John Stewart, a tech entrepreneur known for creating and selling an engineering services business, shares his transformative journey in building MapAnything, a Salesforce integration services company. He discusses the shift from bootstrapping to securing VC funding, the rapid growth to over $2 million ARR, and the eventual $250 million sale to Salesforce. John emphasizes the vital role of sales and distribution in a startup’s success and reveals insights from launching his new venture, Fastbreak.ai, focused on optimizing sports schedules.

Landon Taylor created two successful digital marketing services businesses before starting a product-powered business with recurring revenues. His first agency drove traffic to its customers, which led to his second business, Best Company, which produced qualified leads for large home services businesses through its bestcompany.com consumer review site.  Their work in consumer reviews led them to his latest business, Snoball, a word-of-mouth marketing platform they use to predictably and efficiently drive customer referrals. With their systematic approach and some human-in-the-loop help, Snoball creates a scalable customer acquisition channel for large home services businesses in the US.  Landon speaks openly about his approach to “parlay” one business into another to create new businesses that are larger and more valuable than the last. Rather than raising big VC funding, Landon invests his own resources to find and create new businesses.  Quote from Landon Taylor, CEO of Snoball “Fear can be debilitating for an entrepreneur. If you fear failure, if you take a leap and you’re gonna fail, you’ll be paralyzed. You won’t be able to move forward, see opportunities, and take risks that will open up doors. “You’ve gotta get to the mindset that failure is not fatal. Everybody who’s been successful has failed multiple times, right? So just take the leap. It can be a small leap. Or it could be a mental leap of believing that I can build, I can create, I’ve got something unique. “It might be as simple as wanting to do a LinkedIn post, but you hit this wall of ‘I can’t.’ So get beyond that to believe I can, I’ve got something unique, I can build, I can create.” Links Landon Taylor on LinkedIn Snoball on LinkedIn Snoball website BestCompany.com website Sponsor This week’s podcast is sponsored by my friends at Cypress Growth Capital. For 15 years, Cypress has provided non-dilutive growth funding to bootstrapped SaaS founders, including many successful founders I’ve interviewed here on this podcast. Connect with Cliff Sentell at cypressgrowthcapital.com/practical to find out how they can help with your practical growth plans.  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. Get the weekly Practical Founders newsletter and podcast updates at practicalfounders.com.

Kyle York, former Chief Revenue Officer of Dyn, now invests in SaaS startups through his firm York IE. In this engaging discussion, he delves into the differences between traditional VC funding and his practical funding approach. Discover the challenges SaaS founders face with funding and growth strategies, the evolving role of AI, and the importance of strategic vision in decision-making. York emphasizes creating a coherent long-term vision and how operational support can fuel capital-efficient growth, especially in niche markets.

Mike Kovarik, founder and former CEO of Attribytes, shares his entrepreneurial journey from data analytics leader to SaaS founder. He discusses the critical challenge of low-quality product data in e-commerce, which led him to create Attribytes. Mike reflects on navigating fundraising, achieving nearly $5 million in ARR, and ultimately selling his company to Syndigo. The conversation also touches on balancing business and family, the emotional challenges of strategic decisions, and his plans to acquire and innovate with a new venture.

David and Chris Sinkinson, co-founders of the successful mobile safety app AppArmor, share their entrepreneurial journey from college campus to a $30 million acquisition. They discuss the innovative features that set their app apart and the challenges of scaling without outside investment. Insightful reflections on ignoring detractors resonate as they emphasize market validation over peer approval. The brothers also introduce their book, 'Startup Different,' aiming to debunk common startup myths and inspire future founders.

Dan Balcauski, founder of the SaaS pricing consultancy Product Tranquility, dives into the art and science of pricing strategies. He emphasizes the critical role of CEOs in shaping these strategies and highlights the need for structured pricing conversations with customers. Balcauski discusses common pricing pitfalls and the impact of customer segments on pricing models. He also explores how AI is transforming pricing in the SaaS landscape, urging founders to view pricing as an evolving process rather than a one-time decision.

Rob Farrow, an experienced marketing executive, and Christina Farrow, a professional wedding planner, co-founded Aisle Planner to address the lack of suitable software for wedding planners. They share their journey of innovation, highlighting the challenges they faced and the importance of aesthetics and functionality in their product. The couple discusses navigating the pandemic's impact on their business, strategic funding hurdles, and their emotional experience during a significant acquisition, demonstrating resilience and commitment to their vision.

Krista Morgan, CEO and General Partner at Stage Fund, specializes in revitalizing struggling SaaS companies. She shares her journey from one startup's failure due to excessive growth funding to creating a successful model for distressed firms. Key highlights include the pitfalls of 'growth at all costs' strategies, the importance of sustainable growth, and the advantages of acquisitions over organic expansion. Krista emphasizes the need for practical decision-making while keeping a strong vision, turning challenges into opportunities for profitability.

Ian Manners, a former consultant turned entrepreneur, co-founded healthcare software company Vivor to bridge patients with financial assistance for prescriptions. He shares insights on the startup's journey, helping over 100,000 patients access $2 billion in aid. Ian reflects on the challenges of merging Vivor with competitor TailorMed during COVID-19, discussing the emotional and strategic nuances of such a sale. The episode also highlights the complexities of integrating healthcare solutions and the evolving landscape of startup funding in this sector.

Dave Lambert, a venture capital investor at Right Side Capital Management, has funded over 2,000 startups since 2009, specializing in early-stage SaaS companies. In this discussion, he unveils why traditional VC routes may hinder a successful exit and emphasizes capital efficiency. Lambert also sheds light on the effective use of AI in startup growth and the current state of acquisitions in the SaaS space, revealing valuable insights for founders aiming for smaller exits but significant impact.