eWebinar

What if the fastest way to SaaS product-market fit was to walk into a train station and start asking strangers questions? That is exactly what Jeremy King did before building Attest into an eight-figure ARR business. Five SaaS founders share hard-won lessons on customer discovery, product quality, monetization, and finding product-market fit - including Rahul Vora's product-market fit engine that helped Superhuman grow after two years of coding with no launch. Learn how to achieve SaaS product-market fit whether you are validating a new idea or measuring traction in an existing product. Featured founders: Jeremy King (Attest, $1M ARR in 8 months), Melissa Kwan (eWebinar, $750K ARR bootstrapped), Christian Owens (Paddle, nearly $100M ARR), Trevor Kaufman (Piano, $80M ARR), and Rahul Vora (Superhuman, $125M+ raised). Key Lessons 🎯 Validate by going to customers physically: Jeremy King interviewed 200 consumers at Waterloo Station before building Attest, proving demand existed beyond corporate research departments. 🛠️ Deep product experience beats surface research for SaaS product-market fit: Melissa Kwan did 1,000+ webinars before building eWebinar, knowing exactly what the product needed. 💰 Monetize from day one to compound growth: Christian Owens built every business to make money immediately, using revenue to reinvest rather than chasing distribution first. 📉 Conviction under pressure is not failure: Trevor Kaufman sold his house to keep Piano alive through years of market rejection before reaching $80M ARR. 🔄 Use the 40% benchmark for SaaS product-market fit: Rahul Vora's product-market fit engine asks users "How would you feel if you could no longer use the product?" and targets 40% answering "very disappointed." Chapters Introduction and episode overview Preview of the five founder clips Jeremy King - Attest: Zero to $1M ARR in 8 months How Jeremy validated demand through customer discovery Why Jeremy did the research for free Overcoming skepticism from store managers Melissa Kwan - eWebinar: Two years of building in silence Why Melissa refused to launch before the product was ready The cost of a bad first impression on early adopters How 1,000+ webinars gave Melissa deep problem understanding Managing competition anxiety while bootstrapped Financial projections as the real urgency driver Christian Owens - Paddle: Pragmatism and monetizing from day one How Christian approaches SaaS product-market fit incrementally Every business must be a real business from day one Trevor Kaufman - Piano: Selling his house to survive The belief that kept Trevor going through market rejection Rahul Vora - Superhuman: The Product Market Fit Engine How Sean Ellis's research inspired the PMF Engine The four steps of the Product Market Fit Engine Closing thoughts Resources Full show notes: https://saasclub.io/357 Join 5,000+ SaaS founders: https://saasclub.io/email

Jeremy King

Founder & CEO

AttestPinterest

Rahul Vohra

Founder & CEO, Superhuman

Superhuman

Melissa Kwan

Co-founder & CEO

eWebinar

Melissa Kwan emailed 250 people from her phone contacts to get eWebinar's first 50 customers. When that well ran dry, she had no idea how to build a SaaS content strategy from zero. Agencies failed. Affiliates failed. Then she brought SaaS content marketing in-house and everything changed. If you are struggling to grow beyond your personal network, this episode reveals how eWebinar reached $750K ARR bootstrapped by building a content-driven growth engine that produced 200+ conversion-focused pieces in one year. Melissa also shares why a dev shop disaster nearly killed the company, and how daily LinkedIn posting built an owned audience after communities blocked her. Melissa Kwan is the co-founder and CEO of eWebinar. She previously co-founded Spacio, which she sold for mid-seven figures. eWebinar has 700 customers, all through bootstrapped SaaS growth. 🔑 Key Lessons A SaaS content strategy beats outsourced agencies for conversion - eWebinar's agencies produced content nobody read, so Melissa brought it in-house using the Grow and Convert methodology. Affiliate programs fail when your SaaS audience is too small - influencers wanted cross-promotion with large mailing lists that eWebinar could not offer. Your personal network is the fastest path to first customers - Melissa manually emailed 250+ contacts and watched each signup live to iterate on onboarding. SaaS content strategy requires 9+ months of patience - eWebinar saw no meaningful conversions for the first nine months of publishing. Building an owned audience protects against community gatekeepers - after Slack communities blocked product mentions, LinkedIn became the primary SaaS content marketing channel. Chapters Introduction Melissa's background and selling Spacio for mid-seven figures Starting eWebinar two months after the exit How the idea came from 1,000+ webinars over five years The 10 non-negotiables for choosing a SaaS idea Why Melissa started without a co-founder The dev shop disaster and the friendship it destroyed David steps in as co-founder and CTO Two years of building before launching Getting the first 50 customers from personal contacts The struggle to scale beyond the personal network SEO and long-form SaaS content strategy that finally started converting Producing 200+ pieces of content in one year Why hiring writers is so hard for SaaS companies The expensive mistake of partnerships and affiliates $750K ARR with 700 customers bootstrapped Building an audience on LinkedIn from scratch Lightning round Resources Full show notes: https://saasclub.io/338 Join 5,000+ SaaS founders: https://saasclub.io/email

Melissa Kwan

Co-founder & CEO

eWebinar