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ProductLed Podcast

ProductLed Podcast

Di: Wes Bush
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The ProductLed Podcast is a weekly interview series with both product-led growth leaders and practitioners who have real knowledge to share on what it takes to use their product to grow a business.

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Episodi
  • From 10 Failed Products to a $1M/Month SaaS Portfolio

    From 10 Failed Products to a $1M/Month SaaS Portfolio
    Jun 16 2026

    After spending years building unvalidated products that went nowhere, Tibo Louis-Lucas completely changed how he approached startups. In this episode of the ProductLed Podcast, he shares how those early failures pushed him toward a faster, revenue-first way of building, one that eventually led to the success of Tweet Hunter and Taplio, and now powers a growing portfolio of product-led SaaS businesses.


    Tibo breaks down why revenue is the only validation that really matters, how Tweet Hunter stood out in a crowded market by going deep on a single platform, and the unusual distribution playbook that helped it take off. That included giving a major profit share to a creator-partner and building a network of “creative investors” who amplified the product from day one.


    The conversation also dives into why selling a company was far less glamorous than it sounds, and why Tibo now prefers building and holding long term. He shares how he thinks about creating an “indie hacker stack” for a specific persona, how AI has changed his day-to-day workflow, and why he now spends less time coding and more time reviewing, iterating, and building systems.


    One of the biggest takeaways is his operating style: no calls, fast feedback loops through DMs, and a strong focus on staying close to paying users. For founders building product-led companies, this episode is packed with practical lessons on validation, distribution, focus, and building with speed in the AI era.

    Key Highlights:

    • 02:21 - Why Two Failed Startups Changed Everything
    • Tibo shares the painful lesson of spending years on unvalidated ideas, and how that pushed him to become relentlessly validation-driven.
    • 05:38 - Revenue Is the Only Validation That Counts
    • Why free users can be misleading, how Tibo evaluates startup ideas today, and what made Tweet Hunter feel different almost immediately.
    • 09:47 - How Tweet Hunter Won a Crowded Market
    • The strategy behind focusing on one platform deeply, serving creators instead of enterprises, and building something clearly better for a narrower use case.
    • 12:11 - The Distribution Deal That Fueled Growth
    • How Tibo partnered with influencers using profit share and exit incentives, and why aligning distribution with the product was such a powerful lever.
    • 15:25 - The Creative Investors Growth Engine
    • Why he gave small ownership stakes to 17 creators, how that amplified launches and updates, and what made the model work.
    • 19:31 - Why Selling Wasn’t the Dream Outcome
    • Tibo opens up about the pressure of earnouts, platform risk, and why the acquisition experience made him want to build and hold instead.
    • 23:46 - Building an Indie Hacker Software Stack
    • Why Tibo organizes his portfolio around a specific persona instead of a single vertical, and how he thinks about expanding from five products to more.
    • 34:54 - No Calls, More DMs, Better Feedback
    • A look at his no-meeting policy, why DM-based customer conversations work so well for him, and how staying close to users improves product decisions.
    • 37:18 - How AI Changed the Way He Builds
    • Tibo explains how AI emptied his backlog, turned him into a QA-first builder, and created a new challenge: resisting feature creep.

    Resources:

    • 🚀 Revid AI: https://www.revid.ai/
    • 💼 Connect with Tibo Louis-Lucas on LinkedIn: https://www.linkedin.com/in/tibo-the-maker/
    • 💼 Connect with Wes Bush on LinkedIn: https://www.linkedin.com/in/wesbush/
    • 💼 Connect with Esben Friis-Jensen on LinkedIn: https://www.linkedin.com/in/esbenfriisjensen/
    • 🧠 Sign up for the ProductLed Newsletter: https://www.productled.com/newsletter
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    53 min
  • No Sales Call Required: Roeland Delrue on Scaling Aikido to a Cybersecurity Unicorn

    No Sales Call Required: Roeland Delrue on Scaling Aikido to a Cybersecurity Unicorn
    May 26 2026

    In this episode of the ProductLed Podcast, Wes Bush and Esben Friis-Jensen sit down with Roeland Delrue, CEO and co-founder of Aikido Security, to unpack how the company reached $40M+ ARR in just three and a half years in one of the most sales-heavy categories in software.


    Roeland shares how his team entered cybersecurity without a traditional security background, simply by living the problem themselves. After juggling eight different security tools and watching a security engineer quit from the sheer pain of triaging endless false positives, they decided to build the product they wished existed.


    The conversation digs into why Aikido took a radically product-led path in a market dominated by demos, gated trials, and opaque pricing. Roeland explains how transparent pricing, fast time-to-value, and a no-nonsense buying experience helped Aikido win trust with developers and security teams alike.


    They also get into the bigger growth story behind the business: why product-led motions scale so well, how compliance trends like SOC 2 create strong tailwinds, and why Aikido chose to build a multi-product platform from day one instead of another point solution.


    Toward the end, Roeland shares his view on AI in cybersecurity, where AI pen testing is already replacing human work, and where humans will still matter for a long time. It is a candid look at building a category-defining security company without following the usual playbook.


    Key Highlights:

    • 01:46 - The Pain That Sparked Aikido

    How Roeland and his co-founders went from frustrated security-tool buyers to building their own solution.

    • 04:40 - Why Cybersecurity Needed a PLG Rethink

    A sharp breakdown of why traditional sales-led security buying feels broken and expensive.

