Expansion is the fastest path to growth, yet most SaaS companies optimize for acquisition. Then the market shifts and revenue stalls.

Your analytics can tell you which customers have increased usage, but more usages doesn’t necessarily mean more business value or more revenue.

Customers who want you to succeed will tell you everything:

• who they actually consider your competition,
• what your product changed in their organization,
• the frustrations they never filed a ticket for,
• the feature requests too small to ask about,
• the internal changes already shifting how they use what you built,
• even you how much to raise their prices.

“Prices have gone up 25-30% in the past 2 years, but it’s not a problem as we’re getting substantial value.” – Site Safety & Inspection SaaS Customer

One of my client’s customers arrived with list of 35 product complaints. Another had a frustratingly difficult experience with my client three years prior and they still booked the second appointment. Three weeks of interviews booked in two days. This is common.

WHY GARRICK VAN BUREN

Garrick van Buren has been a 4x SaaS founder, a 2x professional services operator, and led strategy for a corporate venture studio. Across all of them, his role was to identify opportunities worth pursuing, size the value of those opportunities, and convince executives to invest in capturing them.

Coming from product strategy, customer research, and a founder’s seat means the work starts where the problem actually lives. Not in the product’s pricing model, in the customers’ business goals.

One of Garrick’s SaaS products, Kernest, is referenced in five books on marketing and digital products, most recently Noah Kagan’s Million Dollar Weekend. His customer research work is referenced in three other books. He writes For Starters a newsletter about finding and quantifying customer value before over-investing in product.

He works directly with every client. No junior staff. No subcontractors.

He lives in suburban Minneapolis with his wife and four children.

WHO THIS IS FOR:

PftS works with B2B SaaS leaders when growth is becoming harder:

• AI is changing product value
• Expansion revenue is slowing despite product-market fit
• Pricing no longer reflects customer outcomes
• Investors are pushing for efficient, profitable, growth

START HERE

We start with a Expansion Gap Session to identify where the gap is, what it’s worth, and whether working together makes sense. If it doesn’t, we’ll know by the end of the call.

$1,000. If we work together within 30 days, the fee will be applied toward the larger engagement.