The SaaS Podcast: How B2B SaaS & AI Founders Get Customers

By Omer KhanBusiness Entrepreneurship Technology

The SaaS Podcast: How B2B SaaS & AI Founders Get Customers episodes

September 30, 2016SaaS User Onboarding Framework: 5 Steps to Higher Activation
Most SaaS companies treat user onboarding as a one-time project and wonder why activation stays flat. Pulkit Agrawal built a user onboarding framework from working with dozens of companies that breaks the problem into five actionable steps. He walks through each step - from assigning ownership to finding the aha moment to iterating with data - following onboarding best practices that actually move the needle.
This user onboarding framework has five steps: assign ownership, balance motivation-ability-triggers (not just intuitive design), define the aha moment, use multiple channels for the right purposes, and iterate continuously. Pulkit references BJ Fogg's user activation framework from Stanford and uses Snapchat as an example of a confusing interface that still succeeds because motivation is strong enough.
This is Part 3 of the interview with Pulkit Agrawal, co-founder of Chameleon. The onboarding strategy applies whether you use Chameleon or not - Pulkit explains why measuring and iterating on onboarding is just as important as iterating on your product's core features.
🔑 Key Lessons
🎯 Assign one owner for your user onboarding framework: Most companies let onboarding fall between product, marketing, and engineering with no accountability. Assign a single person or growth team to own the new user experience.
🧠 Intuitive design only covers one-third of the user onboarding framework: BJ Fogg's model requires motivation, ability, and triggers. An intuitive interface handles ability, but without a clear value proposition and well-timed prompts, users won't activate.
🛠️ Map the shortest path to the aha moment: Define the moment users first "get it," then reduce the steps to reach it. If it takes 10 steps, find which can be removed. Shorter paths produce higher activation.
📉 Use each channel for its right purpose in user onboarding: Email re-engages absent users. In-app messages educate in context. Product tours guide hands-on action. Relying on email alone leaves value on the table.
🔄 Treat onboarding as continuous iteration, not a one-time project: Companies that measure, A/B test, and iterate weekly outperform those who build onboarding once and revisit it in six months.
Chapters
Introduction - user onboarding framework overview
Welcome back and recap of Parts 1 and 2
Onboarding is not just better design
Lesson 1: Assign ownership for user onboarding
Who should own onboarding - growth teams vs product
Lesson 2: Motivation, ability, and triggers model
Why intuitive design alone is not enough
Snapchat example - confusing interface, strong motivation
Lesson 3: Define your aha moment
How to discover the aha moment through customer interviews
Map and shorten the path to aha
Lesson 4: Use multiple channels for onboarding
Lesson 5: Iterate continuously with data
Lightning round
Resources
Full show notes: https://saasclub.io/124
Join 5,000+ SaaS founders: https://saasclub.io/email
20 min
September 28, 2016SaaS Startup Traction: From 0 to 100 Customers at Chameleon
Chameleon's biggest competitor was not another onboarding tool - it was customer inaction. Pulkit Agrawal had to master SaaS customer development before getting any startup traction. In this second part of the interview, Pulkit breaks down how he went from zero to 100 customers through face-to-face coffee meetings, outbound emails, and private Slack groups per customer.
Pulkit's approach to early traction started with informational interviews disguised as research. Instead of pitching, he asked startup founders for advice on how they handled onboarding. People were far more willing to meet for coffee when it felt like getting traction through conversation rather than a sales pitch.
Pulkit Agrawal is co-founder of Chameleon, a platform that lets companies build product tutorials and guided tours without writing code. The team rebuilt the product from scratch after raising their seed round, incorporating everything learned from SaaS customer development into a fresh design sprint.
🔑 Key Lessons
🤝 Position customer development as research to build startup traction: Pulkit asked for advice on how companies handled onboarding instead of pitching. Prospects were more willing to meet, and relationships converted later.
🛠️ Create per-customer Slack groups for startup traction feedback: Chameleon gave each early user a dedicated Slack channel with the full team. Real-time conversational feedback replaced formal support tickets.
📉 Your biggest startup traction obstacle may be inaction, not competitors: Chameleon's main competition was "we don't have time for onboarding." Identifying prospects who felt the pain today was more important than differentiating against tools.
🎯 Narrow your messaging even when the product serves multiple use cases: Chameleon could handle feature discovery and adaptive UX, but focused exclusively on onboarding in marketing. Tight positioning resonated stronger.
