In this episode, we sit down with Besnik Vrellaku, founder and CEO of Salesflow.io, a serial entrepreneur who has bootstrapped over 10 different MVPs since university and scaled his latest venture from just £1,000 to millions in revenue within a few years. Besnik shares his systematic five-stage product validation framework that has helped him avoid the common trap of building products nobody wants, his approach to messaging across multiple customer personas, and his contrarian insights on when product-market fit truly happens. Whether you're a bootstrap founder or growth marketer trying to validate ideas without burning through runway, this episode offers practical frameworks for validation, messaging, and scaling that you can apply regardless of your budget or team size.
We begin by exploring Besnik's journey from launching 10+ failed MVPs to building Salesflow into a multi-million revenue business. He reveals his five-stage product validation framework: discovery interviews with potential customers, landing page testing without building the actual product, audience building (he had 10,000 B2B writer subscribers before launching Content Flow), regional scalability assessment, and growth channel validation. This methodical approach has been crucial to his success in avoiding products that don't solve real market problems.
Besnik then dives into his sophisticated approach to multi-persona messaging, explaining how Salesflow addresses three distinct customer segments—business owners, sales teams, and agencies—without diluting their message. Rather than trying to speak to everyone on the homepage, they use progressive segmentation, asking users to identify themselves during onboarding and then personalizing the entire app experience, from messaging to feature access. This strategy allows them to maintain high conversion rates while serving diverse use cases.
We also explore his contrarian view on product-market fit timelines, with Besnik arguing that true PMF takes 12-24 months to validate, not the few weeks or months many founders expect. He looks for workflow integration—when customers fundamentally change how they operate because of your product—and sustained usage patterns over multiple renewal cycles. His growth hacking strategies focus on three key pillars: influencer partnerships, direct outbound using their own product, and expansion revenue from existing customers, but he emphasizes that growth hacking only works when you have solid product foundations.
Enjoy!