The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders

Rob Percival launched his first online coding course for $199 and got exactly one sale in the first 24 hours. Then the buyer asked for a refund. That SaaS pricing lesson changed everything. Instead of quitting, he made the course free, got 2,000 students, and built the social proof needed for selling high-ticket products on Udemy. Rob's SaaS pricing breakthrough came from flipping the pricing model - give it away free first, build reviews and credibility, then let the marketplace reward quality. His pricing strategy generated $15,000 in the first real month after promoting to his web hosting customers. Udemy's marketing machine kicked in once the course showed strong conversion, and the product eventually earned over $5M across 500,000 students. Rob Percival is a former high school math teacher from England who runs Eco Web Hosting alongside his course business. He spent five months building the most comprehensive web development course on Udemy instead of shipping an MVP. 🔑 Key Lessons 💰 Use free SaaS pricing to build social proof before charging: Rob got zero paid sales at $199, but making the course free attracted 2,000 students in days. Those enrollments and reviews created the credibility needed to start selling high-ticket products. 🧠 Ignore MVP advice when completeness is your competitive advantage: Rob spent five months building a comprehensive 20-hour course covering six technologies. Competitors offered narrow, dry courses. His completeness became the reason students chose his product. 🚀 Leverage marketplace distribution instead of building your own audience: Rob could not drive traffic to his own site but knew Udemy had millions of students. Once his course showed strong conversion, Udemy's paid ads and email campaigns did the marketing. 🎯 Cross-sell between recurring and one-time revenue with smart SaaS pricing: Rob offers a free year of Eco Web Hosting with his web developer course, funneling students into a recurring revenue product. His hosting customers became his first paying course audience. 🤝 Partner with experts to scale across topics without mastering every one: Rob acts as a publisher - finding expert instructors, improving their content, and promoting to his 500,000 students. This pricing model scales production without requiring deep expertise. Chapters Introduction What drives Rob Percival - doing things that scare you Overview of online coding courses on Udemy Why Rob partners with other instructors Building Eco Web Hosting over a decade Running a hosting business alongside courses Team size and time split between businesses Launching the first course - 1 sale and a refund Four months building the most complete course on Udemy Losing everything to a Dropbox sync disaster Was it really full-time effort for five months The first course generated over $1 million Why Rob made the course free to build social proof How Udemy's marketing machine kicked in Building the most comprehensive course vs MVP Why naivety can be an advantage The iOS Swift course and timing The Apple Watch course disappointment Learning Swift while recording the course Can anyone learn to code Coding skills for non-technical founders Lightning round Resources Full show notes: https://saasclub.io/149 Join 5,000+ SaaS founders: https://saasclub.io/email

Raj Bhaskar's growth team wrote a blog post about 16 tax deductions for Uber drivers. That was the easy part. The real SaaS content strategy lesson was getting every Facebook and Reddit admin in the Uber driver community to pin it at the same time. The result: 8,000 signups in two weeks, and eventually 100,000 users with zero ad spend. Raj's SaaS content strategy relied on distribution, not creation. His head of growth personally befriended every community admin before asking them to pin anything. A follow-up 20-page tax guide brought another 5,000 signups through the same B2B content strategy channels. This content-led growth approach worked because coordinated distribution created critical mass that no single post could achieve alone. Raj Bhaskar is the co-founder and CEO of Hurdlr, a mobile app for freelancers, Uber drivers, and Airbnb hosts to manage finances in real time. He previously built and sold VisualHOMES, which managed 500,000 housing units and $200M in monthly rental payments. 🔑 Key Lessons 🎯 Distribute your SaaS content strategy through community relationships: Raj's team personally befriended every Uber driver Facebook group and Reddit admin before asking them to pin the blog post. Coordinated distribution across all communities simultaneously drove 3,000 signups in two weeks. 🚀 Create a follow-up asset to triple your SaaS content strategy results: After the initial blog post drove 3,000 signups, a 20-page financial planning guide brought another 5,000 from the same audience. Deeper content marketing converted users who needed more than a listicle. 📉 Do not delay your launch for automated features when manual works: Raj insisted on automated bank account linking before releasing Hurdlr, but many users preferred manual expense tracking. An MVP with manual entry would have launched months earlier. 