Harish spent 9 months building Deliver and could barely get 10 customers. The product worked. Merchants liked the fast delivery promise. But nobody was signing up.

Then he made two changes—and scaled to $100M in revenue in 2 years. Shopify acquired them for over $2B.

Harish says it wasn't about finding product-market fit. It was about finding product-PRICE-market fit. The product was fine. The pricing model was killing them.

This episode breaks down why pricing often isn't just a business decision—it's part of your product, how to build self-serve systems that scale to thousands of customers without talking to anyone, and why you must obsess about end users AND economic buyers if you actually want adoption.

Harish is now building Augment, an AI company for logistics that just raised an $85M Series A. He shares what he learned shadow-sitting operators for 60 days and why demos mean nothing in the AI era.

Why You Should Listen:

Why PMF is often not enough—you need product-price-market fit
Why subtle changes can have huge results
Why you need both users AND buyers to love your product
How to master self-serve

Keywords:

startup podcast, startup podcast for founders, product market fit, pricing strategy, $2B exit, Shopify acquisition, product-price fit, logistics startup, self-serve systems, Amazon fulfillment

00:00:00 Intro
00:07:06 Starting Deliver in 2017
00:14:24 Struggling with only 10 customers after 9 months
00:19:53 The two changes that changed everything
00:23:43 Zero to $100M in 2 years and product-price-market fit
00:29:32 How the $2B+ Shopify acquisition happened
00:32:07 Starting Augment AI for logistics
00:47:35 PMF moments and top advice

Send me a message to let me know what you think!

Jisela Delgado on The Challenge All Stars Episode 8 Recap