How Allo Reached $10M Revenue With 5,000 Customers
Top Founders
Nathan Latka
4.6 • 702 Ratings
🗓️ 1 April 2026
⏱️ 23 minutes
🧾️ Download transcript
Summary
How do you grow an AI phone system to 5,000 customers and roughly $3M ARR in under two years while still aiming for $10M in revenue this year?
Jeremy Goillot is the founder and CEO of The Mobile First Company, which launched Allo as its first product. Allo is an AI phone system and dialer for small businesses, now serving around 5,000 customers with average revenue above $160 per month and a goal of reaching $10M in revenue in 2026.
This business is interesting because Jeremy did not stop at a self-serve PLG motion. He started there, saw the churn and activation issues, then layered in demos, lead routing, CRM-based qualification, and expansion to raise ACV and improve retention. The result is a high-volume SMB SaaS business built on strong distribution, fast onboarding, and clear activation metrics.
You'll learn:
- Why Jeremy moved from pure PLG to a sales-assisted motion.
- How Allo increased average revenue from $18 to over $160 per month.
- The exact activation metric that predicts churn.
- How the team uses demo routing based on CRM and team size.
- Why retargeting was one of the cheapest acquisition channels.
- How Allo won SEO with long-form content and original screenshots.
- The keyword prioritization system behind their content strategy.
- Why 50% of new revenue now comes from expansion.
- How the team thinks about CAC quality instead of lowest CAC.
- Why Jeremy raised early without waiting for a co-founder.
- How he kept about 50% ownership after raising around $20M.
- What it takes to sell into SMBs at high volume with only 17 people.
Jeremy previously led growth at Spendesk before starting The Mobile First Company. He launched the company as a solo founder, raised a $5M pre-seed on his own, then built the team around him while keeping significant ownership. His long-term goal is not just one product, but a broader suite of vertical SaaS tools built under separate brands.
If you care about SMB SaaS, PLG versus sales-assisted growth, SEO-led distribution, or building a multi-product software company, this episode is a masterclass for SaaS builders.
Watch this episode on YouTube: https://youtu.be/PUZMvjyS3xw
Connect with Jeremy: https://www.withallo.com/
Connect with Nathan: https://founderpath.com/
Transcript
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| 0:00.0 | How many total customers are you serving today? |
| 0:01.9 | Around 5,000. |
| 0:03.2 | 7.50 signing up per week. That's 3,000 a month. |
| 0:05.8 | How many of the 3,000 convert into a paid plan? We have above 35% conversion. You said you're out a million bucks of A-R today? No, it was a year ago. We finished at 10 this year. I'm still the biggest shareholder of the company. Can I ask how much you still own? About 50%. Hey folks, my guest today is Jeremy Goyo. |
| 0:21.2 | He's the co-founder and CEO of the mobile first company, a hold company that built a tool called Allo, a dialer for sales teams. Now, he did this after leaving his head of growth at Spendesk, which he helped lead to a unicorn status before again jumping into startup world. The tool now is used by over 5,000 businesses. Jeremy, you ready to take to the top? Nice to meet, Jonathan. Thanks for inviting me. You bet. You have a very cool website, but you just told me before the call. This is really a holding company, and it sounds like you have a multi-product strategy with Allo being the first one. Walk me through what the company does. Yeah, exactly. So as you say, coming from the SaaS industry, and I had one of the main frustration in the past that was software was mainly for corporate or for big companies, but it was never very easy to use, never very accessible for smaller companies. |
| 1:06.8 | And so for my second company, I wanted to build a suite of products. So as you can see, the mobile first company, it's a suite of product to solve the most boring problem for the most boring businesses. |
| 1:17.8 | So we help, you know, like retail, services business, smaller companies by building consumer-like softwares with an affordable price. |
| 1:29.2 | And so that's the vision of the mobile first company started two years ago. |
| 1:33.3 | And we launched our first product now a year ago that's called Allo focusing on the telecom |
| 1:38.5 | and the phone problems. |
| 1:40.3 | So most of people who are using Ring Central as the leader in the US. |
| 1:44.0 | And I've been reading so many |
| 1:46.0 | complain about that solution that I was like, okay, it's time to build something easier, more |
| 1:49.9 | intuitive and better. Yeah. You know, there's always people one-shotting websites. This is just |
| 1:54.7 | beautifully done. Do you come from a web design, UIUX background or who did your website? |
| 1:59.7 | So it's great. So thanks for the comment. |
| 2:02.8 | I think we started to work with agencies, and then we discovered that it was not moving |
| 2:08.7 | fast enough, and so we do everything mainly online. |
| 2:12.7 | As you can see, most of it is now AI generated, you know, so we become as well like |
| 2:17.2 | a lot of prompt |
| 2:18.4 | expert. The big kudos is from Alex, that is our head of branding. It's a YouTuber. You have |
| 2:25.0 | two million followers online and he decided to stop YouTube to build like a tech company with me. |
... |
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