Grow Your B2B SaaS (Joran Hofman)
Explore every episode of Grow Your B2B SaaS
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| 27 Aug 2024 | S4E18 - Learnings from a SaaS founder with 25+ years of entrepreneur experience With David Baum | 00:47:01 | |
In entrepreneurship, the path is full of ups and downs, with both triumphs and challenges. David Baum CEO & Co-founder @ Relato, a veteran entrepreneur with 25 years of experience, has navigated this journey, building and scaling several businesses. In a recent podcast episode on the Grow Your B2B SaaS Podcast hosted by Joran, David shared important lessons from his experiences, emphasizing perseverance, problem-solving, and engaging with the community. This episode is full of his key insights, providing valuable guidance for both new and experienced entrepreneurs. Key Timecodes
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| 03 Oct 2023 | S2E13 - How to secure an early-stage investment for your SaaS? with Lotte Geldermans | 00:39:15 | |
Securing early-stage investment for your SaaS (Software as a Service) startup is a pivotal step in turning your innovative ideas into a thriving business. To attract potential investors, it's crucial to first develop a compelling business plan that clearly articulates your product's unique value proposition and the problem it solves. Create a robust financial model that demonstrates a realistic and scalable revenue stream. Building a prototype or minimum viable product (MVP) can also instill confidence in investors by showcasing your team's ability to execute. Networking plays a crucial role; attend industry events, engage with potential investors on social media, and leverage your professional connections. Be prepared to tell a compelling story about your vision and how your SaaS addresses a market need. Finally, consider seeking guidance from mentors or advisors who have experience in your industry. With a solid plan, a strong network, and a compelling story, you'll be better positioned to secure the early-stage investment needed to propel your SaaS startup to success. In this episode of The Grow Your B2B SaaS podcast, we tackle a critical aspect of securing early-stage investments. Our subject matter expert is Lotte Geldermans, the portfolio lead at PitchDrive, an early-stage VC utilizing a data-driven approach for rapid investments. Lotte brings five years of experience at PitchDrive, overseeing a growing portfolio of startups. Lotte shares insights gained from evaluating numerous startup ideas and the evolution of the startups they've invested in. Key Timecodes
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| 06 Jun 2023 | S1E18 - Winning Against Big Competitors: A Product Strategy Guide with Torben Schulz | 00:25:29 | |
How can you Win Against Big Competitors? Imagine your product competing against one of the biggest and already established Brands like Excel. What product strategy should you implement to measure up to the biggest market competition? A clear product strategy is crucial in today's increasingly competitive business environment. Accordingly, this is our topic of discussion in today's special live-on-stage episode. Our guest expert, Torben Schulz is the co-founder and CEO of spreadsheet creator Rows. Why you should listen to Torben: With a management and consulting professional background, Torben is the founder of Rows, which seeks to become the best spreadsheets in the world. With household competition like Excel and Google Sheets, Rows' product strategy is geared towards giving users a more straightforward interface and data connectivity. In summary, Torben says the remarkable of his company are the reason any SaaS founder should give him a listening ear. Why a SaaS needs a clear product strategy: Torben argues that a clear product strategy gives direction to the SaaS and its people. With a clear product strategy in place, the designers and engineers in the organization have the necessary freedom and creativity to work on specific tasks. What is an ideal product strategy: The main building block of a clear product strategy, according to Torben, is a clear vision statement. The vision spells out the ideal customer profile and the problem that the product offers a solution to at present and in the future. In addition, it should articulate the jobs to be done in order to give direction to the people tasked with implementing the strategy. Importance of integrations in a product strategy: Torben indicates that integrations are key elements of Rows because they offer tangible value to the users. According to customer feedback, integrations is one of the main reason users prefer Rows over similar tools by competition. Although integrations are a major value driver, Rows adopts a freemium model, only charging for them upon upgrade after 10,000 executions in a single month. Our guest expert also addresses the element of churn regarding integrations, stating there is a low probability of churn when various spreadsheets and integrations are used. Free-trial integrations often have low retention because they are easy to use and do not need third-party intervention. On the other hand, integrations dealing with such complex workflows as Bigquery and Facebook, for instance, have lower churn rates because they require professional assistance with the tools. Time Stamps
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| 21 Mar 2023 | S1E7 - Bootstrapping To A 200M Acquisition With Patrick Campbell | 00:39:52 | |
How to bootstrap your B2B SaaS to a 200M acquisition? Our guest expert Patrick Campbell did it, and he will share his learnings and knowledge on this show. Why you need to listen to Patrick - Thanks to his company's analytics product, Profitwell Metrics, he has access to the payments data from around 3600 SaaS companies. This brings even a more unique context to his story as he has this rich data library at his disposal. How did you manage bootstrap acquisition for your business? The successful bootstrapping of his own B2B SaaS startup to a $200 million acquisition resulted from the willingness to optimize for the long term. They published lots of content from understanding the system they were working with, engaged with the target audience, and utilized the feedback accordingly. There were also effective cost-management strategies and intentional culture. Generally, they built a great product with high NPS. Would you ever charge for your free Metrics product - The Profitwell Metrics product does not lend itself to moving it to be paid because the nature of the market is not conducive. Thus, Patrick reckons it does not make business sense to start charging for it. He finds the alternative more appealing - instead of skimming a couple of millions at the minimum, they would instead work for a potential hundred billion dollars of lifetime revenue from the free Profitwell Metrics. Instead, the business can add other features to the paid-for effect. Challenges in converting a free trial to paid subscriptions - The hardest thing with bootstrapping with freemium was financial challenges. It would have helped Profitwell Metrics if they initially raised money for the free multi-product that required accuracy. Also, because of the first-timer effect, most of the actions were reactionary, given that it was his company. What does the data say? - The most successful SaaS companies utilize metric-based pricing. In B2B SaaS, a successful pricing model considers what the target customer values. Tactical churn, which often contributes to 20%-40% of credit card failures, can be addressed through revamping optimization and getting your monthly customers to annual arrangements. Advice to B2B SaaS companies growing towards 10k monthly revenue - focus on some measure of activation or engagement with your user before concentrating on making money. It helps to create a small number of customers pleased about using your product. Biggest advice: Cuttle with the Chaos. Key Timecodes
The show is hosted by Joran Hofman, founder of Reditus. Learn more about the podcast: https://www.getreditus.com/grow-your-b2b-saas-podcast/ | |||
| 23 Jul 2024 | S4E13 - How AuthoredUp Achieved 3,000+ Paying Clients with Their Go-To-Market Strategy With Ivana Todorovic | 00:41:32 | |
In this episode of the Grow Your B2B SaaS podcast, Joran interviews Ivana Todorovic, founder of AuthoredUp, a LinkedIn content creation and analytics tool. Ivana shares her journey from editing and blockchain roles to entrepreneurship. The conversation delves into founding and growing a SaaS company, covering challenges, strategies, and lessons learned. Key Timecodes
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| 04 Jun 2024 | S4E6 - How Tally bootstrapped to $100k MRR with a team of 3 With Marie Martens | 00:38:35 | |
In this episode of the Grow Your B2B SaaS podcast, host Joran sits down with Marie Martens, the dynamic co-founder of Tally, to delve into her remarkable journey of building a successful SaaS company from scratch. Tally, a streamlined and free form-building tool, skyrocketed from inception in 2020 to achieving a staggering 1.3 million ARR with over 300,000 users, all while maintaining a lean team of just two. Marie shares invaluable insights on navigating the early stages of a startup, leveraging communities like Product Hunt and Indie Hackers, and the importance of doing things that don't scale to secure those crucial first users. Tune in to uncover how Tally's product-led growth strategy and passionate user base have driven their success, and get inspired by Marie's practical advice on managing work-life balance and scaling sustainably. Don't miss this episode packed with actionable tips for SaaS founders aiming to replicate Tally's impressive trajectory. Key Timecodes
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| 08 Aug 2023 | S1E5 - How to leverage SEO as a B2B SaaS with Maeva Cifuentes | 00:33:00 | |
The most important and sustainable avenue for long-term growth is SEO. The big question is how to leverage SEO as a B2B SaaS? Long-term growth frequently depends on this investment. Maeva Cifuentes, CEO of Flying Cat Marketing, a startup that helps B2B SaaS companies with their SEO and content strategy, is our special guest today. Maeva has extensive knowledge to impart based on her three years of expertise and track record of working with over 40 B2B SaaS firms. Immediately, let's begin! Thank you for coming, Maeva.
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| 09 Jan 2024 | S3E6 - How to prepare your SaaS for an exit? With Dirk Sahlmer | 00:28:13 | |
What is a SaaS exit and how can you prepare for a SaaS Exit? This is one of the topics that has been extensively discussed on the Grow Your B2B podcast, with an in-depth coverage by Nathan Latka, Thomas Smale and Andrew Gazdecki. In this podcast episode, Dirk Sahlmer, the head of origination at the SaaS group, shared valuable insights on preparing SaaS companies for successful exits. With 17 acquisitions under their belt, the SaaS group has established itself as a key player in the industry, focusing on acquiring SaaS companies with a bootstrapper mindset and driving their growth. Dirk's journey into M&A began with a background in engineering and co-founding a company, eventually leading him to his current role as head of origination at the SaaS group. His extensive experience and expertise in the industry have equipped him with unique perspectives on preparing SaaS companies for exits. Watch on YouTube: Key Timecodes
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| 18 Jul 2023 | S2E2 - Why should someone buy your SaaS Now? With Michael Humblet | 00:40:04 | |
In this episode of the "Growing a B2B SaaS" podcast, host Joran Hoffman interviews Michael Humblet, author of the books "Why Now" and "Nobody Knows You," and founder of Chaomatic, a service company aiding VW sales companies in generating more leads through creative content. Michael shares his insights on why businesses should invest in B2B software tools right now and how to overcome common challenges in sales and marketing. The conversation begins with Joran asking Michael why people should listen to him and why the timing is crucial. Michael explains that most businesses struggle with lead generation and lack trust-building strategies. He emphasizes the importance of fixing the "nobody knows you" problem by creating content, gaining attention, and building trust with prospects before engaging in sales conversations. Michael further discusses the sales process, focusing on techniques to move deals forward. He highlights the significance of simplifying complex solutions, demonstrating the interface, and showcasing the value of a single feature that can bring significant benefits. He also emphasizes the need to structure sales pitches effectively and reduce the initial meeting time to increase the likelihood of progressing to the next step. The conversation then delves into Michael's book, "Nobody Knows You," which addresses the challenges of building trust and gaining attention. He emphasizes the use of social proof, such as logos or faces, to establish credibility. Michael also explains the importance of attention and provides tips for structuring content and presentations effectively to guide the audience's focus. Finally, Michael shares insights from his book "Why Now," which focuses on accelerating deals. He emphasizes the importance of using the right sales methodology for different situations, injecting doubt or certainty depending on the prospect's needs, and providing a clear structure to alleviate concerns and promote faster decision-making. He suggests incorporating action steps at the end of each interaction to keep prospects engaged and move them closer to conversion. The episode concludes with a discussion on potential challenges when implementing the strategies outlined in the books. Michael advises seeking feedback from others and existing prospects to gain valuable insights and ensure effective communication. Simplifying messaging and aligning it with the language prospects use is key to successful implementation. Overall, this episode provides actionable advice and strategies for B2B SaaS companies to overcome common sales and marketing challenges, establish trust, and accelerate deal closure. Key Time codes
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| 03 Sep 2024 | S4E19 - Go To Market learnings from B2B SaaS Trumpet With Rory Sadler | 00:39:39 | |
In this episode of the Grow Your B2B SaaS podcast, Host Joran sits down with Rory Sadler, the co-founder and CEO of Trumpet, a dynamic SaaS platform designed to streamline the buying process for customers. Since its launch in December 2021, Trumpet has rapidly grown, attracting hundreds of customers and thousands of companies on its free plan. In this episode, Rory shares the origins of Trumpet, detailing how he and his co-founders identified a crucial gap in B2B SaaS sales and built a solution to address it. He also opens up about Trumpet's funding journey, the challenges faced, and the lessons learned along the way. From embracing technology and AI to maintaining a strong customer focus and building a robust social media presence, Rory provides valuable insights for SaaS founders and entrepreneurs looking to navigate their own growth trajectories. Key Timecodes
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| 19 Dec 2023 | S3E3 - Lessons learned; Bootstrapping to 20M ARR With Emeric Ernoult | 00:40:25 | |
