A Product Market Fit Show | Startup Podcast for Founders

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289

Latest episode

Jun 2026

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EN-US

About the show

Every founder has 1 goal: find product-market fit. We interview the world's most successful startup founders on the 0 to 1 part of their journeys. We've had the founders of Reddit, Gusto, Rappi, Glean, Cohere, Huntress, ID.me and many more. We go deep with entrepreneurs & VCs to provide detailed examples you can steal. Our goal is to understand product-market fit better than anyone on the planet. Rated one of the world's top startup podcasts.

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June 15, 2026Episode 4042 min

He quit his $50M ARR startup to work as a paralegal—then raised a $60M Series A. | Dan Mishin, Founder of Manifest

Dan founded and scaled a $50M ARR, SoftBank-backed startup—and could've stayed to make tens of millions. Instead, he handed it to his chief of staff and started from scratch. He wanted something bigger. He took an entry-level paralegal job to learn everything about law hands on. Then he built Manifest, which just raised a $60M Series A.In this episode, Dan breaks down why he did intake calls for 1,000 legal clients before building anything, how free Slack communities turned Fortune 500 HR managers into buyers without a dollar of ads, and why he refused to sell software to law firms even when investors told him he was crazy.Why You Should ListenHow 2 months working as a paralegal beat years of customer discovery.How free Slack communities turned Fortune 500 HR managers into clients.Why earned media compounds like an asset while paid ads burn like an expense.Why impact is the best driver for starting startups.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, legal tech, legal AI, AI-native law firm, immigration law, services as software, community-led growth, earned media, customer discovery, Dan Mishin, ManifestChapters00:00:00 Intro00:06:34 Walking Away from $50M ARR00:13:12 Why Immigration Law Has AI Leverage00:18:01 The AI-Native Law Firm Model00:21:49 1,000 Intake Calls Before Building Anything00:30:21 Turning Free Communities Into Buyers00:37:20 Earned Media That CompoundsSend me a message to let me know what you think!

June 8, 2026Episode 3953 min

He churned 100% of his revenue on purpose—then grew 10x to $2M ARR in under 12 months. | Ali Khokhar, Founder of Amigo AI

Ali quit his job a few months after ChatGPT launched, convinced AI would eat labor marketplaces like Upwork. With no co-founder and no code, he collected $12K from real customers—using a faked demo and a cloned voice. Then he pitched 100 VCs in 10 days and got 47 straight 'no's.In this episode, Ali breaks down how he banked $12K in revenue before writing a single line of code, how a $20/month Slack community drove Amigo's first $1M in ARR, and why he churned every existing customer to go all-in on $100K+ healthcare enterprise deals.Why You Should ListenWhy validation only counts when dollars exchange hands.How a $20/month paid community turned into $1M in ARR.Why he refunded every customer and churned 100% of his revenue.Why founders must sell the first $2M themselves before hiring an AE.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, AI agents, healthcare AI, enterprise sales, pre-seed fundraising, community-led growth, customer validation, pivot, Amigo AIChapters00:00:00 Intro00:08:37 From Upwork to Starting Amigo00:13:30 $12K in Revenue Before Writing Code00:23:24 Pitching 100 VCs in 10 Days00:30:20 47 No's—Then FOMO Took Over00:37:12 The $20/Month Community Behind the First $1M00:45:47 Churning 100% of Revenue on Purpose00:01:49 The Moment of True Product Market FitSend me a message to let me know what you think!

June 1, 2026Episode 3842 min

He hit $1M ARR by sending 500,000 cold emails—then raised a $25M Series A in 6 days. | Mark Hughes, Co-Founder of Solidroad

