How to Build a $300 Million SaaS Company, with Craig Fuller, CEO of FreightWaves

Discover the fascinating story behind FreightWaves and its founder, Craig Fuller, who scaled the niche media company into one of the most authoritative voices in the supply chain industry. Craig shares insights into the challenges of running a founder-driven business and the importance of building relationships with direct revenue. What was the process of venture funding like for Freighwaves, and how does he think about go-to-market strategy, valuation, and investor exits? Craig also discusses the unique content-supported X model and the value of an engaged media audience with purchasing power.  Learn about the company's growth strategies, including acquisitions and the split between its media and SaaS businesses.  Don't miss out on Craig's thoughts on the future of the media ecosystem and the power of content in the coming decade.   00:03:16 - Splitting Media Business to Maximize Valuation 00:08:23 - Using Negative CACs for Product Success 00:09:31 - Separating Data and Media Businesses 00:12:37 - Founders' Reluctance to Sell Businesses 00:14:39 - Leveraging Content to Boost Sales 00:16:06 - Creating Editorial Authenticity in Media 00:21:21 - Print Publication: A Hidden Gem 00:26:34 - Founder Concerns on Print Publications 00:35:16 - Managing Weekly Executive Reports Efficiently 00:36:23 - Firecrown Acquires Marine Aviation Supply 00:37:31 - Managing Teams: An Entrepreneur's Challenge   Learn More About Freightwaves:  Website: https://www.freightwaves.com   Follow Craig:  LinkedIn: https://www.linkedin.com/in/incab/   Want to get into it further?    Follow Adam on Twitter: https://twitter.com/AdamRy_n and sign up for the Perpetual newsletter, where he dives deeper into media: https://workweek.com/brand/perpetual   And if you love listening to Perpetual please leave a 5-star review on Rate My Podcast: https://ratethispodcast.com/mediamoves   Thank you so much!