Episode 778 | Pricing Pilot Projects, Niching Down, Skipping Stairsteps, and More Listener Questions (A Rob Solo Adventure)

Startups For the Rest of Us

Jun 10, 2025•39 min

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Episode description

How do you price pilot projects and niche down without hedging your bets?

In this episode, Rob Walling answers listener questions about pricing pilots, choosing niches, and skipping steps on his Stair Step Method of Bootstrapping. Want to get your question answered? Drop them here.

Topics we cover:

(8:55) – How do you price pilot projects?
(15:11) – How to niche down and de-risking a new SaaS?
(22:40) – What does it really take to build a hit open-source tool?
(29:53) – Can you skip straight to SaaS or is that a trap?

Links from the Show:

If you have questions about starting or scaling a software business that you’d like for us to cover, please submit your question for an upcoming episode. We’d love to hear from you!

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