Episode Details

Khadim Batti spent three years building a product nobody needed. Then he deleted it and started finding product-market fit from zero. The SaaS pivot turned a support tool into a $600M company.

Learn how Khadim achieved B2B product-market fit by sending 500 cold emails, closing before writing code, and narrowing from SMB to enterprise CRM for product validation.

Khadim is the co-founder of Whatfix, valued at $600M+ with $140M raised. His B2B product-market fit journey included a complete SaaS pivot after 3 years of finding product-market fit the wrong way.

🔑 Key Lessons

• 🎯 B2B product-market fit requires killing your darlings: Khadim shut down Search Enabler after 3 years, proving that a SaaS pivot can unlock real growth.
• 📉 Building 15 months without customers wastes B2B product-market fit time: Khadim coded for over a year, then threw away 40% of features after product validation failed.
• 🤝 Sell before building to validate B2B product-market fit: Whatfix signed its first customer before writing production code.
• 💰 Test pricing in person for B2B product-market fit signals: Khadim validated from $10 to $1,000/month by watching prospects' face-to-face reactions.
• 🎯 Narrow your market to accelerate B2B product-market fit: Focusing on enterprise CRM at 1,000+ employee companies made everything converge.

Chapters

• Introduction
• What Whatfix does
• Revenue, employees, and $140M raised
• The Search Enabler story and failed product validation
• How the Fix It button became the SaaS pivot
• Starting over with zero customers
• 500 cold emails and finding B2B product-market fit
• Testing pricing from $10 to $1,000
• Getting the first 10 customers
• Going too horizontal
• Narrowing to enterprise CRM for B2B product-market fit
• Using Dreamforce to accelerate sales
• Hiring salespeople as technical founders
• From $1M to $10M ARR in 9 quarters
• Lightning round

Resources

• Full show notes: https://saasclub.io/310
• Join 5,000+ SaaS founders: https://saasclub.io/email