Adam Robinson: $1M ARR In 16 Weeks & Future Of SaaS

Adam Robinson is the founder and CEO of Retention.com (~$20M ARR) and, most recently, RB2B, a new startup he has grown to $1M in only 16 weeks. Both companies help customers identify anonymous website visitors so they can be engaged.

I recently chatted with him about the future of B2B SaaS and how he’s approaching growth in this new era. You can view the video below. I’ve also included a summary of our conversation in this newsletter.

B2B SaaS evolving to be more like B2C

The future of B2B SaaS is looking a lot like B2C. We're seeing a shift towards building strong brands and communities. It's not just about flashy websites or different eBooks; it's about authentic storytelling and compelling social media content that build trust and engagement. This is something we've learned from successful Shopify stores

Operating when competition is at an all-time high

In a competitive market where everyone is trying to replicate success, the only real differentiators are brand and community. These are the unreplicable assets that can protect your business. A strong brand and a vibrant community keep customers loyal for reasons beyond just the product itself, making them less likely to jump ship for cheaper alternatives.

Using a Freemium model to capture market share

We decided to shift RB2B’s pricing model to a freemium offering. By making our product free for most users, we aim to build a massive user base and gather valuable feedback. This strategy not only accelerates user acquisition but also lays the groundwork for future premium offerings. It’s a move inspired by the success of companies like MailChimp.

Thoughts on founder-led marketing

Founder-led marketing has been a significant driver of growth for RB2B. My personal journey and success story resonate with the SaaS community, creating a compelling narrative that attracts users. While scaling beyond founder-led efforts is challenging, it’s crucial in the early stages for building trust and credibility.

If you want to watch the full conversation we had, you can access the video at the top of this newsletter.

Interested to hear what you think — what are your thoughts on the future of B2B SaaS?

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→ Video: My thoughts on the future of B2B SaaS