Guest: David Karandish, Founder & CEO of Capacity

Most SaaS companies don’t fail because the technology is bad. They fail because they build point solutions, chase the wrong markets, and struggle to turn AI into real, scalable value.

In this episode, David Karandish, Founder & CEO of Capacity, joins host Ken Lempit to share how his team scaled past 20,000 customers and toward $100M+ in revenue by evolving from an AI point solution into a full SaaS platform for support and contact centers.

David breaks down the pivots behind that growth, why mid-market SaaS often stalls, and how the compound startup model is reshaping modern SaaS — not by doing more, but by integrating smarter.

Key takeaways from this episode:

Why many AI SaaS products fail before reaching enterprise scale
The difference between “salad” vs. “brownie” AI projects
How platform consolidation creates GTM and pricing leverage
Why GTM motion must align with deal size
How integration becomes the true SaaS moat

If you’re a B2B SaaS founder, CRO, or CMO navigating AI adoption, platform strategy, or the leap from mid-market to enterprise, this episode offers a grounded playbook for building durable SaaS growth—without the hype.

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Ep. 183 - What $100M SaaS Companies Do Differently