E277 | What SaaS Founders Should Know Before Going Multi-Product: Lessons from Kovai's Saravana Kumar

CHURN FM

Today on the show we have Saravana Kumar, the CEO and Founder of Kovai.co.

In this episode, Saravana shares his journey from launching a single-product business to building a multi-product SaaS company. He reflects on the challenges of scaling multiple products and offers candid insights into why he wouldn’t recommend his approach.
Saravana also reveals the story behind Churn360, the customer success product he ultimately decided to shut down after significant investment, and what this taught him about market fit and opportunity cost.

We then explore the signals that led to Kovai.co expanding into new products, the strategies behind scaling Document360, and how Saravana balances managing multiple SaaS products with distinct go-to-market motions.

Finally, Saravana discusses why onboarding is critical to fighting churn, the importance of aligning product-market fit with sales strategies, and what SaaS founders need to know before attempting a multi-product approach.
Mentioned Resources

• Saravana Kumar
• Kovai.co
• Document360
• Zendesk
• Freshdesk
• Intercom
• Churn360
• Gainsight
• Vitally
• Brian Balfour
• Four Fits For $100M Growth
• UiPath
• Clay
  

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Розділи

1. E277 | What SaaS Founders Should Know Before Going Multi-Product: Lessons from Kovai's Saravana Kumar (00:00:00)

2. Introduction to Saravana Kumar and Kovai.co (00:01:41)

3. The Challenges of Building Multi-Product SaaS Businesses (00:05:02)

4. Scaling Document360: A Success Story (00:09:12)

5. The Rise and Fall of Churn360 (00:14:00)

6. The Importance of Onboarding and Targeted Sales (00:21:31)

7. Balancing Sales-Led and Product-Led Strategies (00:24:13)

8. Lessons Learned from Scaling Multiple SaaS Products (00:27:15)

9. Closing Thoughts on Churn and Retention (00:35:39)