PhotoRoom Founders: How to Dream Bigger

In a candid discussion at Startup School Paris, PhotoRoom co-founders Eliot Andres and Matthieu Rouif shared insights into how they transformed their ambition and scaled their company to significant success. Central to their growth strategy was a deliberate focus on specific market segments, a lesson learned through trial and error.

The Power of Focus and Ambition

Eliot Andres, co-founder and CEO of PhotoRoom, emphasized the importance of focus, stating, "Initially we started doing video and photo and we focused 10x on photo and we grew 10x. And then we focused on e-commerce photo and we grew 10x again." He stressed that depth in a niche is a "great way to achieve ambition," cautioning against mistaking breadth for ambition itself.

The full discussion can be found on YC's YouTube channel.

The founders discussed how their time at Y Combinator significantly amplified their ambitions. "We came out of YC with much more ambition and we had in our mind that it could become what it's become today," shared Andres. He recalled that before YC, their goals felt like abstract dreams, but the program provided a concrete playbook and exposure to successful founders, making ambitious targets like a "10 billion dollar company" feel more attainable.

Shifting Ambition: From Dreams to Reality

Andres recounted a pivotal moment during his YC batch where, after hearing peers naturally speak of billion-dollar ambitions, he had to consciously train himself to adopt a similar mindset. He shared an anecdote about an early interaction with a YC partner who complimented PhotoRoom, making him realize the validity of their own company's potential. Later, a statement from Sam Altman about only five out of 100 companies surviving in five years solidified his belief in their long-term viability.

The founders agreed that this shift in ambition is a continuous process, reinforced by interactions with other founders and mentors. They highlighted how hearing about peers launching satellites or achieving rapid growth helps reset benchmarks and encourages higher aspirations.

Cultural Barriers and the Value of Ambition

When asked about why European founders might be perceived as less ambitious, the founders pointed to cultural factors. They suggested that European cultures often encourage skepticism towards big ideas, whereas in the US, there's a more default encouraging response. The perception of failure also plays a role, with some European cultures viewing it negatively, while others see it as a learning opportunity.

However, they also noted a contrarian view where ambition isn't always the primary driver if a founder is deeply passionate about their project. Yet, for those pursuing the traditional VC-backed startup model, ambition is essential. "If you do not have the ambition to get it as big as possible, you're going to miss out on its necessary criteria of classic startup that means growth," they stated.

Tactical Advice for Fostering Ambition

To cultivate greater ambition, the founders suggested practical steps. Surrounding oneself with ambitious people is key; Andres advised to "block them" if friends are overly negative about big goals. They also recommended a thought exercise: list current options and then imagine a "magic wand" scenario to aim 10x higher, forcing a mental shift beyond ingrained limitations.

They shared a personal experience of setting an ambitious goal of reaching $20 million in ARR when they were only at a few million, and achieving it within a year, demonstrating the power of setting high bars. The continuous process of questioning "Can we beat that?" is crucial.

The American vs. European Mindset

Comparing European and American founders, they observed that for equal skills, Americans tend to be more ambitious. They cited an example of a French engineer hesitant to join a company due to fear of failure, contrasted with an American engineer who confidently sought more compensation and responsibility, even if overconfident. This difference highlights how ambition, even if perceived as overconfidence, can drive action and opportunity.

To tactical advice for encouraging ambition in European founders included surrounding oneself with ambitious people and actively listing options to push personal benchmarks higher. "Forcing yourself to just aim higher because, as you've said, it's ingrained in our system that it's much, much, much easier to aim lower or have doubts," one founder noted.

Why Ambition Matters

The discussion concluded by emphasizing that tackling tough problems requires ambition. Andres stated, "It's very ambitious to find that and then you found this problem that is actually hard because you also are going to attract more talented people." Working with smart, ambitious individuals who are aiming for big things is a key driver of success.