SaaS That App - Building Tech-Enabled Businesses

AI agents, agentic commerce, and conversational AI are changing how people shop, plan, and get everyday tasks done, and they don’t always need an app to do it.

Dmitri Love, Co-founder and CEO of Served, is betting that the next great consumer AI product will live in your text messages.

In this episode of SaaS That App, Dmitri joins Aaron Marchbanks and Justin Edwards to share how Served answers the daily “what’s for dinner?” question by planning meals, finding recipes, and shopping across grocery and delivery platforms over text.

Dmitri explains why he skipped the app store, how human-in-the-loop design builds trust before full automation, and why so many AI super agents struggle when they try to do everything at once. He also shares what he learned leading conversational AI at Walmart, pitching on Shark Tank at age 22, and building a fintech company at exactly the wrong time.

What You’ll Learn:

• Why messaging may replace many consumer apps
• How to build trust in AI agents that spend money
• Why AI products should master one thing first
• When AI is worth the cost, and when it isn’t
• What startups and enterprises each do best
• Why great ideas can still fail on timing

Dmitri Love is a serial entrepreneur, product leader, and Co-founder of Served, an AI kitchen assistant that plans meals, finds recipes, and shops for groceries over text. He first made his name at 22 on Shark Tank, where his round-up investing app, Bundil, landed a deal with Kevin O'Leary. Over 13 years, Dmitri has built four companies, including Peas, an agentic joint bank account for couples, roommates, and business partners. At Walmart, he led product for Sparky, the company's conversational AI assistant, including work on voice and multimodal experiences, before leaving to build Served full-time.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp.

#AgenticCommerce #AIAgents #ConversationalAI #FoodTech

Highlights:

• [01:02] From Shark Tank at 22 to Serial Founder
• [03:15] The Kitchen Camera Idea Customers Didn’t Want
• [06:19] Inside Served: An AI Kitchen Assistant Over Text
• [12:19] The 30% App Store Fee and Meeting Users Where They Are
• [20:12] Startup vs. Enterprise: Pros and Cons for Product Builders
• [22:52] Does Your Product Actually Need AI?
• [27:04] How AI Agents Will Talk to Each Other
• [29:40] The Real Risk of AI Comes From Humans
• [32:22] Peas: The Agentic Joint bank Account with Bad Timing
• [38:04] The Rise of Voice Interfaces
• [41:27] What Really Happens Behind the Scenes of Shark Tank

Episode Resources:

• Dmitri Love on LinkedIn
• Dmitri Love Website/Profile
• Served AI Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

PHP runs a huge share of the web. So when two 9.2-rated remote code execution vulnerabilities, dubbed PHP2Shell, were disclosed in PHP core, the clock started immediately. Exploit attempts climbed from tens of thousands in the first hour to millions within a few hours.

Byron DeLaMatre, Director of Operations & Senior Full-Stack Developer at Delta Systems, led the response. In this episode of SaaS That App, he joins Aaron Marchbanks to share what that response looked like: prepping the night before, patching everything else ahead of the drop, and feeding the CVE into Claude to generate infrastructure-as-code mitigations while patching. They also dig into AI-powered vulnerability discovery,rapid security patching, defense-in-depth security, and why patch management gets harder the longer technical debt sits.

What You’ll Learn:

• Why severe CVEs can move from disclosure to mass exploitation within hours
• What unauthenticated remote code execution actually puts at risk
• Why WAFs and other mitigations can buy time but don’t replace patching
• How defense in depth reduces reliance on any single security tool
• How Delta used Claude and infrastructure-as-code during the response
• Why outdated PHP versions make emergency patching much harder
• How AI can also help teams work through targeted legacy upgrades
• Why technical debt is easier to pay down before your “hair is on fire”

Byron DeLaMatre is a Director Of Operations & Senior Full-Stack Developer at Delta Systems with nearly 20 years of experience working with PHP development and infrastructure. His work spans systems administration, security vulnerabilities, patch deployment, legacy infrastructure, and the day-to-day reality of keeping production systems current when high-severity CVEs land.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://go.fame.so/J1TUtvR2

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp.

#Cybersecurity #CVE #PHP #PatchManagement #SaaS #PHP2Shell #AIinSecurity #ClaudeAI #IncidentResponse #DevSecOps

Highlights:

• [02:42] Meet the 9.2 PHP2Shell CVEs
• [04:01] The CVE That Gave a Warning
• [06:22] Hidden in PHP for 13 Years
• [07:36] AI Just Changed the Security Clock
• [08:13] The Five-Hour Exploit Window
• [10:17] Patch First and Mitigate Second.
• [13:03] The Open-Source Bottleneck
• [17:00] Why One Security Layer Isn’t Enough
• [19:56] Can Claude Fix Legacy PHP?
• [20:41] Tech Debt Always Sends the Bill
• [21:35] Patch Often and Patch Fast

Episode Resources:

• Byron DeLaMatre on LinkedIn
• Aaron Marchbanks on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Bootstrapped SaaS growth, fixed-price AI subscriptions, AI-powered software testing, and the coming SaaS apocalypse all come together in this episode.

Adam Sandman, the Founder and CEO of Inflectra Corporation, joins Aaron Marchbanks and Justin Edwards to share what two decades of building without venture capital looks like. Adam breaks down why he chose a mature market instead of trying to define a new category, and why he’d rather fight 20 competitors for 100% of a market than 100 competitors for 20% of it.

