You've scaled over $2 million of revenue today. Do you do podcasts a lot or is this exclusive? No, it's exclusive. On $160,000 a month of revenue, will you profit $20,000 or $10,000? Around $40,000. How much money have you raised from investors and what percent of the company do you sell? So we raised around half million. How much equity did the Indian angel investors get for the $500,000 investment? Total around 10%. Just tell us what you sell. What's the tool do? So how we help to build theirs, it's like building is construction management software. So we had residential commercial builders to better manage their finances and better manage their workforce. A lot of those are legacy tools. And whenever you try to find some good tool, it was very hard. That was the reason why we created Builder. Where did most of your new customers come from? Hey, folks, my guest today is Mike Tigranian. He is the CEO and founder of Buildern, a platform modernizing the 10 trillion construction industry. There were 15 years in SaaS development. He's helped thousands of builders replace outdated paperwork with digital workflows that save these firms up to 30% of their management time. Mike, you ready to take us to the top? Yeah, and I don't think it's worth. And this is very nice of you. I said before, I said, why did you say yes to this interview? And what did you say? So I said, if I'm listening to your podcast, so if I can help to someone else, as usually people help me, then I will be more than happy to participate. Well, I love that. I love that you're here. And do you do podcasts a lot or is this exclusive? No, no, it's exclusive. We love that. So you've scaled over $2 million of revenue today. Tell me, before we get into more economics, I was sort of joking with revenue question. Just tell us what you sell. What's the tool do? Yeah, so how we help to builders, it's like building this construction management software. So we had residential commercial builders to better manage their finances and better manage their workflows. So basically what happened in construction industry, a lot of those are legacy tools. And whenever you're trying to find some good tool, it was very hard. So that was the reason why we created Builder. So Builder helps mostly residential construction companies to streamline their workflows, to better manage everything internally and externally. This is great. And when did you write the first line of code for the company? What year? Soon will be the fifth year. So we started in 2021. 2021, okay, great. And how many customers are you now serving today? So right now we're serving around 300 customers. Usually as users, they are more like 3, 4,000. And where did you, you know, walk me through when you launched this business in 2021, where'd you get the idea from? So I did came from like, I was trying to find something else to work on because I was moving from my previous startup, which was TravelTech. And historically I know like construction is very big market. It's very interesting market because it's less digitalized. And when I was young, I worked at construction. So I tried to find some interesting idea to work on. And whenever I speak with different people, usually at the end of the day, they are when we barbecue with friends, they usually complain that they're starting to go for next project, whatever they have or renovating their home. So it was like continuous discussion about like, don't having enough resources, enough project management tools to manage construction. And then I spoke with another construction companies and the idea came over that it was clean it's underserved market and people need that one. And when you look at, I'm just looking at your history here on screen. You were at Upwork, Trip Planner, Trevolo Solutions, Codelmo. Did any of these create a major financial win for you? Some of them. Tell me more. So I previously had like B2B travel and before that one, B2C travel. And I also had my dev shop previously. So during my lifetime in different situations, I get some financial benefits, but it was not major exit. So in past, I was more engineer, that's it. I was software engineer. So team lead Upwork up to 2016. And then you founded Trip Planner from 2015 to 2018. Did you sell that company? No, it was my first company as a startup. I don't have skills at that time to sell company. And I was in Armenia. So you just slowly shut it down. Yeah, yeah. I was in Armenia. I moved to US three years ago. So before that home when I was in Armenia, the markets lipid different in Armenia. So whenever you're trying to sell, there is not many buyers. Okay. So you shut that slowly shuts down and then you launched Travelo Solutions in 2018. This looks like it was a travel agency. Did you make good money doing this? That one was B2B software company for outgoing or incoming travel agencies. So it was us. Okay. Did you sell this or shut this one down? No, COVID shut this down. Like if you see it was 2020, so the COVID heat and everything was shut down. All right. Take me into code down though. What does this do? So Code In and West software company, it was just a software dev shop. Would this generate good revenue for you during COVID? So yeah, during COVID and before that one, it was generating proper revenue. But with dev shops, the sales is very challenging because you work, it has good and bad things. So when are you working with many companies offering software solutions, you gaining the skills to understand what really people want. So you acting as semi product manager in some of the situations for other B2B companies. So that was a lot of experience to learning what people want and how it need to be created. Was financially, yeah. Again, we just made a lot of money there. Yeah. And that was the reason like when I started Builder, I only had a team with me. So it was not like starting from scratch. I had team and also I have money to boost up. So you built this dev shop called Code Downo between 2018 and 2022. What was your best revenue year? I think it was three million, somewhere that amount. Three million. Okay, that's great. Congratulations. And so why did you shut this down to go all in on Builder and if Code Downo was doing three million a year? So my patient is creating product. Like with Code Downo, you're getting money, but you're working different projects