Bootstrapping a B2B SaaS to 20M ARR in revenue without significant external funding is challenging. Even though it might seem extremely difficult, you can do it using solid processes, having skilled people on the team, and the founder staying motivated and focused on the goal. This big goal is doable and possible with the right plan and determination. In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman interviews Emeric Ernoult, Co-founder of Agorapulse, a social media management software. Emeric shares his experiences and insights on growing a bootstrap SaaS to over 20 million ARR and the lessons learned. Emeric Ernoult co-founded Agorapulse, a social media management software company. Before entering the SaaS industry, Emeric worked as a business lawyer and launched a social network. He is passionate about growing SaaS companies and has valuable experience mentoring and advising other founders. Key Timecodes
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| 10 Sep 2024 | S4E20 - Building Client-Obsessed SaaS: Insights from a Seasoned Founder With Daan Assen | 00:39:11 | |
Starting a SaaS company can be a fun and challenging adventure. In this exciting episode of the Grow Your B2B SaaS Podcast, host Joran sits down with the proud founder of SwipeGuide, Daan Assen. SwipeGuide helps big companies like Heineken and Coca-Cola manage their workers better. In this episode, we’ll explore Daan’s story, the smart choices he made, and what he learned along the way. Key Timecodes
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| 29 Oct 2024 | S5E6 - Leveraging Customer Success for SaaS Growth: Churn, Collaboration, and Strategic thinking With Mike Dry | 00:43:08 | |
When it comes to Software as a Service (SaaS) business, customer success plays a crucial role in keeping a business healthy and thriving. It’s not just about acquiring new customers; it’s equally important to ensure that existing customers are satisfied and see the value in your product. Customer success focuses on enhancing customer experiences and encouraging effective product usage, while customer support addresses immediate issues as they arise. Together, these components work harmoniously to maximize customer satisfaction and minimize churn. In this exciting episode of the Grow Your B2B SaaS podcast, Host Joran Hofman welcomes back Mike Dry, the VP of Customer Success and Support at Dealfront, for a deep dive into how to leverage customer success for SaaS growth. Discover powerful insights on tackling churn, fostering collaboration, and honing your strategic thinking. Key Timestamps
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| 04 Apr 2023 | S1E9 - Creating a content strategy that drives signups with John Ozuysa | 00:29:17 | |
What is content? Or better yet, what is good content? Do you know how to create content that drives and converts into signups and paid clients? In today's episode, we host John Ozuysal, the co-founder of Datapad and advisor to other startups. We discuss how to create a B2B SaaS content strategy that drives signups. During his topical mapping, John explains that he uses internal backlinks for all relevant content. This greatly works for startups in the early stages with minimal resources because it is speedy. Common mistakes made with creating a content strategy. Limiting yourself to keyword tools. He says that you should ask the customers how and what they search for content. It, therefore, helps, during signup, to seek the problem and the desired solution from the customer. Thoughts on the rise of Chatgpt in content writing. He admits that he utilizes the tool for fast-tracking some functions in research instead of writing content with it. It helps generate content keyword ideas, optimize SEO, and identify entities from paragraphs. John dives into affiliate marketing and writing content for signups. Instead of focusing on the transactional page and leaving it in the hope it will rank, he advises creating supporting pages to link to the transactional page. It gives your content greater visibility to other potential companies that may want to affiliate with you to promote their content. Advice to startups growing to 10k MRR? Reverse your funnel by starting at the bottom with content targeting an audience seeking solutions like the one you offer. Advice to startups growing to 1M ARR? Invest more in the middle and top of the funnel. Using customer research, you should build next-generation features by writing relevant content. Key Timecodes
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| 02 Jan 2024 | S3E5 - How to implement the Growth Hacking mindset in your B2B SaaS? With Sean Ellis | 00:41:55 | |
What is growth hacking? and why is it important to implement your growth hacking mindset for your B2B SaaS? Well, In this episode on the Grow Your B2B SaaS Podcast, show host Joran Hofman interviews Sean Ellis, an expert in growth hacking and author of the book Hacking Growth. They discuss the concept of growth hacking and its application in startups and businesses. Sean shares his unique perspective gained from working with billion-dollar companies and emphasizes the importance of understanding the cause and effect of results in the growth process. Key Timecodes Sean Ellis
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| 07 Nov 2023 | S2E18 - How to become profitable as a bootstrapped SaaS? With Melissa Kwan | 00:36:28 | |
Building a successful startup, especially in the competitive world of B2B SaaS, is a challenging task. It requires dedication, strategic decision-making, and a focus on achieving profitability. Achieving profitability in a startup requires careful planning, customer focus, revenue-driven decisions, and adaptability. In this podcast episode on the Grow Your B2B SaaS, host Joran Hofman interviews Melissa Kwan, a successful entrepreneur bootstrapping her third startup, E-Webinar. Melissa shares her expertise on how bootstrapped founders can achieve profitability and why they must do so. Melissa emphasizes that becoming profitable allows founders to have financial stability, pay their team, and have the freedom to focus on their own happiness and personal goals. Melissa also discusses her anti-VC stance, explaining that she prioritizes a particular lifestyle over financial gain and prefers to build a company where life comes first. She advocates for founders to enjoy the journey and find fulfillment along the way rather than solely working towards a big exit or financial success in the future. Melissa advises founders to focus on revenue generation and make decisions based on what will increase revenue, rather than solely focusing on product features or improvements. By thinking about their product as a revenue-generating machine, founders can ensure the sustainability and profitability of their business. Melissa's insights shed light on the importance of profitability for bootstrap founders and the potential for a fulfilling and balanced lifestyle while building a startup. She encourages founders to prioritize their happiness and well-being while also considering revenue generation and making informed decisions for the growth of their businesses. We discuss strategies to increase revenue and profitability, such as focusing on add-ons and catering to power users. Melissa highlights the need to learn and implement marketing strategies, such as SEO and content generation, and emphasizes the challenges of transitioning from a sales-driven approach to a marketing-led one. She also shares her approach to building an audience on LinkedIn by crafting thoughtful, longer-form content. She provides insights into pricing strategies, revenue-driven decision-making, cost consciousness, and the importance of community and work-life balance.
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| 09 Jul 2024 | S4E11 - Bootstrapping your fully remote B2B SaaS beyond 20M+ ARR With Liam Martin | 00:45:31 | |
In today's episode of the Grow Your B2B SaaS podcast, host Joran welcomes Liam Martin, the co-founder of Time Doctor, a SaaS company specializing in time tracking and productivity monitoring. Liam's background is quite diverse, having worked as a journal editor, a research and teaching assistant, and the co-founder of staff.com. His entrepreneurial journey took a significant turn when he founded Time Doctor in April 2012, driven by a need to solve a problem he faced with an online tutoring business. Key Timecodes
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| 05 Sep 2023 | S2E9 - How to do product marketing for your B2B SaaS? With Alex Levin | 00:28:41 | |
Product marketing for your B2B SaaS requires a strategic approach to effectively reach and engage your target audience. Start by thoroughly understanding your customer personas and their pain points. Craft a compelling value proposition that highlights how your software solves their specific problems. Develop a clear and concise messaging strategy that communicates the benefits and unique features of your SaaS solution. Utilize content marketing to create informative blog posts, whitepapers, and case studies that showcase your expertise and provide value to your audience. Leverage social media, email marketing, and webinars to reach potential customers and nurture existing leads. Establish trust through customer testimonials and case studies, and invest in building a strong online presence through SEO and paid advertising. Lastly, continually gather feedback, analyze data, and iterate on your product marketing strategy to stay ahead in the competitive B2B SaaS landscape. In this episode, we dive into the world of product marketing, specifically tailored for B2B SaaS companies. Our guest for today is Alex Levin, co-founder and CEO of Regal, an AI-enabled, outbound, and SMS sales SaaS solution. Alex brings a unique perspective to product marketing, having transitioned from a background in B2C marketing to B2B SaaS. Key Timecodes
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| 05 Mar 2024 | S3E14 - How do investors analyse SaaS businesses? With Cameron Hay | 00:34:27 | |
In this post-COVID era, money isn't flowing freely anymore. But here's the burning question: How exactly do investors analyse SaaS businesses? Join us in this episode of the "Grow your B2B SaaS" podcast where we roll up our sleeves and dive into the detailed aspects and complexities involved in analyzing SaaS businesses, particularly in the post-COVID era. We'll shine a light on the crucial role of data-driven decisions in navigating the increasingly selective investment terrain of 2024 and beyond. Leading our discussion is none other than Cameron Hay, co-founder of Finomatic Consulting. With a treasure wealth of valuable experience and knowledge in corporate finance, accounting, and data analytics, which is highly beneficial in his role as an expert in assisting private equity-backed SaaS firms, Cameron is the go-to expert for private equity-backed SaaS firms seeking financial optimization and real-time KPI analysis. Buckle up for insights that will reshape your investment strategies! Key Timecodes
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| 15 Aug 2023 | S2E6 - How to do revenue attribution the right way? With Steffen Hedebrandt | 00:29:34 | |
When it comes to achieving accurate and insightful revenue attribution, mastering the right approach is crucial for the success of your business. In this episode, Joran Hofman hosts Steffen Hedebrandt the Co-founder of Dreamdata. In this episode, our guest expert helps us to understand How to do revenue attribution the right way. Revenue attribution isn't just about tracking where your customers come from; it's a strategic process that involves understanding the entire customer journey, identifying successful tactics, and optimizing your marketing efforts. To do revenue attribution the right way, start by implementing a comprehensive data collection strategy that encompasses various touchpoints, from CRM and marketing automation to website tracking and ad platforms. By creating an account-based timeline and connecting it to revenue outcomes, you gain valuable insights into what's truly driving your sales. Investing in reliable tools like Dreamdata can streamline this process, ensuring you're equipped with the accurate data you need to make informed decisions and replicate winning strategies. With precise revenue attribution, you'll be empowered to allocate resources effectively, enhance your marketing efforts, and ultimately drive sustainable growth for your B2B SaaS business. Key Timecodes
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| 27 Feb 2024 | S3E13 - How to turn Discovery Calls into Customers with Chris Orlob | 00:39:24 | |
What questions are you asking your prospects during the discovery call? Is your approach effectively engaging your prospects during the discovery call, and more importantly, are you successfully converting them into paying customers? The key to a fruitful discovery call lies in a carefully designed and proven strategic process. If you're aiming to enhance your customer conversion rate from discovery calls, then this episode is a must-listen. Our featured expert on this pivotal subject is Chris Orlob, the CEO of Pclub.io. With a wealth of experience in sales, marketing, and scaling startups, Chris brings a formidable background to the table. His track record includes driving substantial growth, such as elevating Gong.io's revenue from modest figures to over $200 million during his tenure. Moreover, as the co-founder of PClub and an investor in numerous startups, Chris possesses invaluable insights into refining go-to-market strategies and establishing scalable sales processes. His expertise is particularly pertinent for SaaS startups seeking growth and market expansion. Key Timecode
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| 02 May 2023 | S1E13 - How to win in a crowded B2B SaaS market with Alan Gleeson | 00:36:03 | |
Is your B2B SaaS struggling in a saturated market? Do you know the hacks and tricks of staying competitive in the increasingly crowded B2B SaaS market? If that's your current dilemma, then this is your episode. With our guest Alan Gleeson, we talk about how to curve a niche and become competitive in the B2B SaaS market that is becoming crowded daily. Why you should listen to Alan – He has gained immense experience from his involvement in the B2B SaaS market since browser software rendering became possible. Furthermore, Alan has worked as a consultant to more than 50 B2B SaaS companies in different countries. He has seen the inside of a lot of Google Analytics accounts at different growth levels, gaining a valuable understanding of growth drivers in a saturated market. Why start a B2B SaaS in a crowded market –B2B SaaS businesses are becoming more and more successful and have relatively low startup costs. On the other hand, he identifies the primary difficulty as the B2B SaaS market's competition due to the growing number of competitors. A very specialized or niched, obscure startup struggles with poor Google exposure or a competitive market sector that is oversaturated calls for a strong differentiation strategy. He characterizes competition as beneficial for a startup with a well-developed strategy. What should be in place before venturing into a competitive B2B SaaS market – You need to be aware of the table sticks features expected of the specific market category. Also, it is necessary to satisfy the product-fit requirement by initially gathering the required research. Key areas include competitor pricing, core features, search engine marketing companies, and a well-defined ideal customer profile. It would be best to consider only commercializing your B2B SaaS after validating all the assumptions. Key Time codes
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| 24 Sep 2024 | S5E1 - How to Scale Beyond Founder-Led Sales in B2B SaaS With Gavin Tye | 00:44:45 | |
