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Jet explains how he and his partners built a part-time power washing and window cleaning company in Austin, and why Nathan offered a $50,000 debt deal instead of equity.

Jeff Lu explains how he left Google Cloud, trained task-specific video models, and won enterprise accounts like Coca-Cola.

Jakeb White explains how four founders self-funded a game show venue, rebuilt after COVID, and now face halved sales and a weak SEO position.

Antoine Fort explains how he started Qobra in 2020, priced the first customers, funded growth and is adding AI agents.

Fleet CEO Sevan Marian explains how renting laptops on 36-month contracts and selling them to a bank funded profitable growth without outside capital.

Brett and Destiny explain how their Austin catering business went from $20K in its first month to about $80K a month, and how they negotiated a $50K repayment deal with Nathan.

Cents CEO Alex Jekowsky explains how an all-in-one software, hardware and payments platform for laundromats reached $60M in revenue with 99% customer retention.

Rob Impastato explains how he and his wife bought a bankrupt Austin gym, grew it to 1,200 members, and why he declined Nathan's $80K offer for a cheaper bank loan.

Reilly Hursley, owner of Putt Pub in San Marcos, explains how he opened a mini golf bar after a five-year build and why he wants to cover his patio for rainy weekends.

Co-founder Oliver Mohseni explains how Froda, a bank and SME lender in seven European markets, lends to micro businesses through banks, neobanks and software partners.

Owner Eric Pedley explains grafting rare succulents, a move away from foot traffic, $45K of debt and why Nathan passed on investing.

Carl Turner explains why Swipeby sells exclusively door to door, pays reps mostly on commission and gives away websites and online ordering for free.

Owner James Gill explains how a 2008 side project grew into a fence and portable restroom business, and the $800K loan Nathan offered against a $6M option.

Raphaël Boukris explains how Didomi prices by monthly unique visitors, raised venture and private equity money, and used acquisitions to cross-sell.

Aaron Owens explains how his Texas THC and CBD drink company survived a state ban threat and a federal shutdown scare, and what he would do with a $150K production-run loan.

Stephane Donze explains how a Google cloud services company funded AODocs until it turned profitable in 2022, and how it now lands multi-million dollar customers.

Founder Sianni Dean explains her costs, social media growth and Toast Capital loan, then agrees a $150K deal with Nathan Latka to open a third store.

Rohit Garg explains how he and his dentist wife grew Practice by Numbers from dental analytics into an all-in-one platform without raising a dollar.

Jason Fallwell explains how his family's Austin rage room runs on donated electronics, about $50K of startup cost and SEO, and why no funding deal came out of the visit.

David Chevalier explains how Surfe went from a Chrome extension to 10,000 paying customers through HubSpot and Pipedrive partnerships and a waterfall data enrichment API.

Simon Madera walks through Taco Flats' revenue history, falling alcohol sales and two weak locations, then negotiates a $1M investment with Nathan.

Mitchell explains his jar margins, shared-kitchen costs and farmers market sales, and why Nathan wants a clear growth plan before funding.

Founder Shaun Siems explains how Spirit of Texas Brewstillery moved from distributors to its tasting room, bought bankrupt distillery whiskey, and said yes to an equipment-backed loan offer from Nathan.

Alberto Salcedo explains how Shutto sells $47 seats between Austin and San Antonio, what each trip costs, and why he took a $250K van-backed loan.

Eugene Cheah explains how Featherless AI grew from a Reddit soft launch to more than 10,000 customers on flat-rate access to open models.

Owner Harlan Scott explains the $2.7M Austin build-out, the debt behind it and why Nathan passed on a $300K loan.

A 19-year-old Austin food truck owner explains how daily Instagram reels drove sales and how he would use $15K to add coffee.

So-Han Fan explains how his Austin gongfu tea house grew from a suitcase tea room to a 20-person business, and negotiates a $160K debt deal with Nathan Latka.

Krenar Komoni explains how Tive found product-price fit with a $29 single-use tracker, grew through cold calling and expansion, and nearly ran out of money twice on the way to a $100M booked run rate.

Matthew Mahoney explains how reinvested cash grew his Austin moving company, the unit economics of a move, and why he turned down Nathan's pod storage offers.

Brent Reaves explains how catering, walk-in meals and the State Fair drive Smokey John's, and why a sweet potato pie for HEB needs funding.

Mike Zisman explains how a self-funded, profitable golf software company grew to 11,000 courses, ten acquisitions and about 80% employee ownership.

Pest Share co-founder Justin Clements explains per-door pricing, contracted versus live ARR, and how the company raised its Series A.

Owner Craig Spivey explains how he revived the 1938 Lakewood Theater, how bowling and the bar split his revenue, and the $100K deal he accepted to upgrade the balcony.

Richard White explains why Fathom gives its AI meeting assistant away free to individuals, monetizes teams, and raises money from its own users.

Jordan Batiste explains how he left a $66K teaching job, grew a handyman business to about $150K in 2025 and plans to scale it with subcontractors.

Jaclyn Wooten explains how her romance bookstores and online merch shop reached $780K in 2025 sales, and why she accepted a $30K loan at 16% to expand in Dallas.

Amanda Kahlow explains how 1mind's AI superhumans demo, sell and onboard across go to market, priced like a six-figure human hire.

Val Jean-Bart explains his cheesecake margins, classes and consulting revenue, and accepts a $50K equipment loan from Nathan Latka.

Ahikam Kaufman explains how Safebooks uses AI agents and a graph database to check billing and revenue data across enterprise systems.

Charlie, owner of Clutch Vintage in Dallas, explains how he sources, prices and sells vintage clothing and why he asked for funding for an embroidery machine.

Miles Beckett explains how Flossy moved from a dental discount plan to the Fiona AI receptionist, priced at about $500 a month per location.

Brian Schiff explains how Flip moved from a ride sharing app to verticalized voice AI, how it prices per resolved contact, and why he would say no to a $150M cash offer.

Dan Bladen explains how Nasdaq's request turned Chargifi into a hybrid workplace platform, and how he reset the cap table to fund it.

Buildern CEO Hmayak Tigranyan explains how a bootstrapped construction management SaaS raised only $500K, grew on inbound SEO and is now hiring its first sales team.

