Practical Founders Podcast

Raju Patel, the Founder and CEO of eShow, shares insights from his 25+ years in the event management SaaS industry. He explains how he built a niche focusing on complex association events, enabling steady growth without big bets. Raju discusses the evolution of his platform, emphasizing passion over profit, and the importance of deep modular features. He reflects on transforming from a founder-doer to a CEO, highlighting challenges like churn and the impact of COVID. Raju also reveals plans for hybrid events and integrating AI into their systems.

Darshan Rangegowda, founder of ScaleGrid and former Microsoft engineer, unveils the secrets behind his journey of bootstrapping a successful database-as-a-service company. He emphasizes the importance of support as a growth strategy, revealing how deep customer engagement informed product innovation. Darshan shares insights into leveraging SEO for sustainable growth and the value of targeting edge users before pursuing enterprises. He discusses the unsolicited offer that led to his company's exit, offering key takeaways for aspiring entrepreneurs looking to navigate the challenges of bootstrapped growth.

Gaurav Bhasin, founder and managing director of Allied Advisers, shares his expertise in M&A for B2B software founders. He highlights the significant shift in the M&A landscape since the 2021 bubble, emphasizing the growing demand for profitable SaaS growth over rapid expansion at any cost. Gaurav discusses critical metrics that enhance valuations, the importance of running a competitive sale process, and how AI should be practically implemented rather than chased for hype. His insights provide valuable guidance for founders considering selling their businesses.

Join Natalie Barbu, founder and CEO of Rella, as she shares her inspiring journey from a YouTube creator with over 300,000 followers to building a successful SaaS platform for social media teams. She discusses the pivotal moment when a viral video reignited Rella's growth, skyrocketing revenue from zero to nearly $3 million in just a year. Natalie highlights the importance of early monetization, a lean team approach, and community engagement in transforming challenges into opportunities. Her insights are a must-listen for any aspiring SaaS founder!

Discover the hidden superpowers of practical SaaS founders! Greg Head reveals how frugality complements bold risk-taking and leads to steady growth. Learn why making small, calculated bets can compound into significant wins. Independence isn't just a luxury; it's a strategic asset that fuels success. Greg emphasizes the importance of long-term thinking, with modest growth creating massive value over time. If you're a SaaS founder skeptical of traditional funding routes, these insights could redefine your approach!

Darryl Pahl is the co-founder of DFnet, a Seattle-based company providing clinical trial data management software and services. Along with his wife and co-founder, Lisa Ondrejcek, Darryl started the company more than 20 years ago after careers at Fred Hutchinson Cancer Research Center. They built DFnet around long-term client relationships in global health and clinical research. The company runs DFdiscover, an enterprise-grade electronic data capture and management platform used in clinical studies worldwide. With offices in the U.S., Canada, and South Africa, DFnet has grown to more than 50 employees and is approaching $10M in revenue. Clients range from the U.S. Department of Veterans Affairs to nonprofits like PATH and major universities. Still independent and bootstrapped, DFnet has made key moves to prepare for the future—such as bringing in a growth-focused CEO, diversifying beyond single-client risk, and shifting legacy software to SaaS and services. Darryl shares the lessons from running conservatively under debt, buying rather than building, and building a global company rooted in relationships and practical execution. Key Takeaways Stability First Growth – Carrying a 10-year SBA loan forced conservative growth and taught the discipline of stability over risky expansion. Buying Not Building – Acquiring DataFax brought 35+ new clients overnight and proved that buying legacy software can be smarter than reinventing. Services Plus Software – Unlike pure SaaS, DFnet thrives by combining consulting, hosting, and software in a regulated field. Spouse Founders Structure – Their 51/49 ownership split avoided deadlocks and kept marriage and business aligned. This Interview Is Perfect For SaaS founders balancing growth and control Founders considering succession or sale Bootstrapped entrepreneurs in niche B2B markets Anyone curious about global health data and impact-driven tech Quote from Darryl Pahl, co-founder of DFnet "The best position to be in is to say that in three to five years, we would be crazy to sell this company. It's doing so well. That would be the perfect thing. And what we're not looking for is a giant payout. We have a very modest lifestyle. "But is an asset, it is a business, and there's a business aspect. It would have to be the right type of buyer. It has to be the right fit. It has to be the right person or group that is respectful to our clients, our employees, and us as owners. "So the ideal would be to have the luxury of either not selling or being more selective rather than responding to random emails from some financial buyer or search funder." Links Darryl Paul on LinkedIn DFnet on LinkedIn DFnet website Podcast Sponsor – Fraction This podcast is sponsored by Fraction. Fraction gives you access to senior US-based engineers and CTOs — without full-time costs or hiring risks. Get 10 to 30 hours per week from vetted and experienced US-based talent. Find your next fractional senior engineer or CTO at fraction.work. You can start with a one-week, risk-free trial to test it out. The Practical Founders Podcast Tune into the Practical Founders Podcast for weekly in-depth interviews with founders who have built valuable software companies without big funding. Subscribe to the Practical Founders Podcast using your favorite podcast app or view on our YouTube channel. Get the weekly Practical Founders newsletter and podcast updates at practicalfounders.com. Practical Founders CEO Peer Groups Be part of a committed and confidential group of practical founders creating valuable software companies without big VC funding. A Practical Founders Peer Group is a committed and confidential group of founders/CEOs who want to help you succeed on your terms. Each Practical Founders Peer Group is personally curated and moderated by Greg Head.

Vincent Serpico, a veteran CTO and founder of Serpico.ai, dives into the future of SaaS in the AI economy. He discusses how SaaS founders can utilize AI agents to boost productivity without expanding their teams. Vincent emphasizes the importance of domain expertise as a competitive edge and shares insights on vibe coding, allowing non-coders to build applications using natural language. He argues for human oversight in AI workflows and highlights practical steps founders can take to harness these new technologies effectively.

Brett Gilliland, Founder and CEO of Elite Entrepreneurs, leads a program helping founders scale from $1M to $10M. He discusses the shift from a founder-led mindset to a CEO perspective, emphasizing the importance of teamwork and aligned leadership. Brett highlights how establishing clear Purpose, Values, and Mission are crucial for growth, as well as implementing structured meeting rhythms. He also touches on effective hiring practices and the joy of delegation, helping founders rediscover the fun of leading their companies as they grow.

Join Praveen Ghanta, founder of Fraction and former CEO of HiddenLevers, as he reveals how fractional senior engineers can save SaaS founders millions. He discusses the rapid growth of his marketplace, which now services over 100 clients with 500 vetted engineers. Praveen shares insights on leveraging AI to boost developer productivity by up to 4x and how fractional CTOs can aid in M&A preparation. He explains the advantages of flexible engagements and the importance of U.S.-based talent for local context.

Rob Kaminski and Anthony Pierri, co-founders of Fletch, guide B2B SaaS founders on the vital distinction between positioning and marketing. They emphasize that effective positioning is a strategic choice that demands clarity and focus. The duo explains how bootstrapped companies often make sharper, faster decisions than VC-backed firms. They share insights on using positioning anchors and the importance of a clear homepage to convey value. Plus, they discuss why narrowing focus can lead to improved execution and growth.