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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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Vineet Jain, Egnyte

Enterprise Sales: How Egnyte Competed with Dropbox and Box

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.

Adam Markowitz, Drata

Product-Market Fit: From Edtech Vitamin to $100M Painkiller

Adam Markowitz is the co-founder and CEO of Drata, a trust management platform that helps companies automate compliance, security assurance, and third-party risk management. Adam never planned to be a founder. He wanted to be an astronaut. That led him to aerospace engineering, and in 2008 he landed his dream job working on NASA's Space Shuttle program. Three years later, NASA retired it. So he taught himself to code and built Portfolium, a platform that helped students prove their skills with real project work instead of resume bullet points. It took years, but he eventually got it into over 500 universities. The company was acquired for $43 million. But it was during those long university sales cycles that Adam experienced a moment he never forgot. A CIO at the largest four-year public university system in the country asked him to prove his company's security posture. He couldn't. His entire company was built on the idea of proving things with evidence - and here he was, asking a customer to just take his word for it. That pain became the seed for Drata. After Portfolium's acquisition, Adam got the band back together - same co-founders, same early engineering team. They spent six months building the first version, talking to dozens of companies and auditors to validate the problem before writing code. Then they did something most founders wouldn't: they refused to sell to anyone until they'd used their own product to get SOC 2 compliant first. When they finally launched, product-market fit was immediate. Adam signed 100 customers in six weeks and 1,000 within the first year. The difference from his edtech days was stark - he'd gone from selling a vitamin to selling a painkiller. Adam used three strategies to accelerate Drata's growth to $100M ARR: 1. Dogfooding before selling - using Drata to earn their own SOC 2 gave instant credibility 2. Building an Auditor Alliance that kept auditors independent while making audits faster 3. A "give before you take" AWS partnership that made Drata a top 5 ISV on Marketplace by bringing thousands of new customers to the platform Today, Drata has over 8,000 customers across 60 countries, more than 600 employees, and crossed $100 million in ARR before its fourth birthday. The company has raised over $300 million.

Gilles Bertaux, Livestorm

Product-Market Fit: From a School Project to $20M ARR

Gilles Bertaux is the co-founder and CEO of Livestorm, a webinar platform for enterprise marketers. In 2016, Gilles and his three co-founders built Livestorm as a university project. They had two months to build a product, get some users, and present it to a panel. So they built a browser-based webinar tool. On presentation day, they livestreamed all the student presentations. Hundreds of people watched remotely. And they loved it. Even former bosses from internships told them to skip the job hunt and pursue this full-time. They were young with no real responsibilities. So they went for it. They spent weeks collecting leads and hosted a launch webinar to showcase the product. It was a disaster. Gilles tried to bring a marketing exec from a big e-commerce company on screen. Instead, his CTO popped up and said 'I think there is a bug.' Live. In front of everyone. Growth came slowly through SEO, Quora, and partnering with bigger companies to get in front of their audiences. No outbound. No sales team. Gilles wrote three to four articles a day and answered questions on Quora that nobody else was touching. For five years, Quora alone drove 10-15% of total organic traffic. Then COVID hit. In one year, Livestorm went from $2 million to $9 million in ARR. But it was chaos. Support tickets jumped from 200 to 20,000 per month. Servers crashed for an entire day. They had to throw money at AWS just to keep things running, and their margins got crushed. After COVID, things got even messier. They tried building a meeting product, then a sales demo product. Suddenly Livestorm looked like a smaller version of Zoom. Customers had no compelling reason to pick them instead. In 2022, they tried to raise a Series C. Investors said no. So Gilles had to flip the company to profitability. That meant going after bigger customers who would pay more and stick around longer. But his sales team only knew how to handle inbound leads. He had to replace almost the entire team. There were moments where he wondered if the product could really make the leap. Part of him questioned whether Livestorm's best days were already behind them. Today, Livestorm generates nearly $20 million in ARR with 3,500 customers and has raised $35 million. In this episode, you'll learn: - Why Gilles believes a product launch is a timeline, not a single day, and how their buggy first webinar still converted a five-year customer - How Quora drove 10-15% of organic traffic for years by answering questions nobody else was answering - What happened when COVID demand exploded and their infrastructure couldn't handle the load - Why expanding into meetings and sales demos meant customers had no compelling reason to pick them over Zoom - How Gilles rebuilt a sales team from scratch to shift from self-serve to enterprise, despite admitting he is a terrible salesperson I hope you enjoy it.

Adam Fard, UX Pilot

Bootstrapped SaaS: From Agency to $5M ARR in 2 Years

Adam Fard is the founder of UX Pilot, an AI platform that helps product design teams create and ship great user experiences faster. In 2023, Adam was running a successful UX agency when ChatGPT and LLMs started taking off. He began experimenting with ways to apply AI to his team's design processes and built a Figma plugin that helped users work through UX frameworks and activities. Then during a user interview, someone asked a simple question: "I have all these ideas on my canvas, but can I turn them into something visual? Can I create a wireframe?" That question stuck with him. He started looking around to see if any tools could actually generate wireframes from text input. He found a few products claiming to do it. But when he tested them, he realized they were faking it. They were just swapping existing templates and personalizing the copy. None of them could truly generate a layout from scratch. There was a technical reason for that. Creating wireframes with AI was genuinely hard. So Adam started working on it himself. He explored fine-tuning LLMs, hired AI researchers, and tested component-based approaches. He spent four or five months iterating. Slowly, things started working. The outputs became stable enough to use. He added Figma integration so designers could bring wireframes into their existing workflow. Within six or seven months of that original user question, UX Pilot hit $10K MRR. But growth created a new problem. Adam hired too slowly. At $30K MRR, he kept questioning whether this was the ceiling. He added one engineer, waited, added another, waited again. Looking back, he says he should have hired five people at once instead of dragging out the process. Today, UX Pilot generates over $5 million in ARR with a team of 30 and over 15,000 paying subscribers. All bootstrapped. In this episode, you'll learn: - Why Adam initially said he didn't want the product to focus on AI generation, and what changed his mind a few months later - How he validated the wireframe generation opportunity by testing competitors and discovering they were all faking it - What happened when Google suddenly deranked all of UX Pilot's landing pages, and how he recovered - Why talking about product updates in his newsletter drove more engagement than traditional educational content - How focusing narrowly on design (instead of building another no-code tool) became their biggest competitive advantage

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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