SaaS Interviews with CEOs, Startups, Founders

How TeamSupport Reached $10M–$25M ARR With 1,000 Customers | Grant Stanis

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Mar 18, 2026

Grant Stanis, CEO of TeamSupport and a seasoned growth leader at private equity-backed software firms, breaks down scaling a B2B support SaaS to 1,000+ customers and $10M–$25M ARR. He discusses pricing per seat, turning support conversations into signals for retention and upsells, relying on referrals and webinars over SEO, expansion-driven revenue, and navigating private equity ownership and big-account dynamics.

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INSIGHT

Turning Support Tickets Into Revenue Signals

TeamSupport differentiates by turning first-party support conversations into retention and upsell signals rather than competing on basic ticketing features.
They extract product feedback and revenue opportunities from support tickets to drive retention, expansion, and product improvements.

ADVICE

Price AI Per Seat To Encourage Broad Adoption

Price per-seat and embed AI to improve agent productivity instead of charging by AI volume, so smaller SMB teams can scale usage affordably.
TeamSupport charges roughly $79–$99 per user and integrates AI to boost efficiency rather than billing per session.

INSIGHT

Start Small Then Expand Mid Market Accounts

Typical new customers start around $10K ACV and expand over years to $20K–$30K or higher through expansion motions.
TeamSupport focuses on expansion revenue, growing customers from initial mid-market deals into much larger contracts over time.

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How do you grow a customer support SaaS to over 1,000 customers and $10M–$25M in ARR in one of the most crowded software categories, without trying to outspend the giants on marketing?

In this episode, Nathan sits down with Grant Stanis, CEO of TeamSupport. The company provides B2B customer support software used by more than 1,000 companies and generates between $10M and $25M in annual recurring revenue. Most customers start around $10,000 per year, but the best accounts expand significantly over time, including enterprise customers paying more than $1M annually.

Customer support software is a brutally competitive market with players like Zendesk and Freshdesk dominating search and advertising. Instead of fighting that battle, TeamSupport focused on referrals, community, and expansion revenue. The core idea is simple: turn support conversations into signals that drive retention, product feedback, and upsells.

You'll learn:

How TeamSupport grew to $10M–$25M ARR with over 1,000 customers.
Why most customers start around $10K ACV and expand to $20K–$30K later.
How one enterprise account grew into a $1M+ annual contract.
Why they price the product per seat at $79–$99 per user.
How expansion revenue became a core growth driver.
Why the company relies heavily on referrals instead of SEO.
How partnerships and webinars generate qualified pipeline.
What it's like to lose a top 10 customer and report it to the board.
How private equity ownership changes the way CEOs run SaaS companies.
What kind of acquisition offer would realistically trigger a sale.

Grant joined TeamSupport as CEO in 2024 after leading growth at several private equity-backed software companies. The business was founded in 2008 and later acquired by Level Equity in 2018. Today the focus is simple: grow profitably, expand existing customers, and build a durable SaaS business without relying on massive marketing budgets.

If you run a SaaS company selling to support teams, customer success leaders, or mid-market software companies, this episode offers a practical look at how to grow in a crowded category.

Connect with Grant: https://www.teamsupport.com/

Connect with Nathan: https://founderpath.com/