on and you don't have too much impact on projects because you acting as dev shop. But with Builder, it's always interesting because you're actually working with end customers trying to find the reason what you can improve. And I'm patient about creating products. Yeah, I love that. Okay, so Builder gets going and 2021 you launched. What year did you break your first million of revenue? So we broke our first year revenue last year. Initially like first two years, we don't have any paying customers. We just were brilliant. Then came two angel investors, both from construction. They saw the value and with them, so they invested some money and they helped us to get the product, the shape that it need to be. So people in the market need that one because with construction management software is a little different. You need to have many different modules to work on because in construction, there are specific things. So whenever you're looking over legacy softwares, you need to bring so many different new modules. So people can use that one. It's not just like one estimating or one sketch looked to you because they are not taking, so they can't do any integrations. So you need to have a lot of features integrated. So it's suitable for them to use. That makes sense. How much money have you raised from investors and what percentage of the company do you sell? So we raised around half million from them. So with that money, we can profitable. So we are profitable for a long time and hopefully we'll keep the same way for the future as well. How much equity did the angel investors get for the 500,000 investment? Around, like total around 10%. Do you regret that deal? No, never. It was good. It was good because it was not just money. It was people coming from industry and helping you to build the product. You told me today as of right now recording, you're doing about $160,000 a month of revenue, which is two million of ARR. You also said you're very profitable. Can you share how profitable? So we actually like every month we are growing, we get new revenue based on that new revenue. We hiring more people. So it just continuous loop. We never just hold money for a long period. We just reinvest in the company. On $160,000 a month of revenue, will you profit 20,000 or 10,000? Around 40,000. 40,000? Yeah. Oh my goodness, round, dude, 40,000 of profits on that month. That's incredible. Nice work. Thank you. Guys, remember I am not just a YouTuber. I'm investing in my third fund. We've deployed $250 million into 550 software companies so far again at founderpath.com. If you're interested in capital, I would love to cut you a check because I know you're investing in your education. You watch my show. So sign up at founderpath.com. And when you get the onboarding email, I reply and I see all those just reply and say, Nathan, I found you through YouTube and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com. Okay. How many are on the team today? Full time. So full time we are around 35. We are not, everyone is in US, but across different countries. So here's a question I have for you. If anyone took your two million of ARR today divided by 35, your revenue per employee looks really low by US standards, but you're still profiting $40,000 a month. That means you have human arbitrage on a lot of your headcount. Where are these people based? What are they doing? And what are you paying them? So mostly they are based in Armenia. Our headquarter on our own site is in Armenia. We have also people from Philippines, sales in US. So right now we are going to hire also people from Australia because we have many clients in Australia as well. So customer facing roles we usually hire in US, Australia or abroad. Engineering, QA, product, we hire in Armenia. Love that. Okay. How are you growing today? You're almost doubling year over year. Basically bootstrapped. You've only raised 500K against two million of ARR. You have 300 customers. Like talk to me about like last month, February, 2026. Where did most of your new customers come from? So we don't do any outbound. Everything whatever we have is just inbound. We don't spend any marketing money on any paid ads or et cetera. So people know about us. We target initially we targeted blog articles with long tail keywords. Very specific articles about construction, how to manage different things. So that one is bringing each article might bring not many visitors. But those visits are very, very relevant. So what are you creating? You're creating like something which is interesting for them. Yep. I looked at this in my research before this. You're doing a great job with SEO. If we pull up your website and AHA reps at popular SEO monitoring tool, you'll see 18,800 organic traffic, 49 domain rating, which is pretty healthy. But generally speaking, really good trends over time here. Walk me through how you run your SEO strategy. Do you have an external agency? Do you do it personally? We do internally. So I'm not much involved there. I usually approve for example, what keywords should be right and what will be interesting to customers. So I'm involved in that part. But we have a content team. They are working on like to publish the article. Sometimes I review. Sometimes very, very frequently I also publish myself. Okay. Let's go deep for a second here. Construction management software for small businesses brings you a lot of traffic. 