Episodes
-
In the first episode of season 6 of the Grow Your B2B SaaS podcast, we discuss how customer success helps B2B SaaS companies grow by keeping customers happy and reducing churn. Our guest, Kristi Faltorusso, has 13 years of experience in customer success and SaaS. She shares how to create and manage customer success strategies. Kristi is the Chief Customer Officer at ClientSuccess, a founding member of the Gain, Grow, Retain CS Community, and a limited partner at Stage2 Capital. She also co-hosts three CS podcasts and offers valuable resources for SaaS businesses. Tune in to hear Kristi's insights on customer success.Key Timestamps
(0:50) - Guest Introduction: Kristi Faltorusso (1:28) - Importance of Customer Success in B2B SaaS (4:32) - Common Misconceptions About Customer Success (7:54) - Starting and Building Customer Success (9:25) - The Journey from Crawl to Walk to Run (13:46) - Challenges in Using Customer Data Effectively (17:16) - Importance of Early Indicators and Trends (19:40) - Involving Customers in Building Processes (24:34) - Risk and Opportunity of AI in Customer Success (33:08) - Best Advice on Customer Success (34:18) - Scaling from 10 Million to 100 Million ARR -
Are you building a B2B SaaS andaiming to hit 10M ARR? Then this episode is a must-listen! In this podcast, we talk about how to scale a B2B SaaS business to 10 million in annual revenue (ARR). The episode includes tips from 20 experts in the field, offering useful advice for SaaS founders. Sponsored by Reditus, a platform that helpsmanage affiliate programs for B2B SaaS companies, this episode pulls together key lessons from earlier episodes to guide founders aiming for this big milestone.Key Timecodes
(1:07) -Episode 1: Scaling beyond founder-led sales(2:17) -Episode 2: Building a sustainable SaaS business with Ferdinand Goetzen(3:19) -Episode 3: Tim Schumacher's B2B SaaS growth playbook(4:30) -Episode 4: Affiliate marketing for B2B SaaS with Joran Hofman(5:40) -Episode 5: Molding a go-to-market team into a revenue factory with Jacco van der Kooij(6:53) -Episode 6: Leveraging customer success for growth with Mike Dry(8:00) -Episode 7: Building and scaling a micro SaaS with Alex Urquhart(9:53) -Episode 8: Mastering message market fit with Diane Wiredu(11:36) -Episode 9: From agency to SaaS with Chris Out(12:32) -Episode 10: Starting and growing a B2B podcast with Tom Hunt(14:57) -Episode 11: Going global with Gilles Bertaux(17:08) -Episode 12: Path to a successful SaaS exit with Ryan Allis(18:08) -Episode 13: Hiring your first marketing leader with Andrew Davis(20:21) -Episode 14: Building SaaS without big VC funding with Greg Head(22:20) -Episode 15: Leveraging social media for growth with Chris Cunningham(24:43) -Episode 16: Growing a SaaS affiliate program with Adam Glazer(26:27) -Episode 17: Building a brand strategy with Angeley Mullins(28:56) -Episode 18: Positioning for explosive growth with April Dunford(30:10) -Episode 19: Building a profitable SaaS SEO strategy with Sam Dunning(33:20) -Episode 20: Building brand authority with Melissa Rosenthal -
Missing episodes?
-
Are you building a B2B SaaS andaiming to hit 10K MRR? Then this episode is a must-listen! In this special episode, we’ve gathered insights from 20 experienced guests from Season 5 of the "Grow Your B2B SaaS" podcast. Each guest shares their top advice to help founders like you reach the crucial milestone of 10K MRR. Hosted by Joran Hofman, founder of Reditus, this episode is packed with practical strategies forscaling your SaaS business in a sustainable way. Get ready for a wealth of expert tips you won’t want to miss!
Key Timecodes
(0:00) - Episode Introduction: Are you growing a B2B SaaS and looking to hit 10K MRR?
(1:11) -Episode 1: Kevin Tye on scaling beyond founder-led sales.
(2:16) -Episode 2: Ferdinand Goetzen on building a sustainable SaaS business.
(3:12) -Episode 3: Tim Schumacher's playbook for early-stage SaaS growth.
(4:13) -Episode 4: Joran Hofman on affiliate marketing for B2B SaaS.
(5:19) -Episode 5: Jacco van der Kooij on molding a go-to-market team.
(6:21) -Episode 6: Mike Dry on leveraging customer success for growth.
(7:33) -Episode 7: Alex Urquhart on building and scaling a micro SaaS.
(8:30) -Episode 8: Diane Wiredu on mastering message market fit.
(9:23) -Episode 9: Chris Out on transitioning from agency to SaaS.
(10:14) -Episode 10: Tom Hunt on starting and growing a B2B podcast.
(11:05) -Episode 11: Gilles Bertaux on going global with your SaaS.
