The SaaS Podcast: Build, Launch & Scale Your SaaS

Omer Khan
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The SaaS Podcast is the go-to resource for B2B SaaS founders and entrepreneurs who want to build, launch, and scale successful software businesses. Hosted by Omer Khan, we deliver honest, in-depth interviews with proven SaaS founders who share the specific strategies they used to generate recurring revenue and reach product-market fit. Whether you are bootstrapping a micro-SaaS, seeking venture capital funding, or scaling past $10M ARR, you will find actionable tactics here. We unpack the real stories behind the wins, failures, and pivots, covering essential topics like SaaS growth, enterprise sales, product-led growth (PLG), marketing, and customer acquisition. From early-stage startups getting their first 100 customers to established companies planning an exit, The SaaS Podcast provides the playbook you need to grow your MRR and build a product people love. Join the SaaS Club community and start leveling up your business today. New episodes weekly.

  1. 11 DIC

    Founder-Led Sales: Closing Deals in 9 Days with Micro-Value | Briq

    Bassem Hamdy almost killed his company with an investor-forced pivot before finding the strategy that saved it. In this episode, early-stage B2B SaaS founders will learn the founder-led sales playbook Briq uses to close enterprise deals in just 9 days. Bassem breaks down the dangers of selling to "Innovation Teams" and why those deals often waste time and money. You will learn how to avoid building "Frankenstein products" from disparate feature requests, why revenue per employee is the efficiency metric that actually matters, and how to bypass long enterprise procurement cycles by delivering immediate, small-scale value. In this episode, Bassem also shares the reality of "building the plane in the air," why he pivoted from a construction data cloud idea to forecasting, and the specific sales tactics founders need to earn trust with CFOs without relying on traditional product demos. 🔑 Key Lessons 🐘 The “Elephant” Trap: Why building exactly what customers ask for creates “bandages on bullet holes” instead of a scalable product. ⚡ 9-Day Enterprise Close: The “Land and Expand” strategy that bypasses long procurement cycles by selling micro-value first. 📉 The Failed Pivot: How investor pressure for “Daily Active Users” led to a forecasting tool that nearly killed the company. 🚫 Innovation Teams: Why selling to the “VP of Innovation” is a trap and how to find the real economic buyer (the CFO). 📊 Revenue Per Employee: Why he stopped measuring success by headcount (300 employees) and focused on efficiency (100 employees). Chapters Why feature requests create “Frankenstein products” The Construction Data Cloud idea and why it failed Finding the right ICP and the experience-bias mistake Building the plane in the air vs. over-interviewing The investor-forced pivot to forecasting How to close Enterprise deals in 9 days with micro-value Vision and value selling vs. product demos Why CFOs buy and how to earn trust Pricing lessons from early mistakes Why revenue per employee beats headcount 💌 Get weekly 5-minute SaaS insights: https://saasclub.io/email SaaS Club Programs Join the SaaS Club founder community: https://saasclub.co/plus Build your $10K MRR SaaS: https://saasclub.io/launch Scale from 6-figures to $1M ARR Faster: https://saasclub.io/mastermind Resources Full show notes: https://saasclub.io/465 Subscribe to the podcast: https://saasclub.io/subscribe

