

448: Sigma: The Gutsy Rebuild That Took This SaaS from Zero to $100M - with Rob Woollen
16 snips Jul 3, 2025
In this discussion, Rob Woollen, Co-founder and CTO of Sigma Computing, shares insights on building a data analytics platform that now boasts over $100 million in ARR. He emphasizes the importance of user feedback and strategic partnerships, particularly with Snowflake, in navigating their growth. Rob reveals the emotional rollercoaster of transforming a struggling startup into a thriving business, balancing intuition with data-driven decisions. His journey offers valuable lessons on resilience, passion, and the significance of fostering strong customer relationships.
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Failed First Product and Team Loss
- Sigma's initial AI product for suggesting data insights was a big failure despite polite feedback.
- Two founding engineers quit, and the team stayed small while iterating product ideas for years.
Irrational Perseverance Needed
- Founders must be irrationally passionate to persevere against skeptical odds.
- Having co-founders who take turns staying motivated helps sustain through tough times.
From Breakthrough to Zero Sales
- After winning an award, Sigma's sales hit zero the next quarter despite initial excitement.
- This shocked the team and reminded them that product-market fit recognition can be elusive and nonlinear.