He explains how Inflectra bundles generative AI into a flat-rate subscription on Amazon Bedrock, using model routing, open-weight models, and guardrails to keep token costs predictable. Adam also walks through a self-healing test automation approach that uses AI only when something changes, then plays tests back deterministically.

The big lesson: AI is making it easier to build more, but the hard part is now deciding whether you’re building the right thing, and evolving yourself as a CEO so you don’t become the bottleneck.

What You’ll Learn:

• When bootstrapping makes more sense than raising venture capital
• Why selling into a less crowded market beats fighting for scraps
• How to land with your lowest-friction product, then cross-sell
• How to offer fixed-price AI without losing your margins
• Why AI should do the adaptive work and deterministic code should do the rest
• Where AI is moving the bottleneck in software development

Adam Sandman is the Founder and CEO of Inflectra Corporation, a bootstrapped software lifecycle management and quality assurance company. He started programming at 10, studied physics at Oxford, and spent eight years in digital transformation at Sapient before going out on his own. Under his leadership, Inflectra has grown from roughly $1M to over $20M in self-reported revenue, with sales teams across North America, EMEA, LATAM, and APAC, and is now moving into AI assurance.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp.

#BootstrappedStartup #AIPricing #SoftwareTesting #SaaSPricing #AgenticAI

Highlights:

• [02:00] From Coding Games at 10 to Founding Inflectra
• [05:30] Should You Bootstrap or Go VC?
• [10:00] How Google AdWords and SEO Worked for SaaS in 2006
• [11:35] What Inflectra Does and Its Land-and-Expand Sales Strategy
• [16:00] How AI Changed Inflectra's Product
• [20:30] Why Fixed-Price AI Subscriptions Work for SaaS
• [23:00] Guardrails and Fair Use Policies for AI Subscriptions
• [25:30] How AI Redacts Sensitive Data in Software Testing
• [32:00] Does Software Development Need a New Agile?
• [34:30] How Inflectra Grew From Lifestyle Business to Growth Company
• [40:00] Evolving as a CEO So You Don’t Become the Bottleneck

Episode Resources:

• Adam Sandman on LinkedIn
• Inflectra Corporation Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Boilerplate privacy policies, data inventories, consent banners, accountability, AI governance, and one especially tricky question: when you put company or client data into ChatGPT or Claude, have you disclosed it to a third party?

That’s what we’re tackling in this episode. Lindsay Vogel, Partner at Scale LLP, joins Aaron Marchbanks and Justin Edwards to talk about the privacy decisions founders and engineering teams tend to postpone until somebody forces the issue. Lindsay argues that privacy works better when legal, engineering and founders are in the room together early, rather than calling legal after the product has already shipped.

The big lesson: A privacy policy copied from another SaaS company might look convincing but the problem starts when an actual customer asks what data you hold on them and nobody knows.

What You’ll Learn:

• Why legal, engineering, and founders work better as collaborators
• Why copy-pasting a privacy policy can leave you exposed later
• The simplest way to start mapping the data your company actually holds
• Why somebody needs to “hold the pen” on data and AI decisions
• How “reject all” can sometimes create a better consent experience
• Why AI governance starts with many of the same questions as data governance
• What SaaS teams should know before sending sensitive data into an LLM

Lindsay Vogel is a Partner at Scale LLP with around 15 years of experience in privacy. Her career has included work at the Department of Homeland Security and FDIC, as well as serving as lead privacy counsel and interim global head of privacy at Bumble. Before joining Scale LLP, she founded Gamut Privacy, where she worked with small and emerging technology companies on privacy and AI governance programs.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp.

#SaaSBusiness #ProductStrategy #TechFounders #StartupPodcast #SoftwareStartup #B2BStartups

Highlights:

• [02:22] How Lindsay Fell Into Privacy
• [04:08] Why Privacy Feels Like a Blocker
• [07:24] The Copy-Paste Privacy Trap
• [10:02] When Legal Meets Engineering
• [11:29] Who Actually Owns Privacy?
• [12:25] 6 Questions Your Policy Must Answer
• [13:00] The Case for “Reject All”
• [18:20] Do You Need Multiple Privacy Policies?
• [19:50] Can You Just Change Your Terms?
• [20:21] Is ChatGPT Sharing Your Data?
• [24:47] What AI Governance Actually Needs
• [27:16] Why Regulation Can’t Keep Up

Episode Resources:

• Lindsay Vogel on LinkedIn
• Scale LLP Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Before AI can run your business, your business needs something for AI to run on. Isaac Harmon, founder of Harmon Digital and Unstack, joins Aaron Marchbanks and Justin Edwards to talk about where automation hits its limits. They cover the signals that a company has outgrown its systems, why tools like CRMs have lost their moat, and when businesses should import and customize existing software rather than build from scratch. They also dig into how the bottleneck is shifting from the people doing the work to the people checking it, and what that means for anyone relying on orchestration agents.