Jeremy Goillot explains how Allo moved from solo self-serve users to small teams with a demo-led sales motion, paid search, SEO and LinkedIn.

Joey Gilkey explains how he turned a $200K-upfront IP purchase into a $9.7M ARR business and used a $27M growth equity round to buy Frontspin.

TeamSupport CEO Grant Stanis explains his $10K+ average contracts, Level Equity ownership and how referrals, communities and webinars replace paid marketing.

Gary Guseinov explains how he bought back his old company for under $10M in 2017 and grew it through six acquisitions funded by bank debt.

Ledge co-founder Tal Kirschenbaum explains non-seat pricing, leaving Melio, his seed and Series A path, and his moat against general AI tools.

Jared Yaman explains why Boxed's low-margin grocery model ended in Chapter 11 and how Spresso, spun out with BlackRock's backing, grew from $2.5M ARR to about $5M.

Ben Borden explains how PodPlay licenses the technology behind PingPod's autonomous table tennis clubs to pickleball venues on per-court SaaS fees.

Ben Currin explains how Vantaca bootstrapped vertical software for community association managers, then took minority investment from JMI Equity and Cove Hill Partners.

Matt Spiegel explains how Lawmatics won its first customers with paid ads and legal conferences, how he handled the seed round, Series A and a cofounder exit, and what he would need to sell.

Siddharth Sinha explains how Dresma sells usage-based AI content creation to e-commerce brands, with studio partners bringing in about half of revenue.

Raf Howery explains how Kukun prices white-label property data tools by address band and product, and how he built it with convertible notes and no priced round.

Gabriel Ciordas explains how Flipsnack grew from a 2011 bootstrap to 28,000 paying customers, leaning on SEO templates and a shift to enterprise sales.

Scott Davis explains how Volie grew from four pilot customers in 2017 to about $1.2M a month, selling per-dealership subscriptions to franchise car dealers with a lean team.

Sabari Nair explains how Skillveri sells VR and mixed reality welding and spray painting training on a software subscription and scales across US schools through resellers.

Andrew Fennell explains how he grew a CV builder through SEO, subscription pricing and link building, and why he now wants to sell it.

SpeedSize co-founder Vlad Malanin explains its AWS-led partnership strategy, annual contract pricing, and how the founders survived a 2023 cash crunch.

Romain Torres explains how bootstrapped, profitable Arcads went from a viral launch to $10M ARR with a team of eight, using sales, paid ads and influencer marketing.

Jason Pearsall explains how he built a cloud ERP for golf courses, sold it to Constellation Software in 2020 and grew it to 600 customers.

Callum McKeefery explains how a viral loop and programmatic SEO took REVIEWS.io to about $12M in ARR before an all-cash sale for $82M.

Ricardo Vice Santos explains how Dream Stories sells personalized AI children's books at about $60 each, funded by Facebook ads benchmarked to average order value.

Founder Vova Feldman explains Freemius's revenue-share pricing, a year to the first customer, and how promoting YouTube videos took the channel from 5K to over 100K subscribers.

Lemlist CEO Charles Tenot explains why Lemlist bought the seven-person call intelligence startup Claap and how the deal mixes cash, a vendor loan, convertible bonds and an earn-out.

Nue CEO Mark Walker explains how he bought the first customers, won OpenAI through an AI-assisted RFP, and sells through consultants and VCs instead of outbound.

Ry Walker explains why he left Astronomer after taking secondary, and how Tembo turns requests into pull requests that engineers review.

Bassem Hamdy explains how Briq prices software robots by the month, survived the 2021 funding boom and cut its team from about 350 to 135.

Sid Bendre explains how Oleve's TikTok-led growth playbook, paywall experiments and three-arm team took Quizard and Unstuck to $6M ARR.

Romain Torres explains how Arcads grew from its January 2024 launch to $6M ARR with five engineers, paid ads on its own product, and internal AI agents built in Gumloop.

Ricardo Ghekiere explains how BetterPic combined SEO, an affiliate program converting at 9-12% and free tools, and used the cash to build a recurring product.

Jake Mor explains how Superwall serves self serve startups and negotiated growth customers with a 12 person team.

Alan D'Souza explains how ReachInbox's AI cold email platform grew to 4,500 paying customers through its own outreach, a lifetime-commission affiliate program and a lifetime deal.

John Rush explains how SEO Bot, ListingBot and Tiny Ads grew under his MarsX holding company without VC money or large teams.

Nathan Latka and guests show how to build a free tool in n8n, go viral with LinkedIn video, write an offer with a custom GPT and run a 40-agent marketing org chart.

David Zitoun explains how Submagic reached $1M ARR in three months and $8M ARR with a 13-person team, using affiliates, short-form virality and AI.

Founder Zach Yadegari explains how Cal AI tests onboarding questions and paywalls, and why it pays about 250 influencers a fixed monthly fee.

Nathan Latka hosts ZoomInfo CEO Henry Schuck on AI agents and debt, then covers ChatGPT traffic, Lemlist emails, Wingify affiliates, LinkedIn ads and soft power.

Michal Aftanas explains how itrinity bought seven SaaS products, how it structures all-cash deals, and how free users and free tools drive growth.

Bridget Harris and Capacity's David explain how a profitable, bootstrapped scheduling company was acquired for a 50% cash, 50% equity deal.

Nathan Latka walks software CEOs through nine case studies, from ClickUp compare pages to Clay's usage-based pricing, in a December 2024 webinar.

Eric Helitzer explains how he turned his construction experience into SubBase, from a free first customer to a $4M seed round.

Josh Levy explains how a construction lawyer built contract compliance software for non-lawyers, priced it per project and grew a sales team.

Nathan Latka and guest Kyle Poyar walk through target-account marketing, monument marketing and a valuation checklist, then break down affiliate, open-source and SEO growth case studies.

Voxpopme CEO Andy Barraclough and chairman Lonnie Mayne explain how a $750K, 24-month Founderpath deal came with a board resolution for a new ESOP pool to raise the go-forward team's equity.

