Partnership-Led GTM: AWS and IBM

Vlad Malanin, MD, PhD and co-founder of SpeedSize, shares how he scaled an AI-powered media optimization SaaS from $400K to $6M ARR with just 25 employees. SpeedSize helps enterprise and mid-market brands deliver high-quality images and video without sacrificing site performance, serving over 200 global customers.

In this episode, Vlad breaks down SpeedSize's capital-efficient growth strategy, enterprise pricing model, partnership-led GTM motion, and the hard founder decisions required to survive near-zero runway during wartime—while maintaining low churn, strong expansion revenue, and founder control.

NOTES:

• Founder background

  • Surgeon turned AI scientist and CTO

  • Forbes Technology Council member

  • Ukrainian-Israeli founding team navigating geopolitical risk

• Company overview

  • AI-powered image and video compression for rich media websites

  • Focus on preserving visual quality while improving load speed

  • Core customers: fashion, apparel, marketplaces, travel, jewelry

• Revenue & growth

  • $400K ARR in 2022

  • ~$1.5M ARR in 2023

  • ~$3M ARR in 2024

  • ~$6M ARR today

  • 200+ paying customers

  • Low churn with strong net revenue expansion

• Pricing & ACV

  • Annual contracts only

  • Pricing based on:

    • Data transferred (GB)

    • Number of original assets / SKUs

  • ACV ranges:

    • $10K–$20K (lower mid-market)

    • $50K–$100K (mid-market)

    • Low seven figures (enterprise)

  • Multiple customers paying $100K+ annually

• GTM & acquisition

  • Minimal reliance on paid ads

  • Partnership-led growth strategy:

    • AWS Premium Partner

    • IBM Cloud partnerships

    • Agency referrals

  • Focus on cloud providers lacking native media optimization

• Sales motion

  • Land-and-expand strategy

  • Customers grow usage as they adopt richer media (video, animations)

  • Enterprise-focused negotiations vs self-serve SMB motion

• Team & operations

  • Team downsized from 50 to ~25 for efficiency

  • ~70% engineers

  • High revenue per employee

  • Cash-flow controlled with variable spend levers

• Capital & fundraising

  • ~$5M total raised (2022–2023)

  • Founders retain 70%+ ownership

  • Pre-Series A

  • Lessons learned from VC-driven spending pressure

• Crisis management

  • Two months of runway during 2023 war escalation

  • Cash dropped below $300K

  • Founders cut their own salaries first

  • Focused on survival, efficiency, and customer retention

WHAT YOU'LL LEARN Founder Story

• Transitioning from medicine to AI SaaS

• Building during war and geopolitical uncertainty

• Making survival-first leadership decisions

Pricing & Revenue

• Structuring enterprise SaaS pricing by usage

• Designing ACV tiers from $10K to seven figures

• Using land-and-expand to drive ARR growth

GTM & Partnerships

• Why SpeedSize prioritized partnerships over outbound sales

• How AWS and IBM partnerships actually work

• The realities of enterprise marketplace distribution

Acquisition & Retention

• Why low churn matters more than hypergrowth

• Enabling customer expansion through product value

• Avoiding paid ads in favor of scalable channels

Scaling & Operations

• Downsizing teams without killing momentum

• Managing cashflow with variable spend

• Staying capital-efficient while retaining founder control

This episode is a must-watch for SaaS founders, operators, and investors interested in pricing, GTM strategy, retention, capital efficiency, and real founder resilience.