Routable Co-Founder & CEO, Omri Mor talks about customer discovery, fundraising, and avoiding assumptions.
For extras and updates subscribe via email
Routable's growth and $30M series B are impressive headlines.
But their customer discovery process really stood out. Omri Mor interviewed over 300 customers before writing a single line of code.
He was entering a "boring" space – helping businesses automate payments, AR, and AP. These are big, hard, problems that have been around for a long time. Winning would require an intimate understanding of the customer. It would require understanding the nuances of existing systems. It would require replacing competitors. It would be a big task.
Omri wanted deep conviction before diving in. And because of lessons he'd learned from past pivots and misses, he was relentless in his process.
Just 4 years later, Routable has raised $46M, accelerated growth, and earned the love of customers like Ticketmaster, Re-Max, and Snackpass.
Omri shares his lessons on this episode of The Built in Seattle Podcast.
- How he raised a $30M series B in about 1 week.
- Why he did 300+ interviews before writing any code.
- Why engineering velocity won investor confidence.
- How to validate a replacement solution.
- Why "assumption is the mother of all fuck-ups."
- How Routable has been inspired by Steven Segal movies.
- Why YC asked him "what the hell were you doing for the last 9 months?"
- How leading questions lead you to build the wrong product.
- The transition from mad scientist to CEO.
- Why Outreach is Omri's Seattle business role model.
- Why Matt Oppenheimer is Omri's Seattle leader role model.