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

How Ninety added a C-suite, built software for a coaching community, and plans to use AI on the road from $30M to $100M

Trial-ending emails, dunning sequences, and a confirmation page: tests ranked by impact and complexity

Why buyers research on social before contacting sales, and how to replace the demo request with self-service

Customer behavior showed a voicemail feature was really solving robocalls, which reshaped where the paywall sits

Moving upmarket with security features and new positioning, then cutting burn from $400K a month to profit

A reusable dataset keeps costs near fixed, while organic LinkedIn content and a prelaunch Google Form built the demand

Why more leads can mean less qualified pipeline, and how top sellers qualify early and clean up pipeline by deal age

Generative AI for comparison listicles and RFI answers, plus testing an AI feature before a large investment

Keeping the government business to fund a software rebuild, then using the sale proceeds for an acquisition

Why Chili Piper dropped its inbox product, moved into routing and scheduling tools, and runs on self-managed teams

From a $25/month round-robin tool to a multi-product platform: a $33M Series B and ACV up from $6k to $10.5k

Institutional capital, two acquisitions, AI automation, and a wider addressable market behind Reveleer's growth

A fast-release experiment framework, customer focus tied to revenue, and the CEO's role in capitalization

Moving from virtual job fairs to an all-in-one events suite by co-creating with customers

A weekly, monthly and quarterly operating rhythm, from Monday management meetings to quarterly reviews against plan

Why founders got 80% of PLG results: a clear market position, an intentional free model, and the Bowling Alley framework

Benchmarks for Rule of 40, 118% NRR, 89% GRR and customer lifetime, plus the goal-setting cadence behind them

Mapping the company, putting the right people in the right seats, and codifying processes to get unstuck

The team, idea and story behind Fello's growth since its October 2022 launch, from a flat org of experimenters to brand building

How Koncert moved from a human-powered platform to an AI one that is 80% cheaper, with a goal of lifting win rate from 30% to 50%

Programmatic SEO, tactical AI tools, backlinks, and five ways to optimize for LLM-driven search

Design costs, finding and briefing designers, giving feedback, and the last 10% rule that separates good from great products

Valuation discipline, choosing investors beyond price, and using a little debt alongside equity

A free scan with no credit card, plus education on ransomware and third-party risk that leads to paid plans

Five mistakes to avoid, the content formats that work, and how to repurpose one idea across LinkedIn, YouTube, X and newsletters

Scaling out of founder-led sales, making first GTM hires, and leading with customer value past $1M

A 3,000-member community, lead capture, and CRM follow-up produced $208K in 48 hours at launch

Standardize the sales process, map next steps to the customer's go-live, and shorten cycles without new tools

How to judge readiness, why early full-time hires backfire, why founders should lead recruiting, and what a hire really costs

Strategic buyers versus private equity, diligence readiness, and timing the market for a premium price

Profile setup, calls to action, and post formats, with 34,000 followers and millions in pipeline as the outcome

Stage-by-stage guidance on in-house hires versus outsourced engineering, from pre-seed to Series A

From selling data packages and APIs to WeChat distribution, and why online customer acquisition keeps getting costlier

Pendo's early growth: building a distinctive brand, creating inbound demand and raising win rates through positioning

Net dollar retention, growth rate, sales efficiency and the Rule of 40, plus the churn myths buyers ignore

Tie AI to one retention or growth metric, then implement, train the team, and apply it to RevOps

Document and visualize your sales process, set exit criteria, find bottlenecks and track leading activity before hiring reps

Why smaller buyers suit iterative products, and how to staff high-volume sales and raise revenue per customer

Why a single owner of sales and customer success improves customer fit, accountability, and installed-base forecasting

Interactive demo pages as an SEO engine: how they compare with blogs on signups and how to scale production

How product, media and community reinforce each other to compound acquisition, unlike a linear growth engine

Borrowing creator trust, picking partners by relevant metadata, structuring exclusivity and measuring results through conversion

Personalized product experiences, in-product meeting prompts, and how to sequence tests across the buyer journey

Pricing and packaging, a customer-lifecycle focus, clear operating roles and hiring for today's needs, across growth stages

A $3.25M acquisition at 6x ARR funded by debt without dilution, plus how payments revenue was built

Why signals beat lead scores, with examples across new business, expansion, and churn, and playbooks for reps

Shifting from growth at all costs to profitable growth through retention, unit economics, and payback periods

How the sales leader's role, early hires, capacity hiring and second-line managers change at each stage of growth

Education email courses give non-buyers a next step, pre-qualify leads, and plug a leaky website funnel

Reliability over technology, processes that stop scaling, and the discipline of reaching cash-flow break-even

Prioritize accounts by signals, move past opaque lead scores, use AI for account research and narrow your target market

Why leading indicators beat capacity models, shown by applying the SaaS 101 formula to a real 2023 plan

Community-led selling: finding prospects with keyword alerts, helping first, and turning referrals into pipeline

Founder-led LinkedIn, live sessions, partnerships, and an 80% planned, 20% experimental channel mix

A step-by-step framework from ICP definition to targeting, creative and measurement, built to start small and scale 100x

Why Issuu chose debt over equity, the covenant risks to watch, and how it ran an all-cash sale to Bending Spoons

ebsta's H2 2024 data shows 75% of reps missed quota and 34% of deals slipped

Funding a large acquisition from accumulated cash, and using interactive email to cut clickthrough friction

A five-person in-house SEO team, authority building, and how Omnisend adapts to AI Overviews

Coro's path from early security lessons to an all-in-one platform, and the market ambition behind its Series D

Erling Linde explains how his resume and case-study software for professional service firms reached $5.5M ARR and why he raised a $3M seed round.

Tim Schumacher explains how SaaS Group funds acquisitions from its balance sheet, buys 100% of each company and keeps it forever.

Casey Hill explains how ActiveCampaign uses LinkedIn, podcast guesting and performance-based influencer deals to drive growth.

Alessandro Chesser explains how Dynasty uses a free revocable trust as its acquisition engine, and how South Dakota irrevocable trusts can cut founders' tax bills at exit.

Tyler Denk explains how beehiiv layered an ad network, Boost recommendations and premium subscriptions on top of a SaaS email platform.

