Episode 839 | The Journey Growing Help Scout to $35M ARR

Hosted byRob Walling

What happens when a bootstrapper at heart raises $28 million and spends the next decade living with that decision?

In this episode, Rob Walling sits down with Nick Francis, the co-founder of Help Scout, to walk through the full 15-year arc of building one of the most beloved support tools in SaaS. From the cramped Techstars apartment he shared with a co-founder, to the decision to become a public benefit corporation, to the bold pricing overhaul that ultimately became a turning point in his time as CEO, Nick holds nothing back.

Topics we cover:

• (2:00) – Help Scout's origin story
• (4:30) – Techstars $18K for 6% equity
• (7:56) – Getting the first 50 customers
• (11:13) –  Raising a $12M Series A
• (13:37) – Would Nick raise again?
• (19:23) – Becoming a B Corp
• (22:27) – Help Scout's AI strategy
• (26:02) – Per-seat to per-contact pricing
• (32:03) – Stepping down as CEO

Links from the show:

• MicroConf Europe┃Reykjavik, Iceland · Sept 21–23, 2026
• MicroConf Connect
• TinySeed SaaS Institute
• TinySeed Mentors
• Discretion Capital
• Help Scout
• Foundry
• SavvyCal
• Incorruptible by Eric Ries
• Nick Francis
• Nick Francis | LinkedIn

If you have questions about starting or scaling a software business that you'd like for us to cover, pleasesubmit your question for an upcoming episode. We'd love to hear from you!

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