B2B SaaS

Around 28 episodes feature B2B software, making it the channel’s default SaaS model: Pckgr for IT admins (about 60K a month), Hiro Analytics for email-marketing agencies (about 96K MRR on Stripe), Waitly for restaurants (over $40K a month), Live Tourney for golf courses, Avenue for trades, List Kit and Uplead for cold-email data, and Supademo (over 3M ARR). The recurring rationale is that businesses pay more and stay longer: Denis Yurchak coded an enterprise plan overnight for a prospect who still pays about $1,000 a month, and Guillaume Moubeche calls retention ‘the name of the game’. Pat Walls repeatedly urges viewers toward painful, unsexy B2B problems over trendy consumer AI apps, and argues directories only work when B2B. Several guests describe the value proposition as time saved or revenue gained — Zac sells agencies on taking more clients without hiring, and pricing by client count turns one sale into many seats. Timo Nikolai (Setter AI) advocates high-ticket pricing and closing on a call. One tension: Nevo (Postiz) cautions that enterprise money mostly suits funded or sales-motivated companies. Figures are founder-reported and the low-churn claim for IT tools is Pat’s assumption, not shown data.

Key points

• Businesses pay more and churn less than consumers, so add an enterprise or higher tier early — 4 episodes. (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:20) (Guillaume Moubeche · Guillaume Moubeche (Dec 2024) ▶ 17:16) (presenter · Thomas Mahony (Mar 2026) ▶ 11:16) +1 more
• Target painful, unglamorous business problems rather than trendy consumer ideas — 4 episodes. (presenter · Rashid Khasanov (Aug 2026) ▶ 12:51) (Tom Holliday · Tom Holliday (Sep 2026) ▶ 08:01)
• Sell the outcome — time saved, clients scaled or revenue gained — not the feature — 4 episodes. (presenter · Zac (Jun 2026) ▶ 12:18) (Zac · Zac (Jun 2026) ▶ 08:49) (Guillaume Moubeche · Guillaume Moubeche (Dec 2024) ▶ 09:53) +2 more
• Work experience inside an industry is the best source of B2B problems — 4 episodes. (Timo Nikolai · Josef Buettgen & Timo Nikolai (Sep 2025) ▶ 05:12) (Thomas Mahony · Thomas Mahony (Mar 2026) ▶ 01:38) (Will Cannon · Will Cannon (Oct 2025) ▶ 02:34) +1 more
• Selling to agencies multiplies each sale across many end clients and seats — 3 episodes. (Zac · Zac (Jun 2026) ▶ 01:14) (presenter · Zac (Jun 2026) ▶ 10:29) (Gaurabh · Gaurabh (Aug 2026) ▶ 10:18) +1 more
• B2B selling often runs through calls and trust: charge seriously, close and take payment live — 3 episodes. (Timo Nikolai · Josef Buettgen & Timo Nikolai (Sep 2025) ▶ 05:37) (Roman Czerny · Roman Czerny (Jan 2026) ▶ 04:18) (Ivan Nedlekovski · Ivan Nedlekovski (Mar 2026) ▶ 07:33)
• Win many small clients first; their visibility earns trust with bigger accounts — 1 episode. (Tom Holliday · Tom Holliday (Sep 2026) ▶ 07:17)

Where guests agree

• B2B customers are worth more per account than consumers (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:20) (Guillaume Moubeche · Guillaume Moubeche (Dec 2024) ▶ 17:16) (presenter · Rashid Khasanov (Aug 2026) ▶ 13:11) +1 more

Where guests disagree

Should a small bootstrapped team chase enterprise deals? ⚠️

• Yes — add an enterprise plan early and say yes to B2B demand, even if you build it overnight (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:17)
• Enterprise money is real but mostly suits funded companies or founders motivated to do enterprise sales (Nevo · Nevo (Jan 2026) ▶ 09:20)

Tactics

• Price by the agency’s client count plus seats — Monthly fee scales with client count (about 500 for 10 clients, 600 for 20), plus $10 per seat for strategists and client seats; larger agencies get bespoke pricing. (Zac · Zac (Jun 2026) ▶ 02:40)
• Close on a call and take payment there — Prospects see your face, trust you, and you try to get their card while on the sales call. (Timo Nikolai · Josef Buettgen & Timo Nikolai (Sep 2025) ▶ 05:37)
• Win small clients first to reach bigger ones — Visibility from many small clients builds trust that gets bigger clients on board without connections. (Tom Holliday · Tom Holliday (Sep 2026) ▶ 07:17)
• Add an enterprise plan early; B2B customers pay more and churn less. (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:17)
• Pitch agencies on scaling clients without headcount and on time saved. (Zac · Zac (Jun 2026) ▶ 09:00)

