Movo

How Jason Raddison Built Movo to $10M ARR by Revolutionizing Workforce Management

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About
Business

Jason Raddison

Founder, Movo

$2M

revenue/mo

Founders

Movo

movo.co

from Minneapolis, MN, USA

started January 2020

$2,000,000

revenue/mo

Founders

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Monthly Revenue

$2M

Founders

Profitable

Yes

Year Started

2020

Customer

B2B & B2C

Founders

Profitable

Yes

Year Started

2020

Customer

B2B & B2C

Who is Jason Raddison?

Jason Raddison is the founder and CEO of Movo, raised by a single mother in rural Massachusetts and overcoming early economic challenges to become a Fulbright scholar and attend Harvard. His career spans various industries from McKinsey consulting to pivotal roles at Uber, driving significant market innovations in workforce management.

What problem does Movo solve?

Movo helps companies efficiently manage large frontline workforces by using real-time technology to optimize scheduling and task distribution, reducing the chaos of miscommunication and inefficient staffing, which can cause headaches for both employers and employees.

How did Jason come up with the idea for Movo?

Jason Raddison's journey to creating Movo stemmed from both his extensive experience in the gig economy and a keen observation of workforce challenges. Having played significant roles at Uber and other companies, he noticed that many gig workers struggled with unpredictable schedules and low wages. This realization sparked the idea of leveraging the advanced technologies used in the gig economy to improve workforce management across more traditional sectors like logistics and manufacturing.

He initially validated his idea by engaging with potential customers in environments he was familiar with, such as Las Vegas's convention circuit, which heavily relied on a large, fluctuating workforce. Through early sales calls and pilot initiatives, Jason tested the market's reception, all while bootstrapping the development of the initial version of Movo. Clients’ feedback during these pilots helped refine the platform, emphasizing features like real-time scheduling and task allocation to match available workers with demand efficiently.

Despite the challenges of introducing tech solutions to traditionally slow-adopting industries, Jason's approach of focusing on early adopters proved crucial. He realized that targeting companies with pressing workforce needs or visionary leaders ready for change could drive early traction for Movo. The onset of the COVID-19 pandemic further exaggerated workforce management issues, positioning Movo as a timely solution and accelerating its adoption.

How did Jason build the initial version of Movo?

Jason Raddison built Movo by leveraging his experience with large, high-volume digital platforms. Initially, he bootstrapped the business and tested ideas with minimal resources by running early pilots at large conventions like CES, validating the model with real-world applications before robust product development.

The initial product was a basic V1, created to address scheduling challenges for frontline workers, focusing on real-time need matching using a mobile-first platform. This early prototype, developed without external funding, was iterated upon based on direct customer feedback. The process was challenging due to the need to validate and refine the offering in a conservative industry, balancing customization demands with long-term scalability.

What were the initial startup costs for Movo?

Early Pilots: Movo initially bootstrapped its operations by running early pilots on a limited budget, funding the product development from client receipts instead of external investment.
Platform Development: The company utilized $10 million raised in funds primarily to build and optimize its platform.
Strategic Investments: In 2022, Movo engaged in a strategic raise that included organizations like SHRM, with a focus on partnerships rather than expansive funding rounds.

How did Jason launch Movo and get initial traction?

Networking and Warm Introductions

Jason Raddison utilized his network to make warm introductions to potential customers for Movo. With prior experience in the gig economy, he had connections with industry professionals who he reached out for coffee meetings to discuss early piloting opportunities. This method helped him identify prospective clients who had significant problems that Movo could solve.

Why it worked: By leveraging existing relationships, Jason was able to gain immediate trust from potential customers. The personal connections helped speed up the sales process as many of these initial contacts were ready to move quickly towards a pilot without needing extensive convincing.

Founder's Direct Involvement in Sales

Jason executed a hands-on sales strategy known as founder-led sales. Rather than relying on a sales team, he personally engaged with senior executives from targeted companies, presenting Movo's solution as a strategic fit for their pressing challenges. This one-on-one engagement allowed him to directly address decision-makers, understand their specific pain points, and present tailored solutions.

Why it worked: Founder-led sales are effective, especially for complex products requiring organizational change, as they provide credibility and build strong relationships with key stakeholders. Jason's direct involvement assured the potential clients of his commitment and expertise, facilitating quicker buy-in and fostering long-term relationships.