(12:58) -Episode 12: Ryan Allis on outbound strategies for SaaS growth.
(14:09) -Episode 13: Andrew Davis on hiring your first marketing leader.
(15:26) -Episode 14: Greg Head on building SaaS without big VC funding.
(16:22) -Episode 15: Chris Cunningham on leveraging social media for growth.
(17:31) -Episode 16: Adam Glazer on setting up a SaaS affiliate program.
(18:47) -Episode 17: Angeley Mullins on AI tools for efficiency.
(19:57) -Episode 18: April Dunford on positioning for explosive growth.
(21:01) -Episode 19: Sam Dunning on building a profitable SaaS SEO strategy.
(22:26) -Episode 20: Melissa Rosenthal on building brand authority. -
Do you want to build up Brand authority as a B2B SaaS and not sure where to start? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman talks with Melissa Rosenthal, co-founder of Outlever. Melissa, with experience at BuzzFeed, Cheddar, and ClickUp, shares her expert insights on how to build brand authority and become a thought leader in the B2B SaaS space. If you're ready to stand out and become a trusted voice in your industry, this episode is packed with tips you won't want to miss!
Key Timecodes
(0:00) - Introduction by Melissa Rosenthal: Consistency over time breeds growth.
(0:58) - Guest Introduction by Joran: Introducing Melissa Rosenthal, co-founder of Outliver.
(1:39) - Discussion on Brand Authority: What is brand authority?
(2:47) - Comparing Brand Authority and Thought Leadership.
(4:01) - Building Brand Authority: When to start?
(5:12) - Credibility Under the Rug: Building brand authority in stealth mode.
(6:47) - Brand Authority as a Byproduct: Building credibility through customer success.
(7:23) - Importance of Positioning and Brand Strategy.
(8:53) - Steps for B2B SaaS Companies to Become Authorities.
(10:24) - The Role of Humor in Brand Strategy.
(12:19) - Applying Learnings from Previous Experiences.
(13:16) - Humor's Role Across Different Channels.
(14:04) - The Importance of Humor in Serious Markets.
(15:08) - Identification Humor: Understanding customer pain points.
(15:42) - Challenges with a Wide Customer Profile.
(15:55) - Common Mistakes in Building Brand Authority.
(17:50) - Importance of Leadership in Brand Building.
(18:50) - Owning the Conversation in Your Industry.
(20:56) - Practical Steps to Own the Conversation.
(21:57) - Challenges in Building Brand Authority.
(24:02) - Key Roles in Brand Authority Discussions.
(25:06) - The Future of Brand Authority and AI Impact.
(28:02) - Advice for SaaS Founders Starting Out.
(29:33) - Growing to 10 Million ARR: Key Strategies.
(31:14) - The Role of SEO and Brand in Growth.
(33:19) - General Advice for SaaS Founders.
(33:56) - How to Contact Melissa Rosenthal: LinkedIn.
(34:22) - Conclusion by Joran: Call for reviews and engagement.
-
Want to build a profitable SaaS SEO strategy and leverage customer insights to drive sustainable organic growth? Are you unsure whether SEO is right for your business? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Sam Dunning, the founder of Breaking B2B, to explore the world of Search Engine Optimization (SEO). Sam shares his expert insights on why SEO might not be the best fit for every company, particularly in the B2B SaaS sector. He stresses the importance of not rushing into SEO if your company is under pressure to deliver quick results, as SEO is a long-term strategy that requires time, resources, and dedication.Timestamp
(0:48) - Episode Introduction: Meet Sam Dunning (1:21) - Guest Welcome: Sam's Career Journey (1:32) - What is SEO? Explained for SaaS and B2B (2:30) - Importance of SEO vs. Paid Ads (3:36) - Gains of SEO: Evergreen Effect and Funnel Stages (4:11) - Long-term Gains: SEO vs. Paid Ads (4:24) - When to Use SEO: Good Fit for Companies (5:37) - Scenarios Where SEO is Not Ideal (6:47) - Market Demand and Resources for SEO (7:02) - Not for Everyone: Quick Results and Resources (7:18) - Channel Testing: Commitment to Quarters (7:30) - Common Mistakes in SEO: Traffic Trap (8:41) - Informational Keywords and AI Impact (10:00) - Focus on Bottom Funnel: Money Keywords (10:43) - Mistake: Focusing on Traffic Metrics (11:41) - Strategy: Start with Bottom of Funnel First (14:02) - SEO for SaaS: The Right Approach (15:08) - Leveraging Sales Insights for SEO (18:22) - Assessing Intent: Researching Keywords (20:05) - Quick Wins in SEO: Competitor Keywords (21:16) - Content Strategy: Landing Pages and Gaps (22:17) - FAQs for SEO: Addressing Objections (24:16) - SEO Optimization: Technical Basics (25:25) - Publishing Mindset: Speed over Perfection (26:35) - Link Building Strategies: Earned Links (28:08) - Podcasting for Backlinks and Audience (29:17) - Content Clusters: Topic Authority Debate (30:48) - Building Backlinks: Strategies for SaaS (34:37) - Measuring ROI in SEO: Leading Indicators (36:08) - Conversion Points: Demos and Sign-ups (37:10) - SEO Challenges: Publishing Speed and Resources (39:34) - AI and SEO: Future Implications (41:50) - Advice for SaaS Founders: Growing to 10K MRR (44:23) - Scaling to 10M ARR: Systems and Channels -
How do you position your B2B SaaS for explosive growth? In this exciting episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with April Dunford, the founder of Ambient Strategy and a leading expert in brand positioning. April shares valuable insights on why positioning is crucial for success in the B2B SaaS world.
