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Getting your first 100 SaaS customers has almost nothing to do with going viral... Joseph has scaled two separate products past $3M in ARR. His current SaaS does over $250,000 a month. His approach? Capture the low-hanging fruit first. > That means things you can do in the next... show more

Starter Story

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Many founders start their customer search with cold email, LinkedIn, and prospecting tools. But the first 10 customers rarely come from a tool. It starts somewhere else: your network, showing up in person, and a willingness to do things that don't scale. In this episode of Startup School, YC Visiting Partner max draws on dozens of YC founder stories to explain how to identify the right buyers, start conversations, and turn them into your first customers. 0:00 - Why the first 10 are different 0:54 - Where does your buyer actually spend their time? 2:45 - Customers 1–3: work your warm network first 4:20 - Get in the room 5:14 - Conferences and founder dinners 6:15 - Find where your customers complain online 7:30 - How to go outbound 8:35 - Frame outreach as advice 10:20 - Writing outreach that sounds human 13:15 - Recap: The first 10 come from you

Many founders start their customer search with cold email, LinkedIn, and prospecting tools. But the first 10 customers rarely come from a tool. It starts somewhere else: your network, showing up in person, and a willingness to do things that don't scale. In this episode of Startup School, YC Visiting Partner max draws on dozens of YC founder stories to explain how to identify the right buyers, start conversations, and turn them into your first customers. 0:00 - Why the first 10 are different 0:54 - Where does your buyer actually spend their time? 2:45 - Customers 1–3: work your warm network first 4:20 - Get in the room 5:14 - Conferences and founder dinners 6:15 - Find where your customers complain online 7:30 - How to go outbound 8:35 - Frame outreach as advice 10:20 - Writing outreach that sounds human 13:15 - Recap: The first 10 come from you

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1 year ago today I left my job and home in the UK 🇬🇧 With one goal: build a SaaS to $10,000/month. Today that SaaS is at $17k/month 🥹 If I can do it, so can you.

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Rob Hallam

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.Dan Shipper 📧: "I would buy SaaS stocks right now. SaaS stocks will be up majorly in the next couple of years."

.Dan Shipper 📧: "I would buy SaaS stocks right now. SaaS stocks will be up majorly in the next couple of years."

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If you are in Christ, your judgment has already been carried out at the cross. His death was your death; his life is now in you. That’s why you can have a living hope. Sermon: For This Purpose I Have Come to This Hour

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Gavin on why it's a mistake for SaaS companies to resist AI because it has a lower margin structure: "When there's a transformative new technology customers are demanding, it's always a mistake not to embrace it. If you're trying to preserve an 80% gross-margin structure, you are guaranteed not to succeed in AI. SaaS companies are making the exact same mistake that brick and mortar retailers did with e-commerce. They clearly saw customer demand, but they didn't like the margin structure. Now Amazon has higher margins -- margins can change. SaaS companies have their 70-90% gross margins and are reluctant to accept AI gross margins -- a good AI company might have 40%. If you want to have an agent, it's never going to succeed if you're not willing to run it at a sub-35% gross margin because that's what the AI natives are running it at. I can't think of a single application SaaS company that could not be running a successful agent strategy. And they have a giant advantage over these AI natives in that they have a cash-generative business."

Gavin on why it's a mistake for SaaS companies to resist AI because it has a lower margin structure: "When there's a transformative new technology customers are demanding, it's always a mistake not to embrace it. If you're trying to preserve an 80% gross-margin structure, you are guaranteed not to succeed in AI. SaaS companies are making the exact same mistake that brick and mortar retailers did with e-commerce. They clearly saw customer demand, but they didn't like the margin structure. Now Amazon has higher margins -- margins can change. SaaS companies have their 70-90% gross margins and are reluctant to accept AI gross margins -- a good AI company might have 40%. If you want to have an agent, it's never going to succeed if you're not willing to run it at a sub-35% gross margin because that's what the AI natives are running it at. I can't think of a single application SaaS company that could not be running a successful agent strategy. And they have a giant advantage over these AI natives in that they have a cash-generative business."

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Ritesh Agarwal

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