🛠️ Build a shared engine with vertical-specific UX to serve multiple markets: Hurdlr uses one profit and tax engine across Uber drivers, Airbnb hosts, and real estate agents, customizing the interface for each vertical without rebuilding core logic. 💰 Monetize through API partnerships instead of charging free users: Hurdlr licenses its financial engine to companies like H&R Block rather than charging end users. Partners get pre-populated tax data, and Hurdlr earns a share of partnership revenue. Chapters Introduction What drives Raj Bhaskar - one set of values Why integrity matters in startups What Hurdlr does for freelancers and gig workers Building and selling VisualHOMES over 10 years How Raj got into affordable housing software Co-founding Hurdlr with his brother Life after selling the first company Coming up with the idea for Hurdlr Why mobile financial management seemed laughable Discovering the Uber and Airbnb opportunity Tackling multiple verticals simultaneously Building a shared engine with vertical-specific UX SaaS content strategy for Uber drivers Why content distribution matters more than creation Growing from 3,000 to 8,000 signups with a guide Building trust for automated expense tracking The MVP mistake of requiring bank account linking Pricing strategy and the free model Monetizing through API partnerships with H&R Block Lightning round Resources Full show notes: https://saasclub.io/148 Join 5,000+ SaaS founders: https://saasclub.io/email

JD Graffam has never successfully built a SaaS product from scratch. Instead, he looks for founders selling a SaaS business and acquires their products. Six SaaS acquisitions later, he has doubled recurring revenue across his portfolio without spending a dollar on marketing. His strategy: buy products with loyal customers, fix the technical debt, improve support, and do not screw anything up. JD found that buying from someone selling a SaaS business was easier than building. His first SaaS acquisition, Pulse, was purchased at 1.5x annual revenue after three years of persistence. The SaaS exit math worked for both sides - JD got a product with loyal customers, and the founders got a clean startup acquisition deal. All acquired products run at 80-85% margins. JD Graffam is the founder of SimpleFocus, a design agency in Memphis that works with Oracle and the U.S. Air Force. His agency team treats each SaaS product as a client for efficient multi-product management. 🔑 Key Lessons 💰 Buy from someone selling a SaaS business when you lack distribution: JD failed at launching his own products. SaaS acquisition let him skip the launch risk and start with paying customers and recurring revenue. 🛠️ Fix technical debt before anything else after a SaaS acquisition: Pulse crashed every month for three years. JD's team fixed performance issues, and loyal customers rewarded them with higher retention and referrals. 🎯 Treat acquired products as agency clients for efficient management: SimpleFocus runs six SaaS products using the same team that serves agency clients, keeping overhead low with one product manager for support. 📉 Skip SaaS exit deals under $50,000 annual revenue: JD learned from buying PopSurvey that products under this threshold do not generate enough margin to justify management overhead. 🧠 Spend six months listening before changing anything after buying a SaaS business: JD does customer support, talks to users, and understands why they stay. Making changes too fast risks breaking what already works. Chapters Introduction What drives JD Graffam every day Starting SimpleFocus as a design agency Freelancing at Hilton and learning UX design Landing clients through daily networking lunches How SimpleFocus landed Oracle and the U.S. Air Force Getting into the SaaS business through acquisitions Why JD pursued Pulse for three years The math behind the Pulse acquisition Strategy after acquiring Pulse - do not screw it up Why JD waited 18 months to turn on confirmation emails Acquiring Ballpark from Andrew Wilkinson Managing a portfolio of six products Who thinks about product and marketing Growth through retention, not marketing What JD looks for in a SaaS acquisition Lessons from acquisitions that did not work out Why tech stack consistency matters Lightning round Resources Full show notes: https://saasclub.io/147 Join 5,000+ SaaS founders: https://saasclub.io/email

