The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship
Janna Bastow is the co-founder and CEO of ProdPad, a product management tool for product managers. ProdPad helps you to build product roadmaps, uncover the best product ideas to work on next and build what matters most to your customers.

ProdPad was founded in 2012 and its customers include companies such as Disney, Automattic and Ebay. The company has been bootstrapped since day one and is based in the United Kingdom.

Janna is also the co-founder of Mind the Product, an international product community which has grown to consist of 50,000 members and sold out events in 100 cities around the world.

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This is a story about two product managers, who were looking for software that would help them do their jobs.

When they couldn't find what they needed, they decided to build a tool themselves. It started with some very simple functionality.

After two years, they had an insight. They realized that there were other product managers who would pay to use their tool.

So they finally had the guts to quit their jobs and work on this idea full-time. They had no customers and had raised no money. They figured they could bootstrap the business for 6 to 12 months.

They had their first customer in about 6 months. And from there, they kept improving the product and getting more customers.

It took a lot time and hard work to grow their business to around $30,000 in monthly recurring revenue (MRR).

Things were looking good, until they lost focus.

They ended up wasting a year trying to do too many things, instead of doubling down on what was already working.

At the end of the year, they started thinking about raising money. It wasn't something they wanted to do, but felt they had to.

It was around that time that they had another 'aha' moment. They identified ONE metric that could make all the difference for them.

They decided to have everyone on their team focus on improving that ONE metric. And that's all they did for the next 3 months.

And amazing things started to happen once they focused. And they also did a number counter intuitive things to get more customers.


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Direct download: Janna-Bastow-ProdPad.mp3
Category:general -- posted at: 2:00am PST

Greg Mercer is the founder and CEO of Jungle Scout, a product that helps sellers on Amazon to research and find profitable product ideas and market niches.

My guest launched Jungle Scout in 2015 as a tool to help him find product ideas to sell on Amazon. With just $1000 and no coding skills, he's grown it into a business doing multiple 7-figures in annual revenue and a fully remote team of over 30 people.

He and his wife, quit their corporate jobs once the business took off and sold their home. Today, they live in different Airbnb's around the world and manage the business from anywhere and everywhere in the world.

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This week's episode is a story about a guy who was working as a civil engineer, but wanted to become an entrepreneur.

But he didn't have a business idea and no business experience.

One day he heard about people who were selling products on Amazon. And he decided that he was going to do the same.

Over the next year, he built a decent business as an Amazon seller. But he realized that he was wasting a lot of time doing research on what types of products to sell on Amazon.

So he hired a developer to build a Chrome extension for him. He figured that this would same him time and if he was lucky, he might be able to sell it to another Amazon sellers too.

A few weeks later, he built a one-page WordPress website with a PayPal button. And he had his first sale within a month.

He had a modest goal of making 1 or 2 sales a day.

Today, he's running a multi-million dollar SaaS business. And it's taken him 3 years from the day he had the Chrome extension idea.

He wasn't technical and he didn't have business experience. But he knew the value of starting small and making daily progress.

It's a great story which I hope will inspire you. And there are some great lessons that you may be able to apply yourself.


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Direct download: Greg-Mercer-Jungle_Scout.mp3
Category:general -- posted at: 2:00am PST

Tukan Das is the co-founder and CEO of LeadSift, a platform that mines publicly available social media data to help B2B businesses generate qualified leads.

LeadSift was founded in 2012 and to date has raised $1.8 million in funding. The company is based in Halifax, Nova Scotia in Canada.

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This is a story about a couple of 'data nerds' who were playing around with the Twitter and FourSquare APIs one day.

They discovered that there was a lot of social media data about people who were looking to buy something. So they decided to build a product and sell these 'signals' to automotive brands.

It seemed like a winning idea. But they soon realized that it wasn't.

First, they weren't solving a customer problem. They were trying to find a market for a 'cool idea'. And that is never easy to do.

Second, they didn't understand how automotive brands work. Ford isn't going to have a salesperson call you because of your tweet.

After a year of getting no where, they pivoted. They started selling data to help consumer brands run better advertising campaigns.

