Now We Build

How do you scale a startup from zero to $80M ARR without a playbook? In this episode, Sam sits down with Stephane Boghossian, former growth lead at Lovable, to break down the exact strategies behind one of AI's fastest-growing products, and what he's building next in legal tech.Stephane shares what it was really like inside Lovable during hyper-growth: handling 1,000 support tickets per minute, writing pull requests as a non-technical marketer, and turning a GitHub outage into their biggest PR win. He also explains why he left to join HAQQ, and why he believes legal tech is the most underrated AI opportunity right now.In this episode:How Lovable grew from 20 signups a day to 1,000 signups a minuteWhy having no playbook was actually a competitive advantageThe rebranding from GPT Engineer to Lovable - and why it changed everythingHow non-technical team members shipped code directly to productionWhy you should never scale just one growth channelStephane's move into legal tech and closing enterprise deals in 2–3 weeksNow We Build has partnered with CapQuest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, CapQuest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Intro 01:45 The Journey to Lovable06:18 From Zero to Revenue: The Tipping Point11:57 Building Scalable Systems for Growth20:24 The Power of Team Dynamics and Culture27:26 Building a Resilient Team Under Pressure29:35 The Importance of Product Reliability31:20 Hiring for Growth and Team Dynamics32:00 Experimentation in Growth Strategies35:54 Leveraging Data for Growth37:53 Transitioning to the Legal Tech Space43:57 Growth Strategies in a Regulated IndustryLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Stephane:LinkedIn: https://www.linkedin.com/in/stephane-boghossian/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

Most B2B SaaS founders set their pricing at Series A - and never revisit it. In this episode, Sam sits down with Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at WillingnessToPay.com, to unpack why broken pricing is quietly leaking revenue across your entire funnel - and what to do about it.Roee shares how 20+ years in B2B SaaS revenue roles, advising over 100 companies, taught him that pricing and packaging is the single highest-ROI lever most founders never pull. From value-based pricing frameworks to AI's impact on SaaS margins, this episode is essential listening for any founder navigating the zero-to-ten growth stage.In this episode, Sam and Roee discuss:How Roee went from computer science to building a 20-year career in B2B SaaS salesWhy sales is a science, not an art - and how to systematise itThe most common pricing mistakes founders make and when to fix themHow to package SaaS features around customer jobs to be done (not feature tiers)Why bad pricing breaks your financial model - not just your sales motionHow AI is disrupting SaaS margins and forcing a new approach to pricing strategyThe system thinking framework behind Roee's upcoming bookNow We Build has partnered with CapQuest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, CapQuest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Intro01:50 From Coding to Sales: A Unique Journey04:33 Lessons from 20 Years in Revenue Roles07:16 The Art vs. Science of Sales10:08 Transitioning to Advisory Roles12:45 The Power of Pricing and Packaging18:07 Systemizing Sales Processes23:35 Navigating Geographical Expansion25:19 AI's Impact on Pricing Models28:05 Insights from 'The Modern Go to Market System'34:01 Quickfire Questions and Final ThoughtsLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Roee:LinkedIn: https://www.linkedin.com/in/roeehartuv/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

