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SaaS That App - Building Tech-Enabled Businesses

Delta Systems

Welcome to SaaS That App: Building Tech-Enabled Businesses. The podcast for those who are building or thinking about starting a tech-enabled business, especially a SaaS. We dive deep into the real stories behind tech startups—how they got started, the challenges they faced, and the lessons learned along the way. Each episode brings you practical advice, business takeaways, and insights into the tech solutions that actually work (not just the shiny new ones).

Each episode is packed with practical advice, business insights, and actionable strategies on what tech solutions are actually working (no, we're not here to sell you the latest shiny new thing). From navigating scaling struggles to mastering the art of working with contractors and agencies, we’ll explore the hard decisions every founder faces—like when to bring your team in-house or if it's time to rewrite your app.

Whether you're in the trenches of a growing business or just starting out with your next big idea, you can learn from the stories of people who’ve been there, done that, and have the teeshirt to prove it.

Join us each week for a mix of real-world advice, technical deep dives, and lots of bad puns to help you build your tech business faster and smarter instead of harder.

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  • 20 episodes
  • fortnightly
  • Avg 36 min
  • English
  • #0
    Tuesday · 34 min

    Why 'Book a Demo' Is Costing You Customers

    In this episode, host Aaron Marchbanks sits down with Serial Saas Founder, Joseph Lee, to explore what building a $4M+ seafood startup taught him about selling software, adapting to changing markets, and building for the next era of B2B sales. Joseph shares how the collapse of the restaurant industry during COVID forced his company to pivot and pushed him into a much more hands-on sales role, where he experienced firsthand how frustrating traditional product demos could be. That experience event

  • #0
    September 1 · 20 min

    9.5 CVE, Zero Warning: Inside the Rails Active Storage Bug

    A file-upload vulnerability in Rails Active Storage just scored a 9.5 out of 10 on the severity scale, high enough that, as Justin Edwards puts it: "Everybody stop what you're working on and get this patched." In this episode of SaaS That App, Aaron Marchbanks and Justin break down what made this one so dangerous (anonymous, unprivileged file uploads were enough to compromise a server), why it took two separate patches to actually close the hole, and how they decided which client projects needed

  • #0
    August 25 · 34 min

    How AI Is Killing Fear-Based Compliance Sales

    AI-powered SOC 2 compliance for SaaS startups is transforming how early-stage founders tackle audit readiness, and Varun Jain is leading the charge. The co-founder and CEO of ComplyJet joins hosts Aaron Marchbanks and Justin Edwards in this episode of SaaS That App to break down why compliance doesn’t have to be the terrifying, expensive nightmare most early-stage founders assume it is. This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack s

  • #0
    August 18 · 27 min

    Building a SaaS App With Claude in 8 Hours

    AI app development with Claude is making micro-SaaS, no-code software, and niche startup ideas faster and cheaper to build than ever before. Justin Edwards had a hyper-specific problem: he wanted a better way to drill German grammar, but the tool he wanted didn’t exist. So he described it to Claude and, roughly eight hours later, had a working app. In this episode of SaaS That App, Aaron Marchbanks and Justin use Schleifer as a real-world experiment in what happens when AI makes small, niche sof

  • #0
    August 11 · 27 min

    Building a ChatGPT Alternative with a Bootstrapper Budget

    340,000 users. No paid ads. And a direct competitor in ChatGPT. That combination shouldn't exist, but Ajelix made it a reality. In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards talk with Agnese Jaunošāne, Co-founder and COO of Ajelix, about how she and her co-founder built a spreadsheet-to-insights platform out of Latvia to that scale on organic growth alone. They get into why the company stayed self-funded for years, how a European Commission-backed grant fits into th

  • #0
    July 28 · 27 min

    The $30K Invoice That Killed a 10-Year Customer Relationship

    When a trusted vendor triples your bill overnight? Staying is no longer an option. In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards share what happened when Harvest, their tool of choice for nearly ten years, got acquired by Bending Spoons and hit them with confusing usage fees, a UI overhaul, and a 300% price hike buried in a credit card statement. This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end, and full-stack software de

