Bootstrapped SaaS: Joel Griffith's $200 Customer to $4M ARR

Welcome to the SaaS podcast. I'm your host, Omer Khan. AI has changed the playbook for building and growing SaaS. Every week, I talk to founders who are writing the new one. My guest today is Joel Griffith, the founder of Browserless. They let developers run and automate browsers in the cloud. Joel bootstrapped this business to nearly 4,000,000 in ARR with a team of less than 10 people. But it took three years of nights and weekends before he felt safe enough to be able to go full time. Then Google launched a competing product. A VC backed startup raised $60,000,000 to compete in his space, and then AI came along and changed everything. If you're building or investing in a SaaS company, you already know security isn't optional. One breach and everything you've built can be at risk. That's where ThreatLocker comes in. Imagine having the power to decide exactly what's allowed to run-in your environment and blocking everything else by default. No guessing, no hoping your existing solutions catch it, real enforceable control. ThreatLocker is a zero trust platform that locks down your environment without disrupting operations, gives you total visibility and stops unauthorized applications before they become a problem. If you want stronger security and tighter control, visit threatlocker.com. That's threatlocker.com. The playbook that got you to six figures in ARR won't get you to seven figures. And at this stage, you don't need another course. You don't need more content. You need clarity, and you need people who get it. Because right now, you're probably second guessing every decision, wondering if you're focused on the wrong things, working harder but watching revenue flatline. SaaS Club Mastermind is how you get there. A small group of founders all scaling to 7 figures with mastermind calls and direct access to me. Think of it as your board of directors without the drama. Apply at sasclub.io/mastermind. That's sasclub.io/mastermind. I've interviewed over 450 b two b SaaS founders on this podcast. Success leaves clues, and I've been taking notes. Every week, I send out the shortcuts, the blind spots, and the tactics that actually work so you don't have to learn everything the hard way. Over 5,000 founders read it. You probably should too. Sign up free at sasclub.io/newsletter. That's sasclub.io/newsletter. Joel, welcome to the show. Hey. Thanks so much. Thanks for having me. Happy to be here. Excited to talk about Browserless and things. So yeah. That works for me. So tell us about Browserless. What does the product do? Who's it for? And what's the main problem you're helping to solve? Yeah. So it's a headless browser or I just shouldn't say headless. It's just browsers as a service. There's just times in engineering organization or even a non engineering organization and you need to get something automated or done in, like, a third party system or get data from someplace, and you have to use a web browser to do that, which probably doesn't shock a …