Episode 2932
Golf course SaaS founder Jason Pearsall shares how Club Caddie scaled from $450K to $9M ARR in 5 years, sold to Constellation Software (CSI), and keeps growing with 600+ golf courses paying ~$15K ACV. If you're building vertical B2B SaaS, this is a masterclass in niche focus, capital efficiency, and smart deal-making.
Jason breaks down why he built an end-to-end ERP for golf courses, how he used data-driven outbound, review sites, SEO and "answer engine optimization" (AEO) to win market share, and what really happened during his CSI acquisition and long-term earnout. We cover pricing, ACV targets, GTM channels, fundraising vs. selling, and how to design a growth engine when your entire ICP is just 15,000 accounts.
In this episode, Club Caddie founder & CEO Jason Pearsall breaks down how he:
Built a vertical SaaS ERP for golf courses after buying and operating his own club
Scaled Club Caddie from $450K to $9M ARR in 5 years with ~600 customers and ~$15K ACV
Raised just $600K before being acquired by Constellation Software (CSI)
Structured a long-term earnout instead of a flashy headline multiple
Used data-led outbound, review sites (Capterra, G2), SEO, and AEO (answer engine optimization) to win in a niche
Built a target list of every golf course, including who runs it, what software they use, and when contracts expire
Turned multi-course operator deals into 50–100 account wins from a single sale
Organized his BDR + AE team to touch every account on a consistent cadence
Founder story & capital strategy
How Jason went from golf course operator to SaaS founder
Why he raised only $600K seed and then chose CSI over closing a full Series A
How he thought about risk, fatigue, and opportunity cost when deciding to sell
Revenue, pricing & margins
How Club Caddie reached $9M+ in ARR with 600+ customers
Why they target $15,000+ ACV / ARPO per golf course
How complex, multi-venue golf facilities drive higher contract values
GTM, outbound and chann
Published on 3 weeks, 6 days ago
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