Mohit Garg on Scaling Oloid Beyond Product-Market Fit

In this episode of SaaS Founder Stories, I had the pleasure of sitting down with Mohit Garg, the CEO and founder of Oloid. Mohit is a second-time founder with deep insights into the transition from an early-stage startup with a tight-knit, family-like culture to a fast-growing, structured organization post-product market fit.

From Vision to Execution: The Birth of Oloid

Oloid is a cybersecurity company focused on passwordless authentication for frontline and deskless workers. Unlike traditional solutions from companies like Okta or Microsoft, Oloid ensures that workers in retail, healthcare, and industrial sectors have seamless authentication experiences without relying on personal mobile devices.

Mohit shared how Oloid's core thesis—frictionless digital and physical authentication—has remained unchanged despite multiple pivots. Initially targeting physical access challenges, the company adapted during COVID-19 to serve manufacturing clients. This led to the realization that deskless workers were underserved by mainstream authentication solutions, setting Oloid on its current trajectory.

Managing the Post-Product Market Fit Transition

One of the biggest challenges Mohit has tackled is the transition from a small, mission-driven team to a more structured organization. Early-stage team members typically join for the vision and the journey, thriving in ambiguity and wearing multiple hats. However, as a startup grows, specialists—seasoned operators with industry experience—enter the fold, bringing a new dynamic to the company.

Mohit highlighted two key issues founders must navigate:

1. Managing Early Team Expectations: Early employees may feel sidelined when new hires come in with higher salaries, bigger titles, or specialized expertise. Ensuring they understand the necessity of these changes and involving them in the decision-making process helps prevent disengagement.

2. Scaling People with the Company: Not every early-stage employee will grow into a leadership role, and some may outgrow the company’s needs. Mohit stressed the importance of coaching, upskilling, and transparent communication to help employees transition either into new roles or, if necessary, out of the company with respect and support.

Preparing for the Next Growth Phase

For founders approaching a Series A round, Mohit shared a crucial piece of advice: eliminate optionality early. Seed-stage companies often explore multiple growth paths, but by the time Series A approaches, focus is key. The two most important steps founders should take include:

• Identifying the Core Metrics for Series A Success: Whether it's ARR growth, user adoption, or go-to-market execution, founders should align their team and resources behind a clear strategy.

• Preparing the Team for the Next Stage: This includes coaching and mentoring existing employees to scale with the company while also identifying key external hires in advance to avoid delays post-funding.

Final Thoughts

Scaling a startup beyond product-market fit is as much about managing people as it is about executing strategy. Mohit's approach—early communication, clear vision, and structured preparation—offers a roadmap for founders navigating this transition.

If you’re a SaaS founder gearing up for your next growth phase and want to leverage AI to optimize your operations, book a free  AI Strategic Action Plan session with me. Let’s identify where AI can create the most value in your business and how to implement it effectively!