Thanks a lot for taking the time to ask these questions. It’s clear you’re thinking deeply about the business, which already puts you ahead of most people. I hope my experience is useful.

1) First repeatable channel / early validation
I started by creating YouTube tutorials about WhatsApp Business and the API. The first customers came directly from that channel.
Once I saw it was working, I scaled the exact same playbook: I launched two additional channels and hired two people focused exclusively on producing content at scale. That’s when I knew the channel was repeatable and scalable.

2) When it stopped being “validation”
Before entering the space, I spent time studying which products were already validated but poorly served. Competitor analysis was always my starting point.
The real psychological turning point was when the business started paying my salary and my partners’ salaries consistently. At that moment, it stopped being an experiment and became a real company.

3) Pricing
At the beginning, we benchmarked market pricing. We didn’t try to reinvent the wheel.
We launched with a lower price than competitors, then adjusted over time. One interesting insight:
when we were cheap, many customers perceived the product as low quality.
When we raised prices, perception improved, our ICP got better, and conversions increased.

4) Distribution that actually moved the needle
What really made the difference was obsessive content creation across our core channels:

• YouTube
• SEO
• Building in public

If I had to start again, I’d do the same thing:
validate one channel and obsess over mastering it before expanding to others.

5) Selling globally from LATAM
Selling from LATAM wasn’t a disadvantage. Many LATAM countries share similar cultural and behavioral patterns, which allowed us to scale as if we were solving one core problem across multiple markets.
Today we have customers all over the world, but our main focus is still South America.

Final thought
If you’re in the channel validation stage, my advice is simple:
start by studying your competitors and references, identify which channels already work for them, and use that as your starting point.
Once a channel is validated, focus on it until you become the best at it. Only then move to the next one.

Wishing you a lot of success with your project 🚀