Two people, $1.2M ARR, no sales team
About this episode
Adam Holmgren built Fibbler to $1.2M ARR with one co-founder and no sales team. He is not an engineer. He spent ten years in B2B marketing, started the company on the side of a full-time job, and now ships more product features than his technical co-founder does. His first fifty customers came from a LinkedIn audience he built two years before there was a product. The first employee is being hired now, and the target is $10M ARR with fewer than five people.
His argument is that building stopped being the constraint. Around ten companies now do roughly what Fibbler does, and the features are not what separates them. Distribution is. That is why Fibbler put half of every month's MRR into ads before either founder took a salary. Adam also makes the case that marketers make the best founders right now, that domain expertise is the one thing AI will not hand you, and that a SOC 2 certification is how a two-person company gets taken seriously against competitors many times its size.
Chapters
Guest
Adam Holmgren is Co-founder and CEO at Fibbler. Connect with Adam on LinkedIn.
About the show
Growth After Headcount is a podcast and a book about how companies scale with AI instead of people. New episodes weekly. The book lands in 2027.
About Haris
Haris Odobasic is Managing Partner at Revenue Wizards, a GTM and RevOps consultancy, and the author of The RevOps Pendulum. He writes and speaks about how AI is changing the way companies are built and scaled. More about Haris
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