🔄 Rebuild early while customer development insights are fresh: After raising $1.9M, Chameleon scrapped the prototype and ran a design sprint from scratch. Early rebuilds incorporate learning without legacy constraints.
Chapters
Introduction - recap of Part 1
The journey from first customer to 100 - startup traction
Using network and hustle for early customer development
Positioning outreach as research instead of sales
Coffee meetings and building face-to-face relationships
Who built the product - co-founder and CTO
Rebuilding the product from scratch after funding
Early customer acquisition tactics - outbound and landing pages
Using Slack groups for each early customer
Most common objection - onboarding is not a priority
The "good design doesn't need education" pushback
Companies that wanted to build in-house
The build vs buy decision for SaaS startups
Why Chameleon narrowed messaging to onboarding only
Competitive landscape and emerging tools
Wrap-up of Part 2
Resources
Full show notes: https://saasclub.io/123
Join 5,000+ SaaS founders: https://saasclub.io/email
21 min
September 26, 2016SaaS Onboarding: 3x Retention by Fixing the First Experience
Most SaaS companies spend heavily on customer acquisition but lose users the moment they try the product. Pulkit Agrawal saw this SaaS onboarding gap firsthand when fixing user onboarding produced a 3x improvement in activation rate. He and his co-founder validated Chameleon's idea by cold emailing YC startups, built their first version as a consulting project, and raised $1.9 million.
Pulkit validated Chameleon by cold emailing YC startups to find one company willing to let him build their SaaS onboarding for free. That consulting-to-product approach, combined with the 3x retention improvement from fixing the onboarding flow at a previous startup, proved the market before raising $1.9 million in seed funding.
Pulkit Agrawal is the co-founder of Chameleon, a platform that lets companies create product tutorials, tooltips, and guided tours without writing code. In this first part of a three-part interview, Pulkit explains how he identified the SaaS onboarding opportunity and what the validation process looked like.
🔑 Key Lessons
🎯 Fix SaaS onboarding before spending more on acquisition: Pulkit saw 3x retention improvement from two to three months of onboarding work. Better activation compounds over time while acquisition costs only grow.
🛠️ Cold email potential customers to validate your SaaS onboarding idea: Pulkit emailed YC startups offering to build their onboarding for free. One said yes, giving Chameleon a live testing environment and real user feedback.
🔄 Abstract consulting work into a SaaS onboarding platform: Chameleon started by building custom onboarding for one client, then parameterized each component into a reusable product.
💰 One credible investor unlocks the whole round: Angel investor Arne Hoffman validated the SaaS onboarding problem with his network, then introduced Chameleon to other angels.
🚀 Start part-time and let demand pull you full-time: Pulkit began with a few hours per week and only went full time when customer demand made part-time work unsustainable.
Chapters
Introduction to Chameleon and the SaaS onboarding problem
Pulkit Agrawal's background - from England to San Francisco
Favorite quote on conscious choices and determinism
Meditation and the 10-day silent Vipassana retreat
What Chameleon does - in-product guidance without code
How the idea for Chameleon originated
Seeing 3x retention improvement from better onboarding
Validating the problem through informational interviews
Cold emailing YC startups for early customers
Starting as a side project on evenings and weekends
Raising the $1.9 million seed round
How investor reactions shaped the fundraise
One angel investor unlocking the round
The market opportunity beyond onboarding
Feature discovery and in-app help use cases
Resources
Full show notes: https://saasclub.io/122
Join 5,000+ SaaS founders: https://saasclub.io/email
19 min
September 23, 2016Entrepreneurial Mindset: Dropout to 7-Figure SaaS Owner
Shane Melaugh dropped out of university, failed to find a job for two years, and launched multiple businesses that went nowhere. The entrepreneurial mindset he developed through that founder mindset journey changed everything. Shane reveals how obsessing over water cooling PC reviews accidentally taught him the authority-building skill that powered Thrive Themes to 30,000 customers.
The entrepreneurial mindset Shane built came from one principle: get obsessively deep in a niche to build authority fast, then redirect that skill toward marketing. His entrepreneur persistence through four years of failed businesses taught him marketing was the missing skill in every venture. That entrepreneurial journey shaped everything that followed.
This is Part 3 of the interview with Shane Melaugh, co-founder and CEO of Thrive Themes. His early business attempts - from coaching people on presentations to building computers on eBay - all crashed into the same wall: no idea how to find customers. Today, Thrive Themes has over 30,000 customers and 35 employees.
