At first glance, he appears to be a typical IT expert. However, after just a few minutes of conversation with Lubos Masny, founder and CEO of TOMIA, it becomes clear that you are speaking with a person for whom technology is merely a means, and the ultimate goal always remains humanity, value in everything, and continuous progress. Nothing is older than yesterday’s success. Lubos emphasizes the importance of measurable results, personal growth, and continuous advancement.
“IT in plain language, data in one place, efficient business” – this is not just a company slogan, but a philosophy that underpins every project from the Orava IT company TOMIA.
Lubos’s story is inspiring, also because of its rich and varied nature.
It spans from burnout during his computer science studies, through selling books in California where he discovered the importance of the human element, to experiences at Microsoft and in Ireland. His capacity for self-reflection and progress are crucial to him and played a significant role in his decision to establish his own business in 2016.
TOMIA is an IT company that saves companies time and transforms their operations by implementing CRM systems.
What will you learn?
In the interview, he reveals how his experiences and desire for continuous progress shaped the approach through which TOMIA returns the most valuable asset to clients – their time.
Lubos Masny, CEO of TOMIA
From Programmer to Entrepreneur
His path to IT and the founding of TOMIA was quite winding. It actually began during his university studies, where he pursued computer science.
Yes, and I actually experienced a bit of burnout there. I studied computer science, where we truly pushed ourselves – sometimes working 12-13 hours a day, plus a pile of projects at home. Human interaction was almost non-existent, limited to email.
After two years of intensive programming, I realized that it was truly “a strain on the brain”.
What was the turning point?
Something I didn’t know about myself at the time was that I truly enjoy social interaction. And so, a fundamental turning point occurred – I decided to swap programming for a completely opposite experience.
What kind?
I had a long-standing childhood dream of going to America, and an opportunity arose to sell books in California. Imagine, from an environment where I barely spoke to anyone, I moved to a world where I knocked on strangers’ doors for 14-16 hours a day, six days a week. In 40-degree Celsius heat, speaking English which I hadn’t properly mastered, and I even had to learn Spanish for the local community.
“From an environment where I barely spoke to anyone, I moved to a world where I knocked on strangers’ doors for 14-16 hours a day.“
The Californian experience fundamentally changed Lubos’s perspective on business and interpersonal relationships
That must have been an immense life lesson. What did it teach him?
It certainly was. I learned things there that I wouldn’t have learned in any school – how to survive, how to operate in business, how to motivate myself.
I understood that education does not end with university, but continues indefinitely. In America, I also learned a lot about finances – that a turnover of ten thousand does not mean I have ten thousand in my pocket at the end of the day. Simultaneously, I saw how important it is to build trust among people.
Professional Experience in Large Corporations
After finishing school, he received an opportunity to work at Microsoft…
Yes, I was among the fortunate ones who got into a special program for graduates. Until then, I perceived Microsoft as a sleeping giant that was somewhat receding into the background. Only there did I understand that we actually have no idea what all they do and how. It was a great opportunity for me, like a second university.
That sounds like a dream come true for many IT graduates. Or was it?
Yes, it was. When I asked for my starting salary, they told me they couldn’t pay me so little and asked if they could increase my salary even further.
I thought to myself – well, that’s fine, it will still go into my account. For training, we traveled to America, where I studied for a month. That is the more appealing, polished side of the corporate world.
But not everything was positive, was it?
Exactly. Gradually, I realized that although it is beautiful and polished, it does not mean it suits everyone. While I agreed with Microsoft’s policies, I was not comfortable with the level of performance pressure, which was not always entirely appropriate.
The human factor was also very important to me, not just the financial gains. At that time, I needed my work to be balanced with my private life in a way that suited me.
Key Experience from Ireland
The period when he worked in Ireland was quite significant for him. Why?
Yes, first I came across a company that worked with Microsoft CRM. Since I already had experience, it was easy for me to join this endeavor.
