10 Years to $10M ARR: Lessons from Precoro’s Founder - The SaaS Revolution Show Recap

Podcast: The SaaS Revolution Show

Published: 2026-01-22

Duration: 31 min

Summary

In this episode, Andrew Zivola shares his journey of building Precoro into a successful B2B procurement platform, emphasizing the importance of sales skills and adaptability in entrepreneurship. He reflects on his diverse career experiences that shaped his entrepreneurial mindset and approach.

What Happened

In this episode of The SaaS Revolution Show, host Alex Steumer welcomes Andrew Zivola, the CEO and founder of Precoro, a procurement centralization and automation platform. Zivola shares insights from his decade-long journey to nearly $10 million in annual recurring revenue (ARR). He discusses the significance of having a motivated team and the belief that smart people can overcome market challenges, stating, 'if we have smart enough people and these people have enough motivation to work together, we can do whatever.' This philosophy has guided his leadership style and business decisions throughout the years.

Zivola reflects on his early career, which included selling cars, working as an equity trader, and his time at Groupon. Each role contributed uniquely to his entrepreneurial journey, enhancing his understanding of sales and business operations. He notes that his sales experience, particularly in car sales, taught him the importance of addressing customer needs rather than just focusing on the product itself. This understanding of emotional connections in sales has been instrumental in his approach to building Precoro, where he aims to understand and fulfill the needs of B2B clients.

Key Insights

• The significance of a motivated team in overcoming market challenges.
• Sales skills are crucial for entrepreneurs, regardless of industry.
• Diverse career experiences contribute to a well-rounded entrepreneurial mindset.
• Understanding customer needs is more important than just selling a product.

Key Questions Answered

What lessons did Andrew Zivola learn from selling cars?

Zivola emphasizes that selling cars taught him crucial sales skills, particularly the importance of understanding customer needs rather than merely focusing on the product itself. He notes that cars are highly emotional purchases for many individuals, especially men, who often spend considerable time justifying their choices. This experience has informed his approach to sales in his entrepreneurial ventures, emphasizing the need to connect with clients on a personal level.

How did Zivola's experience at Groupon shape his entrepreneurial journey?

At Groupon, Zivola was exposed to the dynamics of a large public company, which provided him with insights into the tech industry and internet business models. Although he didn't have a technical background, his time there sparked his interest in understanding how digital platforms function, ultimately leading him to pursue entrepreneurship. He learned valuable lessons about scaling and customer engagement during this period.

What challenges did Zivola face while building Precoro?

Zivola faced the challenge of convincing traditional retailers of the viability of gift card sales, an endeavor that many initially deemed impossible. Despite skepticism, he recognized the potential market in B2B clients. This experience taught him the importance of perseverance and adaptation, ultimately leading to a pivot in his business strategy to focus on serving businesses rather than individual consumers.

Why does Zivola believe sales is essential for entrepreneurs?

Zivola considers sales to be the most critical skill for any entrepreneur, arguing that understanding how to sell effectively can significantly impact business success. He believes that many entrepreneurs underestimate the importance of sales skills, which are fundamental in building relationships, securing investments, and ultimately driving revenue. His own journey has reinforced this belief, as he credits his sales experience with enabling him to navigate the complexities of launching and growing a SaaS company.

What is the future vision for Precoro as it approaches $10M ARR?

As Precoro nears the $10 million ARR milestone, Zivola is optimistic about the company's future growth. He believes that with the right team and continued focus on understanding customer needs, there are still greater achievements ahead. Zivola's vision includes expanding the platform's capabilities and reaching broader markets, leveraging the lessons learned from his past experiences to fuel future success.