Last Wednesday I gave up on MoltSets entirely. I was devastated. Today, I think it's our next $10m ARR biz. It's all because of ONE CHANGE we made to the offer.
HERE’S WHAT HAPPENED:
To Set The Stage:
Seven weeks ago Robb, Tate and I stopped working on RB2B
We are focusing on MoltSets - unlimited contact data APIs
Hopefully we’ll be in closed beta next week - waitlist below
My original hypothesis for MoltSets is that a large number of Clay Agencies (maybe 200?) would pay $495/mo for MoltSets, and agree to post 2x/mo on LinkedIn.
That alone isn’t an attractive business ($1.2m ARR).
But I hoped how loud they were would pull in growth marketers and Founders at $199/mo, and individual reps who wanted to do sales in Claude at $19/mo.
I had 3 of the biggest Clay Agencies say the same thing last week:
“There’s probably 10-30 people who would pay $500/mo for that.”
FACK!
And one of them said “Also $199 is kind of a confusing price.”
But then one of them suggested something WILD.
What if instead of trying to get HUNDREDS of people on $497/mo…
You tried to get THOUSANDS or TENS OF THOUSANDS of people on a $97/mo plan that was unlimited and STILL had huge rate limits???
As I continued my conversations with GTM nerds, the enthusiasm for the $97/mo offer became palpable.
So much so that a few people in a row said words that are music to my ears:
“How can you run a profitable business with a $97/mo truly unlimited offer?”
When I explained it to them, it clicked:
We have incredibly cheap, massive awareness through my LinkedIn
We are already using our database and data team (very profitably) to serve three other business lines
MoltSets piggybacks on those two “moats” for another path to monetization of both of them, and
We will do this without humans, like RB2B
“Ah, I see.” (they said, nodding)
TAKEAWAY
I still think Customer Discovery is more important than ever.
I’ve never sent a cold email or made a cold call, and I’m trying to design a product for people who are the best in the world at it.
Vibe coding makes you think you should just throw a product out there and see what happens.
But unless you are LITERALLY eating your own dogfood and solving a PAINFUL PROBLEM that you actually have, there’s no way your vibe coded slop will be truly disruptive.
Going $0-$1 quickly requires two things:
A disruptive product
Disruptive marketing
If you don’t have both, you’ll get stuck. I know because I’ve been there.
There’s only ONE WAY I know of to create both those things …
CUSTOMER DISCOVERY.
The market knows. You just have to ask.
Adam
P.S.
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