Positioning is often confused with branding and messaging, but it’s far more important and foundational. It’s about clearly defining why your product is the best at delivering value to a specific group of customers. Positioning helps you understand your competitors, highlight your unique features, and make it clear why your solution stands out in the market. Tune in to learn how effective positioning can drive massive growth for your SaaS business.
Key Timecodes
(0:00) - Introduction: Understanding Competition and Positioning
(0:58) - Guest Introduction: Featuring April Dunford
(1:42) - Defining Positioning vs. Messaging and Branding
(3:18) - Importance of Clear Positioning
(4:18) - Positioning as a Foundation for Marketing and Sales
(6:01) - Differentiating Positioning from Branding
(6:59) - Positioning in Practice: Impact and Implementation
(9:23) - Common Mistakes in SaaS Positioning
(12:34) - Misunderstanding Competition: The Intern Analogy
(14:28) - Importance of Positioning in B2B
(20:18) - Sales Pitch and Positioning: April's Process
(24:08) - Testing Positioning with Sales Pitches
(27:44) - Cross-functional Team Importance in Positioning
(30:40) - Workshop Style for Positioning Process
(34:32) - Challenges in Implementing Positioning
(36:53) - Future of Positioning in Crowded Markets
(39:07) - Advice for Early-stage SaaS Companies
(41:39) - Advice for Scaling SaaS Companies
(44:06) - How to Contact April Dunford
-
Are you wondering how to build a brand strategy for your SaaS? In this insightful episode of the Grow Your B2B SaaS Podcast, host Joran sits down with Angeley Mullins, former CCO at Resourcify, to explore the art of building a brand strategy for SaaS companies. With over 20 years of global leadership experience at companies like Amazon, GoDaddy, and Intuit, Angeley is a highly respected marketing and sales expert. Recognized by CrunchBase as one of the most influential women in sales, she offers a wealth of practical and advisory insights. This episode is a must-listen for SaaS founders and marketing leaders aiming to create a strong brand strategy.
Key timestamps
(0:00) - Introduction to brand resonance and customer connection (0:48) - Episode overview and guest introduction: Angeley Mullins (1:25) - Defining brand and its significance (2:12) - Importance of building a brand in B2B SaaS (3:36) - Elements of a strong brand strategy (4:58) - Examples of effective brand storytelling (5:51) - Common mistakes in brand building (7:17) - Recommendations for early-stage SaaS companies (8:41) - The power of storytelling in branding (10:10) - Messaging and its impact on branding (11:38) - Long-term versus short-term branding strategies (13:25) - Combining short-term wins with long-term brand building (15:16) - Usability testing as a strategy for brand building (16:46) - Methods for conducting usability testing (18:10) - Frameworks for understanding customer needs (19:05) - Real-world application of customer feedback (20:06) - Importance of completing fundamental branding steps (20:26) - Best practices in brand strategy for B2B SaaS (23:07) - Building a brand in a competitive market (25:21) - Metrics for evaluating brand growth (27:39) - Understanding brand messaging and storytelling (28:23) - Challenges in building a brand (29:42) - Importance of belief statements in branding (31:54) - Developing a brand belief statement (32:56) - Making technical products engaging (33:08) - Future trends in branding (35:52) - The role of brand in marketing and sales (36:17) - Advice for early-stage SaaS founders (37:34) - Strategies for scaling SaaS companies (38:55) - Addressing potential challenges in brand building (39:25) - Summary and key takeaways (40:59) - Final thoughts and advice for SaaS founders (41:39) - Contact information and closing remarks -
What exactly is affiliate marketing, and how can you successfully set up and scale a SaaS affiliate program? In this exciting episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Adam Glazer, the President of Partner Commerce, to explore the strategies for launching and growing a thriving affiliate program. Adam, a true expert in the field, explains that affiliate marketing is a referral-based partnership model where an affiliate, or publisher, drives traffic or leads to an advertiser or merchant. In return, the advertiser compensates the affiliate for the traffic or sales generated through their referrals. Adam emphasizes that the key to affiliate marketing is its performance-based nature affiliates earn commissions only when they successfully drive a sale or lead, making it a highly effective and results-driven approach. Tune in to learn how you can leverage this powerful marketing strategy to accelerate your SaaS growth!
