Esc
The Insanely Obvious Secret Behind This $69K/Month SaaS
Starter Story
Aug 30, 2026
Gaurav built Fastlane, a marketing SaaS for indie developers. He’s grown it to $1M ARR and thousands of users, but the real story is about what he did to build it. In a few months, he had thousands of customer calls where he learned what worked, what didn’t, and exactly how to build the product for his ideal customer.
This video breaks down why talking to customers is the most important thing you can do if you want to build a successful SaaS.
90+ Business Ideas ($1M+ problems worth solving): https://clickhubspot.com/mod5
Say hi to Gaurav: https://twitter.com/gauravsbuilding
Check out Fastlane: https://www.usefastlane.ai/
🔔 Follow the Second Channel: @StarterStoryBuild
🏁 We're hiring: starterstory.com/jobs
This video is an educational case study of this founder’s experience. It is not financial advice and does not guarantee any income or results. Every business is different and your results may vary.
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No tools listed for this business.
Most
startups
don't
die
because
the
ideas
are
bad
They
die
because
founders
skip
this
one
thing
that
I'm
about
to
show
you
today
My
co
founder
Jock
and
I
have
done
around
20
calls
a
week
every
week
So
we've
done
2000
customer
calls
since
we
started
customer
discovery
Meet
Gaurav
He
launched
his
SaaS
just
this
year
and
two
months
later
it's
already
doing
69
000
a
month
month
So
how
did
he
do
it
so
fast
and
what's
the
secret
Well
that's
what
we're
going
to
be
getting
into
in
this
episode
right
now
I
asked
Gaurav
to
come
onto
the
channel
and
break
down
his
system
for
building
a
SaaS
SaaS
in
2026
In
this
episode
we're
going
to
dive
into
exactly
how
he
found
his
now
69
000
MRR
SaaS
idea
the
reason
why
it
grew
so
fast
and
how
anybody
can
replicate
this
If
you're
willing
to
switch
how
you
think
about
building
a
startup
in
2026
All
right
guys
this
is
one
that
you
cannot
miss
I'm
Pat
Walls
and
this
is
starter
story
All
right
Gaurav
welcome
to
the
channel
I'm
pumped
to
have
you
on
here
But
first
tell
me
who
you
are
what
you
built
and
what's
your
story
Hey
Pat
so
good
to
be
here
My
name
is
Gaurav
I
built
Fastlane
We're
an
AI
short
form
marketing
tool
for
solo
builders
We
do
around
69K
a
month
in
recurring
revenue
just
for
our
software
product
We
officially
launched
just
over
two
months
ago
and
we
scaled
from
around
16K
ARR
just
from
some
paid
beta
users
to
over
a
thousand
paid
users
now
and
over
a
million
million
ARR
across
the
entire
business
Today
I'm
really
excited
to
share
more
about
everything
we
did
to
get
here
Okay
Two
things
First
of
all
you
only
launched
it
two
months
ago
and
you're
doing
69
000
a
month
in
revenue
which
is
insane
So
congratulations
on
that
The
second
thing
you
have
a
little
secret
which
I
think
is
amazing
It's
one
of
the
reasons
why
I
wanted
to
bring
you
onto
the
channel
and
we're
going
to
talk
about
it
But
before
we
do
we
got
to
understand
what's
the
business
model
what's
the
business
And
if
you
could
pull
up
some
of
your
Stripe
screenshots
or
dashboards
so
we
can
prove
to
the
audience
that
this
is
legit
Sure
So
Fastlane
creates
viral
short
form
content
for
your
product
in
seconds
You
literally
just
enter
your
website
and
we
learn
exactly
what's
trending
in
your
niche
And
then
we
create
thousands
of
pieces
of
content
all
tailored
to
your
business
And
then
you
can
schedule
it
straight
to
TikTok
Instagram
and
YouTube
all
inside
of
Fastlane
Our
main
users
primarily
are
solopreneurs
building
mobile
apps
or
SaaS
So
this
is
what
our
Stripe
dashboard
looks
like
right
now
As
you
can
see
there's
a
bit
of
a
hockey
stick
from
when
we
kind
of
