Can a small team really bootstrap to $8M ARR in a crowded SaaS market?

In this episode, Rob Walling chats with Philippe Lehoux about how he and his co-founders bootstrapped Missive, a collaborative email and team inbox tool. They deep dive into landing early customers, unique horizontal positioning, content-driven growth, enterprise sales, and how to compete with VC-backed competition.

Episode Sponsor:

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Topics we cover:

(2:05) – Missive’s $8M ARR journey and email pivot
(6:02) – Early idea and first customers
(11:16) – Unique positioning: horizontal vs. vertical
(13:41) – How they prioritize features
(15:39) – Why they stayed bootstrapped and decline funding
(20:25) – Content strategy and “vs” pages
(21:39) – Affiliate program driving 30% of growth
(25:24) – Challenges and benefits of being horizontal
(30:28) – Enterprise sales and pricing
(32:06) – Scaling with SOC 2 compliance

Links from the Show:

If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

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