  • #0
    July 21 · 41 min

    Most SaaS Companies Get Customer Research Wrong

    Teams don't know their customer, and that gap, not a lack of features, is what quietly stalls SaaS growth. In this episode of SaaS That App, hosts Aaron Marchbanks and Justin Edwards sit down with Gia Laudi, a customer-led growth expert who's advised Postman, Bitly, Sprout Social, EverCommerce, and dbt Labs, to unpack why product-led companies keep investing in features, funnels, and AI while growth flatlines anyway. Gia breaks down why traditional ICPs miss the mark, why psychographics beat dem

  • #0
    July 7 · 42 min

    SaaS Sales: The Playbook Every Founder Needs to Scale

    Most companies don't have a sales problem. They have a playbook problem. And it's costing them every deal that should've closed. In this episode of SaaS That App: Building Tech-Enabled Businesses, Tom Stearns and Peter Cleary, co-authors of Graphic Sales, join Aaron Marchbanks and Justin Edwards to break down what actually separates scalable sales orgs from founders who are still doing everything from memory. This podcast is brought to you by Delta Systems, your one-stop shop for front-end, bac

  • #0
    June 23 · 47 min

    The 200-Hour SaaS Build: A Real Workflow Breakdown

    Delta Systems co-owner Steve Powell built a production-grade SaaS app in under 200 hours…. without actually knowing the stack. Not a prototype. Not a demo. A real, deployed application: myeaglecoach.com, used by Scout leaders to manage documents, e-signatures, collaboration, and project workflows, built with Claude, React, and Laravel by someone who had never touched those tools before. In this episode of SaaS That App, Steve joins hosts Aaron Marchbanks and Justin Edwards to break down exactl

  • #0
    June 9 · 45 min

    AI-Assisted Development in 2026

    Claude Code nearly wiped out a production database while racking up an unexpected AWS bill overnight, and that’s just one of many stories from guest Daniel Cannon. As CIO at Delta Systems and CEO of StriveDB, Daniel joins hosts Aaron Marchbanks and Justin Edwards to share what AI-assisted development actually looks like in 2026: real workflows, real mistakes, and why human review is still non-negotiable. This podcast is brought to you by Delta Systems, your one-stop shop for front-end, back-end

  • #0
    May 26 · 29 min

    Healthcare AI Is Failing And the Fix Isn't More Data

    AI in drug discovery, data-centric machine learning, precision medicine, and building SaaS for life sciences; this episode of SaaS That App covers it all with a founder who’s lived it for a decade. Aaron Marchbanks and Justin Edwards sit down with Dr. Abhishek Jha, Co-Founder and CEO of Elucidata, who makes a compelling case for why the real bottleneck in healthcare AI is data quality, out-of-distribution observations, and the reality of working with small sample sizes where the stakes couldn’t

  • #0
    May 12 · 32 min

    Your Product Isn’t Ready for AI Until You Fix These Software Mistakes

    From governed agents to token cost management and smarter architecture decisions, the fractional CTO shares practical AI strategy for SaaS startups. In this episode of SaaS That App - Building Tech-Enabled Businesses, Garrett Fritz, a Partner and Chief Technology Officer (CTO) at MetaCTO, joins Aaron Marchbanks and Justin Edwards to dive into his two guiding principles of software development: “Nobody Reads” and “The Previous Guy Wasn't an Idiot.” This podcast is brought to you by Delta Systems

  • #0
    April 28 · 46 min

    Why Most SaaS Companies Fail to Scale in the AI Era

    Scaling SaaS isn’t about hiring more salespeople or chasing vanity growth, it’s about brutal honesty, focus, and timing. In this episode of SaaS That App, four-time founder Geoff McQueen joins Aaron Marchbanks and Justin Edwards to to unpack the realities of SaaS scaling, from navigating the founder journey and making the services-to-product transition, to understanding venture capital dynamics, company exits, and what it truly takes to achieve sustainable growth. This podcast is brought to yo

