It's beautiful.

[00:44:09]Look at the view. Mystery cameraman.

[00:44:12]Look at this view.

[00:44:16]>> That was an amazing walk, guys. Really?

[00:44:18]>> I don't know why you guys like would ever leave like south of Spain if you're from here. You know what I mean?

[00:44:24]>> Opportunities.

[00:44:25]>> Opportunities indeed. Uh opportunities.

[00:44:28]Getting out of the comfort zone. Expand your world. Expand your vision mindset.

[00:44:33]If I would have stayed in my hometown, I highly doubt I would have the projection that I have now and would have seen the things that I have seen, the world, the people that I have met. I would have still live in the same circle. I felt the suffocated, you know, of being there and I needed to expand a bit more >> and I'm happy I did, but I miss it sometimes. So guys, if we were to get an office somewhere at some point, that one, >> it will depend also where you uh settle down, right?

[00:45:06]>> Me?

[00:45:07]>> Yeah, >> I would never settle down. Tomorrow, guys, we're going to go that way and see what we can find. Maybe a few leads for early. Who knows? Yeah. Or clay alternative. Something like Yelk.

[00:45:19]Yelk.ai. I don't know. Who knows? Maybe.

[00:45:22]Yeah. You think?

[00:45:29]At 19, I lost all my savings, €2,000 in total, and it was the best thing that ever happened to me. Why your products make no why your product makes zero dollars? No.

[00:45:45]Dollars. Dollar. No. See dollar.

[00:45:51]why your product makes zero dollar. Most product companies, they fail at building the additional steps to properly capture that attention and convert it into seniors, capture those seniors, qualify those seniors and do something with it.

[00:46:09]So, if I can get you to visit my website, well, I should have something on my website that can capture your email or your LinkedIn profile. And if I can do that, I should have another step that verifies that you are indeed someone that I consider as qualified.

[00:46:24]Make sure that you think in funnel and you optimize your conversion throughout your funnel. Hi, my name is Otman. I'm 25. I've built a sevenf figureure business within 2 years. And here's every step, every insight, every tips I can share so you have the best possible perspective on how it happened. And after a year within the second company I joined, I felt like I needed to challenge myself a bit more and I decided to quit because everything was going so nice that I felt like if I stayed working with them, I might miss the opportunity to start the company young. I was I was 22 at the time. I'm 25 now. So, I didn't want to to wait for another four to 5 years. I saw that I I was losing deals. Like, people were willing to work with me, but they told me, "Hey, I don't care about the workflow. You want to sell to me.

[00:47:22]What I want is the outcome. If you're telling me that you can get me 300,000 views uh on socials, I want the 300,000 views. I don't want you to give me something that I need to use to generate social media assets to get those views eventually in business. The best thing you could sell to a customer is an outcome. Someone tells that it's expensive. Either they don't view the value they could actually get from that, it's pricey for them, meaning that you have a targeting problem and you need to go after a different category of client.

[00:47:57]If you publicly say that you want to achieve something and you have some ego, you will find a way to achieve that thing. go after an industry that you're obsessed with and you either already have some network or hard skills. Fifth and last point, be obsessed with testing.

[00:48:27]Heat.

[00:48:48]Hey, heat. Hey, heat.

[00:48:57]Work hard, play hard.

[00:49:02]>> You chose a very good place to to spend some years here.

[00:49:17]Who is this guy? You're a spy, you know.

[00:49:35]How was it to interact with something else than the AI agent guy?

[00:49:39]>> I really like to interact with NPCs.

[00:49:42]>> Well, you know, when you're in the middle of a quest in a video game and you you meet a traveler who went all around the world and can speak 20 different uh uh languages and speaks in riddles as well. So singing I think that's exactly what you have experienced right now and it's amazing.

[00:49:57]>> He said he said that he taught the the dogs to not bark at girls.

[00:50:03]>> Do you understand anything going on?

[00:50:05]>> I understood nothing except for the singing. That's what I like.

[00:50:15]But man, >> there's something uh you can brag about today, huh?

[00:50:20]>> Yeah, we won yesterday in Pal. I told you. Told you we were going to win. I didn't specify when we won. Not the first match, not the second one, but the third one.

[00:50:31]>> What did P teach you about B2B sales?

[00:50:34]>> Well, you have to be consistent. You don't have to take no for an answer. You have to fight for your deal.

[00:50:41]How to make sure that you train. I'm joking. Obviously, it didn't teach me anything.

[00:50:45]>> Stay in the game.

[00:50:46]>> Very important.

[00:50:47]>> Long enough. That's where we we lost.

[00:50:49]What's the saying again? Stay long enough, win soon enough. No.

[00:50:53]>> Yeah. Are you >> Well, I didn't hear about this neither.

[00:50:58]>> You just invented something.

[00:51:00]>> But with the confidence, everyone thought that this was an existing one.

[00:51:12]If someone is wondering why would you live in the south of Spain? Well, I guess like you just have to see the vibe. I mean, you can reset quite easily whenever you want.

[00:51:39]They only have one.

[00:51:41]>> No.

[00:51:42]>> No.

[00:51:43]>> The four current prospects were going after for for Reddit, the four of them could also benefit from influencers.

