What does it take to build and scale a vertical SaaS company? The process of building and scaling a vertical SaaS company requires customer research, continuous tech development, and being flexible to potential changes along the way.

In this episode of The Capital Stack, we have Roberto Guerrieri and Stuart Illian, the co-founders of Bluetail, a vertical SaaS company for aircraft owners that digitizes back-to-birth paper records and turns them into protected, searchable, and shareable assets.

Listen in to learn about the journey of a startup and how you can end up in a different place from where you initially thought. You will also learn about the evangelizing and outreach that goes into selling a vertical SaaS product geared toward digital transformation.

What You Will Discover:

·       [00:00] Intro

·       [01:50] Stuart on how they came up with the idea of digitizing flight records from static to structured information.

·       [06:53] The potential applications they’re discovering away from where they initially thought they’d end up. 

·       [09:05] The customer research and tech development that goes into scaling a vertical SaaS company.

·       [14:34] They explain the challenge of evangelizing their product to aviation companies.

·       [17:50] The guidelines they used to come up with product pricing according to industry standards.

·       [21:00] They describe Bluetail’s capital stack, their startup backgrounds, and recent hiring spree.

·       [25:38] They share some of their plans geared towards aligning Bluetail in the industry.

·       [28:10] Rapid questions with Roberto and Stuart!

Memorable Quote:

·       “In startup, where you start is never where you end up.”- Stuart [07:52]

Connect with Roberto and Stuart:

·       Roberto’s LinkedIn: https://www.linkedin.com/in/rguerrieri/

·       Stuart LinkedIn: https://www.linkedin.com/in/stuartillian/