In the early days of a startup, founder-led sales are crucial. Founders know their product and market well, often leading customer conversations. But as the company grows, this approach can hold back progress. To succeed long-term, it’s essential to shift to a scalable sales model. In this first episode of Season 5 of the Grow Your B2B SaaS podcast, host Joran sits down with Gavin Tye, the founder of Sales Market Fit, as they take a look at a simple plan to help make this transition and allow your business to thrive. Key Timecodes
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| 02 Apr 2024 | S3E18 - How Chili Piper is Becoming A Billion Dollar Company With Alina Vandenberghe | 00:27:47 | |
How is Chili Piper becoming a billion dollar company? In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Alina Vandenberghe, the co-founder and CEO of Chili Piper, a B2B SaaS company that helps sales teams automatically schedule appointments with leads They Instantly turn inbound leads into qualified meetings. They discuss Chili Piper's journey to becoming a billion-dollar company, including their valuation and mistakes along the way. Alina shares her personal motivation and the challenges she faced as an entrepreneur. She emphasizes the importance of trusting your own path and not listening to others' advice. Alina also provides advice for growing a B2B SaaS company, from zero to 10K MRR and beyond. Key Timecodes
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| 22 Aug 2023 | S2E7 - How to build a community as a B2B SaaS? with Mike Rizzo | 00:36:32 | |
How to build a community as a B2B SaaS? In season one, episode eight of our podcast, we were privileged to host Alex Theuma, where we discussed how to create a community within a B2B SaaS. In this episode, we take the subject matter a notch higher as we host Mike Rizzo, the Founder & CEO of Marketingops and community-led Growth Advisor at Rev Brains. We discuss the importance of having a thriving community as a B2B SaaS. Mike shares valuable, actionable tactics on How to build a community as a B2B SaaS. Establishing a thriving community within the realm of B2B SaaS demands more than just a product or service – it necessitates a strategic and holistic approach. Crafting a robust B2B SaaS community involves creating a space where industry professionals, clients, and stakeholders converge to exchange insights, best practices, and solutions. By fostering meaningful interactions through tailored content, engaging discussions, and collaborative initiatives, companies can forge lasting relationships, enhance customer loyalty, gather valuable feedback, and ultimately shape a community-driven ecosystem that adds substantial value to both their offerings and the industry at large.: Key Takeaways:
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| 19 Sep 2023 | S2E11 - How to reduce your CPL and scale profitable campaigns with Yann Skaalen | 00:25:28 | |
To reduce your CPL (Cost Per Lead) and scale profitable campaigns, it's crucial to adopt a strategic approach. Start by meticulously analyzing your audience data to target the most promising segments and refine your messaging accordingly. Implement A/B testing to optimize ad creatives, headlines, and landing pages, ensuring they resonate with your target audience. Employ advanced audience targeting options provided by advertising platforms, such as lookalike audiences and custom audience segments. Continuously monitor campaign performance and allocate budgets to the highest-performing channels and campaigns. Leverage automation tools for bid management and ad scheduling to maximize efficiency. Lastly, stay updated with industry trends and competitor strategies to adapt and innovate. By constantly fine-tuning your campaigns and embracing data-driven decision-making, you can lower your CPL while scaling profitable marketing efforts. In this episode, Joran hosts Yann Skaalen, founder, and CEO of Digtective , a tracking tool. Yann has extensive experience in advertising and tracking since 1999. Key Timecodes
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| 16 Apr 2024 | S3E20 - How to sell Enterprise SaaS, Learn from a 100M+ ARR founder With Jim Yu | 00:43:41 | |
Wondering how to sell enterprise SaaS? Well prepare to learn from a 100M+ ARR founder. In this episode on the Grow Your B2B SaaS podcast, Host Joran Hofman dives into a conversation with Jim Yu, the founder and exec chair at BrightEdge, exploring the ins and outs of building and selling enterprise SaaS. Jim generously shares his journey, reflecting on the hurdles and lessons learned along the way. He stresses the importance of laying a solid foundation before scaling, understanding the nuances of sales strategies, and cultivating advocates within enterprises. Furthermore, Jim delves into the necessity of a structured approach, the creation of effective playbooks, and staying attuned to the macroeconomic landscape. Offering invaluable advice to SaaS founders, Jim advocates for continuous iteration and optimization of value propositions, customer acquisition costs, and lifetime value. Drawing from his experience in growing BrightEdge to over $100 million ARR, Jim's insights shed light on the intricate world of enterprise SaaS. Key Timecodes
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| 16 Jul 2024 | S4E12 - Learnings & Advice from Second-Time SaaS Founder With Gary Amaral | 00:36:34 | |
In this episode of the Grow Your B2B SaaS Podcast, Host Joran interviews Gary Amaral, the co-founder and CMO of two SaaS companies, Unkover and Breadcrumbs. Gary shares his journey, insights, and challenges in building these companies, along with practical advice for SaaS founders. Key Timecodes
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| 28 Nov 2023 | S2E21 - How to grow your B2B SaaS to 10k MRR? Advice from 20 experts. | 00:26:01 | |
In season 2 of the Grow Your B2B SaaS podcast, we asked all our guests the same question: "What kind of advice would they give a B2B SaaS founder growing to 10K MRR?" We want to save you a lot of time in this summary episode, as we combined all the answers into one single episode. Are you looking to grow your SaaS and unsure how to surpass the 10k Monthly Recurring Revenue (MRR) mark? This podcast episode will be packed with great advice. All the guests will give practical advice on how to grow your SaaS and make it successful in the long term. Learn from industry experts. Since we asked all the guests the same question, but they covered different aspects, you will be able to get many other answers. Want an even quicker way to digest the information? Season 2 guests list and Topics covered
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| 28 May 2024 | S4E5 - How Involve.me bootstrapped to 7 figures in ARR | Lessons learned With Vlad Gozman | 00:38:44 | |
In this insightful and engaging podcast episode, Vlad Gozman, the founder of Involve.Me, shares his entrepreneurial journey and valuable lessons learned along the way. From starting his first company straight out of university to pivoting and growing Involve.Me into a successful SaaS company, Vlad's experiences offer a wealth of wisdom for aspiring SaaS founders. He emphasizes the importance of validation, building a strong team, leveraging AI effectively, and the power of partnerships in scaling a SaaS business. Tune in to discover practical advice and inspiring insights from Vlad's entrepreneurial journey to help you navigate the challenges and opportunities in the SaaS world. Key Timecodes
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| 22 Oct 2024 | S5E5 - How to Mold your GTM Team into a Revenue Factory | 00:50:02 | |
Scaling revenue operations effectively is essential to long-term success for any B2B SaaS company. Jacco van der Kooij, the founder of Winning by Design and author of Revenue Architecture, offers invaluable wisdom on creating a sales framework that adapts to the modern business environment. His insights are especially crucial for SaaS companies seeking to grow strategically, streamline their go-to-market strategies, and drive sustainable revenue. Let’s dive into some of the key takeaways from Jacco’s approach to building a winning revenue architecture. Key Timecodes
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| 12 Dec 2023 | S3E2 - How to audit your SaaS growth? With Asia Orangio | 00:43:12 | |
What is SaaS growth and why is it important to audit your SaaS growth? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman is joined by Asia Orangio, founder and CEO of DemandMaven, a growth consulting firm that assists SaaS companies in identifying their best growth opportunities. Together, they discuss the importance of auditing SaaS growth and provide valuable insights and strategies on how to conduct a growth audit. With a focus on revenue, retention, and sustainable growth, Asia shares her expertise from working with numerous SaaS founders and growth teams over the years. Asia has extensive experience working with and advising SaaS founders and growth teams for the last six years, and has worked with companies of all sizes and stages of growth. Her expertise spans from early-stage MVPs to scaling up, making her a valuable guest for discussing SaaS growth audits. Tune in to gain actionable advice and learn from the experiences of industry experts. Key Timecodes
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| 30 Apr 2024 | S4E1 - How to bootstrap two SaaS companies to a combined $10M ARR With Michael Kamleitner | 00:32:53 | |
When embarking on the journey of building a Software as a Service (SaaS) company, founders often face a many challenges at different stages of growth. One crucial aspect that cannot be overlooked is the process of finding the right people to fill key positions within the organization. Whether it's identifying the perfect fit for a lead role or building a strong management team, the importance of having the right individuals in place cannot be understated. This task requires a keen eye for compatibility in terms of go-to-market strategies, target audience alignment, and overall vision for the company's growth. In the Season 4 opener of the Grow your B2B SaaS podcast, host Joran Hofman engages in a candid conversation with Michael Kamleitner, CEO at Walls.io and Founder at Swat.io. Together, they explore Kamleitner's journey in bootstrapping two successful SaaS companies to a combined $10 million in annual recurring revenue (ARR). Key Timecodes
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| 11 Apr 2023 | S1E10 - How to bootstrap your SaaS to 7M ARR with Stefan Smulders | 00:33:35 | |
Learn from Stefan Smulders, founder of Expandi. He shares all his knowledge on how he bootstrapped Expandi past 7M ARR. He shares everything.. He is currently Scaling his SaaS bootstrapped to $10M ARR. He is a real-life coach for aspiring SaaS entrepreneurs, particularly those who choose the bootstrap approach. He is as honest as he can be about his experiences, including his successes and failures as an entrepreneur. Learn more about our guest: Stefan Smulders, Founder of Expandi. Timecodes
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| 11 Jul 2023 | S2E1 - How to run profitable ad campaigns? With Michael Damnjanovic | 00:26:36 | |
A profitable ad campaign is a marketing initiative that generates a positive return on investment (ROI) and achieves the desired objectives within a specified budget. In other words, it is an advertising campaign that brings in more revenue or value than the cost of running the campaign. The big question is, how do you run successful and profitable ad campaigns? The profitability of an ad campaign is typically measured by analyzing key performance indicators (KPIs) such as conversion rates, cost per acquisition (CPA), return on ad spend (ROAS), and overall ROI. If these metrics indicate that the revenue or value generated from the campaign exceeds the costs incurred, then the campaign is considered profitable. In this episode 1 of season 2 on The Grow your B2B SaaS Podcast , Joran Hofman hosts Today's subject matter expert is Michael Damnjanovic, CCO of Adline, an ad SaaS that helps clients make value-driving ads by leveraging artificial intelligence. Key Timecode
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| 05 Dec 2023 | S3E1 - How to achieve Product Led Growth for your SaaS With Wes Bush | 00:37:35 | |
How can you achieve successful product-led growth for your SaaS? We dive into this topic with the author of the bestselling book “Product-Led Growth”; Wes Bush. We will discuss everything from the core principles and significance of product-led growth (PLG) to how to implement PLG and overcome the most common challenges. Wes dispels the common misconception that PLG is solely about free trials or freemium models, breaking it down into three essential components: acquisition, product experience, and monetization. Subject matter guest expert Wes goes beyond the misconception that it's solely about free trials or freemium models. Instead, he breaks down the essence of product-led growth into three key components: acquisition, product experience, and monetization. It's about seamlessly guiding users from discovery to value realization and ultimately converting them into paying customers without direct sales intervention. Key Timecodes Wes Bush
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| 29 Aug 2023 | S2E8 - How to improve your user onboarding? with Ildefonso Prieto | 00:40:09 | |
How do you improve your user onboarding? Effective user onboarding is crucial for driving user engagement and retention on your platform. A seamless onboarding process welcomes new users, guiding them through your product's key features and benefits, while minimizing any potential hurdles. By implementing a user-centric onboarding strategy, you can ensure that users quickly grasp how to navigate and utilize your platform, leading to higher satisfaction levels and increased usage over time. Tailoring the onboarding experience to address user needs and pain points not only accelerates their journey to becoming proficient users but also cultivates a positive and lasting impression of your brand. In this episode, show host Joran Hofman speaks to subject matter expert Ildefonso Prieto to discuss how to improve your user onboarding. Ildefonso is a product growth consultant who helps SaaS companies grow their free-to-paid conversions. Key Timecodes
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| 20 Aug 2024 | S4E17 - How to build a startup within a Corporate? Building Respona within Visme With Farzad Rashidi | 00:40:45 | |
In this episode of the Grow Your B2B SaaS podcast, host Joran sits down with Farzad Rashidi, the co-founder and driving force behind Respona. Farzad reveals how Respona, a startup born within VisMe, a massive platform with 20 million users navigated the exciting journey of growing from an in-house tool to a thriving business. Farzad shares the ups and downs of building a startup inside a big company, the critical role of SEO in their growth, and the valuable lessons learned from engaging directly with customers. Plus, he offers insider tips on how Respona uses AI to stay ahead and why focusing on the right audience is key to success. Tune in for actionable tips and real-world advice from someone who’s turned a startup dream into a profitable reality. Key Time Codes
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| 19 Sep 2024 | S4E22 - How to grow your B2B SaaS to 10M ARR? Advice from 20 experts | 00:28:08 | |
