# Episode 828 | Am I Building a SaaS?, Serving Both B2C and B2B, Pricing, and More Listener Questions (Rob Solo)

Page: https://stenobird.com/podcast/startups-for-the-rest-of-us/episode-828-am-i-building-a-saas-serving-both-b2c-and-b2b-pricing-and-more-listener-questions-rob-solo
Text version: https://stenobird.com/podcast/startups-for-the-rest-of-us/episode-828-am-i-building-a-saas-serving-both-b2c-and-b2b-pricing-and-more-listener-questions-rob-solo.md
Podcast: [Startups For the Rest of Us](https://stenobird.com/podcast/startups-for-the-rest-of-us)
Published: 2026-04-14T10:00:14+00:00
Episode link: https://www.startupsfortherestofus.com/episodes/episode-828-am-i-building-a-saas-serving-both-b2c-and-b2b-pricing-and-more-listener-questions-rob-solo
Audio file: https://prfx.byspotify.com/e/episodes.castos.com/5e1c969972fbb8-96341148/2413481/c1e-28rqiqmz94sqo4rd-8d0722gdfdow-xeqhzo.mp3
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Duration seconds: 2488

## Resource

Rob Walling defines the boundaries of SaaS and explores how to scale from solopreneurs to enterprise clients. The episode provides a framework for managing dual-funnel strategies and navigating the complexities of B2B feature expansion.

## Highlights
- Main idea: A true SaaS is defined by subscription software providing the primary value, distinguishing it from service-heavy models
- Practical takeaway: Use a specific 'Enterprise' pricing tier to prevent mid-market customers from demanding expensive, high-touch sales processes
- Strategy: Implement a dual-funnel approach to capture both low-touch solopreneurs and high-value enterprise clients simultaneously
- Failure mode: Avoid letting 'market pull' for B2B features distract you from your core product roadmap unless it aligns with your growth goals
- Economic reality: High US healthcare costs act as a significant barrier to scaling bootstrapped teams beyond the initial product-market fit stage

## Topics

SaaS, B2B Strategy, B2C Marketing, Enterprise Sales, Product Pricing, Bootstrapping, Startup Growth, MicroConf

## Chapters
- 4:10 — Defining the SaaS Boundary: Rob provides a one-sentence definition of SaaS and discusses the criteria for subscription software.
- 10:20 — Software vs. Service Value: An analysis of where the value lies in a product and why some subscription models don't qualify as SaaS.
- 16:30 — The Dual Funnel Strategy: How to effectively serve both solopreneurs and enterprise customers without getting bogged down in mid-market complexity.
- 22:40 — Layering B2B Features: Navigating requests for B2B functionality and managing the transition from B2C to B2B offerings.
- 28:50 — Pricing Mission-Driven Apps: Strategies for pricing tools like job search apps while maintaining accessibility for users with limited means.
- 35:10 — Healthcare and Startup Scaling: The impact of US healthcare costs on the ability to hire and grow bootstrapped companies.

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## Transcript

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