Build the tool you needed while running your own 30-client agency

Pat WallsOkay, cool. Well, we're going to be talking all about this sort of unique pricing model that you have and approach, which is to sell to agencies. But before we do, how do you get to the place where you've built a SaaS that got to 90K MRR in just over a year? How do you get here?

ZacI'll say the first business that actually worked out was an email marketing agency. So, we ran that for about six years. We had around 30 clients, so we're kind of like our ICP for this app, and Brendan was so fed up with a lot of kind of the friction points that all of these agencies experience that he's like, "I'm just going to figure out how to build something." And so it kind of just worked out where right as we were really getting momentum with Hiro, we were able to step away from that agency full-time to focus on this.

Pat WallsI love everything that Zac is breaking down right now, but I think one of the real secrets behind his success is this kind of overlooked category that he's building in. There are so many business ideas like this that are hiding in plain sight. They're just not being shared on places like X and Instagram. This is exactly why we launched this free database of 30+ business ideas in unsexy niches. When you download it, you will find real business …

Pat WallsI think that's a great answer and a good point. Let's talk about how to replicate this. What would be your advice for anyone watching this that wants to build a SaaS and potentially take some things from this model and implement it?

ZacWe had specific experience in this industry, so we knew the platforms, we knew the players, we knew what mattered, so I think I would kind of take a step back in whatever industry I'm currently working in and say like, "Oh, is there an agency layer here that I could do this with?" Think of restaurants, for example. Restaurants have agencies who are managing their DoorDash and Uber Eats ads, and they have to report to the client on how that's performing. So, now that you've picked your industry, you kind of have a sense of what the key platforms are, like most of those platforms are going to have a page on their site that is like agency directory or partner directory. Those directories kind of give you that access right off the bat. And I think the key with agencies is they're all experiencing the same …

Pat WallsAll right, well, thanks for sharing that. I think it's just super cool model that you've come up with. I think people are going to love it. Last question that we ask all founders who come onto the channel, what would be your advice to a younger Zac or for anyone watching this, maybe they're an agency operator or just anyone who wants to build a SaaS that can make a million dollars a year, what would be your advice?