He demoted his own SaaS to sell a service and 4X'd revenue in 12 months

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Издатель Jul 10, 2026

Six years bootstrapping a SaaS capped by churn, until a service-as-software pivot 4x'd revenue in a year.

Farzad Rashidi is the co-founder of Respona, a company that helps brands get cited in AI answers across ChatGPT, Perplexity, and Google AI Overviews. He first came on the show in episode 323 when Respona was a self-serve outreach tool doing a few hundred thousand in ARR. Then churn quietly capped his growth: win a customer, lose a customer, repeat.

For years he tried to fix it the way most founders do, by adding features to make the product stickier. Nothing moved. Then a marketing agency CEO haggled over an $800-a-month license and offered to pay per result instead. That one conversation pushed Farzad toward a service-as-software model: do the work for the customer, charge for the outcome, and run the software in the back end. That first customer now spends around $65K to $70K a month, and in twelve months the company 4x'd the revenue it spent six years building.

Stay for 08:07 where a single phone call flips Farzad from defending an $800 license to landing a $65K-a-month account.