Topic
Founder-led Sales
35 guides in this topic.
First 100 Customers #33 19 min
The First 100 Customers Course #33: How Lightfield Turned Empty Office Space Into Its First 5 Customers
A source-backed course for turning a stranded asset into embedded product use, converting complaints into proof, and graduating from five early customers to a trusted referral network.
First 100 Customers #28 20 min
The First 100 Customers Course #28: How Deel Turned 200 YC Interviews Into Its First 100 Customers
A practical course for using one bounded founder community, exhaustive interviews, direct support, and repeated customer requests to reach an evidence-backed first 100 customers.
First 100 Customers #27 19 min
The First 100 Customers Course #27: How 7Learnings Sold Consulting Before Software to Reach Its First $1M ARR
A source-backed course for using paid services to unlock proprietary data, converting it into a reversible enterprise pilot, and turning proof into the first ten customers.
First 100 Customers #26 18 min
The First 100 Customers Course #26: How StatusPage Turned 20 Developer Relationships Into Its First $1,000 MRR
A source-backed course for turning practitioner relationships into a paid SaaS soft launch, segmenting buyer evidence, and crossing from warm trust to a repeatable channel.
First 100 Customers #25 18 min
The First 100 Customers Course #25: How Torii Turned 70 Free Alpha Companies Into Its First Unaffiliated Customer
A source-backed course for separating technology test beds from target buyers, narrowing an enterprise ICP, and proving a first-customer channel with an unaffiliated account.
First 100 Customers #24 17 min
The First 100 Customers Course #24: How Lodgerin Turned 850 Meetings Into Its First Customer
A source-backed course for using founder-led meetings to find the buyer's live operational burden, switch problems without abandoning the ICP, and earn the first institutional customer.
SaaS Distribution #16 19 min
The SaaS Distribution Course #16: ChatGPT Killed the Funnel — The Datasaur Rebuild
A practical course on rebuilding SaaS distribution after a category shock: diagnose channel failure, sell the completed job, change the buyer, productize delivery, and measure the full lifecycle.
First 100 Customers #17 17 min
The First 100 Customers Course #17: How Matik Turned LinkedIn Alumni Into Its First 20 Customers
A practical course for finding people who remember the workflow your SaaS replaces, converting that portable context into warm founder-led sales, and earning the right to scale.
SaaS Distribution #15 22 min
The SaaS Distribution Course #15: How Within Reached Nearly $20M ARR by Following One Conference Signal
A practical course on Within's event-led distribution system: weighted customer evidence, bounded market bets, paid validation, quarterly kill metrics, and channel concentration.
SaaS Distribution #14 18 min
The SaaS Distribution Course #14: How Nebulock Turned 90 Interviews Into a Six-Week Enterprise Close
A step-by-step course on Nebulock's enterprise distribution system: 90 customer interviews, weekly design partners, repeatable POCs, and procurement mapped before the proof ends.
First 100 Customers #16 18 min
The First 100 Customers Course #16: How Storyy Turned a $5K Promise Into a Repeatable Content System
A practical course for selling one expensive manual outcome, documenting delivery, productizing the repeated workflow, and moving from an individual buyer to a retained team account.
First 100 Customers #15 18 min
The First 100 Customers Course #15: How Uplane Turned a One-Week Demo Into Its First Paying Customer
A practical course for using cold discovery, a seven-day working-demo sprint, manual delivery, and a payment gate to win a first B2B SaaS customer before the product is complete.
First 100 Customers #11 20 min
The First 100 Customers Course #11: How Help Scout Turned One Shared Office Into Its First 50 Customers
A source-backed course for finding one concentrated buyer environment, running founder-led problem demos, calling every signup, and turning early access into activation evidence.
SaaS Distribution #10 18 min
The SaaS Distribution Course #10: How Herd Security Built a 90% Trial Win Rate on Founder-Led Outbound
A source-backed course on Herd Security's founder-led system: narrow account selection, outbound, qualified trials, rapid product feedback, retention, and the scale gate.
First 100 Customers #10 24 min
The First 100 Customers Course #10: How Templafy Turned a 10-Person Pilot Into a Company-Wide Deal
A source-backed course for selling a point of view before the product is finished, converting a small enterprise pilot into a real decision, and expanding without running endless proofs of concept.
First 100 Customers #8 22 min
The First 100 Customers Course #8: How Safebooks Reached About 15 Enterprise Customers With a $125,000 Headcount Anchor
A source-backed course for pricing one urgent enterprise workflow, landing a bounded first use case, and expanding only when each next use case has its own ROI.
SaaS Distribution #7 20 min
The SaaS Distribution Course #7: How Peec AI Built a $10M ARR Loop From Social to AI Search
A practical course on Peec AI's signal-led distribution system: problem interviews, social-signal outreach, mid-market pricing, founder content, word of mouth, AI search, and referrals.
First 100 Customers #7 21 min
The First 100 Customers Course #7: How Wash-Dry-Fold POS Pre-Sold Three External Systems Before Reseller Approval
A step-by-step course for turning vertical workflow expertise into paid pre-sales, manual onboarding, and a productisation gate before building custom SaaS.
First 100 Customers #5 20 min
The First 100 Customers Course #5: How Ninety Turned Four Years in One Community Into Its First 1,000 Customers
A step-by-step course for earning distribution inside a practitioner community, converting trusted partners into a referral channel, and adding paid reach only after the market understands the problem.
SaaS Distribution #4 18 min
The SaaS Distribution Course #4: How Litix Reached 85% of Massachusetts School Districts Mostly Through Word of Mouth
A practical course for turning founder credibility, responsive service, customer advocacy, association trust, and peer proof into a measurable distribution system.
First 100 Customers #2 17 min
The First 100 Customers Course #2: What Connect The Dots Learned From a Churned First $5K Deal
A step-by-step course for turning a trusted relationship and a timely buyer trigger into a bounded paid bet, then using activation and retention—not the introduction—to decide whether to scale.
