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The $100M SaaS Playbook: 9 Case Studies on Traffic, Leads and Sales

Nathan Latka walks software founders through nine case studies, from Odoo's open source model to Brevo's cheap acquisitions, in a live webinar.

Nathan Latka

Published September 20, 2024
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What you’ll learn

Nathan Latka runs a live Founderpath webinar on September 17 that walks through nine SaaS case studies grouped into traffic, leads and sales. He covers Omnisend's SEO, Odoo's open source model, Aircall's integrations, Bynder's agency start, Bird's price war and Brevo's cheap acquisitions, and demos Founderpath Analytics along the way.

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Key moments

Find the ideas you need and go straight to the source.

Odoo spends 6% of revenue on R&D

“He pays his engineering team in 2023, pay them $20,000,000 against $320,000,000 of revenue. 6% of revenue on r and d.”
Watch at 16:20

Four agencies became SaaS giants

“Binder, Loom, Hootsuite, ClickUp. They all started as agencies.”
Watch at 24:33

Founder market fit before product

“Founder market fit is more important than product market fit.”
Watch at 30:34

Bird buys its own network rails

“They acquired someone that actually built the rails, SparkPost, one of the CPaaS tools, Communication Platform as a Service.”
Watch at 47:03

Use AI to drive usage revenue

“Don't market artificial intelligence. Use AI in your product to make your users more productive to drive usage based revenue.”
Watch at 1:02:49

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About the speaker
Nathan Latka

Nathan Latka

Founder & CEO

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Nathan Latka was 19 when he hit $1m in ARR at his first SaaS company (Heyo.com). Shortly after, VC's made an offer to buy 20% of his company for $2m ($10m valuation). Latka accepted .... and then reality hit.

His company got an acquisition offer for $6.5m which his new VC's blocked. He quickly learned: Selling equity to VC's reduces your options. Why does everyone celebrate raising VC?

Eventually, he exited the company in 2015 and launched a podcast (google Latka Podcast) which features a new SaaS CEO every day. He has interviewed 3,584 of the worlds top SaaS founders over the last 5 years.

Today, he helps founders raise non-dilutive capital out of his $150m fund at Founderpath. To date, 200 founders have taken $100m in capital. The firm will deploy $250m this year.

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