After just three months, I went on a project to Ireland, where I spent a year working on CRM for a large airline company that serviced aircraft for Ryanair and Delta.
What did this experience teach him?
In Ireland, I learned something fundamental. There, the cost of 10 thousand or 100 thousand was not the primary concern. The essential thing was to justify the ultimate benefit for the company.
They asked: “Tell me, what do we, as a company, gain by spending 10 days here?” The strongest arguments were speed and safety – ensuring planes would fly, be serviced quickly, and everything would be safe.
Founding of TOMIA
And in 2016, he founded his company, TOMIA. Why this particular step? Did it offer him greater freedom when he wanted to pursue entrepreneurship?
After returning from Ireland, I wanted to fully utilize my experience with CRM systems and automation. I saw the enormous potential it held for companies – to streamline work, save time, and eliminate errors. But I wanted to do it differently – with an emphasis on a human approach and clarity.
What exactly is a CRM system? For many, it remains an unfamiliar concept.
Simply put, it is a system where all data is stored and centralized in one place. While in Excel, everyone has their own spreadsheet with their own data that others cannot see, in a CRM system, everyone has access to the same, always up-to-date information. It doesn’t matter if your team consists of five or ten thousand people.
A CRM system centralizes data and simplifies work for the entire team.
What specific advantages does it offer?
For example, you won’t send a client an outdated price offer simply because someone updated it in an Excel spreadsheet in the meantime, and you were unaware. Such a faux pas cannot occur with a CRM system.
Time efficiency and professionalism increase because you always access the latest information. You do not have to waste time calling and verifying whether your information is current.
Concrete Examples of Success
Can you provide a specific example of time savings?
In the aviation segment, we had a client where, after every aircraft takeoff and landing, numerous checks had to be performed – from wheels to engines and other components. Two people were involved in this activity to reduce errors, and the entire process was lengthy.
After implementing the CRM system, the entire process was automated – the aircraft landed, the system evaluated what needed to be checked, and within six seconds, printed instructions for the technician. The company thus saved the work of two people per month. (Editor’s note: More information about the cooperation can be found in case studies here)
Do you also have experience from other industries?
Certainly. For example, in the insurance industry, the process of handling an insurance claim used to be very lengthy. It could take up to a month for a client to receive compensation. Today, thanks to the CRM system, it takes just one day. Imagine the difference – waiting for your money for a month versus one day.
What about smaller companies? Is CRM suitable for them as well?
Absolutely. For example, we implemented CRM for a client who taught English and had seven other instructors working for her. Until recently, each of them prepared their own timesheet, and the client had to laboriously process all of it, determine how many hours each person taught, at what rate, and create invoices.
90% Time Savings: From 4 Days to 1 Hour Per Month
“It took the client four days a month to process the reports. After implementing the CRM system, she can complete the same work in one hour. This represents a 90% time saving.”
It took her four days a month. After implementing the CRM system, she can complete the same work in one hour. This represents a 90% time saving, which she can now invest in developing the school.
CRM for Various Business Types
Does this mean that a CRM system is suitable for every company, regardless of size or industry?
We are not specialized; it can be applied to almost every segment. We have worked with clients from the financial sector, aviation industry, public administration, as well as with dairies and construction companies.
Even smaller sole traders can greatly benefit from a CRM system. In most cases, we transform Excel spreadsheets into a CRM system that saves a significant amount of time and eliminates errors.
What do you consider to be the greatest advantage of a CRM system?
Besides time savings, it is certainly the ability to keep track of things that might otherwise be overlooked. The system allows users to enter information about meetings, contract durations, orders, and deadlines, and even sends notifications.
For example, it notifies users half a year in advance that a contract is expiring, allowing time to prepare for its renewal. It also simplifies the work of managers, who can clearly see who is at what stage, where delays are occurring, and where progress is on schedule.
Continuous Company Growth and Overcoming Challenges
When did he realize that TOMIA needed to grow and cease being merely a one-person limited liability company?
