SaaS Interviews with CEOs, Startups, Founders
Nathan Latka
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Bootstrapping Through War to $6M ARR: A SaaS Founder Story
Vlad Malanin, MD, PhD and co-founder of SpeedSize, shares how he scaled an AI-powered media optimization SaaS from $400K to $6M ARR with just 25 employees. SpeedSize helps enterprise and mid-market brands deliver high-quality images and video without sacrificing site performance, serving over 200 global customers. In this episode, Vlad breaks down SpeedSize's capital-efficient growth strategy, enterprise pricing model, partnership-led GTM motion, and the hard founder decisions required to survive near-zero runway during wartime—while maintaining low churn, strong expansion revenue, and founder control. NOTES: Founder background Surgeon turned AI scientist and CTO Forbes Technology Council member Ukrainian-Israeli founding team navigating geopolitical risk Company overview AI-powered image and video compression for rich media websites Focus on preserving visual quality while improving load speed Core customers: fashion, apparel, marketplaces, travel, jewelry Revenue & growth $400K ARR in 2022 ~$1.5M ARR in 2023 ~$3M ARR in 2024 ~$6M ARR today 200+ paying customers Low churn with strong net revenue expansion Pricing & ACV Annual contracts only Pricing based on: Data transferred (GB) Number of original assets / SKUs ACV ranges: $10K–$20K (lower mid-market) $50K–$100K (mid-market) Low seven figures (enterprise) Multiple customers paying $100K+ annually GTM & acquisition Minimal reliance on paid ads Partnership-led growth strategy: AWS Premium Partner IBM Cloud partnerships Agency referrals Focus on cloud providers lacking native media optimization Sales motion Land-and-expand strategy Customers grow usage as they adopt richer media (video, animations) Enterprise-focused negotiations vs self-serve SMB motion Team & operations Team downsized from 50 to ~25 for efficiency ~70% engineers High revenue per employee Cash-flow controlled with variable spend levers Capital & fundraising ~$5M total raised (2022–2023) Founders retain 70%+ ownership Pre-Series A Lessons learned from VC-driven spending pressure Crisis management Two months of runway during 2023 war escalation Cash dropped below $300K Founders cut their own salaries first Focused on survival, efficiency, and customer retention WHAT YOU'LL LEARN Founder Story Transitioning from medicine to AI SaaS Building during war and geopolitical uncertainty Making survival-first leadership decisions Pricing & Revenue Structuring enterprise SaaS pricing by usage Designing ACV tiers from $10K to seven figures Using land-and-expand to drive ARR growth GTM & Partnerships Why SpeedSize prioritized partnerships over outbound sales How AWS and IBM partnerships actually work The realities of enterprise marketplace distribution Acquisition & Retention Why low churn matters more than hypergrowth Enabling customer expansion through product value Avoiding paid ads in favor of scalable channels Scaling & Operations Downsizing teams without killing momentum Managing cashflow with variable spend Staying capital-efficient while retaining founder control This episode is a must-watch for SaaS founders, operators, and investors interested in pricing, GTM strategy, retention, capital efficiency, and real founder resilience.
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