Stories & examples

• The overnight enterprise plan: A prospect asked late at night whether Yadaphone had an enterprise plan; he said yes, coded it overnight and demoed it live the next morning. The customer still pays around $1,000 a month. Lesson: Say yes to B2B demand and build it fast. (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:40)
• Instead of selling one subscription per brand, one agency brings 10-30 brands plus seats for its strategists and clients; agencies are easy to find through platform partner directories, and because they share the same platform and problem, almost every feature is relevant to every user. (Zac · Zac (Jun 2026) ▶ 05:34)
• In the app library you add an app from a custom upload or the pre-managed catalogue (e.g. 7-Zip), click deploy to Intune, the back end packages and uploads it to the Microsoft tenant, and you assign it to all devices. (Thomas Mahony · Thomas Mahony (Mar 2026) ▶ 08:40)
• A waitlist and reservations platform for businesses with waiting customers: staff add a party, the guest gets a text with a link to see their wait time without downloading an app, and a second text when the table is ready. (Joe Rozek · Joe Rozek (Sep 2025) ▶ 05:26)
• Supademo creates interactive, clickable clones of a product that can be embedded anywhere so people experience the aha moment without signing up or talking to sales. It is a product-led-growth SaaS with starter and premium tiers, slightly over 3 million ARR and just over 250k MRR, growing monthly. (Joseph · Joseph (Mar 2026) ▶ 01:54)
• An embed on the client’s website that presents their services visually so customers can buy or enquire; it also appears on their Google Business profile via Google reservations. (Tom Holliday · Tom Holliday (Sep 2026) ▶ 01:41)
• Agencies adopt VueMagnet: VueMagnet, aimed at later-stage creators, gained visibility with agencies who used it to manage multiple creators’ lead magnets, offers and analytics; a higher-value agency plan followed. Lesson: The unexpected customer segment may be the valuable one. (Gaurabh · Gaurabh (Aug 2026) ▶ 10:18)

Numbers

• An analytics and reporting automation platform for email and SMS marketing agencies running tools like Klaviyo for clients, with agency features such as seeing all clients in one place and team pacing against goals; Stripe shows about 96.2K MRR, adding close to 10K MRR a month, with very low churn. (Zac · Zac (Jun 2026) ▶ 01:34)
• First enterprise customer’s monthly spend: 1000 USD / month (self-reported, approx.) (Denis Yurchak · Denis Yurchak (Oct 2025) ▶ 11:46)
• Businesses tried / paying customers / parties waitlisted: 15,000+ / 700 / 59 million+ count (self-reported, approx.) (Joe Rozek · Joe Rozek (Sep 2025) ▶ 08:59)
• Andre Haykal Jr. has been an entrepreneur for seven years and built an app, ‘list kit’, a SaaS that reached a million dollars ARR within 87 days of launch. (Andre Haykal Jr. · Andre Haykal Jr. (Jul 2024) ▶ 01:23)
• Joseph has scaled two products past 3 million ARR. He is building Supademo, an AI-powered demo automation tool; launched about 2.5 years ago, it has 150,000+ users, over 3 million ARR and was named G2’s number five fastest-growing product in 2025. (Joseph · Joseph (Mar 2026) ▶ 00:59)
• Uplead is a B2B data provider with real-time verified emails, mobile numbers and intent signals: about 4,000 customers, over $30 million in sales, 100,000+ monthly visits. Signaturely is a simple DocuSign alternative with 1.6 million users, over 1.5 million in sales and 800,000+ monthly visits. (Will Cannon · Will Cannon (Oct 2025) ▶ 07:47)
• Large agency price (200 clients): a couple thousand currency unstated/month (self-reported, approx., currency unstated) (Zac · Zac (Jun 2026) ▶ 02:47)

Caveats & warnings

• Tools used by IT admins inside companies probably have very low churn (host’s assumption; numbers not shown). (presenter · Thomas Mahony (Mar 2026) ▶ 11:16)
• Pricing for large agencies is bespoke rather than formulaic. (Zac · Zac (Jun 2026) ▶ 02:43)
• Pat thinks B2C directories (e.g. dog trainers) are harder because they can’t charge B2B prices; he admits not recalling Rashid’s exact pricing. (presenter · Rashid Khasanov (Aug 2026) ▶ 13:09)
• Enterprise self-hosting support is where the money usually is, but mostly for funded companies or those motivated to do enterprise sales. (Nevo · Nevo (Jan 2026) ▶ 09:20)
• August is always a slow month in B2B. (unnamed guest · Josef Buettgen & Timo Nikolai (Sep 2025) ▶ 09:54)

How much to trust this

• Evidence: 28 episodes, 28 independent speakers (repeat guests counted once; Pat and Gus counted as one voice).