They started to get customers and revenue. But their product wasn't sticky so revenue was unpredictable and customer churn high.

After two more years they decided to pivot again. But this time they interviewed many customers and kept searching for a real problem.

They didn't write a single line of code until they were confident that they'd found the right problem. And that approach paid off.

Today, they have a business that generates recurring revenue. And they are very close to hitting a million dollars a year.

This is a great story about persistence. And there are some valuable lessons on the importance of understanding your market.


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Direct download: 156-Tukan-Das-LeadSift.mp3
Category:general -- posted at: 2:00am PST

Randy Rayess is the co-founder of Outgrow, a platform that lets marketers build and launch interactive calculators and viral quizzes that help engage your website visitors and generate more leads.

Outgrow was founded in May 2016 and is based in New York. The company has over 3000 paying customers and has been bootstrapped from day one.

Previously, Randy worked in venture capital, private equity and at startups in financial services, transaction processing and machine learning.

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How do you market and sell a SaaS product that your prospective customers don't even know they need?

These customers aren't searching for your product or any product like it. But if they knew that your product existed, they'd buy it.

This week's episode is a story about two guys who were in that situation. They were running a services business and helping their clients with software projects.

And they kept hearing the same question from their prospective customers i.e. "how much does it cost to build an app?"

It was taking their sales team a lot of time to answer this question. So they built an interactive tool and put it on their website.

Then they started customizing the tool, so their clients could use it on their websites. And that's how a new SaaS business was born.

But marketing the SaaS product beyond their clients proved to be challenging. No one was looking for a solution like this.

So they had to figure out how to reach new customers and help them understand that they needed this product.

There are some great lessons here on customer development. And we explore how to market a product that no one is looking for.

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Direct download: Randy-Reyess-Outgrow2.mp3
Category:general -- posted at: 2:00am PST

Fred Stutzman is the co-founder and CEO of Eighty Percent Solutions, the company which builds the innovative productivity software Freedom.

Freedom helps you to get more focused and improve your productivity by blocking your access to websites and apps.

The product is used by over 450,000 people and its users report gaining an average of 2.5 hours of productive time each day.

Freedom was founded in 2011 and was bootstrapped for the first 4 years. The product has been featured in the New York Times, Wall Street Journal, NPR and other publications.

Previously, my guest was co-founder of ClaimID.com and a technology researcher at UNC-Chapel Hill and Carnegie Mellon University. He holds a Ph.D. in Information Science and is currently adjunct professor at UNC's School of Information and Library science, where he teaches courses about privacy and social media.

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This is a story about a college student who was wasting too much on Facebook. He realized that he needed a solution to reduce the daily distractions and to help him focus. So he built a simple tool in a couple of hours which did the job.

He also shared the tool with a few people and it just took off from there. A year later with zero marketing, he had over half a million users - just through word of mouth.

When he started getting multiple feature requests a day from users and people offering him money to add features, he knew was onto a great business opportunity. So he took a week to improve the product and setup a website with a PayPal button.

Today his little tool has turned into a business doing over a million dollars a year.

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Direct download: 154-Fred-Stutzman-Freedom.mp3
Category:general -- posted at: 2:00am PST

David Abrams is the co-founder of Demio, a webinar platform that helps businesses to engage, communicate and build relationships with their prospects and customers.

The company was founded in 2014, but it took them 2 years to develop the beta and launch. And so the product has been in market for about a year. The company is self-funded and based in Tampa, Florida.

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This episode is a story about two guys who decided they were going to build their own webinar software. They spotted a gap in the market and believed their idea could succeed.

But neither of the founders were technical. So they hired a company to build the first version of their product. They spent almost $100,000 and ended up with a buggy and poor quality product which they had to throwaway.

Having learned a very important lesson for $100,000, they decided to start again and this time did a much better job hiring the right developer and being more involved in the design and development of the product.

It took them a long time to get things right. Their product was in beta for 2 years. But in the end, the hard work and patience paid off. Currently, they're generating about $500,000 in annual revenue and are growing fast.

