The Remarkable SaaS Podcast

A story about learning from the customers who walked away.
This episode is for SaaS CEOs who keep building features for their customers, but still lose them at renewal.
Most SaaS roadmaps are focused on interesting problems, not real ones.
Adrian Moza, CEO of Flipsnack, learned what that costs. He started as a developer 20 years ago, moved into support, then ran product before becoming CEO in 2022.
When thousands of new templates brought customers who churned after one use, he realized Flipsnack wasn't Canva and never would be. Its job is to solve the problems customers really have.
And this inspired me to invite Adrian to my podcast. We talk about what customers really want from your product. And how you can still lose big customers, even when they have no complaints about it. You'll hear how Adrian built a sales-led motion on top of PLG, without outside funding. In 2020, 15% of Flipsnack's customers were on the higher plans. Today it's 60%.
We also zoom in on two of the 10 traits that define remarkable software companies:
Offer something valuable and desirable
Acknowledge you cannot please everyone
Both are chapters in The Remarkable Effect.
Adrian's story proves what makes a software company hard to replace: solving the problem customers can't ignore.
Here's one of Adrian's quotes that captures why he moved Flipsnack beyond PLG:
"I still believe in PLG as a motion, but it wasn't good for us because we were creating a nice-to-have product instead of a must-have."
By listening to this episode, you'll learn:
Why your go-to-market should change the day your product does
Why moving upmarket needs hires who help you grow, not hires you grow
How your lowest tier can fund the move upmarket and feed your pipeline
How one strategy turns twenty scattered marketing initiatives into results
For more information about the guest from this week:
Guest: Adrian Moza, CEO of Flipsnack
Website: flipsnack.com
LinkedIn: Adrian Moza

A story about the real problem behind every feature request.
This episode is for SaaS founders who build what customers ask for and still watch new features go unused.
Customer requests are where good teams go wrong.
Kevin Dias, founder of Ambiki, spent three years inside a Tennessee speech therapy practice, listening to therapists and building their software as he went. That software grew into Ambiki.
While building Ambiki, he wrote a book around one question: what problem are we solving, and for whom? Every feature at Ambiki starts there. No solution allowed in the answer.
And this inspired me to invite Kevin to my podcast. We talk about why defining the problem matters more now that AI makes building so fast, and the three forces that push teams past that step: customers, sales and investors. Kevin also shares why he keeps saying no to a much bigger market. You'll hear what he hands his board when they ask for a roadmap.
We also zoom in on two of the 10 traits that define remarkable software companies:
Master the art of curiosity
Acknowledge you cannot please everyone
Both are chapters in The Remarkable Effect.
Kevin's story shows what remarkable companies do first. They pick the problem worth solving.
Here's one of Kevin's quotes that captures his warning for teams building with AI:
"Don't let the ability to quickly create features and prototypes become the evidence that you should build it. It's very easy to build it these days, but it doesn't mean you should."
By listening to this episode, you'll learn:
Why you can miss your customers' real problem when you copy a competitor's feature
What changes when "what problem, for whom?" moves to the top of every feature document
How your margin can grow when you put a smaller group of customers first
How asking "solution or problem?" on support tickets trains a whole team to dig deeper
For more information about the guest from this week:
Guest: Kevin Dias, founder of Ambiki
Website: ambiki.com
LinkedIn: linkedin.com/in/kevin-dias-ambiki
Book: The Problem-First Method at problem-first-method.com

