Business
ARR Autopsy
Every episode tears apart one B2B SaaS company's path from scattered revenue to $1M+ ARR, with the founder who built it sitting across from us.
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Episodes
The archive
23 episodes, newest first.
- Loopwork: Off 3 Cut Lists With a 12-Page ROI PacketA $1.4M ARR AI-adjacent SaaS founder walks Derek and Elena through the ROI packet, usage dashboard, and re-pricing conversation that kept the company off three enterprise cut lists in one quarter.
- Cadence: 71% Click Drop, 3 Channels That Refilled ItA SaaS founder whose trial signups came almost entirely from blog content walks Derek and Elena through the before-and-after dashboard after AI Overviews ate the clicks on their top-ranking pages. Real traffic, lead, and CAC numbers, plus what broke when the replacement channels scaled.
- LoopMetrics: The 3-Year Lock That Beat the Second CutA founder walks Derek and Elena through surviving round two of the 2026 SaaS consolidation wave, showing the exact ROI packet and price-lock clause that turned a renewal review into a saved contract.
- NRR Cliff: 98% to 121% in Two Quarters, No New SalesDerek and Elena dig into why the median NRR for $1 to 10 million ARR companies is a brutal 98 percent, then sit down with a founder who moved that exact number to 121 percent in two quarters using a three-lever framework built on fixing gross retention first.
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- Seat-to-Usage Migration: NRR Dipped 9% Before It Hit 128%A founder who migrated a $1.8M ARR seat-based B2B SaaS to a hybrid usage-based model in six months walks Derek and Elena through the NRR collapse-then-recovery, the billing guardrail that saved two enterprise accounts, and what broke when expansion revenue finally outpaced new logo growth.
- CFO Audit Trap: 3 Enterprise Renewals at $1.1M ARRA founder at $1.1M ARR walks Derek and Elena through the quarter a CFO audit of their customer's AI spend nearly killed three enterprise renewals at once, and the exact dashboard, budget caps, and ROI proof they built in 60 days to stop it. The episode autopsies the new procurement objection hitting AI-adjacent SaaS vendors heading into H2 2026.
- 3 Founders, 1 Procurement Wave: Surviving the 2026 Vendor CutsDerek and Elena tear apart how three mid-market and enterprise SaaS founders navigated the 2026 vendor consolidation squeeze, exposing the exact positioning shifts, ROI proof points, and contract moves that kept them off the cut list.
- Uber's $1,500 Cap: Repricing Your AI SaaS Before Buyers Do It for YouDerek and Elena autopsy how the Uber AI budget cap and GitHub Copilot's token shock are creating a new procurement objection that most founders selling AI-adjacent SaaS haven't built a response to yet, including the specific pricing page changes and objection scripts that are actually working right now.
- AI SDR vs. Human SDR: One Founder's 90-Day Controlled TestA founder at $1.4M ARR ran a full quarter head-to-head test pitting an AI SDR agent against their human SDR team, and Derek and Elena autopsy every number: meetings booked, show rates, SQL conversion, cost-per-meeting, and the one workflow fix that made the hybrid model finally click.
- $300K ARR Without One New Customer: The Churn MathA B2B SaaS founder walks Derek and Elena through three retention experiments run in 90 days, revealing the exact before-and-after numbers that turned a 5% monthly churn problem into $300K of compounding ARR growth.
Talent
Talents in this show
Each one has a profile of their own.
About
What the show is
Two hosts grill each guest on the specific acquisition channels, conversion numbers, and operational changes that turned unpredictable income into a system. You'll hear which experiments burned money, which pricing moves doubled close rates, and what the dashboard looked like the month things finally clicked. Built for SaaS founders and growth operators between $200K and $5M ARR who are done with vague strategy talk and want the spreadsheet version of someone else's breakthrough. New episodes drop every Wednesday, brought to you by the team at SaaSLaunch.net.
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