The Shopify Theme Blueprint: How Thomas Went from Freelancer to 90% Product Revenue

For many software developers, the dream isn't just to write great code; it's to build a product that creates freedom. It's the transition from trading time for money to building an asset that works for you. But this path is often romanticized and rarely detailed. How do you actually make that leap?

In a recent conversation on the Yalla Let's Code podcast, Ilias Haddad sat down with Thomas, the founder of Bricks Space Lab, who has done just that. Thomas successfully navigated the treacherous waters of product development to build a business where 90% of his revenue now comes from selling Shopify themes on the official marketplace. His journey is a masterclass in focus, resilience, and strategic risk-taking.

The 'Learn-by-Doing' Philosophy That Started It All

Long before building products, Thomas built his career on a simple, powerful principle: say yes, and figure it out later. He didn't wait for permission or the perfect skillset.

"I definitely remember picking up like development jobs freelance jobs like never having done that thing before and then just learning it on the spot... I can get it done for you and 90% of time like I'll figure it out."

This mindset is what separates tinkerers from builders. It’s the willingness to embrace discomfort and learn under pressure that accelerates growth faster than any course or tutorial.

The Brutal Reality of Building on a Marketplace

Thomas chose to build for the Shopify Theme Store, a decision that offered immense distribution but came at a steep cost. His story serves as a critical reality check for anyone looking to build on another company's platform.

First, there was the timeline. It wasn't a quick weekend project.

"It was a long process... the review and approval process was like maybe six months... I would say probably over a year like from when we first started to like when it when it like launched."

Imagine working for 18 months without a dollar of revenue from your product. That's the level of upfront investment and risk required. Even after launching, the challenges didn't stop. He recently discovered a dark side to the marketplace's algorithm.

"We've been getting like thousands of visitors to our... demos from like Singapore and like Hong Kong and it's like clearly just bot traffic which is like potentially bringing down our rankings... that had like a really big hit on us for our sales this month."

It's a stark reminder that when you build on someone else's land, you are subject to their rules, their algorithms, and even their vulnerabilities.

The Pivot: How 90% Product Revenue Became Possible

The reward for navigating these challenges has been transformative. Thomas successfully engineered the dream pivot for any service-based business.

"90 percent of our revenues now [are] like selling our products and then like 10 percent is like doing service work... it's definitely come in and like kind of swap that around in terms of like our business model which is like what I was hoping for honestly."

How did he do it? The key was focus. He resisted the temptation to diversify into apps or other ventures, even when the idea was exciting. He followed a simple but profound rule:

"If something's working in your business just do more of the same thing."

This singular focus allowed him to refine his themes, listen to customer feedback (which he says comes primarily from support tickets), and build a product so good that it eventually got noticed by major brands—including a Kardashian.

The Ultimate Advice for Aspiring Founders

When asked what advice he'd give to a developer wanting to follow a similar path, his answer wasn't to 'find your passion' or 'build an MVP.' It was far more practical.

"My first recommendation... is just like do some freelance work... find one or two clients and like that's how you can learn like and get paid doing it... you might get some insight on like what kind of product... if you want to like build a product business... what options are out there for you."

In other words, get paid to do your market research. The best product ideas aren't found in a vacuum; they're discovered by solving real problems for paying clients.

Thomas's journey is a testament to the power of persistence, strategic focus, and a healthy dose of realism. Building a successful product business is not a get-rich-quick scheme; it's a long, challenging, but ultimately rewarding endeavor.

What are your thoughts on building for a marketplace vs. selling direct? Share your experience in the comments below!