He bootstrapped pool service software to over $1M in ARR and 1,500 customers with zero ad spend, then sold it. Ron Hash is the founder of Skimmer, software for pool service companies. He had never built a SaaS before, and he wasn't hunting for a big idea. A friend with a pool service company mentioned there was no good software to run his business, and months later Ron cold-called a random pool pro in Texas to check if the problem was real. When that stranger said "the paper game is killing me," Ron went all in and built the first version on nights and weekends. Skimmer grew slowly at first, 76 customers in the first year, then compounded to 1,500 customers and over $1 million in ARR with no paid marketing. The engine was SEO Ron taught himself and word of mouth from pool pros who loved the product. One of his most important early decisions was pricing: 50 cents per serviced pool with a $29 minimum, when every competitor charged per seat. That choice tied Skimmer's revenue to each customer's growth and helped push churn down to 2%. In 2020, Ron sold Skimmer to Unbundled Capital. After he left, the company raised $79 million and grew past 100 employees. Stay for 16:39 where Ron breaks down why charging 50 cents a pool beat every competitor's per-seat pricing. š KEY LESSONS š° Usage-based pricing aligns revenue with customer success: Skimmer charged 50 cents per serviced pool, so a customer's bill rose only as their business grew, which made them happy to pay more. šÆ Validate with one real conversation, not a survey: Ron cold-called a single pool pro who said "the paper game is killing me," and that one honest answer was enough proof the problem was real. š SEO plus word of mouth can replace an ad budget: Ranking for "pool service software" and delighting customers got Skimmer to 1,500 users with zero paid marketing. š Churn is usually an onboarding problem: Ron cut churn from 6% to 2% with a simple onboarding flow that pulled new users to their first win, not by adding features. š ļø Build for the user doing the work: A fast, low-tap, offline-capable mobile app for field techs beat the web-based tools competitors built for office staff. š§ Solve a small problem you actually have: Ron says the simplest path into software is fixing something that frustrated you, not researching TAM and competitors first. ā±ļø TIMESTAMPS 00:00 50 cents a pool 00:30 Introduction 01:46 What Skimmer is and who it's for 03:46 Where the idea came from 07:05 Going all in on nights and weekends 08:16 Deciding what to build first 08:53 Welcome calls and learning from customers 11:36 The first customer and teaching himself SEO 13:32 Inbound vs the people he cold-called 15:00 The long slow ramp to 76 customers 16:39 Pricing at 50 cents a pool, not per seat 20:32 Explaining usage-based pricing to customers 22:41 Pen and paper vs software 25:19 Why Skimmer got so much traction 31:00 Cutting churn from 6% to 2% 36:25 The hard days of bootstrapping 39:17 Selling Skimmer 43:26 No regrets on the exit 44:53 QuickFax, his new project 47:56 The biggest lesson: solve small problems 49:35 Lightning round š§ Full Show Notes: https://saasclub.io/488 š Get weekly 5-minute SaaS insights: https://saasclub.io/email Skimmer: https://www.getskimmer.com QuickFax: https://quickfax.com #SaaS #BootstrappedSaaS #SaaSPricing #UsageBasedPricing #VerticalSaaS