Want to know how to build a product so good it sells itself? Listen to this week’s episode of the Flying Cat Marketing podcast!
This week, we bring you insights from Richie Khandelwal, founder of Pricelabs, a SaaS pricing solution for the SMB and mid-market Airbnb and vacation rental space.
We caught up with Richie to learn how Pricelabs got started when he was looking for a way to ease his own rental pricing pain back in 2014. From there, it’s gone from strength to strength, scaling all the way to reach customers in over 95 countries and pricing over 100,000 listings!
All without raising a single funding round!
Richie reveals how Pricelabs’ unique approach to understanding their customer, hiring, and finding product-market fit has been key to their success. It even helped them survive and thrive during Covid. He also outlines how their seemingly unscalable processes paid off in the long run, and gives his take on why SaaS companies should never be led by sales.
We round it all off by hearing about upcoming plans to take Pricelabs to the next level in the near future, and Richie’s advice for other SaaS founders.
We hope you find it as enjoyable and instructive as we did!
In this episode:
- How a personal need led to the growth of a SaaS solution with international reach.
- Pricelabs’ unique approach to understanding the customer.
- Finding product-market fit.
- Scaling unscalable processes.
- Eliminating information silos.
- Why SaaS companies shouldn’t be led by sales.
- What the future has in store for Pricelabs.
Timestamps
0:05 Richie’s backstory.
02:50 How Pricelabs got started from Richie’s own need.
05:55 Why they never raised funding.
06:30 Pricelabs’ focus on product-led growth and why they hired engineers first.
07:08 Pricelabs’ unique approach to understanding their customer.
08:55 Unscalable processes that ultimately pay off.
12:09 Putting product-market fit before sales.
15:03 How you know when you’ve achieved product-market fit.
16:02 How Pricelabs benefited from Covid.
18:59 Their plans for the future.
20:56 Advice for other founders.
About the guest
Richie Khandelwal has been working in SaaS GTM roles for the last 5 years.
He is the co-founder of Pricelabs, a SaaS revenue management platform for Airbnb and vacation rental owners and property managers. At PriceLabs, Richie looks after GTM and Operations. PriceLabs targets the SMB and mid-market segment in the hospitality space, has customers in over 95 countries and has priced over 100K listings.
Prior to PriceLabs, Richie was VP of Business Operations and Finance at MindTickle (now a Unicorn as of 2021) – raised >$80 Million in funding, led employee growth from 40 to 400, worked closely with CEO and investors to chart growth plans into enterprise space.
Richie has also worked as Management consultant with Bain & Company and Engineer with Shell.
Richie has an engineering degree from IIT Madras and an MBA from Kellogg School of Management.Find him on LinkedIn
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