A Product Market Fit Show | Startup Podcast for Founders

They were building a Segment competitor. It was working—customers were paying. But every sales call, prospects kept asking about the backend tech instead of the product. So they killed the roadmap and pivoted. It took them 18 months to hit $1M ARR. Then they started growing. And so far, they've raised $350M. Viraj walks through exactly how he validated the pivot, landed the first 10 customers, and why being outside Silicon Valley forced him to show more traction than everyone else.Why You Should ListenHow to know when your side feature is actually your real productThe exact question to ask prospects to validate willingness to payWhy getting to $1M ARR slowly can set you up to scale fasterHow to compete when you're not based in Silicon ValleyWhat talking to your first customer 4x a day for 2 months teaches youKeywordsstartup podcast, startup podcast for founders, open source startup, B2B SaaS growth, pivot strategy, developer tools startup, finding product market fit, early stage fundraising, design partners, commercial open source00:00:00 Intro00:01:46 Getting caught at the Coldplay concert00:14:29 Deciding to Pivot From a Working Product to Something New00:17:27 Building a Business Around Open Source Technology00:19:38 Selling Before You Build00:27:37 Talking to the First Customer Four Times a Day00:30:51 Landing the First Ten Customers00:35:10 Fundraising Without Silicon Valley Pedigree00:38:48 When He Knew He Had Product Market FitRetrySend me a message to let me know what you think!

For the holiday break we are resurfacing some of our best episodes so far. Here is the best episode of season 2.Here are the key lessons from the past 60 episodes that we've released to date.  Each of the 5 steps to Product Market Fit is based on actual case studies with real examples you can use. It's a recap of everything I've learned over the last two years- you don't want to miss it.Chapters:(00:00:45) Mistakes Are Unavoidable But Avoidable Mistakes Are Unaffordable(00:04:41) 1. Before Startup Mode, There's Research Mode(00:07:16) 2. Only The Insanely Focused Survive(00:10:49) 3. You Have to be IN the Market to WIN the Market(00:14:08) 4. Forget Growth. Find Value.(00:18:05) 5. Pivot Harder & Faster(00:23:50) RecapSend me a message to let me know what you think!

David had a consumer app with 50,000 users and viral traction—and he shut it down. The retention metrics weren't as good as what he'd seen at Snapchat.That difficult decision cleared the path for Juicebox, AI for recruiting that grew to $10M ARR in 2 years. In this episode, David reveals how he pivoted to AI recruiting, generated millions of views with a simple LinkedIn demo, and ground through months of brutal churn to unlock 10x growth. If you want to know how to execute a flawless PLG strategy, run a hyper-lean team, and secure a $30M Series A from Sequoia, this is the blueprint.Why You Should ListenWhy you should kill some products even if they're going viral.How to launch a B2B product with zero budget.The "manual" playbook for fixing high churn.Why you should keep your team under 25 people even after raising millions.How to land an inbound term sheet from Sequoia.Keywordsstartup podcast, startup podcast for founders, product market fit, finding pmf, PLG strategy, viral marketing, pivoting, AI recruiting, Series A fundraising, Sequoia Capital00:00:00 Intro00:03:15 Learning Growth at Snap00:13:01 Killing a Viral App with 50k Users00:20:34 The 90 Second LinkedIn Video That Launched Juicebox00:26:21 Fixing High Churn with Manual Work00:33:04 Why B2B Products Only Need to be Marginally Better00:42:27 Scaling to $10M ARR with Founder Led Sales00:47:40 Raising a $30M Series A from Sequoia00:50:12 The Moment of True Product Market FitSend me a message to let me know what you think!

Jennifer went from VC to founder and immediately broke every rule in the book. When she pivoted Scribe from an automation tool to a documentation platform, her investors told her she had just killed the company. She ignored them. Instead of polishing her product, she launched a "janky" offline MVP on Product Hunt to test for real market pull. Scribe is now used by 95% of the Fortune 500. In this episode, Jennifer reveals the brutal truth about ignoring "smart" money, why you should run PLG and Enterprise sales simultaneously from Day 1, and how to tell the difference between pushing a boulder up a hill and chasing one down it.Why You Should ListenWhy you sometimes need to ignore your investors to save your startup.The "Boulder Test": The definitive gut check for knowing if you have true Product-Market Fit.How to validate a massive opportunity with zero marketing budget.Why the conventional wisdom about choosing between PLG and Enterprise Sales is wrong.How to turn executive hiring interviews into free mentorship sessions.Keywordsstartup podcast, startup podcast for founders, product market fit, PLG strategies, MVP testing, enterprise sales, go to market strategy, early stage growth, finding pmf, founder stories00:00:00 Intro 00:02:21 1,200 Customer Interviews as a VC 00:22:07 How to Hire for Excellence 00:30:18 The Pivot from Automation to Documentation 00:39:17 Launching a "Janky" MVP on Product Hunt 00:49:09 The Boulder Test for Product-Market Fit 00:52:50 Doing PLG and Enterprise Sales Simultaneously 01:03:12 Ignoring Investors to Save the CompanySend me a message to let me know what you think!

Alex built the original Snapchat filters-- and sold his company to Snap for $166M. Then he left to start Higgsfield. The company just raised a $50M Series A to help brands create AI-generated video ads at scale. We go deep on why he thinks Adobe is in trouble, how top advertisers are already producing 10,000+ ad creatives a year, and why the companies winning in AI video aren't building foundation models.Why You Should ListenWhy consumer AI apps are a trap (and what to build instead)How to drive early growthThe economics of AI-generated videoHow to know when to pivot away from traction that has no long termKeywordsstartup podcast, startup podcast for founders, AI video generation, generative AI startup, social media marketing AI, B2B SaaS growth, founder pivot, AI startup fundraising, creator marketing, product market fit00:00:00 Intro00:06:29 Selling to Snap and Working With Evan Spiegel for Four Years00:08:28 The Origin Story of HiggsField00:17:47 The Real Use Cases for GenAI Video Today00:27:26 The First Product and Why They Pivoted Away From Consumer00:29:08 The $10 Billion Short Form Drama Market Nobody Talks About00:33:26 Going All In on Social Media Advertising00:41:16 When He Knew He Had Product Market FitRetrySend me a message to let me know what you think!