SaaS Interviews with CEOs, Startups, Founders

From $5K to $10M ARR: The ArcAds Founder's Playbook

Romain Torres is the founder of ArcAds.ai, an AI-powered video ad platform that helps marketers create and scale ad creatives with zero production overhead. In just 20 months, he scaled the company from $5K to over $10M in ARR—completely bootstrapped. In this episode, Romain shares how he validated demand without even having a dashboard, the growth playbook that drove viral traction, and the three channels fueling ArcAds' revenue engine today: paid ads, sales, and influencer marketing. He also dives into usage-based pricing, churn recovery, and what's next for the company. Notes: * Growth Levers * Reached $10M ARR in under 2 years * From $5K to $64K MRR in 1 month after a viral tweet * Paid ads, influencer virality, and enterprise sales are main levers * GTM Strategy * Started with direct outreach and manual fulfillment * Product-led motion with a transition into high-touch enterprise sales * Events and conferences (Affiliate World, App Growth Summit) for pipeline * Revenue & Pricing * Usage-based pricing (number of generated ads, actors, etc.) * Highest ACV in the six figures * Profitably bootstrapped despite heavy infrastructure/API costs * Churn & Retention * Early churn spike due to product breaking after viral growth * Rebuilt platform in one month post-refunds * Retention improved with onboarding and product stability * Scaling Operations * 8-person lean team managing 210+ live ads * Internal use of ArcAds platform to generate their own creatives * Strong rev-per-employee metrics * Data & Tech Stack * Sits on top of GenAI models from OpenAI, Google, ByteDance * Auto-selects best model per prompt based on use case * Internal feedback loops using ad performance data to improve UX and features * Founder Insight * Tested market fit without a product UI * Hired sales after passing $5M ARR * SEO and enterprise sales are next big focus areas What you'll learn: Founder Story * How Romain validated the idea with no product * Why ArcAds went viral and what broke * Bootstrapping vs VC-backed strategy Pricing & Revenue * Usage-based monetization and six-figure ACVs * Profit margins despite high API costs * Leveraging viral growth to fund product rebuild GTM & Outbound * Transition from product-led to outbound sales * Scaling via events, outreach, and Twitter content * Building a two-person sales team to close big brands SEO & AEO * Organic strategy and plans for future growth * Why they've done no SEO so far—and why that's changing * How content virality and influencer posts fueled spikes Acquisition & Scaling * Managing churn during hypergrowth * Operating a multi-million ARR business with 8 people * Systems for testing, tracking, and scaling 200+ ad creatives

From $450K to $9M ARR in 5 Years: Club Caddie's Vertical SaaS Playbook

Golf course SaaS founder Jason Pearsall shares how Club Caddie scaled from $450K to $9M ARR in 5 years, sold to Constellation Software (CSI), and keeps growing with 600+ golf courses paying ~$15K ACV. If you're building vertical B2B SaaS, this is a masterclass in niche focus, capital efficiency, and smart deal-making. Jason breaks down why he built an end-to-end ERP for golf courses, how he used data-driven outbound, review sites, SEO and "answer engine optimization" (AEO) to win market share, and what really happened during his CSI acquisition and long-term earnout. We cover pricing, ACV targets, GTM channels, fundraising vs. selling, and how to design a growth engine when your entire ICP is just 15,000 accounts. In this episode, Club Caddie founder & CEO Jason Pearsall breaks down how he: * Built a vertical SaaS ERP for golf courses after buying and operating his own club * Scaled Club Caddie from $450K to $9M ARR in 5 years with ~600 customers and ~$15K ACV * Raised just $600K before being acquired by Constellation Software (CSI) * Structured a long-term earnout instead of a flashy headline multiple * Used data-led outbound, review sites (Capterra, G2), SEO, and AEO (answer engine optimization) to win in a niche * Built a target list of every golf course, including who runs it, what software they use, and when contracts expire * Turned multi-course operator deals into 50–100 account wins from a single sale * Organized his BDR + AE team to touch every account on a consistent cadence What you'll learn: Founder story & capital strategy * How Jason went from golf course operator to SaaS founder * Why he raised only $600K seed and then chose CSI over closing a full Series A * How he thought about risk, fatigue, and opportunity cost when deciding to sell Revenue, pricing & margins * How Club Caddie reached $9M+ in ARR with 600+ customers * Why they target $15,000+ ACV / ARPO per golf course * How complex, multi-venue golf facilities drive higher contract values GTM, outbound and channel mix * Why vertical SaaS is a data game when your entire ICP is ~15,000 accounts * How his team touches every golf course every quarter, across multiple contacts * The role of Google Ads, review platforms, trade shows, and word of mouth * How they use multi-course operator consolidation as a growth multiplier SEO & "Answer Engine Optimization" (AEO) * Why traditional SEO became a priority post-acquisition * How they implemented schema.org and structured data to win AEO * How to intentionally show up when buyers ask ChatGPT and other answer engines for "best golf management software" Acquisition & long-term upside * Why Constellation Software was the right home for Club Caddie * How a small cash component + long earnout can still be a huge win * What Jason wishes he knew earlier about enjoying the journey, not just the outcome If you're a B2B SaaS founder, investor, or operator building in a niche vertical, this episode gives you concrete tactics for pricing, GTM, data strategy, AEO, and selling your company without killing long-term upside.