A story about the growth levers you can't see from inside.
This episode is for SaaS founders who are working harder than ever and are not seeing the growth they aspired to.
Most growth problems are hiding in plain sight.
Jason Cohen is the founder of WP Engine and author of Hidden Multipliers. He has built four companies over 25 years, two of them now worth billions, and invested in sixty more.
Across all of them he kept finding the same thing. A few small changes moved growth far more than everything else combined. Most companies never spot them.
And this inspired me to invite Jason to my podcast. We explore why the biggest growth levers in a business stay invisible to the people running it. Jason shares what he learned about customers who cost you money, about pricing that works against you, and about strengths you never counted as strengths. You'll discover why the same product can be worth ten times more without changing a thing.
We also zoom in on two of the 10 traits that define remarkable software companies:
Acknowledge you cannot please everyone
Sell the idea, not the product
Both are chapters in The Remarkable Effect.
Jason's work proves that remarkable companies don't find more to do. They find the few things that decide everything.
Here's one of Jason's quotes that captures why the answer is often already in front of you:
"A lot of times people do know kind of what the answer is already, but they don't want to face it. They're scared to face it. It means they have to admit something they don't want to admit, or it means they have to do work they don't want to do."
By listening to this episode, you'll learn:
Why 10% of your customers decide whether the other 90% are profitable
What changes when you name your weaknesses before the buyer finds them
Why your positioning is capping what you can charge
What decides whether your strongest trait helps or hurts the business
For more information about the guest from this week:
Guest: Jason Cohen, founder of WP Engine and author of Hidden Multipliers
Website: hiddenmultipliers.com
Personal site: asmartbear.com
Free companion AI skills: skills.hiddenmultipliers.com

A story about letting go of what everyone else protects.
This episode is for SaaS CEOs who still believe their product is the thing competitors can't copy.
Your product is the easy part to copy.
Eric Bidinger is co-founder and CEO of Luca. Before that, seventeen years in private equity, where cash was the only number that counted.
Those years of buying companies taught him what a business can really defend. So when founding Luca, he decided to defend something else.
And this inspired me to invite Eric to my podcast.
We explore what a software company can still defend when anyone can rebuild the product. Eric shares why he stopped worrying about that, what his customers build up that a competitor cannot copy, and why his best clients get far more out of the same product. You'll discover what he thinks will hold his company back (and it has nothing to do with technology).
We also zoom in on two of the 10 traits that define remarkable software companies:
Create new value possibilities
Master the art of curiosity
Both are chapters in The Remarkable Effect.
Here's one of Eric's quotes that captures why he walked away from seventeen years in finance:
"In finance you're obviously moving money from pocket A to pocket B, and then you're just taking a cut while the money is in transit, which can be quite lucrative, but also very nihilistic in a way. Unless you own the firm, you're really not building anything that's lasting."
By listening to this episode, you'll learn:
Why the part you guard is rarely the part a rival struggles to rebuild
How your customers build the advantage you cannot build yourself
What one word in your positioning decides who walks away
How AI changes where a good hire still beats an average one
For more information about the guest from this week:
Guest: Eric Bidinger, co-founder and CEO of Luca
Website: ask-luca.com

A story about saying no to the volume everyone wants.
This episode is for SaaS founders who assume a big market means there's enough room in it for them to take a share.
Most software companies chase the biggest pile of volume.
Tony Migliore has a different view. He's the founder and CEO of Moova, a last-mile delivery company in Latin America. Thirty years in logistics taught him where he has no right to win.
So for Moova, he consistently turns down high-volume work priced at cents. He'd rather serve fewer retailers who need something the cheap operators cannot give them.
This inspired me to invite Tony to my podcast. We explore why the biggest pool of volume is the worst place to compete. Tony shares how he decides where he can compete in a commodity market, and why some of his clients pay more than they have to.
We zoom in on two of the ten traits of remarkable software companies:
Offer something valuable and desirable
Acknowledge you cannot please everyone
Both are chapters in The Remarkable Effect.
Here's one of Tony's quotes that captures how he decides where to compete:
"Keep your eye much more sophisticated on who are your clients, who will be paying for your service, where you have the right to win, why they will be purchasing your technology instead of others. You need to keep a focus. Optimism is not a strategy"
By listening to this episode, you'll learn:
Why a big market says nothing about your right to win
What your customer is really buying when your service looks like a commodity
When volume starts costing you more than it pays
How domain knowledge outlives the technology you build on
For more information about the guest from this week:
Guest: Tony Migliore, founder and CEO, Moova
Website: moova.io and moovatech.ai