Niklas quit law school to install CCTV cameras in iPhone repair shops. Eight years later he sold that business to private equity at 26. Then he went after the most boring software in the world: the 1997 tool engineers use to design the wiring and plumbing inside buildings. He spent $150K on a website before he had a product and DM'd engineers on Reddit to find his first users. His first month of sales was $1.5M, all enterprise. Endra has now raised $75M, including a $50M Series A led by a16z.

In this episode, Niklas breaks down why he spent $150K on brand before there was a product, how DMs in Reddit engineering threads turned into $300K enterprise contracts, and the hiring principles he used to screen the first 50 employees.

Why You Should Listen

• Why spending $150K on brand before you have a product can be the right call.
• How DMs in Reddit threads turned into $300K enterprise contracts.
• Why your customer's competitors are your best sales channel.
• How to know when 80% output is actually enough to sell.

Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, Endra, Niklas Lindgren, MEP engineering, AI for construction, vertical AI, enterprise sales, brand building, Reddit marketing, hiring principles, agentic design software

Chapters

• 00:00:00 Intro
• 00:02:23 $1.5M of Enterprise Revenue in One Month
• 00:04:22 Why Enterprises Couldn't Say No
• 00:06:04 What Endra Actually Does
• 00:08:27 Law School to CCTV Cameras
• 00:12:06 Recruiting Two Goldman Engineers
• 00:17:11 Finding Users in Reddit Threads
• 00:26:02 $4M, $20M, Then $50M From a16z
• 00:35:00 Spending $150K on Brand Before a Product
• 00:40:11 The Hiring Principles Manual

Send me a message to let me know what you think!