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The SaaS Podcast: Build, Launch & Scale Your SaaS

The SaaS Podcast: Build, Launch & Scale Your SaaS

By: Omer Khan
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 Build, launch, and scale your SaaS with real strategies from founders who’ve actually done it. Honest conversations about what’s working in SaaS growth, recurring revenue, and building products people want. The SaaS Podcast shares in-depth interviews with proven SaaS founders and entrepreneurs, where we unpack the real stories behind the wins, failures, pivots, and lessons learned along the way. You’ll discover practical insights you can use to get traction, reach product-market fit, grow your MRR, and scale your SaaS — including how to leverage AI without the hype. Hosted by Omer Khan — SaaS founder, advisor, and creator of SaaS Club — helping thousands of founders build and grow successful software businesses. New episodes weekly. Follow the show and start leveling up your SaaS. Economics Leadership Management & Leadership
Episodes
  • 465: Enterprise Sales Strategy: Closing Deals in 9 Days | Briq

    465: Enterprise Sales Strategy: Closing Deals in 9 Days | Briq
    Dec 11 2025
    Bassem Hamdy helped scale Procore to $100M ARR, but his own startup almost failed when investors forced a pivot. After firing 200 people to regain control, he ignored the "expert" advice and returned to his original vision to build an 8-figure AI automation platform. In this episode, Bassem (CEO of Briq) reveals why "listening to the customer" often creates a Frankenstein product. Learn how he closes Enterprise deals in just 9 days using a "micro-value" strategy, why he downsized the team to increase revenue per employee, and the danger of selling to corporate Innovation Teams. 🔑 Key Lessons 🐘 The "Elephant" Trap: Why building exactly what customers ask for creates "bandages on bullet holes" instead of a scalable product. ⚡ 9-Day Enterprise Close: The "Land and Expand" strategy that bypasses long procurement cycles by selling micro-value first. 📉 The Failed Pivot: How investor pressure for "Daily Active Users" led to a forecasting tool that nearly killed the company. 🚫 Innovation Teams: Why selling to the "VP of Innovation" is a trap and how to find the real economic buyer (the CFO). 📊 Revenue Per Employee: Why he stopped measuring success by headcount (300 employees) and focused on efficiency (100 employees). 📖 Chapters Introduction & Welcome Is AI "Human Replacement" Software? The "Construction Data Cloud" Idea (And Why It Failed) Finding the Wrong ICP The "Agile" Trap: Why most product teams are actually doing Waterfall The Investor-Forced Pivot to Forecasting How to Close Enterprise Deals in 9 Days Selling on "Vision & Value" vs. Features SaaS Pricing: Moving to Tokenization & Consumption The Danger of Custom Features & Innovation Teams The "XY Problem": Digging Deeper into Requests Why Headcount is a Vanity Metric This episode is brought to you by: 💖 Gearheart → Book a free strategy session + get 20% off select services 🚀 SaaS Club Launch → Build your SaaS to $10K MRR Resources: 🎧 Full Show Notes: saasclub.io/465 🎤 Subscribe to the Podcast: saasclub.io/subscribe 💌 Get weekly 5-minute SaaS insights: saasclub.io/email 💡 Join the SaaS Club founder community: saasclub.co/plus
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    50 mins
  • Founder-Led Sales: Landing Instacart & LinkedIn Without a Sales Team | Nexla

    Founder-Led Sales: Landing Instacart & LinkedIn Without a Sales Team | Nexla
    Dec 4 2025
    Saket Saurabh defied standard SaaS advice by skipping SMBs and selling directly to Enterprise giants like Instacart and LinkedIn from day one. Here is the "Enterprise First" strategy that allowed Nexla to become cash flow positive with multiple 7-figures in revenue before their Series A. In this episode, Saket (Co-founder & CEO of Nexla) breaks down exactly how to navigate complex corporate buy-cycles without a track record. Learn how he used "consultative selling" to close 6-figure contracts, the "Magic Moment" live-coding tactic that won Instacart, and the painful "Zero Salary" pivot the founders took to save the company and hit profitability. 🔑 Key Lessons 🏢 The "Enterprise First" Bet: Why targeting SMBs would have failed and why he went straight for the Fortune 500. 🪄 The Magical Moment: How his co-founder live-coded a fix during a pitch meeting to close Instacart. 📉 The Hard Reset: Cutting founder salaries to $0 and downsizing to achieve cash flow positivity. 🤝 Founder-Led Sales: How to sell "Build vs. Buy" to technical buyers who think they can do it themselves. 🧠 Nvidia Lessons: The "Critical Path" advice from Jensen Huang that guides his leadership today. 📖 Chapters Introduction & The "Profit" Quote What is Nexla? (Solving the Data Fragmentation Problem) The Origin: From Ad Tech to Data Infrastructure The Contrarian Strategy: Why "Enterprise First"? Landing the First Customer (Instacart) The "Live Code" Sales Demo Strategy Figuring out Enterprise Pricing & POs Founder-Led Sales: Closing the First 15 Customers Overcoming the "We Can Build It Ourselves" Objection The Pivot: Going "Zero Salary" to Hit Cash Flow Positive The Impact of AI on Data Engineering Lightning Round: Best Advice & Productivity Tools This episode is brought to you by: 💖 ⁠Gearheart⁠ → Book a call + get the first 20 hours of development free 📡 ⁠⁠⁠Signal House⁠ → ⁠⁠⁠Learn more and get a demo 🚨 ⁠⁠⁠⁠NordStellar⁠⁠ → ⁠⁠⁠⁠Book a demo and get 20% off with code blackfriday20 Resources: 🎧 Full Show Notes: saasclub.io/464 🎤 Subscribe to the Podcast: saasclub.io/subscribe 💌 Get weekly 5-minute SaaS insights: saasclub.io/email 💡 Join the SaaS Club founder community: saasclub.co/plus
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    42 mins
  • 463: Escaping the "Consulting Trap": How to Pivot to $1M ARR - with Ibby Syed

    463: Escaping the "Consulting Trap": How to Pivot to $1M ARR - with Ibby Syed
    Nov 27 2025
    Ibby Syed spent 18 months building a customer analytics product that hit $150K ARR—only to realize he'd accidentally built a consulting business, not a software company. Then his co-founder wrote 100 lines of code using the OpenAI API, and everything changed. In this episode, Ibby shares how he and his co-founder pivoted from a struggling analytics tool to building Kotera, an AI agent platform that crossed 7-figures in ARR. He explains why most vertical AI startups will grow fast and die, and how teaching customers to build their own agents created a more scalable business. You'll learn: How to use LinkedIn outbound with an 8-10% response rate to book 25+ customer interviews per week Why early revenue can trap you in a "local maxima" and make pivoting harder How 100 lines of API code outperformed a bloated data science solution and triggered a pivot Why sending prospects actual value (like leads) beats generic pitches in today's saturated market Why building horizontal tools may be more defensible than vertical AI solutions Full show notes → saasclub.io/463 This episode is brought to you by: 💖 ⁠Gearheart⁠ → Book a call + get the first 20 hours of development free 🚨 ⁠⁠⁠⁠⁠NordStellar⁠⁠⁠ → ⁠⁠⁠⁠⁠Book a demo and get 20% off with code blackfriday20 📡 ⁠⁠⁠Signal House⁠ → ⁠⁠⁠Learn more and get a demo Get weekly SaaS lessons and new founder stories → saasclub.io/email
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    57 mins
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