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How Nue.io Went From $0 to $1M in 2023 Selling Through Consultants and VCs

Nue CEO Mark Walker explains how he bought the first customers, won OpenAI through an AI-assisted RFP, and sells through consultants and VCs instead of outbound.

Mark Walker · Nue

Published September 17, 2025
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What you’ll learn

Mark Walker, CEO of Nue (Nue.io), a revenue lifecycle management platform, explains how the company went from zero revenue in 2022 to $1M in 2023. He describes winning OpenAI through an AI-assisted RFP and filling the pipeline by marketing to the consultants and VCs who advise software buyers rather than running outbound.

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Key moments

Find the ideas you need and go straight to the source.

Buy your first customers

“recognize in your first year, if you're getting your first million, go buy the customer. Buy it with pricing, buy it with service, Buy it with commitment.”
Watch at 10:14

OpenAI scored vendors with AI

“they got the AI to rate how well the products actually fit their their requirements. And because part of what they were looking for is how well documented is this thing.”
Watch at 14:10

Marketing to advisers, not buyers

“What they do is they go to their advisers, their VCs, their, you know, their existing consultants and they ask them. So all of our marketing is actually focused on those people.”
Watch at 16:55

Average deal size climbing

“the product went up market, like, pretty steadily. It's continually gone up. So it went from average saying 20,000 to 50,000 to 70,000, and that makes it easier to hit a million.”
Watch at 19:54

Flexibility beats a fixed plan

“the thing I wish I knew when I was when I was 20 was that flexibility in what I was gonna do was the most important thing.”
Watch at 30:35

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About the speaker

Mark Walker

CEO · Nue

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