Nathan Latka hosts Lemlist, RB2B and ProductLed for tactics on warm LinkedIn outreach, freemium pricing and designing a free plan.

Rebecca Shostak explains how Flodesk pre-sold $19 plans from customer interviews and grew through affiliates and a viral email footer without outside funding.

Nathan Latka walks software founders through nine case studies, from Surfer SEO affiliates to Paragon LinkedIn ads and Ahrefs free tools.

Nine growth tactics compared by speed and cost, with worked examples in affiliates, webinars, content and marketplaces

A Founderpath webinar on nine founder strategy and marketing mistakes to avoid while scaling toward $90M in revenue

Rasmus Holst explains the bootstrapped path to $18M ARR, the $20M Series A, the Weekly10 acquisition and a sales model of 14 geographic hubs.

Niclas Lilja explains how he went from cold calling CFOs in 2017 to a B2B subscription billing platform, and how he prices, hires reps and sets quotas.

Nine case studies from $0 to $5M+ ARR, including a 7-step SEO system, instant CAC payback, and a 10x10 ad budget grid

Dreamdata co-founder Lars Grønnegaard explains how packages, monthly tracked users and add-ons drive upsells across 120 paid customers.

Austin Mac Nab explains how VizyPay funded losses with a $1.5M community bank loan, slowed hiring and built a 1099 residual sales channel while staying bootstrapped.

Nine founder hacks, including a LinkedIn post that drove $1M in pipeline and inbound conversion lifted from 0.8% to 4.2%

Adam Robinson explains how provocative Facebook ads, a tiny cold email team and a LinkedIn audience grew his company, and why hiring without processes set it back.

Inflectra CEO Adam Sandman explains the vertical sales model that closes $500K accounts without outside funding

Chili Piper's co-CEO on upskilling, prospecting flow, and getting 35% of pipeline from partners

Sisense co-founder Amir Orad shares hard-won lessons on people, product and go-to-market from two $100M+ SaaS companies

How Richpanel built an AI employee for product ops: its role, onboarding, weekly workflow, and tips

How Keap's product team uses onboarding coaches to guide new customers, shared by CPO Ammon Curtis

Mixergy's Andrew Warner shares a different way to run conversations with founders, using live examples from his interviews

Ben Murray's tech report findings: the top 5 tools to own, ERP versus point solutions, and the 4 key data sources

Bob Moore on RJ Metrics' $60M exit, the lessons behind Crossbeam, and how ecosystem-led growth works

Why culture, marketing and sales form a triangle, and how directory listings, store catalogues and CRM and POS partners drove growth

Why Cledara moved up to larger buyers, and the pricing, packaging, CTA, quota and buyer journey changes that followed

Chronicle Labs' Brian Belhumeur shares a repeatable testing framework from signup-flow work with Loom and Craigslist

A readiness checklist, plus how to choose senior or junior hires and what a bad hire costs

Why the old funding path is breaking for founders, and how no-code tools and AI assistants cut the steps from idea to launch

Costly UX mistakes, common design errors, and how one button change drove $300M in sales

How QuotaPath moved from a niche sales-comp tool to a must-have product, with the changes that tripled its close rates

A five-step path from process maturity to AI automation, billing use cases, and forecasting

How a $6M ARR B2C business uses AI tools, and what AI can and cannot do for a founder without a team

Dror Liwer on moving to 80% channel sales: how Coro picks partners by audience, incentives and reasons, and the KPIs it tracks

Design and experiment case studies from Loom, CIN7 and CallRail, including CAC reductions of 21% and 18%

Single Grain founder Eric Siu shows where AI already helps marketing teams in practice, from analytics to automation

Semrush's president on $49.95 pricing, a 40% affiliate payout, 116% NDR, and the IPO

Designed Minds founder Eunji Jeong on using brand storytelling to build customer connection and support growth

Why chatbots stopped working, how a single customer success story became the core offering, and why Chatfuel builds media, not marketing

Project 33's Finn Thormeier breaks down the founder-led LinkedIn approach popularised by Chris Walker, step by step

Comparison guides, convo ads, closed/lost campaigns, and B2B social: the playbooks MetaData used to grow 6x

Nine founder-strategy lessons from Cleeng's CEO, who has grown the company to about $19M in revenue

Greg Galant on Muck Rack's pivot to SaaS, the road from $1M to $50M ARR, and the $180M Series A

Ebsta's analysis of 5M+ opportunities, covering pipeline generation, qualification, and deal management

Why the question, the math, and the framing fail, plus referral behavior and leading indicators to track instead

Rows' CMO on going login-less, using conversion triggers and SEO to convert, and tracking power users

How acquirers read the SaaS M&A market: valuations, cohorts and financing signals, plus when to sell and how to de-risk

How mentors at each stage, from $1M to $50M+, helped Cognism's CEO avoid a scaling crisis

Shufflrr CEO James Ontra on building sales presentations that help close large enterprise deals

CyberSmart CEO Jamie Akhtar on the strategic bets behind a $300,000 MRR target and staying resilient into 2025

Line-by-line budgeting, hotel negotiation, and agenda tips from Offsite's CEO to cut retreat costs and raise ROI

How a podcast built £3M in pipeline and closed £250k in new revenue, and why enterprise deals differ from SMB sales

Jason Cohen on what changes after product-market fit, running quarterly one-pagers, and hiring managers and people better than you

Alvaria CEO Jeff Cotten on how a $350M software company brings new products to market alongside its core business

Jeff Mains of Champion Leadership Group names five founder-level obstacles that hold back a SaaS company as it scales

Jen Spencer of SmartBug Media covers eight metrics that tie marketing activity directly to pipeline and revenue

Jim Yu's lessons from $1M to $100M ARR, from team and cadences to leadership hiring and metrics

Distru co-founder and CTO Johnny Ji on how a lean engineering team scaled cannabis-industry ERP software to $7M ARR

Mighty Digits founder Josh Aharonoff shares the three financial metrics he tracks first when advising $5M+ ARR SaaS CEOs

Nine lessons from a CFO and COO on rebuilding the team, designing systems three years ahead, and planning for a Plan B

Potion CEO Kanad Bahalkar on using generative AI so a small team can take on far more work without hiring