🔑 Key Lessons
🧠 Entrepreneurial mindset starts with obsessive focus: Shane went from zero to niche authority in under a year by writing detailed water cooling reviews. Deep obsession in any topic builds transferable skills for business.
📉 Every failed business teaches the same lesson about marketing: Shane's presentation coaching, computer building, and distribution ventures all failed because he had no customer acquisition strategy.
🎯 The entrepreneurial mindset means identifying your universal bottleneck: After multiple failures, Shane recognized marketing was the missing skill in every venture. Redirecting his obsessive-learning method toward marketing unlocked success.
🔄 The entrepreneurial mindset requires years of invisible progress: Shane spent years on personal development with no visible payoff. The compounding returns from persistence are enormous.
💰 Build authority before launching a product: Shane spent five years growing an engaged audience before launching Thrive Themes. That foundation drove 30,000 customers within three years.
Chapters
Introduction and recap of Parts 1 and 2
Shane's early life and dropping out of university
Struggling to find employment after school
Failed attempt at presentation coaching
First business ideas and the customer acquisition problem
Building and selling computers on eBay
Getting obsessed with water cooling PC reviews
Going from zero to niche authority - the entrepreneurial mindset in action
The worst business decision - distribution contract
Financial rock bottom and self-doubt
The breakthrough - marketing is the missing piece
How long the journey from dropout to profitable entrepreneur took
Was the struggle worth it or wasted time
Personal development and building life skills
Lightning round
Resources
Full show notes: https://saasclub.io/121
Join 5,000+ SaaS founders: https://saasclub.io/email
22 min
September 21, 2016SaaS Churn: Why Overdelivering Beats Every Growth Hack
Shane Melaugh could have optimized Thrive Themes for short-term revenue at every stage. Instead, he chose a strategy to fight SaaS churn he calls "positive gap" - pricing products so customers feel they received far more value than they paid for. A fictional CEO focused on next-quarter profits could beat Shane in year one. But five years later, that CEO is gone and Shane has 30,000 loyal customers.
Thrive Themes built SaaS retention to 30,000 customers by reducing churn through overdelivering value. Shane deliberately sacrificed short-term revenue for long-term loyalty, arguing that a CEO optimizing for next quarter would beat him in year one but disappear in five. The "positive gap" concept means customer churn stays low because buyers consistently feel they got more than they paid for.
This is Part 2 of the interview with Shane Melaugh, co-founder and CEO of Thrive Themes. He also shares how he found his technical co-founder Paul McCarthy through small projects before committing to a partnership, and why trial tasks are the only way he hires developers.
🔑 Key Lessons
🎯 Create a "positive gap" to reduce SaaS churn: Price products so customers feel they received more value than they paid - Thrive Themes built 30,000 loyal customers by consistently overdelivering rather than maximizing short-term revenue.
💰 Sacrifice short-term revenue to keep SaaS churn low: Shane resisted promoting expensive guru launches and overpriced coaching programs because each quick-money decision would have eroded the audience trust he spent five years building.
🤝 Test co-founder compatibility through small projects, not social networks: Shane and Paul McCarthy completed multiple projects before partnering on Thrive Themes - co-founder matching platforms skip the trial-by-fire that reveals true compatibility.
🛠️ Hire through trial tasks, not resumes, to protect product quality: Nobody works for Thrive Themes without completing trial tasks first - the only way to evaluate whether someone can deliver quality that prevents customer churn.
📉 Switch from freelancers to full-time developers for product buy-in: Project-based freelancers want to finish and move on, so they lack the investment needed to build high-quality software that drives SaaS retention.
Chapters
Introduction and recap of Part 1
How Shane tackled development differently for Thrive Themes
Switching from freelancers to full-time developers
How the first Thrive Content Builder was built by Paul McCarthy
How Shane and Paul met and started working together
Why social networks for co-founders are a recipe for disaster
Two things to evaluate in a potential co-founder
Why launching Thrive Themes sounded easy but took 5 years
From first launch to 30,000 customers and 35 employees
Mailing list is the wrong word - building an audience to reduce SaaS churn
The positive gap concept - delivering more value than the price
Long-term value strategy vs short-term revenue optimization
Wrap up Part 2 and preview of Part 3
Resources
Full show notes: https://saasclub.io/120
Join 5,000+ SaaS founders: https://saasclub.io/email
20 min
September 19, 2016First SaaS Customers: How 20K Subscribers Became a Launch Engine
Shane Melaugh dropped out of university and failed at several businesses over four years. But he was quietly building an audience of 20,000 subscribers. When he finally had his SaaS go-to-market ready, getting first customers felt almost easy. The first plugin sold immediately to his existing list.
