548th 1Mby1M Entrepreneurship Podcast with Lloyed Lobo, Co-Founder of Boast.ai (Part 4)

Sramana Mitra: Let me probe one thing here. When you were doing this manual customer servicing, was it more of a rule-based engine than pure AI?

Lloyed Lobo: First, it was fully manual. The rules-based engine was the Wizard-of-Oz MVP. It looks like technology but, on the backend, humans are doing it. There are two elements. You are collecting data. Then you need to process that data and generate the outcome. Then we started doing this data collection online where people can upload everything.

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Bootstrapping Using Services, then Raising $10M and Scaling to $16M: EZOPS Co-Founders Sarva Srinivasan and Dutt Chintalapati (Part 5)

Sramana Mitra: In 2018, are you still self-financed?

Sarva Srinivasan: Yes. At the end of 2018, we did a Series A. 

Sramana Mitra: How much did you raise?

Sarva Srinivasan: $10 million.

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Catching Up On Readings: FinTech 250

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548th 1Mby1M Entrepreneurship Podcast with Lloyed Lobo, Co-Founder of Boast.ai (Part 3)

Sramana Mitra: How about getting your first product out? Were you bootstrapping to get to the first product?

Lloyed Lobo: We bootstrapped to about $10 million ARR. We just raised a round of funding around Thanksgiving last year.

Sramana Mitra: Let’s talk through the early part. You bootstrapped and you had validation because of your consulting work. How much of that consulting pool became customers of the product?

Bootstrapping Using Services, then Raising $10M and Scaling to $16M: EZOPS Co-Founders Sarva Srinivasan and Dutt Chintalapati (Part 4)

Sramana Mitra: You have a wonderful positioning because anything that has a compliance angle to it has a very mission-critical purchase cycle. You must have experienced pretty high-velocity customer building.

Sarva Srinivasan: That’s correct. In parallel, we started building EZOPS. As part of our engagement, we were talking with the clients and their challenges. Oftentimes, it was just a lack of an end-to-end platform. It could be that I have the wrong data. Therefore, I’m not able to send the right information to the regulators. It could be that I have 10 different applications sending the same data and I can’t figure out what the right data is. These are very simple problems. 

548th 1Mby1M Entrepreneurship Podcast with Lloyed Lobo, Co-Founder of Boast.ai (Part 2)

Lloyed Lobo: R&D tax credit is a beachhead for us. My co-founder used to run this at KPMG. He was a manager at the R&D tax credit team. He said that it’s a manual and broken process. At the end of the year, we would go to companies and say, “Give us your shoebox.” But that shoebox is not just your receipts; it’s everything you did in R&D.

Bootstrapping Using Services, then Raising $10M and Scaling to $16M: EZOPS Co-Founders Sarva Srinivasan and Dutt Chintalapati (Part 3)

Sramana Mitra: You were doing this out of Chicago?

Sarva Srinivasan: New Jersey. All three of us are from New Jersey. We started off in a small office back in January 2014.

Sramana Mitra: All these 20 clients, you serviced with just the three of you?