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Direct download: 153-David-Abrams-Demio.mp3
Category:general -- posted at: 2:00am PST

Allan Wille is the co-founder and CEO of Klipfolio, a SaaS application for building and sharing real-time business dashboards on browsers, mobile devices and TVs. Klipfolio helps you stay in control of your business by giving you visibility into your most important data and metrics, wherever you are.

Klipfolio is based Ottowa, Canada and was founded in 2001. To date the company has raised over $16 million dollars. And it has over 8,500 customers including companies such as Jet.com, Zendesk and Ikea to name a few.

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This episode is a story about 2 co-founders who struggled for 3 years to get their first paying customer. And to make ends meet during that time, one of the co-founders even had to sell his car to be able to put food on the table.

These guys spent 3 years building a business to consumer (B2C) product. And they had almost 300,000 users. But the problem was that they had zero revenue. But they kept telling themselves that they just had to keep going.

Then one day the received a call from someone at Lufthansa, the largest airline in Germany. The company had a number of their employees using the B2C product to track soccer game scores. They wanted to know if the app could also be used to display business data in a dashboard. And that was the day that they co-founders pivoted to a business to business (B2B) model.

They built what Lufthansa wanted. And then went out to find their next corporate customer and then the next one. It wasn't easy. It involved a lot of cold-calling in the early days, which both the co-founders hated. But slowly they started to get traction.

And it was really slow growth. After 10 years of being in business, the company had 14 employees. But finally their persistence paid off and they started to see the elusive 'hockey stick' growth after year 10. The company now has over 90 employees and does over $8 million in annual run rate.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 152-Allan-Wille-Klipfolio.mp3
Category:general -- posted at: 2:00am PST

Bastiaan Janmaat is the co-founder and CEO of DataFox, an artificial intelligence and prospecting platform. DataFox helps sales and marketing teams prospect smarter and have thoughtful, personalized conversations at exactly the right time. DataFox's algorithms structure information on millions of businesses and deliver reliable data and machine-learned suggestions where and when they're needed.

Prior to launching DataFox, my guest was an investment analyst at Goldman Sachs. He and his co-founders launched DataFox in 2013 and to date have raised $9 million in funding.

The company's investors include Goldman Sachs and Google Ventures. And their customers include companies such as Twilio, Box, Google, Amazon & SalesForce.

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This episode is a story about 4 co-founders who decided that they could use Artificial Intelligence (AI) to help sales & marketing people to make better decisions.

They saw first hand how the explosion of information available to sales & marketing people was overwhelming and making it harder for them to do their jobs.

They decided to use data science and machine learning to capture millions of data points about companies and people. And turn that data into actionable insights.

But they also knew that they needed to move fast. So they started building the AI technology, but also did a ton of work manually to process the data they collected.

In other words, they focused on solving customer's problems however they could.

The first version of their product was sold for $49 per month. Today, their customers pay them anywhere from $10,000 to $200,000 a year.

In this episode we talk about how they came up with the idea, how they got started, what they did to get customers and how they've continued to grow the business.

We also talk about Artificial Intelligence (AI) and how they're using AI technologies to help real-world problems for businesses trying to prospect and generate leads.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.

Direct download: 151-Bastiaan-Janmaat-DataFox.mp3
Category:general -- posted at: 2:47pm PST

Tim Broom is the co-founder and CEO of ITProTV, a subscription based learning site for IT Professionals. The company provides an easy and entertaining approach to IT training which is broadcast live every day and is also available on-demand.

The founders launched the business in 2012. They originally started out with a few authorized brick and mortar' training centers, which they sold and went all in with their new startup built around a SaaS business model.

The company is based in Gainesville, Florida and has been self-funded from day one.

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This is a story about two guys who were running a brick and mortar computer training center in Gainesville, Florida. They spent many years building and growing that business.

But they realized that a brick and mortar business wasn't going to let them grow as fast enough. And they also wanted to build a recurring revenue business. So they launched a second business called ITProTV to deliver IT training online.

It began as a humble startup business on the side. Eventually the founders decided to make a big bet on ITProTV and sold the brick and mortar business.

In 4 years, they've built a successful SaaS business that's on track to do $9 million annual run rate this year. And they've grown with very little marketing -- or I should say, very little marketing that's worked for them.

