How do you turn $200K into a $9.7M ARR SaaS company with a $100M valuation by buying IP instead of building from scratch?
Joey Gilkey is the founder of TitanX, a sales intelligence platform generating $9.7M ARR after launching in 2024. The company serves enterprise sales teams with contracts ranging from $24K to $250K annually, with its largest deals exceeding seven figures.
What makes TitanX interesting is its approach to building a moat. Instead of competing as another data provider, the company sits between data sources and execution layers, using proprietary signals and AI to improve outbound performance. The business scales through high ACV sales, expansion revenue, and strategic acquisitions.
You'll learn:
- How Joey turned a $200K IP purchase into a $100M company
- Why buying IP can be faster than building SaaS products
- How TitanX structures pricing from $24K to $250K ACV
- The role of proprietary data in building defensibility
- How inbound, outbound, and referrals drive pipeline
- Why expansion revenue is core to growth strategy
- How acquisitions accelerate ARR growth
- The credit-based pricing model and consumption dynamics
- How TitanX uses AI to improve outbound performance
- The logic behind raising $27M and taking secondary cash
Joey started in enterprise sales before launching multiple businesses and eventually betting his entire net worth on TitanX. After acquiring the IP in 2023, he shut down a profitable services business to focus fully on SaaS, scaling from zero to $9.7M ARR in under two years.
This episode is for SaaS founders thinking about capital allocation, high-ACV sales, and building defensible data products. It's a practical breakdown of how to scale quickly using acquisition, pricing, and distribution strategy.
Watch this episode on YouTube: https://youtu.be/mxiCodnXo6U?si=zebVllHlOY7UlVqO
Connect with Joey: https://titanx.io/
Connect with Nathan: https://founderpath.com/
