Episode

The surprising advice from a founder who built 2 unicorns | Jason Cohen (WP Engine)

Jason Cohen, four-time founder of two unicorns including WP Engine, lays out a diagnostic framework for stalled SaaS growth: first check logo churn, since cancellations compound with size and cap a company's maximum possible customer count, then pricing and positioning, arguing most startups underprice and should sell what customers value, like growth, rather than savings. He shares tactics like asking "what made you cancel" instead of "why," and a story of an ad tool that grew revenue 8x by reframing its pitch from cost savings to doubled leads.