The Remarkable SaaS Podcast

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

A story about saying no to good, paying work.
This episode is for founders whose deals keep stalling, no matter how hard the team works.
A typical mantra in business software is that you build products that technically everyone can use - simply because that creates the biggest market opportunity.
Amarjot Singh, founder and CEO of Skylark Labs, doesn't. He grew up watching his father serve in the Indian Army infantry, in combat. His first project after his PhD was software that helped rescue children from brothels.
This has turned into a mindset where he only builds products for situations where someone's life is on the line. Everything else he says no to - even if there's good money associated with it.
And this inspired me to invite Amarjot to my podcast. We explore how choosing problems by risk to human life changes who does the selling. He shares who and what he walked away from, and how that helped him to build something the right customers cannot live without.
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.
Here's one of Amarjot's quotes that captures how he thinks about demand:
"The beauty of this kind of technology is that you don't actually have to sell. The user will sell you … Once you are able to get to that point, then the sky is the limit.”
By listening to this episode, you'll learn:
Why the size of the problem matters less than what it costs the buyer to leave it unsolved
What changes in a deal when the buyer has no fallback
When to tell a customer "this is the maximum we will do"
How to tell whether a pilot will lead anywhere before you commit the team
For more information about the guest from this week:
Guest: Amarjot Singh, founder and CEO, Skylark Labs
Website: skylarklabs.ai

A story about saying no until you're the only option.
This episode is for founders who believe a horizontal product means a horizontal go-to-market.
A product for everyone still needs a market of one.
Dima Gutzeit, founder and CEO of LeapXpert, watched bankers in Hong Kong do their real work on WhatsApp in 2017, then spent two years building before selling anything. He wrote a large part of that first product himself.
He built something that fits any industry. Then he turned down almost every industry that asked. Today he sets the terms, not only the price.
And this inspired me to invite Dima to my podcast. We explore why he said no to marketing applications, CPaaS, and the contact centre business, and how that gave him the upper hand in the one category he kept in focus. You'll discover what he can ask of a customer today that he couldn't ask for in the early years.
We also zoom in on two of the 10 traits that define remarkable software companies:
Acknowledge you cannot please everyone
Aim to be different, not just better
Both are chapters in The Remarkable Effect.
Remarkable companies decide who they are not for before the market decides for them.
Here's one of Dima's quotes that captures how he thinks about what focus buys you:
"In today's market, the only way to win is not the product. Anybody can create a product; it's velocity"
By listening to this episode, you'll learn:
Why a horizontal product and a horizontal go-to-market are separate decisions
What saying no protects when the market starts pulling you sideways
When the bigger customer gives you more room instead of less
How years of focus turn into the speed you need later
For more information about the guest from this week:
Guest: Dima Gutzeit, founder and CEO, LeapXpert
Website: leapxpert.com