[00:51:50]>> I think the performance manager getting involved in LinkedIn content creation for customers. It can be doable, but I think they have to start from the beginning with the customers. If you ask me right now if we should do the LinkedIn offer for clients, I would say no. I would say it needs to be packaged a little bit differently. And the way I see it happening is the exact way that we need it for ourselves. So then the value we would be providing is attention. attention and all the data we are gathering through all our customers posting but I think I should also tell them that what we are providing is truth of what is working in the market we would have a pool of thousands of posts published >> and that's where we are learning from and that's what we are pro providing right feedback look hypothesis is easy you look at performance data in that order feedback on writing style is very different what I want is autonomous 24/7 agents that are actually monitoring these signals, crafting these posts, I can talk to them in like a whole uh Discord server or whatever and be like, "Hey guys, can we add this signal to our newsroom?" Constantly stacking them. And I see it as an evolution of ABM, but it's at the intersection of like talent acquisition, content creation, and it also feeds everything back into our entire data layer as well. I think that's a bit my role, but I I I want also each of you to feel that as well is the urge to always rethink and challenge a task that needs to be done. Answering the question, is this task going to be done like this in 3 or 6 months or can we not already do it other in another way? Getting back to the the challenge idea that you mentioned for you, I love this. I think that you should definitely go through the list of company hiring, list of company who raised funds and go like job after job after job for 30 days and your goal is for the next 30 days I'm going to post one post per day regarding that topic for you for the challenge. I think you can decide maybe something that goes in the line of what is the mode left for companies and go into 30 uh 30 days of tips regarding sales uh client management communication. Select two or three different ideas, write post about them, >> see which one performs best and that's your challenge.

[00:54:18]>> This you can't do it right if you do everything.

[00:54:22]>> So we can just do this. It feels so weird to like operationally kind of gear yourself towards this way and then you see other people and other companies kind of doing it too and you're like, "Yeah, this is this is where we're going. This is what's happening."

[00:54:35]>> Yeah.

[00:54:36]>> I want to go deeper into the Yel offer.

[00:54:38]A company comes to us, okay, I want you to install Yel for me.

[00:54:42]>> I want to have first your foot in the door. $997 setup and two sessions. very easy, straightforward, plus lifetime access to a community where you ask your questions. Easy to say yes, uh very cheap and if some of them want to convert to something else, then it's down the the line. Okay? Except if we see that there's a big opportunity with someone, then freestyle >> like freestyle, give a price, uh structure a package. The main offer for me should be super straightforward and easy to understand for them. I want to check with the team if we can come up with some even better thing because here the opportunity that I see is they're going to eat the market. They're going to become the the best data provider uh the biggest one. That's an amazing way for us to lock them into a long-term partnership agreement.

[00:55:30]>> Yeah. And that would be good for us.

[00:55:32]We're clear for the content. We're clear for the priorities. Now we just need to execute upon these things.

[00:55:39]>> Yes, we do. I will think that we're in a spot where we could be dropping 15 to 20k two months in a row, 3 months in a row in the best possible things that we could do. For example, more ads, uh more videos, uh more interviews. And for that to happen, we need to close this additional buffer of clients. Okay? So once we're there, everything makes more sense in terms of acceleration to build our way for the challenge. In September, >> our side project might become an actual company. I have to tell you this story.

[00:56:12]We've been building a go to market operating system that anyone can run directly from cloud code. And how to say that the uh requests we've been receiving for the past week uh blew our mind. Over 1,000 impressions across different posts that we've published on LinkedIn. Thousands of people requested to get access to it. And we've been getting some investment inquiries. Some of the biggest go to market teams in the world already. downloaded the project and are using it. This started as a LinkedIn post that I read from someone who decided to duplicate slack slack and this person decided to clone it using cloud cut and he got a lot of clout a lot of attention from it. So I thought why not do something similar in the go to market industry and the more I got into it the more I thought that hey this can be way more than what Clay proposed today and what's amazing about this is this started as a side project just for fun to get some attention to test different things but it proved us that there is a need for a better solution in the market. Closing point guys, keep uh keep shipping things. Be audacious enough to go after the big players in your industry and have fun because this was super fun. Now this is getting serious.

[00:57:35]You got to let me know.

[00:57:39]Should I stay or should I go?

[00:57:43]If you say that you are mine, I'll be here till the end of time.

[00:57:51]>> So you got to let me know.

[00:57:56]Should I stay?

[00:57:57]>> Should say something.

[00:57:58]>> No. No.

[00:57:59]>> I have nothing to say.

[00:58:00]>> Yes.

[00:58:01]>> Yeah. Always keep the places you visit clean after you.

[00:58:05]>> Guys, I have I have a secret to make sure every go to market works without any involvement from you. you're ready.

[00:58:11]So, basically, you just have to and then you just have to manage to get your and the last point is make sure you're ready for and you're all set. Perfect.

[00:58:29]Should I stay or should I go now?

[00:58:34]>> No. The camera might never >> Why you are doing all this efforts to make videos and for free? I highly believe that information is the first step to action and I've consumed a lot of very helpful content when I started my journey years ago and I've made a promise for myself is if at some point I feel like I have things to share I will share them and I will document them in the best possible way but the main reason is just document things share value trying to be authentic honest about my journey about the challenges experience the challenges to come like there is a possibility ility or probability that after 3 months of this experience, the only subscribers of my YouTube channel are my wife, my mom, and maybe the cameraman because he's paid for that.

[00:59:25]And it starts now. So guys, it's been 7 days that uh we've locked ourselves up in this beautiful house with the rest of the team. Didn't get much sleep yesterday for the last evening because we wanted to close this in the best possible way.

[00:59:42]So, we decided to actually produce and release an independent landing page for this side quest that seems like it's becoming its own thing. We're going to see where this goes. I have honestly no idea. The only thing I know is there is a market depth for what we're building.

[01:00:02]That's amazing that we need to pursue that in the best possible way. So amazing trip, good memories, very intense, a lot of unexpected outcomes, and I'm super excited for what's to come. And if you want to be part of this whole journey, you can follow it just down here.

[01:00:25]Cheers.