written by
Harry Whelchel

Jason Bapna Doubled MRR to 7-Figures with ConvoPanda

8 min read

STEP 1: Watch Testimonial Video
STEP 2: Book A Call And Take The Quiz

Harry Whelchel: There we go. All right. Everyone, this is Harry Whelchel. I've got Jason Bapna, founder of Consistent Cart. Jason and I have been working together for the last four months. And in that time, what did we do? We've increased the MR by about 38% over that time.

Jason Bapna: Yeah. Yeah.

Harry Whelchel: And ... Yeah. And we've been working together on basically marketing strategy, marketing automation, putting in process those types of things to get a more structured growth in the business. Is that about right?

Jason Bapna: Yeah, yeah.

Harry Whelchel: Cool. Cool. Well Jason, tell me a little bit about yourself and kind of what it was like working on Consistent Cart before we started working together.

Jason Bapna: Yeah. So I started Consistent Cart about a year and a half ago. And it was just a solo idea that I was just working on in my free time. And at that time, the business was just starting from scratch, and I was able to grow it and start seeing some results, until eventually I was able to leave my full-time job and work on Consistent Cart full-time.

Jason Bapna: Before we started working together, I would say it was pretty chaotic, to say the least. We were growing, which was great, but I think we had ... I didn't know where to go next, and I couldn't figure out how to get past ... We sort of hit this barrier and we couldn't grow any more than that. And so I couldn't figure out how to get past that.

Jason Bapna: And then that's when we met.

Harry Whelchel: So tell me more about what it was like kind of working together over the last four months. What are some of the things we did and how would you describe just kind of what we did and the approach and the experience?

Jason Bapna: Yeah. So I think one of the first things we did was just dive in and take a look at where the business is currently and try to get a feel for where sort of the bottlenecks were. I think we discovered pretty early on that I was the bottleneck in a lot of the processes and I wasn't delegating enough responsibility to the team.

Jason Bapna: And so that was a ... I kind of knew that in the back of my head, but I never actually formalized it. But when we actually put it down and started discussing it and actually going through my day, it was pretty clear that something needed to change.

Jason Bapna: And then aside from that, we were able to dive into our customers and really figure out who was using the product and get to know our customers a lot more. I think that was one of the big things for me was I had built this company with very little contact with customers, because I'm a software developer and a software engineer. That's my background. So I just kept building and building, and there wasn't much customer communication. And so I think that's one area that you really pushed me towards is talk to the customers and understand their mindset, their problems, and how Consistent Cart can help address them. So that was big too.

Harry Whelchel: Yeah. Can you speak to that little anecdote of one of the first conversations you had with a customer and how they identified a reporting issue?

Jason Bapna: Yeah, yeah. So this is a good story. So we ... I had talked to a couple customers, and we have live chat and we have support channels where customers reach out to us. But during one of our initial calls that we did with our customer, the customer mentioned something that sort of ... it got me a little curious.

Jason Bapna: He said, "You guys have ... Your software is working. You've recovered lots of carts. I can see it. But I'm not seeing that you're actually attributing it to Consistent Cart." And then he shared his screen and he's like, "See? I don't see any attribution." And then he's like, "Isn't that how you determine what your monthly charge is for the software?"

Jason Bapna: And I remember thinking about that like, "Hey, how is this under the radar for so long?" And then I think you and I the next day dove into it and we realized that it was about 20% of all attributions we just were not capturing because we didn't have ... it was a coding issue. But-

Harry Whelchel: That's just kind of cool to see how just ... Even though it seems like somebody doesn't see all that well, but making some space in your process for one-on-one conversation with customers can really surface interesting issues, right?

Jason Bapna: Yeah, yeah. And I think what's the irony of it is it's not ... that's not something customers would go out of their way to tell you. So they won't write into support and be like, "Hey, charge me more." So I think that was nice when I was able to talk to the customer, sort of build that rapport. Then he mentioned it to me, which was nice. Yeah.

Harry Whelchel: Nice, nice. So what do you think the impact of the additional traction that we've been able to achieve in the last four months has been on your business?

Jason Bapna: Well, I think it's two-fold. One is definitely in terms of revenue. That's ... You can see it in the numbers. And I think the second thing, the second big thing for me, is what I was talking about earlier, which was we didn't have the processes in place to really grow the company.

Jason Bapna: And so I feel like that's sort of an area that we started to work on and we were continuing to work on, and we're identifying those bottlenecks, we're finding ... we're implementing processes so that more of the team can take ownership over various parts of the business, versus me sort of leading on everything and then becoming the bottleneck, which was what was happening.

Harry Whelchel: That makes sense. That makes sense. So-

Jason Bapna: Yeah.

Harry Whelchel: Well, what's the difference between, well, kind of working with me and some of the other people out there?

Jason Bapna: Well, I'd say one-on-one ... I think that you've got a ... You understand how SaaS first of all. You have a lot of experience in SaaS. So while you're great at marketing, I think you have ... you're specifically well-versed in SaaS. So I think that's important, because marketing for E-commerce is different than marketing a SaaS product. So that's one thing.

Jason Bapna: And then I'd say the other thing is that you have ... you're able to switch context really quickly. So I've seen you ... You and I will pair a program on something or we'll code on something, and then you'll very quickly be able to switch over into marketing and we'll be able to work on that together.

Jason Bapna: So you understand sort of all facets of a SaaS business, which I think is really cool, because I've worked with marketers who they don't get how the development process works, how product is built. And so that's tough to work with.

Jason Bapna: So ...

Harry Whelchel: Cool. Thank you. So if you could go back in time, would you do it all over again and work with me again?

Jason Bapna: Oh yeah. I'd work with you earlier than I started.

Harry Whelchel: Nice, nice. And so, yeah, would you highly recommend other people work with me if they had the chance?

Jason Bapna: Yeah, I definitely think so. I think if you're an entrepreneur and you're looking to get a SaaS business off the ground, Harry's your guy. Definitely, I think you can't really go wrong. You'll learn a lot. He'll push you and he'll keep you in check and make sure that you're doing the right things that you need to do to grow your business.

Harry Whelchel: That's awesome, man. So cool. So what are the next steps for Consistent Cart? What are you excited about going forward in the next quarter, the next two quarters, that we're going to be working on together?

Jason Bapna: Yeah. So there's a lot. I think we're just now getting to that place where we can see really solid growth over the next year. I think what I'm most excited about personally is getting the team to sort of take ownership and putting these processes in place that really help our company feel like it's poised for growth.

Jason Bapna: And I think we've set up some KPIs that we're tracking. You and I went over our mission and our values. And so I'm just excited to continue to grow Consistent Cart and hopefully help our customers more and help increase their sales too. So ...

Harry Whelchel: Awesome. Well, cool. Well, thanks so much, Jason. Appreciate it.

Jason Bapna: Yeah, absolutely. Thanks, Harry.

Harry Whelchel: All right. Thanks.