Key Timestamps
(0:00) - Introduction to affiliate marketing misconceptions
(0:49) - Episode overview and guest introduction
(1:22) - Defining affiliate marketing
(2:06) - Why SaaS companies should set up an affiliate program
(5:03) - When should a SaaS company set up an affiliate program?
(8:16) - Ideal circumstances for affiliate marketing success
(10:37) - Common mistakes in setting up an affiliate program
(11:09) - Importance of supporting affiliates
(11:30) - How to start setting up an affiliate program
(15:52) - Recruiting affiliates
(19:14) - Onboarding affiliates
(21:38) - Payment models and rewarding affiliates
(25:35) - Best practices for setting up a successful affiliate program
(30:57) - Challenges in growing an affiliate program
(34:06) - Advice for SaaS founders growing to 10K MRR
(34:53) - Growing towards 10 million ARR
(37:03) - Contact information for Adam Glazer
-
In this episode of Grow Your B2B SaaS Podcast, host Joran welcomes Chris Cunningham, head of social media at ClickUp, a company that has grown into a $4 billion entity since its launch in January 2017. Chris discusses his transition from VP of Sales to leading ClickUp's brand and social media strategies, offering valuable insights into how ClickUp leverages social media to generate impressive monthly impressions and build a recognizable brand.
Key Timecodes
(1:23) - Chris Cunningham's Background and ClickUp Overview (2:15) - Early Social Media Strategies for ClickUp (4:12) - The Story of "Tyler" the CEO (5:59) - The AppGator Tool (7:13) - Using Social to Identify Competitor Weaknesses (9:02) - Humanizing B2B Social Media (10:30) - Combining Humor with Educational Content (11:15) - Effectiveness of ClickUp's Content Strategy (13:41) - Employee and Founder-led Content (15:10) - Building Machines for Content Strategy (16:53) - Impact of Funding on Social Media Strategy (19:50) - Importance of Being Scrappy (20:23) - Tracking Sign-Ups from Social Media (22:02) - Deep-Dive Content for Niche Audiences (27:47) - Mistakes and Lessons Learned -
What are the 7 was to build a successful SaaS without big VC funding? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman chats with Greg Head, a veteran in the software industry with over 30 years of experience. Greg has played a key role in the growth of multiple companies in the CRM space, such as Act, SalesLogix, and Infusionsoft. Currently, he advises SaaS founders through his Practical Founders group and hosts the Practical Founder podcast. In this episode, they explore his insights into building a successful SaaS business without the need for big venture capital (VC) funding.
This episode is essential for any SaaS founder exploring alternative paths to success. Whether you’re bootstrapping or considering alternative funding options, Greg Head’s insights are invaluable for building a thriving SaaS business.Key Timestamps
(2:56) - Understanding the Practical Founder Approach
(3:07) - Building a SaaS Without Big VC Funding
(4:23) - Should Founders Aim to Sell Their SaaS?
(5:49) - Building a Profitable Software Company
(7:07) - Seven Paths to Success for SaaS Founders
(13:10) - The Cost of Starting a Software Business
(14:08) - Understanding the Value of Strategic Exits
(16:45) - The Two-Bite Exit Strategy
(19:16) - Private Equity vs. Strategic Exits
(23:03) - The Startup Flipper Path
(28:29) - Later VC Funding as an Option
(36:22) - Advice for Founders at 10K MRR
(39:11) - Building a Reliable Go-To-Market Motion
-
In today's episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with Andrew Davis, the CMO at Paddle, to explore how to hire your first marketing leader for a B2B SaaS Startup. In this comprehensive guide, they dive into the critical relationship between founders and their first marketing hire. Andrew shares valuable insights on building a successful founder-marketer relationship, a topic that continues to resonate with many B2B SaaS founders. Having been both a founder and a marketer, Andrew offers a unique perspective on the dynamics and challenges faced by both parties. This episode is a must-listen for any founder looking to hire their first marketing professional and establish a successful partnership.
