Episode Summary
In this episode of An Agency Story, host Russel Dubree talks with Abhi Jadhav, co-founder of Bay Leaf Digital, a B2B SaaS marketing agency headquartered (sort of) in Dallas, Texas. What started as a stopgap effort to avoid moving cities turned into a specialized agency that’s now wrestling with demand rather than survival.
They dive into Abhi’s unconventional entry into entrepreneurship, the long road to finding the right niche, and the personal growth that came from making the same mistakes many founders warn against.
Episode Highlights:
- How a layoff led to Bay Leaf Digital’s founding—and why staying in Dallas was the driving force.
- The winding path from generalist agency to hyper-niche SaaS marketing powerhouse.
- Surviving the pandemic after losing 80% of their revenue—and what they learned.
- Launching internal SaaS products too early, and what it taught them about focus.
- The cultural importance of team connection—culminating in a full-team Puerto Rico retreat.
Agency Info
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Company: Bay Leaf Digital
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Guest: Abhi Jadhav
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Year Started: 2019
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Employees: 11-25
Wanting to find a niche and actually finding a niche are very different things.
Abhi Jadhav
Key Takeaways
You Don’t Need a Grand Plan to Start—Just the Willingness to Try
Abhi and his partner didn’t start Bay Leaf Digital with a vision board or 10-year plan. They wanted to stay in Dallas. That was enough. The early days were filled with door-to-door pitches to restaurants and broad marketing services. Their story proves that momentum often starts with action, not clarity.
Niche Down… and Then Niche Again
Finding a niche wasn’t instant. It took years of iteration, first contact centers, then SaaS, then B2B SaaS, and now, B2B SaaS companies that are product-market-fit and use HubSpot. This intentional refinement shows that true positioning is earned, not guessed.
Pandemic-Proof? Think Again
Despite being digital-first, Bay Leaf lost the majority of their revenue when COVID hit. Their takeaway: never stop marketing your own agency. Their survival was thanks to grants, PPP loans, and grit and their resurgence was built on the pent-up demand that followed.
Culture Is an Investment, Not a Perk
Abhi believes culture can’t be left to chance. Their fully remote team meets annually for an offsite, and their latest one, in Puerto Rico, brought employees and their families together for a week of connection. The takeaway: company culture doesn’t just happen; you create it intentionally.
Failure Builds the Foundation for Future Wins
Abhi and his partner launched two SaaS products too early in their journey—before their agency had the cash flow or bandwidth. It nearly sunk them. But they wouldn’t undo it. The lesson? Early mistakes can be the tuition you pay for future success.
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