What You’ll Learn:

• How to spot when a business actually needs foundational systems
• Why private equity is leaning hard into AI employees
• How to think about buy vs. build in an era of no-moat software
• Why Isaac believes the future of SaaS is custom, dynamic software
• How agencies can white-label AI-powered platforms

Isaac Harmon is the Founder of Harmon Digital, a software development agency that builds custom software, AI agents, and automations to help businesses eliminate repetitive work and scale without adding headcount. He's also the Founder of Unstack, a SaaS platform with a marketplace aimed at replacing fragmented software stacks with custom software built around how businesses actually operate. Isaac got his start in web design when ChatGPT first launched and pivoted fully into AI, and today his work spans clients from London ice cream shops to private equity portfolio companies looking to lever up their human capital with AI employees.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [02:15] Building Systems That Let a Business Run Itself
• [03:36] The Telltale Signs a Business Has Outgrown Its Operations
• [04:40] Isaac’s Discovery Process and Why Private Equity Is the Sweet Spot
• [06:36] Where Zapier, Lovable, and Base44 Fit in the Stack
• [08:30] “I Need AI” Is Almost Never the Actual Answer
• [10:44] The Limits of Full Automation and the “AI Slop” Problem
• [12:37] Case study: Happy Endings Ice Cream Distribution
• [14:47] The One That Didn’t Work: An AI Fencing Quote System
• [17:54] Unstack's Thesis: A SaaS Platform with a Marketplace for Custom Software
• [22:28] White-Labeling Unstack for Agencies

Episode Resources:

• Isaac Harmon on LinkedIn
• Harmon Digital Website
• Unstack Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Serial SaaS Founder Joseph Lee, CEO of Supademo, on agentic AI, interactive product demos, and building an AI-native SaaS company. In this episode of SaaS That App, he joins host Aaron Marchbanks to discuss how SaaS founders can navigate rapid technological shifts, build products that survive market disruption, and think strategically about agentic AI without chasing trends blindly.

Joseph shares the story of how a demand-driven seafood marketplace nearly collapsed during COVID and pivoted into what eventually became Supademo. He and Aaron explore why product-market fit has become perishable, why customer expectations have made “ship it while you're embarrassed” obsolete, and how the compressed reinvention cycle has become an unfair advantage for operations that can move fast.

What You’ll Learn:

• The hard-won lessons from building two SaaS companies past $3M ARR
• Why “the market trumps the founder”
• How the traditional “book a demo” model is broken
• Supademo’s evolution from a lightweight PLG tool to an AI-powered platform to a fully agentic system
• The practical realities of going AI-native
• How founders at established SaaS companies should start thinking about breaking their product into units of work that agents can call

Joseph Lee is the serial founder of several startups. He was the Founder of Coastline Market, his first startup, before co-founding Supademo, where he serves as CEO. Joseph helped Supademo cross $3M ARR, building the company through three distinct product eras: a self-serve interactive demo tool, an AI-powered platform, and, as of June 2026, a fully agentic demo platform with an always-on AI Demo Agent. He is a frequent writer and speaker on go-to-market strategy, lean AI-native team building, and the practical mechanics of adopting agentic AI in SaaS.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [00:52] The Naivety vs. Pragmatism Balance
• [03:02] From Seafood Marketplace to SaaS Pivot
• [06:00] Three Eras in Three Years: PLG - AI-Powered - Agentic
• [11:35] Product-Market Fit Is Now Perishable
• [13:16] What’s Actually Broken About “Book a Demo”
• [17:09] Where the Human Line Sits
• [20:31] Inside a 15-Person AI-Native Team
• [25:35] Guardrails, Read-Only Access, and Anonymization
• [26:59] Trusting an Agent to Represent Your Company
• [29:03] The “Unit of Work” Framework for Going Agentic
• [32:10] Advice to His Younger Self
• [36:10] The One Agent Joseph Wishes Existed

Episode Resources:

• Joseph Lee on LinkedIn
• Supademo Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

A file-upload vulnerability in Rails Active Storage just scored a 9.5 out of 10 on the severity scale, high enough that, as Justin Edwards puts it: "Everybody stop what you're working on and get this patched." In this episode of SaaS That App, Aaron Marchbanks and Justin break down what made this one so dangerous (anonymous, unprivileged file uploads were enough to compromise a server), why it took two separate patches to actually close the hole, and how they decided which client projects needed a full credential rotation and which didn't.

What You'll Learn:

• Why this CVE was "as bad as it gets;" vulnerable by default, exploitable by anyone with file upload access, and one step away from full remote code execution
• The real difference between patching a vulnerability and actually remediating it (hint: rolling every API key and secret your app touches)
• How Justin used two real client situations, a three-person beta test vs. a consumer app with thousands of users, to decide when "assume breach" is overkill and when it's non-negotiable
• The concentric circles (and Swiss cheese) framework for layering security so no single failure becomes catastrophic
• Why AI hasn't triggered the predicted vulnerability apocalypse, and might actually be helping more than hurting
• The homeownership metaphor for why "done building" doesn't mean "done maintaining"

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [01:28] What Is a CVE, Anyway?
• [03:19] The Rails Active Storage Vulnerability Explained
• [06:35] The Race Between Disclosure and Exploitation
• [09:43] When to Roll and When to Accept Risk
• [11:31] Why Environment Isolation Saves You in a Crisis
• [13:52] Is AI Going to Cause a Vulnerability Explosion?
• [14:35] Concentric Circles and Swiss Cheese
• [17:26] Why Every SaaS Founder Needs to Budget as Homeowners
• [19:29] The One Thing Every Team Should Automate

Episode Resources:

• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• CVE Record
• Rails Security Advisory
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

AI-powered SOC 2 compliance for SaaS startups is transforming how early-stage founders tackle audit readiness, and Varun Jain is leading the charge. The co-founder and CEO of ComplyJet joins hosts Aaron Marchbanks and Justin Edwards in this episode of SaaS That App to break down why compliance doesn’t have to be the terrifying, expensive nightmare most early-stage founders assume it is.