This is a great story and my guest is a great guy, who's humble and level headed. In this interview he shares his story and the lessons that's he's learned along the way to building an almost 8-figure SaaS business.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 150-Tim-Broom-_ITProTV.mp3
Category:general -- posted at: 2:00am PST

Rob Percival is a former high school math teacher from England who started teaching people to code. He posted his first online web development course for $199 in June 2014 and only made 1 sale in the first 24 hours.

Since then he's gone on to launch several coding courses with well over 500,000 students and has generated over $5 million in revenue.

You can find his online courses at Udemy.com. The topics range from web and mobile development courses to Ruby on Rails & Python programming and database development.

He's also the founder and managing director of Eco Web Hosting, a company that focused on environmentally friendly web hosting and packages that are 100% carbon neutral.


Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: Rob-Percival-Eco-Web-Hosting.mp3
Category:general -- posted at: 2:00am PST

Raj Bhaskar is the co-founder and CEO of Hurdlr, a mobile app for independent workers, freelancers and solopreneurs to manage their business finances. It seamlessly tracks all of your income streams, expenses and tax deductions in real-time, on the go.

Previously, Raj was the founder and CEO of VisualHOMES, a software company focused on property management and real estate solutions which he built and sold after 10 years.

Hurdlr was founded in 2012 and is based in Washington DC.

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This episode is about a guy who came up with an idea for a startup after noticing that many freelancers were struggling with a specific problem.

And then he realized that Airbnb hosts and Uber drivers were also dealing with the same problem.

So he set out to build a product that would solve that problem.

The product wasn't an overnight success, but the feedback from the market was positive enough to keep going. Today, his product has over 100,000 users and is continuing to grow.

Most of the growth has been driven by content marketing. But he didn't just create content, he put just as much effort into distributing that content.

So in this interview, we explore how he made content marketing work for his business. And we look at how he's built a business within the Uber and Airbnb ecosystems and beyond.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: Raj-Bhaskar-Hurdlr.mp3
Category:general -- posted at: 2:00am PST

JD Graffam is the founder of SimpleFocus, a design agency that helps create user interfaces and digital products. The company's clients include Starbucks, Oracle and the U.S. Air Force.

But this agency is a little different because it also has its own portfolio of software products. This includes Pulse (a cash flow management software for small businesses), Sifter (a bug and issue tracking app for nimble teams) and BallPark (an invoicing and time tracking app) that JD acquired from Metalab's founder Andrew Wilkinson (who was my guest on episode 76). And JD just acquired another app called Curated (a product that helps you grow your audience by collecting and sharing engaging content).

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This episode is about a design agency owner who wanted to get into the SaaS business. He didn't have any success building his own SaaS product, so he acquired one instead.

The SaaS product that he acquired, already had customers and some recurring revenue. He and his team improved the product and over time, more than doubled the monthly recurring revenue.

So he acquired another SaaS product and did the same again. And in the last few years, my guest has built a portfolio of 6 SaaS products, all through acquisitions, and he's still looking for more.

The remarkable thing is that he's grown recurring revenue for his products without any marketing. He just focused on serving the existing customers better and the improving the products.

In this episode we talk about how he acquired his first SaaS product, what he did to grow recurring revenue, what he looks for when acquiring a SaaS product and how he manages multiple products and businesses.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: JD_Graffam-SimpleFocus.mp3
Category:general -- posted at: 2:00am PST

Clate Mask is the co-founder and CEO of Infusionsoft, which makes sales and marketing automation software exclusively for small businesses.

Infusionsoft combines CRM, email automation and e-commerce capabilities into one product. It helps small businesses capture more leads, improve conversion rates and generate more sales.

The company was founded in 2001 and has raised over $125 million to date. Infusionsoft has over 125,000 users and so far has processed $3.4 billion of payments for its customers.

Clate is also the author of Conquer the Chaos: How to Grow a Successful Small Business Without Going Crazy', a New York Times best seller which focuses on balancing personal and work life, will becoming successful as a budding entrepreneur.


Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 146-Clate_Mask-Infusionsoft.mp3
Category:general -- posted at: 2:00am PST

Nadim Hossain is the co-founder and CEO of BrightFunnel, a SaaS product that generates predictive and actionable insights for B2B marketers, and shows what impact marketing is having on revenue.

Founded in 2012, BrightFunnel has raised just under $9 million in funding to date. And its customers include companies such as Verizon and Cloudera.

My guest has over 17 years of experience in building, marketing, and selling cloud applications. Prior to founding BrightFunnel, he was VP of marketing and sales at PowerReviews which had a $170 million exit. And he was also a product marketing executive at Salesforce.com during their hyper-growth years.

This is a story about a marketing guy who was working at a tech company. He was frustrated about hard it was to understand the impact that marketing was having on revenue. He started creating his own solution by gathering data from different sources and putting it all into Excel spreadsheets. And he thought to himself, someone should really find a good solution for this.

Eventually, he realized that he was the one who needed to solve this problem. But he wasn't a developer so needed to find the right technical co-founder. He was also a first time founder and was trying to build this business while he and his wife were expecting a baby. So there was a lot of pressure on him and huge sense of urgency.

Fast forward to today, he's grown his startup into a company that's generating several million dollars in revenue. He's raised just under $9 million in funding to date. And his company now employs 35 people and that number is likely to double in the next year.

He shares some great insights both from the early days of turning his idea into a business. And we also explore lessons he's learned as his role as a CEO continues to grow.

Direct download: 145-Nadim-Hossain-BrightFunnel.mp3
Category:general -- posted at: 4:36pm PST

James Gill is the co-founder and CEO of GoSquared, an all-in-one platform for SaaS businesses. GoSquared combines analytics, CRM, live chat, and marketing automation in one seamless platform.

The three co-founders started the company when they were 14 years old. They set to build an online advertising business inspired by watching the TV show 'Mad Men'. But nothing worked. As James told me, they couldn't even pay for lunch; and that was school lunch!

However, as part of their advertising business, they also built a tool with a beautiful design which gave people insights about their web traffic. And people seemed more interested in this tool, than in their advertising business.

So they turned the tool into a product and started selling that. And over time, they added live chat and CRM capabilities. Now, 10 years later, they've built a business with over 1000 paying customers and 10 employees.

This isn't a story about rapid growth and raising millions of dollars. But it is a great story about persisting through failures, following your passions, listening to your customers and solving problems you discover along the way and most importantly building a great product.


Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.

Direct download: 144-James-Gill-GoSquared.mp3
Category:general -- posted at: 10:15pm PST

Natalie Nagele guest is the co-founder and CEO of Wildbit, a bootstrapped software company that builds web apps to help software developers collaborate better.

The company was founded in 1999 as a web development consultancy and it launched its first web app in 2005. Since then the company has launched and grown a number of products such as Beanstalk, Deploybot and Postmark which are used by over 100,000 companies.

Half of the Wildbit team works out Philadelphia, with the rest spread out around the world. And the company's culture, communication and process are specifically tailored around a remote team.

This week's interview is a story about a bootstrapped software company that generates multi-million dollars in revenue, is profitable and most of the time, its employees work no more than 40 hours a week.

The company was founded by a husband and wife team, who started out with a consulting business and eventually turned it into a product business that now has 3 successful software products and a team of 26 people across the world.

The founders do a lot of things that go against the conventional wisdom that we so often hear these days. From private offices for every employee, to a standard 40 hour work week, they've shown that you can build a profitable and successful business.

A big part of their company culture was inspired by 37Signals (the makers of Basecamp) and the book Getting Real.

My guest is a wonderful woman, who has an inspiring story to share and I love how both she and her husband, have built a people first' company culture. It's easy to talk about something like that, it's much harder to actually do it.

I'm sure you'll walk away with at least one great idea from this interview and maybe you'll be inspired to a think a little differently about your business.

Direct download: 143-Natalie-Nagele-Wildbit.mp3
Category:general -- posted at: 4:58pm PST

Laura Roeder is the founder of Meet Edgar, a social media scheduling & automation SaaS product. She started her entrepreneurial journey at the age of 22 by launching a web design business and then a social media consulting and training business. And in 2014, she decided to launch Meet Edgar, her first SaaS business. Today, the company generates over $4 million in annual recurring revenue (ARR) and has been self-funded from day one.

