SaaS Product-Market Fit Lost at $9M ARR Then Rebuilt
The SaaS Podcast - Real Lessons on Growing Profitable SaaS · 2026-02-12 · 1h 2m
Episode notes
Livestorm went from $2M to $9M ARR in one year during COVID - then lost SaaS product-market fit. Gilles Bertaux expanded into meetings and sales demos, turning Livestorm into a smaller Zoom. After a failed Series C, he rebuilt SaaS product-market fit by narrowing to enterprise webinars for European marketers in banking and pharma. You will learn why explosive growth can mask fragile SaaS product-market fit, how to rebuild PMF by narrowing positioning instead of expanding features, and why shifting from PLG to enterprise sales required replacing almost the entire sales team. Gilles Bertaux is the co-founder and CEO of Livestorm, a webinar platform for enterprise marketers. The company generates nearly $20M ARR with 3,500 customers and has raised $35M. Gilles built Livestorm as a university project in 2016, grew it through SEO and Quora, then navigated the product-market alignment challenge of post-COVID market validation. This episode is