Luzmo CEO Karel Callens on the low-cost organic growth tactics that tripled website traffic in one quarter

Lessons from Surfer SEO's bootstrapped path to $20M: late finance hires, cap table imbalance, and a Loom case study

Typeform's CEO on unifying teams, tech stack, and customer profiles into a single funnel in five steps

A patented approach that feeds CRM outcomes back to ad platforms as predictive conversions, to lift revenue from digital ads

Kristian Marquez of FinStrat Management on the benchmarks that keep a SaaS budget grounded in real numbers

Lemlist's playbook: community, Product Hunt, LinkedIn, mini tools, acquisitions, and turning down $30M

Owner.com's CRO on saying no, running a monthly cadence, and documenting everything to scale a lean SMB sales motion

Pavilion's VP of Growth, Laura Guerra, walks through the go-to-market approach behind its first 300 paying members

Liam Martin's takeaways from Time Doctor: build camels not unicorns, make EBITDA, and put PLG before sales

How search-intent research and human-sounding content built Orum's SEO engine, and what happened after the engagement ended

A people playbook for both sides of a deal: day 1 communication, change management, and culture integration

Matt Wolach's three tactics for closing earlier: TTK, the pain/solution recap, and BAMFAM

Fresh Relevance CEO Mike Austin on how a partner-integration strategy drove growth and set up the company's acquisition

How SaaS Talent's founder, Mike Bertoni, finds and reaches top candidates with narrowly targeted recruiting

Five benefits of a playful brand, from the PandaDoc name to joking about competitors, and what it did for revenue

Cleverly CEO Nick Verity shares the LinkedIn playbook that fills his pipeline with about 50 sales-qualified leads a month

Oana Manolache of Sequel.io explains how webinars drive pipeline and what her team did across one year

An investment banker at GP Bullhound lays out what bootstrapped founders should weigh before an acquisition or funding round

The founder skill mix, a $14,186 launch day, a 7-day email sequence, and the daily and weekly rhythm behind ListKit's first $1M

Why video, live digital events, and a content engine became Goldcast's answer to crowded SaaS and weak outbound

Build a better product from user feedback, create product-led content like tools and videos, and publish your own data studies

Multiply GTM founder Paul Self on using his own revenue-planning product to build the model that supported a seed raise

What employee turnover really costs, and low-cost retention levers: value-based hiring, transparent pay, flexibility and fewer meetings

Peep Laja on no-code MVPs, selling before building, and growth drivers like product-led ABM

Carta's Peter Walker uses fundraising data to show how much dilution SaaS founders should plan for at Series A

Prashanth Chandrasekar, CEO of Stack Overflow, on turning a developer community into the base for a $100M+ SaaS business

Appcues content director Ramli John on the tactics behind lifting product adoption among new and existing users

G2's VP of Revenue Marketing, Robin Izsak-Tseng, reviews case studies that show what strong B2B software marketing looks like

Wing Assistant's playbook for the climb from $1M to $25M GSV: set up analytics early, hunt inefficiencies, capture bottom-of-funnel demand

ZenBusiness CEO Ross Buhrdorf on the path from HomeAway's $3.9B sale to building a $60M+ revenue small-business platform

Growth hacking to $1M ARR, 10 profitable channels, VC at no more than 1x ARR, and the near-sale to Salesforce for $95M

Omnisend CEO Rytis Lauris on the SEO philosophy behind the rankings of a $50M-revenue company

OKRs, one silver-bullet initiative per function, and founder-led innovation: Frontegg's operating playbook

Pavilion's path from bootstrapping to a $25M raise, then a post-investment pivot built on frameworks and customer-driven growth

Patra's RevOps head on lining up sales methodology, process, and technology as one system

Lessons in growth based on ChartMogul research

Beamer CEO Satya Ganni explains how two product-led growth companies were acquired and merged into one business

PAR's CEO on a $200M turnaround, 20x EBITDA acquisitions, and why he tracks ARR per share

Score your GTM as sloth, camel, rocket or cheetah, then move from spray and pray to account-based selling in a few steps

What to hire for at $1M, $3-5M, and $5-10M ARR, and how to spot a bad hire early

Founder Stijn Hendrikse shares the T2D3 planning framework from his time at Microsoft, now used by 12 SaaS startups

These 3 Metrics Are Key Leading Indicators in 2024

Victor Cheng on the causes of the $5M ARR plateau and the changes founders can make to get moving again

Wes Bush's nine-part Product Led System, from winning strategy and simple pricing to an elite team

A Voice of the Customer playbook from Launch by NTT Data, tied to a 140% revenue lift and a 30-point NPS gain

Railsware CEO Yaroslav Lazor on turning scattered business data into clear signals a SaaS team can act on

David Tabachnikov explains how Scholarship Owl charges brands like Samsung per scholarship application and uses non-dilutive capital to buy student traffic ahead of subscription revenue.

Alex Schwartz explains how Fundkite prices revenue-based finance deals, manages defaults and write-offs, and automates underwriting.

Jay Ackerman explains Reveleer's move to per member per month pricing, two acquisitions, and a debt facility from Hercules.

Nine founder tactics in three parts: converting traffic, landing more customers, and $1M+ revenue ideas such as buying competitors

David Daneshgar explains why he left BloomNation, which raised about $20M, to bootstrap Whippy, and how outbound outreach to a competitor's customers landed its first use case.

Griffin Parry explains how m3ter turns product usage and pricing data into bill amounts for complex B2B software companies, and why building that billing infrastructure needed $31.5M of outside capital.

Alexandre Abu-Jamra explains how Klooks crawls, structures and quality-checks financial statements of private Brazilian companies and sells them as data, services and SaaS through direct sales and resellers.

Nine tactics in three parts: more traffic, closing your next 100 customers, and adding your next $1M in revenue

Zeb Evans explains how he self-funded ClickUp to cash flow positive, organizes engineering into small feature squads, and uses M&A to buy time.

Wade Foster explains how Zapier passed $50M in ARR with a self-serve product, a fully remote team of about 200 people and logo churn under 5% a month.

Jason Zintak explains how 6sense scaled field sales on a 1 to 1.1 magic number while keeping burn near $1M a month.