went
viral
in
launch
These
are
literally
in
the
spans
of
a
couple
of
days
You
can
just
see
the
era
growing
like
insane
We
just
crossed
over
a
thousand
paid
users
a
week
ago
I
think
So
that's
really
exciting
You
can
see
just
that
growth
that
hockey
stick
Well
thanks
for
sharing
that
Honestly
I'm
really
impressed
How
did
you
actually
come
up
with
the
idea
for
this
How
did
you
find
the
idea
for
this
million
dollar
SaaS
Yeah
So
the
best
part
about
all
of
this
is
I
actually
started
getting
into
software
just
by
watching
starter
story
videos
It's
probably
around
this
time
last
year
I
came
across
the
video
about
Puff
Count
that
app
made
by
Steven
and
I
was
genuinely
immediately
hooked
And
I
just
started
building
my
own
apps
the
moment
I
watched
that
video
After
building
a
few
apps
I
realized
how
stuck
I
was
when
it
actually
came
to
marketing
them
I
didn't
really
want
to
drop
a
huge
budget
on
ad
And
at
the
same
time
I
started
doing
this
I
met
my
co
founder
Jock
He
was
in
a
very
similar
situation
with
his
own
SaaS
project
And
we
all
faced
the
same
problem
which
is
building
something
and
realizing
how
hard
it
was
to
actually
get
people
to
see
it
And
that's
something
that
I
noticed
with
a
lot
of
founders
that
I
talked
to
here
they're
building
something
and
then
they
notice
an
even
bigger
problem
while
they're
building
it
A
lot
of
people
just
ask
the
question
is
okay
I
want
to
do
TikTok
I
want
to
do
UGC
but
I
don't
know
what
videos
to
create
So
it
sounds
like
your
tool
is
great
for
that
Let's
switch
topics
a
little
bit
and
talk
about
how
you
actually
built
this
I
know
you
didn't
have
a
crazy
technical
background
What
did
the
timeline
look
like
from
idea
to
live
app
and
first
customer
Yeah
for
sure
Timeline
wise
like
I
said
previously
we
wanted
to
solve
marketing
And
so
our
first
product
we
had
a
very
horizontal
tool
We
called
it
Cassius
AI
because
we
thought
the
name
sounded
cool
And
we
said
okay
we're
going
to
build
an
AI
You
can
do
SEO
LMEO
You
can
engage
with
people
on
Reddit
You
can
make
short
content
Again
we
were
very
early
We
really
felt
passionate
about
this
problem
So
we
thought
surely
the
best
solution
is
just
to
do
all
of
it
in
one
We
spun
up
a
few
V1s
which
we
started
in
July
We
shipped
those
in
around
August
and
kept
shipping
throughout
September
After
kind
of
interacting
with
customers
we
realized
the
final
product
that
we
wanted
to
build
was
short
form
content
So
we
went
all
in
on
the
short
form
content
part
That
development
started
around
in
October
And
by
the
time
we
got
to
December
we
had
shipped
the
beta
of
this
vertical
solution
to
around
2000
person
waitlists
After
lots
and
lots
of
feedback
and
iteration
we
officially
launched
what
we
know
as
Fastlane
today
publicly
to
the
world
on
March
23rd
Kind
of
what
you
said
there
is
you
just
wanted
to
get
started
potentially
solving
that
problem
but
you
probably
solved
it
a
little
bit
too
wide
And
then
the
classic
advice
is
to
niche
down
Let's
switch
topics
a
little
bit
and
talk
about
what's
the
tech
stack
behind
this
nearly
million
dollar
SaaS
in
2026
So
we
use
Convex
for
our
backend
and
database
We
use
Vercel
for
hosting
the
front
end
We
use
Railway
to
host
our
microservice
that
actually
builds
the
content
We
use
Clerk
for
a
simple
authentication
We
use
Resend
for
all
our
transactional
and
mailing
list
emails
We
use
Axiom
for
logs
and
observability
We
use
OpenAI
and
Claude
models
just
to
generate
the
copy
and
generate
We
use
Fowl
AI
for
all
our
image
and
video
generation
And
we
use
Claude
code
on
the
20X
max
plan
which
is
an
absolute
must
for
the
speed
that
we
ship
at
Personally
I
love
everything
that
Gorab
is
breaking
down
right
now
especially
this
system
that
he
