How to Get Your First 100 Users for Your SaaS
Getting your first 100 users feels like climbing Mount Everest with flip-flops. But every successful SaaS started exactly where you are now. Your first users aren't just numbers they're your product's co-creators who'll shape your product more than the next thousand combined.
Getting your first 100 users feels like climbing Mount Everest with flip-flops. But here's the thing: every successful SaaS started exactly where you are now. Slack, Dropbox, and Notion all had zero users once. The difference? They knew which strategies actually move the needle when you're starting from scratch. This guide cuts through the noise and shows you exactly what works to get those crucial first customers for your SaaS startup, based on what's working right now in 2025.
Why Your First 100 Users Matter
Your first 100 users aren't just numbers. They're your product's co-creators. These early adopters will shape your product more than the next thousand combined. They'll tell you what's broken, what's missing, and what actually solves their problems. More importantly, they're forgiving. They expect bugs and missing features because they bought into your vision, not your polish.
These users become your proof points. When user 101 asks, "Who else uses this?" you'll have real stories. They're also your most likely source of testimonials, case studies, and word-of-mouth referrals. Think of them as your advisory board that actually pays you. The feedback loop you create with these first users determines whether you build something people want or something you think they want. And that difference decides your startup's fate.
Pre-Launch Essentials
Define Your Ideal Customer
Before writing a single line of code, know exactly who you're building for. Not "small businesses" or "marketers." Get specific. Think "freelance graphic designers making $3-5K monthly who struggle with client invoicing." The narrower your focus, the easier everything becomes, from your messaging to where you'll find these people.
Build an MVP
Your MVP should solve one painful problem exceptionally well. Not five problems decently. One problem that makes someone's day noticeably better. Strip away every nice-to-have feature. If you're unsure what to cut, ask yourself: "Would someone pay for this if it only had this feature?" Keep cutting until the answer is yes.
Set Up Analytics
Install basic tracking from day one. You need to know where users come from, what they do, and where they quit. Tools like Mixpanel or even Google Analytics work fine. Track signups, key feature usage, and activation moments. Without data, you're flying blind, making decisions based on gut feelings instead of user behavior.
What Works Flawlessly for First 100 Users
Manual, Personal Outreach
Forget automation. Your first users want to feel special because they are special. Send personal emails that show you've done your homework. Reference their specific problem, their company, maybe even their latest LinkedIn post. Yes, this doesn't scale. That's the point. Paul Graham calls this "doing things that don't scale," and it's how Airbnb, Stripe, and countless others started.
Solving for One Specific Pain Point
Users don't buy features; they buy solutions to problems that keep them up at night. Your entire positioning should scream, "I solve this exact problem you have." When someone lands on your page, they should think, "Finally, someone gets it." This laser focus makes everything easier. Your copy writes itself, your features are obvious, and your users self-select.
Lifetime Deals for Early Adopters
Offer lifetime deals to your first 100 users. Yes, you're leaving money on the table long-term, but you're buying something more valuable: momentum. These users become invested in your success. They'll report bugs enthusiastically, suggest features, and evangelize your product because they got in early. Price it at what feels slightly uncomfortable. If everyone says yes immediately, you're too cheap.
Building in Public Strategy
Share your journey openly. Tweet about your wins, losses, and learnings. Write about the features you're building and why. This transparency builds trust and creates a following before you even launch. People love rooting for the underdog. When you finally launch, you'll have an audience waiting, not cold prospects. Plus, building in public holds you accountable and attracts users who resonate with your mission.
The "Concierge MVP" Approach
Before automating everything, do it manually. If your SaaS automates reporting, create those reports by hand for your first users. You'll learn more in one week of manual work than months of guessing. Users won't care how the sausage is made if the result solves their problem. This approach validates demand while you build the actual product. Once you understand the workflow perfectly, then automate it.
Direct Outreach Tactics
Cold Email That Converts
Cold email still works if you do it right. Skip the templates. Write like you're emailing a colleague. Be friendly but respectful of their time. Lead with value, not your product. Maybe you noticed something broken on their site, or you have a genuine insight about their business. Only mention your product if it's genuinely relevant. Keep it under five sentences, make the ask clear, and always include an easy out.
