The Pavilion Podcast
The Pavilion Podcast

Episode · 10 months ago

Ep 105: How to Keep Your Inbox Clean w/ Andy Mowat

ABOUT THIS EPISODE

Ep 105: How to Keep Your Inbox Clean w/ Andy Mowat

Part of the "Is This a Good Time?" series, hosted by Brandon Barton.

Hello everyone and welcome back to the Pavilion podcast. I am your host, Brandon Martin you're listening to Is this a good time the show where I put Pavilion members on the hot seat for 15 minutes and we hear their incredible stories. We really shows on Tuesdays and Thursdays. So hit subscribe. So you don't miss hearing from our experts. Our guest today is animal what? He's the ceo of gated. We talk about keeping a nice clean inbox. This episode was brought to you by drift. More than 50,000 businesses use drift to grow revenue and increase customer lifetime value faster drift, helps their customers line sales and marketing on a single platform to deliver unified customer experience. Where people are free to have a conversation with business at any time on their terms, learn more at dot com. Alright, let's do this episode 45. Is this a good time? Alright, everyone super excited. We got Andy moment with us. He is the ceo of gated. It's a new tool and I'm excited...

...for him to tell us a little bit about it that probably should be in your go to market stack and a great to have you. Yeah. Thanks so much. Really appreciate it. Yeah. Cool. Well look, um, we jump right in. I'll meet no villa. Um why don't you tell us a little bit about your current role? But actually why don't we start with how you got to where you are today? You just, you know, kind of embarking on starting this business. I think recently you had left your full time job to take on this new founder role. But tell us a little bit about the past and then tell us about the company. Yeah, absolutely. So fundamentally what I do is I love to scale companies generally, I'd say my sweet spot as I scaled from five million to a are are about 100 million. And there are, I ran operations at up work. I ran a large chunk of the market operations at box. And then the last four years I've spent scaling culture amp from up to a very large size right now. It just goes to revenue and about three years ago. So I build kind of all the sales and market, go to market strategies and run the ops and all the systems. And I've caused a lot of email...

...pain. I've probably spent about 100 email, 100 million emails in my career. Uh, three years ago I was overwhelmed by so many people trying to sell to me that I wrote a simple email that basically said, thanks for the note. I didn't get, it didn't make it to my inbox if you want to donate to my favorite charity. And I put my memo link, I'll guarantee I'll read your email, not reply, and I put on there and people started paying. So I then built the next version of their table. Then I had a gentleman code it and gave it out to 20 ceos and marketing leaders and they all loved it. And so we've been building that technology and went full time last month. As you said, uh, you actually don't need it in your marketing stack. There's 20,000 plus tools in uh, sales and marketing stacks. We're building the first tool to help buyers that are overwhelmed with interesting. And so you tell me, because, you know, even in our correspondence back and forth, you obviously have it running right in your own dog food, as they say, tell us...

...about how do you catch emails that? Because you're really trying to distinguish between, let's say, a marketing email versus everyday kind of business email. Like if your cousin's reaching out for the first time in seven years and emailing you, they're getting like a message from gated. Is that right? Or is there a way for it to kind of try to distinguish what might be like an automated type email, things like that? Yeah, absolutely. So the fundamental gated gate is integrated into your email and watches how you use email. And so if you send to somebody, it's smart enough to not send them a challenge email, if somebody you've trusted copy somebody else and it's also smart enough. So the system learns and we're building more and more use cases into it all the time. That being said, if somebody who has never emailed you before on a new email like your cousin from seven years ago, since your note, kate is going to send them a challenge. But we figured out how to allow people that know you to verify and get through. Right. So the SDRS or the cold emails, they'll be asked to donate. We've got some creative...

...solutions. So if people are people no, you, they can verify and they can skip the whole donation process. Interesting. And so do you is the only revenue coming from this from the donation link? Yes. We give away gated free to every email user. We're still in wait list. So we're keeping it pretty tight for now. But we'll be opening it up fairly soon. Think of us like google, google gives away search for free and monetize is from advertisers. We are giving away protection of your inbox and taking a share of the donations. As our revenue stream interesting is there is flat share is it? I mean it's your early and pricing. So like, you know, it's okay, you don't have all these answers, but we've got him, we we see consistently people donate more than the minimum donation because of the power of the charity. And so we are, we will take a smaller fee as the people donate more to charity because we are a big believer in trying to direct as much money from senators to great causes...

...rice. And you know, what is that? You know, I'm gonna fall short here. There's a business class now that's kind of knew that it allows you to be not just profit first and perhaps even a little forward, you're going, you're gonna have to be core concept, you know, cool tramp. We are b corp we haven't, that was my old company. We very much we we believe in doing good. We have not yet gone down and explored to be corporate out. You know, it's a, it seems like you have the opportunity to given, I mean, have, you know, so much of the revenue and the money is actually going to go towards charity, right? Yes, absolutely. We we need to explore that. We haven't gotten on that yet. We're still early, but growing fast. All right, well look, I always think that it's a combination of luck and hard work that gets you to where you are, when you've gotten to this place in your career, you as a founder and Ceo give me an example either or both that helped you to get where you are. And it kind of feels like it's a little bit of having your own problem fixing it, having this go to, you know, be something that other people want to...