built
and
runs
to
track
over
2000
customer
calls
This
is
just
insane
And
it's
super
cool
This
system
is
awesome
But
again
building
a
startup
comes
from
solving
painful
problems
for
customers
When
you
really
break
it
down
the
reason
why
his
startup
is
doing
69
000
MRR
is
because
of
this
Solving
painful
problems
We
think
this
is
so
important
that
we
put
together
this
free
database
of
over
90
painful
problems
that
are
worth
solving
right
now
And
every
idea
in
this
database
comes
with
real
numbers
monthly
revenue
potential
cost
to
start
actual
businesses
solving
this
problem
everything
If
you're
ready
to
not
just
build
stuff
but
actually
solve
people
problems
for
customers
that
turn
into
million
dollar
startup
ideas
just
head
to
the
link
in
the
description
and
you
can
download
this
database
100
for
free
I
think
this
data
is
so
cool
And
I'm
certain
when
you
download
it
you
will
get
inspired
All
right
right
let's
get
back
to
the
episode
The
number
one
reason
why
I
wanted
to
bring
on
this
channel
is
we
had
chatted
before
and
you
were
telling
me
all
about
this
SAS
that
you
built
And
I
was
looking
at
the
numbers
and
it
had
gone
from
zero
to
almost
a
million
dollars
a
year
within
two
months
That's
not
typical
for
SAS
right
SAS
is
this
usually
like
slow
long
grind
And
I
was
asking
you
what
is
your
secret
And
you
told
me
something
that
I
almost
couldn't
believe
A
lot
of
people
watching
this
are
probably
going
to
roll
their
eyes
when
they
hear
it
But
you
said
it
was
talking
to
customers
and
you
had
a
crazy
stat
around
the
number
number
of
customers
you
talked
to
So
tell
me
about
that
What
did
you
guys
do
So
it's
weird
that
this
is
kind
of
atypical
advice
I
think
it
must
be
just
because
with
Claude
code
and
stuff
you
just
want
to
build
in
isolation
But
biggest
driver
of
how
we
ended
up
building
FastSaint
was
literally
just
talking
to
as
many
customers
as
we
possibly
could
And
obviously
we're
very
inspired
by
figures
like
Paul
Graham
and
the
early
YC
days
who
really
advocated
for
this
style
of
building
So
I
think
since
August
my
co
founder
Jock
and
I
have
done
around
20
calls
a
week
every
week
It
was
really
simple
We
just
had
a
button
in
our
UI
with
a
rainbow
border
that
said
book
a
call
with
the
team
if
you
want
seven
days
of
extra
access
And
so
people
incentivized
because
they
wanted
extra
access
and
it
gave
us
a
massive
massive
leg
up
because
now
people
are
booking
calls
and
we
could
interview
them
and
ask
them
all
the
questions
we
had
ready
So
we
just
use
Calendly
open
up
our
calendar
and
let
users
click
that
button
It
took
them
straight
to
the
calendar
and
they
just
booked
the
time
So
we've
done
2000
customer
calls
since
we
started
customer
discovery
back
then
So
we
spent
all
of
our
time
basically
sitting
in
a
room
just
really
harassing
people
with
questions
that
we
had
Okay
cool
Well
I
mean
that's
an
insane
amount
of
calls
Honestly
I'm
really
impressed
Obviously
you
can
talk
to
customers
but
in
this
AI
world
where
anything
can
be
transcribed
you
had
a
really
cool
system
that
you
had
put
together
where
you
have
all
your
customer
calls
think
of
it
almost
like
a
knowledge
web
of
your
customer
which
is
pretty
cool
Would
you
be
able
to
show
me
what
you
built
and
show
me
these
2000
calls
that
you
did
Okay
So
essentially
what
we
did
is
we
kind
of
ran
customer
cause
in
batches
We
had
an
AI
note
taker
in
there
the
whole
time
and
we
had
a
bit
of
a
framework
to
make
sure
to
ask
certain
questions
and
we
just
jotted
them
all
down
into
notion
And
so
we
literally
have
hundreds
and
hundreds
and
hundreds
of
customer
corners
And
so
essentially
we
built
this
huge
database
of
customer
calls
And
then
what
we
did
was
we
kind
of
plugged
it
all
into
