Most founders hear stories about lean SaaS companies and assume they are the exception.

Jeremy Clarke lived one.

In this episode of the ProductLed Podcast, Wes Bush and Esben Friis-Jensen sit down with Jeremy Clarke, founder of WebMerge and now the builder behind Quin, to unpack what it really took to grow WebMerge into a multi-million dollar business with an incredibly small team.

Jeremy shares how WebMerge started as a simple PDF generation tool, why integrations became the growth engine that unlocked scale, and how a strategic hire helped expand distribution without bloating the company. He also gets honest about what has changed in today’s AI market: thinner margins, tougher distribution, less generous free plans, and far more noise.

The conversation also dives into the founder mindset behind building highly effective companies. Jeremy explains why staying close to support made WebMerge stronger, why he delayed hiring for as long as possible, and what drove his decision to eventually sell. From there, he opens up about building Quin, what it means to compete in a crowded AI category, and why word of mouth and customer trust still matter more than ever.

If you want to build a meaningful software business without defaulting to a big team or venture funding, this episode is packed with practical insight.

Key Highlights:

00:43 - From WebMerge to Quin
Jeremy shares what he’s focused on today, why Quin is a much harder business to build than WebMerge, and how AI margins change the game.
07:36 - The WebMerge growth playbook
How WebMerge evolved from a simple PDF tool into an integration-driven platform, and why partnerships became a major distribution engine.
12:40 - How WebMerge really got off the ground
The early days of the business, the first customer outreach, and how a slow trickle of traction compounded into millions in revenue over time.
16:36 - Why Jeremy bootstrapped from day one
Jeremy talks through his decision to stay self-funded, avoid outside control, and build on his own terms.
19:14 - How to reach $5M with almost no team
A candid discussion on why Jeremy delayed hiring, what work he kept for himself, and when he finally saw the need for a strategic hire.
21:51 - Why founders should stay close to support
Jeremy and Esben discuss support as a product advantage, how it tightens the customer feedback loop, and why speed matters so much.
25:28 - Why he sold a highly profitable business
Jeremy shares the reasoning behind selling WebMerge, including risk, lifestyle, hiring pressure, and the chance to join a larger story.
47:18 - What still wins in a crowded AI market
Jeremy explains what has changed in his new playbook, what has not changed, and why customer trust and word of mouth still matter most.

Resources:

🚀 Quin: AI assistant for busywork and follow-through:
💼 Connect with Jeremy Clarke on LinkedIn
💼 Connect with Wes Bush on LinkedIn
💼 Connect with Esben Friis-Jensen on LinkedIn
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$5M ARR, 2 People, $100M Exit — How Jeremy Clarke Did it, and What He is Building Next

ProductLed Podcast

$5M ARR, 2 People, $100M Exit — How Jeremy Clarke Did it, and What He is Building Next