Bryan Shankman

Unscripted SaaS

In this conversation, Jeremy Rivera interviews Bryan Shankman, co-founder and CEO of Tool Desk and LeadTruffle discussing the origins of their SaaS products, the challenges of pricing and customer support, and the strategies for marketing and future-proofing their business.
Bryan shares insights on building a successful startup in the home services industry, the importance of customer engagement, and the risks associated with relying on a platform like Jobber. In this conversation, Bryan Shankman discusses the evolution of his SaaS product, Tool Desk AI, focusing on the challenges and opportunities presented by platform dependencies, the innovative features of their AI-driven lead qualification tool, and the streamlined onboarding process for home service businesses. He also shares insights on marketing strategies and offers valuable advice for aspiring SaaS entrepreneurs.
takeaways

• Tool Desk started with a focus on home services and lead qualification.
• The initial product was inspired by a need for ringless voicemail systems.
• Pricing is strategically set at $149/month for the Jobber plug-in.
• Customer support is highly personalized, with direct communication from founders.
• The company is 100% bootstrapped, allowing for thoughtful financial decisions.
• Cold outbound marketing has been effective for customer acquisition.
• Building a product that fills gaps in existing platforms is crucial.
• Platform risk is a significant concern for businesses relying on third-party services.
• Future-proofing involves diversifying product offerings and reducing dependency on a single platform.
• The founders prioritize building something people want and scaling thoughtfully. The value proposition of Tool Desk AI is to fill marketing automation gaps.
• Platform dependency can pose significant risks for SaaS businesses.
• Tool Desk AI acts as a 24/7 sales representative for capturing leads.
• AI technology is being utilized to enhance lead qualification processes.
• Onboarding for home service businesses is designed to be frictionless and quick.
• The AI is trained on each customer's website to provide tailored interactions.
• Iterative development and customer feedback are crucial for product success.
• Marketing strategies include cold outreach and SEO optimization.
• Building a SaaS product requires a strong understanding of coding or a capable partner.
• Entrepreneurs should only pursue SaaS if they have a clear market need and potential customer interest