The audio and video are in Spanish. These notes are a translation.
Today I spoke with Diego Boryszanski, CEO and cofounder of Maslow, a flexible benefits platform that today bills more than 1 million dollars a month with a team of barely 30 people. In this conversation, we talked about how they built a profitable company with few resources, their focus on extreme efficiency, and how they used relationships of trust to scale commercially in Latin America. We also explored how they thought about the business model in an unsexy industry, and how to turn something traditional into a high-impact tech company.
1:20 - From $2,000 in Cash to Millions in Revenue
At the start of 2023, Maslow had only $2K dollars in cash and a lot of doubts. Today it is a profitable company, and it is growing.
- How did they navigate that critical moment with so little liquidity?
- What helped them raise capital without any prior experience?
- Why did they prefer angels to funds at that stage?
8:00 - Building a Remote Company from Scratch
Maslow was born 100% remote, with partners in different countries who did not know each other in person at the beginning.
- How did Diego, Matías, and Ricky meet?
- What practices do they use to keep a solid relationship among remote partners?
- How do you make sure you choose the right cofounder?
17:45 - Choosing an “Unsexy” Business and Making It Huge
Maslow chose to solve a very concrete problem (corporate benefits) instead of selling innovation.
- Why did they decide to stop selling disruptive ideas and focus on what customers were actually buying?
- How do they make their product a “no brainer” for large companies?
- What sets them apart from the competition in a traditional market?
23:00 - Radical Efficiency: 30 People, $1M a Month
With only 3 salespeople, Maslow manages to scale with large customers across the whole region.
- What strategic decisions explain their efficiency?
- How do they prioritize the time of the sales team?
- What role does networking play in their sales channel?
33:00 - Expansion in Latin America and the Business Model
Maslow already operates in 12 countries and provides service in more than 30, thanks to its tech + operations approach.
- Why was it key to have a local partner in order to open Mexico?
- How did they scale without raising large rounds?
- How does their SaaS + marketplace business model work?
41:00 - Vision for the Future: Building Unique Relationships
Maslow wants to be the infrastructure behind company-person relationships: employees, customers, and more.
- What does it mean to build unique relationships with technology?
- What is Maslow’s most ambitious vision for the next 10 years?
- What role will global expansion play on that path?
Episode Mentions
You can find Diego on LinkedIn
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