SaaStr 874: From 0% to 83% AI-First Customers in 2 Years. How Owner's CEO Rebuilt a $100M Vertical SaaS Company

What does it actually take to rebuild a $100M vertical SaaS company around AI - not just add AI features, but make AI the core of how your customers run their business? Adam Guild, CEO of Owner, shares the full story: how they went from zero AI-first customers to 83% of their base in just two years, why they had to rethink pricing, sales, and onboarding from the ground up, and what it means to serve small business owners who need results, not tools. Adam breaks down the hard lessons - the customers who churned when AI didn't deliver fast enough, the moments that forced the team to simplify, and why the restaurant industry became the proving ground for a new kind of AI-native vertical SaaS playbook. If you're building in vertical SaaS or trying to figure out how to actually move your customer base to AI, this one is required listening. Timestamps: 00:00 - Intro 02:00 - From 0% to 83%: the timeline and what changed 07:00 - Why vertical SaaS is the right place to go AI-first 13:00 - Rethinking onboarding, pricing, and sales for AI customers 20:00 - What churn taught them about AI adoption 27:00 - The operational reality of rebuilding a $100M company 35:00 - What comes next SaaStr hosts the world's largest community for B2B software founders and executives.