This week's interview is a story about a first time SaaS entrepreneur. She didn't have any experience with software and didn't the first thing about coding.

But she was already building a following in the social media space and realized that the way that most people handle social media isn't sustainable for small businesses. She thought there was a better solution and decided to build a software product.

And she's done a lot of things that many startup founders would consider counter intuitive. For example, her product's homepage is optimized for email list building and not getting people to immediately sign up for a trial.

And her approach to Facebook advertising was deceptively simple. And it went against the advice that most Facebook experts would give you. But it worked.

And she's kept her company laser focused on small businesses. She could have easily started adding more features and higher level plans for teams and agencies. But she has been very deliberate about not doing that.

In fact, her product doesn't even offer multiple plans. There's one plan, one price if you pay monthly and one price if you have annually. That's it.

And that approach has paid of her. The business is now doing over $4 million in annual recurring revenue and is continue to grow quickly.

There are some great lessons here and I hope you enjoy the interview.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 142-Laura-Roeder-Edgar.mp3
Category:general -- posted at: 2:00am PST

Grant Miller is the co-founder of Replicated, a service that solves the problem for companies who want to install and deploy a SaaS application behind their own firewall in a corporate data center or private cloud.

Previously, he was the co-founder of Look IO, a mobile live-chat problem that was acquired by LivePerson just 9 months after launch for several million dollars.

He and his co-founder, Marc Campbell, have already raised $6.5 million dollars for Replicated. And they're been making solid progress in growing this new business.

In this episode, we talk about what Grant has been up to since I last interviewed him a couple of years ago. We discuss lessons he's learned from this first startup and what he's doing differently this time.

And we talk about a new project that he's been working on called EnterpriseReady.io which has become a great resource for any SaaS business that wants to sell their product to enterprise customers.

When you deal with enterprise and corporate customers, you have a bunch of technical challenges to deal with. And your product needs to have enterprise grade features such Single Sign On (SSO), Role Based Access Control, Product Security and more.

So we talk about how EnterpriseReady.io (a free resource) has been developed to make it easier for any SaaS business to create an enterprise-ready product. And we look at some case studies on how some more established SaaS businesses have designed and built these features into their products.

And even if you have no intention to sell to enterprise customers, you will learn a lot in this episode about how to build a better and more robust SaaS product.


Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 141-Grant_Miller-Replicated.mp3
Category:general -- posted at: 2:00am PST

Bruno Didier is the founder and CEO of Y-Combinator startup Trackin.

The company provides a software solution to help restaurants get better control of their deliveries by connecting managers, drivers and customers. Trackin offers an online ordering system for customers, a dashboard for managers, an app for drivers and a real-time tracking solution for deliveries.

The company was founded in 2014, has raised $400K to date and is based in San Francisco.

This is a story about a guy who ordered dinner from a restaurant for himself and a few friends through an online delivery service. After waiting for hours and not getting his food, he went and bought a pizza from a local grocery store. He decided that he was never going to order a delivery from a restaurant again.

He kept thinking that there had to be a better delivery solution for restaurants that tracked deliveries and helped customers know exactly where their order was and when they were going to get the delivery. He wished that someone would come up with a solution for this.

Eventually, he realized that he was the guy who had to solve this problem. He's a solo founder who decided to move away from San Francisco to start his business. In 4 years he's gone from zero to over $2 million in annual recurring revenue (ARR).

He also got accepted in Y-Combinator, which helped him to think bigger and grow his business faster. And if it wasn't for a dinner he had with a stranger in France, he would never have even considered applying to YC because it seemed to big of a goal.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 140-Bruno-Didier-Trackin.mp3
Category:general -- posted at: 2:00am PST

Russ Perry is the founder of Design Pickle, a productized service that offers unlimited graphic design support for your day-to-day business needs for a flat monthly fee.

Design Pickle launched in January 2015. And in just two years its grown it into a business with 45 full-time staff and $160K on monthly recurring revenue (MRR).

