Software entrepreneur, author, and investor Rob Walling joined me on Ditching Hourly to explain why faster software development does not remove the need to validate a software product idea before building it.
We talked about the future of SaaS in the age of AI, the 2-20-200 validation framework, customer conversations, finding ideas, turning client work into a product, starting marketing early, choosing an ideal customer profile, competitive research, and the advantages of vertical vs orthogonal vs horizontal product positioning.
00:00 - Meet Rob Walling
01:28 - Idea to Traction
02:45 - Who Builds SaaS Now?
05:18 - SaaS in the Age of AI
09:23 - Validate Before You Build
16:29 - Better Customer Conversations
17:47 - Finding and Choosing Ideas
20:46 - Turning Client Work into SaaS
26:24 - Market from Day One
28:53 - Find and Refine Your ICP
32:09 - Competitive Research and Positioning
35:48 - The DNA of a Great SaaS Business
38:26 - Vertical, Horizontal, and Orthogonal SaaS
Rob Walling is a software entrepreneur, author, and investor. He hosts Startups for the Rest of Us, a podcast he said has run for 16 years, and co-founded TinySeed, where he invests in SaaS bootstrappers. He started Drip in 2012 and sold it in 2016. Idea to Traction is his sixth book and revisits the early stages of software entrepreneurship. Learn more and pre-order the book at Idea to Traction.
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Sales Conversations That Don’t Feel Sleazy — live Oct 20 at noon ET
Learn how to structure sales conversations so the buyer tells you what the outcome is worth without feeling sleazy or trying to manipulate them.
The live 90-minute Zoom workshop is $450 and includes the recording, transcript, summary notes, and a practical worksheet.
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