How we found product market fit

A Conversation with Bryan Pham for the Asian Hustle Network podcast

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Bryan: At what point did you realize that you had product market fit and how did you

advertise this product?

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Raad: It started out with my co founder and I knocking door to door with a square

reader and going on Yelp. We started charging people $300 to join the platform and

promising them clients, even though we had no ideahow we would get any. Then, we

realized that actually getting lawyers to pay for your services is a harder problem

to solve for.

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So it started off as this SaaS subscription model and we allowed lawyers to upload

their real time availability. It was similar to a Zocdoc for lawyers where people with

clients can go in, click a slot, get a consultation, get the lead and they would pay us

in exchange for that. That wasn't really good at product market fit, It wasn't

sustainable. We were going after so many different practice areas from divorce

lawyers, to personal injury lawyers and we were spread too thin. Eventually we

focused around startups and small businesses.

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We thought that we had product market fit at that time, but it really wasn't. Yet, it was

enough for us to get the attention of 500 startups because we were growing. We were

doing a few thousand dollars in revenue a month and it was picking up.

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In terms of social network and how we marketed, I utilized Quora which is a Q&A

site to filter by all the legal questions that people were asking. I cracked open my

old law school textbooks and began answering hundreds and thousands of them for

free and I would link Lawtrades at the bottom for people to check it out. It resulted

in a lot of people visiting the website. I would answer questions like should I

incorporate as an LLC or a C Corp? I must have answered that in 50 different ways

on the site, but it eventually drove some traffic back to the main homepage.

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What's cool about Quora is it also picks up with SEO. So if its a really

popular question, people can type it on Google and then Quora will usually be the

first answer there. So not only do you get Quora's traffic, you get Google SEO traffic

as well. That jump started a lot of our early growth and a lot of our early users.

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Bryan: I know that you initially mentioned that you thought you had a product market

fit, but what was a real Pivot that caused the product market fit?

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Raad: It's tricky because you can grow your company, get paying customers and just

assume that you have product market fit. Fundamentally, if your underlying unit

economics is not sustainable and your customers aren't constantly coming back to the

platformusing it more and more, it becomes really hard and expensive to grow your

product. You can be sort of tricked into thinking that you have product market fit,

which is what happened to us.

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We were selling to startups and small businesses and eventually got into 500 startups,

which invested around 125K at the time. Then, we eventually raised a seed round

shortly after doing demo, which resulted in raising a little over 3 million dollars. It

was led by a big VC fund, Draper Associates. At that point, we switched away from

just posting on Quora because it wasn't scalable to continue running more ads on Google and Adwords.

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At a certain point, we were spending close to 100 grand a month on Google Ads.

We were acquiring lots of customers and focused on growing the top line revenue in

the business, even though we were actually losing a good amount of money.

The problem with the early stage startup small business segmen,