LinkedIn and Twitter DMs
These platforms are goldmines for early-stage user acquisition. On LinkedIn, join groups where your ideal customers hang out. Don't pitch immediately. Help people first. Answer questions, share insights, then naturally mention your solution when relevant. Twitter works similarly. Search for people complaining about the problem you solve. Jump in with helpful advice first, product second.
Community Engagement (Reddit, Slack, Facebook)
Communities hate self-promotion but love helpful members. Become known as the person who gives great advice in your niche. Join relevant subreddits, Slack communities, and Facebook groups. Spend 80% of your time helping, 20% mentioning your product when it's genuinely useful. One well-placed comment in a relevant thread can bring dozens of qualified users. The key? Be helpful first, promotional never.
Content and SEO Quick Wins
Comparison Posts
Write detailed comparisons between your product and established alternatives. "YourProduct vs. BigCompetitor" posts rank well and attract users already looking for solutions. Be honest about where you're stronger and where you're not. This transparency builds trust. These posts also help you understand your positioning. If you can't articulate why someone should choose you over alternatives, neither can your users.
Free Tools Strategy
Build simple, free tools that solve related problems. A SaaS for email marketing might offer a free subject line analyzer. These tools attract your target audience, demonstrate your expertise, and naturally lead users to your main product. They're also fantastic for SEO and social sharing. The tool doesn't need to be complex. Often, the simpler tools get the most usage and shares.
Launch Platforms That Convert
Product Hunt Strategy
Product Hunt can deliver a surge of early users if done right. Launch on Tuesday through Thursday for maximum visibility. Prepare your network beforehand. Don't spam, but let supporters know you're launching. Focus on authentic engagement over gaming the system. A mediocre product with genuine community support beats a great product with fake upvotes.
SaaS Directories
List your product in every relevant directory. There are hundreds. G2, Capterra, and GetApp are obvious ones, but don't ignore smaller, niche directories. Each listing is a backlink and a potential traffic source. Some directories drive surprisingly qualified traffic despite looking outdated.
Alternative Platforms
Explore platforms like Hacker News, BetaList, and indie-focused communities. Each has its own culture. Learn it before posting. These platforms appreciate transparency and hate marketing speak. Share your actual story, your actual struggles, and your actual product. Authenticity wins over polish every time.
How to Convert Users to Customers
Onboarding Optimization
Your onboarding determines whether users become customers or ghost you. Focus on getting users to their "aha moment" as fast as possible. Remove every unnecessary step between signup and value. Use progress bars, celebrate small wins, and always show the next step. Consider offering a personal onboarding call for early users. The insights are worth the time investment.
Pricing for Early Adopters
Price low enough to reduce friction but high enough that users take it seriously. Free users give terrible feedback; paying users give golden feedback. Consider starting with a single price point to avoid decision paralysis. You can always add tiers later. Be transparent about early adopter pricing. Let them know they're getting a deal for being early believers.
Email Nurturing
Set up basic email sequences that educate and engage trial users. Don't just push features. Share customer success stories, tips, and genuine value. Time your emails based on user behavior, not arbitrary schedules. The goal isn't to annoy users into converting but to help them succeed, which naturally leads to conversion.
Common Mistakes to Avoid
Building too many features before validating demand wastes precious time. Ignoring user feedback because it doesn't match your vision kills products. Trying to serve everyone means serving no one well. Automating too early robs you of crucial learning opportunities. And perhaps the biggest mistake? Giving up too soon. Most SaaS founders quit right before things start working.
Conclusion and Action Plan
Your first 100 users are out there, waiting for your solution. Start with one strategy from this guide, whichever feels most natural. Do it consistently for two weeks before trying another. Remember, every successful bootstrap SaaS growth story started with one user who took a chance. Make it easy for them to find you, understand your value, and say yes. Your SaaS journey starts with that first conversation, that first signup, that first "this is exactly what I needed." Now stop reading and start reaching out.