Mark was running a startup out of a tiny annex office in Dublin with zero product usage. Then one customer turned it on and overnight he saw usage spike to thousands of simulations. He got to $1M ARR 100% through outbound, by sending 500,000 cold emails. A few months ago he closed a $25M Series A.In this episode, Mark breaks down the pivot from sales roleplay to customer support that unlocked his first real traction, the cold outbound playbook that took him to $1M ARR (500K emails, 250 meetings, 40 customers), and why doorstepping customers in Utah is what drove his net revenue retention to 186%.Why You Should ListenExactly how to use a cold outbound strategy to hit $1M ARR.Why getting on 56 flights last year to visit customers led to 186% NRR.How he closed a $25M Series A in just 6 days.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, AI startup, customer support, cold outbound, Y Combinator, Series A, enterprise sales, SaaS, Solid RoadChapters00:00:00 Intro00:06:10 The Pivot From Sales to Customer Support00:12:54 Why Moving to SF Changed Everything00:22:34 Cold Outbound to $1M ARR00:32:47 Doorstepping Customers for 186% NRR00:39:17 Closing a $25M Series A in 6 DaysSend me a message to let me know what you think!

May 25, 2026Episode 3738 min

Q1 2026 w/Carta: What you need to raise a Series A. | Peter Walker, Head of Insights at Carta

The AI boom is making founders feel like the market is wide open, but the data tells a sharper story: valuations are up, round sizes are bigger, and the bar to “count” in a top-tier fund’s Monday meeting keeps rising. We sit down with Peter to translate Q1 2026 venture capital trends into founder reality, from seed-stage pricing distortions driven by AI infrastructure to the quieter pressure building across the rest of the startup market.We get specific on early-stage fundraising benchmarks and why Series A now looks riskier than many people assume. Median Series A valuations have climbed close to 2x in a few years, while typical raises jumped from roughly $8M to $10M to $13M to $15M. That changes everything: ownership targets, follow-on costs, and the outcome math that pushes investors (and founders) toward “decacorn-plus” expectations. If you are pitching $100M ARR as the endgame, you may already be behind.Then we zoom out to the forces shaping who wins: Bay Area gravity, a real valuation gap versus other hubs, and practical tactics like visiting the Bay to capture network effects without uprooting your life. We also dig into defensibility in AI application startups, where building is faster but competition is fiercer, plus the rise of smaller teams and solo founders, and what that means for hiring, equity, and motivation on early teams.Chapters00:00:00 LLM Hype And Bubble Warning00:02:13 Five Stars Then We Begin00:03:02 Seed Prices Spike In AI Infra00:07:10 2026 Benchmarks For Pre-Seed To A00:09:36 Series A Doubles And Exit Math00:12:54 Bay Area Gravity And Valuation Gap00:18:22 Defensibility Gets Harder In AI Apps00:23:22 Smaller Teams Solo Founders Talent Shifts00:35:20 VC Fund Shakeout And Final Share AskSend me a message to let me know what you think!

May 18, 202621 min

How to get a VC (like me) to wire you $2M in under 2 weeks (the FOMO playbook) | Solo Episode

I meet 1,000+ founders every year. Most are bad at fundraising.I also interview 100+ of the world's best founders on my podcast each year. Most are incredible at fundraising.One raised $14M in 17 days. another was 3x oversubscribed on a $3M round. another closed a seed in hours from a single X post. All are first-time, unproven founders.They don't waste time becoming "friends" with VCs. They have a business to build. They treat fundraising for what it is: a process where you manufacture FOMO as fast as possible, take the money, and move on.This video breaks down the 4 steps the best fundraisers use to raise fast. The same 4 steps taught at YC and 500 Startups (where i went). The same 4 steps you can run on thousands of VCs worldwide to close $2-3M in weeks not months.Why You Should ListenWhy you need to reach out to 50 VCs on the same day just to end up with three term sheets.How to engineer intro blurbs that make VCs feel like they're already late to the game.Why setting fake deadlines is the fastest way to destroy all your credibility with investors.How one founder raised $3M in five weeks by starting with a $1.5M target and driving FOMO.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, fundraising, raising a seed round, VC pitch, FOMO, startup fundraising playbook, term sheets, investor meetings, Pablo Srugo, venture capitalChapters00:00:00 Intro00:01:30 Step 1: Build a List of 50 Qualified VCs00:06:00 Step 2: Engineer the Intros00:14:00 Step 3: Compress the Timeline00:20:00 Step 4: Manufacture FOMO00:26:00 Three Rules to Never BreakSend me a message to let me know what you think!

