Startups For the Rest of Us

Rob Walling

The most popular podcast for bootstrapped and mostly bootstrapped startup founders

  • 42 minutes 43 seconds
    Episode 767 | Finding Your ICP, Prioritizing Feature Requests, Pricing, and More Product-Focused Listener Questions

    Is product management more of an art, or a science?

    In episode 767, Rob Walling is joined again by Brendan Fortune to answer listener questions focused on product management. They discuss identifying your ideal customer profile, prioritizing feature requests, and positioning against competitors. They also weigh in on how product managers should focus their time.

    Topics we cover: 

    • (2:50) – Is your ideal customer always your highest paying one?
    • (8:11) – Finding just one ICP can be difficult
    • (14:56) – How do you prioritize feature requests?
    • (19:24) – Product management is art and science
    • (26:02) – Competing with competitors on value, not price
    • (32:21) – How should product managers focus their time?
    • (37:20) – How do PMs manage roadmaps and user feedback?

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    25 March 2025, 10:00 am
  • 37 minutes 13 seconds
    Episode 766 | Close.com's Amazing Run to $40M ARR (with Steli Efti)

    How do you achieve both success and longevity in SaaS?

    In episode 766, Rob chats with Steli Efti about growing Close.com to over $40 million in ARR. Steli shares insights into the importance of maintaining strong co-founder relationships over 12 years, navigating crises, and the importance of emotional resilience in entrepreneurship. They also dive into Close's recent pricing shift to introduce a lower entry-level plan.

    Topics we cover: 

    • (2:08) – Reflecting on 12 years of SaaS at Close
    • (3:50) – Strong co-founder relationships
    • (11:24) – Longevity and consistently showing up
    • (20:23) – Surviving moments of crisis
    • (29:27) – Launching a more affordable pricing tier
    • (34:40) – Getting back into the content game

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    18 March 2025, 10:00 am
  • 28 minutes 20 seconds
    Episode 765 | TinySeed Tales s4e9: Making the hardest decision

    Is it time to shut down for good? 

    In this season finale of TinySeed Tales, Rob Walling sits down with Colleen Schnettler, founder of Hello Query, to reflect on her journey over the past few years.

    Colleen candidly shares the challenges she faced while trying to grow her SaaS business, including the difficult decision to shut it down after struggling to find traction. Moving past a painful part in her founder journey, Colleen is excited about her new venture where she’s already seeing early success. Join us for this honest look into the final days of Hello Query and to hear Colleen's resilience in the startup world.

    Topics we cover: 

    • (1:07) – Difficulty in finding and onboarding customers
    • (5:32) – Why didn’t it work? 
    • (9:29) – How did the co-founder split affect the business?
    • (13:11) – Founder regrets
    • (18:49) – Reflecting on the decision
    • (22:38) – Anything that you would have done differently?
    • (25:21) – Moving forward to founder coaching and marketing

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    13 March 2025, 10:00 am
  • 39 minutes 53 seconds
    Episode 764 | Finding Hockey Stick Growth with an A.I. Wrapper (with Jordan Gal)

    How do you build an MVP for an AI-enabled SaaS? 

    In episode 764, Rob Walling interviews Jordan Gal, co-founder of Rosie, to learn about how he pivoted from Rally to build an AI-driven product for small business owners. Jordan shares insights into the challenges of finding product-market fit, the importance of trial and error, and the rapid growth Rosie has experienced since its launch. They delve into the significance of effective onboarding, and how building an MVP changes in the face of AI. 

    Topics we cover: 

    • (2:38) – From CartHook to Rally to Rosie
    • (6:28) – Deciding to pivot and feeling product-market fit
    • (12:55) – Coming up with a feature set
    • (16:50) – Building an MVP quickly
    • (19:29) – Competition when developing with AI 
    • (24:52) – Removing features and flexibility in software
    • (29:59) – Incredibly fast onboarding
    • (33:22) – Balancing a “better business” with a “faster business”

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    11 March 2025, 10:00 am
  • 15 minutes 20 seconds
    Episode 763 | TinySeed Tales s4e8: One Last Pivot

    Is it time to set a deadline for when to quit your startup?

    In this episode of TinySeed Tales, Rob Walling reconnects with Colleen Schnettler, co-founder of Hello Query, as she tries to achieve product-market fit on a deadline.

    Colleen reveals the struggles of cold outreach and the overwhelming data landscape while testing a potential solution. With a clearer vision and two paying customers, she reflects on the importance of defining her value proposition, and the critical timeline she has set for herself to gain traction before her runway ends.

    Topics we cover: 

    • (1:43) – Debating becoming a data aggregator 
    • (6:30) – Finding a new direction
    • (8:21) – Running out of runway
    • (10:39) – When is it time to quit?

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    6 March 2025, 10:00 am
  • 25 minutes 5 seconds
    Episode 762 | Doing Great Work, Hierarchy of SaaS Skills, and Public Deadlines (A Rob Solo Adventure)

    Are public deadlines a double-edged sword for startup founders?