What You’ll Learn:

• How ComplyJet uses AI to slash the cost and complexity of SOC 2, HIPAA, and other certifications for companies under 200 people
• Why the security industry has profited from fear-based selling for too long
• What founders should actually be doing from day one to avoid racking up compliance debt
• When to pursue your first certification
• The critical difference between security and compliance
• How non-human AI agent identities are becoming one of the hottest issues in cybersecurity

Varun Jain is the Co-founder and CEO of ComplyJet, an AI-powered compliance platform that helps early-stage SaaS companies get audit-ready for SOC 2, HIPAA, and other frameworks without the traditional cost or complexity. Born and raised in India with an engineering undergrad and a Stanford MBA, Varun spent roughly fifteen years building products across fintech, ecommerce, and enterprise AI.

After watching founders repeatedly panic over compliance questionnaires and paying high six figures himself for basic security reviews, he cold-called 70 people to validate a better approach and launched ComplyJet about two years ago. Today, his deliberately small team serves SaaS companies with fewer than 200 people across more than 25 countries, built on a philosophy of staying in one lane, delivering founder-led customer support, and using AI to reinvent compliance workflows rather than automate broken ones.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [02:40] From India to Silicon Valley to Compliance
• [04:42] Why the Least Glamorous Category Is Perfect for AI-Based Tooling
• [07:07] Cold-Calling 70 Founders to Validate the Idea
• [10:38] Mid-roll: Delta Systems
• [11:27] Winning on Customer Service
• [14:31] When Should Founders Start Thinking About Compliance?
• [18:28] Debunking the “I Have the Certificate, I'm Safe” Mindset
• [25:13] The New AI Compliance Frontier
• [29:18] Compliance Debt: What Founders Should Do From Day One
• [30:50] Varun’s Contrarian Take
• [33:26] Why Varun Left Enterprise AI for Something That Felt Less Ambitious

Episode Resources:

• Varun Jain on LinkedIn
• ComplyJet Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Justin Edwards had a hyper-specific problem: he wanted a better way to drill German grammar, but the tool he wanted didn’t exist. So he described it to Claude and, roughly eight hours later, had a working app. In this episode of SaaS That App, Aaron Marchbanks and Justin use Schleifer as a real-world experiment in what happens when AI makes small, niche software ideas cheap and fast enough to build yourself. They get into why this could put pressure on micro-SaaS products, why trust and expertise may become the new moat, where vibe coding stops being safe, and why the same technology could turn thousands of people who never considered themselves founders into software entrepreneurs.

What You’ll Learn:

• Why AI makes software ideas that were previously too niche or commercially impractical worth building
• Why relationships, trust, and expertise may become stronger competitive moats as software itself gets easier to create
• Why handling personally identifiable information changes the security equation for AI-built applications
• How a product built for "five other people" could uncover a much larger underserved community

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

[00:02:55] Why Justin Built His Own German Learning Tool

[00:08:38] What It’s Actually Like Building With Claude

[00:12:53] Do You Still Need To Be An Engineer To Build Software?

[00:15:11] If Anyone Can Build Software, What Becomes The Moat?

[00:19:48] Drawing A Hard Line For Vibe Coding

[00:22:26] An Exciting Future: The New Wave Of Entrepreneurs

Episode Resources:

• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Supabase Website
• Resend Website
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

340,000 users. No paid ads. And a direct competitor in ChatGPT. That combination shouldn't exist, but Ajelix made it a reality. In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards talk with Agnese Jaunošāne, Co-founder and COO of Ajelix, about how she and her co-founder built a spreadsheet-to-insights platform out of Latvia to that scale on organic growth alone. They get into why the company stayed self-funded for years, how a European Commission-backed grant fits into that story now, why Ajelix is pulling back from the US market to focus on Europe instead, and the freemium pricing mistake that cost them more than they expected.

What You’ll Learn:

• Why freemium pricing is deceptively expensive and how to measure who actually converts
• What it’s like building a global SaaS company from a small country where most people don’t even know what SaaS is
• How to build a content-driven growth engine without paid channels or influencer deals

Agnese Jaunošāne is the co-founder and COO of Ajelix, a platform that transforms spreadsheet data into actionable business insights, now serving over 340,000 users worldwide, all through organic growth without external funding or paid advertising. With a background spanning Accenture and Printful, where she witnessed firsthand how startups scale differently and serve global markets, Agnese brings a unique blend of corporate strategy and entrepreneurial resilience to SaaS building.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights and YouTube Chapters:

• [02:53] How Printful Shaped a Founder's Mindset
• [04:29] You’re Never Ready for Entrepreneurship
• [07:17] Launching Two Months Before ChatGPT
• [09:00] Competing with Giants as a Small Bootstrap Team
• [12:19] Pivoting Toward Europe for Survival and Opportunity
• [14:32] The Philosophy Behind Staying Bootstrapped
• [17:29] Why Spending Your Own Money Makes You Learn 10x Faster
• [19:40] Building a Global Tech Company From a Small Country
• [22:12] The Zero-Budget Marketing Engine
• [25:23] The Freemium Trap Agnese Wished They'd Avoided

Episode Resources:

• Agnese Jaunošāne on LinkedIn
• Ajelix Website
• Mailerio Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

When a trusted vendor triples your bill overnight? Staying is no longer an option.

In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards share what happened when Harvest, their tool of choice for nearly ten years, got acquired by Bending Spoons and hit them with confusing usage fees, a UI overhaul, and a 300% price hike buried in a credit card statement.

Justin and Aaron break down how they migrated ten years of data to a new platform called Keito in just 72 hours, why software features no longer form a defensive moat in the AI era, and how SaaS founders can adjust pricing without driving away their best clients.

