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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: First SaaS Customers: How PandaDoc Reached 10,000
Description: Mikita Mikado and his co-founder spent months arguing about button placement instead of talking to first SaaS customers. Their first product worked - but their customer acquisition startup approach was broken. He rebuilt the business as PandaDoc and grew it to over 10,000 first customers using CRM partnerships and built-in product virality.
Getting first SaaS customers required experimentation. PandaDoc built CRM integrations that created mutual lead flow - CRM vendors got expanded functionality while PandaDoc got SaaS customer acquisition referrals. Every document sent through PandaDoc also exposed recipients to the product, converting them into new subscribers organically.
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