Description

How do you scale a viral, product-led platform without losing its simplicity?

Elston Baretto bootstrapped Tiiny Host, a no-code hosting tool used by over a million people, from a simple MVP into a business doing $500K+ ARR, with 60,000+ signups/month.

But most users only pay $9–$38/month.

In this episode of Indie Board Sessions, Elston Baretto, David Apple (ex-Notion, ex-Typeform), and I unpack the next stage of growth: Turning indie adoption into institutional contracts.

We cover:

✅ Why prosumer pricing can cap your growth and how to test appetite for more
✅ The real leverage in enterprise: internal champions and compliance workflows
✅ When to offer enterprise trials and what it reveals about pricing
✅ How SSO and security reviews become gatekeepers, not features
✅ The “20% rule” from Slack that helps secure org-wide buy-in
✅ Why staying horizontal may limit expansion (and how to niche without narrowing)

Whether you're moving from PLG to B2B, selling to both individuals and companies, or building your first enterprise motion, this one’s packed with tactical insights

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