Claude
And
so
we
call
this
Fastlane
customer
intelligence
It's
essentially
a
dashboard
that
centralizes
everything
about
the
customer
We're
very
data
focused
For
example
I
can
literally
click
here
and
go
choose
a
field
on
why
they
signed
up
And
so
we
can
see
for
example
people
that
signed
up
just
because
they
were
curious
and
we
realized
that
their
retention
and
the
customer
love
wasn't
actually
as
high
as
someone
who
selected
I
need
marketing
now
For
example
we
have
a
section
here
for
all
our
customers
This
is
literally
every
paying
customer
that
we
have
We
can
segment
them
in
terms
of
what
business
type
how
long
have
they
subscribed
for
what's
their
company
name
And
we
have
this
customer
love
score
which
is
essentially
an
algorithm
that
combines
a
few
things
to
determine
who
loves
that
product
the
most
And
we
kind
of
index
most
of
our
product
roadmap
decisions
on
Hey
Hey
who
loves
that
product
What
are
they
asking
for
Customer
success
is
really
important
Who's
actually
getting
the
most
value
Who's
getting
a
million
views
on
TikTok
Who's
getting
200
000
views
on
TikTok
Surprisingly
enough
it
actually
wasn't
too
tricky
to
build
It
was
our
non
technical
founder
Jock
who
built
it
All
we
did
was
use
Claude
code
and
interact
with
certain
MCPs
that
had
our
data
gave
Claude
access
to
it
and
told
Claude
what
we
wanted
and
let
it
build
it
It
was
all
done
in
natural
language
all
done
from
a
non
technical
founder
Well
thanks
for
sharing
that
This
I
think
is
one
of
the
coolest
things
And
I
know
for
the
people
that
are
watching
this
right
now
they're
rolling
their
eyes
They're
going
what's
the
marketing
strategy
What's
the
marketing
secret
But
the
reality
and
you
haven't
really
said
this
but
I
know
that
you
believe
this
is
that
actually
talking
to
your
customers
helped
you
find
what
the
marketing
secrets
were
because
you
talk
to
them
you
see
where
they
found
you
you
find
out
where
they
hang
out
you
find
out
what
features
they
need
This
is
the
feedback
that
I
give
to
anyone
If
I
ask
them
Oh
who
is
your
customer
Who
likes
your
product
Who
doesn't
They
can't
answer
these
questions
right
Because
they
haven't
talked
to
enough
customers
and
they
haven't
built
in
the
AI
world
Talking
to
customers
isn't
the
solution
but
it
is
the
mechanism
to
figuring
out
where
to
market
So
let's
dive
in
a
little
deeper
Let's
talk
about
the
process
of
doing
a
customer
call
How
are
you
talking
to
these
customers
How
do
you
convince
them
to
get
on
the
phone
with
you
And
then
once
you
get
on
the
phone
with
them
what
are
you
trying
to
get
Could
you
walk
me
through
what
a
great
customer
call
looks
like
We
were
very
scientific
with
it
and
we
had
three
main
phases
of
customer
calls
And
so
early
in
our
build
phase
when
we
were
trying
to
figure
out
what
to
build
we
went
through
a
very
strong
customer
discovery
phase
And
if
you're
still
in
the
customer
discovery
phase
is
exactly
what
I
just
do
Assuming
you
know
the
problem
space
that
you're
working
in
and
have
a
rough
idea
of
who
the
customer
is
Just
try
reach
out
to
your
personal
network
try
DM
people
on
Twitter
and
get
on
a
call
with
them
even
if
you
have
to
pay
them
and
just
ask
them
a
few
questions
We
use
the
principles
from
this
book
called
the
mum
test
So
the
principle
of
the
mum
test
is
essentially
never
asking
questions
like
Hey
would
you
use
this
Or
do
you
like
my
idea
And
instead
you
should
shift
the
frame
of
your
questions
to
how
are
you
solving
this
problem
Walk
me
through
exactly
the
last
time
you
solved
this
problem
How
much
time
or
money
did
it
cost
you
What
would
happen
if
you
did
nothing
about
it
And
once
you
feel
you've
heard
a
shared
common
painful
problem
that's
how
you
know
it's
time
to
build