Thrive Themes co-founder Shane Melaugh spent 5 years building early customers through content before launching a single product. When Thrive Themes launched in 2013, the audience-first approach delivered first paying users from a list of people who already trusted the brand. Today, Thrive Themes has over 30,000 customers and 35 employees.
Shane Melaugh is the co-founder and CEO of Thrive Themes, a company that creates conversion-focused WordPress tools. In this episode - part 1 of 3 - Shane explains how frustration with WordPress led to the idea, why he burned money on five failed software products, and how validating with actual revenue beats every other signal.
🔑 Key Lessons
🎯 Build an audience before chasing first customers: Shane spent 5 years growing a 20,000-subscriber email list through free content and information products, so Thrive Themes launched to people who already trusted the brand.
💰 Validate with money in the bank, not surveys or signups: The best validation for first customers is actual revenue from people paying for your product - everything else is just signals that might not translate.
📉 Expect to fail at software development before you learn to ship: Shane burned through 5 failed software projects before he could take a project from start to finish, calling it the only way he could learn.
🛠️ Solve your own frustration and check if others share it: The Thrive Themes idea came from Shane's repeated pain building marketing websites on WordPress with dozens of conflicting plugins.
🚀 First customers come easier when the audience is already asking: By the time Thrive Themes launched, Shane's subscribers were requesting solutions through emails, comments, and surveys.
🧠 Never hire developers on a project basis for important products: Shane switched from freelancers to full-time team members because project-based developers lack the buy-in needed for quality software.
Chapters
Introduction
What drives Shane Melaugh - creating positive impact
What Thrive Themes does and how it differs from other WordPress tools
The plugin conflict problem and why Thrive Leads solves it
How frustration with WordPress marketing pages sparked the idea
Burning money on 5 failed software products to learn development
Validation through an existing audience of 20,000 first customers
The iamimpact.com blog and 5-year audience building journey
Wrap up Part 1 and preview of Part 2
Resources
Full show notes: https://saasclub.io/119
Join 5,000+ SaaS founders: https://saasclub.io/email
17 min
June 30, 2016SaaS Content Strategy: Stories That Convert to Clients
Most SaaS founders write emails and blog posts that nobody reads. Ian Harris built a SaaS content strategy around a dead-simple storytelling framework - hook, bridge, point - that turned a weekly email newsletter into a content-to-client pipeline worth six figures. One subscriber read his stories for two years before becoming a client worth over 100,000 pounds.
Ian breaks down his SaaS content strategy built on three parts: the hook (a short, attention-grabbing story), the bridge (one sentence connecting the story to your point), and the point (the message you want to deliver). He argues most B2B content planning fails because writers lead with what they want to say instead of what the reader wants to experience.
Ian Harris is the author of "Hooked on You" and the associate director of Gatehouse, a UK-based communication agency. He speaks regularly about how to build an audience using storytelling and a content strategy SaaS founders can apply immediately.
🔑 Key Lessons
🎯 Use the hook-bridge-point framework for SaaS content strategy: Open every email or blog post with a short story (hook), connect it to your audience with one sentence (bridge), then deliver your actual message (point).
💰 Story-based emails build clients who buy without being sold: Ian generated over 100,000 pounds from one subscriber who read weekly story emails for two years before reaching out - no sales pitch ever appeared.
🧠 Talk to the soul, not the role, in your SaaS content strategy: Find the emotional hot buttons just under the surface - feeling misunderstood, underappreciated, or unseen - and write to those instead of job titles.
📉 Build a swipe file so you never face a blank page: Collect stories from biographies, Reddit's Today I Learned, and Amazon Kindle popular highlights to shop from when you need to write.
🔄 Start with the story, then find the point: Like how the Beatles wrote the melody for Yesterday before the lyrics, pick a compelling story first and figure out what business point it supports.
