For any SaaS company, the journey to $10M in ARR is anything but easy; just ask Hotjar Founder & CEO, David Darmanin. In this episode, David takes us on an adventure along this rocky road as he shares some of the highs and lows of building Hotjar. Starting from pre-Hotjar times, David talks about his background growing up in Malta and how he went from studying a Doctorate in Law to becoming a serial MarTech entrepreneur, and he gives us a very open and honest account of what it really takes to build a successful B2B SaaS business, including: - Why David decided to start Hotjar - How Hotjar generated 60,00 beta signups in 6 months through a gamified referral program - The big challenges in converting these free beta users into paying customers - The difficulties with pricing and how David and the team dealt with a European Tax Law issue just days before Hotjar’s commercial launch - How Hotjar was able to scale up and the key factors that enabled them to reach $10M in ARR - The benefits and challenges of growing a fully remote team including how to build a strong remote company culture and the keys to successful leadership Hotjar >> https://www.hotjar.com/ The Essential Guide to Growing Your Early-Stage SaaS Startup >> https://www.hotjar.com/grow-your-saas-startup/ Radical Candor >> https://www.radicalcandor.com/ SaaStr >> https://www.saastr.com/ SaaStock >> https://www.saastock.com/blog Follow David on Twitter >> https://twitter.com/daviddarmanin The Growth Hub >> www.advanceb2b.com/thegrowthhub Advance B2B >> www.advanceb2b.com The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Edward on Twitter >> twitter.com/NordicEdward