Are you wondering how to grow your B2B SaaS towards 10M ARR? In Season 4 of the Grow Your B2B SaaS podcast, we asked all our guests a crucial question: “What advice would you give to a B2B SaaS founder aiming to reach $10,000,000 in Annual Recurring Revenue (ARR)?” We’ve compiled their answers into one special episode, which you can listen to in under 30 minutes. If you’re looking to grow your SaaS business and need help surpassing the $10,000,000 ARR mark, this episode is a must-listen. It’s packed with practical advice from industry experts who share their strategies and tips for achieving long-term success. The episode features diverse perspectives from experienced professionals, providing you with a range of actionable insights. Whether you need advice on marketing, sales, or customer retention, you’ll find valuable information to help you move forward. If you find any particular guest’s advice particularly helpful, we recommend checking out their full episodes for even more in-depth guidance. Each guest’s individual episode offers additional tips and detailed strategies that can further support your growth efforts. In short, this episode gathers the best advice from Season 4’s guests to help you overcome the $10,000,000 ARR hurdle. Tune in to gain valuable insights and practical advice that can make a significant impact on your SaaS business. Season 4 guests of the Grow Your B2B SaaS podcast
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| 04 Jul 2023 | S1E22 - How To Grow Your B2B SaaS To $1 Million ARR | 00:31:43 | |
Growing a B2B SaaS (Software as a Service) company to $1 million in annual recurring revenue (ARR) requires a well-planned strategy and consistent execution. While there is no one-size-fits-all approach, On the Growth Your B2B SaaS podcast, we hosted 20 quest experts on various subject matters. We asked them for this precious advice on how to grow your SaaS to 1 million ARR. If you aren't at this stage yet, then you will greatly benefit from our previous episode, where our guest experts advised on some of the key steps to help you get to 10k MRR. To move from 10k MRR to $1 million ARR our guest experts agree on some of the critical steps to take. Listen in and learn. Enjoy! | |||
| 16 Jan 2024 | S3E7 - How to price your B2B SaaS to accelerate growth? with Wolter Rebergen | 00:33:51 | |
What is your pricing approach for your B2B SaaS, and what metrics guide your pricing decisions? Additionally, how do you package your product? In this episode of the 'Grow Your B2B SaaS' podcast, host Joran Hofman engages in a deep dive with Wolter Rebergen, VP of Revenue Operations at Younium, to understand B2B SaaS pricing better. The discussion highlights the significance of effective pricing in fostering B2B SaaS growth, the evolving trends, and its pivotal role in startup success. Drawing from his wealth of experience with various B2B SaaS companies, Wolter shares valuable insights and expertise. Key Timecode
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| 12 Sep 2023 | S2E10 - How to build and grow a B2B SaaS Sales team? With James Ski | 00:26:53 | |
To build and grow a high-performing B2B SaaS sales team, it's essential to follow a strategic approach. Start by defining your ideal customer profile and understanding their pain points thoroughly. Then, hire sales professionals with a deep understanding of your industry and product. Provide comprehensive training and ongoing coaching to ensure they are well-equipped to communicate the unique value proposition of your SaaS solution. Implement robust CRM and sales enablement tools to streamline processes and track performance metrics. Foster a culture of collaboration and continuous improvement within your team, encouraging knowledge sharing and experimentation with various sales strategies. Additionally, invest in content marketing, thought leadership and social selling to generate leads and establish credibility in your industry. Regularly analyze data and adjust your strategies based on performance, ensuring a scalable and sustainable growth trajectory for your B2B SaaS sales team. In this episode of the "Grow Your B2B SaaS" podcast, host Joran welcomes James Ski, founder and CEO of Sales Confidence, SaaS Growth Event founder, public speaker, and author. The discussion centers on the evolving landscape of sales strategies and the crucial role of building a sales team in today's SaaS environment. Key Timestamps
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| 28 Mar 2023 | S1E8 - How To Grow A Network To Kickstart Growth With Alexander Theuma | 00:34:03 | |
How can you build a network help to grow your B2B SaaS? In today's episode, we host Alexander Theuma, the founder of Saastock, whose sole responsibility is to grow a network community in SaaS by organizing conferences that bring different people with different roles in the business. Over the last eight years, Alexander has proved himself to be an effective community organizer devoted to strong networks, community, content, building audiences, and events. He has also engaged with thousands of SaaS founders and gained actionable experience in building a conference business and how to scale it. From this episode, Alexander reveals that he niched into B2B Saas as he fell in love by design through undertaking sales for other people. The gap in the SaaS market inspired him to start a blog for the vendor-neutral community, where he sought experts to give their insight in his podcast. He takes pleasure in helping and serving the SaaS community by sharing the stories of those who have experienced the challenges of growing their recurring revenue business. What is the difference between a Network and a community? - Alexander explains that networks are born from a community. In his experience, his community came first through meetups with a small group of contributors to his blog. He was able to help the community build and grow. After that, he built a network by connecting with people from the community events and the audience of his podcast. Community building provided him with a product that he could offer to the community. Building a network is more self-rewarding because it enables you to grow a targeted contact list in the industry to grow your network. What are the most effective ways of Building a good network, and why is it important? - our guest expert shares that a strong network enables you to reach relevant people for introduction, advice, and feedback. Founders that build or have a network have a competitive advantage over their competition. Those who never act towards building a network always remain a step behind in their growth. Some of the most effective network-building strategies include running a podcast, doing meetups, organizing events, and reaching out. When building a network, founders find themselves making mistakes. Our guest expert shares some common mistakes made. Alexander cautions against seeking too much too soon before building and maintaining relationships and delivering value. It is crucial to approach building a network as a long-term endeavor instead of a quick fix. Key Timecodes
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| 20 Jun 2023 | S1E20 - What is Affiliate Marketing? With John Wright | 00:37:23 | |
What is affiliate marketing? And why is it important for you to set up an affiliate program for your business? On The Grow your B2B SaaS Podcast , Joran Hofman hosts John Wright the Co-Founder at StatsDrone. Having been in the industry for the past couple of decades, John leverages his academic engineering background to use data for business intelligence. He is keen to share his knowledge in affiliate marketing and business intelligence, which are increasingly important areas for SaaS founders in the digital business environment. Key Timecodes
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| 20 Feb 2024 | S3E12 - How to unify Sales, Marketing & SDR’s in your GTM strategy With Chris Walker | 00:40:22 | |
Ever wondered How to unify Sales, Marketing & SDR’s in your GTM strategy? Well, In this insightful episode of the Grow Your B2B SaaS podcast, we welcome Chris Walker, CEO of Passetto, a leading GTM consultancy, and Executive Chairman at Refine Labs. With his acclaimed podcast, Revenue Vitals, Chris brings extensive expertise to the table, emphasizing the crucial role of aligning sales, marketing, and SDRs for sustained growth. Learn valuable strategies for harmonizing sales, marketing, and SDR efforts in your go-to-market approach. Discover the significance of data-driven decision-making, customer-centric methodologies, and strategic cohesion for long-term success in the dynamic B2B landscape. Chris Walker's expert insights and strategic vision provide actionable guidance for SaaS founders and GTM professionals eager to optimize strategies and achieve business excellence. Tune in and transform your GTM approach today! Key Timecode
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| 19 Mar 2024 | S3E16 - The Unsexy Truth about Startup Success with Cristobal Alonso | 00:40:04 | |
What is the unsexy truth about startup success? Building a successful startup isn't easy. Founders face tough challenges while trying to make their vision a reality. It's commonly stated that founders face the heat in their kitchens but keep cooking nonetheless, and as a result, we primarily see the final product presented without actually knowing what it took to come up with this final product. In this exciting episode of The Grow your B2B SaaS podcast, host Joran Hofman talks with an expert in the field about what it really takes to start and grow a SaaS business. As the CEO of StartupwiseGuys and the author of "Perform: The Unsexy Truth About Startup Success," Cristobal Alonso shares practical advice from his experience in investing and starting businesses. He focuses on what works rather than flashy strategies. Join in as he spills the secrets to making your startup thrive. Key Timecode [00:00:00.000] - Show Intro [00:00:37.270] - Guest Intro [00:02:06.050] - Joran introduces the topic of startup success [00:03:06.450] - Cristobal defines success in startups [00:04:21.900] - Cristobal explains the key aspects of startup success from his book [00:06:01.620] - Common mistake in building a startup: hiring [00:07:44.480] - Importance of resilient culture in startups [00:08:59.420] - Implementing the startup success principles [00:09:44.300] - Differences between European and US startup examples [00:11:52.220] - Commonalities among successful European founders [00:15:51.110] - Implementing the startup success framework [00:17:09.770] - Transition in Accelerator programs towards funding and support [00:18:33.900] - Advice for founders reaching 10K MRR [00:19:36.900] - Advice for founders approaching 10 million ARR [00:30:29.070] - General advice for SaaS founders [00:35:18.850] - One thing Cristobal wishes he knew 10 years ago [00:37:44.370] - How to contact Cristobal | |||
| 13 Feb 2024 | S3E11 - How to Achieve Explosive Growth and Increase Profitability with Stefan Avivson | 00:36:04 | |
What is explosive growth and increased profitability, and How can you achieve explosive growth and Increase profitability? To help us understand this topic in the context of B2B SaaS companies, show host Joran Hofman invites subject matter expert Stefan Avivson. As a seasoned entrepreneur, Stefan commonly known as Mister Raw, recounts his journey of starting and selling multiple companies, along with the valuable lessons learned from both failures and successes. His focus on helping startups unlock their full potential and drive revenue growth is highlighted. Stefan shares his extensive entrepreneurial experience and insights gained from mentoring startups. Key Timecodes
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| 07 Feb 2023 | S1E1 - UI/UX Design, Importance & Best Practices With Peter Loving | 00:37:31 | |
The UX & UI of your B2B SaaS will determine the success you will have. Whether you are going for product-led, sales-led, or any other growth strategy. Users will need to understand and like the product. This is where UX & UI comes into place. Our guest Peter clearly spells out his credentials and why you need to afford him a listening ear as he discusses all things UX/UI. Can you draw the border between these two tech words often used interchangeably? Peter helps us to decipher the meaning and difference between these two design slangs. He shares with us what he regards as the genesis point and ending of UX in SaaS. Appropriately, he illuminates the process of improving your UX/UI. In this pilot episode, our guest shares free advice to both beginner and established B2B SaaS companies. Peter loops in the metrics to measure the success of design efforts in UX/UI as well as the best time for a company to seek the services of a B2B SaaS agency. Towards the conclusion, Peter denotes the need to learn how UX/UI design can deliver more value for your company. In general, this first episode of the B2B Saas podcast is filled with helpful information pertaining to UX/UI. You can count on enriching your knowledge after listening. Enjoy. Key Timecodes
This show is hosted by Joran Hofman, founder of Reditus. | |||
| 08 Oct 2024 | S5E3 - The Playbook of Growing 20+ B2B SaaS Companies: Tim Schumacher’s Guide to SaaS Success | 00:34:21 | |
In today's world of technology, many entrepreneurs are interested in Software as a Service (SaaS) businesses. But running a successful SaaS company is not always easy. In this episode on the Grow Your B2B SaaS host Joran Hofman sits down with Tim Schumacher, co-founder of SaaS Group, who has built a proven playbook for growing 20+ B2B SaaS companies. His playbook gives useful advice on how to overcome challenges and build strong SaaS businesses. SaaS Group has acquired over 20 B2B SaaS companies, and this experience has taught Tim a lot about what it takes for these businesses to thrive. Key Timestamps
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| 14 Feb 2023 | S1E2 - Customer Success: The Importance & Best Practices With Mike Dry | 00:41:00 | |
