20Growth: How to Scale to $30M ARR Bootstrapped through Content and Brand | The Ultimate Equation to Success in Sales and Why Most Founders Suck at Sales | Why You Should Overpay People and What That Means with Guillaume Moubeche @ Lempire

**Guillaume Moubeche** (0:00)
When I first started, I thought that you had to be unique to succeed in a market, and you had to be like the first mover in order to really succeed. But later on, I realized once a market is crowded, it means the product market fit already exists. If they're not paying, it means that something is wrong. If you want the equation of sales, sales is equal timing times trust. Timing and trust is either equal to zero or one.

**Harry Stebbings** (0:28)
This is 20 Growth with me, Harry Stebbings. Now stay on 20 Growth, we dive in to an incredible growth story. Guillaume Moubeche bootstraps Lempire from founding to now over $30 million in annual recurring revenue. And he did this through an incredible content flywheel unlike any other. He also built this incredible micro brand in his vertical. And today, he opens the playbook on content creation, content distribution, brand, sales, the sales equation and so much more. This is a very tactical and granular show, which are really always my favorites to do. And Guillaume was incredible. But before we dive into the show today, one of the easiest investment decisions I have made over the last three years is investing in 11X. Their digital workers don't just automate tasks, they transform your business. With 24x7 operations, multilingual capabilities and human-like intelligence, they're revolutionizing how work gets done. From prospecting to closing, 11X is the all-in-one platform that allows you to reduce costs, increase pipeline and boost conversion rates. And that's why companies like Plio, Handshake, Sourcegroth and more are customers and lovers of 11X. Check them out today at 11x.ai. You will not regret it. And speaking of incredible products, when I spoke to Canva co-founder Cliff Obrecht on the podcast last year, he touched on how visual content is fast becoming the fuel that's driving the modern workplace. And your team needs to create an engaging visual pitch deck to sell an idea. A product launch needs an inspiring video to excite investors and customers. It's a game changer for visual communication at work. Canva turns your team into master visual communicators so they can get their point across with visual impact inside and outside your business with no design experience needed. With Canva, any team member and any company, whether you're a startup or a global organization, can design compelling on-brand visual content quickly and easily. And that's why 90% of the Fortune 500, 90% use Canva. Start designing today at canva.com. Designed for work. And talking about growth, let's dive into how Voiantis is transforming customer acquisition. As this is my growth podcast, I'm so excited to share with you the amazing story of the fastest growing company in my portfolio, voiantis.ai, who isn't being asked by their board to improve unit economics. Voiantis is the first and only company I've seen that has found the way for you to crack this nut by not only leveraging your first-party data to predict customers lifetime value, but truly coupling these predictions with a prescriptive layer integrating with and influencing each and every step of your customer's growth journey. Voiantis helps you acquire the right customers in Google and in Meta, allocate incentives to the right customers via your Salesforce embrace and trigger the right upsell option at the right time for each of your customers. Oh, and check this out, the best part, Voiantis are not only increasing ROI by 20 to 40%, but they're also improving the quality of your customers. Their solution has already improved Unity economics for leading companies like Miro, Rappi, Moneyline and many, many more. So if you want to improve your LTV to CAC ratio before your next board meeting, which I recommend, start by heading over to voyantis.ai/20vc.
That's V-O-Y-A-N-T-I-S dot A-I slash 20VC to get a free value assessment. You have now arrived at your destination. Guillaume, listen, I am so excited for this, dude, as I was saying beforehand, you are one of the coolest guests to do prep for with some of the diligence material we got. So thank you so much for joining me today.

**Guillaume Moubeche** (4:08)
Thanks a lot for having me, to be honest. I'm super excited to be on the podcast. Big fan of everything you've done. So I'm sure it's going to be a fun conversation.

**Harry Stebbings** (4:16)
Dude, it's going to be really fun. I mean, I don't get guests like you very often. So this is awesome. You've bluntly scaled Lempire to 28 million an hour, I think it is. How's the scaling journey gone? What have been the highlights? What should people know as an intro?

**Guillaume Moubeche** (4:30)
Yeah, I think like we started Lempire with LEMlist in 2018