Chapters
Introduction
Why Ian Harris wrote a book about practical storytelling
What makes a story - creating a movie in someone's mind
The hook-bridge-point SaaS content strategy framework explained
Breaking down a blog post with the hook and bridge
The NASA space pen story as an example hook
Using bridge sentences to pivot from story to point
How to start noticing stories in everyday life
Building a swipe file - the messy Word document hack
Where to find stories - biographies and autobiographies
The Valentino Rossi story and researching audience heroes
Kindle highlights hack at kindle.amazon.com and Reddit TIL
How to structure a blog post around a story
Why songwriting and storytelling work the same way
How story-based emails generated six-figure clients
Talk to the soul, not the role - finding emotional hot buttons
Lightning round
Resources
Full show notes: https://saasclub.io/118
Join 5,000+ SaaS founders: https://saasclub.io/email
1 hr 8 min
June 23, 2016SaaS Without Funding: $80K Mistake to $500K ARR
Jay Gibb put $100K of his own money into a cloud backup product and burned through $80K before realizing it would never ship. Instead of quitting, he pivoted CloudSponge in one week - proving SaaS without funding from outside investors is possible when you find real demand. Developers on Stack Overflow and Quora were already asking the exact questions CloudSponge answered, and they started paying on day one.
The self-funded SaaS now generates $500K ARR profitably with customers including Lyft, Yelp, and Airbnb. Jay's bootstrapped SaaS growth came from three channels: developer forums where CloudSponge was the legitimate answer, a "Powered by CloudSponge" widget logo that drove organic discovery, and partnerships with referral tools that deployed CloudSponge to 10,000+ websites at once.
Jay shares the counterintuitive move that changed everything for this profitable startup - requiring a credit card upfront instead of offering free trials. The top of the funnel stayed the same size, but conversion rates improved dramatically because leads were more committed to integration.
🔑 Key Lessons
🔄 Pivot fast when building SaaS without funding: Jay burned $80K over a year on the wrong product, then extracted one feature and launched CloudSponge in a single week by targeting developers already searching for the solution.
💰 Charge from day one to validate your business: CloudSponge got paying customers immediately because Jay put a price tag on the product at launch - if customers never say no, you never learn what to fix.
📉 Adding signup friction can improve conversion rates: CloudSponge switched from free trials to requiring a credit card upfront, and bottom-of-funnel conversion improved while the top of funnel stayed flat.
🚀 Turn your widget into a distribution channel: The "Powered by CloudSponge" logo on customer websites drove organic discovery from developers who wanted the same address book functionality for their own sites.
🤝 Partner with complementary tools for SaaS without funding growth: A single integration with a referral program tool deployed CloudSponge to 10,000-30,000 websites simultaneously, multiplying reach without marketing spend.
Chapters
Introduction
What drives Jay Gibb day to day
What CloudSponge does and who it serves
Technical architecture - 50 address book providers, API, and widget
The pivot from CloudCopy to CloudSponge
Spending $80K on the wrong product before pivoting
One-year build versus one-week pivot
Getting paying customers immediately after the pivot
From zero to well-known brands in the first month
Handling pushback from developers who want to build it themselves
The build-versus-buy mistake and velocity tax
Growth channels - forums, Powered by logo, and partnerships
Why adding signup friction improved conversion rates
Experimenting with considered signups versus free trials
Team structure and running CloudSponge through an agency
Future plans - new widget, mobile SDK, and product expansion
Lightning round
Resources
Full show notes: https://saasclub.io/117
Join 5,000+ SaaS founders: https://saasclub.io/email
51 min
June 15, 2016Finding SaaS Product-Market Fit: 3 Failed Versions First
Zvi Band wrote down an idea for a CRM in Evernote with no plan to build a company. Four months later, he joined 500 Startups and went all in on finding product-market fit. The first version of Contactually was so bad users hated it. The second version annoyed people with irrelevant reminders. But each SaaS product-market fit failure taught him what customers actually needed.
The PMF journey from weekend prototype to $2M+ ARR with 70 employees and $12M in funding came from validating product-market fit through customer complaints - not brainstorms. Zvi showed a pricing page to free users to validate willingness to pay before turning on billing. He raised prices from $15/month to $60/month as the product improved.
Zvi shares why finding product-market fit requires fewer features built well rather than 15 features built poorly, how 500 Startups' $50K forced a burn-the-boats moment, and the positioning mistake that still haunted Contactually at $2M+ ARR when 30 employees gave 30 different answers about what the product does.
🔑 Key Lessons
🎯 Finding product-market fit comes from user complaints, not brainstorms: Contactually iterated through three failed versions, and each round of customer hate mail revealed the exact feature users actually wanted to pay for.
📉 Build fewer features but make them work well: Zvi built 15 half-working features instead of 2-3 polished ones, creating what he calls "a car with square wheels" that proved demand but could not retain users.