    In episode 762, join Rob Walling for a solo adventure where he covers several topics. Rob breaks down Paul Graham's essay, "Doing Great Work" and focuses on how the steps apply to building real businesses for real customers. He also discusses the hierarchy of skills necessary for success in the SaaS space, sharing his thoughts on the critical roles of marketing, product development, engineering, and effective team management.

    Topics we cover: 

    • (2:07) Doing great work
    • (5:20) Identify the gaps
    • (11:51) The SaaS skillset hierarchy
    • (18:28) Publicly committing to a feature release
    • (23:05) Maintaining enough rigor to hit deadlines

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    4 March 2025, 10:00 am
  • 20 minutes 34 seconds
    Episode 761 | TinySeed Tales s4e7: Identifying Pain Points

    In this episode of TinySeed Tales, Rob Walling checks in with Colleen Schnettler, co-founder of Hello Query, as she discusses finding customer pain points.

    Colleen, now solo, navigates the challenge of refining her product vision. After a period of introspection, Colleen shares her decision to pivot from targeting engineering managers to focusing on marketing data analysts. She discusses the insights gained from hiring a marketing coach and the excitement of landing her first paying customer, despite some critical feedback on her product's UI.

    Topics we cover: 

    • (1:50) – Early product excitement fizzles out
    • (5:14) – When is it time to move on from an idea?
    • (8:57) – Helping marketers build better reports
    • (13:03) – Setting early pricing
    • (14:02) – Determining how much to polish an MVP
    • (17:36) – Predicting what’s ahead

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    27 February 2025, 10:00 am
  • 32 minutes 38 seconds
    Episode 760 | White-Labeling, Founder Mindset, and More Listener Questions (A Rob Solo Adventure)

    In episode 760, join Rob Walling as he takes on some listener questions in another solo adventure. He offers insights on balancing custom-built solutions versus white-labeled components, and the impact white labeling has on company valuation and growth. He also discusses strategic hiring, founder mindsets, and tools for tracking your SaaS success.

    Topics we cover: 

    • (2:30) – Considerations when white-labeling within your SaaS
    • (9:03) – Does relying on other SaaS affect our valuation?
    • (10:10) – Tools for tracking SaaS metrics to enable scaling
    • (17:03) – Do founder mindsets change at MRR milestones?
    • (21:34) – Mistakes founders make in their mindset
    • (25:27) – Forcing an onboarding step
    • (27:29) – Determining team composition

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    25 February 2025, 10:00 am
  • 27 minutes 10 seconds
    Episode 759 | TinySeed Tales s4e6: Does AI + Pivot = Success?

    In this episode of TinySeed Tales, Rob Walling speaks with Colleen Schnettler, co-founder of Hello Query, as she shares her latest startup journey pivot.

    After reigniting her “shipping muscle” while briefly dabbling in an AI-based project, Colleen refocuses on her newest pivot of Hello Query. She shares the challenges of determining the market viability of an AI-assisted SQL report builder. She stands at a crossroads, torn between catering to internal BI teams or exploring marketing analytics.

    Topics we cover: 

    • (1:25) – Reflecting on the co-founder breakup
    • (2:42) – Trying a scratch-your-own-itch project
    • (6:27) – Unfair advantages inform another pivot
    • (15:07) – Respecting the “emotional runway”  
    • (19:23) – Marketing insights vs. an internal BI tool
    • (23:01) – The curse of the audience

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    20 February 2025, 10:00 am
  • 45 minutes 9 seconds
    Episode 758 | Do Free Trials Suck?, What Moves the Needle, and More Listener Questions (with Derrick Reimer)

    In episode 758, Rob Walling is joined by Derrick Reimer to tackle a variety of listener questions. They discuss strategies for entering a market with established competitors, including how to position your product without directly attacking rivals. They also reflect on the challenges of free trials, weighing the pros and cons of extending trial periods versus incentivizing onboarding.

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    Topics we cover: 

    • (1:18) – How to launch a SaaS product in a market with an established competitor
    • (6:21) – Do I call out competitors by name?
    • (14:24) – How do you really identify what moves the needle in your Saas?
    • (19:59) – Breaking down the “one thing”
    • (23:32) – Selling and marketing SaaS before building
    • (30:36) – What is the goal of your free trial?
    • (39:10) – On the fence between B2B, B2C

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    18 February 2025, 10:00 am
  • 15 minutes 24 seconds
    Episode 757 | TinySeed Tales s4e5: Founder Breakups, Crushing Failures, and the Future

    In this episode of TinySeed Tales, Rob Walling chats with Colleen Schnettler, co-founder of Hello Query, as she navigates the complexities of her startup journey. 

    After a challenging period with her co-founder Aaron, Colleen reflects on their decision to part ways and the emotional toll it has taken on her. She shares her feelings of crushing failure, the uncertainty of moving forward alone, and the realization that their initial product vision may not align with market needs. 

    Topics we cover: 

    • (0:49) – Colleen and Aaron make a tough decision
    • (4:09) – Voice memo, “Crushing Failure”
    • (7:59) – What if you hadn’t raised money?
    • (11:44)  – Colleen weighs her remaining options

    Links from the Show: 

    If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

    Subscribe & Review: iTunes | Spotify

    13 February 2025, 10:00 am
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