SaaS Interviews with CEOs, Startups, Founders

Siddharth Sinha is the co-founder and CEO of Dresma, an AI-powered platform helping global brands create studio-quality e-commerce imagery, videos, and localized content at scale.
Launched in 2020, Dresma helps brands like Puma localize product imagery across markets using AI models, data intelligence, and automated workflows. The company now serves ~28 customers, generates ~$2M ARR, and has grown profitably with a lean team of 31 people.
In this episode, Siddharth explains Dresma's usage-based pricing model, how studio partnerships drive over 50% of revenue, and how the company expanded enterprise customers up to $500K per year—while keeping infrastructure costs and CAC under control.


You'll learn:
How Dresma helps brands localize content globally using AI

Why usage-based pricing outperformed seat-based or product upsells

How studio partnerships became a major growth channel

What percent of revenue goes to LLM credits (and why it works)

How free tools drive SEO and enterprise lead generation

Dresma's ABM tech stack (Smartlead, Apollo, Clay + custom tooling)

How to sell enterprise SaaS with AEs based in India

How Dresma grew from $1.3M to $2M ARR in 12 months

What it took to reach profitability after raising a $3M seed round


Before founding Dresma, Siddharth was a serial entrepreneur and Cornell-trained engineer with deep experience in e-commerce content and studio workflows. The company raised a $3M seed round at a $10M post-money valuation in late 2021, backed by early revenue traction and strong domain expertise.
Today, Dresma is profitable, growing steadily, and focused on becoming the end-to-end visual content engine for global e-commerce brands.
If you're a SaaS founder thinking about usage-based pricing, enterprise AI, programmatic SEO, or capital-efficient growth—this episode is a deep, tactical breakdown of what actually works.
Watch this episode on YouTube:
https://www.youtube.com/watch?v=NjSTmVJ_SF0 
Connect with Siddharth:
https://dresma.com
Connect with Nathan:
https://founderpath.com

How do you grow a nearly $5M ARR SaaS with just 2 sales reps, while staying bootstrapped and capital efficient?
Raf Howery is the founder and CEO of Kukun, a B2B property data platform powering white-labeled tools for banks, fintechs, and insurers. After quitting a $1M/year consulting role, he built Kukun to serve ~25 enterprise clients, each paying $10K–$50K/month. The team now processes ~500,000 property addresses monthly across a growing suite of data-driven products.
What makes this business especially compelling is the dual monetization model: a B2C experience that acts as a PLG wedge, and a B2B monetization layer through usage-based pricing for banks and lenders. Kukun's go-to-market evolved from realtor hand-to-hand distribution to landing multi-product deals with top financial institutions.


You'll learn:
—How Raf uses white-label distribution to monetize banks and fintechs
—Why bundling multiple products improves ACV and deal velocity
—How product-led growth drives enterprise adoption through homeowners
—What pricing bands based on address volume look like in practice
—How to build an enterprise SaaS with just 2 quota-carrying reps
—Why realtors were the original GTM channel, and how they unlocked enterprise
—How Raf kept control by raising only $7M in pre-2022 convertible notes
—Why usage is tied to seasonality, and how Kukun hedges that risk
—The real CAC math behind serving 20–25 enterprise accounts
—How PLG and founder-led sales work together in regulated markets
—Why current mortgage dynamics are boosting home improvement software
—How Raf positioned Kukun as the "post-transaction" engagement layer for banks
 
Before founding Kukun, Raf spent over a decade in management consulting, advising Fortune 500 clients at Capgemini. He walked away from a $1M/year role to build a capital-efficient SaaS company, investing $1M of his own money and raising only private capital. For the first several years, he focused entirely on product and data before scaling sales.
 
If you're a SaaS founder thinking about bootstrapping, pricing usage-based products, or selling into regulated industries—this is a masterclass in control, distribution, and enterprise monetization.
 
Watch this episode on YouTube:
https://www.youtube.com/watch?v=sm22u4w_-pk 
 
Connect with Raf:
https://mykukun.com/
 
Connect with Nathan:
https://founderpath.com/

How do you scale a digital document tool to $15M ARR with 28,000 customers—without raising a dollar of VC?
Gabriel Ciordas did it by going deep on SEO, mastering self-serve onboarding, and closing six-figure enterprise contracts—all while owning 100% of the business.
 
