A collection of 5 posts

Startup defensibility: how to build a technical moat for your product

I often get questions from founders about how they should think about the “technical moat” of what they’re building, or from potential employees about our technical moat at Heap. If you have a successful product, what’s to stop someone else from building it? Technical moats exist, but they

Just because your product is "enterprise ready" doesn't mean it's any good

This article is not about compliance requirements, RBAC, SSO, etc. If you're interested in that, check out However, having every box checked on that website still won't result in a high-quality enterprise product. Deeper enterprise design moves past the superficial requirements and understands the different needs and workflows

How to gain conviction to work on a startup idea for 10+ years

In December 2020, Josh Ma and I started our startup, Airplane. Before that, we spent several months exploring ideas before settling on the idea that eventually became Airplane. While it's too early to say yet whether Airplane will be a long-term success, we're very happy with the idea we decided

I started SaaS companies in 2013 and 2021. Here's how things have changed

In 2013, I co-founded Heap, a product analytics company that I helped grow to over 200 people and $X0,000,000 in ARR before I left in 2020. In 2021, I co-founded Airplane, a developer platform for quickly creating internal tools. Here's what I've observed as being different in SaaS

How we approach pricing for our early-stage SaaS product

At Airplane, we recently exited our free early access period and started charging for our product. I thought it'd be helpful to write a post talking through the logic behind our pricing model, partially as an explanation for our customers, but also as a data point for other early-stage B2B