Loneliness is one of the defining crises of our time and Maxime Barbier is building the infrastructure to fight it. In this episode, we sit down with the Co-Founder and CEO of Timeleft, the world's fastest-growing IRL-tech company, to explore how a simple dinner with strangers became a global movement.What you'll learn in this episode:Maxime walks us through his entrepreneurial journey – from founding MinuteBuzz to launching Timeleft in 2023 – and the hard-won lessons in between. We get into what it really takes to scale a community-driven product across 47 countries and 162 cities, why focus is the most underrated startup skill, and how Timeleft's no-profile, no-feed approach is quietly rewriting the rules of social connection.About Timeleft:Timeleft is on a mission to make human connection a weekly habit. Every week, the platform curates real-life social experiences – dinners, runs, coffees, drinks – bringing strangers together in 160+ cities across 45+ countries. With over 3 million users, 1.2 million Instagram followers, and 150,000 people participating every month, it's become one of the world's largest communities built entirely around in-person connection. Topics covered:The loneliness epidemic and why it's getting worseHow Timeleft works – and why it's nothing like a dating appLessons from MinuteBuzz and what Maxime would do differentlyScaling a community product to 3M+ users in under two yearsProduct design principles for real-life social experiencesThe role of focus and simplicity in building impactful startupsWhat the future of IRL connection looks likeNow We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Intro01:45 The Journey of Entrepreneurship04:25 Lessons from MinuteBuzz to Timeleft07:27 Navigating the French Startup Ecosystem10:17 The Power of Persistence13:10 The Breakthrough Moment16:09 Scaling and Simplifying the Product19:09 Paid Ads and Market Expansion21:58 The Dinner Experience as Technology24:10 The Power of Shared Experiences28:59 Unpacking Loneliness and Human Connection36:46 Navigating the Future of Human Interaction38:42 Quickfire Insights and ReflectionsLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Maxime:LinkedIn: https://www.linkedin.com/in/maximebarbier/ Timeleft: https://timeleft.com/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

In this episode, Meri shares his journey from VC to founder, the evolution of Lindus, and the transformative role of AI in clinical trials and drug development. Discover key patterns in team building, fundraising strategies, and the future of AI-powered healthcare innovations. Meri Beckwith is Co-CEO at Lindus, an Accountable Research Organisation (ARO) designed to give biotech and pharma sponsors confidence and control over their clinical trials.In this episode, Sam and Meri also discuss:Meri's transition from VC to founderLindus' evolution and impact on clinical trialsThe role of AI and machine learning in healthcareFundraising strategies and investor relationshipsTeam building and hiring in a regulated environmentNow We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Introductions & sponsors01:45 Background04:31 Transition from VC to Founder07:16 The Birth of Lindus10:06 Validating the Idea for Lindus13:08 The Anti-CRO Model15:46 Challenges in the Early Days18:33 Scaling Operations and Hiring21:33 Reflections on Growth Stages24:48 Navigating Investor Relationships26:27 The Evolution of Citrus and AI in Clinical Trials29:50 AI's Impact on Clinical Trials30:59 Building a Company with AI35:03 Quickfire Insights and ReflectionsLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Meri:LinkedIn: https://www.linkedin.com/in/meri-beckwith/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

In this episode, Jamie Mitchell shares his entrepreneurial journey from corporate life at BT to founding LOW6, a pioneering sports engagement and gaming platform. Discover how strategic pivots, international expansion, and relentless determination fueled his success, along with practical lessons on scaling, product development, and navigating investor challenges.Sam and Jamie also discuss:Entrepreneurial transition from corporate to startupScaling a sports engagement platform internationallyPivoting business models in response to market opportunitiesChallenges of fundraising and investor relations in gambling techLeadership and team building in high-growth startupsNow We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Intro01:50 From Corporate to Entrepreneurship: Jamie's Journey04:33 The Birth of LOW6: Early Business Ventures07:25 Navigating Challenges in the Sports Marketing Landscape10:33 The Evolution of LOW6: From Betting to SaaS13:01 Scaling the Business: Overcoming COVID and Investor Hurdles15:44 The Shift to B2B: Lessons from the Gambling Sector18:36 Global Expansion: Strategies for New Markets21:22 The Role of AI in Gambling: Enhancements and Opportunities24:01 Looking Ahead: Exciting Developments for LOW6Learn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Jamie:LinkedIn: https://www.linkedin.com/in/jamie-mitchell-51a805168/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