Key Timestamps
(0:00) - Introduction and Marketing Challenges
(1:36) - Andrew's Background and Experience
(2:38) - Challenges and Pitfalls in Marketing
(4:05) - Benefits of Diverse Input in Marketing
(4:16) - Why Marketing is Scary
(6:02) - When to Hire Your First Marketing Person
(7:07) - Trigger Points for Hiring a Marketer
(8:52) - Understanding the Founder's Burden
(12:02) - Marketers' Challenges in Early-Stage Companies
(13:32) - Transitioning Marketing Strategy
(15:28) - Go-to-Market Motion and Founder-Marketer Relationship
(17:48) - Channels and Tactics in Marketing
(20:02) - The Importance of Benchmarking
(23:52) - The Importance of Fit in Hiring
(26:02) - Complementary Skills in Hiring
(27:15) - Building Trust in the Relationship
(28:14) - Trust Formula Explanation
(30:30) - Advice for SaaS Founders at Different Stages
(31:01) - Importance of Insight Over Cash
-
Are you a SaaS founder dreaming of scaling your company from $1 million in Annual Recurring Revenue (ARR) to a $100 million exit? Well, you're not alone! In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman talks with Ryan Allis, the CEO and founder of SaasRise, to explore how to achieve just that. Ryan has a proven track record, having built iContact from zero to $50 million in ARR and selling it for $169 million. Now, through SaasRise, Ryan helps other SaaS founders build their businesses with expert guidance, coaching, and digital ad agency services. If you’re looking to take your B2B SaaS business to the next level, this episode is packed with valuable insights to guide you on your journey.
Key Timestamps
(0:52) - Guest Introduction
(1:29) - Should SaaS Founders Aim for an Exit?
(2:38) - How to Achieve Nine-Figure Exits
(2:41) - Bootstrapping vs. VC Funding
(3:32) - The Importance of Bootstrapping
(4:19) - Building Revenue Before Seeking Investment
(4:39) - Mistakes SaaS Companies Make
(5:01) - Effective Ways to Grow a SaaS Business
(5:35) - Importance of Outbound Marketing
(6:22) - Importance of Community for SaaS Founders
(7:24) - Specific Forums for SaaS Growth
(7:53) - Introduction to the SaaS Growth System
(8:51) - Unit Economics and Customer Value
(9:29) - Critical Metrics for SaaS Founders
(10:24) - Calculating Customer Lifetime Value (LTV)
(11:07) - Determining Target Customer Acquisition Cost (CAC)
(11:49) - Importance of Paid Customer Acquisition
(12:19) - Outbound Reach and Advertising
(12:42) - Acquiring Customers Below Target CAC
(13:09) - Outbound Marketing Strategies
(14:18) - Educating the Market Proactively
(14:33) - Creating a Comprehensive Lead List
(15:54) - Utilizing Lead Lists for Marketing
(16:21) - Creating Matched Audiences for Ads
(16:52) - Email Sequences and Brand Omnipresence
(17:34) - Transitioning to Warm Email Lists
(19:54) - Importance of a Comprehensive Lead List
(22:47) - Importance of Market Education
(23:28) - Efficient Sales and Marketing Spend
(24:12) - Providing Value in Content
(24:23) - Creating Content and Distribution
(25:09) - Building a SaaS Content Machine
(25:39) - Importance of Founder-Led Content Creation
(26:07) - Distribution Formats for Content
(26:34) - Calculating Content Impressions
(27:12) - Content Impressions and Growth
(27:37) - Measuring Content Impressions
(29:26) - Recap of the Content Strategy
(30:17) - Content Creation Process
(31:21) - Scaling and Building a Team
(32:55) - Key Team Members for Scaling
(33:33) - Building a System That Operates Without You
(35:36) - Preparing for an Exit
(35:47) - Steps for Scaling and Exiting
(36:12) - Raising Capital and Timing
(37:13) - Risks of Raising Capital Too Soon
(38:00) - Building Revenue and Systems Before Raising Capital
(38:46) - Guidelines for Series A and B Funding
(39:59) - The Path to a Successful SaaS Exit
(40:15) - Preparing for an Exit
(41:12) - Working with M&A Advisors
(42:10) - Professional Investment Banks for Exits
(43:08) - Maximizing Exit Value with Investment Banks
(43:39) - Benefits of Working with Investment Banks
(44:24) - Final Advice for SaaS Founders
(44:49) - Starting Out and Growing Initial Revenue
(47:14) - Contact Information for Ryan Allis
-
In this insightful episode, Joran engages with Gilles Bertaux on the Grow Your B2B SaaS Podcast, the co-founder of Livestorm, a platform designed for organizing and hosting engaging webinars. Founded in 2016, Livestorm has successfully gone global, boasting over 5,000 clients worldwide. Gilles shares valuable lessons from Livestorm’s journey, offering a wealth of knowledge for startups looking to expand internationally. The conversation covers essential strategies and insights for businesses considering a global reach and the challenges that come with it.