Want to set up or grow your CS team? Learn how to gain more revenue from your current clients and keep them longer. Mike Dry, Senior director of customer success at Leadfeeder will share the importance of CS and best practices. Over the past 10 years, he has gathered immense experience working with customers, teams, startups, and established companies. To start things off, we get Mike's definition of customer success within B2B SaaS. He observes that customer success entails leveraging technology to provide customers with support and the know-how to generate success on the company's product and, in the long term, continue purchasing the product. From the customer's perspective, customer success is having someone on the other end of the firm to speak with to try and solve their problems. In other words, it is having somebody they can bounce ideas with on new ways a product can be used. What is the right time for a company to establish a customer success program? On this, he explains that people need to get value from your product right away. Establishing a customer success department is an immediate requirement. However, as Mike explains, it is most required when a company is having challenges answering every question that customers have while doing the firm's core operations. What are some effective strategies for getting ahead of the game with customer success? It is crucial to keep accurate data records and create reports on what customers are doing that are relevant to your business. If you have a B2B SaaS business, for instance, you have to work out the critical determinants for value for your customer and then turn that into a report. Your company's growth is directly related to the value derived from your product. Your customer success team will also find those efforts invaluable. What are the three most important metrics for customer success? It comes down to financial metrics (growth churn, nature, expansion rate) for founders and business executives. The growth churn metric measures how well your product is doing on its own on the market. These expansion metrics enable the firm to see how effectively your sales team sells your customer base. His thoughts on tracking end value as a metric for customer success are also invaluable. He advises the need to seek feedback from the customer on the value derived from the product. Happier customers stay longer and bring return business to your business. You can apply this principle to any SaaS company you can think of. Furthermore, Mike spends some time illuminating some of the strategies and processes for growing your customer success team. He reckons that you should have elaborate metrics for determining the right time to hire somebody. These include workload - increased workload requires more personnel. Also, when you are experiencing diminishing returns, it is about time you hired a professional customer success team to improve the trajectory. Documenting and creating processes help make things easier for management and people coming on board and provide guidelines for customer success. Appropriately, Mike addresses some of the common challenges and obstacles to return rates. He argues that the economies of scale of a company greatly impact customer success levels; thus, smaller companies experience more significant challenges to their return rates than larger companies. If a customer leaves you, thoroughly investigate why they left and what you need to do for the remaining customers to realize greater customer success. At the same time, he provides valuable advice to startup and income-generating companies regarding customer success. This show is hosted by Joran Hofman, founder of Reditus. | |||
| 27 Jun 2023 | S1E21 - How to grow your B2B SaaS to 10k Monthly Recurring Revenue(10k MRR) | 00:40:53 | |
In season 1 of our podcast, we hosted 20 guest experts on various subject matters. The goal of our podcast is to help other B2 B Saas founders to grow. We asked our guests to share with us tricks and ideas of how to grow your Monthly Recurring Revenue and each expert had his own expert advice. Growing a B2B SaaS (Software as a Service) to $10,000 in monthly recurring revenue (MRR) requires a strategic approach and consistent effort. Here's a brief summary of the key advice and steps you can take to achieve this goal:
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| 06 Feb 2024 | S3E10 - How to implement a profit-led approach for your SaaS with Guillaume Moubeche | 00:39:03 | |
Wondering how to implement a profit-led approach for your Saas? Well to help us understand this topic, show host Joran Hofman interviews subject matter Guillaume Moubeche, also known as G. He's the brains behind Lempire, a company famous for its software products like lemwarm, lemcal, taplio, and tweethunterr, all made to help businesses grow. Guillaume's journey is amazing; he took Lempire from zero to $20 million in just five years. Thanks to Guillaume's smart leadership, Lempire is now valued at $150 million as of 2021. Guillaume's success story has been shared in over 200 media outlets. His hard work and talent for innovation have made Lempire a leader in the software industry Guillaume discusses the importance of implementing a profit-led approach for SaaS businesses emphasizing the importance of profitability to ensure the sustainability and success of startups. He also discusses the common reasons for startup failures, highlighting the significance of financial stability and the management of cash flow. He stresses the importance of adopting a profit-first mindset and challenges the traditional narrative controlled by VCs, advocating for a more sustainable and profitable approach to business growth. Guillaume emphasizes the significance of trust in building a successful B2B SaaS business. He introduces the concept of the "trust triangle," which consists of emotional connection, credibility, and reliability. He stresses the importance of establishing and maintaining trust with customers as a key factor in business success. Guillaume shares insights from his book, emphasizing the central role of trust in growing a business, particularly in the B2B domain. He highlights the pivotal role of trust in business growth, emphasizing the significance of establishing emotional connections, credibility, and reliability with customers. Guillaume stresses the value of providing tangible benefits to customers, such as helping them make more money or save time, while earning their trust through consistent delivery and reliability. Key Timecodes
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| 25 Jun 2024 | S4E9 - How to Bootstrap a B2B SaaS to $5M and Beyond With Bridget Harris | 00:48:59 | |
Are you wondering how to bootstrap a B2B SaaS to $5M and Beyond? In this captivating episode of the Grow Your B2B SaaS podcast, host Joran explores the journey of Bridget Harris, co-founder and CEO of You Can Book Me. Managing over 20,000 customers and 1.5 million bookings each month, Bridget reveals key insights on bootstrapping a successful SaaS business, obsessing over customers, and leading a remote team. Learn how Bridget's strategic decisions and focus on top-notch products propelled You Can Book Me to $5 million in annual revenue. Discover essential frameworks and tips to scale your own B2B SaaS startup, all without external funding. Tune in now for practical advice that could reshape your entrepreneurial path! Key Timecodes
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| 25 Apr 2023 | S1E12 - Hitting #1 on ProductHunt with no Marketing team with Robin Singhvi | 00:28:38 | |
What is Product Hunt? And why is it important to your B2B Saas? Becoming the number one searched product is not a walk in the park. Growing visibility of your product is crucial to the growth of your B2B SaaS business. One of the best ways to achieve this high visibility is by leveraging the networks of other sites. In today’s episode, we host Robin Singhvi, the founder of SmartCue. Robin is a product hunt expert, and in this episode, he will teach us some tricks and hacks for having your product rank number one without a marketing team. Why you should listen to Robin – He has been part of many startups, which all had exits. Robin is also well-traveled and experienced, having lived in the US, India, and Europe. Singularly, he managed to rank #1 on Product Hunt without the help of a marketing team. What is Product Hunt? – Robin speaks of Product Hunt as a distribution channel, like LinkedIn, email, affiliate marketing and sites like Reddit. However, Product Hunt gives you almost instant visibility to thousands of people. As a result, your business can get the attention of potential investors much faster, as well as increase revenue. Why SaaS companies need to list on Product Hunt – SaaS companies stand to benefit greatly from Product Hunt in terms of increased visibility and fast and valuable user product. In addition, Product Hunt allows for effective testing of your product positioning. Why ranking number 1 on Product Hunt matters – Ranking number one on Product Hunt greatly benefits a SaaS business. It gives the company high credibility with other SaaS companies seeking to affiliate with the business. It can also bring more traffic, leads, signups, partnerships, and investors. Common mistakes when launching on Product Hunt – Robin observes that most companies often treat their product launch as an after-thought as opposed to being part of the plan from the word go. Given product launch on the site is highly competitive, it is necessary to plan ahead by engaging with the community. Also, some companies lack authenticity and thus force things without a working strategy that entails building awareness. Strategies for launching on Product Hunt – Our guest expert advises a startup to utilize 60 days pre-launch to get things in order. This period should go into building a community and awareness. Leveraging communication channels and testing product positioning, among other go-to-market strategies, is important.
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| 21 Nov 2023 | S2E20 - Why you should hire globally as a SaaS company? With Amir Reiter | 00:25:33 | |
Why should you hire globally as a SaaS company? In this episode on the Grow Your B2B SaaS podcast, we delve into the crucial topic of the importance of global hiring for SaaS companies. Our guest, Amir Reiter, CEO and founder of CloudTask, a prominent B2B sales solution marketplace, brings his expertise, drawing from experiences at companies like Drift, HubSpot, and NetSuite. Amir shares insights on the evolving dynamics of work, emphasizing the significance of seeking talent on a global scale, especially post-COVID. Whether expanding your SaaS business or contemplating international hires, this episode is a must-listen. We explore the keys to successful global hiring, distinguish between outsourcing and global hiring, and highlight the transformative impact on both businesses and the lives of those working globally. Tune in for invaluable perspectives! Key Timecodes
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| 17 Sep 2024 | S4E21 - How to grow your B2B SaaS to 10K MRR? Advice from 20 experts | 00:30:09 | |
In Season 4 of the Grow Your B2B SaaS podcast, we asked all our guests a crucial question: “What advice would you give to a B2B SaaS founder aiming to reach $10,000 in Monthly Recurring Revenue (MRR)?” We’ve compiled their answers into one special episode, which you can listen to in under 30 minutes. If you’re looking to grow your SaaS business and need help surpassing the $10,000 MRR mark, this episode is a must-listen. It’s packed with practical advice from industry experts who share their strategies and tips for achieving long-term success. The episode features diverse perspectives from experienced professionals, providing you with a range of actionable insights. Whether you need advice on marketing, sales, or customer retention, you’ll find valuable information to help you move forward. If you find any particular guest’s advice particularly helpful, we recommend checking out their full episodes for even more in-depth guidance. Each guest’s individual episode offers additional tips and detailed strategies that can further support your growth efforts. Season 4 guests of the Grow Your B2B SaaS podcast
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| 11 Jun 2024 | S4E7 - How MyAskAI bootstrapped with a team of 2 to $300k ARR With Michael Heap | 00:34:31 | |
In this episode of the "Grow Your B2B SaaS" podcast, host Joran interviews Mike Heap, the founder of My Ask AI, an AI customer support solution. Mike shares his entrepreneurial journey, the challenges he faced, and the strategies he employed to grow his company to 40,000 users and $300K ARR within one and a half years. Mike urged founders to stay focused on their vision and to avoid getting distracted by every new technological trend. He underscores the importance of doing the "boring things" consistently to achieve long-term success.. This episode offers a comprehensive look into the journey of building a successful B2B SaaS company, highlighting the importance of adaptability, customer focus, and strategic marketing. Key Timecodes (00:52): Introduction to Mike Heep and My ask AI (01:17): Mike's entrepreneurial journey and early career (02:53): From corporate to startup: Mike's transition (03:28): Goals and motivations for My ask AI (04:08): Overcoming challenges and rock bottom moments (09:27): Go-to-market strategy and distribution channels (16:14): Critical decisions and building with Bubble (21:08): Managing the company and prioritizing tasks (29:01): Advice for SaaS founders at different stages | |||
| 20 May 2024 | S4E4 - The story behind Ocean.io: AI first & 10M in funding With Michael Heiberg | 00:33:02 | |
In today's episode of the "Grow Your B2B SaaS" podcast, we dive into the journey of Michael Heiberg, CEO and founder of Ocean.io, a cutting-edge account-based data platform powered by AI. Join us as we uncover Michael's path from sales at SAP to launching his own venture, exploring the challenges and triumphs he faced along the way. Discover how Ocean.io is reshaping the sales and marketing landscape through precision targeting and innovative AI solutions. Key Timecodes
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| 23 Apr 2024 | S3E21 - How to grow your B2B SaaS to 10K MRR? Advice from 20 experts | 00:28:13 | |
In season 3 of the Grow Your B2B SaaS podcast, we asked all our guests the same question: "What kind of advice would they give a B2B SaaS founder growing to 10K MRR?". By combining all the advice into one single episode you will be able to hear their answers in less than 40min! So, are you looking to grow your SaaS and unsure how to surpass the 10k Monthly Recurring Revenue (MRR) mark? This podcast episode will be packed with advice from industry experts. All the guests will give practical advice on how to grow your SaaS and make it successful in the long term. If you like the answer of any of the guests, we would recommend jumping into the whole show as there will be a lot more advice! | |||
| 26 Mar 2024 | S3E17 - How to setup affiliate marketing for B2B SaaS with Dustin Howes | 00:39:32 | |
Do you already have an affiliate marketing program set up for your B2B SaaS? If not, Are you considering setting up an affiliate marketing program for your B2B SaaS but unsure where to start? Fear not! In this episode of the Grow Your B2B SaaS Podcast, hosted by Joran Hofman, we delve deep into the world of affiliate marketing. Our guest expert, Dustin Howes, brings over 13 years of experience in affiliate marketing, having worked with renowned companies in the industry. With his extensive expertise, including hosting the Affiliate Nerd Out podcast and creating his own affiliate marketing masterclass, Dustin is the go-to resource for discussing effective affiliate marketing strategies. Key Timecodes (00:36)Show and guest intro (1:17)Why listen to Dustin (2:14) What is Affiliate Marketing (3:12) Minimum Requirements for Starting an Affiliate Program (4:52) Misconceptions About Affiliate Marketing (6:57) Benefits of Setting Up an Affiliate Program for B2B SaaS Companies (9:32) Common Mistakes in Setting Up and Managing an Affiliate Program (11:55) How the perfect Onboarding of Affiliates should look like (14:09) Why it's important to write content for your affiliates (18:02) Dustin’s Ideal process for setting up an affiliate program (20:47) The Importance of Patience in Growing an Affiliate Program 25:09 Can your Existing Clients be your Affiliates? (25:43) Best Practices for Onboarding Affiliates (27:49) Influencers vs. Established Publishers: Which Content Strategy Reigns Supreme? (29:24) Challenges in Affiliate Marketing Outreach (31:57) Advice for Growing a SaaS to 10K MRR (33:13) Advice for Growing a SaaS to 10M ARR (35:13) Advice for SaaS Founders (37:02) The One thing Dustin wishes he knew 10 years ago (37:06) The Importance of AI in Marketing | |||
| 18 Apr 2023 | S1E11 - Customer-led growth: How to get started with Katya Ryabova | 00:35:31 | |
