451: Pendo: From Two Failed Startups to $200M ARR SaaS Success – with Todd Olson

Todd Olson, founder & CEO of Pendo, shares how he went from a failed first startup to building a billion-dollar SaaS company. In this episode, you’ll learn how Todd validated the idea, landed early customers, scaled revenue, and navigated the hardest challenges of growing an enterprise SaaS business.

If you’re an early-stage SaaS founder, this conversation is packed with lessons on finding product-market fit, founder-led sales, pricing strategy, and scaling a team.

🎧 Full Show Notes: https://saasclub.io/451
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⏱️ Timestamps
00:00 Introduction & Favorite Quote
00:41 What is Pendo? Product Overview
01:38 Company Metrics
02:27 Todd’s Early Coding Career
06:53 First Startup Failure & Lessons
09:49 Missing Product-Market Fit
12:23 Inspiration for Pendo
15:54 Building the First Product
21:06 Landing First Customers
23:41 First Paying Customer
34:11 Pricing Evolution
38:19 Hardest Challenges Scaling
41:06 Lightning Round

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