What You’ll Learn:

• How Bending Spoons' acquisition playbooks impact SaaS pricing and retention
• Why unexpected usage-based billing breaks trust with long-term clients
• How to communicate price changes transparently with grandfathering periods
• How AI tools are collapsing switching costs and lowering build barriers
• Why human relationships and customer empathy are the real moats in modern SaaS

Justin Edwards is the CIO at Delta Systems, where he helps businesses turn messy ideas into working software, and the co-host of SaaS That App. Before joining Delta in 2022, Justin ran Iterative Consulting, a custom software shop, and later co-founded Strive DB, a SaaS company serving victim-service organizations. Across those roles, he’s gone from wiring up early-stage prototypes to steering large-scale digital rebuilds, and everything in between.

Aaron Marchbanks is the Head of Engineering at Delta Systems and Co-host of SaaS That App. He has spent nearly two decades helping startups and established businesses alike bring their software products to life. Since joining Delta in 2006, Aaron has played a key role in launching and scaling dozens of B2B SaaS products across various industries, including logistics, healthcare, and professional services.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at: https://www.speakpipe.com/SaasThatApp

Highlights:

• [00:00] A Decade with Harvest and the Surprise Bill
• [02:12] Discovering a 300% Price Increase on a Credit Card Statement
• [03:24] Migrating Ten Years of Data in Three Days
• [06:02] How to Raise Prices Without Losing Your Best Customers
• [11:55] The Inversion Guide to Maximizing Customer Churn
• [16:14] How a CTO Cold Email Changed Everything
• [20:44] Turning a Software Vendor Into an Active Partner
• [24:43] Damage Control and Key SaaS Pricing Takeaways

Episode Resources:

• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Teams don't know their customer, and that gap, not a lack of features, is what quietly stalls SaaS growth. In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards sit down with Gia Laudi, a customer-led growth expert who's advised Postman, Bitly, Sprout Social, EverCommerce, and dbt Labs, to unpack why product-led companies keep investing in features, funnels, and AI while growth flatlines anyway. Gia breaks down why traditional ICPs miss the mark, why psychographics beat demographics for predicting who actually buys and stays, and why a handful of well-run customer interviews still outperforms most research stacks. She also shares concrete ways founders can start doing real customer research without a dedicated team or enterprise budget, plus where AI genuinely helps in this process, where it doesn't, and why leaning on synthetic customer data can leave you building for customers who don't exist.

What You’ll Learn:

• The difference between customer feedback and genuine customer insights
• Why psychographics matter more than demographics when defining your ICP
• Where AI can accelerate customer research, and where relying on it creates dangerous blind spots
• Practical ways early-stage founders can start customer research without large budgets
• Why positioning, messaging, onboarding, and retention all improve when they're built around customer research

Gia Laudi is a strategic advisor, keynote speaker, and co-author of the bestselling book Forget the Funnel. She is the creator of the Customer-Led Growth™ framework and Chief Strategist at Customer-Led, where she helps B2B SaaS companies identify growth bottlenecks through customer research, positioning, and product marketing. Over the past 25 years, Gia has advised high-growth technology companies including Postman, Bitly, Sprout Social, EverCommerce, UserVoice, and dbt Labs, helping teams improve activation, reduce churn, strengthen positioning, and build sustainable, customer-led growth strategies.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [00:02:18] Why Most SaaS Companies Lose Sight Of Their Customers
• [00:05:48] Why Psychographics Matter More Than Traditional ICPs
• [00:12:42] How To Start Customer Research Without A Big Budget
• [00:22:37] Customer Feedback Vs. Customer Insights: Why They’re Not The Same
• [00:25:32] Turning Customer Research Into Product Growth
• [00:31:34] Positioning Products For Champions, Buyers, And End Users
• [00:34:23] Why AI Can’t Replace Real Customer Conversations
• [00:39:02] The KPIs That Connect Customer Success To Business Growth

Episode Resources:

• Gia Laudi on LinkedIn
• Customer-Led Consultancy Website
• Forget The Funnel YouTube Channel
• Forget The Funnel framework and book
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Most companies don't have a sales problem. They have a playbook problem. And it's costing them every deal that should've closed.

In this episode of SaaS That App: Building Tech-Enabled Businesses, Tom Stearns and Peter Cleary, co-authors of Graphic Sales, join Aaron Marchbanks and Justin Edwards to break down what actually separates scalable sales orgs from founders who are still doing everything from memory.

What You'll Learn:

• How to turn a founder's gut-level customer knowledge into an ideal customer profile the whole team can run with
• Why falling in love with your own product features is quietly sabotaging your demos
• The difference between an ICP that looks good on a slide and one that actually scales
• Where AI sharpens a strong sales foundation, and where it just helps you scale bad habits faster

Tom Stearns is the founder of Stearns Consulting, specializing in helping SaaS companies deconstruct and rebuild their go-to-market strategies from the ground up. With a background in fine arts and three decades of experience spanning graphic design, marketing, and sales, Stearns brings a unique perspective to sales process optimization.