May 11, 2026Episode 3937 min

Coinbase's ex-CPO bet on AI agents before ChatGPT—now he's closing 7-figure Fortune 500 deals. | Surojit Chatterjee, Founder of Ema

Surojit spent 14 years at Google building mobile ads into a $100B+ business and then took Coinbase public as Chief Product Officer in 2021. In early 2023, before "agent" was even a word in AI papers, he started Ema in stealth—betting on a future where teams of AI agents would replace the "human glue" inside Fortune 500s.In this episode, Surojit breaks down how a Hitachi deployment across 55,000 employees became Ema's true PMF moment, why he spent the first year obsessed with SOC 2, ISO 42001, and air-gapped architecture before chasing revenue, and why one client just cut their HR team from 1,000 people to 550 by automating 65,000 monthly job changes.Why You Should ListenWhy true PMF is when your average salesperson can sell the product without you in the room.How a single Hitachi deployment unlocked credibility for every Fortune 500 deal that followed.Why a cold email—not a warm intro—turned into Ema's largest partner today.How partnering with PwC and KPMG became a faster wedge into the C-suite than any conference.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, AI agents, enterprise AI, AI employees, Fortune 500 sales, Surojit Chatterjee, Ema, agentic AI, enterprise softwareChapters00:00:00 Intro00:02:00 Hitachi Was the PMF Moment00:04:10 What Ema Actually Does00:11:48 From Coinbase to a Pre-ChatGPT Bet00:28:48 The Cold Email That Won a Top Partner00:30:52 Small Dinners Beat Massive Conferences00:36:11 The Moment of True Product Market FitSend me a message to let me know what you think!

May 4, 2026Episode 3655 min

How this 1st-time founder went from closing customers for $500 a month to $300,000 a year. | Sean McCarthy, Founder & CEO of BackOps

Sean was spending four days a week inside customer warehouses at Amazon Shipping when he noticed the same thing everywhere: back-office admin staff churning every six months, buried under the same repetitive claims and reshipping tasks. He talked to eighty-five warehouse owners, quit Amazon in July 2024, and cold emailed his way to a pre-seed round within weeks.In this episode, Sean breaks down why he paused all sales to rebuild BackOps as an enterprise-grade platform, how an SOP recorder that takes eight minutes replaced months of deployment delays, and the scrappy enterprise playbook—from sending donuts to warehouses to building the customer's board deck for them—that wins $300K Fortune 500 deals.Why You Should ListenWhy talking to 85 customers before writing a line of code is worth more than anything.How an eight-minute screen recording replaced months of SOP-writing delays.Why "what are your problems?" fails in enterprise and a pointed use case wins eight out of ten times.How to structure pilots that auto-convert so you never end up in post-pilot purgatory.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, supply chain, AI automation, enterprise sales, BackOps, first-time founder, warehouse operations, logistics AI, Sean McCarthy, agentic AIChapters00:00:00 Intro00:02:24 Beating a Giant on 5% Odds00:09:25 Eighty-Five Warehouse Interviews00:16:33 V1: A Slack Bot for Reshipping00:22:05 Pausing Sales to Rebuild for Enterprise00:34:49 The Scrappy Enterprise Sales Playbook00:48:23 Two Intentional Wow Moments in Every Demo00:53:40 The Moment of True Product Market FitSend me a message to let me know what you think!

April 27, 2026Episode 3440 min

He built for 2 years before raising a dollar—then hit $13M ARR and a $40M Series B. | Alex Halliday, Co-Founder & CEO of AirOps