1700 free clicks per month. That's amazing cost savings. Other people might pay $10 per lead for Google ads. That's like $17,000 of free value you're getting from one blog post every month. So if you annualize that, that's like $200,000 of free value every month from this one blog post. So a couple of questions. How did you know that you wanted to target this long tail keyword? And how did you specifically structure this page to optimize for Google's SEO schema? So there are different techniques. But for example, for this particular one, you're trying to find what people look for. Even some people, some companies are listed here are our company dealers. But we understand like from industry what people need and what they are searching for. So based on that one, we're trying to like create those articles so it will be relevant for customers. So it's not about like only promoting yourself, but you can just showcase like for example, here are other companies that you should take a look. And this is the reasons of their pros and cons. So in some specific scenarios, some of the other competitors' software's are better much for them. So you need to like be very transparent about you publishing, not just like trying to be on the first one for some of their reasons, but always try to be like honest. And so whenever people read, they actually see the value rather than just like you promoting yourself. So if you guys are just getting started on SEO and you wanna copy this tactic, a couple of things to keep in mind. The table of contents at the top that links to the rest of the article is a very good SEO signal. It shows that you understand internal linking and that this is a critical anchor piece of content here. As you scroll down, obviously really good visuals. There's H1 and H2 tags that are optimized as we continue scrolling down here. There's a clear pattern. So the visual design is obvious. It's one through six listing all the competitors with specific strengths and limitations. Again, SEO optimized. They've also got really nice FAQ schema. I think it's probably optimized for Google's FAQ schema down here at the bottom, which is really good for the chat bots, right? If you're searching in chat to be tea, you know, how long does it take to set up construction software, right? They hopefully show up in this article. How much are you doing in terms of, Mike, how much are you doing in terms of SEO optimization to show up in chat GPT or Gemini or Cloud Results? We kind of doing not much. We actually optimizing for Google and whatever we do, same impact is happening also in LLMs. So not much specific for charge GPT. You actually if doing exactly for SEO, it have a lot of impact on charge GPT. Okay, so what percent of the two million of revenue you're doing today, would you credit to your SEO strategy? I would say 95, most likely. So 95% of your two million of revenue today has come exclusively from your SEO optimization strategy. I believe so. Wow, very impressive. Okay, how are we gonna grow in the future? How do you go from two million of revenue to four million of revenue over the next 12 months? So we heard our first salespeople in 2026. So we're building right now the sales team. And from January and February, they came over and they're coming from same industry. So they already know like what to sell and how to sell. So the thing is that because we are operating the way how we operate, like trying to find good partners, narrow down the product because the product is the key. Selling the software is much, much easier. I've been selling for over three years. There was no sales person, there was no support, there was no customer success. We built customer facing teams last six months. Mike, let me ask you a question. You're in the death trap in terms of pricing. What I mean by that is two million of ARR and 300 customers means you're doing about 6,000, 6.5K in ACV, annual contract value per account. That is like a little low to incentivize a sales rep to touch every call and hit a quota target, but it's way too high for a no-touch credit card checkout on your website. How do you fix that? So we historically have some customers we came like very early. So we're keeping their pricing is low. So our ACV is a little bit higher than 6,000 something. So it's becoming more close to seven and half and eight. And also when you have like good retention rate, then it makes sense to have sales reps. Okay, so do your account executives you're hiring now have a sales quota? Yeah. What quota do you have? So annual last around one million. Okay, so they have to close a million of new ARR each year. That's their quota. Yeah. And what can you share? Don't name a specific, obviously employee, but what's the base salary you're paying your new AEs? It's different based on their skills, but usually like you're targeting to have for them as there is around like 80K maybe 100. OT will be like 150, somewhere around. Yep. And guys, we're a quick resource I want you guys to have and Mike just nailed it. But at FounderPath, we anonymize all of the payroll data that founders give us and we publish real time changes and salaries, you know, SaaS companies are paying based off real time data. So Mike, you'll see this matches almost what you just said. So 833 real salaries and payroll flowing through FounderPath. If we go into account executive, you'll see the highest, the best, the top performers are getting 122 base. The new guys are getting 50K base. And then OTE is about double each of those things. You can see the different brackets here. So you're sort of right on the money in terms of quota targets relative to OTE. Yeah. Very good. All right, so that's your growth strategy today. How many sales reps are on your team? You said there's 35 total. How many sales? So right now two, just only two. Two, okay, very good. Well, look, we really appreciate you coming on. I learned a bunch. If people want to follow your story over the next 12 months, where can they find you online? I'm usually active on LinkedIn, so they have found me there. All right, guys, builder.com. It is software for construction companies. Mya got going on this back in 2021 after COVID killed his travel business. But he had a dev shop before that that was doing 3 million a year in revenue. So he really knew how to get talented engineers. The first two years of building from 2021 to 2023, they had no customers, but they landed some angel investors put in 500K for 10%. Then lightning struck in a bottle, a million bucks of revenue in 2025. They've already doubled 2026 to 2 million of revenue. They're serving 300 customers and they're very profitable. 150,000, $160,000 a month in revenue. They're taking 40,000 to the bottom line, which they are reinvesting those profits into new hires. They're currently 35 folks, mainly based in Armenia, but scaling the sales team in the USA today. Most of this growth, Mya said 95% of his revenue has come from his SEO strategy, which is pulling in 18,000 organic clicks for free per month. We're rooting for him. Mya, you're a loyal listener to the show, right? Yeah, of course. All right, I'm rooting for you then. That's how it works. Guys, check him out at buildernbuern.com. Mya, thank you for taking us to the top. 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