Russ was running a creative agency but wasn't entirely happy with what he was doing. He thought that the agency business model was dysfunctional and he wanted to run a more predictable business. But he didn't have a clue what that business was going to be.

He made a list of what he wanted in his life, both personally and professionally. And he also started to get clear about what type of business he didn't want to build. And then he sat back and waited for inspiration, while he did consulting on the side to help pay the bills.

And a few weeks later, he had his 'aha' moment. And it was a very simple idea. He decided to launch a design agency and used a 'productized consulting' model -- very similar to how pricing for a SaaS product works.

In 2 years, he's gone from zero to $160,000 in monthly recurring revenue (MRR). That's almost $2M annual run rate (ARR). And he now has a team of 45 full-time employees.

It's an inspiring story, and he's an energetic and entertaining guy. I hope you enjoy this interview.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 139-Russ-Perry-DesignPickle.mp3
Category:general -- posted at: 2:00am PST

Matt Ekstrom is the co-founder of Prospectify, a B2B prospecting platform that helps you to automate your lead generation process. Prospectify uses data search, data enrichment, and verification systems to help you build highly targeted prospect lists.

The company was founded in January 2016 and was self-funded for the first year, and then raised $1 million in funding.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 138-Matt-Ekstrom-Prospectify.mp3
Category:general -- posted at: 2:00am PST

Claudiu Murariu is the founder and CEO of InnerTrends, a growth analytics platform for SaaS and web products. InnerTrends uses data science technologies to help you understand every aspect of your user onboarding process and convert more first-time users into customers. The company was founded in 2015 and is based in Romania.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 137-Claudiu-Murariu-InnerTrends.mp3
Category:general -- posted at: 2:00am PST

Antonio Carlos Soares is the co-founder and CEO of RunRun.it, a SaaS product that helps teams to manage tasks, projects, performance and corporate communication.

The company was founded in 2012, is based in Sao Paolo, Brazil and to date has raised $4.4 million in funding. RunRun.it has more than 1000 paying customers and generates over $2 million in annual recurring revenue (ARR).

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 136-Antonio-Carlos-Soares-RunRunIt.mp3
Category:general -- posted at: 2:00am PST

Stuart McKeown is the co-founder of Gleam, a growth platform that helps businesses to drive more engagement with customers. Gleam provides a suite of marketing apps focused on giveaways, rewards, and user feedback.

Stuart's background is in search engine marketing. He's originally from the UK and moved to Melbourne, Australia in 2005. Gleam was founded in 2013 and has over 400,000 users and 5000 customers including companies such as Hubspot and Shopify.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 135-Stuart-Mckeown-Gleam.mp3
Category:general -- posted at: 2:00am PST

Patrick Campbell is the co-founder and CEO for Price Intelligently, a Boston based startup that helps SaaS businesses to come up with the right pricing strategy.

The company gathers data from multiple industry sources and uses its proprietary algorithms to help SaaS businesses figure out how much customers are willing to pay for each feature and how to optimize their overall pricing plans.

Price Intelligently employs about 30 people and their customers include companies such as Wistia, Big Commerce, Optimizely, Zapier and more.

The company was founded in 2012 and has been bootstrapped from day one.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.
Direct download: 134-Patrick-Campbell-Price-Intelligently.mp3
Category:general -- posted at: 2:00am PST

Gregg Pollack is a software developer and serial entrepreneur. In 2011, he founded Code School, an online learning platform that teaches you programming and web design skills. And 5 years later, he sold that business for $36 million.

He's also the founder of Envy Labs (a web consultancy) which he launched in 2009 and he's also the founder of Starter Studio, a business accelerator that combines mentorship with educational events to help startups in Orlando, Florida.

I first came across him, years ago when I watched his Rails for Zombies tutorial to learn Ruby on Rails. And I'm glad to finally have him as a guest on this show.

Do you want to learn how to build, launch and grow your SaaS product? Get Our Free Learning Guides.

Direct download: 133-Gregg-Pollack-Starter-Studio.mp3
Category:general -- posted at: 12:11am PST

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