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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: Enterprise SaaS: Why Excited Customers Still Said No
Description: A prospective customer wanted to hug Rami Tamir after his pitch. Six months later, she rejected the product. That early lesson in misleading enterprise SaaS validation shaped how Salto grew from a self-funded idea to 8-figure ARR with $69M in funding. Founders will hear why building enterprise software in a new category is harder than it looks.
Rami reveals why he refuses design partners after a previous startup overfitted to one customer's $500K use case, how targeting discretionary budgets let director-level buyers approve enterprise SaaS deals without procurement, and what forced the team to reprice and move...