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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: SaaS Product Validation: 3 Pivots Before Finding Fit
Description: SpotDraft tried selling to freelancers - no one would pay. They moved to Fortune 500 companies through a channel partner - but each customer took months to onboard. It took two years to learn that you cannot outsource SaaS product validation. You have to own the customer relationship.
SpotDraft co-founder Rohith Salim learned that channel partners block SaaS product-market fit because you never access end users. After pivoting three times - freelancers, Fortune 500, then mid-market - SpotDraft achieved SaaS product validation by directly observing lawyers work and building a purpose-built contract editor for problems Microsoft Word would never...