    50 min

  2. 4 DIC

    Founder-Led Sales: Landing Instacart & LinkedIn Without a Sales Team | Nexla

    Saket Saurabh defied standard SaaS advice by skipping SMBs and selling directly to enterprise giants like Instacart and LinkedIn from day one. In this episode, early-stage B2B SaaS founders will learn the "Enterprise First" strategy that helped Nexla become cash flow positive before raising a Series A. Saket breaks down exactly how to navigate complex corporate buy-cycles without a track record. You will learn how to overcome the "we can build this ourselves" objection from technical buyers, why a "Zero Salary" founder pivot was necessary to reach profitability, and the "Critical Path" leadership advice he learned directly from Jensen Huang at Nvidia. In this episode, Saket also shares the "Magic Moment" sales tactic where his co-founder live-coded a fix during a pitch meeting to close Instacart, and why consultative selling beats pitching when you are a technical founder. This episode is brought to you by: 💖 ⁠⁠Gearheart⁠⁠ → ⁠Book a call + get the first 20 hours of development free⁠ 🚨 ⁠⁠⁠⁠⁠⁠NordStellar⁠⁠⁠⁠ → ⁠⁠⁠⁠⁠⁠Book a demo and get 20% off with code blackfriday20⁠ 📡 ⁠⁠⁠⁠Signal House⁠⁠ → ⁠⁠⁠⁠Learn more and get a demo⁠ 🔑 Key Lessons 🏢 The "Enterprise First" Bet: Why targeting SMBs would have failed and why he went straight for the Fortune 500. 🪄 The Magical Moment: How his co-founder live-coded a fix during a pitch meeting to close Instacart. 📉 The Hard Reset: Cutting founder salaries to $0 and downsizing to achieve cash flow positivity. 🤝 Founder-Led Sales: How to sell "Build vs. Buy" to technical buyers who think they can do it themselves. 🧠 Nvidia Lessons: The "Critical Path" advice from Jensen Huang that guides his leadership today. Chapters Why Nexla started with enterprise customers instead of SMBs Landing Instacart as the first customer Founder-led sales without a sales background Consultative selling vs. pitching Overcoming the “we can build this ourselves” objection The live-coding demo that closed Instacart Going zero salary to reach cash flow positivity Lessons from Nvidia and the critical path mindset 💌 Get weekly 5-minute SaaS insights: https://saasclub.io/email SaaS Club Programs Join the SaaS Club founder community: https://saasclub.co/plus Build your $10K MRR SaaS: https://saasclub.io/launch Scale from 6-figures to $1M ARR Faster: https://saasclub.io/mastermind Resources Full show notes: https://saasclub.io/464 Subscribe to the podcast: https://saasclub.io/subscribe

    42 min

  3. 27 NOV

    AI Agents: Pivoting from Consulting Services to $1M ARR | Cotera

    Ibby Syed accidentally built a consulting agency while trying to build software. In this episode, early-stage B2B SaaS founders will learn how Cotera escaped the "services trap" and pivoted to AI agents to hit $1M ARR. Ibby breaks down why hitting $150k ARR in consulting revenue was actually a "local maxima" that nearly killed the startup. You will learn how his co-founder replaced months of data science work with a 100-line OpenAI API experiment, and the painful but necessary decision to fire legacy customers to focus on a scalable product. In this episode, Ibby also reveals his "value-first" LinkedIn outbound strategy that books 25+ meetings a week, why horizontal AI platforms (like Cotera) will outlast narrow vertical tools, and how they transitioned from custom enterprise contracts to a product-led growth model. This episode is brought to you by: 💖 ⁠Gearheart⁠ → Book a call + get the first 20 hours of development free 🚨 ⁠⁠⁠⁠⁠NordStellar⁠⁠⁠ → ⁠⁠⁠⁠⁠Book a demo and get 20% off with code blackfriday20 📡 ⁠⁠⁠Signal House⁠ → ⁠⁠⁠Learn more and get a demo 🔑 Key Lessons 📉 The Consulting Trap: Why early service revenue can trick you into building an unscalable agency instead of a software product. 🤖 The AI Pivot: How 100 lines of OpenAI API code outperformed a massive data science stack and sparked the pivot. 📧 LinkedIn Outbound: The "Value-First" playbook (sending free leads, not pitches) that books 25+ meetings a week. 🛠️ Horizontal vs. Vertical: Why broad tools (like Zapier/Cotera) are more defensible than niche AI wrappers. 💰 Pricing Strategy: Moving from custom enterprise contracts to a $20/mo usage model to fuel PLG. Chapters The consulting trap and false traction Why $150K ARR nearly killed the company The 100-line OpenAI experiment that changed everything Firing customers and stopping services Pivoting to AI agents and prompt-based workflows Why deals became easier after the pivot LinkedIn outbound by sending free value Horizontal vs. vertical AI startups Pricing from enterprise contracts to PLG 💌 Get weekly 5-minute SaaS insights: https://saasclub.io/email SaaS Club Programs Join the SaaS Club founder community: https://saasclub.co/plus Build your $10K MRR SaaS: https://saasclub.io/launch Scale from 6-figures to $1M ARR Faster: https://saasclub.io/mastermind Resources Full show notes: https://saasclub.io/463 Subscribe to the podcast: https://saasclub.io/subscribe