Godard Abel explains how G2 is expanding beyond software reviews with G2 Track for SaaS spend and by licensing its software taxonomy to partners and investors.

Amit Bendov explains how Gong reached a $2.2B valuation with 150% net dollar retention and an NPS of 72 while still running on its Series B money.

Loom co-founder Shahed Khan explains how viral product loops grew Loom to 1.1M registered users with no paid marketing before it launched Loom Pro, its first paid plan.

David Okuniev explains how he runs a tiny R&D team inside Typeform to launch new products like VideoAsk and Relayed.

Nine acquisition channels from Blackthorn, YouCanBookMe, and Loom's first head of growth, with tactics for each

Nicolas Vandenberghe explains how Chili Piper cut its team from 225 to 150, became cash positive and nearly doubled ARR with a multi-product approach.

Growth playbooks from iContact, Expandi, and QuestionPro: paid ads at $50M ARR, an $8M org chart, and SEO versus ads

Nine growth tactics by stage, from automatic SEO and white labelling to affiliates, compare pages, and niche monopolies

A buyer-list script, a data room structure, and a deal process for getting offers, indicative terms, and term sheets

A chief of staff's 1:3:1 approach to faster CEO decisions: pre-frame the ask, bring proof, and request exactly what you need

Three things that failed and three that worked across product, making money, and people and culture at a profitable 12-year-old company

Disclo's human-centred sales approach: talk to real people, tailor demos to the buyer, and mobilise champions to close a six-figure deal

Netcore's route to $100M ARR through multi-product expansion, four acquisitions, a profitability narrative and employee-centric retention

Why remote companies can be 13% more productive, and how written, asynchronous communication holds a 46-country team together

Why profit units beat options for LLC bootstrappers: staff stay W2, gains get capital gains rates, and the cap table stays simple

Founder-led sales for the first 30 B2B customers, scaled automations, and an 84% repeat usage rate behind the 12-month ARR climb

Backblaze's CEO on when to go public, how much it costs, and how to reframe your story rather than rewrite it for investors

Employee supremacy: ranking employees ahead of customers and shareholders, and how that shapes hiring and decisions at The Receptionist

How Parting Pro became unfundable in 2022, then cut expenses and tracked runway in months to build a funeral SaaS without VC

How Living Security created a niche in enterprise security, raised $25M, and shifted from growth at all costs to efficiency

Why ARR per FTE suits AI companies better than burn multiple, and how FINDMINE hired for talent and kept diversity

Four questions to close SaaS deals, hiring playbooks from $1M to $10M ARR, and the changes behind an 852% SDR productivity gain

Usage-based, value-based, and three-prong pricing, plus onboarding and upsell methods behind $100K+ customers and 20% yearly expansion

Nine bootstrapped companies from $600K to $27M ARR and the playbooks they used, from compare pages to white label and affiliates

Nine real examples: buying a $500K ARR competitor for $200K cash, $5M P&L lessons, and contracts you can reuse

Why 85% of SaaS companies never reach $1M ARR, from the co-founder of Upekkha's SaaS accelerator

Who owns what in the pipeline, when to hire SDRs, and how a marketing SDR lifted MQL to SQL by 50%

The founder disciplines behind Kovai's bootstrapped growth past $10M ARR

Three demand generation tactics from Sprinto's head of marketing and growth

Three forecasting frameworks for the first three years, from cohort analysis to capital efficiency, plus how to set targets for the board

Lessons by stage, from friends-and-family customers to hiring professionals once you reach $10M ARR

Three triggers that signal the moment, plus how in-house and fractional CMOs compare

Sprinto on selling to larger customers: a sharper ICP, compliance features like ISO 27001 and RBAC, and a repeatable review loop

Five revenue growth lessons drawn from analyzing 3M+ deals at ebsta

Four discovery questions that quantify pain and surface the compelling event, drawn from Chris Orlob's years selling at Gong

People, process, and performance practices, from manager sessions and team rituals to V2MOMs

DPOrganizer's CEO on nine asks for your best customers, and what to offer them in return

Why free software can anchor a growth strategy, how to convert visitors into revenue, and when to build or buy

Co-create with customers, validate fast with paid media, and land a first $100k deal: five CEO lessons from $0 to $20M ARR and beyond

Chili Piper's co-CEO on $60M in secondaries, layoffs and the return to cash-positive

Customer obsession in practice: jobs to be done, a five-by-five-by-five framework, and what SecurityScorecard learned from bad decisions

Nine operating practices across culture, strategy, and customer value, from mission to financial model

The CFO tech stack, the productivity killers that eat up to 20 days, and KPIs that go beyond the usual finance metrics

CB Insights CEO Anand Sanwal's list of 68 mistakes that hold SaaS growth back

Calvin Correli of Simplero on turning fear and a victim mindset into honest storytelling, taking revenue from $200K to $2.2M

A practical look at initial modeling, 30-to-90-day budgeting, variance analysis and KPIs like the Rule of 40

Early capital constraints, team culture, and ownership decisions, plus why to understand investor incentives first

M&A as a growth strategy to $5M ARR, and the numbers behind doubling from $50M to $100M

A 5M euro raise in 2018 pushed Cleeng toward bankruptcy by 2019; Gilles Domartini explains the bootstrapped reset that followed

Cold, warm and social outreach, content at scale and product-led growth tactics used to build Testimonial.to past $1M ARR

Remote's five values, async-first meeting rules, and a culture of documentation

From a services business to $5M+ ARR in software, told by Streamline Health's Chief Strategic Officer

A media arm inside Gainsight that built a $1B brand, told by AudiencePlus CEO Anthony Kennada

Issuu's 'ProGro' mindset, pricing and restructuring decisions, and how the strategy was shared company-wide

Who to hire, how to source and message candidates, and why to close early, drawn from building CSM teams at Rippling and Gorgias

Wing Assistant's Founder & CMO on the marketing analytics behind the jump

Raising a $15M Series B while talking to hundreds of VCs: choosing the right match, closing the deal and allocating the funds

Vouris CEO Kyle Vamvouris on using sales data to grow revenue with the reps you already have