Clate Mask spent three years in what he calls a nightmare - $100,000 in student debt, taking home $2,500 a month, wife in tears telling him to get a real job. His SaaS go-to-market was broken - building custom software with no clear path forward. Then his wife told him to keep going, and everything started to turn. Today Infusionsoft has 675 employees, 140,000 users, and over $100 million in ARR. The SaaS go-to-market breakthrough came from finding a beachhead: direct-response marketers in the Dan Kennedy community. This go-to-market strategy used partner-led distribution - getting Dan Kennedy and Joe Polish to use the software first, then recommend it. That GTM SaaS approach landed the first 1,000 customers. Scaling SaaS beyond $50M required transitioning from a sales culture to a product-driven one. Clate Mask is the co-founder and CEO of Infusionsoft, which makes sales and marketing automation software for small businesses. He bootstrapped to $7M before raising $125M in venture capital. 🔑 Key Lessons 🎯 Find your beachhead before scaling your SaaS go-to-market broadly: Infusionsoft focused on direct-response marketers in the Dan Kennedy community rather than all small businesses, nailing product-market fit with a narrow audience before expanding to 140,000 users. 🤝 Get partners using your product before asking them to promote it: The go-to-market strategy only worked when partners like Joe Polish and Dan Kennedy used the software first. Affiliate-only partnerships without product conviction consistently failed. 📉 Embrace angry customers as your best SaaS go-to-market advisors: Clate found that passionate, vocal customers who complained were far more valuable than indifferent ones. Their articulate frustration revealed exactly what the product was missing. 🚀 Product culture becomes essential when scaling SaaS past $50M: Infusionsoft grew to $50-60M through sales effectiveness, but reaching millions required a beautifully elegant product and a fundamental shift in company investment priorities. 💰 Bootstrap to prove your model before raising capital: Infusionsoft reached $7M in revenue entirely self-funded before raising $125M. Bootstrapping forced the team to build something customers would pay for. Chapters Introduction What drives Clate Mask every day What makes Infusionsoft different Customer success stories The first three nightmare years How the startup almost failed Why the early years felt like a nightmare The Rocky Balboa moment with his wife Finding the beachhead market How to find your beachhead as a founder Embracing feedback from angry customers Getting the first 1,000 customers through partners How partner relationships worked Getting partners to promote the product Philosophy on competition Transitioning to a product-driven culture The Dream Manager role at Infusionsoft What is next for Infusionsoft Lightning round Resources Full show notes: https://saasclub.io/146 Join 5,000+ SaaS founders: https://saasclub.io/email

Nadim Hossain was a VP of Marketing who could not answer the biggest questions about his own marketing spend. He started solving the problem in Excel, and that spreadsheet became BrightFunnel - a 7-figure enterprise SaaS company. His founder-led sales approach landed customers like Verizon and Cloudera by finding believers, not rational buyers. Nadim's founder-led sales strategy started with 100 customer interviews before raising $9 million. As a non-technical founder selling through startup sales hustle, he wireframed the product in Balsamiq, spent six months recruiting two world-class engineers, and personally closed the first 10 enterprise customers at tens of thousands of dollars each. The founder as salesperson approach worked because early enterprise customers make "irrational acts of love" by trusting an unproven startup with sensitive data. Nadim Hossain is the founder of BrightFunnel, a SaaS product for B2B marketing revenue attribution. He previously led marketing at PowerReviews ($170M exit) and was a product marketing exec at Salesforce during hyper-growth. 🔑 Key Lessons 🤝 Founder-led sales requires finding believers, not rational buyers: BrightFunnel's first enterprise customers gave their Salesforce and Marketo data to an unproven startup. Early customers must believe in the founder selling personally. 🎯 100 customer interviews sharpens founder-led sales positioning: Nadim's original idea was broader, but interviews consistently pointed to marketing revenue attribution. The conversations narrowed the vision and gave him unmatched conviction. 💰 A baby deadline can accelerate startup sales fundraising: Nadim's wife gave him until August to be earning a living. That hard deadline compressed his angel raise into three months - remarkably fast for a pre-product company. 🧠 Non-technical founders succeed at founder-led sales through domain expertise: Nadim wireframed the product in Balsamiq, did 100 interviews, and spent six months recruiting engineers. Deep knowledge substituted for a technical background. 🏢 Enterprise founder-led sales needs senior hires to scale: When growing from 10 to 100 customers, Nadim hired a director-level salesperson. Products sold to CMOs at tens of thousands of dollars require seasoned people for data trust conversations. Chapters Introduction Nadim's motivation - getting 1% better every day What BrightFunnel does - revenue intelligence for B2B marketers How the idea came from frustration with Marketo and Salesforce Lessons from working at Salesforce during hyper-growth From CMO interviews to deciding to found BrightFunnel Starting a company while expecting a child How 100 customer interviews narrowed the idea B2B revenue attribution - the problem explained Raising money with a prototype, not a product Recruiting two world-class engineers as a non-technical founder First 10 customers through founder-led sales and believers Scaling from 10 to 100 with a senior sales hire BrightFunnel today - multi-million revenue, 35 employees Advice to his earlier self - invest in yourself as CEO Lightning round Resources Full show notes: https://saasclub.io/145 Join 5,000+ SaaS founders: https://saasclub.io/email

