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  ...