Russ has started and sold multiple companies over 30 years, but his Dynamic Signal journey will change how you think about product-market fit. They had $5M ARR selling influencer marketing software.
Then Russ told investors to pretend the $5M didn't exist and bet on a $200K pipeline instead. That pivot led to 600 Fortune 2000 customers and an exit at $50M ARR.
Now building his AI measurement startup Larridin, Russ shares why being a repeat founder creates a different problem—everyone tells you your idea is great even when it's not. His solution? Don't believe anything until someone writes a check.
Why You Should Listen:
- Why he walked away from $5M ARR to pursue a $200K pipeline.
- How emergent user behavior revealed a $50M business.
- Why "everyone loving your idea" means nothing.
- Why finding product-market fit is only step 1.
Keywords:
startup podcast, startup podcast for founders, Dynamic Signal, Russ Glass, product-market fit, enterprise sales, employee advocacy, pivot strategy, B2B SaaS, influencer marketing
00:00:00 Intro
00:01:36 30 years of Silicon Valley startups
00:03:05 Dynamic Signal's original idea
00:07:29 The emergent behavior that changed everything
00:15:38 Walking away from $5M ARR to pursue a $200K opportunity
00:18:23 Why product-market fit is never final
00:22:14 Selling Dynamic Signal
00:24:30 Starting Laridin
00:36:34 Raising $17M as a repeat founder—why everyone says yes
Send me a message to let me know what you think!