Three teenagers started a company at age 14, inspired by Mad Men. Their advertising business could not even pay for school lunch. But a side tool - a beautifully designed analytics dashboard - crashed their servers with signups. That became GoSquared, and SaaS SEO drove nearly all of its growth to 1,000+ paying customers with just 1,000 pounds spent on ads in a decade. GoSquared's SaaS SEO approach used free CSS cheat sheets that hit the Digg homepage, real-time Global Metrics pages that generate ongoing press coverage, and a SaaS content strategy of data visualizations that still drive hundreds of daily visitors years later. A blog post about a Google outage showing a 40% organic traffic SaaS drop was picked up by the Wall Street Journal and newspapers worldwide. James Gill is the co-founder and CEO of GoSquared, an all-in-one platform combining analytics, live chat, and CRM. The company serves customers from small startups to JP Morgan with a team of 10 people. 🔑 Key Lessons 🚀 SaaS SEO beats paid ads when you have no budget: GoSquared spent just 1,000 pounds on ads in 10 years. Free cheat sheets, infographics, and blog posts drove nearly all customer acquisition because content compounds while ad spend disappears. 🎯 Build always-on SaaS SEO assets, not one-time campaigns: Global Metrics pages show real-time iOS and Android adoption data. Each takes hours to create but generates SEO for SaaS press coverage for years. 📉 Let the market tell you what to build instead of forcing your vision: GoSquared's founders wanted to be "modern day Mad Men" but their ad business failed. Users loved the analytics dashboard, and a server-crashing tweet confirmed the pivot. 🛠️ Obsessive UX design creates referrals without an affiliate program: GoSquared invested heavily in a real-time radar animation during onboarding. Customers refer others because they love the product, not because they earn commissions. 🤝 Early platform integrations drive SaaS content strategy growth: Being one of the first Slack integrations drove thousands of signups because early adopters were actively searching for connected tools. Chapters Introduction James Gill's motivation - just do it attitude What GoSquared does today - analytics, live chat, CRM Starting at age 14 inspired by the Million Dollar Homepage Pivoting from an ad network to analytics The market told them what to build GoSquared today - 1,000+ customers and 10 employees Content marketing from day one with zero budget How a Google outage drove hundreds of press mentions Obsessive user onboarding and the radar animation Product-led growth through Slack and Panic integrations Why GoSquared builds three products instead of one Lightning round Resources Full show notes: https://saasclub.io/144 Join 5,000+ SaaS founders: https://saasclub.io/email

Natalie Nagele built a multi-million dollar SaaS company where nobody works more than 40 hours a week. The biggest SaaS growth lessons from Wildbit's 18-year journey: team-first thinking, private offices for deep work, and treating products as replaceable while the team endures. Today Wildbit serves over 100,000 companies with three products and a team of 26. The SaaS growth lessons started with scaling SaaS from consulting to product revenue without firing anyone. Natalie borrowed 8-10 weeks of payroll from family, set a rule that Beanstalk had to cover all salaries, and repaid the loan in six weeks. She also shut down Newsberry, a profitable product, because the team's SaaS growth strategy failed when they didn't understand or respect the customer. Natalie Nagele is the co-founder and CEO of Wildbit, a bootstrapped software company building Beanstalk, Postmark, and DeployBot. The company was founded in 1999 and operates with a growing a SaaS business philosophy rooted in sustainability over speed. 🔑 Key Lessons 🧠 Team-first thinking enables sustainable SaaS growth lessons for decades: Wildbit treats the team as the permanent asset and products as replaceable. If a product dies, the team survives and builds the next one. 🏢 Private offices make 40-hour weeks productive enough for scaling SaaS: Natalie found developers in open floor plans lost focus from visual noise alone. The cost of extra square footage is cheaper than constantly interrupted deep work. 📉 Shutting down a profitable product taught the biggest SaaS growth lessons: Newsberry made money but the team refused to build features marketers wanted. Natalie learned that "I know better" kills product growth. 🎯 Launch to your existing audience with a new product: Postmark earned $6,000 in month one by targeting Beanstalk's developer customer base. The audience already trusted Wildbit and needed the exact problem Postmark solved. 