How did Christian Kletzl navigate the 1500 days of pain with UserGems?

Christian Kletzl

CEO & Co-Founder



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In the dynamic world of technology and entrepreneurship, the journey of Christian Kletzl stands as a testament to the power of perseverance, adaptability, and the willingness to learn from failure. As the co-founder and CEO of UserGems, a company that captures job changes of buyers and automates follow-ups to help businesses generate revenue efficiently, Kletzl’s path to entrepreneurship was not a straight line, but rather a series of pivots and lessons learned. His story serves as a valuable guide for aspiring entrepreneurs, providing insights into the challenges and triumphs of building a startup.

How did Christian’s journey start with Microsoft and Google in San Francisco?

Kletzl’s journey began in Austria, a place known for its beautiful landscapes. His ambition to be in the heart of the tech industry led him to San Francisco. His journey began with an engineering role at Microsoft, followed by an MBA in the US, and then a product manager role at Google. These experiences were stepping stones, bringing him closer to the tech hub of San Francisco.

Working at tech giants like Microsoft and Google provided Kletzl with invaluable experience and exposure to the tech industry. It also highlighted the importance of being in a tech hub like San Francisco, where innovation thrives and opportunities abound. This move was a strategic decision that would later prove instrumental in his entrepreneurial journey.

The faster you can iterate… the faster you actually get to an answer. And the answer can be yes or no, but at least you have an answer

What happened with ShelfFlip’s initial venture?

Once in San Francisco, Kletzl felt the pull to start his own venture. His first startup, ShelfFlip, was a B2C platform that helped people resell products they no longer needed. Despite his belief in the product, it failed to gain traction. This experience taught Kletzl a valuable lesson: just because you think a product is amazing doesn’t mean everyone else will. It’s crucial to validate your idea with real users before investing too much time and resources.

The failure of ShelfFlip was a hard pill to swallow, but it was also a valuable learning experience. It highlighted the importance of market validation and user feedback in the early stages of a startup. This lesson is one that many entrepreneurs learn the hard way, and it’s a reminder of the risks and uncertainties inherent in startup ventures.

How did UserGems come into the picture?

After the failure of ShelfFlip, Kletzl and his team took some time off to regroup. They returned with a fresh perspective and a new idea, leading to the creation of UserGems. This B2B solution focuses on sales and marketing, a pivot from their previous B2C model.

The creation of UserGems marked a significant pivot in Kletzl’s entrepreneurial journey. Moving from a B2C model to a B2B model required a shift in strategy and approach. However, this pivot was a calculated risk that ultimately paid off, demonstrating the importance of adaptability and resilience in the face of failure.

What challenges did UserGems face and how were they addressed?

The journey to UserGems was not without its challenges. Kletzl refers to a period of “1500 days of pain,” a time of constant iteration and feedback. The team used rapid iteration to test their product, making changes based on user feedback. This process was crucial in shaping UserGems into the successful product it is today.


This period of “1500 days of pain” highlights the importance of persistence and resilience in the startup journey. It’s a reminder that success often comes after numerous iterations and adjustments and that, feedback, no matter how harsh, is a valuable tool for improvement.

Why is rapid iteration and feedback so crucial?

One of the key lessons Kletzl learned from his journey is the importance of speed in iteration. The faster you can make changes and get feedback, the quicker you can determine whether your product will succeed or fail. This approach requires a willingness to be wrong and an openness to feedback, no matter how harsh it may be.

This lesson is particularly relevant in today’s fast-paced tech industry, where user needs and market trends can change rapidly. Startups that can quickly adapt and respond to these changes are more likely to succeed. This requires a culture of continuous learning and improvement, where feedback is welcomed and used to drive product development.

How did Christian persevere through tough times?

Despite the challenges and setbacks, Kletzl never lost sight of his goal. His perseverance and determination were key factors in his success. Even in the face of failure, he remained committed to his vision and continued to push forward. This resilience is a common trait among successful entrepreneurs, and it’s a reminder of the mental toughness required in the startup world.

What can we expect from UserGems in the future?

Today, UserGems is a successful B2B solution that continues to grow and evolve. The company’s success is a testament to Kletzl’s leadership and the team’s hard work and dedication. As UserGems continues to expand, it will be interesting to see how the company adapts and responds to new challenges and opportunities.

Key Takeaways

  1. Rapid Iteration and Feedback are Crucial: Christian Kletzl emphasizes the importance of quick iteration and immediate feedback in the early stages of a product. For GTM teams, this means constantly testing, learning, and adapting their strategies based on customer feedback and market response. This approach can help identify the most effective tactics and channels faster, saving resources and accelerating growth.
  2. Deep Understanding of the Product is Key for Sales Success: Christian’s transition from an engineer to a salesperson highlights the importance of having a deep understanding of the product you’re selling. GTM teams should ensure that everyone, especially those in customer-facing roles, understands the product’s features, benefits, and value proposition. This will enable them to communicate more effectively with customers and prospects, and ultimately drive more sales.
  3. Close Customer Engagement is Vital: The CEO’s role in customer success, as described by Christian, underscores the importance of close customer engagement. GTM teams should strive to build strong relationships with customers, understand their needs and pain points, and use this insight to refine their strategies. This customer-centric approach can lead to improved customer satisfaction, increased loyalty, and higher customer lifetime value.

Conclusion: The Road to Success – Lessons from Christian Kletzl’s Journey

Kletzl’s journey is a reminder that success in the tech industry often comes from learning from failures and being open to change. His story is a testament to the power of perseverance, adaptability, and the relentless pursuit of what is right, not just who is right. As Kletzl’s experience shows, the path to success may not be a straight line, but with the right mindset and approach, it is certainly achievable.

In conclusion, Kletzl’s journey offers valuable insights and lessons for aspiring entrepreneurs. From the importance of being in a tech hub, to the value of market validation and user feedback, to the power of perseverance and resilience, his story serves as a guide for those embarking on their own entrepreneurial journey. As the tech industry continues to evolve, these lessons will remain relevant and valuable for the entrepreneurs of tomorrow.

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