💰 Test pricing before charging during your PMF journey: Contactually tracked which plan free users selected to validate willingness to pay and identify which features drove upgrades before turning on billing.
🚀 Use an accelerator as a burn-the-boats moment: Zvi ran Contactually as a side project for four months until 500 Startups' $50K offer forced him to shut down consulting and go all in on finding product-market fit.
🎯 Clear positioning is essential for SaaS product-market fit: Even at $2M+ ARR with 70 employees, Zvi still struggled to differentiate Contactually from other CRMs in a single sentence - a problem he wishes he solved in year one.
Chapters
Introduction
Zvi's no-regrets philosophy and daily decision-making
What Contactually does and how it differs from other CRMs
Real-world example of relationship-based follow-ups
The Evernote idea that started it all
From idea to 500 Startups accelerator in four months
Burn the boats - shutting down consulting to go full time
Raising the first $50K and splitting roles across co-founders
Acquiring first customers through lean startup methods
Testing pricing before charging - the phased approach
Early growth channels - press, Quora, bloggers, and SEO regrets
Three product iterations and why users hated the first versions
Positioning struggles in a crowded CRM market
The messaging problem that still haunts Contactually
Revenue milestones and the climb toward $10M ARR
Biggest regret - not focusing on positioning and SEO earlier
MVP lesson - build fewer features but make them work
Lightning round
Resources
Full show notes: https://saasclub.io/116
Join 5,000+ SaaS founders: https://saasclub.io/email
44 min
June 09, 2016SaaS Go-to-Market: 80% Traffic Sparked a New Model
Kreg Peeler built a website and his wife manually curated the content. One day they checked analytics and discovered 80% of traffic went to the local events section. That single SaaS go-to-market insight turned into SpinGo - a platform serving 200,000 event makers connected to $8 billion in ticket sales.
Kreg's go-to-market strategy evolved through three phases. He turned down an acquisition, countered with a licensing deal, then moved from licensing to promotions to Event Master - a full GTM SaaS platform that signed 254 events in its first months. The launch strategy was built on 200,000 existing users who already knew SpinGo.
Kreg brought professional stage lighting and 80-inch TVs to trade shows where competitors used pop-up banners. His SaaS go-to-market message to newspapers - "own local, don't try to be national" - positioned SpinGo as an ally rather than a competitor.
🔑 Key Lessons
🎯 Let website metrics reveal your SaaS go-to-market opportunity: 80% of traffic went to the events section. Instead of ignoring the data, Kreg built an entire company around it, letting user behavior dictate product direction.
💰 Counter acquisition offers with licensing for SaaS go-to-market control: When newspapers wanted to buy Spin Local, Kreg proposed licensing instead. This preserved ownership and created recurring revenue without giving up the business.
🚀 Dominate trade shows for SaaS go-to-market wins: Kreg brought stage lighting and event production expertise to newspaper conferences. The visual contrast with competitors earned attention and positioned SpinGo as a thought leader.
📉 Evolve through multiple revenue models: SpinGo moved from licensing (80% of early revenue) to promotions to Event Master SaaS (projected 80% of 2016 revenue), each model building on relationships from the previous one.
🤝 Convert existing users into SaaS customers for faster growth: SpinGo had 200,000 registered event makers before launching Event Master. Selling to users who already knew the brand shortened sales cycles and produced 254 signups fast.
Chapters
Introduction
Meet Kreg Peeler and the William Gibson quote
What is SpinGo and the problem it solves
From DVD with 6,000 menus to a website
How the events section became 80% of traffic
Turning down acquisition and proposing a licensing deal
Building the content aggregation from scratch
Amanda's manual curation and scaling to 70 people
Funding SpinGo with consulting revenue and angel investment
First business model: licensing event content to media companies
Current business model: licensing, promotions, and Event Master SaaS
Event Master projected to generate 80% of 2016 revenue
The iPhone and VCR analogy for innovation journeys
Trade shows as the most effective growth channel
Building Event Master from 200,000 event makers
Converting existing users into SaaS product customers
You can't steer a parked car
Lightning round
Resources
Full show notes: https://saasclub.io/115
Join 5,000+ SaaS founders: https://saasclub.io/email
50 min

About The SaaS Podcast: How B2B SaaS & AI Founders Get Customers

From the publisher's feed

Building software got easier. Getting customers didn't. Every week, a founder building B2B SaaS or an AI product tells you how they got their first customers, and how they kept them: what worked, what didn't, and what they'd do differently.