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SaaS Backwards - Reverse Engineering SaaS Success

SaaS Backwards - Reverse Engineering SaaS Success

Written by: Ken Lempit
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Join us as we interview CEOs and GTM leaders of fast-growing SaaS and AI firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions. Full video and shorts on YouTube at https://www.youtube.com/@SaaSBackwardsPodcast

© 2026 Austin Lawrence Group Inc. All rights reserved.
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Episodes
  • Ep. 185 - This SaaS Didn’t Scale With Hype — It Scaled With Systems
    Jan 16 2026

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    Guest: Kevin Jacobson, CEO at Foxen

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    Most SaaS companies try to scale by adding headcount and channels. Foxen scaled by tightening fundamentals.

    In this episode, Kevin Jacobson, CEO of Foxen, joins host Ken Lempit to explain how an overlooked market — multifamily housing — became a durable SaaS growth opportunity through operational discipline and relationship-driven GTM.

    Kevin breaks down why traditional industries lag in SaaS adoption, why consistency matters more than speed, and how Foxen scaled through direct sales, referrals, and systems built to support growth. He also shares lessons from raising growth equity and why systems, not people, ultimately unlock scale.

    Key takeaways:

    • Underserved markets reward execution over hype
    • Consistency precedes scalable SaaS growth
    • Direct sales still win in relationship-driven markets
    • Systems, not headcount, enable scale

    If you’re a SaaS leader selling into traditional industries or rethinking how growth really happens after PMF, this episode delivers a grounded, operator-first perspective.

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    Not Getting Enough Demos?

    Your messaging could be turning buyers away before you even get a chance to pitch.

    🔗 Get a Free Messaging & Conversion Review

    We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

    And the best part?

    💡 It’s completely free.

    No commitments, no pressure—just actionable advice to help you book more demos.

    Your next demo is just a click away—claim your free review now.

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    33 mins
  • Ep. 184 - Why Traditional SaaS GTM Collapses in a Self-Service World
    Jan 2 2026

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    Guest: Dave Boyce, Executive Chairman & EVP of Product at Winning by Design

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    Most SaaS companies are still built to sell. Today’s buyers want to activate, experience value, and decide on their own.

    In this episode, Dave Boyce, Executive Chairman and EVP of Product at Winning by Design, joins host Ken Lempit to explain why SaaS GTM is shifting from lead handoffs to self-service activation, AI-driven automation, and system-based growth.

    Dave shares why PLG isn’t about removing humans, but focusing them on higher-value work — while usage-based pricing and automation blur the line between acquisition, onboarding, and expansion. He also challenges traditional planning models, arguing that people don’t scale, systems do.

    Key takeaways:

    • Activation is replacing lead handoffs in SaaS growth
    • PLG and AI redefine when humans should engage
    • Usage-based pricing lowers friction and builds habit
    • Systems, not headcount, unlock scale

    If you’re a SaaS leader rethinking GTM for an AI-driven, self-service world, this episode delivers a practical, no-hype perspective.

    ---

    Not Getting Enough Demos?

    Your messaging could be turning buyers away before you even get a chance to pitch.

    🔗 Get a Free Messaging & Conversion Review

    We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

    And the best part?

    💡 It’s completely free.

    No commitments, no pressure—just actionable advice to help you book more demos.

    Your next demo is just a click away—claim your free review now.

    Show More Show Less
    35 mins
  • Ep. 183 - What $100M SaaS Companies Do Differently
    Dec 19 2025

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    Guest: David Karandish, Founder & CEO of Capacity

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    Most SaaS companies don’t fail because the technology is bad. They fail because they build point solutions, chase the wrong markets, and struggle to turn AI into real, scalable value.

    In this episode, David Karandish, Founder & CEO of Capacity, joins host Ken Lempit to share how his team scaled past 20,000 customers and toward $100M+ in revenue by evolving from an AI point solution into a full SaaS platform for support and contact centers.

    David breaks down the pivots behind that growth, why mid-market SaaS often stalls, and how the compound startup model is reshaping modern SaaS — not by doing more, but by integrating smarter.

    Key takeaways from this episode:

    • Why many AI SaaS products fail before reaching enterprise scale
    • The difference between “salad” vs. “brownie” AI projects
    • How platform consolidation creates GTM and pricing leverage
    • Why GTM motion must align with deal size
    • How integration becomes the true SaaS moat

    If you’re a B2B SaaS founder, CRO, or CMO navigating AI adoption, platform strategy, or the leap from mid-market to enterprise, this episode offers a grounded playbook for building durable SaaS growth—without the hype.

    ---

    Not Getting Enough Demos?

    Your messaging could be turning buyers away before you even get a chance to pitch.

    🔗 Get a Free Messaging & Conversion Review

    We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

    And the best part?

    💡 It’s completely free.

    No commitments, no pressure—just actionable advice to help you book more demos.

    Your next demo is just a click away—claim your free review now.

    Show More Show Less
    32 mins
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