Peter Cleary is the Senior Manager at Akamai Technologies, bringing decades of enterprise sales and sales engineering expertise to complex B2B environments. With a background in history and extensive experience managing large-scale sales teams, Peter advocates for treating sales as a teachable science rather than an art form.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at: https://www.speakpipe.com/SaasThatApp

Highlights:

• [02:36] Your Go-to-Market Worked Until You Scaled It
• [06:47] Five Doors After Five and the End of Spray-and-Pray
• [10:08] Three Problems, Three Solutions, That's All a Demo Needs
• [12:23] Let the Customer Talk for 25 of Your 30 Minutes
• [16:55] AI Won't Fix a Broken Foundation. It'll Break It Faster.
• [18:23] What the Founder Knows That the Sales Team Doesn't
• [24:59] The Bespoke Trap: When Customizing Kills Your Product
• [35:25] Point AI at Your CRM, but Verify Everything
• [39:00] Start With the Outcome, Not the Tool

Episode Resources:

• Tom Stearns on LinkedIn
• Peter Cleary on LinkedIn
• Graphic Sales Stories Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Delta Systems co-owner Steve Powell built a production-grade SaaS app in under 200 hours…. without actually knowing the stack.

Not a prototype. Not a demo. A real, deployed application: myeaglecoach.com, used by Scout leaders to manage documents, e-signatures, collaboration, and project workflows, built with Claude, React, and Laravel by someone who had never touched those tools before.

In this episode of SaaS That App, Steve joins hosts Aaron Marchbanks and Justin Edwards to break down exactly how he did it: not just the highlight reel, but the actual workflow. Where AI accelerated development, where it hallucinated or stalled, and where human judgment was still the deciding factor between shipping and spiraling.

For engineers and technical founders, this one cuts close. The conversation isn't about whether AI can write code. It's about what happens when the 200-hour timeline for building production software becomes real, and what that means for how teams hire, scope, and ship.

What You’ll Learn:

• How Steve built a live SaaS application in under 200 hours using Claude, React, and Laravel
• Why AI-assisted development can compress MVP timelines from months to weeks
• How Claude Projects and Skills can turn one-off prompts into repeatable workflows
• Why Claude Design is useful for spotting product gaps before implementation
• How to balance speed, control, and security when building with AI tools
• Why plugin ecosystems and official repositories matter when choosing AI development workflows
• How AI can help enforce standards around testing, accessibility, security, and code quality
• Why human review is still essential, even when AI can generate large parts of the product

Steve Powell is the co-owner of Delta Systems and a longtime programmer, entrepreneur, angel investor, and startup advisor. His expertise spans system architecture, database design, SQL optimization, UI, UX, QA, team management, and breaking systems before users do. Through Delta Systems, Steve and his team support heavily trafficked websites, eCommerce platforms, and business-critical systems that process hundreds of millions of dollars in online sales every year.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [00:01:52] Exploring Claude, ChatGPT, and the Rapid Evolution of AI Coding Tools
• [00:05:41] Turning Eagle Scout Project Reviews Into an AI Workflow
• [00:10:08] Choosing a Tech Stack and Navigating Security Risks in AI Development
• [00:14:24] How AI Reduced Proposal Review Time From Twenty Minutes to Seconds
• [00:21:25] Building Reusable AI Skills and Expanding Beyond Simple Chat Threads
• [00:29:35] Designing and Launching a Functional SaaS App With Claude Code
• [00:38:46] AI Coding Workflows, Plugin Ecosystems, and the Future of SaaS Development

Episode Resources:

• Steve Powell on LinkedIn
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Claude Code nearly wiped out a production database while racking up an unexpected AWS bill overnight, and that’s just one of many stories from guest Daniel Cannon. As CIO at Delta Systems and CEO of StriveDB, Daniel joins hosts Aaron Marchbanks and Justin Edwards to share what AI-assisted development actually looks like in 2026: real workflows, real mistakes, and why human review is still non-negotiable.

What You’ll Learn:

• How to structure an AI-assisted development workflow that delivers 10x speed gains without sacrificing code quality
• Why Big Design Upfront (BDUF) is making a comeback with AI
• The critical difference between letting AI write code vs. reviewing and refining it
• How to build safe, controlled AI agents for sensitive workflows
• Why context management directly impacts both cost and code quality

Daniel Cannon is the Chief Innovation Officer at Delta Systems and Founder and CEO of StriveDB, bringing a wealth of experience in modern web development frameworks and architectures. His expertise spans full-stack development, with particular depth in Ruby on Rails and modern JavaScript frameworks. Daniel's hands-on experience with both traditional and cutting-edge technologies, combined with his ability to evaluate technical trade-offs in practical business contexts, provides valuable insights for organizations navigating technology decisions.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp

Highlights:

• [02:07] Daniel's Daily AI Workflow
• [03:18] Big Design Upfront Makes a Comeback
• [07:37] The Junior Developer Problem
• [10:42] Build the Feature, Learn the Lessons, Nuke It, Start Over
• [12:15] Role-Playing Your Way to Better Code Review
• [16:25] The Developer Who Let AI Patch Production Unsupervised
• [20:28] How a Slack Bot Burned Through $500 on AWS in One Day
• [24:07] Meet Athena, Poseidon, and Todd Bots
• [31:12] When Claude Goes Wrong
• [37:31] AI Tools Are Slot Machines for Developers
• [40:11] The Bigger Question Nobody in Tech Wants to Answer

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

AI in drug discovery, data-centric machine learning, precision medicine, and building SaaS for life sciences; this episode of SaaS That App covers it all with a founder who’s lived it for a decade. Aaron Marchbanks and Justin Edwards sit down with Dr. Abhishek Jha, Co-Founder and CEO of Elucidata, who makes a compelling case for why the real bottleneck in healthcare AI is data quality, out-of-distribution observations, and the reality of working with small sample sizes where the stakes couldn’t be higher.