Key Timestamps
(0:00) - Introduction and Hiring Strategies
(1:06) - Episode Overview and Guest Introduction
(1:39) - Definition of Going Global
(2:33) - Considerations Before Going Global
(4:03) - Language Barriers and Localization
(5:28) - Initial Global Strategy for Livestorm
(6:25) - Common Pitfalls in International Expansion
(7:55) - Cultural Specificities in Going Global
(8:16) - Expansion Strategies for European Companies
(9:34) - Internal Operations and Hiring for Global Growth
(10:56) - Balancing Global and Local Focus
(12:01) - Challenges in Enterprise Sales and Global Focus
(12:14) - Strategies for Entering New Markets
(14:33) - Leveraging Data to Identify Market Opportunities
(16:03) - Hiring Strategies for Global Markets
(17:03) - Challenges in the US Market
(17:41) - Best Practices for International Expansion
(19:31) - Importance of Pricing Models and Currency
(21:16) - Building a Team for Global Growth
(23:06) - Challenges and Inequalities in Global Hiring
(24:33) - Picking Your Battles in Global Expansion
(25:13) - Focus and Marketing Message
(26:25) - Steps for Entering a New Region
(28:42) - Importance of Cultural Understanding
(30:50) - Future Trends in International Expansion
(33:13) - Advice for Startups Achieving 10k MRR
(35:20) - Advice for Startups Growing to 10 Million ARR
-
In today’s episode of the Grow Your B2B SaaS podcast, host Joran hofman dives into the world of B2B podcasting with Tom Hunt, an entrepreneur who has seen the highs and lows of building businesses. With 17 business attempts and 11 investments, Tom found success with Fame, a company dedicated to launching and growing podcasts for B2B businesses. Today, Tom shares his extensive experience in creating successful B2B podcasts, generating valuable content, and using podcasts as powerful marketing tools.Key Timecodes
(00:46) - Introduction of Guest: Tom Hunt (01:21) - Why Podcasting is Powerful for B2B (2:04) - Content Overload (2:17) - Key to B2B Marketing (3:01) - Podcasting vs Other Content Strategies (4:06) - Essential Steps to Start a B2B Podcast (4:29) - Host Selection and Positioning (5:34) - Importance of Niche and Edge (6:41) - Defining the Right Podcast Niche (7:39) - Tools for Starting a Podcast (8:45) - Leveraging AI in Podcasting (9:17) - Creating Short Form Content (10:42) - Engaging Guests and Audience (11:45) - Leveraging Guest Networks (12:06) - Current Trends in Podcast Promotion (13:14) - Paid Strategies for Podcast Growth (14:20) - Aligning Podcast with Brand Exposure (15:30) - Guest Engagement Strategies (16:17) - Engaging Listeners (17:19) - Quality of Content (18:21) - Common Podcasting Mistakes (20:10) - Strategic Guest Selection (21:15) - Importance of Social Proof (22:01) - Consistency in Podcast Schedule (23:20) - Proprietary Database and Feedback (24:53) - Training Hosts and Feedback (26:10) - Metrics and KPIs for Podcast Success (28:13) - Role of AI in Podcast Production (30:12) - Starting and Growing a B2B Podcast (31:24) - Advice for 10K MRR Growth (32:06) - Importance of Customer Interaction (32:24) - Advice for Scaling to 10M ARR (33:23) - Summary and Key Takeaways (35:29) - Conclusion and Contact Information -
Many agency owners dream of transitioning from service-based businesses to creating their own Software as a Service (SaaS) products. The appeal is undeniable: a scalable business model that generates recurring revenue and offers greater autonomy. However, making the shift from running an agency to building a SaaS isn’t a walk in the park. It demands careful strategy, meticulous planning, and a clear understanding of both the challenges and opportunities ahead.
In a recent episode of the Grow Your B2B SaaS podcast, host Joran sat down with Chris Out, author of the bestselling book Structuring for Extreme Revenue Growth and a seasoned expert in growth hacking and agency management. Chris shared his valuable insights on how agency owners can successfully pivot to SaaS, drawing from his own experience, including his exit from a growth hacking agency in 2020.
In this episode, you’ll get a deep dive into Chris’s journey and learn actionable strategies for building a SaaS business while leveraging the strengths of your existing agency. From the foundational steps to avoidable pitfalls, Chris lays out the roadmap for turning your SaaS dreams into a thriving reality.
Key Timestamps
(00:00) - Unlocking Agency Growth: A Quick Intro to Revenue Insights
(00:54) - Meet Chris Out: Growth Expert and SaaS Visionary
(01:26) - Setting Up a SaaS Empire: What Agencies Need to Know
(02:45) - The Dream of Building SaaS: Breaking Free from Hourly Billing
(03:59) - SaaS Pitfalls: What Can Go Wrong in the Transition?
