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The SaaS Podcast: Build, Launch & Scale Your SaaS

The SaaS Podcast: Build, Launch & Scale Your SaaS

De: 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. Economía Gestión y Liderazgo Liderazgo
Episodios
  • First Customer: Living in His Customer's Basement to $100M | Qualia

    First Customer: Living in His Customer's Basement to $100M | Qualia
    Jan 22 2026
    He lived in his first customer's basement for a year. Nate Baker found Qualia's first customer by wearing a Stanford sweatshirt to a conference. That customer, Barry Feingold, didn't just sign up—he taught them the industry, made intros to competitors, and let the team live in his basement. In this episode, founders will learn how to find their first customers through network-based selling and multi-year upfront contracts. Nate shares the brutal early days: building for months without talking to customers, getting their first customer's software shut off overnight, and plateauing at $45K ARR because they didn't respect sales as a skill. Their VP of Sales told them: "I've never seen such a gap between great product and incompetent sales execution." Within 12 months, they went from $45K to $3.5M ARR. Today, Qualia generates over $100 million in ARR with 600 employees and has raised more than $200 million to transform the home buying process. This episode is brought to you by: 💖 Gearheart → Book a free consult and get the first 20 hours free 🔑 Key Lessons 🎯 First Customers Must Come From Your Network: Nate says your first 10 customers must come from in-network sales—cold outreach rarely closes when you're asking someone to trust an unproven system of record. 💰 Multi-Year Upfront Contracts Bring Cash Forward: Qualia offered 5-year contracts paid upfront at 80% discounts, aligning incentives and generating meaningful early revenue. 🏠 Embed Yourself With Your First Customer: The first 25 Qualia employees rotated through Barry's basement learning the industry—"you have to be so in it" to build great software. 🗺️ Geographic Focus Beats National Expansion Early: Qualia stayed focused on Massachusetts for the first year, building deep relationships before expanding state by state. ⚡ Crisis Creates Your Most Productive Moments: When Barry's vendor shut him off overnight, Qualia had to deliver—it became their most productive month ever. 🔧 Engineers Must Respect Sales as a Skill: At $45K ARR, the founders thought product would speak for itself. Hiring a VP of Sales unlocked $3.5M ARR in 12 months. Chapters Introduction and what Qualia does How Nate picked the title software market at 21 with no experience The academic approach to market selection (and why it was a mistake) The real problem: coordination across multiple stakeholders Finding first customer Barry Feingold at a conference Living in Barry's basement for a year When Barry's vendor shut him off overnight How long it took to ship the first version Why narrow geographic focus beats national expansion early Early customer conversations and what they actually needed How to get customers to pay before you've built the product The multi-year upfront contract strategy Network-based selling vs cold outreach for first customers The wake-up call: "Great product, incompetent sales execution" Moving upmarket and the "you don't understand Texas" objection Strategy for geographic expansion state by state When Nate realized they had real traction How the opportunity looks today with AI Lightning round 💌 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 Get 1:1 async coaching from Omer: https://saasclub.io/accelerate Resources Full show notes: https://saasclub.io/467 Subscribe to the podcast: https://saasclub.io/subscribe
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    52 m
  • Enterprise Sales: How Blings Landed McDonald's in 9 Months | Blings