What You’ll Learn:

• How to reframe AI strategy from model-centric to data-centric
• Why out-of-distribution detection is existential in healthcare
• The managed services pricing model trumps traditional SaaS for AI solutions
• How to navigate data sensitivity and IP protection without sacrificing innovation
• Why distribution and people problems outweigh technology problems in deep-tech entrepreneurship

Dr. Abhishek Jha is the Co-Founder and CEO of Elucidata, a biotech company focused on AI-driven data solutions for life sciences R&D and drug discovery. He has over 20 years of experience at the intersection of life sciences, data science, and machine learning. Abhishek co-founded Elucidata in 2015, launching Polly as a cloud-based SaaS platform that harmonizes multi-omics, clinical, and real-world data into ML-ready formats, speeding data preparation by 10x with high accuracy via LLM-powered curation.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at: https://www.speakpipe.com/SaasThatApp

Highlights and YouTube Chapters:

• [02:21] Everyone's Obsessed With Models. He Says They're Looking at the Wrong Thing.
• [03:17] He Spent 30 Years Training for a Career He Never Started
• [06:34] Profitable on Day One, No VC Required
• [09:17] Facebook Has 3.5 Billion Users. The Best Clinical Trial? Tens of Thousands.
• [15:09] They Tried SaaS Pricing. It Broke.
• [16:34] Why a Single Security Glitch Is Existential
• [22:04] The Most Brutally Honest Take on Healthcare AI
• [25:02] The #1 Mistake Scientists-Turned-Founders Keep Making
• [27:16] “No Excel Model Justifies This”

Episode Resources:

• Dr. Abhishek Jha on LinkedIn
• Elucidata Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

From governed agents to token cost management and smarter architecture decisions, fractional CTO shares practical AI strategy for SaaS startups. In this episode of SaaS That App - Building Tech-Enabled Businesses, Garrett Fritz, a Partner and Chief Technology Officer (CTO) at MetaCTO, joins Aaron Marchbanks and Justin Edwards to dive into his two guiding principles of software development: “Nobody Reads” and “The Previous Guy Wasn't an Idiot.”

What You’ll Learn:

• Why half the startups claiming to be AI companies are really just fancy if-statements
• How the coming shift to usage-based token pricing is about to reshape who can afford to vibe-code their way to a product
• The real cost of runaway API keys
• Why non-technical founders should test the waters with AI

Garrett Fritz is a Partner and Chief Technology Officer (CTO) at MetaCTO, a firm focused on building, growing, and monetizing mobile apps. He specializes in helping non-technical founders and business leaders develop scalable mobile and AI solutions through digital transformations. As Partner and CTO at MetaCTO, Garrett combines his MIT aerospace engineering background with extensive entrepreneurial experience to deliver exceptional mobile and AI solutions for clients.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at: https://www.speakpipe.com/SaasThatApp

Highlights and YouTube Chapters:

• [01:56] He Left MIT Rocket Science for Android Apps?

• [06:30] Principle #2: “The Previous Guy Wasn’t an Idiot”

• [09:48] Principle #1: “Nobody Reads”

• [12:17] Write More Docs, But Not for Humans

• [15:34] “AI Booked Us a $400 Dinner We Couldn't Eat”

• [17:13] Your Vibe-Coded Prototype Might Cost You $50K in Tokens Alone

• [22:34] The Only AI Strategy That’s Actually Making Enterprises Money

• [27:18] 10 Devs, 20 Different Outputs

• [31:17] Try AI, But Don’t Back Out of the Driveway

Episode Resources:

• Garrett Fritz on LinkedIn
• MetaCTO Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

Scaling SaaS isn’t about hiring more salespeople or chasing vanity growth, it’s about brutal honesty, focus, and timing.

In this episode of SaaS That App, four-time founder Geoff McQueen joins Aaron Marchbanks and Justin Edwards to to unpack the realities of SaaS scaling, from navigating the founder journey and making the services-to-product transition, to understanding venture capital dynamics, company exits, and what it truly takes to achieve sustainable growth.

From pricing trade-offs to exit timing, Geoff shares hard-earned lessons on building, scaling, and selling SaaS in a market where barriers are low but the stakes have never been higher.

What You’ll Learn:

• Why trying to run services and product businesses simultaneously kills focus and what to do instead
• Why hiring more sales reps doesn’t fix broken growth systems
• How pricing shifts when moving from high-touch services to scalable SaaS
• The difference between confident leadership and false certainty and why it matters
• How to recognize and capitalize on your company’s peak exit window
• Why AI is lowering barriers to entry while dramatically increasing competition
• What the next wave of SaaS disruption means for legacy, overpriced platforms

Geoff McQueen is a four-time founder, currently CEO of Ascendius Inc. and creator of the product, WorkSights AI, a platform focused on continuous performance intelligence for modern leaders. With over 20 years of experience building and scaling technology companies, Geoff has led multiple ventures from inception to exit.

He previously co-founded and served as CEO of Accelo, a leading client work management platform that scaled to over $14M in ARR before its exit to private equity in 2024. Earlier in his career, he built a successful digital agency, Internetrix, growing it from a solo operation into a large-scale business serving clients ranging from small companies to government organizations.