  • #0
    April 21 · 31 min

    Hype or Game Changer? How Developers Are Actually Using Claude Code

    What does day-to-day software development actually look like when AI coding tools like Claude Code, Codex, and LLM-powered agents run the show? In this episode of SaaS That App, Aaron Marchbanks and Justin Edwards are joined by Nolan Alimonti, Senior Architect and Team Lead at Delta Systems, to share how Claude Code and Codex are reshaping their entire workflow, why code quality still matters when AI generates 10x the output, and the critical skills you need to manage AI agents effectively. Thi

  • #0
    April 14 · 42 min

    Stop Flying Blind: The Financial System Every SaaS Needs with Anthony Nitsos

    SaaS financial strategy, cash flow forecasting, and the fractional CFO role take center stage as Anthony Nitsos, Founder of SaaS Gurus, joins Aaron Marchbanks and Justin Edwards on SaaS That App. Anthony breaks down why most founders are flying blind without proper financial systems and explains his FinCore methodology for transforming finance from a backward-looking reporting function into a forward-looking strategic engine. This podcast is brought to you by Delta Systems, your one-stop shop f

  • #0
    April 7 · 31 min

    Fail-Safe by Design: How Safety-Critical Systems Thinking Can Scale Your SaaS with Kjell Hedstrom

    Last-mile delivery software, agentic engineering, and safety-critical systems - Onfleet CTO Kjell Hedstrom builds teams and tech that thrive under real-world pressure. Kjell’s career spans commanding tanks in the Swedish army, setting up air traffic control at Heathrow, and building software for brain surgery. In this episode of SaaS That App, Kjell joins Aaron Marchbanks and Justin Edwards to explain how his background in safety-critical systems shaped his approach to engineering leadership, w

  • #0
    March 31 · 48 min

    How Joe Walsh is Pivoting a $4B Legacy Business into a SaaS Model

    SaaS growth strategy, legacy business transformation, SMB software, AI in SaaS, private equity, business scaling, and digital transformation all come together in this episode of SaaS That App featuring Joe Walsh, Chairman and CEO of Thryv. He joins Aaron Marchbanks and Justin Edwards to share what it really takes to transform a legacy business into a high-growth SaaS company multiple times over. Joe unpacks how he helped grow Yellowbook from a $20M company into a $4B global business through acqu

  • #0
    March 24 · 40 min

    You're Shipping Constantly - So Why Aren't You Growing? With Daniel Layfield

    Most SaaS companies don’t stall because they stop building. They stall because they keep building the wrong things. Daniel Layfield has seen that pattern up close across product, growth, and monetization, from scaling at Codecademy to leading product teams at Uber and Diligent. He joins Aaron Marchbanks and Justin Edwards on SaaS That App to break down why more features rarely solve growth problems, where pricing and packaging decisions go wrong, and what product leaders need to understand about

  • #0
    March 17 · 34 min

    AI-Assisted Development: Expectations vs. Reality with Richardson Dackam

    AI isn't changing software development the way most people think — and Richardson Dackam can prove it. As Founder and AI Builder at N Shipyard, Richardson has been deep in the trenches of building with AI, and the reality on the ground looks very different from the headlines. He joins Aaron Marchbanks and Justin Edwards on SaaS That App to get honest about the wins, the gaps, and the assumptions founders and developers need to rethink, as well as lay out the skills that actually matter when you'

  • #0
    March 10 · 46 min

    Who Actually Owns Your Code? SaaS Legal Landmines with Gabriel Saade

    What does an IP lawyer see when they look under the hood of a SaaS company? Usually, surprises — and not the good kind. In this episode of SaaS That App – Building Tech-Enabled Businesses, hosts Aaron Marchbanks and Justin Edwards sit down with Gabriel Saade, partner at DarrowEverett LLP, to unpack the legal foundations every tech founder needs to get right early. The conversation explores trademark diligence, structuring software development agreements, protecting against risky vendor overlays

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