How TeamSupport Reached $10M–$25M ARR With 1,000 Customers | Grant Stanis
Top Founders
Nathan Latka
4.6 • 702 Ratings
🗓️ 18 March 2026
⏱️ 16 minutes
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Summary
How do you grow a customer support SaaS to over 1,000 customers and $10M–$25M in ARR in one of the most crowded software categories, without trying to outspend the giants on marketing?
In this episode, Nathan sits down with Grant Stanis, CEO of TeamSupport. The company provides B2B customer support software used by more than 1,000 companies and generates between $10M and $25M in annual recurring revenue. Most customers start around $10,000 per year, but the best accounts expand significantly over time, including enterprise customers paying more than $1M annually.
Customer support software is a brutally competitive market with players like Zendesk and Freshdesk dominating search and advertising. Instead of fighting that battle, TeamSupport focused on referrals, community, and expansion revenue. The core idea is simple: turn support conversations into signals that drive retention, product feedback, and upsells.
You'll learn:
- How TeamSupport grew to $10M–$25M ARR with over 1,000 customers.
- Why most customers start around $10K ACV and expand to $20K–$30K later.
- How one enterprise account grew into a $1M+ annual contract.
- Why they price the product per seat at $79–$99 per user.
- How expansion revenue became a core growth driver.
- Why the company relies heavily on referrals instead of SEO.
- How partnerships and webinars generate qualified pipeline.
- What it's like to lose a top 10 customer and report it to the board.
- How private equity ownership changes the way CEOs run SaaS companies.
- What kind of acquisition offer would realistically trigger a sale.
Grant joined TeamSupport as CEO in 2024 after leading growth at several private equity-backed software companies. The business was founded in 2008 and later acquired by Level Equity in 2018. Today the focus is simple: grow profitably, expand existing customers, and build a durable SaaS business without relying on massive marketing budgets.
If you run a SaaS company selling to support teams, customer success leaders, or mid-market software companies, this episode offers a practical look at how to grow in a crowded category.
Connect with Grant: https://www.teamsupport.com/
Connect with Nathan: https://founderpath.com/
Transcript
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| 0:00.0 | If somebody in this customer support space came to you and offered $175 million all cash, |
| 0:05.0 | would you take that to your board and level and recommend that you do the deal? Yes, we would. Absolutely. What's the largest customer paying you per year today? It is a seven-figured, low seven-figured deal is what they're paying us. How many customers are you serving today? We've got over 1,000 today. If I take your thousand customers times that $10,000 ACD, |
| 0:21.2 | that puts you about $10 million of revenue. |
| 0:23.0 | You're saying you're north of that today. |
| 0:24.3 | We are north of that. today. We've got over 1,000 today. If I take your 1,000 customers times that $10,000 AC, |
| 0:21.2 | and it puts you about 10 million bucks of revenue. You're saying you're north of that today. |
| 0:24.3 | We're north of that. Yeah. Let's say that we're less than 25, but way more than 10. How about that? So how many folks registered and how many showed up? I want to say that we had about 400 registered and about 300 showed up. |
| 0:34.5 | Hey folks, my guest today is Brandt Stannis. |
| 0:36.8 | He is the CEO of team support, |
| 0:38.8 | which helps you turn conversations into revenue-specific and about 300 showed up. Hey folks, my guest today is Grant Stannis. He is the CEO of Team Support, |
| 0:38.8 | which helps you turn conversations into revenue, specifically support tickets. Grant, you're ready to take us to the top? Let's go, buddy. Okay, interesting. So we'll want to obviously get the full story, but let's not, we want to make sure we get the audience into the product before we dive too deep on the story. What is team support selling today? |
| 0:53.0 | What's the product? |
| 0:53.7 | Yeah. |
| 0:54.0 | So we provide to use sort of a B to be a B to be ticketing solution as it relates |
| 0:59.5 | specifically to your support conversations. And so think about it as you have an interaction. |
| 1:04.6 | You record that. The ticket happens. It might be how do I do something in a software? It could be a |
| 1:09.0 | bug. But our big thing is that ticketing is a |
| 1:11.3 | commodity. And there you can go and find 40 different solutions of everything that's out there |
| 1:15.3 | in ticketing. What we do differently is we want to take your support conversations and drive that |
| 1:20.7 | into better retention and upsell opportunities for you. And so what we do is we take that first |
| 1:26.3 | party data of your support and we turn into |
| 1:28.9 | actual items for you to improve upon in your business. So who are you mainly selling this to |
... |
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