"Justin, I built a SaaS!"

What It Covers

Harris Kenny shares his six-year journey from quitting his job in 2019 to building App On Sync, a profitable SaaS connecting outbound sales tools with HubSpot and Salesforce, after four failed product attempts and running an agency.

Key Questions Answered

• •Multiple attempts before success: Harris built five products before App On Sync—IntroCRM (Bubble CRM), LeadRater (Glide lead scoring app), Draft Studio (GPT wrapper for email variations), Card Importer (HubSpot business card scanner)—all failed because users wouldn't log in regularly or lacked urgency, demonstrating that reasonable hypotheses don't guarantee product-market fit without genuine customer pull and unavoidable pain points.
• •Agency-to-SaaS bridge strategy: Harris used TinySeed funding as a financial bridge when SaaS revenue was only 20% of his consulting income, allowing him to shut down his agency in May 2024 despite the risk. The funding covered runway, full-time engineer hire, customer success manager, and SOC 2 compliance—capital-intensive requirements impossible to self-fund while maintaining household expenses.
• •Partner channel dominance: App On Sync generates 80% of revenue through agency partners who bring enterprise clients needing compliant outbound data integration. Agencies value the partnership because App On Sync handles complex CRM administration through Slack support channels, letting agencies focus on their core competency while proving ROI to clients through proper data attribution in systems of record.
• •Community immersion advantage: Harris spent years in outbound sales WhatsApp groups and LinkedIn communities before building App On Sync, gaining tacit knowledge impossible to replicate through research alone. This daily immersion revealed subtle pain points like reply routing rules for 1500-employee companies and Salesforce field population quirks that competitors miss, creating defensible product advantages through accumulated domain expertise.
• •Pull hypothesis validation: Successful customers have three characteristics: outbound integration is an active project on their list, it's unavoidable right now (proven by hiring an agency), and existing solutions have serious limitations. Harris validates urgency by asking what customers are actually doing to solve the problem—vague answers indicate insufficient pull regardless of stated interest, while agency contracts signal genuine commitment.