A story about refusing what the market expected—and a business that grew stronger for it. This episode is for sales-led SaaS founders wondering why adding more people keeps making growth harder, not easier.When I last spoke with Alex Levin in 2022, Regal was already scaling. Since then, revenue has grown 4x—with the exact same team.Back in 2022, Regal was growing fast, and the team was expanding with it. Alex made a different call. He stopped hiring to solve problems—and started solving problems instead. Three and a half years later, the team is exactly the same size. The revenue isn't.He said no to entire customer segments. He stopped solving product gaps with people. He moved from $50K average contracts to over $150K—without adding a single person to make it happen. The result is a business approaching cash-flow break-even with most of its $83M still in the bank and revenue growing 50 to 100% a year.And this inspired me to invite Alex back to my podcast—three and a half years after our first conversation. We explore how questioning every default assumption about growth creates compounding advantage. Alex shares hard-won insights about the ego trap of hiring, the shift from $50K to $150K average contracts, and why AI agents didn't change his core belief—they finally made it scale.You'll discover what happens when a founder refuses the obvious answer—and finds that the constraint was always the key.We zoom in on two of the 10 traits that define remarkable software companies: – Acknowledge you cannot please everyone – Focus on the essenceAlex's story proves that remarkable companies grow their leverage, not their headcount.Here's one of Alex's quotes that captures his thinking on building a business that forces clarity:"Don't solve problems with people, like solve the problem and then hire people if you, you know, if you want to. That's a very big shift in how companies are run."By listening to this episode, you'll learn:Why the most valuable employee is the one who automates their own job out of existenceWhat saying no to a whole customer segment does for average contract valueWhy the constraint you kept accepting was actually the problem all alongWhy the fastest solution to a product gap is often the most expensive one long-termFor more information about the guest from this week: Guest: Alex Levin, CEO & Co-founder Website: regal.ai

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