PAR Technology's CEO on why a public company chose SaaS, and how revenue mix and capital allocation support the shift

Invest in the product, keep selling the vision, and see how Authenticx raised its valuation 50x

Both sides of continuous integration, plus a four-stage learning cycle from early adopters to scale

Launched in 2018 with no VC and 100% founder equity: the acquisitions, pricing and org design behind it

Trusted CMO's founder on the marketing foundations needed to grow from $200K to $2M

Five deal-killing mistakes, from shallow problem discovery to demoing too early, and how to qualify for executive sponsorship

A founder-led recruiting approach: why high performers join startups, the 4-year tour of duty, and keeping alumni as allies

OpenView's Kyle Poyar on product-led growth in its new era

How Metadata went from $2M to $12M ARR, nearly ran out of money, and adapted from hypergrowth to a down market with PLG

A diagnose, implement, optimize approach that finds data, strategy and process gaps in your sales playbook, from vFairs' CEO

A Luxlock tactic for growing MRR 10x from customers who joined at a discount

From finding your why to ringing the bell: how Backblaze decided, prepared, and executed its IPO

Time Doctor co-founder Liam Martin on reaching $20M ARR with asynchronous work

How Tally pivoted during COVID, launched on Product Hunt, and scaled support, engineering, and marketing

SalesScreen's CEO on the culture that produced $150K in ARR per employee at $8M ARR

Three phases from $0 to $50M ARR, leading versus lagging KPIs, and how to secure your sales hiring process

What to upsell, how to get a foot in the door, and why bundling pays off with existing customers

Tactics that wasted time, and the odd ones that worked: a 500K WAU Chrome extension and a Jasper partnership

Narrow your ICP and fill pipeline to grow; raise quotas and span of control to run efficiently

The adaptive market engine, enterprise sales OS, and event-led growth, plus podcast and referral plays

Map inputs and outputs to find margin leaks, then monitor the levers monthly and align your team

A worldwide hiring model that drew up to 400 applications a day, plus retention, client and incentive lessons from Dingus and Zazzy

Chili Piper's co-CEO on how the team measures the impact of its brand investment

N.Rich's CEO on using intent data to lift SDR output by 320%

Cledara's founder on the 4 P's framework she used to market through a downturn and close a $20M Series A

Pros and cons of each path, a way to test whether VC is an option for you, and what to do if neither fits

How to find, nurture, and empower your biggest fans, with Notion as the example

Recession-proofing lessons drawn from Paddle's data on 35.7K SaaS companies

A behind-the-scenes look at the ThriveCart exit, from FE International's CEO

Finding a seller who would accept under 1x revenue, funding the purchase with debt, and shifting perpetual licenses to recurring fees

Lessons from Surfer SEO's partnership strategy, shared by Head of Innovation Michał Suski

Blackthorn's CEO on dropping unclear products, buying instead of building, defining an ICP and selling a clear customer benefit

Set up a pricing committee, define value metrics and packaging, then apply pricing and localization tactics

Why product and engineering drifted apart at Symba, four hard lessons, and how a 6-month roadmap rebuilt alignment

How we hit $1.7M profitably with only 6 FTEs and plans to scale profitably by 5x YoY

Five retention lessons from three pivots at Seven Lakes: finding organic talent, preventing burnout, normalizing emotional hygiene

Lessons from raising $500M, shared by SaaSCFO founder Ben Murray

How Single Grain drove 20 million visits, why a media moat matters, and how to invest in growth channels with an SEO lens

The 5-step product story framework behind Beezop's launch, with the results and 6 lessons learned

Three founder mistakes, the pain line and the 1-3-1 rule from Dan Martell's experience exiting 3 SaaS companies

Ten commandments for Series A marketing, from CFO collaboration and price increases to cohort analysis

A strategy view from SkyHive on skills agility as a differentiator for SaaS companies in 2023

LinkedIn targeting tactics from Expandi that hold up despite the 2021 platform changes

Building an enduring, bootstrapped, profitable and valuable SaaS business

Why a CEO with 25 priorities stalls, and how Mode simplified by doing more of what already worked

Five levels of client-facing analytics, from tailored basics to embedded, actionable, and self-serve

Find your way out of a growth stall in 6 weeks

Sales and marketing tooling for each stage of growth, from $1M to $100M+ ARR, per SaaScend

Lessons across product, finance, and people: value-driven MVPs, balancing debt and equity, growth-based hiring

Collect founder Alex Delivet shares the onboarding playbook behind a $1M customer experience

Going from 1 product to 7: partner first, buy later, segment carefully, and compound revenue

The YES! Box, going small for 10x more business, irresistible offers, and strategic partnerships

Benchmarks to hit: 20%+ TAM growth, 50%+ gross profit, 95%+ GRR, and 110%+ NRR

Brainstorm metrics, spot when you are ready to scale, and see what product-market fit looks like in the data

Get through the rocky start with culture intact, then push past product-market fit toward 100% retention

Offsite's CEO on what $4M of client offsite spending taught him about running team retreats

Why video matters, how to reach 100,000 followers, and tactics like going live for a 9am to 5pm audience

As funding, tools and barriers to entry ease, company velocity, OKRs and fast customer value become the lasting edge

WeSpire's founder on what measuring psychological safety taught the team at $4M ARR

A product roadmap talk from Pixels for Humans' Strategic Partner and CEO Heather O'Neill

A Customer Validation Framework, mutual action plans and a LinkedIn playbook behind 3,600% more engagement, from Dealpad's CEO

A commission-only outbound model that books 100 demos a day, plus how Referrizer hires, tracks, and coaches callers

TaxTaker's 5-part customer journey map, affiliate partnerships and product machine, built on just $1m raised

Armando Biondi on growing to 750k monthly visitors, the 4 qualities of a strong lead and 3 KPIs worth tracking

Unconventional growth ideas, how to pick a financial partner who lets you be yourself, and the case for productized services

Revenue-based financing options compared, with tips on where to put the cash, who to rely on, and which terms to watch

A press-release template, a $50k domain-name bet and an MVP built in 72 days for under $30k

A fractional CFO's playbook for forecasting, framing your numbers as a story and avoiding common pre-raise mistakes

