The SaaS Podcast

→ WHAT IT COVERS Zhong Xu, cofounder of Deliverect, explains how he scaled a restaurant SaaS platform to 80,000 locations across 50 countries and nearly $100M ARR by prioritizing distribution through POS partnerships, running a manual MVP before writing code, and now racing to build an AI intelligence layer. → KEY INSIGHTS - **Wizard of Oz MVP:** Validate demand before writing a single line of code by fulfilling orders manually.

→ WHAT IT COVERS Joel Griffith, founder of Browserless, details how he bootstrapped a browser-automation-as-a-service business to nearly $4M ARR with under 10 employees, working nights and weekends for three years before going full-time, while navigating Google Cloud competition and a $60M VC-backed rival entering his market. → KEY INSIGHTS - **Bootstrapped Go-Full-Time Threshold:** Wait until ARR reaches a level with meaningful headroom above personal expenses before leaving employment.

→ WHAT IT COVERS Egnyte CEO Vineet Jain details how he built a $300M+ ARR enterprise content platform by rejecting freemium models, maintaining a hybrid cloud/on-prem architecture, and competing against Box and Dropbox with 137.5M raised total — no funding rounds since 2018 — while staying EBITDA positive past the Rule of 40. → KEY INSIGHTS - **Anti-Freemium Positioning:** Egnyte refused freemium entirely — offering only a 15-day trial — while Box and Dropbox chased consumer growth.

→ WHAT IT COVERS Adam Markowitz, cofounder and CEO of Drata, details how seven years selling a non-essential EdTech product shaped his approach to building a compliance automation platform that reached $100M ARR before its fourth birthday, covering customer acquisition strategy, AWS partnerships, auditor relationships, and scaling from 0 to 8,000 customers across 60 countries.

→ WHAT IT COVERS Gilles Bertaux shares how Livestorm grew from a university project to nearly $20M ARR by navigating extreme COVID growth, infrastructure crashes, positioning pivots, and a complete sales team rebuild. The conversation covers their shift from self-serve PLG to enterprise sales, focusing exclusively on European marketers in specific industries after initially diluting their positioning.

→ WHAT IT COVERS Adam Faught built UXpilot from a UX agency side project to $5M ARR in two years, bootstrapped with 30 employees and 15,000 paying subscribers. He pivoted from frameworks to AI wireframe generation after discovering competitors were faking it with templates, overcame technical barriers through iterative model fine-tuning, and scaled primarily through LinkedIn and SEO.

→ WHAT IT COVERS Tito Goldstein, cofounder of TeamBridge, shares how he pivoted from a failed scheduling product after two years of near-zero revenue to building a composable workforce management platform. The company now generates multiple seven figures in ARR serving 200+ enterprise customers with 500,000+ end users across healthcare, stadiums, and staffing industries.

→ WHAT IT COVERS Nate Baker built Qualia from zero to $100M ARR in the title insurance software space. He shares how living in his first customer's basement for a year, preselling multi-year contracts at 45k ARR, and hiring a VP of sales transformed growth from 45k to $3.5M ARR in twelve months. → KEY INSIGHTS - **Market selection framework:** Baker used 10 selection heuristics to identify markets, prioritizing platforms over features, network effect potential, boring but important industries...

→ WHAT IT COVERS Josef Pietersiel explains how Blings landed McDonald's as their first enterprise customer in nine months while bootstrapping, developed a patented video personalization technology, and scaled to $1M ARR serving major brands with just 19 employees. → KEY INSIGHTS - **POC Pricing Strategy:** Always charge for proof of concepts, even $35,000, to ensure clients prioritize your project and begin vendor onboarding processes.