(04:15) - Agency vs. Non-Agency: The SaaS Building Dilemma
(05:18) - Top Mistakes Agencies Make When Venturing Into SaaS
(06:49) - Lessons Learned: Chris Shares Personal SaaS Development Struggles
(08:18) - Foundation First: What You Need Before Launching a SaaS
(09:44) - Untouched Revenue: A Vital Metric for SaaS Success
(11:11) - Revenue Targets and Team Building: How to Set Yourself Up for SaaS Success
(12:14) - Finding the Right SaaS Fit: Does Your Agency Have the Ideal Product?
(13:19) - Dogfooding: Why Agencies Should Test Their Own SaaS First
(15:25) - Automating Services: Turning Internal Tools into SaaS Gold
(17:00) - SaaS Development Hacks: Strategies for Fast-Tracking Your Success
(18:03) - SaaS Growth Secrets: The Real Marketing and Sales Challenges
(19:20) - Ego in SaaS: Why Letting Go Is Key to Success
(20:52) - Simplifying Your Agency Services for a Smooth SaaS Transition
(21:47) - SaaS Success Stories: Real-World Examples to Inspire You
(23:00) - Co-Creation: Minimizing Risk and Maximizing SaaS Success
(24:08) - Structuring Creative Deals with Clients to Fund SaaS Projects
(25:06) - Client Relations: Proactive Communication for SaaS Success
(26:39) - Learning From Mistakes: How to Pivot and Recover in SaaS Development
(27:48) - Balancing Act: Managing Both Agency and SaaS Growth
(29:38) - Dogfooding for SaaS Growth: What Chris Learned Along the Way
(30:27) - Growing Your SaaS: Insights Beyond the Early Stages
(31:21) - Validating Your SaaS: Ensuring Customer Satisfaction Early On
(32:01) - Growth and Exit: Planning for the Long-Term Success of Your SaaS -
What is message-market fit, and what are the essential strategies for B2B SaaS success? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Diane Wiredu, a messaging expert and founder @ Lion Words, to dive into the concept of message-market fit. She emphasizes the importance of crafting messages that resonate with prospects and succinctly articulate the value and uniqueness of a product. Diane argues that achieving message-market fit is crucial for B2B SaaS companies, as it ensures that growth doesn't stall and makes marketing more effective.Key Timestamps
(0:38) - Welcome and Guest Introduction (1:09) - Topic Introduction: Message Market Fit (1:17) - Defining Message Market Fit (2:04) - Evolving Nature of Message Market Fit (3:15) - Difference Between Message Market Fit and Product Market Fit (4:16) - Common Mistakes in Messaging (5:41) - Importance of Customer-Centric Messaging (6:50) - Translating Product Features into Customer Benefits (8:04) - The Jobs to Be Done Framework (9:35) - Messaging Bloat: Too Many Messages (10:40) - Finding the One Key Message (OKM) (11:50) - Example of Effective Messaging: Superhuman (12:13) - Sponsorship Break: Expandee (12:29) - Steps to Achieve Message Market Fit (13:37) - Evaluating Existing Messaging (14:45) - Research and Discovery Phase (16:54) - Synthesizing Findings and Identifying Opportunities (17:13) - Building Messaging Blocks and Value Proposition (18:42) - Conducting Customer Interviews (19:58) - Importance of Follow-up Questions (20:11) - Additional Frameworks for Messaging (21:29) - Developing a Value Proposition (22:26) - Examples of Good Messaging Practices (24:22) - Messaging's Role in SaaS Growth and Retention (27:10) - Messaging and Churn Reduction (29:24) - Importance of Repelling Bad Fit Clients (30:35) - Challenges in Redoing Messaging (31:48) - Building an Internal Feedback Loop (32:18) - Advice for Early-Stage SaaS Founders (34:25) - Transitioning to Growth: 1M to 10M ARR (36:07) - Summary of Key Takeaways -
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
(0:49) - Importance of Understanding the Market (1:15) - Introduction of Guest: Alex Urquhart (1:44) - What is Micro SaaS? (1:56) - Defining Micro SaaS (2:36) - Examples of Micro SaaS (3:18) - Why Build a Micro SaaS? (3:23) - Benefits of Micro SaaS (4:14) - Positioning and Product Messaging (5:08) - Low Objections and Pricing (6:06) - Low Running Costs and Expectations (7:04) - Simplicity in Micro SaaS (7:09) - Skills Needed for Micro SaaS Success (7:39) - Grit and Tenacity in Micro SaaS (8:37) - Pivoting Quickly in Micro SaaS (9:32) - Product-Led Growth in Micro SaaS (10:26) - Validating Ideas in Micro SaaS (10:58) - Identifying a Niche for Micro SaaS (11:47) - Utilizing Personal Experience (12:37) - Finding Gaps in Established Products (13:39) - Simplifying Existing Solutions (14:30) - Importance of Repetitive Tasks (14:34) - Passion in Solving Personal Problems (15:11) - Research and