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Building in an AI World

AI is changing how SaaS gets built, priced, and used. Your playbook needs to evolve too.

Every week, we're talking to founders who are adapting and winning right now. Some are using AI to build faster. Others are rethinking their pricing, positioning, or entire business model. Their real lessons become your advantage.

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Real-Time Lessons from the Front Lines

We interview founders navigating today's SaaS landscape every week. You get their hard-won insights before they hit blogs or headlines.

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Human Guidance Over Hype

AI can give you answers. But founders who've been in your shoes bring context, empathy, and judgment that only comes from real experience.

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Navigate the Changes Together

The founders pulling ahead are the ones figuring out what works fastest. Get connected to a community actively testing and sharing what succeeds.

Learn from founders who've done it

Every week, we go deep with SaaS founders on what actually worked. Not theory. Real stories from the trenches.

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Sarah Ahmad, Stable

How to Validate a SaaS Idea With Zero Code

Sarah Ahmad and her co-founder Colin met freshman year of college and moved to San Francisco to work as engineers. They quit their jobs to build Mistro, a platform providing benefits for remote teams internationally. They got into Y Combinator's Winter 2020 batch, raised a pre-seed round, and had paying customers. Then COVID hit. You'd think a remote work tool would thrive when the entire world went remote. Instead, it was silent. They couldn't even give the product away for free. COVID had pressure-tested their product-market fit and exposed the truth - nobody needed what they were building. Sarah went back to basics. She ran discovery conversations with hundreds of operations managers and founders. One problem kept surfacing: companies without physical offices didn't know what to do about their business address and physical mail. The incumbents in the space had been around since the 2000s with clunky software. Nobody was raving about them. Instead of making the same mistake again - building a full product before validating demand - Sarah took a completely different approach to SaaS product validation. She posted a simple landing page in the YC community. The response was immediate. Dozens of founders emailed saying they needed it tomorrow. The first version of Stable was embarrassingly manual. A mail partner in San Francisco, Google Drive for document storage, Zoom for onboarding, and a Stripe link for payment. Sarah was manually emailing customers when mail arrived. They ran it this way for the first 100 customers before writing any code. Today, Stable is the leading AI-powered virtual mailbox for businesses with over 10,000 customers, 8-figure ARR, and a team of 50-60 people. They operate in 20+ locations across the US with processing centers in the Bay Area, New York, and Dallas. Their customers range from solopreneurs to enterprises like DoorDash, Realty Income, and GitLab. In this conversation, Sarah shares how the SEO playbook that built the business stopped working when AI overviews took over Google search results, why physical operations are her moat against AI disruption, and the moment she had to shift from product building to company building.

Zhong Xu, Deliverect

Why SaaS Distribution Matters More Than Your Product

Zhong Xu is the co-founder and CEO of Deliverect, an operating system for restaurants that connects digital sales channels like Uber Eats, DoorDash, and Grubhub into one place. Zhong's father immigrated from China to Belgium with nothing. He washed dishes in a Chinese restaurant, saved enough to open his own, and taught himself C++ from a book so he could build his own point-of-sale system. He pushed Zhong into the business early. By 14, Zhong was helping run the restaurant. By 16, he was building websites for Chinese restaurants across Belgium. By 18, he'd built over 1,000 of them. He went on to study software engineering and built one of the first iPad POS systems. He coded the whole thing himself over nine months while working full-time with a three-and-a-half-hour daily commute. In 2014, that company merged with Lightspeed. Five years later, Lightspeed IPO'd. But Zhong wasn't done building. He kept hearing the same thing from restaurant owners. Delivery platforms were taking over. Orders were pouring in from five or six different apps, and nobody had a way to manage it all. So in 2017, he left and started Deliverect. This time, he didn't spend nine months coding before talking to customers. He went out and signed up 50 to 100 restaurants first. Behind the scenes, his team was processing orders manually. It looked automated. It wasn't. But it proved the demand was real before they wrote a single line of code. Then he figured out the SaaS distribution channel that would change everything. Instead of signing restaurants one by one, he partnered with POS companies. Ten partners each bringing in 100 restaurants a month beat doing it alone. When COVID hit and restaurants scrambled to go digital, Deliverect was exactly what they needed. They opened 10 new offices in a single quarter to get ahead of local incumbents. Today, Deliverect serves over 80,000 restaurants across 50 countries with 450 employees. They've processed over $25 billion in orders and are approaching $100 million in ARR. And now Zhong is racing to build an AI intelligence layer for restaurants before the whole industry gets commoditized. Because as he puts it, infrastructure alone is forgettable - the value is in the SaaS distribution channel that controls the intelligence.

