Founder Focus Ep 19 with Stuart Clout: Post-it Notes at 3am to a $236M Exit. The Journey of Thedocyard To Ansarada.
Stuart Clout founded Thedocyard at 3am on the floor of a Sydney law firm boardroom, listed it on the ASX the week before COVID locked down Australia, merged with Ansarada, and rode the combined business through to a $236m acquisition by Datasite. He joins Don and Aaron to unpack twelve years of B2B SaaS lessons, the deal mechanics, and what he wishes he had known sooner.
Intro and origin story
The 3am post-it note moment and the birth of Closing Rooms
Top three lessons: founder problem fit, demos vs sales, the Mom Test
The Gail Goodman talk that kept Stuart in the game
$500 of coffees: the lead-gen tactic that beat everything else
Anti-sales is the new sales
Apathy, durability and becoming a verb
The 2020 ASX listing one week before COVID
The Ansarada merger: how the deal got done
The Datasite acquisition: $236m, $2.50 per share, nine months of process
The ACCC and policy frustrations
Where Australian B2B SaaS should focus
Founder mindset, fitness, family and "you can have everything, just not at the same time"
Find Stuart
[email protected]
