Inside a $7k MRR SaaS Business: Getting Traction in a new category2 min read


In the latest episode of the SaaS Revolution Show, Alex Theuma is joined by Patrick Barnes, CEO, and Co-founder of Advocately. The SaaS company automates how B2B SaaS companies build better relationships with their customers. Born and raised in Australia, Patrick has lived in Singapore for the past 5 years, where he moved when he was 23.

While he was working for TradeGecko, he noticed that customer reviews and user-generated content had a growing impact on buying decisions. Could there be a way to scale and automate how they were generated? Just six weeks before SaaStock 2016, Patrick and co-founder Lachlan Priest launched Advocately, a new category company, which they believed was the way.

Building SaaS companies is difficult enough, so why would anyone willingly attempt to do it while creating a new category? Patrick and Lachlan believed strongly in the power of customers serving as advocates, and the possibility to automated advocate marketing, not to try it.

Chewing through savings and relying on just a few friends as customers wasn’t easy at the start. A lack of a GTM strategy was frustrating. A year later, he is in a much better place – fewer savings in the bank but a successful GTM strategy that Advocately is following. The company just reached $7K MRR, a more than 100% increase of where it was just three months ago. Two more people have joined the team, and Patrick even pays himself a salary.

Listen to the episode to learn from the journey of getting to $7K MRR and hear the answers to these key questions:

  • How did they build a list of perfect customers?
  • Why did they decide to give their product for free?
  • What are the tools they use to get and segment potential customers and sequence emails?
  • When is the right moment to upsell a customer?
  • Why should companies at a similar stage not get hung up on price?

*Bonus: How Patrick stays positive and doesn’t succumb to the tiredness that comes with being at an event like SaaStock.

To find more information about Advocately go to or send an email to [email protected]

Sign up to our newsletter


Podcast Banner (Landscape) - Saravana Kumar

Saravana Kumar (Kovai): Bootstrapping a multi-product company to $10million ARR

Saravana Kumar, CEO of Kovai is this week’s guest on The SaaS Revolution Show. He joins Alex Theuma to share his experience of bootstrapping Kovai – a multi-product company – to $10 million ARR. Kovai currently employs 160 people, with offices in India and the UK. Listen on to learn: Why Kovai chose to bootstrap…

Blog Banner

The Hottest Sessions at SaaStock LatAm Online

SaaStock LatAm Online has been planned and developed in collaboration with SaaS leaders from the region and internationally, designed to help the SaaS community of South America refocus priorities, overcome new obstacles, and help their companies gain traction, growth, and scale.  We’ve hand-picked some of the hottest sessions for SaaS founders and leaders looking for…

Podcast Banner (Landscape) - 1200x628px (4)

Larry Gadea (Envoy): Building SaaS products for the post-COVID workplace

Larry Gadea, CEO and founder at Envoy is this week’s guest on The SaaS Revolution Show. He founded Envoy in 2013 to start a ‘revolution for the workplace’. Envoy is building smart tools to help offices run more smoothly – like welcoming visitors, receiving mail, and booking meeting rooms. But a global pandemic that closes…