190: TZ Interview – Ted Pitts & Harry Hollander / Moraware

Justin talks to Ted Pitts & Harry Hollander about how they bootstrapped Moraware to more than $1m yearly revenue.

  1. Progress Paddy says:

    Really nice interview guys!

    About taking risk away from the customer: I have customers in multiple countries. I charge in US Dollar. They pay in USD no matter what their country is, and they are exposed to the risk of currency fluctuation every single month with their subscription. So one thing I could do is charge them in their currency, taking the risk of currency rates onto my business.

    By the way, Justin, this is your first solo interview, right? I really enjoyed it. Both you and Jason offer different perspectives, and it’s really nice to hear both styles. Keep doing your interviews, Justin.

    I think your format of having one interviewer at a time is working nicely.

  2. Good work Justin. Really enjoyed your solo efforts on this interview.

    Some real truths came out from Ted and Harry – 1) It took them a long time to really gain traction on their business and 2) They built a successful business in a small niche. This makes you appreciate the hard work, patience you need plus how focus in one part of the market can be enough.

  3. nethy says:

    Great podcast Justin,

    I enjoyed the story. It’s the type of story you rarely hear about because of how isolated it is. \

  4. Justin you owe me a new laptop!

    I spat my cup of toast all over my laptop when I heard I wasn’t the only one to eat my breakfast from a cup.

  5. joe moletto says:

    Loved this one.

    Especially interesting was the point about being between in that place between success and non-failure and what moved them on.

    I think it was awesome that they did the interview.

    Keep up the good work.


  6. steve reynolds says:

    Great interview!

    Real guys with a real product! with a real business model! (so tired of VC backed social crap companies.)

    Best of luck!

  7. iSoftwareMaker says:

    Loved the show very inspiring,
    because of this show i tried for 30-45 min to install iTunes on win7 just so i could give you a review but was unsuccessful!

    Friend told me that she has portable version on dvd that works on win7 as soon as she finds it you are getting a well deserved review

  8. Justin says:

    @All – Thanks everyone for the very kind words. @Stuart, LOL!

  9. Tony says:

    Great podcast, guys. Before I listened to it, I checked out the company and thought, “Man, that is as niche as it gets!”.

    For me, as luck would have it, I’m also working on a startup in a niche area featuring a frugal customer base of the not-so-technically-inclined. I’m still going down this path, but there are times where I run the numbers and think, “Is it even remotely worth it.”, especially when it comes to my as yet undecided pricing model, but it’s in an industry that I feel needs it nonetheless. Cheers and thanks again.

  10. Really enjoying the solo interviews guys. I think they go much smoother. I do love you both interacting but during interviews it can get a bit confused sometimes. Looking forward to a discussion show next though 🙂

  11. Jason says:

    @Alex Gemmell – I’m glad you think the solo interviews are working out. I think they’re a little easier to do well even if they do require Justin to do a little more up-front preparation. 😉

  12. Great story about two seasoned micropreneurs building a biz slow and steady.

    I agree on the interview format. Just one host (either one of you) is fine, and alternating discussion podcasts with interviews seems to be keeping things pretty interesting.

    Keep up the awesome podcast (both to the hosts and interviewees).

  13. Nice interview Justin, there was a lot of great questions. This is another great illustration of how relentless hardwork and focus on a nice eventually pays off.
    A couple take-aways:
    – transfer as many risks from customers to the application as possible
    – focus on what the user experience feels like for the first 5 minutes
    – listen to your most social/vocal customers – not necessarily to implement everything but because it could also lead you to find great other ideas

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