Geoff is also an active investor and mentor, particularly through StartMate, one of Australia’s leading startup accelerator communities. Now based between Denver and San Francisco, he continues to build and advise companies at the intersection of SaaS and AI.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems at: https://deltasystems.com/

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at: https://www.speakpipe.com/SaasThatApp

Highlights:

• [00:00:00] The Founder Identity Trap That Destroys Companies
• [00:01:54] From 3AM Milk Runs To SaaS Founder
• [00:04:36] Moving From Services To Product: The Neverending Dilemma
• [00:08:41] Why Bootstrapping Feels Brutal (Even with 6-Figure LTV)
• [00:11:13] How Frustration Can Fuel A Startup
• [00:17:37] Leading Through Uncertainty Without Losing Hope
• [00:20:04] Hiring More Salespeople Will NOT Boost Your Revenue
• [00:24:13] The Moment You Raise VC, You’ve Already Sold Your Company
• [00:33:04] Building WorkSights AI And The Future Of SaaS

Episode Resources:

• Geoff McQueen on LinkedIn
• Ascendius Inc. Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

What does day-to-day software development actually look like when AI coding tools like Claude Code, Codex, and LLM-powered agents run the show? In this episode of SaaS That App, Aaron Marchbanks and Justin Edwards are joined by Nolan Alimonti, Senior Architect and Team Lead at Delta Systems, to share how Claude Code and Codex are reshaping their entire workflow, why code quality still matters when AI generates 10x the output, and the critical skills you need to manage AI agents effectively.

What You’ll Learn:

• How to treat AI coding tools as coworkers
• Why code review and validation are now your critical bottleneck
• How to use minimal, focused CloudMD instructions instead of massive documentation
• Why pairing multiple models catches bugs that single models miss
• How to prevent AI from pushing bad patterns into your codebase

Nolan Alimonti is a Senior Architect and Team Lead at Delta Systems, where he tackles complex client projects by uniting front-end speed with backend clarity. With deep experience in React and Ruby on Rails, he’s known for simplifying messy codebases, improving scalability, and steering apps toward cleaner, maintainable architecture. A hands-on specialist in modern Rails development, Nolan has led significant refactors, helping teams migrate from Turbolinks-era code to sleek, serviceable Turbo and Stimulus builds. His goal is to make apps snappier and smoother, while keeping the stack lean and intentional.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems on their website.

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo: https://www.speakpipe.com/SaasThatApp.

Highlights:

• [00:00] From Writing Code to Managing the Machine That Writes It
• [01:59] Ditching the Browser for Claude Code and Codex
• [04:25] AI as a Coworker You Delegate To
• [06:01] Why the First Run Is Never Right
• [09:11] The Front-End Design Skill That Changed Everything
• [12:18] More Output, Same Workload
• [16:16] Pitting Models Against Each Other for Better Code
• [18:13] The New Bottleneck: Code Review, Not Code Writing
• [21:08] Why Senior Devs Get 10x Value and Juniors Get 3x
• [27:36] The Laziest Thing Nolan Got Away With

Episode Resources:

• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.

SaaS financial strategy, cash flow forecasting, and the fractional CFO role take center stage as Anthony Nitsos, Founder of SaaS Gurus, joins Aaron Marchbanks and Justin Edwards on SaaS That App. Anthony breaks down why most founders are flying blind without proper financial systems and explains his FinCore methodology for transforming finance from a backward-looking reporting function into a forward-looking strategic engine.

What You’ll Learn:

• How to distinguish between accounting and finance
• Why your chart of accounts matters more than you think
• The five core SaaS metrics every founder must track
• How to avoid the 50% churn trap before seeking investment
• Why hiring experienced practitioners beats training in early-stage startups
• How AI is reshaping financial operations

Anthony Nitsos is the Founder and Lead Guru at SaaS Gurus, where he helps post-revenue SaaS startups build stronger financial systems and scale with confidence. With decades of experience at the intersection of finance, operations, and technology, Anthony brings proven expertise in transforming finance from a reporting function into a strategic growth engine. Through his proprietary FinCore methodology, he enables SaaS founders to reduce anxiety, improve valuations, and make data-driven decisions.

This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software development. At Delta, Justin and Aaron share the same philosophy when it comes to clients: they treat people like colleagues, not just customers. Maybe that’s why Delta typically spends years working with the same companies: how many software engineering firms can you say that about? So, if you’ve got a big SaaS project in mind but have no idea where to start, come and get a free scope and estimate from Delta Systems on their website.

Got a burning idea for an episode, or a SaaS question you absolutely must know the answer to? Leave us a voice memo at SaaSThatApp.

Highlights:

• [00:00] You Think You Understand SaaS Finance? Think Again
• [02:03] From Medicine to Manufacturing to Millions: The Wild Path to Finance Mastery
• [06:37] Thrown Into the Deep End: First Controller Role & Building From Zero
• [11:45] Why I Quit Everything to Build SaaS Gurus
• [15:31] The FinCore Method That Changes Everything
• [20:05] Bootstrapped vs VC-Backed: Two Completely Different Games
• [23:44] The Financial Blind Spots Killing SaaS Companies
• [28:37] Hire Slow, Fire Fast (And Why Most Founders Get It Wrong)
• [34:42] AI Is Coming for Finance—Here’s What Survives
• [39:56] The Truth Every SaaS Founder Needs to Hear Before They Scale

Episode Resources:

• Anthony Nitsos on LinkedIn
• SaaS Gurus Website
• Aaron Marchbanks on LinkedIn
• Justin Edwards on LinkedIn
• Delta Systems Website

Saas That App is handcrafted by our friends over at: https://www.fame.so/

Check out our three most downloaded episodes:

• AI-Assisted Development: Expectations vs. Reality with Richardson Dackam
• How to Price SaaS for Maximum Growth with Dan Balcauski
• You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

We’d love your feedback. Please take a moment to fill out our audience questionnaire:

https://forms.gle/DN8hWFDcE9jwvNKo6

Your input helps us shape future episodes and continue bringing you practical, real-world insights into building B2B web applications.