💰 Transition from consulting by setting a no-layoff rule: Natalie required Beanstalk to generate enough revenue to cover all salaries before stopping client work. The family loan was repaid in six weeks. Chapters Introduction Natalie's motivation - working with the team she loves What Beanstalk, Postmark, and DeployBot do Starting Wildbit as a consultancy in 1999 Building Beanstalk to scratch their own itch Transitioning from consulting without firing anyone Ignoring customer validation and building anyway How Postmark was born from Beanstalk's email pain Why DeployBot's origin was different and less effective Shutting down profitable Newsberry after six years Growing through word of mouth and integrations Basecamp integration as a growth engine What building great products means at Wildbit Why Wildbit runs multiple products instead of one Culture - most things are not urgent, go home Perspective - nobody is going to die from an outage Driven by customer success, not revenue metrics Private offices and deep work for every employee Lightning round Resources Full show notes: https://saasclub.io/143 Join 5,000+ SaaS founders: https://saasclub.io/email

Laura Roeder is a non-technical founder who reached bootstrap to profitability at $350K MRR with no sales team, no VC funding, and no tiered pricing. Meet Edgar has just one plan and one price. Laura reveals why she optimized her homepage for email list building instead of free trials, how a dead-simple Facebook ad outperformed everything the experts suggested, and why she turned away agencies to stay focused. The bootstrap to profitability path was built on radical simplicity. Laura's homepage drives 90% of email signups at a 10% opt-in rate. Her bootstrapped SaaS grew to $4M ARR without complex funnels - just a path to profitability through email capture, simple Facebook ads, and a profitable SaaS model from day one. Laura Roeder is the founder of Meet Edgar, a social media scheduling and automation tool. She started her entrepreneurial journey at 22 with a web design business, then a social media consulting business that built a 75,000-person email list. 🔑 Key Lessons 🎯 One pricing plan can power a bootstrap to profitability at $350K MRR: Meet Edgar offers a single plan at $49/month with no tiers, no agency features, proving radical simplicity can outperform complex pricing strategies. 💰 Your homepage should drive bootstrap to profitability through email capture: Laura's homepage drives 90% of email signups at a 10% opt-in rate because the call-to-action is "request your invitation" - filtering for buyers, not ebook downloaders. 📉 Over-segmenting kills momentum for bootstrapped SaaS launches: Laura segmented her 75,000-person list into multiple offers instead of one big launch. She lost the compounding effect of getting all those profitable SaaS customers in month one. 🚀 Simple Facebook ads work before complex funnels: An ad saying "check out Meet Edgar, a new social media tool" outperformed expert-recommended strategies because people respond to novelty in categories they care about. 🧠 Saying no to agencies protects your path to profitability: Laura refused to add multi-user features or sales teams, recognizing there were more than enough small businesses in Texas alone to grow without changing the product. Chapters Introduction Laura Roeder's motivation and philosophy What Meet Edgar does and the problem it solves How the idea for Meet Edgar came from teaching Finding a technical co-founder by marrying a developer Building and launching the first version in six months Launching with a 75,000-person email list Why the segmented launch was a mistake How email list building drives 90% of signups Content marketing, search, and traffic breakdown Blog strategy - explaining social media news weekly Homepage as the best converting page Why over-segmenting marketing is overrated Deliberately rejecting agencies and enterprise Keeping pricing simple at $49 per month Positioning as a business tool above $20/month Growing the team from 12 to 25 in one year Lightning round Resources Full show notes: https://saasclub.io/142 Join 5,000+ SaaS founders: https://saasclub.io/email

Grant Miller sold his first startup for millions just nine months after launch. Now he is building Replicated, a platform that helps enterprise SaaS companies deploy behind corporate firewalls. His B2B SaaS sales strategy has already landed 20 Fortune 100 companies in just 18 months. Grant reveals why chasing Slack and Dropbox for B2B SaaS sales was a mistake - they were too large and risk-averse. Replicated's real traction came from mid-stage developer tools like Travis CI and npm. He also built EnterpriseReady.io, an open-source guide covering the 11 features every enterprise SaaS product needs, which became a powerful B2B sales strategy lead engine. Grant Miller is the co-founder of Replicated. He and Marc Campbell raised $6.5 million including a $5 million Series A from Amplify Partners. Previously, Grant co-founded Look IO, acquired by LivePerson for several million dollars. 🔑 Key Lessons 🏢 Start B2B SaaS sales with smaller customers, not the biggest names: Grant wasted a year chasing Slack and Dropbox. Replicated's real traction came from mid-stage developer tools like Travis CI and npm who needed enterprise SaaS deployment now. 