What You Need To Build a Two-Sided SaaS as a Founder

Dan Martell
2 min readApr 26, 2021


Attracting and converting perfect-fit buyers is no walk in the park…

Especially when your product is a marketplace for TWO very different customers. And your top paying customers come from Fortune 2000!

These were the issues Leon was afraid of when we jumped on a call the other day.

Leon @handshakr.com has built an awesome company that connects SMB technology with enterprise organizations looking to harness innovation.

It’s a really great space to be in…

But like Leon told me on our call, it comes with a very unique set of challenges.

How do you price for enterprise clients (especially when you’re new on the block)?

How do you shorten long-winded sales cycles?

And how do you successfully build a two-sided marketplace?

That’s what we’ll be going over in this week’s GSS episode.

Check it out here.

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In this week’s episode I want to share with you:

  1. Market-place dynamics for a two-sided SaaS…
  2. The first thing you should optimize as an early-stage software founder (especially if you’re looking to raise capital)…
  3. How to find and get direct access to your perfect fit customers with my favourite list building strategy (the 3 Fs framework)…
  4. What all great two-sided marketplace companies (like Ebay, Uber, Airbnb, etc) have in common…
  5. How to know when you’ve ‘hooked’ the attention of investors (watch right until the end for this one)…
  6. Figuring out the right pricing structure for enterprise clients…

Navigating enterprise deals is an entirely different beast to regular SaaS…

But with the strategies and concepts Leon and I went over in this call, things should be a lot easier for you.

Plus, if you’ve got any other questions about building a two-sided SaaS, just leave me a comment under the video with your question.

Building a two-sided SaaS >>

P.S. Prefer audio? Subscribe to the Growth Stacking Show directly on Apple Podcasts or Spotify and make sure to leave a rating and review if you find the show helpful.

Dan Martell is a serial entrepreneur, an investor in 40+ startups like Intercom, Udemy, and Unbounce and the creator of SaaS Academy, helping over 500 B2B SaaS founders scale faster. He’s founded five SaaS companies and successfully exited three of them. If you want to scale faster without hitting the usual roadblocks, make sure to follow him on Youtube, Facebook, Instagram, LinkedIn & Twitter.

Join his exclusive Scaling SaaS Founders Facebook Group.

Originally published at https://www.danmartell.com on April 26, 2021.



Dan Martell

I coach ambitious software founders | Award-winning angel investor / 5x founder with 3x exits | Speaker | Proud Father.