    57 min

  4. 20 NOV

    Building a SaaS on Slack: From $8/Mo to Multi-Million ARR | Polly

    Bilal Aijazi turned a casual Slack polling bot into a serious enterprise platform used by millions. In this episode, early-stage B2B SaaS founders will learn how Polly became a multi-million ARR business on top of Slack. Bilal breaks down the reality of building a multi-million dollar business on top of a major platform like Slack. You will learn the "Pain Tolerance" metric that validated his idea (80% completion on a 5-step install), how he pivoted from an $8/month fantasy football use case to 5-figure HR contracts, and the survival playbook for when a platform "Sherlocks" your core feature. In this episode, Bilal also shares the exact mechanics of his 12% "Respondent to Creator" viral loop, why he forced a horizontal product into vertical use cases to reduce churn, and his "Just Don't Die" philosophy for technical founders navigating sales. This episode is brought to you by: 💖 Gearheart → Book a call + get the first 20 hours of development free 🚨 NordStellar → Book a demo and get 20% off with code blackfriday20 📡 Signal House → Learn more and get a demo 🔑 Key Lessons 🚀 The "Pain Tolerance" Metric: Why 80% of users endured a nightmare install process (and what it proved). 💰 Pricing Evolution: Moving from $8/month fantasy football leagues to 5-figure Enterprise deals. 💡 Surviving "Sherlocking": How to pivot and thrive when the platform builds your core feature. 🔥 Viral Loops: Leveraging "Respondent to Creator" conversion to drive organic growth. ⚖️ The Platform Paradox: The risks and massive rewards of building on Slack, Teams, and Zoom. Chapters The "punch in the face" reality of startups Leveraging Product Hunt for viral growth loops Validating demand with a 5-step "nightmare" onboarding From $8/mo fantasy football to enterprise deals Freemium to paid: Converting free users to revenue Surviving "Sherlocking": When Slack copies your feature The mistake of betting on Slack Workflow Builder Horizontal vs. Vertical SaaS strategies Why technical founders must sell (and how to do it) The "Just Don't Die" philosophy 💌 Get weekly 5-minute SaaS insights: https://saasclub.io/email SaaS Club Programs Join the SaaS Club founder community: https://saasclub.co/plus Build your $10K MRR SaaS: https://saasclub.io/launch Scale from 6-figures to $1M ARR Faster: https://saasclub.io/mastermind Resources Full show notes: https://saasclub.io/462 Subscribe to the podcast: https://saasclub.io/subscribe

    57 min

  5. 13 NOV

    Bootstrapped SaaS Exit: Selling to Sage for 8-Figures | GoProposal

    James Ashford sold his bootstrapped B2B SaaS for an 8-figure exit to Sage. In this episode, early-stage B2B SaaS founders will learn the exact exit strategy he used to outperform competitors with $75M in funding. James breaks down how he built a "sellable asset" from day one with zero external capital. You will learn how a $5,000 WordPress MVP beat enterprise-grade competitors, why "Customer Proximity" (speaking to an accountant every day) was his unfair advantage, and the "Extreme Onboarding" play that impressed acquirers. In this episode, James also details the PATH sales method (Pain, Aspiration, Traps, How) that drove predictable growth, and the specific playbooks he implemented to ensure the business could run—and sell—without him. This episode is brought to you by: 💖 Gearheart → Book a call + get the first 20 hours of development free 📡 Signal House → Learn more and get a demo 🚨 NordStellar → Book a demo and get 20% off with code blackfriday20 🔑 Key Lessons 🚀 MVP Leverage: How a simple WordPress-based MVP led to an 8-figure SaaS exit. 💡 Customer Proximity: Why speaking to a customer every day beat $75M-funded competitors. 💰 Built to Sell: Designing systems and playbooks with acquisition in mind from day one. 🧠 PATH Method: The sales framework (Pain, Aspiration, Traps, How) that drove predictable SaaS growth. 🎁 Extreme Onboarding: Creating a "Shock and Awe" customer experience that acquirers couldn’t ignore. Chapters The GoProposal problem and market opportunity Productizing services before building software Bootstrapping versus venture-funded competitors The PATH sales method explained Customer proximity as a growth advantage Building with acquisition in mind The 8-figure acquisition process Life after exit and preparing for the second act 💌 Get weekly 5-minute SaaS insights: https://saasclub.io/email SaaS Club Programs Join the SaaS Club founder community: https://saasclub.co/plus Build your $10K MRR SaaS: https://saasclub.io/launch Scale from 6-figures to $1M ARR Faster: https://saasclub.io/mastermind Resources Full show notes: https://saasclub.io/461 Subscribe to the podcast: https://saasclub.io/subscribe

