Product-Market Fit: How Tito Goldstein Found It After 2 Years of Near-Zero Revenue

Welcome to another episode of the SaaS podcast. I'm your host, Omer Khan, and this is a show where I interview proven founders and industry experts who share their stories, strategies, and insights to help you build, launch, and grow your SaaS business. In this episode, I talked to Tito Goldstein, the cofounder of TeamBridge, a workforce management platform for companies with hourly workers. Before starting TeamBridge, Tito and his cofounder, Arjun, were product designers at Uber. They spent years interviewing thousands of drivers all over the world and they kept hearing the same thing. The pay at Uber was worse, but the app made their lives easier. That one thing stuck with them. What if they could build software that helped other companies do the same for their hourly workers? Eventually, they raised a seed round and started building, but it took two years before they made any real money. They built a scheduling product first. It seemed like the obvious thing to do, but when they took it to the market, customers kept telling them something different. The pain wasn't scheduling. It was everything that happened around it. The workflows, the automations, the stuff that was stuck in spreadsheets. So they went back and rebuilt the product which took another year. When they finally launched the new version, it made more money in the first month than the old product had in two years. Finally, they felt like they were getting some traction. But growth was still a grind. They were talking to anyone who would listen. Restaurants, movie theaters, retail shops. They needed to find their focus and learn to tell their story in a way that resonated. And once they did, things finally started to click. Today, TeamBridge is doing multiple 7 figures in ARR with over 200 enterprise customers. They have a team of about 60 people and have raised over $35,000,000 In this episode, you'll learn why their first product completely missed the real pain and how listening to what customers actually wanted led them to rebuild everything, how casting too wide of a net on their ICP kept them stuck for years and what finally gave them focus, what changed when they stopped trying to sound impressive and started being more transparent about where they were as a company? We talk about how they figure out what matters to customers in a brand new vertical before they start selling and why that process is essential to their growth and why Tida believes the first half of every sales call should be questions, not product demos and how that's changed their close rate. So I hope you enjoy it. 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 …