Gaurav Bisen

We hit $18M ARR at @heyreach_io Every milestone looks great from the outside. But there's always good and bad behind it. So here's both, plus what I learned along the way. if you're building a SaaS in 2026, hopefully some of it saves you time: THE GOOD: 1. We launched Voice Notes, the most requested feature For a year and a half, on the top of our most requested features was Voice notes. Our competitors had this feature long before us, but IMO, none of them executed it the right way. We lost a ton of deals because of that, and we still didn't prioritize it. Why? The technology wasn't there yet, and it would have been a clunky and messy execution. Every feature that's out in HeyReach, is really well-thought, and it's solving a problem. Now when the voice models became affordable and much better, we decided to do this feature. Bottomline...you don't have to build something just because your competitors have it. The main question you have to ask yourself is: "can we solve this for the user in a really good way right now?" if not, wait (even if you lose some deals). 2. We finally hired a product person One of the biggest bottlenecks at HeyReach was... me. I was the guy owning product since day one. At the start, that's normal. You're product, sales, marketing, ops and support, and we couldn't even get a single senior person to join full-time before $1M ARR. Then HeyReach kept growing, and I kept owning product. At some point, I started being the main problem. This summer, I did something about it. I brought in someone who's been doing product for 15+ years. Probably the best decision I could have done this summer. 3. We are slowly repositioning HeyReach toward being AI-first The industry is moving forward, and GTM teams are already becoming agentic. At one point our roadmap had an AI SDR, AI hyper-personalization, AI profile optimization... I'm super glad we didn't blindly follow that route. We wanted to do it the right way. A year ago we shipped our MCP, and customers started using agents with HeyReach in ways we hadn't even thought of. We are changing our positioning in the next few months, and considering the amount of data and know-how we have about the LinkedIn outreach space, I'm sure we'll nail it. 4. Our EBITDA is 73%+ (I don't think this needs any more explaining haha) 5. We have an exciting launch coming up next month (and a potential new product) As HeyReach is becoming more and more autonomous (we have an amazing team), I started feeling a bit obsolete. Then, in March this year I had an opportunity to meet a founder with a great product who was down to sell it to us. We acquired it, and changed the business model. Planning to launch it publicly mid-October. I think it has a potential to be 5-10x bigger than HeyReach. THE BAD: 1. Growth slowed down (seasonality + exhausting the TAM) We got used to 10-15% MoM growth last year, but this year, we are in the single digits (7% MoM being the average). The product is better than ever, the support is better than ever, more and more people are hopping into LinkedIn outreach, so what's the problem? I think we are slowly exhausting the TAM with the old positioning. Our feature-set so far was directed mainly toward agencies, and just in the recent months we started shifting it toward sales & GTM teams. But I'd still tell every early founder to niche down, it's literally how we got here (without having to raise). 2. I wanna turn HeyReach into a $50M ARR company, but I'm not sure the market is that big (or if it's gonna grow that fast) 3. My focus is torn between 2 products, and sometimes I feel like I'm not doing the best work On a good track to surpass $20M ARR this year (2x than what we were in January)! If you've been a user or a current customer, cheers for making it along the way. Watch out for our upcoming launch next month 💪🏻 Fin.