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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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Sylvestre Dupont, Parseur

AI Took Over His Market. His Bootstrapped SaaS Grew 60%

Sylvestre Dupont is the co-founder and CEO of Parseur, a platform that automates data extraction from emails, PDFs, and spreadsheets. The idea started with a side project in 2015. Sylvestre wanted to build a travel map that auto-updated from booking confirmations. He and his co-founder Sylvain, a senior Python developer he'd known for 25 years, saw a bigger opportunity: a general-purpose document parsing tool. They put up a landing page, ran Google Ads, and collected 50 email signups. That felt like enough validation. So they spent the next year heads-down coding. Full features, payment system ready, zero marketing. In December 2016, they launched on Product Hunt and Hacker News. Nothing happened. They emailed the 50 people from a year earlier. Two signed up and quit immediately. So they started from scratch on the marketing side. They began answering questions on Quora, genuinely helping people with document automation problems. That's where their first real customers came from. They also dropped the price from $49 to $9 a month just to get anyone to try it. What set them apart was simplicity. Competitors required users to write complex extraction rules by hand. Parseur let you visually highlight what you wanted. Setup took 10 minutes instead of two hours. That bootstrapped SaaS advantage - simple, self-serve, no sales call required - became the foundation of everything. Growth came slowly through SEO and a Zapier integration that converted at 20 to 30 percent. For the first five years, it was just the two of them. No employees, no investors, no board. Then AI changed the game. ChatGPT could do basic document parsing. VC-funded competitors like UiPath and ABBYY were spending hundreds of millions on AI. Sylvestre had to rebuild his entire product around machine learning - funding the transition from customer revenue, not investors. His bootstrapped SaaS strategy for survival: don't try to out-feature the giants. Be the tool that any business can set up in minutes without talking to sales. Simplicity as a moat, not technology. Today, Parseur generates seven-figure ARR with close to 1,000 paying customers in over 70 countries. A bootstrapped SaaS, still six people, still 100% founder-owned - and still growing.

Hewitt Tomlin, TeamBuildr

How a Vertical SaaS Hit $10M ARR With Flat Pricing

Hewitt Tomlin and his co-founder James started TeamBuildr as a social app for college athletes. A single conversation with a campus strength coach changed everything. The coach didn't want a social experience for his players. He wanted better tools for his actual job - building and distributing training programs. That pivot turned TeamBuildr into a vertical SaaS company built around one job function: strength and conditioning. Hewitt worked a full-time job for the first three years while moonlighting on TeamBuildr, growing revenue from $20K to $100K. When he went full-time, revenue jumped from $100K to $500K and then to $1M. Today TeamBuildr is a $10M ARR business with 45 employees. They've never raised funding and still use the same operating agreement from 2012. About half their customers are high schools, and they deliberately charge pro teams the same price as everyone else. Hewitt's reasoning is pragmatic. As a bootstrapped company, they couldn't afford to build different products for different verticals. By keeping pricing flat, they got NFL and college logos as social proof that drove volume in the high school market - the segment that actually moves the needle for growth. On AI, Hewitt is taking the opposite approach from his main competitor Volt, which is building AI-generated workouts to replace coaches. Hewitt believes AI should enhance the coaching profession, not replace it. He's focused on using AI internally to help his team work better and building AI features only when coaches actually ask for them - which they haven't yet. In this conversation, Hewitt shares how he built relationships with early customers instead of just handing out logins, why he thinks founders who plateau at $500K have a product-market fit problem, and how building for a job function instead of a vertical unlocked every segment from high schools to pro sports.

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.

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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