Short answer: Wiley Jones says Doss targets physical operations companies from $20 million to a couple hundred million in revenue. Smaller firms focus on winning and growth, while larger ones fit Doss into an enterprise systems roadmap.
Watch this answer from Episode 44 (starts at 9:17) · Episode 44 notes and transcript
From Episode 44: This AI Platform Lets Anyone in Your Company Manage Operations Without a Single Engineer, starting at 9:17.
Jordan Metzner [9:17]: Yeah. That's great. Awesome demo. I love the commentary on, like, the great UI. But and I saw some of the data come coming in, looks like, from Shopify. But maybe you can give us an idea of kind of, maybe, what type of customers have adapted Doss and like where if they've really found kind of the best adaptability. Obviously, like, every company has an ERP of some sort or another maybe. So maybe the TAM is, you know every company ever but I'm sure there's some that have really found some great success here.
Wiley Jones [9:44]: Yeah. I mean investors love hearing that that's the TAM but the reality of it is that you wanna get really really really specific. So the thing that I would describe here is that it's really important to actually highly concentrate your ICP in order to deeply understand the customers in that smaller kind of, micro segment so that you can deliver the right amount of value to them that will change their that will actually change the way that they work. So in the example of these businesses, we have a very similar story that we'll tell to a very large company that's making hundreds of millions of dollars of revenue versus companies that are making tens of millions of dollars of revenue. And the thing that's I would say most distinct though is that you actually have to understand where they're at in their maturity journey. So very small organizations, the way that they think about value is like they're like very binary. I wanna win. I wanna go grow revenue. I need to actually hit these goals and targets so that the company can continue on the trajectory it's on. When bigger organizations talk to us, that customer profile is a lot more conflated with the maturity of the businesses enterprise systems.
Wiley Jones [11:01]: So like a business that is exactly like the coffee company that, that I'm demoing but they're doing a couple 100 millions of dollars in revenue or a billion dollars in revenue. Because they, as an enterprise, are enterprise shaped, they behave very similar to a company in a completely different industry, even more so than a company in their own industry that's smaller. And this is I think that good is I think especially important in business systems like ERP is that they become indistinguishable from operating the company, the investment in these systems. And so we have to really clearly determine early in our sales cycle is what side of that line does our customer or does this prospect fall on? Do they have a capability roadmap for their enterprise systems? If they do, where do we fit into that? They already probably have a point of view about data warehousing or they have a point of view about how they'll be using a CRM or what their finance and accounting solution is. And we need to understand where we fit in the potential journey of or in from a potential solution standpoint in their capability roadmap more than what we would in the smaller segment if we're looking at that 20 mil to let's say a 100 mil in revenue. Those companies are like very much binary. I want to win.
Wiley Jones [12:17]: I need to go into sales channels and grow revenue. I need to introduce new products. The question from a 100 mil to 500 mil ends up looking a lot more like how do I build systems that I can in can produce dividends and compound for me from a business standpoint over a number of years? So yes, the TAM is every single company but the whole thing the way that we segment it down today is really trying to identify that company that is thinking much more about how do I win in my market for physical operation companies 20 to a couple 100,000,000 revenue.
Jordan Metzner [12:49]: Awesome. Go ahead, Sam.