...fix as a problem to. There's there's got to be a story in there. Yeah, hard work these evening. I'm super intense and passionate about what we do. I've been working on this on the side for two years, you know, very much been focused on culture and growing that and we've, we've 10 X the R. R over the last three or four years. But on the side I've been putting in tons of time in the evenings with my team evenings, nights, weekends, I've been working really, really hard on that side. So a lot of behind the scenes there in terms of luck, there's lots, I'm a big believer in luck but one in particular, uh, I met Sam Levin, the Ceo of Mad cudahy and I were talking became really good friends. I invested him and Madkins, amazing technology. But Sam also was like, yeah, I love email and how email works. And so he actually was kind of my initial technical advisor because he's incredibly smart. So he guided us through how to build the two. And then Samsun actually helped build and code V three about a year ago. So it's uh incredible luck finding SAm and...

...a great friend as well. I think more people should attribute luck to the, those happen sense relationships that you get to build like that. How were you introduced? Just curious, oh, one of Sam's sdrs paying me and paid uh paid a gated donation. And then I uh, SAm and I end up talking about their solutions. So it's uh gate, it is not about stopping cold email, we believe that we fixed both the user side, but also the center side, we're about creating great connections and rewarding quality content and quality emails. And so when somebody pays a buck or two, I read it and I engaged in it, I'll give you an interesting stat, str individual emails. Actually, I'd ask you what's the reply rate on an individual SDR sequenced email and outrage. Come on, take a guess. 10%, I don't know what You're probably talking below 1%. You know, if there are clearly right, amazing emails. So Good.

They must it's not because like, you know, the tools are bad or anything like that, there's a fundamental problem economics female, right. Which is just it pays to send more and more and more and more. And so we're trying to fix that problem, reply rates to donate emails and gated right now and it's still early data, but we're seeing about 65% reply rate. So would you pay a buck or two to hit your target user for that? So we don't want to as we launched this thing be seen as a place that's hostile to senders and sellers were very much passionate about like great people that write great emails that are highly relevant to you. We want to help those people cut through the noise. So sure. But I can imagine there's tons of people listening right now that are going, that's a great thing. Except it's just going to make it harder for me to get to my prospect or more expensive. Well, it won't make it more expensive. Right? If you think of the value of your SDRs time and how much time, you know, the amount of their time they're spending calling and...

...people not talking to them sending emails into the void are there? And so I've talked to probably 40 50 Ceos and I'm sorry, cmos and heads of SDR and they're like, I pay this all day. Do you think about it? People have budgets for send. Oh so they have budgets for cameo. They've got budgets for every other tool out there. Like this is a marketing channel that would I pay a couple of bucks to be able to have a much, much, much higher rate of connection. Absolutely yes. That's why I'm linked in. It costs more because you're versus like a google woodside like higher targeted and more relevant. So like we are basically just realizing that there's an inefficiency in the market that's burning users and it's burning centers as well. Too interesting. Very cool. Well look with all all of your sales leadership experience. I'm sure you have a ton of different tactics, all the scaling that you've done. What's something that you would point to that people can kind of put into their daily sales and marketing roles today as a tactic. That's a great question. I mean I tend to write a lot, so if you go to my...

...linkedin, I've literally written a handbook, 66 volumes on like how to do red bumps. So that's there. If, if people want to use it, download it. Uh I think the other one, maybe we'll come on and do a future podcast is people will start asking me, okay, like how do I beat gated? Or another question which I did recently was Okay. So say this is price a gated is prevalent, How does the world change? And the world definitely changes by True personalization, better research, better content. And you know, we having run sales and marketing machines for 20 years, we're definitely smart enough to figure out how to stop people trying to hack it. But I'm excited for the first person to figure out how to hack it. Yeah, I mean, or excited for you to find out not probably they can um, use it that way, but are you hiring yet any key positions you're hiring for? Yes, we've got a bunch, we don't put it out there. We tend to hire kind of source our own, but the one we're hiring for right now is what we'll call like a user success support. We're hiring a...

...senior leader of that. I think creating passionate engaged users early is important. So we're probably closing on candidate there in the next week or two. Awesome. And then what about some shoutouts, anybody that you know, has been inspiring to you. You already made one earlier but uh from either a content perspective or even some up and comers? Yeah, I'd say a couple shout outs. One is brad. Rosen just took a new job in sales assembly, he's gonna be writing every month so I love his stuff and I'm super excited for his new role up and comers. There's guy 10 or lacey at Spiff who has become a really good friend and I'm advising Spiff, I think they're doing great pretenders, one of those like young sharp people and then obviously like my entire team of cold tramp is I built and hired and have one of the best teams I ever had. I'm definitely gonna miss those folks but a lot of them continue to stay in touch. Cool, cool. Yeah, I mean it must have been hard to walk away from that, right? Like uh you probably had the feeling to walk away way before you...

...actually did it I imagine. Yeah, it's been great like my boss JD Peterson has been super supportive of both and culture and lots of companies. You know, they, they love seeing people, you know follow their passions as well too. Cool, cool. Well look, all this is about you and then here's the one for me. What restaurant should I go eat at? Give me a, you know, a secret. I know I haven't been to a restaurant in a year and a half. I think everything must be closed. But if Khokhar in san Francisco is probably my all time favorite car. Good. Well look, by the time this goes up, I mean world's opening up right now in May, but uh, maybe not in the Bay Area. I thought all you guys moved to Miami anyway. Isn't that the thing? But I'm sure it'll be open when we put this up in june so cool man. Andy so cool when you're up to really, really excited to kind of watch it grow and we'll get to say, we knew you went, man, you got it buddy. We are shaking marketing to its core and we're making it better for everyone. So keep an eye out cool. Thanks so much. Andy. All right, that...

...is our show. Thank you so much for listening. I truly appreciate it. If you love the show, rate and review apple podcasts, Spotify have do all this stuff reminder. This episode was brought to you by drift. The new way businesses by our businesses. You can learn more conversation. Start at drip dot I had fun today. Hope you did too. Now. Mhm.

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