    • 10:11 - Trust in Security Without Heavy Sales

    How Aikido built trust through product quality, compliance, transparency, and social proof.

    • 15:24 - What Drove Aikido’s Fast Growth

    Why self-serve foundations, fast setup, and faster time-to-value helped the company scale quickly.

    • 18:06 - Compliance and AI Fueling Demand

    How SOC 2, ISO requirements, open source risk, and AI-driven software growth are expanding the market.

    • 20:15 - Building a Security Platform Day One

    Why Aikido bet on an all-in-one platform instead of a narrow point solution, and how they keep quality high.

    • 27:08 - Brownfield vs Greenfield Growth

    Roeland explains why Aikido started by replacing existing tools and is now moving into faster AI-driven markets.

    • 34:16 - A Practical View of AI in Security

    Why Roeland believes the future is hybrid, with deterministic scanners and AI working side by side.

    • 36:31 - Can AI Replace Human Pen Testing?

    Where AI pen testing already works today, where it still falls short, and what adoption barriers remain.

    Resources:

    • 🚀 Aikido Security: https://www.aikido.dev/
    • 💼 Connect with Roeland Delrue on LinkedIn: https://www.linkedin.com/in/roelanddelrue/
    • 💼 Connect with Wes Bush on LinkedIn: https://www.linkedin.com/in/wesbush/
    • 💼 Connect with Esben Friis-Jensen on LinkedIn: https://www.linkedin.com/in/esbenfriisjensen/
    • 🧠 Sign up for the ProductLed Newsletter: https://www.productled.com/newsletter
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    53 min
  • The Mutiny Pivot: Why Jaleh Rezaei Shut Down an 8-Figure SaaS to Go All-In on AI

    The Mutiny Pivot: Why Jaleh Rezaei Shut Down an 8-Figure SaaS to Go All-In on AI
    May 15 2026
    In this episode of the ProductLed Podcast, Wes Bush and Esben Friis-Jensen sit down with Jaleh Rezaei, co-founder and CEO of Mutiny, to unpack one of the boldest founder moves you’ll hear this year. After building Mutiny into an eight-figure ARR SaaS company, Jaleh made the rare decision to shut down most of the original business and rebuild around AI agents. She shares why trying to run both a traditional SaaS company and an AI-native company at the same time created constant friction, slowed the team down, and made it impossible to move at the pace the market demanded. Jaleh walks through how she made the call, what gave her confidence to follow through, and what the first 90 days of the pivot actually looked like. That includes shrinking the team, moving to a smaller in-person setup, carefully migrating customers, and rebuilding company culture around speed, customer obsession, and founder-level context. The conversation also dives into why Mutiny shifted from sales-led to product-led growth, how self-serve products expose weaknesses faster, and why “showing” value beats explaining it, especially in AI. Jaleh also shares her view on what still counts as defensible in AI, why experience generation and analytics matter more than basic data movement, and how she personally uses AI across recruiting, meeting prep, and writing support. It’s a candid look at conviction, timing, and what it really takes to rebuild for the next wave. Key Highlights: 01:41 - Why She Left 8-Figure ARR Behind Jaleh explains why combining a SaaS business with an AI-native business created roadmap, pricing, and execution conflicts that made a harder pivot inevitable. 05:01 - The Gut Check Behind a High-Stakes Pivot How she built conviction for a risky decision, what made “moving as fast as possible” the real north star, and the advice she gives founders facing the same choice. 11:13 - Reframing the Pivot as Mission, Not Failure Why walking away from a successful product did not feel like giving up, and how first-principles thinking helped her reconnect the company to its original vision. 15:05 - The First 90 Days of the Transition A behind-the-scenes look at shrinking the team, getting back to a small in-person setup, and creating the conditions needed to find product-market fit again. 17:01 - How Mutiny Migrated Customers Gracefully The detailed playbook for protecting customer trust during the transition, from partner selection and pricing negotiations to white-glove migration support. 23:03 - Building a Team for Startup Intensity Again How Jaleh thought about team size, in-office culture, and the level of intensity required to compete in the current AI market. 25:58 - What Founders Must Stop Delegating Pre-PMF Why founders need direct exposure to customer calls, onboarding, pricing conversations, and product friction if they want to move fast and make better decisions. 32:12 - Why the New Mutiny Had to Be Product-Led Jaleh shares why self-serve makes products better, how AI products benefit from instant hands-on proof, and why PLG also improved the sales-led motion. 40:22 - What a Real AI Moat Looks Like Her take on defensibility in AI, why simple data workflows will get commoditized, and why Mutiny is focused on experience generation, analytics, and self-improving systems. 45:15 - Jaleh’s Highest-Leverage AI Workflows The practical ways she uses AI today across recruiting, meeting prep, and writing optimization, plus why she still believes strong writing needs a human point of view. Resources: 🚀 Mutiny: https://mutinyhq.com💼 Connect with Jaleh Rezaei on LinkedIn: https://www.linkedin.com/in/jalehr/💼 Connect with Wes Bush on LinkedIn: https://www.linkedin.com/in/wesbush/💼 Connect with Esben Friis-Jensen on LinkedIn: https://www.linkedin.com/in/esbenfriisjensen/ 🧠 Sign up for the ProductLed Newsletter: https://www.productled.com/newsletter
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    50 min
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