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The SaaS Podcast: Build, Launch & Scale Your SaaS

The SaaS Podcast: Build, Launch & Scale Your SaaS

By: 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. Economics Leadership Management & Leadership
Episodes
  • Product-Market Fit: How Tito Goldstein Found It After 2 Years of Near-Zero Revenue

    Product-Market Fit: How Tito Goldstein Found It After 2 Years of Near-Zero Revenue
    Jan 29 2026
    Two years. Almost no revenue. Tito Goldstein and his co-founder Arjun raised $3 million to build a scheduling tool for hourly workers. But when they took it to market, customers kept telling them the same thing: we need to stand out, not use cookie-cutter software. So they made a call that most founders would never risk - throw it all out and start over. The rebuild took a year. But when they launched the new version built on composable Legos instead of fixed features, it outsold the previous two years in the first month. Then it 3x'd, and 3x'd again. That's when Tito knew they'd finally found product-market fit. TeamBridge is now doing multiple seven figures with over 200 enterprise customers, including the San Francisco 49ers' Levi's Stadium and medical staffing agencies scaling to multimillion-dollar businesses with almost no admin staff. This episode is brought to you by: 🌎 ThreatLocker → Book a demo 💖 Gearheart → Book a free consult and get the first 20 hours free 🔑 Key Lessons 🎯 Listen to what customers don't say about product-market fit: Buyers kept asking for features, but the real pain was "I need to stand out." Reading between the lines unlocked their product-market fit breakthrough. 📉 Throw out sunk cost when finding product-market fit: Two years of work became irrelevant when they realized connective tissue (automations, workflows) mattered more than scheduling. 🛠️ Composability wins in competitive markets: Off-the-shelf tools make you a commodity. Customizable workflows make you a differentiator in the race for product-market fit. 💰 Stay lean until product-market fit: TeamBridge kept a team of 5-6 with multiple years of runway, giving them freedom to pivot without investor pressure. 🚀 First products validate problems, not solutions: The scheduling tool failed but uncovered the real pain. Use early products to learn, not scale, on the path to product-market fit. Chapters Introduction and favorite quotes What TeamBridge does and who it serves Why composability matters for workforce software Size of the business: revenue, customers, team Origin story: interviewing Uber drivers Going door-to-door to understand hourly worker pain Raising $3M seed with just a prototype Why it took 2 years to find product-market fit The pivot: from scheduling to composable Legos First significant sale during COVID Biggest objections: explaining composability Finding the right messaging and storytelling Downsides of casting too wide a net Moving upmarket to enterprise customers How COVID forced TeamBridge to mature go-to-market Cold email lessons: honesty and relationship building Discovery-first selling: hold the pitch until you know the pain Learning the nuances of each vertical Lightning round: grit, curiosity, and fitness 💌 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/468 Subscribe to the podcast: https://saasclub.io/subscribe
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    45 mins
  • 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 mins
  • 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 mins
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