Mobot’s Enterprise Playbook: How a Robotic Testing Platform Went from SMB to Landing BeReal and Citizen

Five years ago, mobile app testing looked vastly different at most companies – a sprawl of devices across desks and manual testing that ate up valuable engineering time. Today, that landscape is changing, thanks in part to Mobot’s robotic testing platform. In a recent episode of Category Visionaries, CEO Eden Full Goh shared how they transformed from serving small businesses to landing enterprise clients like BeReal and Citizen.

Starting with Trust-Building

For Mobot, the journey to enterprise wasn’t about flashy features or aggressive sales tactics. Instead, they focused on building trust through structured pilot programs. “Building trust is something that is an ongoing process. You don’t just get trust from day one and then that’s it,” Eden explains. This methodical approach helped them overcome initial skepticism about using robotics for mobile testing.

The company’s pilot programs were designed with clear success metrics from the start. “During that pilot we’re asking them about their metrics for success. What are they hoping for, what are the time savings, the opportunities that they’re hoping to unlock, the device coverage, the test case coverage that they’re looking to unlock,” Eden shares.

Converting Technical Skepticism

One of Mobot’s biggest challenges was convincing enterprise prospects that a hardware solution made sense for a software problem. “Sometimes some of the pushback that we get is people are like, why are you using a physical mechanical robot, a hardware solution, to solve a software problem? That seems weird and unintuitive and overkill,” Eden reveals.

Rather than avoiding these objections, Mobot leaned into them. They positioned their solution as a response to increasing mobile complexity. “Really the reason why Mobot exists is because the world is becoming more complex,” Eden explains. “You do have to deal with the real world scenarios, like what cell phones are people using? Do they have cellular access or is it WiFi access? Are they offline in airplane mode?”

Speaking the Customer’s Language

A key factor in Mobot’s enterprise success was Eden’s ability to relate to potential customers’ challenges firsthand. “I knew how to relate to them because I had personally experienced this pain working as a product manager very adjacent and very close to engineers myself,” she notes. This authentic understanding helped transform technical conversations from sales pitches into consultative discussions.

Maintaining Product-Market Fit at Scale

As Mobot grew, they realized that product-market fit wasn’t a one-time achievement. “You have to as a company continue to find Product market Fit every day. I don’t think it’s like a one and done, that’s it, you checked it off the box and you’re good to go,” Eden emphasizes. This mindset helped them stay responsive to enterprise needs while scaling their platform.

Building for the Future

Today, with over 60 customers including major platforms like BeReal and Citizen, Mobot continues to evolve their enterprise strategy. Their vision extends beyond current capabilities: “We’d really like to make it as accessible as possible that anyone around the world can just log into the mobot.io platform and be able to connect to a robot live and be able to control that robot and automate testing for exactly their needs,” Eden shares.

This forward-looking approach reflects their understanding that software testing needs will only become more complex. As Eden puts it, “I think you have to use the right tool for the right job. And if the world is getting more complex, then the toolkit that you are building as a company needs to also get more complex in order to address those challenges in the world.”

For B2B founders looking to make the enterprise leap, Mobot’s journey offers a clear lesson: focus on building trust through structured validation, lean into technical objections with market insights, and maintain constant adaptation to enterprise needs. Success in enterprise sales isn’t just about having the right product – it’s about building the right approach to earn and maintain customer trust.