In the beginning, I was set up to do everything myself, responsible for everything. But I lacked the perspective on how we could grow. Because while it’s good that I do things that help the client, I am still only one person with 24 hours a day.
To be able to help more people, we needed to grow. A dramatic change occurred over three years ago – it was no longer just a one-person limited liability company, but we began to perceive ourselves as a company.
How did he overcome the paradox: “We don’t have projects because we don’t have people, and we don’t have people because we don’t have projects”?
It was challenging. I had to do something quite audacious – during one period, I had two projects assigned to myself. I worked extra hours so we could grow.
Fortunately, the projects were smaller, so it was manageable, but it was still challenging – managing both projects and training a new person. We struggled, that year was difficult. Today, we are more confident in hiring someone even without an immediate project.
TOMIA’s Unique Approach
What do you perceive as TOMIA’s uniqueness compared to other companies in the CRM field?
Our unique solution is a 2-in-1. We can not only program but also do so in a way that is beneficial for the customer. We can understand their business, identify problems, and resolve them.
Perhaps we are not the best programmers in the world, and our code might run in three-quarters of a second instead of a quarter, but that is perfectly acceptable because, at the end of the day, it does exactly what it is supposed to – it simplifies life, aids business, and makes everything more efficient and faster.
“We do not make the client adapt to us; instead, we adapt to the client. We look at it through their eyes – understanding their business and their challenges.”
What is your approach to clients?
We do not make the client adapt to us; instead, we adapt to the client. We look at it through their eyes – understanding their business and their challenges.
We identify patterns from other segments that we can apply, but we always work closely with the client to better understand their specific needs. Our goal is for the customer to understand and utilize what we have created for them. We can have a superb system and excellent reports, but if the customer does not use it, it is futile.
CRM and the Future of Business
Why should even a small sole trader consider a CRM system?
If one is at the beginning and has ambitions for growth, it is advisable to consider a CRM system from the outset. Even then, data collection and system creation become significantly simpler, as one is building solid foundations.
As a company grows, so do its demands – new departments and new needs emerge. This allows us to scale the CRM system to respond to changing client requirements during the company’s growth.
What is his perspective on the future of CRM systems in the context of AI?
AI at Microsoft functions through Copilot, assisting with routine tasks, analyses, and even our system development. In a year or two, customers will be able to accomplish many tasks themselves with the help of AI.
Our role will evolve more towards consulting and solving complex problems. We must monitor how this entire landscape will develop and how we will need to adapt.
Personal Motivation and Company Philosophy
What motivates and drives him forward the most?
It is fascinating, but money is not my primary motivation. My greatest driving force is seeing people grow – observing where they were a year or two ago and where they are today.
It is a great satisfaction for me and propels me forward. This applies not only to colleagues within the company but also to customers. When they struggled with something last year and their business was on the brink, and now it functions exceptionally well for them – that is what drives me forward.
What are the three key questions companies should ask themselves before selecting a CRM system?
- Why do we want to address this?
- How much time and money do we intend to invest in it?
- What benefit do we aim to gain from it?
It is excellent when a company has a system, and customers observe that everything operates automatically, consistently, and regularly. However, the fundamental question is why we are implementing it, as we can build the entire philosophy of the CRM system around that purpose.
What is his motto or philosophy that guides him?
“Nothing is older than yesterday’s success.”
We are very growth-oriented. By working with technologies that evolve daily, we continuously educate ourselves. What was true yesterday may no longer be valid today. Therefore, progress is key for us – strategically, humanly, and data-wise.
Interview prepared by: J. Horniaková: I’ll Say It For You
Did this interest you? Would you also like to save a week of your life every month? Do you want to streamline your business processes using a CRM system?
If you answered yes at least twice, it’s time to move forward.
Contact us. Arrange a non-binding consultation →
We will help you identify areas where you can significantly save time and increase the efficiency of your business.