the
solution
And
so
phase
two
was
actually
usability
test
So
once
we
had
run
enough
customer
discovery
calls
we
obviously
realized
there
was
a
real
pain
for
solopreneurs
And
so
we
made
the
leap
and
we
built
an
MVP
that
we
thought
would
solve
the
problem
according
to
what
they
told
us
And
then
we
had
to
actually
acquire
customers
So
we
like
to
call
this
fighting
for
customers
one
to
one
So
we'd
be
crawling
Reddit
threads
posting
lead
magnets
all
across
social
media
And
the
moment
they
signed
up
to
our
waitlist
we
sent
them
an
email
invited
them
to
a
call
And
once
they
jumped
on
the
call
we
just
sent
them
a
link
to
our
platform
asked
them
to
share
the
screen
and
we
just
sat
there
quietly
and
watch
them
use
the
platform
The
key
here
is
to
speak
as
little
as
possible
For
example
if
I
see
someone
kind
of
trying
to
log
in
and
they're
not
pressing
the
right
button
I
could
jump
in
and
say
Hey
just
press
this
But
that's
not
helpful
because
I
want
to
understand
what's
going
on
behind
the
scenes
This
really
really
helped
shape
our
MVP
Because
as
we
sat
there
and
we
just
watched
users
navigate
our
UI
we
realized
there
was
so
much
friction
Now
that
we've
run
enough
usability
tests
we
need
to
make
the
product
actually
usable
and
intuitive
And
phase
three
was
customer
success
This
is
all
about
understanding
is
the
platform
actually
helping
them
And
so
customer
calls
of
course
are
really
helpful
And
so
we
had
post
hoc
tracking
almost
everything
and
we
found
everyone
that
was
using
the
platform
the
most
the
power
users
And
then
we
jumped
on
a
call
with
them
and
we
asked
them
again
kind
of
mom
test
questions
but
we're
mostly
trying
to
find
out
how
was
the
platform
helping
them
And
we
realized
okay
short
form
content
was
the
thing
getting
views
getting
conversions
getting
app
installs
was
the
thing
And
so
we
doubled
down
entirely
on
that
Okay
cool
Well
that's
a
great
example
of
okay
when
I
talk
to
my
customers
what's
going
to
happen
Well
you
realize
that
your
UI
wasn't
good
enough
because
you
had
talked
to
enough
customers
It
was
confusing
and
you
came
to
this
UI
pivot
essentially
And
that's
the
reason
why
it's
successful
now
So
I'd
love
if
you
could
demo
this
feature
change
or
UI
change
that
led
to
your
SaaS
hitting
nearly
70
000
a
month
For
sure
So
this
is
our
platform's
UI
As
you
can
see
it
looks
like
Tinder
In
the
middle
you
have
the
video
that
Fastlane
has
made
for
you
On
the
left
we
show
you
a
trending
piece
of
content
in
your
niche
This
one
has
nearly
3
million
views
and
it's
just
a
slideshow
If
you
go
through
it
you
can
see
what
the
slideshow
looks
like
and
we've
created
a
slideshow
for
you
using
the
same
format
Now
just
like
Tinder
if
you
want
to
say
no
you
say
no
If
you
want
to
say
yes
you
just
swipe
right
And
you
can
just
press
schedule
I
have
a
TikTok
account
linked
to
this
account
You
can
choose
Instagram
TikTok
with
videos
You
can
choose
YouTube
as
well
You
press
next
We
have
an
AI
that
does
all
the
caption
for
you
You
hit
next
and
I
press
post
And
within
five
minutes
that's
live
on
TikTok
And
now
you
see
you
can
do
this
in
multiple
formats
So
this
is
a
hook
demo
And
so
let
me
say
no
to
this
one
here
Again
we
have
a
hook
demo
a
lady
with
the
shock
three
years
in
the
gym
Again
we
use
that
same
thing
in
that
central
video
but
applied
to
your
product
Well
I
mean
that
product
looks
amazing
And
I
just
think
it's
so
cool
that
obviously
hindsight
we
could
look
back
and
say
like
Oh
that
makes
so
much
sense
for
Tinder
UI
to
make
sense
But
would
you
have
come
up
with
that
without
talking
to
so
many
customers
And
would
you
have
had
the
confidence
to
make
that
UI
decision
That
is
the
thing
that
I
think
is
super
cool
Anyways
last
