Challenges of Scaling a SaaS Business to $20 Million

Rick Perreault is the co-founder and CEO of Unbounce, a SaaS product that makes it easier to build custom landing pages, improve conversion rates and drive more leads & sales.

The company was founded in 2009 and went from zero to over $7 million dollars in annual revenue within 5 years. Rick was an early guest on this podcast (on episode 25 back in 2014) where he shared what happened in those 5 years.

Since then, Unbounce has continued to grow and is now a $20 million dollar business. So I invited Rick back to talk about the challenges of scaling a SaaS business.

In this episode we talk about:

The growth challenges the company has faced in the last 4 years and how they've overcome them to get to over $20 million annual run rate.
How the marketing channels that helped them grow in the first few years have become less effective and we discuss new marketing channels they're using.
The lessons Rick has learned as the company grows about communication, transparency, hiring and firing.