As a SaaS founder, it is crucial to understand how to get customer insight and leverage them for the growth of your Saas business. In today's episode, our guest is Katya Ryabova. Katya enlightens us on Customer-led Growth strategy, how to get started and its place in a SaaS company. As a researcher and consultant, Katya advises over a dozen SaaS and tech companies. Why you need to listen to Katya - As a certified Customer-Led Growth consultant, She has gained immense experience working with many SaaS and tech companies. Over the past 13 years, she has built on her social research background to help SaaS founders to run their customer research and turn it into actionable insight that informs the decision-making on their product and marketing. What is Customer-Led Growth strategy (CLG)- Katya defines Customer-Led Growth strategy as an array of repeatable strategies that a business owner can implement at every strategy to realize growth. It entails gathering customer information, interpreting it, and mapping it according to the ideal customer profile. It is an effective strategy for understanding the gaps and opportunities in the market to enable customers to find you and convert quicker. Katya clarifies that CLG is not a substitute or competitor to sales-led growth or Product-Led Growth strategies. She sees it as a foundation by which a SaaS founder can implement along with other growth strategies. Timecodes
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| 18 Jun 2024 | S4E8 - Learnings from a Second-Time SaaS Founder With Joe Lewin | 00:31:43 | |
In the latest episode of the Grow Your B2B SaaS Podcast, host Joran engages in a candid conversation with Joe Lewin, founder of Foundy, an acquisition fundraising portal. Joe shares his entrepreneurial journey, offering valuable insights and experiences. His background includes the successful founding and subsequent sale of Swings, a tech company, providing him with a wealth of knowledge on building a successful business from the ground up. Joe emphasizes the importance of validating business ideas early on. He advises aspiring entrepreneurs to ensure their market model and customer base are supported by real potential customers, not just friends and family. This validation can save time and resources by steering efforts toward viable opportunities. Key Timecodes
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| 30 Nov 2023 | S2E22 - How to grow your B2B SaaS to 10M ARR? Advice from 20 experts. | 00:29:19 | |
In season 2 of the Grow Your B2B SaaS podcast, we asked all our guests the same question: "What kind of advice would they give a B2B SaaS founder growing to 10M ARR?" So have you surpassed the 10K MRR, and looking to scale to 10M ARR? This podcast episode is for you! This podcast episode will be packed with valuable advice. Make sure to follow the podcast if you like this content 💙 Since we asked all the guests the same question, but they covered different aspects, you will be able to get many other answers. Want an even quicker way to digest the information? Season 2 guests list and Topics covered
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| 09 Apr 2024 | S3E19 - How to build a billion dollar business within a year With Adam Robinson | 00:39:58 | |
Is it possible to build a billion-dollar business within a year? Well, the answer is YES! In this special episode of the Grow Your B2B SaaS podcast, recorded live on stage at the SaaS Open event in Austin, USA, show host Joran Hofman sits down with Adam Robinson, the founder of retention.com. This episode covers the critical factors and hacks to building a billion-dollar business within a year. Adam's RB2B companies focus on identifying website visitors on a personal level, with Retention targeting e-commerce and B2B. Adam is striving to bootstrap his company to unicorn status and has a TV series called The Billion Dollar Challenge. Previously, he bootstrapped Rob Lee email marketing to an eight-figure exit as co-founder and CEO. Adam shares his experiences and insights on bootstrapping startups, the meaning of building a billion-dollar company, and the importance of radical transparency in business. He also discusses the challenges of scaling a business, the role of product-market fit, and the value of a founder brand. Adam emphasizes the need for financial discipline, focusing on product-market fit, and leveraging social media to spread awareness. Key Timecodes
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| 30 Jan 2024 | S3E9 - How to achieve Product Market Fit for your B2B SaaS With Maja Voje | 00:46:31 | |
How can you achieve Product Market Fit for your B2B SaaS? Why is a Go-To-Market Strategy important for your B2B SaaS? In the first season of this podcast, we interviewed Andrew Davies on the same topic, resulting in one of our most listened-to episodes. To delve deep into the concept of product-market fit and the entire spectrum of the go-to-market strategy, show host Joran Hofman speaks with Maja Voje, a best-selling author of 'GTM Strategist' and the Founder & Investor at Growth Lab. Maja, an expert in go-to-market strategies for SaaS companies, is actively involved in running GTM Bootcamps, hosting podcasts, and mentoring within the Swiss entrepreneurship program. Key Timecodes
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| 05 Nov 2024 | S5E7 - From Idea to Income: How to Build, Launch & Scale a Successful Micro-SaaS With Alex Urquhart | 00:43:59 | |
In today’s fast-paced digital world, micro SaaS platforms are making waves and for good reason. As our guest describes it, micro SaaS is a streamlined version of Software as a Service that addresses specific problems with targeted solutions. Unlike traditional SaaS, which aims to cover a broad range of needs, micro SaaS focuses on niche markets, often created by solo entrepreneurs or small teams. This trend signals a shift toward more specialized, affordable, and user-friendly software that truly makes an impact. In this enticing yet intriguing episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with Alex Urquhart, the founder of Market Science, to discuss micro SaaS more specifically, how to build, launch, and scale a successful micro SaaS. Key Timestamps
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| 12 Mar 2024 | S3E15 - How to scale your SaaS to 1M MRR using processes with Matt Wolach | 00:40:16 | |
Are you wondering how to scale your SaaS to 1M MRR? Well, the secret lies in setting up and having the right processes in place. In this episode of the 'Grow your B2B SaaS' podcast, Joran Hofman sits down with Matt Wolach to discuss how to scale your SaaS to 1M MRR using processes. Matt is a multi-faceted professional with experience as a founder, investor, mentor, and podcast host. His diverse background includes roles such as VP of Sales, CEO, CRO, and Director of Sales and Marketing, offering a wealth of insights on growing B2B SaaS companies. Matt shares his journey of overcoming sales challenges in his early days, highlighting the importance of persistence and learning from failures. Through his own ventures and client successes, Matt emphasizes the significance of developing effective sales processes to achieve growth. Key Timecodes
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| 23 May 2023 | S1E16 - How to do sales prospecting for your B2B SaaS With Rob Harlow | 00:35:59 | |
What is sales prospecting? And are you doing it right in your SaaS? In today's ever-competitive SaaS industry you must perform sales prospecting correctly to realize maximum growth. In this episode, we host a self-declared "Natural Geek" Founder, Investor, and Late Night Innovator Rob Harlow. Why you need to listen to Rob: He is a specialist in social Prospecting and has seen his company's Outbase grow tremendously year on year. Rob has access to a massive database of over 20 million prospects across 70 countries worldwide. As an industry leader in prospecting in the UK, their annual report, The State of Prospecting, is now a highly sought-after benchmark for Prospecting and optimization. What is Prospecting: Rob defines Prospecting as finding the right person in the right organization to determine that your product or service offering perfectly fits. He argues that Prospecting is an everyday function that every salesperson in an organization has undertaken or has become versed with. Prospecting has grown more sophisticated in the digital space with the advancement in technology. As such, companies can leverage more significant amounts of data and utilize various automated processes. Rob identifies three aspects as the main areas of Prospecting: researching, identifying, and engaging. Importance of Prospecting to SaaS Companies: In addition to product-led and sales-led growth, B2B SaaS companies require sales prospecting to match their ideal customer profile precisely. As an outbound strategy, Prospecting enables a B2B SaaS to scale its sales and marketing efforts. Our guest advises that a company should place prospecting at the center of the sales process, given today's digital capabilities. Minimum requirements for prospecting at a company: Our guest expert says that a company needs to have a functional CRM in place before starting the prospecting function. The CRMs serve to manage incoming leads and customer conversations properly. In addition, having a well-documented sales process is crucial because it makes the prospecting campaign a success. Common mistakes companies make in Prospecting: Rob points out that most companies need a sound technical setup to enable a successful prospecting effort. Given that emailing is also an integral part of Prospecting, the functionality of the messaging tools is crucial. An extensive target group also results in messaging that does not appeal to everyone, thus failing Prospecting. It is important to send emails to reach the right target accounts. Key Time Codes
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| 01 Aug 2023 | S2E4 - How to sell your B2B SaaS? with Thomas Smale | 00:31:39 | |
Welcome to the Growing a B2B SaaS podcast, where we provide actionable advice on all aspects of growing a business-to-business software company. Whether it's customer success, sales, funding, bootstrapping, exits, or scaling, we've got you covered. In this episode, we'll dive into the topic of making your SaaS startup sellable and discuss the steps to selling your business successfully. Our special guest today is Thomas Smale, the founder and CEO of FE International, Inc, a tech-focused M&A advisory firm with an impressive track record of over 1 billion in closed transactions and more than 1200 deals completed worldwide. Getting Ready for an Acquisition Understanding the Path to Acquisition Thomas begins by emphasizing that the decision to sell a SaaS business should be considered early on in its journey. Once a business starts gaining traction, usually at around $1,000 monthly recurring revenue (MRR), founders should start thinking about their long-term goals. It's essential to be honest with oneself about what you want to achieve, whether it's building a billion-dollar valuation or a smaller, million-dollar valuation. Each path requires different strategies and efforts, and defining your goals early will help you align your business accordingly. Valuation Methods Thomas explains that valuing a SaaS business is a complex process. While the most common approach is using precedent transactions (comparing the business to similar ones that have been sold), there are various valuation methodologies. These include discounted cash flow analysis (DCF) and multiples of revenue or profit. However, no single formula fits all businesses, and it's crucial to consider the specifics of each case to arrive at a fair valuation. Common Mistakes to Avoid One of the most common mistakes SaaS founders make when preparing to sell is artificially inflating short-term profitability to improve valuation. This involves cutting costs or laying off staff to increase profit margins temporarily. Such tactics can backfire in the long run and are easily spotted by savvy buyers. Instead, focus on building a strong and sustainable business model with genuine profitability. Challenges in the Selling Process One of the main challenges for founders is managing their expectations during the selling process. Unrealistic valuation goals can hinder the selling process, leading to wasted time and missed opportunities. Thomas advises being open to negotiations and realistic about the market value of your business. Additionally, founders sometimes try to handle the selling process themselves to save money, but this can result in suboptimal outcomes. Engaging an experienced M&A firm can lead to better deals and higher returns, making it a valuable investment. Key Timecodes
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| 13 Aug 2024 | S4E16- Buying & Selling a SaaS: Everything you need to know with Blake Hutchison | 00:40:46 | |
Are you thinking about exiting your SaaS business? Unsure about where to start, who to talk to or what it’s worth is? This episode will guide you through buying and selling SaaS businesses with expert advice! In this episode of the Grow Your B2B SaaS Podcast, Joran chats with Blake Hutchinson, CEO of Flippa. They dive into how to prepare for a business exit, the details of buying and selling SaaS businesses, and Blake’s own journey as an entrepreneur. This discussion is packed with valuable tips for anyone involved in the SaaS world.This episode looks at SaaS business transactions and gives helpful advice for new and experienced entrepreneurs. Key Timecodes
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| 25 Apr 2024 | S3E22 - How to grow your B2B SaaS to 10M ARR? Advice from 20 experts | 00:34:05 | |
In season 3 of the Grow Your B2B SaaS podcast, we asked all our guests the same question: "What kind of advice would they give a B2B SaaS founder growing to 10M ARR?". By combining all the advice into one single episode you will be able to hear their answers in less than 40min! So, are you looking to grow your SaaS and unsure how to surpass the 10M Annual Recurring Revenue (ARR) mark? This podcast episode will be packed with advice from industry experts. All the guests will give practical advice on how to grow your SaaS and make it successful in the long term. If you like the answer of any of the guests, we would recommend jumping into the whole show as there will be a lot more advice! Season 3 guests of the Grow Your B2B SaaS podcast
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| 14 Nov 2023 | S2E19 - Strategic Finance: getting from Product-Market Fit to Go-To-Market Success Joyce Mackenzie Liu | 00:36:37 | |
Embarking on the journey from product-market fit to go-to-market success is a pivotal moment for any SaaS startup. It requires a strategic approach and a keen understanding of market dynamics. The CFO plays a crucial role in guiding the company through this critical transition. In this episode on the Grow Your B2B Podcast, we explore the important aspects and best practices that can help startups navigate this journey successfully. Our subject matter expert is Joyce Mackenzie Liu the Founder and CEO of Pegafund a company that provides fractional CFO services and leadership upskilling to high growth, investor-backed SaaS businesses. Joyce shares her insights on strategic financing for SaaS companies, particularly in achieving product-market fit and go-to-market success. She emphasizes the importance of understanding product metrics, customer feedback, and financial stability to determine product-market fit. Joyce also highlights the significance of having accurate financial reporting and leveraging SaaS metrics to make informed strategic decisions for growth. Furthermore, she discusses the evolving role of the CFO, emphasizing the need for business intelligence and commercial expertise in a rapidly changing market. Key Timecodes
