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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: SaaS Customer Development: 3 Pivots, 80 Interviews, $1M
Description: Tukan Das and his co-founders spent three years and $1.8 million trying to sell social media data to Fortune 500 brands. After two failed pivots and dwindling runway, they finally committed to real SaaS customer development - and everything changed. Tukan reveals how LeadSift went from five customers in year one to 105 customers and nearly $1M ARR.
The breakthrough came from proper SaaS customer development: 80+ customer interviews with a rule that 80% had to confirm the pain point before writing any code. Three customers signed contracts and paid before any product existed. Leads were delivered manually via spreadsheet for months...