SaaS Customer Discovery: 400 Calls to $25K MRR

Gary Vanbutsele spent 18 months building a product nobody paid for. His second attempt at SaaS customer discovery worked - he pre-sold to 5 customers at $5K each. Then SaaS partnerships delivered the real breakthrough.

Learn how Gary ran SaaS customer discovery by contacting 400 consultants for SaaS partnerships, converting 10 into active partners who drove partner-led growth delivering 120 customers.

Gary is the co-founder of Whale. His SaaS customer discovery journey included pre-selling SaaS to 5 businesses, then using SaaS partnerships with consultants for partner-led growth to $25K MRR.

🔑 Key Lessons

• 🤝 SaaS customer discovery through SaaS partnerships outperformed inbound: 10 consultant partnerships delivered the majority of 120 customers via partner-led growth in 12 months.
• 🎯 Pre-selling SaaS at $5K validates SaaS customer discovery: After wasting 18 months, Gary pre-sold Whale to 5 businesses to prove willingness to pay.
• 🤝 SaaS partnerships need a different pitch for partner-led growth: Partners want to hear how the tool helps them differentiate, not just how it helps end users.
• 🛠️ Push knowledge to users contextually: Whale delivered training inside Salesforce rather than building another static knowledge silo.
• 📉 Hiring junior people after raising cost six months: Gary hired on personality and budget, then rebuilt with experienced hires.

Chapters

• Introduction
• What Whale does
• SaaS customer discovery metrics: $25K MRR
• The first failed product
• Pre-selling SaaS to 5 customers
• Differentiating in a crowded market
• Building the MVP
• Growing through SaaS partnerships
• Finding 400 partners for SaaS customer discovery
• Partner-led growth conversion rates
• Why the partner pitch differs from sales
• SaaS partnerships deal structure
• Hiring mistakes after the seed round
• Why inbound marketing hasn't clicked
• Lightning round

Resources

• Full show notes: https://saasclub.io/316
• Join 5,000+ SaaS founders: https://saasclub.io/email