Landing sceptical clients; SAAS on the blockchain with Kyle Tut

Ryan is joined by the co-founder and CEO of NFT-based SaaS product Pinata, Kyle Tut. Kyle has a background in blockchain development and was previously the operations chief at RaceNote where he was responsible for developing management processes for products.

Kyle talks to Ryan about his journey into a technical space as a non-technical founder and his step-by-step approach to this. Kyle also gives some good tips on how to create and nurture relationships built on trust and respect with an audience/client base that is more complicated and sceptical than the average.


  • The majority of Pinata’s revenue comes from developers who use and develop their API into their product in marketplaces
  • Content marketing is one of the key ways that Pinata markets to its clients, providing value and conversation around their solution as well as other important aspects of the market.
  • Building relationships with developers is different to usual businesspeople and consumers. You have to give more time and information to build increased trust and respect.
  • Kyle always knew he wanted to build his own company. He loves storytelling and providing value.
  • Kyle became interested in the NFT and Crypto space due to the technology and its development. The monetary value and financials surrounding it is simply an added bonus for him.
  • As a non-tech person, Kyle knew he needed to gain some education around tech so started attending hack-a-thons. He then established and nurtured good relationships with tech-savvy guys leading to eventually meeting his co-founder.
  • Meeting technical people as a non-tech individual can be a barrier, but Kyle says you simply need to go where technical people are and build and nurture mutually valuable relationships with them.
  • An option for Kyle was to outsource all the tech but, having someone leading that truly understands tech, particularly tech ideas, is invaluable and how Pinata was born.
  • Talking to people, prior and during building their product, helped Pinata gain interest and loyalty from the space but also helped them create a better product that serves their customer base as best as it can.
  • Avoiding buzzwords and keeping their products and content simple ensures that Pinata remains accessible for everyone no matter what their experience and what stage they are at.
  • NFTs can be anything, including consumables, such as a cup of coffee. Kyle believes that this is the next narrative in NFTs.



 “Developers are much different to traditional business or consumer relationships”

“I had always known that I wanted to build my own company”

“I was lucky to be there in the space at the time”

“As a non-technical person, it is difficult to learn how to meet technical people”

“We’re finding a lot of success in our long-form content”

Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?”  Grab them HERE:

Ryan Staley

Founder and CEO

Whale Boss




How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more.

This is where Scaling and Sales are made simple in 25 minutes or less.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo:

See for privacy information.