In this episode, Francesco De Stefano shares his journey from consultancy to deep tech entrepreneurship, focusing on additive manufacturing, team building, product development, and international expansion. Gain insights into scaling hardware startups, navigating investor relations, and leveraging AI in manufacturing.Sam and Francesco also discuss:Journey from consultancy to entrepreneurshipTeam building and co-founder dynamicsProduct development and market fit in manufacturingFundraising strategies and investor relationsInternational expansion and market entry in US, Middle East, AsiaUse of AI in industrial manufacturingNow We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo Timestamps:00:00 Introduction01:50 Francesco's Career Path02:46 From Consulting to Industrial Passion04:08 The Birth of Caracol and Technological Vision05:56 Lessons from Consulting vs Startup World08:44 Building a Complementary Co-Founding Team11:16 Hiring and Culture in Scaling Companies13:57 Identifying Market Gaps in Aerospace Manufacturing15:29 Service Model as a Commercial Strategy19:32 Fundraising Journey and Investor Relations25:48 Lessons from Early Failures and Mistakes29:09 Global Expansion: Markets in US, Middle East, and Asia32:35 Commercializing Deep Tech and Hardware Challenges35:09 Integrating AI into Manufacturing Platforms38:46 Why Keep HQ in Milan? The Italian Ecosystem42:45 Closing Remarks and How to ConnectLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Francesco:LinkedIn: https://www.linkedin.com/in/francesco-de-stefano-8b4b4497/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

In this episode, Jamie shares insights from being on the founding team of Moonpig, evolving marketing strategies, and adapting to digital transformation across industries. Jamie Malcolm is Managing Director of Retail Trust, and has previously lead the marketing at Moonpig, Pizza Express, Nectar Loyalty (Sainsburys) and Samsung. He’s the founder of CAHOOT, Co-Founder of Shoots, and Partner at Positive Momentum. In this episode, Sam and Jamie also discuss:Early marketing challenges and solutions at MoonpigThe importance of customer-centric marketingEvolving marketing strategies with business growthImpact of digital transformation and AI on marketingLeadership and team building in startupsTimestamps:00:00 Intro01:00 The Birth of Moonpig: A Novel Idea03:53 Marketing Challenges in the Early 2000s06:46 Key Marketing Decisions for Success09:30 The Evolution of Marketing Strategies12:13 The Role of Customer Insight in Marketing15:11 Navigating Growth and Change in Marketing17:56 The Changing Landscape of Marketing20:33 B2B vs B2C Marketing Dynamics23:11 The Future of Marketing: Lessons Learned25:59 Core Truths of Great MarketingLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Jamie:LinkedIn: https://www.linkedin.com/in/jamie-malcolm-7676a613/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant

In this episode, Andrew shares his entrepreneurial journey from founding Idio to leading innovation at Paddle. He discusses pivots, fundraising, acquisition strategies, and the future of AI in SaaS, offering valuable insights for founders and marketers.Andrew is Chief Innovation Officer at Paddle, a Merchant of Record providing secure payment infrastructure for over 6,000 software companies around the globe. Andrew was previously CMO at Paddle, VP Corporate Marketing at Optimizely and Co-Founder of Idio. In this episode, Sam and Andrew also discuss:Startup pivots and decision-makingFundraising strategies and investor relationsAcquisition and integration of businessesThe impact of AI on SaaS and product developmentLeadership and organizational culture during growthTimestamps:00:00 - Intro00:52 - Founding Idio: The Journey Begins 03:48 - Navigating Pivots: Lessons Learned 06:29 - The Art of Fundraising: Insights from Idio 09:27 - Mistakes Made: Learning from Early Days 12:21 - Acquisition Insights: The Idio x Episerver Transition 15:05 - Post-Acquisition Dynamics: Adapting to Change 17:55 - Joining Paddle: A New Chapter 20:47 - First Steps at Paddle: Immediate Changes and Challenges 23:01 - Understanding Customer Perspectives 26:21 - Transitioning Roles: From CMO to Chief Innovation Officer 28:58 - The Future of Paddle: Partnerships and Ecosystem Development 34:48 - The Role of Chief Innovation Officer in CorporatesLearn more: https://linktr.ee/nowwebuild Did you enjoy this interview? Subscribe so you don’t miss out on future episodes.Follow Andrew:LinkedIn: https://www.linkedin.com/in/andjdavies/ Follow Sam:LinkedIn: https://www.linkedin.com/in/sam-marchant/ TikTok: https://www.tiktok.com/@sammrchant Instagram: https://www.instagram.com/sammrchant