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| 07 Mar 2023 | S1E5 - Product Led Growth: How To Get Started With Antti Suikkanen | 00:34:08 | |
How can you leverage Product-Led Growth to grow your B2B SaaS? In this episode, we talk with Antti Suikkanen, about how to get started with product-led growth to scale your SaaS. What is Product-led Growth? - Antti Suikkanen sees product-led growth as how the world works today: people today want to figure out the value they can attain from a product before deciding to buy it. Product-led growth model vs sales-led growth - Product-led growth follows a more precise framework: the product has to be excellent, and easy to use, and the user has to find the value faster. With sales-led growth, you have to paint the picture to the user about the features and value of the product. When to start on product-led growth - Our guest argues that it is necessary first to determine if your product and service fit product-led growth. If it is too complex, your account values are very high or the number of potential clients is not big, then you need to weigh if product-led growth is the right strategy for you. Key Timecodes
The show is hosted by Joran Hofman, founder of Reditus | |||
| 26 Dec 2023 | S3E4 - How to improve your SaaS Sales With Kevin Dorsey | 00:35:23 | |
Wondering How to improve your SaaS Sales ? Well, In this episode, Joran interviews Kevin Dorsey, the Senior President of Sales and Partnerships at Bench, discussing the strategies and processes for successful SaaS sales. Kevin's experience and expertise in sales leadership make him a valuable guest for this episode. Kevin Dorsey, known as KD and the Father of Modern Sales Leadership, has an impressive background in sales, having worked with over 400 sales organizations and achieved success in different industry verticals. His expertise and experience make him a valuable resource for discussing SaaS sales strategies. Kevin defines SaaS excellence as a higher standard of execution and expectations in sales, product development, customer success, and marketing. He emphasizes the importance of consistently holding oneself to a bar of excellence and delivering value. According to Kevin, achieving SaaS excellence involves repeatability at a high standard, focusing on problem-solving, understanding customer needs, and striving for continuous improvement. He emphasizes the habit of operating with the intention to achieve excellence. Key Timecodes
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| 10 Oct 2023 | S2E14 - How to get capital as a bootstrapper? With Nathan Latka | 00:31:23 | |
Bootstrapping, the art of building a business without external funding, requires resourcefulness and strategic financial management. As a bootstrapper navigating the entrepreneurial landscape, securing capital can be a challenging yet essential aspect of scaling your venture. While traditional funding avenues like venture capital may seem elusive, there are alternative strategies to fuel your startup's growth. In this insightful episode on the Grow Your B2B SaaS - Podcast , show host Joran Hofman hosts a subject matter expert on how to get capital as a bootstrapper. Our guest is Nathan Latka. Nathan is the founder of FounderPath, a platform that helps SaaS companies grow without giving up equity. In addition to that, he has deployed capital to over 200 bootstrap founders out of a $150 million fund. He is the author of the Wall Street Journal bestselling book, "How to Be a Capitalist Without Any Capital.” Lastly, he is a host of "The Top Entrepreneurs" podcast, which has over 20 million downloads. Key Timecodes
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| 30 Jul 2024 | S4E14 - How MorningScore Transforms SEO with Gamification With Karsten Madsen | 00:36:06 | |
How did MorningScore transform SEO with gamification? In this episode of the "Grow Your B2B SaaS" podcast, host Joran interviews Karsten Madsen, the founder and CEO of Morningscore. This episode delves into Karsten's entrepreneurial journey, the challenges he faced, and the strategies he used to grow his SaaS company. Morningscore is a gamified SEO tool designed to help small companies improve their visibility on Google. Key Timecodes
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| 06 Aug 2024 | S4E15 - Scaling Success: How Luzmo's B2B SaaS Surpassed $5M+ ARR With Thomas De Clerck | 00:33:45 | |
In this episode of the Grow Your B2B SaaS Podcast, Joran hosts Thomas De Clerck, founder of Luzmo (formerly Cumul), a company specializing in AI-powered analytics solutions for businesses. Thomas, who brings extensive experience from previous roles at Google and other tech companies, shares his journey from Luzmo’s inception in 2015 to its current status with over €5 million in annual recurring revenue (ARR). Thomas’ story provides a masterclass in navigating the complexities of scaling a SaaS startup and offers invaluable insights for aspiring entrepreneurs. Tune in to explore the key takeaways from his experience that can guide you on the path to success. Key Timecodes
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| 01 Oct 2024 | S5E2 - Building a Sustainable SaaS Business: Key Strategies for Long-Term Growth With Ferdinand Goetzen | 00:36:37 | |
In the B2B SaaS world, achieving sustainable growth is no small feat. It involves more than just capturing quick wins; it requires a well-thought-out strategy that ensures long-term success. In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sat down live with Ferdinand Goetzen, a founding partner at the Growth Syndicate, at the B2B Rocks SaaS event in Paris, where Ferdinand shared his key tips for building a strong SaaS business and offered valuable insights into this complex process. Key Timecodes
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| 28 Feb 2023 | S1E4 - Sales Process: The importance & Best Practices With Gavin Tye | 00:34:46 | |
Want to sell your B2B SaaS? Learn from Gavin Tye on how to create demand for your SaaS without selling. A marketer does not always have a full understanding of the problem existing in their business. Any B2B SaaS business founder should first understand the specific business processes they impact directly or indirectly and figure out how to quantify them. As such, you need to demonstrate to the target audience how much it costs them and highlight the existing inefficiencies of their business processes so they can move forward. A SaaS company has to know the business processes they are solving. Who in the business is most impacted by the processes that have the authority to buy from you? Have consistent effort to test your messaging and market. Key Time Stamps
The show is hosted by Joran Hofman, founder of Reditus | |||
| 14 May 2024 | S4E3 - How Userflow grew to 4.6M ARR with a team of 3 With Esben Friis-Jensen | 00:37:51 | |
How did Userflow grow to 4.6M ARR with a team of 3? In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Esben Friis-Jensen, the founder of Userflow, a successful SaaS company that grew to 4.6 million ARR and was later acquired by Beamer. Esben's entrepreneurial path is a testament to the power of persistence, innovation, and strategic decision-making in the competitive landscape of the tech industry. Esben shares his entrepreneurial journey, starting from his days at Accenture to founding Cobalt and eventually Userflow. He talks about his motivation, personal life as a digital nomad, and his experiences in the startup world. Key Timecodes
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| 07 May 2024 | S4E2 - How Cybersmart grew to $5M ARR with $20M in funding With Jamie Akhtar | 00:42:50 | |
Jamie, CEO of Cybersmart, shares invaluable insights and strategies for B2B SaaS founders navigating the journey from startup to scale-up. From effective time management to fostering a supportive company culture, Jamie offers practical advice gleaned from his own experiences. Whether you're striving to reach $10k in monthly recurring revenue or aiming for $10 million in ARR, this episode provides actionable tips to help you succeed in the competitive world of B2B SaaS. Transitioning from a hands-on founder to a visionary leader requires a shift in focus towards strategic initiatives and personal growth. By stepping back from day-to-day operations and honing in on high-level goals and vision-setting, founders can steer their companies towards sustainable success. Embracing change, fostering a robust company culture, and focusing on personal development are essential components for navigating the complexities of scaling a SaaS business. The evolution from being deeply involved in every aspect of the business to empowering the team and driving organizational success is a crucial phase in the founder's journey. Key Timecodes
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| 26 Sep 2023 | S2E12 - How to bootstrap your SaaS to a 10M+ exit? With Andrew Gazdecki | 00:37:06 | |
Bootstrapping your SaaS company to a 10M+ exit is a formidable challenge that requires a strategic and disciplined approach. First and foremost, focus on achieving profitability early on, as this not only sustains your business but also makes it an attractive acquisition target. As you grow, prioritize hiring talented individuals who complement your skills and can take over key roles, allowing you to work on scaling the business rather than getting bogged down in day-to-day operations. Building a strong brand presence and a loyal customer base is crucial, and consider sharing your journey through content marketing or building in public to attract attention and potential acquirers. Ultimately, perseverance, a clear vision, and adaptability are key to bootstrapping your way to a successful 10M+ exit in the competitive SaaS landscape. In episode four of season two we were privileged to host Thomas Smale as we discussed How to sell your B2B SaaS, In this episode however, show host Joran Hofman is joined by Andrew Gazdecki, the CEO and founder of acquire.com. When it comes to bootstrapping and exits there is arguably no better industry expert in the B2B SaaS than Andrew. Andrew has built a strong reputation on LinkedIn through his insightful content and deep understanding of the B2B SaaS landscape. During this episode, Andrew imparts valuable advice to founders who are bootstrapping their SaaS businesses and have aspirations of selling them in the future. If you are in this space then this is your episode! Key Timecodes
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| 14 Mar 2023 | S1E6 - How to Go To Market with your B2B SaaS with Andrew Davies. | 00:33:45 | |
How can you bring your B2B SaaS to the market? Learn it from someone who has been on all sides within the SaaS industry, currently CMO at Paddle and investor/coach at multiple SaaS startups. Launching a new product onto the market is obviously the next step after development. The go-to-market strategy is essential for introducing a good product or service to new clients and establishing a competitive edge. It includes specialized techniques for pricing products and services, sales and marketing channels, customer journeys, introducing new goods and services, and rebranding in a foreign market. Today's topic features Andrew Davies as we discuss the ideal marketing plan for your goods or services. Key Timecodes
The show is hosted by Joran Hofman, founder of Reditus | |||
| 24 Oct 2023 | S2E16 - How to achieve Product Market Fit? With Andy Karuza | 00:35:29 | |
Achieving Product-Market Fit is a pivotal milestone for any business, ensuring that your product seamlessly meets the demands of your target audience. Discover the essential steps to achieve Product-Market Fit with our comprehensive guide. From market research and identifying customer pain points to refining your value proposition, we provide actionable insights to align your product with market needs. Learn effective strategies for customer feedback loops, rapid iteration, and leveraging analytics to fine-tune your offering. Our expert tips will guide you through the process, helping startups and established businesses alike to navigate the competitive landscape and position their products for success. Explore the path to sustainable growth by mastering Product-Market Fit with our in-depth resources and strategies. Elevate your business to new heights – start optimizing your approach today! In today's episode on the Grow Your B2B Podcast, we dive deep into the critical milestone of achieving product-market fit. Joining us is Andy Karuza, the marketing lead at Nacho, a seasoned startup investor, advisor, and serial entrepreneur. Andy shares his wealth of experiences, failures, and successes, offering invaluable insights into the journey of finding product-market fit. Achieving product-market fit is the bedrock of sustainable growth for any SaaS company. Andy Karuza's journey and insights provide a roadmap for entrepreneurs to navigate the challenges and make informed decisions on their path to success. Remember, it's not just about selling a product; it's about solving a problem and creating a product that customers love. Key Timecodes
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| 17 Oct 2023 | S2E15 - How to plan, predict & prove your Go To Market plan? With Mark Stouse | 00:37:18 | |
The most listened-to episode of Season 1 is still about how to go to market with Andrew Davis, and for this reason we are going to dive deeper into this same particular topic on How to plan, predict and prove your Go To Market plan. Our subject matter expert is Mark Stouse, CEO of Proof Analytics, an AI-powered platform for GTM.Mark's has 30 years in marketing, He was CMO for 10 years, now CEO at Proof Analytics. Crafting a successful Go-To-Market (GTM) plan requires a strategic approach encompassing planning, prediction, and validation. Begin by meticulously planning each phase, outlining key objectives, target audience, and messaging. Leverage market research to predict trends and customer needs, ensuring your GTM plan remains adaptable to dynamic market landscapes. Implement analytics tools to measure and prove the plan's effectiveness, tracking key performance indicators (KPIs) such as customer acquisition cost, conversion rates, and revenue growth. Regularly reassess and refine your strategy based on data-driven insights to stay ahead in a competitive market. A well-structured GTM plan, grounded in foresight and substantiated by measurable results, is the cornerstone for achieving sustained market success. Key Timecodes
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| 25 Jul 2023 | S2E3 - How to build a strong Culture? with Mads Wedderkopp | 00:36:48 | |
Want to build a strong for your startup? In the third episode of season two of Growing a B2B SaaS, host Joran Hofman delves into building a strong company culture to foster growth in a B2B SaaS organization. Joined by Mads Wedderkopp, CEO of Dream Influence, an influential marketing SaaS platform, they explore the significance of recruiting and retaining top talent to accelerate SaaS growth. Mads, drawing from his experience in scaling a SaaS company from zero to 6.5 million ARR, emphasizes the power of a strong culture in unlocking a team's potential. He shares invaluable insights on identifying core values and aligning team members to nurture a thriving culture. The episode also delves into the challenges and advantages of maintaining a strong culture while transitioning to remote work amidst the COVID-19 pandemic. Tune in to discover practical strategies for cultivating a robust company culture that drives B2B SaaS success. Timecodes