Buying a SaaS company with equity and bank debt, growing it through M&A, and managing it toward a sale

A free Excel model for profit sharing across 10 employees, an 8-page team explainer and open salaries

Why subscription and annual upfront agreements matter, how to avoid the services trap, and what a minimum viable team looks like

OEM versus VAR partnerships, the royalty and ownership terms to negotiate, and how an ERP shortened Hotel Investor Apps' time to market

What a simple question revealed about product-market fit, how to pivot from a product nobody wants, and tripling ARPU in under 6 months

From a failed side product to bootstrapped growth: fast shipping, SEO-led acquisition and competitor research

Surefire Local's shift from managed services to SaaS, with a repeatable transactional sales motion, KPI discipline and timed debt capital

Referenceable customers and a 14-page process: how TimeControl stays profitable with the founder holding 100% of equity

Tacit knowledge, easy-to-update process automation and a broader view of what to outsource, from SupportNinja's founder

The "Media Moat" model: content builds demand, data subscriptions monetize it, and CAC goes negative

Why "best practice" solves the right problems the wrong way, plus a step-by-step hiring process for revenue teams

What Grasshopper's founder checks when buying companies: addressable market, ROAS and 11 metrics that raise your exit value

Why self-service freemium capped LTV at Crystal, and how its PLG funnel now feeds B2B sales at about 4x LTV

Why a DIY SaaS product hit a retention ceiling, and how embedding services into a blended model broke through

Ramp's operating model: single-threaded teams, fast release cycles, automated feedback, and OKRs, shared by its head of product

Niche messaging, quantified ROI and customer proof for enterprise sales, plus operating through the war in Ukraine

The defensive moves, receivables financing, and AE incentives that took Metadata from near cash death to a $40M Series B

Three paths to growth, three talent principles and the lessons G2's founder borrowed from the best

How ZoomInfo's CEO structured a secondary, used debt without giving up upside and managed on operating metrics before IPO

Bridget Harris of YouCanBookMe walks through the profit stack behind the profit-sharing plan she launched at a $3m ARR SaaS company

How eCourtDate won public bids, expanded contracts, and adapted referrals and SEO to the government market

Hiring international developers, building an outbound sales team and the LOI Cognism used to buy PLG rival Kaspr

Why scaling is less linear than it looks, plus product-market fit, fundraising readiness and knowing your investor

Following the cash on a first pivot, picking who to imitate and the market research behind Limelight Health's exit

Skypad's CEO on turning a setback into a retailer opportunity, setting sales incentives and tracking metrics that drive 140% NDR

What drove $1M a month of burn, how Tenfold got closer to breakeven in 12 months, and what the buyer valued at exit

Long-term organic traffic, simpler forms and fast follow-up: the three levers behind a one-person lead engine

A sale to EMC, 400+ investments as an advisor, and the new market that pulled him back in with $12.5M

Why Accelevents made customer experience its main feature: 'supported PLG' drove 25% of new business

How a services business reset into a $1M SaaS pivot, and how $4.38M of debt was converted into 8.5% equity

An MVP built with contractors, automated customer success, and why he took a secondary at a $50M valuation while profitable

Multi-year contract costs, why working capital can beat cash, and how to blend capital sources, from a lender who has underwritten $250M

The five phases of a business operating system, how community drove growth, and the metrics investors cared about

Beefree CEO Massimo Arrigoni on budgeting a remote team retreat, bootstrapping with credit, and what freemium taught them

First 100, 1,000 and 3,000 customers, handling churn, and lessons on term sheets and LOIs from Review Wave

How DocSales found hidden churn by splitting customers into cohorts, mapped journeys, and aligned every team on shared KPIs

Why WhatConverts stayed bootstrapped: fast support, public revenue storytelling and an agency focus that reached 40,000 companies

How Folderly pre-sold $100K of services, structured its cap table, and spun out a SaaS without raising money

PandaDoc's operating framework, communication habits for teams from 0 to 750 people, and the KPIs behind a $1B valuation

The inbound funnel, customer reference squad, and review email copy behind vFairs' growth from $1.7M to $30M+

From a sales-team problem to a new category: paid early customers, a $20k first deal and a $33m secondary

An early option and incentive pool, mission-led hiring and the non-financial side of motivation at X0PA

OnBoard from $15M bootstrapped revenue to a $100M PE raise: a clean cap table, deal-ready unit economics and the eScribe deal

Nine ideas and systems for remote culture, from recurring collaboration to weekly accountability and recognition

Partner ecosystems, community investment and financing as a tool: Keboola's approach to building a data platform

How to find a pilot customer, upsell agency clients into SaaS, and avoid the early mistakes Rajeev made

Analyst relations, event marketing, buyer relationships and the three mistakes that cost a $1B exit

A Fiverr-built product, partner promotions and customer webinars: the playbook behind PPC Ad Lab's accidental SaaS

How unbiased customer research, verbal feedback loops, and margin discipline shaped Trust Keith's MVP, and its ACV rise from $3K to $28K

Setting a simple price, planning the customer migration and measuring cohort returns on a micro-acquisition

Co-create with your audience, run a survey, and publish the findings: the pre-launch campaign behind Growmotely's waitlist

Taking on rivals with 20x the headcount: a sharp USP, low churn, strong online reputation and strategic partnerships

Hackathon rules, multiple awards and cross-sell ideas: how Vroozi runs internal hackathons to keep innovating

A pre-launch outreach plan, micro-influencers and customer communities, including how Expandi got its first 150 beta users

How Verblio recruited its first 10 writers and built a 40-person team on a small budget by hiring for traits and values

Six loans totaling $2.25m from Founderpath, and the prepayment and draw fees to check before you borrow

Pendo's CEO on flying out to close an early deal, interviewing nearly every hire and the CSM ratios behind $100M ARR

The $1 offer structure, three upsells that lifted order value to $100, and why instant CAC payback matters

Why QuestionPro stays frugal without being foolish, how it acquires smarter people, and what worked from $0 to $1M

Five audiences to grow, a repeatable content process and the conversation starters behind a 40%+ response rate

A budget playbook for B2B influencer marketing: get accepted by your niche, run a podcast, win at trade shows