Bootstrapped to $82M: How Callum Mckeefery Built Reviews.io from His Kitchen Table

Callum Mckeefery built Reviews.io from scratch with his wife—no funding, no equity dilution, and no fluff. In this episode, he shares how they scaled to $12M ARR, outpaced VC-backed competitors, and exited for $82M in an all-cash deal. He breaks down the exact viral loop that created SEO-fueled growth, how they hit $240K revenue per employee, and why he chose not to give employees equity—but still made many millionaires. Callum also opens up about the emotional driver behind the exit: his son's rare genetic condition, and the cutting-edge research he's now funding. Finally, Callum talks about his new SaaS startup, Partner.io, where he's rebuilding from zero with the same gritty playbook. In this episode, you'll learn: * How to engineer viral loops in B2B SaaS * Why small ACV doesn't mean slow growth * How to win against VC-backed competition without fundraising * The emotional side of selling a company * Tactical breakdown: SEO, paid ads, and partnerships as growth levers * Post-exit reflections and the pitfalls of private equity buyers * What he's building next at Partner.io Perfect for: SaaS founders, B2B operators, bootstrappers, PE firms, and investors looking for real, gritty founder stories with no BS.

He Used AI to Generate $6m Revenue at Dreamstories by Selling Childrens Books

How do you scale a consumer AI company to 100,000+ paying customers… without raising VC and while staying profitable? Ricardo, founder of DreamStories.ai, joins Nathan to break down how he built an AI-powered personalized children's book studio that's already done $3M+ in lifetime sales, with average order value around $60 — and why most people misunderstand how to scale paid acquisition for an AI startup. You'll learn: — How he used Facebook ads to profitably acquire 100,000+ customers — Why his CAC target equals his AOV (and why that works) — The onboarding funnel that converts like magic (and why it's intentionally stupid-simple) — How DreamStories runs 4+ A/B tests at all times — The tech stack powering the company (Shopify, PostHog, Looks) — Why he chose kids' books as the wedge into a much bigger AI content vision — How parents create episodic "reverse books" that drive repeat purchases — His seed fundraising strategy (less than $1M raised) and why he avoids the "VC money pit" — Why personalization + paid ads is the most underpriced arbitrage right now Ricardo previously helped scale Spotify (joined in 2009), built and exited multiple companies, and now leads a 7-person team building the next generation of personalized storytelling. Whether you're a SaaS founder, investor, or operator looking for the next scalable AI business model, this is a masterclass in paid acquisition, funnel design, and consumer AI monetization. Connect with Ricardo: DreamStories.ai Connect with Nathan: Founderpath.com

Lemlist Revenue Hits $40M: CEO Charles Breaks Down $25M Claap Acquisition Deal

Lemlist revenue has passed $40M revenue with strong profit margins as CEO Charles Tenot breaks down their $25M Claap acquisition and Lemlist's path to $100M revenue by 2028. He explains how Claap reached $2M ARR with a 7-person team and why Lemlist used a mix of cash, vendor loans, and convertible bonds to structure the deal.