Joel Griffith, Browserless

$200 First Customer to $4M ARR Bootstrapped SaaS

Joel Griffith is a jazz trumpet player who taught himself to code. Before building his bootstrapped SaaS, he went through five or six failed B2C business ideas. Then he had a realization - the problems he understood best were the ones he dealt with every day as an engineer. The idea came from a side project. He was building a wishlist app and needed to pull product data from retail websites. That meant running a browser in the background to load pages and extract content. It was a nightmare. The browser would crash, run out of memory, and nothing worked reliably. He went to GitHub and sorted issues by most commented. They were all engineers struggling with the same thing. So he pivoted. Instead of building the wishlist app, he'd build the infrastructure to make browsers work reliably for developers. His first customer paid $200 a month. Total infrastructure cost was $50. He was profitable from day one. But growth was painfully slow. He ended his first year at about $1,000 in MRR. It took three years of working nights and weekends, writing blog posts, answering questions on forums, and building in public before he hit $500K in ARR. Even then, he waited an extra six months because COVID hit and he wanted a safety net before going full-time. He ran the business solo, getting to $60K in MRR as a one-person operation. But he eventually hit a wall - he didn't know how to hire, sell, or build a team. So he partnered with a small firm called Polychrome to handle the operational side of the business. Then AI changed everything. Joel had spent years building infrastructure for web scraping and testing. Now AI agents needed browsers to navigate websites, fill out forms, and interact with systems that don't have APIs. A whole new category of demand showed up almost overnight. Today, Browserless is approaching $4 million in ARR with a team of under 10 people. Joel has never raised a dollar. His bootstrapped SaaS survived Google Cloud and a $60M-funded competitor entering his space - his growth didn't even flinch because eight years of content and community had built something no amount of funding could replicate overnight.

Vineet Jain, Egnyte

How $6K in SEM Launched an Enterprise Sales Machine

Vineet Jain is the co-founder and CEO of Egnyte, a content collaboration and security platform for mid-market and enterprise businesses. Vineet arrived in the US with $100 and no connections. He spent four and a half years at KPMG learning to sell to everyone from line managers to CEOs. That convinced him he could build something of his own. In 2001, right after the dot-com bubble burst, he co-founded Valdero, a supply chain software company, and raised $7.5 million from Kleiner Perkins. Revenue grew quickly. Then Oracle and SAP moved in. Pricing pressure crushed them. They sold. Investors made money. The 70 employees didn't. That failure stuck with him. In 2007, Vineet and three co-founders rented a small office. No funding. Two did consulting while the other two wrote code. The idea: move the physical file server to the cloud. When they launched, analysts lumped Egnyte in with Box and Dropbox - hundreds of companies chasing the same market. Everyone told Vineet to do freemium. His board pushed back. Analysts questioned how they were different. Vineet Jain built Egnyte to over $300 million in enterprise sales revenue using three strategies: charge from day one, offer hybrid cloud when everyone said go cloud-only, and keep cost of acquisition low with inside sales offices in cities like Spokane and Raleigh instead of Silicon Valley. In 2016, Gartner named Egnyte a leader - a tiny company standing alongside competitors that had raised billions. Today, Egnyte has 23,000 customers, 1,400 employees, and has raised just $137.5 million with no additional funding since 2018.

What founders say

“Every few months there's a blockbuster idea that comes up in our calls that takes my business up a full step. It's paid for itself many times over. Omer brings a powerful combination of deep tactical knowledge and steady strategic thinking. And the community is large enough for diversity but small enough that everyone gets a chance to contribute.”

Michael Pinkowski

Founder, SOPbox

“I was spinning in a losing cycle. Losing money, losing time. Working with Omer helped me get my focus straight and gave me momentum I could never have generated on my own. I learned to stop selling features and start selling how the software makes the customer's life easier. That shift changed everything.”

Jordan Jacobs

Founder, Martin

“Joining Launch was a significant decision, given my concerns about potentially wasting time and money. The outcome exceeded my expectations: I launched my product and secured a $10k customer within months. The coaching sessions were invaluable, offering a space to exchange ideas, face challenges, and receive help.”

Kenton Baker

Founder, LeadTime

Hi, I'm Omer

Omer Khan

I've spent the last decade having the same conversation with nearly 500 SaaS founders: what actually worked?

Not the polished version. The real one. What broke, what surprised them, and what they'd do differently if they started again today.

After hundreds of those conversations (and years of coaching founders through the messy middle), I've seen the same patterns play out over and over. SaaS Club exists to put those patterns in your hands, so you don't have to figure everything out alone.

And in a world flooded with AI-generated advice, real human connection matters more than ever. AI can help you build faster. But nothing replaces being surrounded by founders who genuinely empathize with your struggles, support you when things get hard, and push you forward when you're ready to give up.

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