Targeted Pilot Programs

The early success of Movo was aided by running targeted pilot programs with companies experiencing significant workforce management challenges. These pilots were treated as test kitchens where Movo's capabilities could be demonstrated on a smaller scale, providing quick, tangible results for potential customers.

Why it worked: Pilots allowed Movo to showcase the effectiveness of its solution in real-world scenarios, thereby convincing potential clients of its benefits. The direct results from these pilot programs provided compelling evidence that eased the transition from potential interest to contracted agreements.

What was the growth strategy for Movo and how did they scale?

Networking and Founder-Led Sales

Movo's growth prominently came from leveraging warm introductions and existing relationships, which Jason Raddison and his team utilized to engage with senior executives facing significant operational challenges in their organizations. This strategic use of networking allowed them to bypass longer sales cycles typical with traditional outreach and gain access to decision-makers who could expedite the adoption of Movo's solutions.

Why it worked: By engaging with senior-level executives who either had pressing workforce management issues or were visionary leaders open to technological innovation, Movo was able to secure pilot projects and initial customer contracts. Selling through relationships built on trust meant less friction in selling a disruptive product to typically conservative industries. This founder-led sales approach also ensured that the solution was positioned as a strategic asset, not just a functional purchase, which facilitated faster decision-making and adoption.

Pilots and Case Studies

Movo initially implemented pilots at large conventions and events like CES, which involved substantial logistical coordination. These pilots served as test grounds for the company’s technology. They effectively turned their initial success stories into case studies, which then became powerful tools in selling their solutions to new clients by showing real-world proof.

Why it worked: By using pilots to demonstrate efficacy, Movo not only validated their product but also collected critical data and testimonials that could be leveraged in sales meetings. Demonstrating real improvements in workforce efficiency through case studies helped them articulate a clear ROI, making it easier for prospective clients to envision similar outcomes, thus reducing hesitation in adopting new technology.

Product Flexibility and Customization

A significant part of Movo's approach was its ability to offer light, customizable features specific to client needs, such as additional filters for staffing in healthcare which allowed for manual overrides for specific team roles. This flexibility was crucial in industries with stringent and unique operational workflows.

Why it worked: Offering the option for tailored solutions enabled Movo to address specific pain points that existing systems couldn't, providing a compelling reason to switch. This flexibility positioned Movo as a more nimble and responsive alternative to larger, less adaptable platforms, reinforcing its value proposition in a crowded market.

Response to Pandemic-Driven Demand

The COVID-19 pandemic acted as an accelerant for Movo's services, as it highlighted the need for efficient workforce management solutions, especially in sectors like logistics and healthcare. Movo was quick to adapt and serve businesses trying to manage remote and essential workers, capitalizing on the sudden surge in demand.

Why it worked: Movo's readiness and ability to adapt their solution to the evolving needs of businesses under pandemic pressures allowed them to capture urgent market demand. Their ability to provide quick, effective solutions to workforce challenges during a crisis built strong credibility and helped secure long-term contracts.

What's the pricing strategy for Movo?

Movo offers a flexible pricing strategy at roughly $5 to $10 per worker per month, making it accessible for large enterprises to manage frontline workforces via their mobile-first platform.

What were the biggest lessons learned from building Movo?

Sell Through Relationships: Movo's initial success came from leveraging existing networks to secure pilot customers. Knowing the right people or getting warm introductions made early sales easier and built trust in a tough-to-optimize market.
Adapt and Innovate Quickly: Movo showed how being nimble and adding small customizations helped them stand out. By offering unique solutions, they created value for customers that big legacy systems couldn't match quickly.
Stay Resilient and Resourceful: Bootstrapping and maintaining resourcefulness were critical in Movo's early days. This approach enabled them to stay afloat and build a product without heavy financial backing initially.
Navigate Change with Visionaries: Movo tapped into early adopters and visionaries who were either dealing with immense pain or foresaw industry changes. These clients were pivotal as Movo focused on systemic changes in workforce management.
Turn Crisis into Opportunity: The pandemic posed challenges but also unexpected opportunities for Movo. Their ability to pivot quickly to address new urgent customer needs allowed them to grow significantly during a global crisis.

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