    Enterprise Sales: How Blings Landed McDonald's in 9 Months | Blings
    Jan 15 2026
    Nine months. Zero revenue. One cold text to a CMO. Yosef Peterseil landed McDonald's as Blings' first enterprise sales customer while bootstrapping—and learned why charging for POCs changes everything. In this episode, founders will learn how to close enterprise sales deals without a playbook, why free POCs kill your priority, and when you're actually ready to hire salespeople. Yosef shares how he validated the wrong ICP for months before discovering customer success managers had no budget, why a 13-month contract structure eliminates double negotiations, and the $30,000 event mistake that taught him to build follow-up systems first. Blings now serves McDonald's, Mercedes, Meta, and Rocket Mortgage—hitting $1M ARR in 2023 with just 19 people. This episode is brought to you by: 💖 Gearheart → Book a free consult and get the first 20 hours free 🔑 Key Lessons 🎯 Always Charge for Enterprise Sales POCs: Even $3,000-$5,000 forces customers to prioritize you and starts vendor onboarding—free trials put you at the bottom of the list. 💰 Use 13-Month Contracts: Yosef lost months negotiating POC terms then negotiating again for commercial deals—a first-month exit clause eliminates double negotiations. 🚀 Validate ICP Budget First: Dozens of customer success interviews revealed they had no budget—pivot to where the money actually is before building. 🤝 Build Follow-Up Systems Before Events: 70 leads from a $30K event went cold because they had no HubSpot sequences or lead scoring in place. 🧠 Don't Hire Salespeople Without a Playbook: A great rep closing deals proves their skill, not your product—wait until a mediocre rep can follow your process. 📈 Scale Enterprise Sales with Channel Partners: Recruiting industry veterans to open doors for commission scaled Blings faster than direct sales. Chapters Introduction and Favorite Quote What Blings Does - The MP5 Video Format Company Metrics and Enterprise Customers The Origin Story and Co-Founder Relationship Validating the ICP Through Customer Interviews Pivoting from Customer Success to Marketing Landing McDonald's Through a Cold Text Closing the First Enterprise Sales POC Lessons from POC Agreements Why You Should Always Charge for POCs Event Marketing Mistakes - 70 Lost Leads Building a Lead Follow-Up System Hiring Salespeople Too Early Building Channel Partner Relationships Scaling with 19 People Launching PLG Motion Lightning Round 💌 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 Get 1:1 async coaching from Omer: https://saasclub.io/accelerate Resources Full show notes: https://saasclub.io/466 Subscribe to the podcast: https://saasclub.io/subscribe
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    45 m
  • Enterprise Sales: Closing Deals in 9 Days, Not 9 Months | Briq

    Enterprise Sales: Closing Deals in 9 Days, Not 9 Months | Briq
    Dec 11 2025
    Bassem Hamdy closes enterprise sales deals in 9 days—not 6 months. After scaling Procore from $10M to $100M as EVP of Marketing, he built Briq to an 8-figure ARR by selling AI automation to CFOs in construction. In this episode, early-stage B2B SaaS founders will learn the enterprise sales playbook that bypasses long procurement cycles. Bassem breaks down exactly how to close enterprise sales fast by focusing on "vision and value" instead of product demos. You will learn why you should never do free POCs, how to identify when you're wasting time with "Innovation Teams," and the land-and-expand strategy that grew Briq from $15K deals to $100K+ contracts. In this episode, Bassem also shares why he made the controversial call to fire bad enterprise clients, and how partnering with industry associations gave Briq the social proof to earn trust with risk-averse CFOs before they had logos. This episode is brought to you by: 💖 Gearheart → Book a call + get the first 20 hours of development free 🔑 Key Lessons 🎯 Sell Vision and Value, Not Features: Bassem closes enterprise sales in 9 days by confirming vision alignment and ROI before ever demoing the product. 💰 Never Do Free POCs: Free work attracts time-wasters from innovation teams. Even a dollar creates commitment and filters for real buyers. 🤝 Land and Expand for Enterprise Sales: Start with a small paid implementation that proves ROI, then expand across departments. 🏢 Target the Economic Buyer: CFOs write checks; innovation VPs waste your time. Always qualify whether your contact controls budget. 📉 Fire Bad Enterprise Clients: Large companies can drag you into dark alleys with endless requests. Cut them loose to protect your resources. 🛠️ Partner for Early Credibility: Before you have enterprise logos, partner with trade associations to earn the social proof CFOs need. Chapters Why SaaS Founders Should Ignore Feature Requests Introduction & Welcome Is AI "Human Replacement" Software? The "Construction Data Cloud" Idea (And Why It Failed) Finding the Wrong ICP The "Agile" Trap: Why Most Product Teams Are Waterfall The Investor-Forced Pivot to Forecasting How to Close Enterprise Sales Deals in 9 Days Selling on "Vision & Value" vs. Features SaaS Pricing: Moving to Tokenization & Consumption First Price Was $15K—And It Was Too Cheap CFO Sales: Overcoming Risk Aversion Building Trust with Industry Associations Firing Bad Enterprise Clients Land and Expand Strategy Lightning Round 💌 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 Get 1:1 async coaching from Omer: https://saasclub.io/accelerate Resources Full show notes: https://saasclub.io/465 Subscribe to the podcast: https://saasclub.io/subscribe
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    50 m
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