From Gym to SaaS: How Dan Uyemura Built PushPress to $13M ARR

Started PushPress in 2010 as a gym management SaaS solution, growing to $13M ARR by focusing on serving gym owners’ specific needs

Trust-first approach to business growth - invested heavily in building trust with customers before trying to monetize or expand services

Launched a free product in November 2019, which proved crucial during COVID when gyms were struggling

Successfully navigated leadership transition from hands-on founder doing everything to CEO role by:

• Hiring specialists better suited for specific roles
• Gradually stepping back from day-to-day operations
• Focusing on being the outward-facing brand ambassador

Growth driven by deep industry knowledge and customer connection rather than traditional SaaS metrics

Key to vertical SaaS success is building trust before attempting to expand product offerings

Maintained strong customer relationships during COVID by focusing on helping gym owners survive rather than pushing sales

Raised venture capital after showing consistent growth and building investor confidence through market validation

Leadership philosophy centered on hiring people better at specific roles than the founder and giving them autonomy

Business model evolution from pure SaaS to “help-first company” with multiple revenue channels and strong community focus