In this episode of the Grow Your B2B SaaS podcast, we sit down with Alexander Estner to talk about how to grow a SaaS company from zero to $1 million in ARR — and why many founders struggle to get there. Alex is a SaaS expert who has helped lots of startups build strong go-to-market (GTM) strategies. He shares a simple, step-by-step playbook that breaks the journey into three key stages: hustle, focus, and expansion. You’ll hear why it’s so important to start with a clear plan, how to avoid common mistakes like trying to sell to everyone, and why it’s better to test and learn than to aim for perfection from day one. Alex also gives practical tips, useful tools, and real-life examples that show what works and what doesn’t. Whether you’re just starting out or already have some traction, this episode is full of helpful advice to move your SaaS business forward. If you're trying to figure out how to grow the right way, without burning out or wasting time, this conversation is definitely worth a listen.

Key Timecodes

• (0:38)-Guest Introduction: Introduction of Alexander Estner and today's topic

• (1:34)-Why Go-to-Market Strategy is Important: Alex explains the significance of a go-to-market strategy

• (3:05)-Strategy vs. Execution: Differentiating between strategy and execution in go-to-market

• (3:39)-Misconceptions in SaaS Growth: Discussing common misconceptions about reaching $1 million ARR

• (5:23)-Iterative Growth Approach: The necessity of an iterative approach in SaaS growth

• (6:41)-Common Mistakes in Go-to-Market Strategy: Alex shares frequent pitfalls founders encounter

• (8:49)-Owning Go-to-Market: The importance of founders owning their go-to-market strategy

• (9:05)-Three-Step Go-to-Market Process: Introduction to the hustle, focus, and expansion modes

• (13:27)-Documentation in Hustle Phase: Importance of documentation to ease the transition to focus mode

• (15:54)-Expansion Mode: Options for growth beyond $1 million ARR

• (17:02)-Tools and Templates: Recommended resources for executing go-to-market strategies

• (18:22)-Real-Life Implementation Challenges: Where founders struggle in real-life execution

• (21:07)-Immediate Actions Post-Episode: Steps for founders to take immediately after the episode

• (24:32)-Who to Work With: Identifying the key players in executing a go-to-market strategy

• (26:04)-Transparency in Go-to-Market: The importance of transparency in pricing and product information

• (29:18)-Summarizing Go-to-Market Advice: Key takeaways for founders(31:12)-Advice for Early-Stage Founders: Tips for growing to 10K MRR

• (32:15)-Scaling to 10 Million ARR: The role of customer success in driving revenue

• (34:21)-Summary of Key Points: Recap of the three-step process and key advice