Competing in a Crowded Space with Omnisend's Rytis Lauris
This week on How to Win: Rytis Lauris, co-founder and CEO of Omnisend, an all-in-one e-commerce marketing automation platform founded in 2014. Omnisend has expanded rapidly in the last two years, with ARR now hovering around $30M, 190 global employees, and more than 60 000 customers. In this episode, Rytis shares how Omnisend competes in a crowded space, the importance of timing, and how they built up their brand through original content. I add my thoughts on agency partner programs, the pros and cons of VC funding in a company’s early days, and the game is rigged to benefit larger companies.
Key Points:
- Rytis explains the opening he saw in the market when starting Omnisend (01:13)
- My thoughts on the importance of speed when entering a category without established competition (03:38)
- The strategies that won Omnisend their first 100 000 customers (06:31)
- Rytis describes Omnisend’s profitable agency partner program (07:37)
- I discuss why partner programs can be difficult to pull off, and what agency partner are looking for (09:03)
- Rytis explains how original research fuels Omnisend’s content strategy (10:31)
- My thoughts on the benefits of original research in online content (11:47)
- Rytis unpacks Omnisend’s pricing strategy (16:32)
- I describe the advantages of being either the high or low-cost option in your market (17:46)
- Rytis explains why bootstrapping the company gave Omnisend a competitive advantage (18:37)
- My thoughts on the downsides of VC funding if your growth can’t catch up to your spend (19:22)
- I explain why you need to be better AND different to compete in a saturated space (21:30)
- Rytis explains the contributing factors in Omnisend’s rapid growth over the last two years (22:35)
- I discuss how the law of double jeopardy benefits large companies (25:19)
- Wrap up (29:11)
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