    1 h y 17 min

  6. 6 NOV

    SaaS Growth Strategy: From Zero Revenue to 8-Figures | Assembled

    Ryan Wang launched Assembled on the exact day the WHO declared COVID-19 a pandemic. Momentum vanished, 25% of demos no-showed, and it took 8 months to earn their first dollar. In this episode, early-stage B2B SaaS founders will learn the growth strategy that turned a stalled launch into an AI platform doing tens of millions in ARR. Ryan breaks down the pivotal "Eureka" moment of finding Product-Market Fit when he discovered the exact same color-coded scheduling spreadsheet at Stripe, Grammarly, and Casper. You will learn why usage-based pricing with no minimums nearly killed the company, and the data-driven ICP exercise that finally unlocked growth from 10 to 50 customers. In this episode, Ryan also shares his framework for judging custom enterprise deals (the "Generalization Filter"), how to fix broken onboarding to scale, and the "Seeds vs. Harvest" mindset that helped him survive the zero-revenue desert. This episode is brought to you by: 🔐 ⁠Sprinto⁠⁠⁠ → ⁠Learn more and book a demo today⁠ 💖 ⁠Gearheart⁠ → Book a call + get the first 20 hours of development free 📡 ⁠⁠⁠Signal House⁠ → ⁠⁠⁠Learn more and get a demo 🚨 ⁠⁠⁠⁠NordStellar⁠⁠ → ⁠⁠⁠⁠Book a demo and get 20% off with code blackfriday20 🔑 Key Lessons 💡 Product Market Fit Eureka: The common, messy spreadsheet that revealed a huge pain point. 💰 Pricing Risk: Why usage-based pricing with zero minimums nearly killed the company. 📈 Scaling Leap: The data-driven ICP exercise that unlocked growth from 10 to 50 customers. ✈️ The Custom Deal Filter: How to judge which custom integrations generalize versus those that hamstring the roadmap. 🌱 Founder Mindset: How to keep sowing seeds when there is no immediate harvest (surviving 8 months with $0 revenue). 📖 Chapters Seeds vs. Harvest: The Founder Mindset Founding Story: Stripe Origins & Support Ethos The Workforce Management Problem (WFM) Landing First Customers & Common Pain The Color-Coded Spreadsheet Discovery (PMF) Pandemic Launch Challenges & Slow Growth Surviving 8 Months Without Revenue Custom vs. Configurable: The Judgment on Deals Scaling Past 10 to 50 Customers Fixing Onboarding & Technical Debt Growth Through Communities & Mindshare Defining ICP with Data 💌 Get weekly 5-minute SaaS insights: ⁠https://saasclub.io/email⁠ SaaS Club Programs Join the SaaS Club founder community: ⁠https://saasclub.co/plus⁠ Build your $10K MRR SaaS: ⁠https://saasclub.io/launch⁠ Scale from 6-figures to $1M ARR Faster: ⁠https://saasclub.io/mastermind⁠ Resources Full show notes: ⁠https://saasclub.io/460⁠ Subscribe to the podcast: ⁠https://saasclub.io/subscribe

    54 min

  7. 30 OCT

    Bootstrapped SaaS: From $50M Exit to $30M ARR with Zero Funding | Everflow

    Sam Darawish sold his first company for $50M and then bootstrapped Everflow to $30M ARR with zero outside funding. In this episode, early-stage B2B SaaS founders will learn his rare playbook for capital-efficient growth. Sam breaks down the philosophy of SaaS Capital Efficiency and how six months of rigorous prospect validation allowed him to sell screenshots before building the product. You will learn why focusing on a tiny TAM first helped them hit $1M ARR quickly, and the major product challenges that arise when executing a "Niche to Mainstream" strategy by expanding from affiliate networks to serving major brands. In this episode, Sam also details the financial discipline needed to scale without venture capital, why engineers hate selling "janky" products (and why you should do it anyway), and the core founder mindset required to live with uncertainty. This episode is brought to you by: 💖 ⁠⁠⁠Sprinto⁠⁠⁠ → ⁠⁠⁠Learn more and book a demo today⁠ 📡 ⁠⁠⁠Signal House⁠ → ⁠⁠⁠Learn more and get a demo⁠ 🚀 ⁠SaaS Club Launch⁠ → ⁠Build your SaaS to $10K MRR 🔑 Key Lessons 💡 Validation Strategy: Selling screenshots for 6 months—how to confirm PMF before writing code. 💰 Capital Efficiency: The financial discipline needed to hit $30M ARR without taking a single dollar of funding. 📈 Niche to Mainstream: The specific product differences (payments, resources) needed to expand TAM. 🎯 Targeted TAM: Why focusing on a small niche market first accelerated their time to $1M ARR. 🧠 Persistence vs Perfection: The core founder mindset required to live with uncertainty and achieve an exit. 📖 Chapters Bootstrapping & The Opera Acquisition Idea Validation: Six Months Before Building Early Product Development & Selling Screenshots The Philosophy of Bootstrapping & Capital Scarcity Defining the First Tiny ICP (Mobile Affiliate Networks) Customer Feedback & Iteration (Why Engineers Hate Janky Products) Reaching $1M ARR with Niche Customers The Challenge of Expanding from Niche to Mainstream Product Challenges: Why Brands Need Different Features Capital Efficiency Philosophy & ARR per Employee 💌 Get weekly 5-minute SaaS insights: ⁠https://saasclub.io/email⁠ SaaS Club Programs Join the SaaS Club founder community: ⁠https://saasclub.co/plus⁠ Build your $10K MRR SaaS: ⁠https://saasclub.io/launch⁠ Scale from 6-figures to $1M ARR Faster: ⁠https://saasclub.io/mastermind⁠ Resources Full show notes: ⁠https://saasclub.io/459⁠ Subscribe to the podcast: ⁠https://saasclub.io/subscribe