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| 15 Oct 2024 | S5E4 - Affiliate Marketing for B2B SaaS companies With Joran Hofman | 00:25:02 | |
Affiliate marketing is an invaluable strategy for B2B SaaS companies that want to expand their reach and increase sales. In this special episode, the host of this show Grow Your B2B SaaS Podcast, Joran Hofman, founder of Reditus, hosts himself to dissect the crucial topic of affiliate marketing. By leveraging third-party affiliates—such as influencers, bloggers, and consultants—companies can promote their products or services and pay affiliates a commission for driving conversions. This indirect marketing approach lets companies tap into new audiences and grow their customer base effectively. However, to succeed in affiliate marketing for B2B SaaS companies, you need a strategic approach and a clear understanding of the different types of marketing models, including referral, affiliate, and partner marketing. Key Timecodes
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| 23 Jan 2024 | S3E8 - How to get your first 1.000 users for your B2B SaaS With Simon Høiberg | 00:35:30 | |
What exactly is user acquisition, and how can you secure your first 1,000 users for your B2B SaaS venture? This process requires SaaS founders to meticulously craft products with the end user in mind. Establishing a minimal, lovable product before embarking on user acquisition stands out as a pivotal step in this journey. Shedding light on this crucial aspect, show host Joran Hofman engages in a conversation with Simon Hoiberg, the esteemed founder of FeedHive. Simon is widely recognized for his expertise in initiating and managing small, bootstrapped self-serve SaaS products, boasting a successful track record of building multiple SaaS businesses. Key Timecodes
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| 09 May 2023 | S1E14 - How to create a demand generation strategy with Casey Hill | 00:41:08 | |
Do you have the necessary demand to create your B2B SaaS? In today's episode, we discuss creating a demand strategy for your SaaS and accelerating your growth. In today’s episode we are privileged to host the head of growth at Bonjoro, Casey Hill, is an authority on this subject matter. He advises various startups and doubles as a growth mentor and professor at the University of California, Santiago. Why you need to listen to Casey – He has worked with various early-stage startups between zero MMR to 1M ARR. He is also experienced with demand generation strategies for maturing companies. Therefore, Casey is best placed to offer valuable advice on things to do in order for a SaaS to realize desired demand generation. What do you consider demand generation – He describes demand generation as actions explicitly capturing the core interest at the top of the funnel. Demand generation strategies are not product-centric strategies related to demand capture. To capture interest, a SaaS founder has to create a problem to which they offer a solution. Key Timecodes
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| 30 May 2023 | S1E17 - How to create predictable revenue for your B2B SaaS with Ton Dobbe | 00:38:25 | |
Is your B2B SaaS growing predictably? To realize desired growth, it helps to have the traction you can predict. This requires putting in place a working plan, which our expert guest today clearly spells out. Ton Dobbe is most suited to talk about predictable growth, given his many years working in the B2B industry. He is also the author of the informative book titled The Remarkable Effect. Why you need to listen to Ton: Our guest expert is highly experienced in matters B2B SaaS, having worked in the industry for over 30 years. His book, The Remarkable Effect, provides a tried and tested framework for accelerating your journey towards predictable traction. He has helped several companies with strong products that struggle with growing predictably. From the few business examples he quotes, it is clear that his framework is highly successful for businesses across various industries. What is predictable traction: Ton defines predictable traction as "the art of turning initial success into reliable acceleration motion of sales, not only in good times but also in bad times." He reckons that while any marketer can create traction for their product, the most important thing is the ability to keep getting up, especially during downturns. Why did he write The Remarkable Effect framework book: He was inspired by a guest on his podcast to write a book. As such, he wrote the book in which he captured all his past experiences and anecdotes from his podcast episodes. He titled it The Remarkable Effect from the podcast stories of remarkable software company personnel he hosted on his podcast. Ton was interested in discovering what makes remarkable software companies tick. The value lever of The Remarkable Effect framework: Ton unpacks the building stones of his remarkable effect framework: Value, Viability, and Volume. The value lever forms the foundation of a B2B SaaS, which spells out the remarkable aspects of the business in terms of the value their product or service provides to the ideal customer profile. Further, the business should provide a valuable and desirable product. Time Stamps
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| 21 Feb 2023 | S1E3 - Affiliate Marketing Simplified With Evan Weber | 00:43:07 | |
Why should you care about affiliate marketing for your B2B SaaS? We talk with Evan Weber who has been in the industry for a very long term since the inception of affiliate marketing. He has been consulting for over 350 companies in the last 15 years, doing media buying and managing the ad campaign on the agency media platforms. He has plenty of references in B2B, thus one of the direct consumer and digital marketing advertising experts. In addition, he has traveled extensively, which allows him to know what would work. Our guest emphasizes that conversion rate should be a key focus area of the company. Continuously strive to increase your conversion rate by growing the number of people registering and becoming paying customers. An excellent conversion rate effectively improves digital advertising and makes money for their affiliates. Before launching an affiliate program, ensure you have an excellent conversion rate. It is only then that the affiliates can make meaningful returns. A takeaway quote from him is:, "You will not be able to scale without a conversion rate optimization being an active activity of the company months on end." What is affiliate marketing? Affiliate marketing refers to a third-party referral to clicks that converts to leads or sales. These include bloggers, influencers, other companies, or donors that a company can turn into affiliates. Since affiliates are often not the company's customers, striving to convert your customers and free users into affiliates who, in turn, give you referrals is crucial. It is, therefore, important to push your Saas affiliate marketing program to people in a friendly way that offers them clear benefits such as free trials or payouts. Spend money to make money. It would be best if you made it highly lucrative for other people to recommend your company in exchange for paid clients or new leads through commission or kickback fee. Some SaaS affiliate companies can pay their affiliates for a given period (say a year), while others may opt for a more lucrative customer lifetime payment. What are the benefits of a B2B SaaS company having an affiliate marketing program? It is performance-based marketing that only pays affiliates for the traffic they drive to your website. To make business sense, the payment to the affiliates should be between 20% - 30% of your revenue. Also, the SaaS affiliate program is risk-free in the sense that you do not risk your advertising dollars in an expensive digital marketing campaign. The right time is when you have increased your conversion rate adequately and run other traffic sources to the website to try to get them to convert. He suggests 3-6 months before setting up a SaaS affiliate program. An affiliate program is not the company's savior but rather an important complement to other organizational efforts, such as successful conversion rate and outreach. What are the common mistakes that companies make in affiliate marketing? One of the main problems is launching an affiliate marketing program before the company is ready and expecting to work. It should not be the first go-to alternative before an enabling environment exists at the company. Secondly, it often boils down to how the company strives to bond with its affiliates or find other companies to have a reciprocal relationship with SaaS companies often benefit from reverse affiliate marketing on their dashboard, often non-competitors with a similar audience. You only need a few affiliate companies because 2 or 3 a month can be regarded as a success. This way, you can benefit from dashboard swaps, email swaps, the partnership offers, SaaS blogs, influencers, or video content creation with other B2B SaaS affiliate companies. This show is hosted by Joran Hofman, founder of Reditus. | |||
| 16 May 2023 | S1E15 - How to launch your SaaS on Producthunt with Fabian Maume | 00:34:27 | |
Did you know that experimenting can result in desired growth for your B2B SaaS? Experimenting can help to establish what’s working for the business and growth inhibitors. In B2b SaaS business terms, we call this experimentation “growth hacking” or “growth marketing.” In today’s episode, we revisit the exciting topic of launching on Product Hunt. Our guest expert is a real “hunter,” Fabian Maume, a contractual CMO for SaaS companies. He shares his experience of successfully launching a product on Product Hunt. Fabian also enlightens us on why launches differ and what tricks are for success. Why do you need to listen to Fabian – He has undertaken various product launches, achieving a “Product of the Day” ranking along the way. Furthermore, Fabian has made five times the top 5 of the day on Product Hunt. He, therefore, has gained valuable experience in launching the platform for SaaS. Difference between maker and hunter – The term maker refers to the people who develop a product, also comprising the marketing team in a SaaS company. On the other hand, hunters relate to people who spot new SaaS companies or give exposure to the Product. Furthermore, Fabian explains that a hunter has an existing audience on their social media that they leverage for exposure to the Product. The hunter also doubles as an advisor to the SaaS company on pre-launch. Benefits of launching on Product Hunt – Launching on the platform provides a SaaS with significant organic reach. The degree of exposure depends on the level of ranking that the company has attained. Secondly, a SaaS earns a badge for the operators of the day when they finish in the top 5 categories. This reliable source of social proof is increasingly relevant in today’s digital marketplace. Thirdly, a business benefits from a free Do Follow backlink on the platform. Key Timecodes
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| 31 Oct 2023 | S2E17 - How to leverage Marketing Automation for your SaaS? With Shay Howe | 00:36:42 | |
What is marketing automation and why is it important for your B2B SaaS? Well, the automation of processes will be required if hypergrowth is to be achieved, encompassing marketing and client messaging. In this episode of the Grow Your B2B SaaS podcast hosted by Joran Hofman we dive deep into one of the most important SaaS topics of marketing automation and how it can be leveraged for your B2B SaaS. The goal, naturally, is to enable hypergrowth to be maintained without compromising the customer experience. Shay Howe, CMO at Active Campaign, is the guest for today's episode. Active Campaign boasts a clientele exceeding 185,000 and annual revenue well surpassing 165 million, experiencing a year-on-year growth of 65% in 2021. Currently, they have accumulated more than 10,000 reviews on G2, a fact that is deemed highly impressive. Alongside his role at Active Campaign, Shay is also the co-founder of Lead Honestly, Chicago Camps and an advisory board member at G2. Without further ado, a warm welcome to the show, Shay Key Timecodes Shay Howe
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| 02 Jul 2024 | S4E10 - How To Grow Your SaaS While Being Sued With Preston Keller | 00:30:03 | |
In a recent episode of the Grow Your B2B SaaS podcast, host Joran interviewed Preston Keller, also known as PK, the founder of Emergent 3 and creator of e3, a safety and emergency SaaS platform targeting governments, educational institutions, and businesses. PK's journey from launching e3 in 2021 to achieving a million dollars in Annual Recurring Revenue (ARR) is filled with valuable lessons for aspiring entrepreneurs. His diverse background includes internal sales, consulting with professors, partnership at Thresik Group, and founding a company in Asia. Key Timecodes
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| 13 Jun 2023 | S1E19 - How to Set up Multi-Channel Marketing Tracking With Julia Draghici | 00:28:42 | |
How do you Set up a Multi-Channel Marketing Tracking strategy? Are you doing the proper multi-channel tracking for your business? The key to business growth is tracking what is working and not working. In today’s episode, we discuss how to track all your marketing efforts across various channels. Julia Draghici is our guest expert today. She is the founder and CEO of CPV Lab, a bootstrapped tracking tool that helps businesses to manage their multi-channel marketing efforts. Why you need to listen to Julia: Julia has been a SaaS co-founder for the last 5 years with a computer science and economics background. In the previous 15 years, she has gained much experience in different work areas, including Project Management and Software Development. As such, she is skilled in customer support, affiliate marketing, sales, and strategic planning. What is multi-channel market tracking: Julia starts by unpacking omnichannel marketing to establish business visibility on all channels where the target audience is found. In this regard, multi-channel tracking entails monitoring the performance of your efforts across various channels. A SaaS can figure out the best-performing channels and thus place greater priority on them. In addition, tracking helps to understand customer behavior and affiliate partners. Minimum requirements for tracking multi-channels: According to Julia, the natural starting point of tracking them is defining them first. Defining a channel enables a SaaS to determine its target audience. Instead of following trendy channels by competitors, it is better to target channels with your ideal customer profile. Secondly, you should define your budget for the tracking effort. When bootstrapping, Julia advises splitting your budget across the various selected channels and testing them for about 3 months. It also helps to run display ads and engage partners to leverage their established marketing networks. Common mistakes in multi-channel tracking: Julia points to the failure to compare data between and across the various channels as the main mistake by most companies. Given that each traffic source has its tracking system, it is crucial to compare the data results to figure out the best-converting ones. She suggests that a SaaS should utilize a single tracking platform for the multi-channels to avoid the danger of wrong attribution. Time Stamps
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