Pricing Early Customers and Asking for Value

100 restaurants. Every order processed manually. Zero lines of code. Zhong Xu built Deliverect by turning integration partners into a SaaS distribution channel that scaled his product 10x faster than direct sales. Here's how he reached 80,000 restaurants and nearly $100M ARR through partnerships instead of cold outreach.

Zhong shares why he launched with a Wizard of Oz MVP, how he convinced competing software companies to distribute his product, and why he opened 10 offices in a single quarter during COVID to block local incumbents before they could form.

Plus: Zhong's take on why AI might turn his platform into commodity infrastructure - and his strategy to stay ahead.

Deliverect connects delivery platforms like Uber Eats and DoorDash to restaurant systems across 50 countries. Zhong previously co-founded a restaurant software company that merged with Lightspeed, which IPO'd in 2019.

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🔑 Key Lessons

• 🚀 Build a SaaS distribution channel through integration partnerships: Zhong partnered with 10+ software companies who each brought 100 restaurants monthly, reaching 80,000 locations across 50 countries faster than any direct sales team could.
• 🛠️ Launch with a Wizard of Oz MVP before writing code: Deliverect signed up 100 restaurants and manually processed every order before building anything, proving demand without wasting months on unvalidated features.
• 🤝 Attribute leads to distribution partners to avoid conflict: Zhong always credited partners for deals regardless of how customers arrived, eliminating the channel conflict that destroys most partnership-driven growth programs.
• ⚡ Enter every market before local incumbents emerge: Deliverect opened 10 offices in one quarter during COVID, betting that being number 1 or 2 early was cheaper than displacing entrenched local competitors later.
• 💰 Always charge early customers - free users give less feedback: Zhong found that non-paying customers feel guilty requesting help and stay silent, while even $50/month customers actively engage and provide honest product feedback.
• 🧠 Deep domain expertise creates unfair SaaS distribution advantages: Zhong's 12+ years in restaurant tech meant he had every partner CEO's phone number at launch, turning cold outreach into warm partnership conversations.
• 🎯 Build the intelligence layer before you become commodity infrastructure: Deliverect is racing to add AI-powered menu optimization and agent commerce because connectivity alone is replicable, but owning the restaurant intelligence layer is a defensible moat.

Chapters

• Introduction
• What Deliverect does and how it works
• 80,000 restaurants and approaching $100M ARR
• How Zhong's father inspired his entrepreneurial journey
• Building one of the first tablet-based restaurant platforms
• Where the idea for Deliverect came from
• Why four co-founders and why distribution beats product
• The Wizard of Oz MVP - manual orders for 100 restaurants

Resources

• Full show notes: https://saasclub.io/474
• Join 5,000+ SaaS founders: https://saasclub.io/email