How to maintain customer relationships as a company scales with Christian Owens, Paddle

Paddle's traction and growth is the stuff of dreams. A company
helping software creators sell since 2012, it has been recognised
by Deloitte as the fastest growing software company in the UK.
With hundreds of customers and a recent $12.5 million Series B
round, the company has remained under the radar most of this
time.


How does that happen?


On this episode, Christian Owens, Paddle's CEO gives a very clear
explanation. In the heart of the growth are the sincere customer
relationships that Christian and his co-founder Harrison have
been building and maintaining since day 1. The two co-founders
fostered genuine friendships with their first hundred customers
by trying to deeply understand their challenges and building
Paddle together. Christian and Harrison approached these people
as human beings they admired rather than businesses they sold to.
Their belief was, if Paddle was the right tool to address their
challenges, they could become customers one day.


Listen on to learn:


How Paddle approached people initially and got their first
customers

How they built sincere relationships and maintained them

Why they never advertise their referral program

How to make product decisions with both customers and
strategy in mind

What Christian has learned as a Thiel fellow



P.S. Christian is one of 129 incredible speakers we have lined up
for SaaStock18. If you are based in London, hop over to
the Meetup
https://splashthat.com/sites/view/saastockmeetup-leaseweb.splashthat.com
we are hosting together with Leaseweb on September 27th where
Christian will share even more details on how to scale worthy of
a Deloitte first place.


 


 


 


Check out the other ways SaaStock is helping SaaS founders move
their business forward: 


SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book you tickets: https://saastock-europe.com/tickets/


SaaStock USA 2025: April 2026 | Austin, Texas
Join the waitlist: https://saastock-usa.com/


SaaStock Founder Membership: A private members group of B2B SaaS
founders between $100K - $10M ARR who are committed to growth and
helping others (https://www.saastock.com/founder-membership/)


SaaStock Local: Monthly meet-ups in cities all around the world,
bringing together SaaS enthusiasts and experts to discuss the
most pressing topics in SaaS (https://local.saastock.com/home)