Validating with The Mom Test

Three years. Zero traction. Then product-market fit hit - twice. Girish Redekar taught himself to code at 28 and spent years on failed ideas before B2B product-market fit clicked with RecruiterBox. Customers endured a broken PayPal payment hack just to keep using the product. He bootstrapped to 2,500+ customers, sold it, then found product-market fit again with Sprinto by paying for 10 audits before writing code.

Girish shares how he validated demand using The Mom Test, why 17 of 20 GTM channels failed, and the 3 that drove Sprinto to 8-figure ARR with 3,000+ customers.

Sprinto is an autonomous compliance platform with $32M raised and 350 people. AI is changing the business from three directions - product, customer operations, and external threats.

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🔑 Key Lessons

• 🎯 B2B product-market fit shows up in customer behavior, not metrics: RecruiterBox knew it had something real when customers kept paying through a broken PayPal system with daily-depleting credits. The pain they tolerated was the signal.
• 💰 Sell a profitable business when you become the bottleneck: Girish sold RecruiterBox at single-digit millions ARR because growth had plateaued and the founders were not the right people to scale it further.
• 🔄 Eliminate product risk before writing code: Sprinto's biggest question was whether a consulting service could become software. Ten paid audits answered that before a line of code was written.
• 🚀 Harvest existing demand instead of creating it: Sprinto's first customers came from founder Slack groups, VC portfolio programs, and Google - places where people already looked for answers.
• 📉 Expect 85% of your GTM channels to fail: Girish tried 20 channels and 17 did not work. Partner co-selling and conferences only started working after Sprinto had brand recognition.
• 🧠 Founder-product fit matters as much as product-market fit: Girish passed on a WordPress competitor because the GTM required developer evangelism - not a strength. Pick the right problem for your skills.
• 🛠️ AI is hitting compliance from three directions: Product capabilities, customers running AI internally needing governance, and attackers using AI for sophisticated threats - creating compounding demand.

Chapters

• What Sprinto does and key business metrics
• Failed ideas before RecruiterBox
• What kept them going through 2-3 years of no traction
• The PayPal payment hack that proved product-market fit
• Why they sold a profitable, growing business
• Finding product-market fit the second time with The Mom Test
• Paying for 10 audits to validate the product
• Product risk vs market risk framework
• 20 GTM channels tried, 3 worked
• How AI impacts the business from three directions

Resources

• Full show notes: https://saasclub.io/478
• Join 5,000+ SaaS founders: https://saasclub.io/email