Alex spent two years building AirOps nights and weekends during the pandemic before raising a single dollar. A chance conversation with Sam Altman—while walking down the street during SF Pride—sent him down the LLM rabbit hole months before ChatGPT existed. He pivoted his product toward AI, picked marketers as his customer, and never looked back.In this episode, Alex breaks down why he picked marketers over every other AI use case after watching them build 80-step workflows on his platform, the consultative sales motion that converts almost every pilot to annual at $60K–$250K ACVs, and why positioning—not product—was the unlock that took AirOps from $1M to $13M ARR.Why You Should ListenWhy picking the highest-taste customer is more important than picking the biggest market.How proof-point-driven outbound gets you past the "nobody's heard of you" problem.Why the founder-to-seller handoff is a forcing function for focus—and when to make it.How a consultative, education-led sale converts almost every pilot to annual contract.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, AI marketing, content engineering, SEO, AEO, AI search, enterprise sales, SaaS growth, AirOps, Alex Halliday, GreylockChapters00:00:00 Intro00:03:06 Two Years in the Idea Maze00:06:51 Why He Picked Marketers Over Everyone Else00:14:36 What Best-in-Class Content Looks Like Now00:25:42 From $1M to $13M ARR00:28:29 Building a Repeatable Sales Machine00:36:15 Competing in the Hottest AI Category00:38:44 The Moment of True Product Market FitSend me a message to let me know what you think!

April 20, 2026Episode 3352 min

180 VCs rejected him—then a $60K billboard got him to $2M ARR in 4 months. | Isaiah Granet, CEO of Bland AI

Isaiah pivoted mid-YC, landed in the bottom 10% of his batch, and watched 180 investors say no—their reason: phone calls won't exist a year from now. Voice AI was not yet a thing. With almost no money left, he and his co-founder bet everything on building AI phone calls from scratch. Bland went from pre-seed to a $40M Series B in a year.In this episode, Isaiah breaks down how a $60K billboard and a strategic influencer campaign generated close to a billion impressions, why he fired 50% of his customers right after raising a Series A, and the enterprise sales playbook that lands six- and seven-figure contracts with companies most people have never heard of.Why You Should ListenWhy 180 VCs saying your market won't exist is actually a bullish signal.How two billboards and a wave of micro-influencers generated a billion impressions.Why firing half your customers right after raising your Series A can save your roadmap.How internal newsletters and org-chart mapping win six-figure enterprise deals.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, voice AI, AI phone calls, enterprise sales, Bland AI, YC pivot, billboard marketing, influencer marketing, call center automation, Isaiah GranetChapters00:00:00 Intro00:02:34 A Typhoon Replaces an Entire Call Center00:11:52 The YC Pivot and 180 Rejections00:19:05 Betting the Company on In-House AI00:24:11 The Billion-Impression Billboard Campaign00:34:49 Firing 50% of Customers After Raising $20M00:38:43 The Enterprise Sales Playbook00:50:52 The Moment of True Product Market FitSend me a message to let me know what you think!

April 16, 2026Episode 3252 min

She bet on a consumer app when every VC wanted B2B—then grew to $10M ARR. | Anada Lakra, Founder of BoldVoice

Anada Lakra just raised a $21M Series A for BoldVoice, a $150/year pronunciation app that helps immigrants speak English with confidence. But she started from zero in her Harvard dorm room and a problem most VCs didn't think was big enough. She recruited a Hollywood accent coach, shipped a bare-bones V1, and got into YC.In this episode, Anada breaks down why she launched a consumer app when every investor was chasing B2B, how a Reddit thread called "Judge My Accent" became an early growth hack, and why switching to annual-default pricing transformed her unit economics overnight.Why You Should ListenWhy building a consumer app in the 2020s is not as crazy as VCs think.How Reddit threads and guerrilla marketing drove BoldVoice's first thousand users.Why defaulting to annual pricing gave her instant CAC payback.How she grew from zero to $1M ARR and raised a $21M Series A.Keywords startup podcast, startup podcast for founders, product market fit, finding pmf, consumer app, B2C startup, pronunciation app, accent coaching, AI app, YC startup, mobile app growth, Anada Lakra, BoldVoiceChapters00:00:00 Intro00:02:14 The Accent Problem Nobody Was Solving00:11:49 Getting Into YC with No Revenue00:22:48 Shipping V1 from a Dorm Room00:29:31 Guerrilla Growth on Reddit and Facebook00:36:05 Cracking the YouTube Influencer Playbook00:48:09 Why Annual Pricing Changed Everything00:50:47 The Moment of True Product Market FitSend me a message to let me know what you think!