    46 min

  8. 23 OCT

    Product-Led Growth Playbook: 8-Figure ARR with $0 Ad Spend | Read AI

    David Shim sold his first startup for $200M, but when he started Read AI in 2021, he built something that failed spectacularly — 5% retention after 30 days. In this episode, early-stage B2B SaaS founders will learn the Product-Led Growth playbook that turned that failure into 8-figure ARR. David breaks down how he increased retention from 5% to 81% by focusing obsessively on "Day-One ROI" instead of chasing revenue. You will learn the $0 ad spend strategy behind acquiring 1 million new accounts monthly, and why building "bridges" between platforms like Zoom and Microsoft is the secret to competing with tech giants. In this episode, David also reveals how to design viral loops into your product (like auto-shared meeting notes), why analyzing body language gave them the edge over generic AI wrappers, and the "Multiplayer Mode" tactic that turns every user into a salesperson. This episode is brought to you by: 💖 ⁠⁠Sprinto⁠⁠ → ⁠⁠Learn more and book a demo today 🚀 SaaS Club Launch → Build your SaaS to $10K MRR 🔑 Key Lessons 📉 From Failure to Fit: Why the first product failed with 5% retention and how focusing on actionable insights jumped it to 81%. 🚀 The $0 Ad Spend Model: How to build viral loops (like auto-shared meeting notes) that drive 1M+ signups without paid ads. 💡 Day-One ROI: Why prioritizing immediate value over revenue is the secret to PLG success in a crowded market. 🤖 The Multimodal Edge: How analyzing tone and body language (not just text) differentiated Read AI from generic GPT wrappers. ⚔️ Competing with Giants: How to survive when Microsoft, Google, and Zoom launch features that compete with you. 📖 Chapters Intro & The $200M Placed Acquisition The Read AI Origin Story (The ESPN Glasses Moment) Why Our First Product Failed (5% Retention Mistake) The Pivot: How Multimodal AI Beat Simple Summarizers The 81% Retention Strategy (The Key to Day-One ROI) The $0 Ad Spend PLG Playbook & Viral Loops Competing with Platform Features (Microsoft, Google, Zoom) Land and Expand without Salespeople The Future of AI Agents and Decision-Making Resources: Full Show Notes: saasclub.io/458 Subscribe to the Podcast: saasclub.io/subscribe Get weekly 5-minute SaaS insights: saasclub.io/email Join the SaaS Club founder community: saasclub.co/plus

    57 min
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The SaaS Podcast is the go-to resource for B2B SaaS founders and entrepreneurs who want to build, launch, and scale successful software businesses. Hosted by Omer Khan, we deliver honest, in-depth interviews with proven SaaS founders who share the specific strategies they used to generate recurring revenue and reach product-market fit. Whether you are bootstrapping a micro-SaaS, seeking venture capital funding, or scaling past $10M ARR, you will find actionable tactics here. We unpack the real stories behind the wins, failures, and pivots, covering essential topics like SaaS growth, enterprise sales, product-led growth (PLG), marketing, and customer acquisition. From early-stage startups getting their first 100 customers to established companies planning an exit, The SaaS Podcast provides the playbook you need to grow your MRR and build a product people love. Join the SaaS Club community and start leveling up your business today. New episodes weekly.

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