In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Todd Olson, founder & CEO of Pendo, who shares his lessons in building Pendo well past $100M ARR.

"I would say we're more aggressive than the average company. First off, there's rules. We are not a custom software shop, I do not build things for one customer. However, if there's something on our roadmap anyway and it's, I don't know, let's say, 12 months from now, and this prospect needs it now or sooner, I am willing to rearrange things. As I tell my prod teams "don't get married to your roadmap", married means you have emotional attachment to it and that you can't move things around, because what better proxy for prioritisation than speaking with the customer and them saying "I will buy now if you have it now"."

Todd shares:

- Pendo's founding story

- The greatest signal of prioritisation a business can have

- His philosophy of 'hiring for pain'

- The impact active coaching had on his team

- Their two year journey from $1M-$10M ARR: tripling growth rates and a high percentage of inbound demand

- The three strategic anchors Pendo uses to make decisions, incl. being 'bold by choice'

- How they've dealt with company growth often outpacing human and professional growth

and more!  

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Book tickets: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)