question
that
we
ask
all
founders
who
come
on
to
start
a
story
You
know
know
a
lot
of
people
who
watch
our
channel
a
lot
of
people
who
build
stuff
they
love
to
build
stuff
Maybe
they're
even
a
little
bit
more
introverted
and
talking
to
customers
is
a
little
bit
scary
And
what
advice
would
you
give
to
anyone
who's
watching
this
right
now
who
wants
to
crush
it
with
a
SaaS
like
you
Firstly
thank
you
so
much
for
having
me
This
has
been
the
craziest
full
circle
moment
ever
We
never
would
have
built
Fastlane
if
it
wasn't
for
starter
story
So
in
that
theme
I
felt
this
really
strongly
myself
My
heart
would
be
beating
so
fast
I'd
be
so
nervous
but
ultimately
you
just
have
to
do
it
You
need
to
make
something
people
want
And
the
best
way
to
know
this
is
to
actually
talk
to
them
I'd
say
just
don't
be
afraid
of
going
against
the
norm
I
was
raised
in
Australia
and
we
have
this
thing
called
tall
poppy
syndrome
And
so
going
off
and
doing
your
own
thing
kind
of
looked
down
upon
in
society
So
what
I
would
say
is
just
back
yourself
and
go
all
in
Well
that's
great
advice
for
anyone
who's
watching
this
Who's
from
Australia
I'm
sure
you
can
relate
Thank
you
for
coming
on
and
sharing
and
going
against
the
norm
And
thanks
for
coming
on
to
starter
story
It's
awesome
Thanks
for
having
me
Thanks
for
birthing
Fastlane
All
right
Gus
producer
of
starter
story
What
did
you
think
of
Gorav
and
Fastlane
doing
nearly
a
million
dollars
a
year
in
two
months
I
mean
that's
awesome
right
Cool
guy
Loved
his
like
energy
and
vibe
The
most
compelling
thing
was
the
whole
talking
to
customers
part
but
it
really
made
me
think
about
how
much
I
wouldn't
want
to
do
that
No
I
think
one
of
the
reasons
why
people
don't
want
to
talk
to
customers
is
that
there's
a
fear
of
rejection
What
would
they
say
about
my
app
Well
they
think
it's
bad
Well
they
already
think
it's
bad
You
just
don't
know
That
is
very
relatable
And
I
agree
with
that
And
then
obviously
the
whole
system
was
cool
Yeah
that's
one
of
the
things
I
noticed
with
founders
They
typically
find
good
system
He
mentioned
a
couple
of
books
that
he
sort
of
found
Take
those
learn
go
on
YouTube
read
books
learn
about
frameworks
watch
starter
story
understand
certain
marketing
distribution
and
then
implement
it
Even
as
starter
story
which
just
media
company
YouTube
channel
I
would
still
talk
to
customers
right
I
would
still
get
on
the
phone
with
them
and
understand
what
their
pain
points
are
what
their
desires
were
I
don't
want
to
toot
my
own
horn
but
I
do
feel
that
I
have
a
great
understanding
of
our
customer
It
has
really
been
insanely
helpful
for
everything
every
decision
that
I've
made
videos
we
decide
to
do
features
that
we
build
everything
And
I
know
people
are
going
to
watch
this
and
roll
their
eyes
Oh
well
you
know
what's
the
strategy
What's
the
secret
What's
the
marketing
thing
And
this
is
This
is
the
secret
It's
not
sexy
It's
not
fancy
but
the
best
founders
know
their
customers
Well
okay
Well
before
you
run
customer
calls
you
still
need
to
be
solving
a
painful
problem
I
think
that's
one
of
the
reasons
why
Gorab's
business
has
done
so
well
A
problem
that
our
audience
experiences
a
lot
too
So
if
you
are
looking
for
your
business
to
build
and
you
want
to
solve
a
painful
painful
problem
check
out
the
link
we
put
in
the
description
that
is
our
million
dollar
problems
database
in
there
you
can
find
real
problems
solved
by
real
businesses
and
you
can
see
how
much
money
these
businesses
are
making
and
it
may
give
you
some
ideas
on
what
you
could
build
That
link
will
be
in
the
description
It's
a
hundred
percent
free
All
right
guys
we'll
see
you
in
the
next
one
Peace
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