saas.unbound is a podcast for and about founders who are working on scaling inspiring products that people love, brought to you by, a serial acquirer of B2B SaaS companies.

In episode #30, Anna Nadeina talks with Malte, Co-Founder & CEO of Recova, AI-powered recovery and recommendation engine for e-commerce businesses.


Tackling the Problem of Bounce Rates

One of the key challenges facing e-commerce businesses today is the persistent issue of high bounce rates, which can significantly impact revenue and customer retention. Recova’s mission is to address this problem by providing an AI-powered solution that helps online retailers reduce their bounce rates and improve overall customer engagement.


Identifying Key Performance Indicators

To effectively tackle the bounce rate challenge, Malte emphasizes the importance of identifying and tracking the right key performance indicators (KPIs). By closely monitoring metrics such as conversion rates, average order value, and customer lifetime value, businesses can gain a deeper understanding of their customer behavior and make data-driven decisions to optimize their operations.


Generating Revenue Through Innovative Approaches

Recova’s revenue model is built on a unique approach that aligns with the success of its clients. Rather than charging a flat fee, the company’s pricing structure is based on a percentage of the revenue generated by the e-commerce businesses it serves. This innovative model ensures that Recova’s interests are closely tied to the growth and profitability of its customers, fostering a mutually beneficial relationship.


Bootstrapping and Cost Management

As a bootstrapped startup, Recova has had to navigate the challenges of managing costs and maintaining profitability from the outset. Malte shares valuable insights on the importance of prioritizing profitability over rapid growth, and the strategic decisions that have enabled the company to thrive in a resource-constrained environment.


Embracing a Lean Mindset

One of the key tenets of Recova’s approach is the adoption of a lean mindset, which emphasizes the efficient use of resources and the elimination of waste. By carefully analyzing every aspect of their operations, the Recova team has been able to identify and implement cost-saving measures that have contributed to the company’s profitability and long-term sustainability.


Balancing Profitability and Growth

Malte emphasizes the importance of striking a delicate balance between profitability and growth, particularly for bootstrapped startups. While many companies may be tempted to prioritize rapid expansion, Recova has chosen to focus on maintaining a healthy bottom line, ensuring that the business remains financially stable and able to weather any economic storms that may arise.


Personal Experience and Challenges

Building and scaling a successful SaaS company is no easy feat, and Malte has faced his fair share of personal challenges along the way. From navigating imposter syndrome to managing the stresses of entrepreneurship, he shares his insights on how he has overcome these obstacles and maintained a healthy work-life balance.

Malte’s background in product management has proven invaluable in his role as the CEO of Recova. By applying his deep understanding of customer needs, product development, and strategic decision-making, he has been able to guide the company’s growth and ensure that its solutions are tailored to the specific challenges faced by e-commerce businesses.


Understanding Customer Problems and Balancing Perspectives

At the heart of Recova’s success is its unwavering focus on understanding and addressing the pain points of its customers. Malte emphasizes the importance of actively listening to customer feedback, analyzing data, and constantly refining the company’s offerings to ensure they continue to deliver maximum value.


Adopting a Sales-Led Motion

Recova has adopted a sales-led approach, which has proven to be a highly effective strategy for the company. By building a dedicated revenue team and fostering direct relationships with customers, Recova is able to better understand their needs, tailor its solutions accordingly, and ensure a seamless customer experience.


Optimizing for Profitability

In addition to its innovative pricing strategy, Recova has also implemented a range of cost-saving measures to ensure its long-term profitability. By carefully managing expenses, leveraging automation, and continuously seeking ways to improve efficiency, the company has been able to maintain a healthy bottom line and reinvest in its growth.


Hacks for Communicating ROI and Working Backwards

One of the key hacks that Malte shares is the importance of effectively communicating the return on investment (ROI) that Recova’s solutions provide to its customers. By clearly demonstrating the tangible benefits and cost savings that e-commerce businesses can achieve, the company is able to justify its pricing and secure long-term partnerships. 

Additionally, Malte emphasizes the value of the “working backwards” approach, which involves starting with the desired outcome and then reverse-engineering the steps necessary to achieve it. This methodology has helped Recova stay focused on its core objectives, optimize its processes, and deliver consistent results for its clients.

Head of Growth,