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SaaS Club Newsletter
Practical insights for building and growing a B2B SaaS in the AI era
Presented by ThreatLocker
Hey
Something I keep noticing on founder calls: the instinct to add more channels the moment growth starts working. It feels productive. It's almost always wrong.
One of those founders is Joel Griffith, who bootstrapped Browserless to $4M ARR by going deep on a single channel. Here's his story and what I took away from it.
How Joel Griffith Bootstrapped Browserless to $4M ARR
Joel Griffith is the founder of Browserless, a browser automation infrastructure platform for developers.
Joel tried five different B2C ideas. All failed. Then he noticed something while building a side project: browser automation was a nightmare. Every developer he talked to had the same problem. So he built the tool he wished existed.
His first customer paid $200 a month. His infrastructure cost $50. Profitable from day one.
No funding. No co-founder. His first 10 customers found him because he was answering questions on GitHub and Stack Overflow.
Get the full story →
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Learn More About ThreatLockerWhy Sprinto Ran 10 Audits Before Signing Their First Customer
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Book a Free ConsultWhy the Boring Content Nobody Shares Is Worth More Than Going Viral
Most founders treat content as a launch strategy. Write a few blog posts, get on Hacker News, maybe land a mention from someone with a big following. If it doesn't drive signups in the first week, move on to something else.
Joel Griffith got on the front page of Hacker News. Those spikes brought traffic. But they didn't build the business.
What built the business was eight years of blog posts, forum answers, and open-source contributions that nobody shared. That body of work became Browserless's primary inbound driver at $4M ARR.
“When Should I Hire My First Dev?”
Last week, a founder in my Launch community's weekly call asked this question. Non-technical. Had an idea for a B2B product. Wanted to find a developer to build it.
Instead, he built an MVP using Claude Code and delivered the service manually. Within two months he had several thousand dollars in MRR. Then the question came up: should he hire a developer?
Three things should be true before you hire: (1) you can comfortably afford the cost, (2) dev work is preventing you from focusing on sales, and (3) paying customers are requesting specific features.
Have a great week!
- Omer