Gabriel Ciordas is the founder and CEO of Flipsnack, a digital magazine and brochure platform. Since launching in 2011, he's grown the company to $15M in ARR, with 28,000 paying customers and a pricing range that spans from $16/month self-serve plans to $200,000/year enterprise deals.
 
Flipsnack operates in a surprisingly large and overlooked market: digital collateral for internal and external business communications. The company's strength lies in a dual-motion GTM strategy—self-serve for the long tail, and custom pricing for enterprise accounts. Despite a small sales team, the business is expanding into high-ACV deals thanks to its early SEO moat and product simplicity.
 
You'll learn:
— How Flipsnack converts 160,000+ monthly SEO clicks into paying users
— Why their template library drives $3M/year in equivalent ad traffic
— How they price from $16/month to $200K/year based on use case
— Why only 3 team members manage their SEO playbook
— How to transition from PLG to sales-led without abandoning self-serve
— Why they pulled—and are now reintroducing—a freemium tier
— The real ROI of in-house paid ads vs. influencer marketing
— How to identify and upsell high-ACV users from low-touch channels
— Why they're opening sales offices in Japan, Korea, Portugal, and Switzerland
— How accessibility and AI are shaping their product roadmap
— Why Gabriel took $2.5M in debt capital but stayed 100% bootstrapped
— What founders miss when they underestimate the enterprise sales cycle
 
Gabriel started Flipsnack in Romania in 2011 after years of building companies since 1999. He bootstrapped the business from the ground up, scaling it with organic demand and SEO discipline. Even after raising $2.5M in non-dilutive capital from Founderpath, he remains the sole owner.
 
If you're a SaaS founder navigating freemium vs. enterprise pricing, PLG vs. sales-led GTM, or simply want to scale efficiently without venture capital, this episode is a masterclass in strategic growth and capital discipline.
 
Connect with Gabriel:
https://www.flipsnack.com/
 
Connect with Nathan:
https://founderpath.com/

Volie quietly hit $1.2M in monthly revenue ($14M+ per year) selling BDC communication software to car dealerships — fully bootstrapped. In this episode, Scott Davis (President & Co-Founder) breaks down how Volie scaled from 4 customers in 2017 to powering 2,000 dealership rooftops across 300 store groups, all while maintaining a 16% profit margin and retaining ~85% ownership — plus whether he'd take $70M cash for 60% of the business.


What You'll Learn
How Volie scaled from 4 customers to $14M/year without raising capital

Why selling into car dealerships is a powerful (and overlooked) SaaS niche

How Volie prices dealerships and store groups to reach $1.2M MRR

The economics behind a profitable, quota-carrying sales team

How Scott thinks about AI, growth, and a potential $70M acquisition offer

Sabari Nair, co-founder and CEO of Skillveri, joins Nathan to break down how he's scaling a VR-powered vocational training platform to $1.5M ARR today, serving 100+ schools in the U.S., with $350K enterprise contracts — and why he believes immersive training plus SaaS pricing is the future of skilled labor education.
In this episode, Sabari explains how Skillveri combines VR software subscriptions, hardware add-ons, and a reseller-led GTM motion to win in a category traditionally dominated by $30K+ one-time simulation vendors.
 
You'll learn:
— How Skillveri sells VR training software starting at $4K/year per school
— Why their largest customer pays $350K annually (and how they plan to reach $1M contracts)
— The SaaS + hardware hybrid model driving 60% recurring revenue
— Why schools (not industry) are the wedge into a massive skills market
— How reseller partnerships replaced direct sales across the U.S.
— The commission structure that motivates resellers without killing margins
— Why in-person demos beat cold pitches for immersive tech
— How VR + mixed reality creates objective skill grading (welding, painting, more)
— The COVID pivot that forced a full reset — and buying out investors at a discount
— Why Sabari turned down a $4M all-cash acquisition offer
— The roadmap to $10M ARR by expanding to 2,000+ schools



Sabari started the company in 2012 building hardware, pivoted hard into software during the pandemic, bought out early investors in 2021, and rebuilt the business into a capital-efficient SaaS with hardware upsells. Today, Skillveri runs on a lean team, supports Meta Quest and Pico headsets, and is redefining how skilled trades are taught globally.
Whether you're a B2B SaaS founder, hardware-plus-software operator, investor exploring edtech, or operator designing reseller GTM motions, this episode is a masterclass in enterprise pricing, channel strategy, and scaling immersive technology without burning cash.
 
Connect with Sabari:
Skillveri.com
 
Connect with Nathan:
FounderPath.com