Understanding the Market (15:17) - Building an MVP for Micro SaaS (16:23) - Testing MVP Viability (17:20) - Validating Before Building (18:05) - Generating Leads for Micro SaaS (18:49) - Outbound Strategies for Early Users (19:39) - Building Connections and Research (20:25) - Launching with Early Customers (21:16) - Community Engagement (22:10) - Sharing Knowledge and Building Value (23:00) - Building a Personal Brand (23:37) - Scaling Micro SaaS (24:19) - Challenges in Scaling (25:11) - Fast Followers and Competition (26:15) - Growth Loops and SEO (27:09) - Marketing and Ads in Scaling (28:02) - Supplementary Income Strategies (28:44) - Transitioning to Sustainable Income (29:34) - Proof of Concept and Testing (30:33) - Validating Demand Before Launch (30:53) - Common Mistakes in Micro SaaS (31:05) - Being Open to Pivoting (32:03) - Avoiding Rush to Automate (32:52) - Manual Processes and Validation (33:19) - Starting a B2B SaaS Company (34:12) - Being Manual in Go-to-Market (35:11) - Building a Personal Brand (36:12) - Community Involvement and Networking (37:07) - Scaling Towards 10 Million ARR (38:10) - Detaching and Hiring Right People (39:02) - Importance of Founder Presence (39:56) - Leading with Culture (40:15) - Summarizing Key Points (41:18) - Importance of Validation and Research (42:24) - Final Thoughts and Resources (42:50) - Contact and Closing Remarks -
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
(0:00) - Introduction to Customer Success and Churn (0:51) - Mike Dry's Background (1:35) - Difference Between Customer Success and Support (3:06) - Importance of Linking CS and Support for Clients (4:03) - Understanding Customer Churn in SaaS (7:31) - Learning from Churn to Improve Customer Experience (10:12) - Foundational Customer Success Strategies for Startups (13:09) - Identifying Gaps Between Product and Customer ROI (15:23) - Responsibilities of a Customer Success Manager (15:42) - Hiring Your First CSM: When and Why (18:40) - Transitioning to Mid-Stage: Reducing Churn (21:50) - Reporting Churn Insights and Prioritization (24:16) - Defining and Utilizing Ideal Customer Profiles (ICP) (26:06) - Building a Customer Success Team in Mid-Stage (28:57) - Scaling Customer Success Without Linear Hiring (30:37) - Leveraging Automation in Customer Success (32:49) - Cross-Functional Collaboration for Expansion Revenue (35:22) - Advice for Early Stage: Climbing to 10K MRR (36:14) - Advice for Scaling to 10 Million ARR (37:57) - General Advice for Customer Success Professionals -
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(0:00) - Introduction to the Episode
(1:24) - Welcome and Initial Conversation
(1:51) - Defining Revenue Architecture
(3:03) - When to Start Building Revenue Architecture
(3:45) - Getting Ready for the Next Step
(4:45) - Key Steps Before Scaling
(6:11) - Differences Between US and EU Markets
(8:06) - Bad Fit for Revenue Architecture
(9:05) - Aligning Sales with Customer Journey
(12:16) - Customer-Driven Buying Process
(14:52) - Knowledge Asymmetry Flip
(16:13) - Setting Up Successful Revenue Architecture
(17:41) - Establishing Go-To-Market Motions
(21:05) - Experimentation Phase
(22:19) - Go-To-Market Fit vs. Product-Market Fit
(27:56) - Implementing Revenue Architecture Without AI
(36:21) - Future of Revenue Architecture with AI
(38:48) - Growing to 10K MRR Advice
(39:39) - Scaling to 10 Million ARR Advice
(42:48) - Summary and Key Takeaways
(48:51) - Final Thoughts on Education and AI -
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
(00:00) - Introduction: Selling Yourself First (01:03) - Joran's Background and Journey to Reditus (02:13) - Understanding Indirect Marketing (03:29) - Explanation of Referral Marketing (04:46) - What is Affiliate Marketing? (05:55) - Partner Marketing Defined (07:06) - Common Mistakes in Affiliate Programs (09:18) - Affiliate Marketing: Not a Quick Win (10:18) - Importance of Onboarding Affiliates (11:25) - Strategies for Growing an Affiliate Program (12:33) - Competitor Analysis for Affiliate Recruitment (13:43) - Leveraging Keywords and Content (14:43) - Using Affiliate Networks (15:49) - Inviting Your User Base (16:55) - Responsibility in Affiliate Program Management (18:01) - Challenges in Growing an Affiliate Program (19:08) - Future of Affiliate Marketing (20:14) - Hybrid Deals and Long-Term Partnerships (21:24) - Advice for Growing a B2B SaaS Company to 10K MRR (22:33) - Moving from 10K MRR to 10M ARR (23:46) - Predicting Growth and Resource Needs (24:51) - Conclusion and Call to Action - Show more
