BuildArray

Matt Doyle had spent years in product development before launching LaunchCloud around 2016 as a mobile data collection tool for field marketing companies. Working with major brands like Nintendo, Bosch, and Coca-Cola, Matt discovered a fundamental weakness in the market: campaign-driven businesses were inherently unstable customers. "They've got a campaign going on. You're the biggest thing. But then the campaign comes to an end," he explains. The revenue was there, but the business model lacked durability.

Matt spent years bootstrapping LaunchCloud, proving the concept without outside capital. He was a "product founder," obsessing over design and user experience. When he moved to America 3.5 years ago, he had a working product with recurring revenue but knew something had to change. The eureka moment came when he refocused on enterprise operations—food safety checks, insurance claims processing, compliance audits—the unglamorous but mission-critical workflows that enterprises were still managing with Excel spreadsheets and paper forms. This pivot became BuildArray (buildarey.com).

With LaunchCloud's existing customer base providing some initial traction, Matt began selling into enterprise. The early wins came from direct outreach to large organizations needing to digitize operational workflows. By the time of his pre-seed round in 2020, he'd reached about $10K/month in MRR. The pivot to enterprise proved immediately more profitable: customers were sticky, the problems were real, and the budget existed. His largest customer now pays "almost a quarter million bucks per year," evidence of strong enterprise demand.

Matt learned that per-seat licensing breaks down in enterprise. Instead, he shifted to usage-based and flexible models: insurance adjusters who work sporadically but generate high-value claims; operations teams with thousands of users but low daily submission rates. He prices to remove friction and encourage adoption rather than gate access. "We never want to set pricing that they're trying to game the amount of users they have," he says, preferring to give customers a user allotment that fluctuates rather than penny-pinching on seats.

On hiring, Matt was surgical. With six full-time employees out of ten total headcount, he outsourced iOS and Android development to Simform (a dev shop recommended by his VC partner), kept his CTO Michael Hudson in-house to manage those relationships, and hired a part-time support person in the UK to cover time zones. This lean structure generated $50K/month on a team of six full-timers—healthy efficiency.

With $50K/month in revenue (up from $20K/month a year ago) and 80 customers, BuildArray is on a path to $600K ARR. Matt held off on raising a Series A in 2023 when "it was a bit frothy," instead focusing on landing bigger enterprise deals he knew would convert. He cut expenses and optimized the model, planning a seed round for early 2024. His guiding principles—"listen hard, change fast, think big, start small"—have kept the company steady and profitable.