Welcome back to The Startup Leap Newsletter—#RealTalk #RealLessons From Founders Who Took The Startup Leap 🚀

💡 This week, we’re spotlighting Sait Cham, a founder who’s redefining logistics tech with two game-changing startups: Hutch and Pimento. Enjoy the read!

Sait Cham: Tale of Two Startups, Building a Logistic Tech With or Without VC - Hutch and Pimento

Sait is the founder and CEO of Hutch, a third-party logistics (3PL) company revolutionising e-commerce fulfilment, and…

Pimento, a warehouse management platform transforming logistics.

His path to entrepreneurship wasn’t linear—it started with cold emails, pit stops at Henchman (an on-demand delivery startup), and even launching a mental health app and a "travel now, pay later" platform...

Today, Sait has scaled Hutch to thousands of parcels daily and launched Pimento to tackle logistics inefficiencies.

In our conversation, we cover balancing growth and profitability (00:33:00),

How AI is modernising logistics (00:36:30), 

Turning operations into a sales superpower (00:46:10),

Fostering continuous learning and iteration through reflective practices (01:06:39),

…..and more!

Key takeaways:

📊 Start with a Spreadsheet (00:33:03) 
Before building Hutch, Sait modelled competitor pricing and volume projections on a spreadsheet.

His philosophy? "If it doesn't work on a spreadsheet, it won’t work in reality."

This simple step helped refine assumptions and map out scaling from 5k to 60k customers.

📈 Sustainable Growth > VC Funding (00:53:07)
Sait ran the numbers and realised Hutch could scale to $25M in annual revenue without giving up equity.

His takeaway?

Only raise money if it’s tied to a specific milestone.

VC funding is an option, not the default.

💸 The “Wince” Pricing Strategy (00:45:35)
Pricing is a journey, and Sait discovered the sweet spot: charge enough to make customers pause—but not so much they walk away.

Pricing is a journey—test, adjust, and find the point where hesitation turns into action.

TL;DR: 

1. A spreadsheet is your first MVP— make sure the numbers add up before diving in.

2. Focus on sustainable growth rather than chasing external funding.

3. Price strategically, make customers slightly uncomfortable, emphasising value.

Tune into Sait’s story on YouTube, Spotify or Apple Podcasts and let his journey inspire yours.

🎥 Get a Glimpse of the Action Below…

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🚀 We’d love to hear your thoughts! Share your biggest takeaways from this episode with us on YouTube, LinkedIn or TikTok. 

Let’s keep the conversation going!

Resources to help you take the Leap📚

📄Venture Math: How VCs Value Startups

🚀Must see Content for every Entrepreneur

📚Roadmap on Launching a Startup

Thanks for reading 💜 

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TSL Team 💜