🎯 Enterprise features create natural product assortment for SaaS sales process tiers: Gating single sign-on and audit logging behind higher plans lets you offer simplicity to small teams while charging enterprises for the complexity they actually need. 📉 Your B2B SaaS sales assumptions will be wrong without empathy: Grant dismissed role-based access control until he saw enterprises legally required to implement least-privilege access. Building features you don't need requires understanding buyer constraints. 🚀 Content marketing works for B2B SaaS sales when it solves a knowledge gap: EnterpriseReady.io took a year to write but became a lead engine because no other resource clearly defined the 11 features enterprise buyers expect. 💰 Revenue-share models align enterprise SaaS incentives: Replicated's 5-10% cut of each enterprise license means the company only earns when its vendors close and retain deals, creating natural alignment. Chapters Introduction Catching up with Grant Miller What Replicated does and why enterprises need on-prem Raising $5M Series A from Amplify Partners Growing to 400 enterprise IT organizations Customer examples - Travis CI, npm, Sysdig Why enterprises want software behind their firewall Data security, compliance, and German data laws The mistake of targeting Slack and Dropbox first How Replicated's distribution model works Business model - 5-10% of enterprise licenses Building EnterpriseReady.io as a product guide Why a common language matters in enterprise Product assortment - Slack pricing case study Role-based access control - HubSpot case study WordPress plugins and real-world RBAC failures Lightning round Resources Full show notes: https://saasclub.io/141 Join 5,000+ SaaS founders: https://saasclub.io/email

Bruno Didier ordered dinner through Grubhub, waited two hours, and ended up buying pizza from a grocery store. That terrible delivery experience led him to build a niche SaaS platform for restaurant delivery management that grew to $2M ARR with 2,000 customers. Bruno reveals how a dinner with a stranger in Lyon led to Y Combinator and how asking for advice worked better than any sales pitch. Bruno went door to door to every restaurant in his city, asking managers for help building the right niche SaaS product. When he pitched as a salesperson, they said "no time." When he asked as a student, they invited him in. A chance dinner with Twitch co-founder Michael Seibel led to Y Combinator acceptance for this vertical SaaS company - something Bruno would never have pursued on his own. Bruno Didier is the founder and CEO of Y Combinator startup Trackin. The niche SaaS platform connects restaurant managers, drivers, and customers to improve delivery operations across San Francisco, New York, Chicago, the UK, France, and Italy. 🔑 Key Lessons 🤝 Ask for advice instead of selling to win niche SaaS customers: Bruno went door to door asking restaurant managers for help building the right product. When he pitched as a salesperson, they refused. When he asked as a student, they invited him in. 🎯 Watch customers use your niche SaaS product in person: Bruno handed managers the mouse and watched silently. He saw them miss buttons and struggle with workflows - insights no survey or phone call could provide. 🧠 One dinner can change a niche market SaaS founder's trajectory: Bruno canceled London meetings and spent 200 euros changing train tickets to meet Michael Seibel. That dinner led to Y Combinator acceptance. 💰 Email newsletters convert cold prospects into vertical SaaS customers over months: Trackin sent feature updates to cold restaurant contacts. Some leads ignored emails for six months, then one feature triggered them to sign up immediately. 🔄 Build a second product to become your own micro SaaS customer: MobyDish, a catering marketplace, ran on Trackin's technology. Being a daily user revealed pain points faster than external customer feedback alone. Chapters Introduction What drives Bruno as an entrepreneur What Trackin does and how it differs from competitors Background as CTO of a catering company The Grubhub disaster that inspired Trackin Deciding to solve the problem himself Why Bruno left San Francisco for France Starting to build the product and losing his co-founder Winning a national startup contest in France Getting the first paying customers How a dinner with Michael Seibel led to Y Combinator Why Bruno never considered applying to YC before Going door to door and asking for advice instead of selling Learning to handle rejection and negative feedback Growing from door-to-door sales to email outreach User testing reveals what surveys cannot Restaurants still use paper maps for delivery zones Building an email list of restaurant prospects manually Using SEO and content marketing for acquisition Building MobyDish as a second product Landing Salesforce, Google, and Facebook as catering customers How two products make each other stronger Lightning round Resources Full show notes: https://saasclub.io/140 Join 5,000+ SaaS founders: https://saasclub.io/email