267 Gerald Zankl - Balancing Art and Science: The Future of AI in Sales and Customer Intelligence – SaaS Fuel – Podcast

Episódios

289 Danny Tomsett - Digital Humans: Redefining Customer Engagement in the AI Era
3 jun· SaaS Fuel
What does it take to build a new tech category before the market is ready?
In this episode of SaaS Fuel, host Jeff Mains dives deep with Danny Tomsett, founder and CEO of UneeQ, the global leader in emotionally intelligent AI-powered digital humans. From early breakthroughs to hard pivots, Danny shares how his team navigated the rollercoaster of creating frontier tech, scaling sustainably, and keeping vision and culture alive through it all.
You'll hear the behind-the-scenes story of Nadia, a digital human project with IBM and the Australian Government, the challenge of market timing, and the power of narrowing focus for growth. If you’re building ahead of the curve, this is your playbook.
Key Takeaways
00:00 – The evolution of UneeQ’s business model
02:01 – Building a new tech category with AI-powered digital humans
06:27 – From digital games to emotionally intelligent avatars
10:39 – How digital humans transform customer experience
12:54 – Realism vs. relatability in AI avatars
16:07 – Building trust with humanized tech
16:31 – The hardest part of creating a new category
21:49 – Biggest lessons learned on the journey
23:46 – Keeping teams aligned through rapid innovation
27:04 – SaaS founders: Scale faster with Champion Leadership
28:14 – AI's real impact on jobs and customer service
31:31 – Emotional intelligence and sales simulations
34:28 – Outcome-based training with digital humans
35:22 – Growing pains and moments that almost broke the company
40:44 – Bootstrapping vs. raising capital in frontier tech
45:32 – Advice for building ahead of the market
48:00 – Product-market timing and finding the real problem
53:40 – What’s next in AI-human interaction?
Tweetable Quotes
“We weren’t just ahead of the curve—we were ahead of the market. That hurts.” — Danny Tomsett
“Emotionally intelligent digital humans aren’t the future. They’re already here—and they work.” — Danny Tomsett
“If the market doesn’t get it yet, your job isn’t just to build—it’s to educate.” — Jeff Mains
“Culture is your most scalable codebase.” — Danny Tomsett
“The problem you’re solving might not be the one they care about yet.” — Danny Tomsett
“Digital humans flip training from time-based to outcome-based. That’s real impact.” — Jeff Mains
SaaS Leadership LessonsBuild for what’s real, not just what’s cool. Danny shares how hype distracted from traction and how focus created results.You can't time the market perfectly—but you can pivot. The original platform model gave way to niche training simulations with real adoption.Culture and systems scale better than code. When the team nearly burned out, Danny rebuilt the business on clarity and operational alignment.Emotion matters in tech. Especially in sales training and customer experience—digital humans that feel human drive engagement.Don't fall in love with the wrong problem. Sam Altman’s advice: go deeper to find the root need your product must solve.Being early is painful—but survivable. Category creation requires stamina, education, and constant storytelling to shape the market.
Guest Resources
Email - [email protected]
Website - http://www.uneeq.com/
Episode Sponsor
Small Fish, Big Pond –
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288 Warner Moore - Negotiate Like a Buyer: Inside the Mind of Procurement
29 mai· SaaS Fuel
In this episode of SaaS Fuel, Jeff Mains is joined by Warner Moore, founder of Gamma Force and cybersecurity strategist, to dive deep into why early-stage SaaS companies often overbuild security, waste money on compliance, and miss real threats. Warner reveals how to make cybersecurity a strategic advantage—without killing innovation.
From delaying HIPAA compliance for smarter growth to leveraging cloud infrastructure securely by default, Warner shares practical frameworks SaaS founders can use to balance risk, market demand, and growth. If you're building a health tech or B2B SaaS company and wondering when and how to invest in cybersecurity.
Key Takeaways
00:00 – Strategic security starts with executive mindset
01:32 – Why security is a business strategy, not just IT
03:06 – Risk management vs checkbox compliance
06:34 – Mistakes SaaS founders make with security
09:53 – Understanding real risk (Asset + Vulnerability + Threat)
11:16 – Leveraging cloud providers securely
12:12 – Security as a market differentiator
14:12 – Delaying HIPAA compliance with intentional design
17:11 – When to invest in security maturity
20:06 – Security budgeting for startups
23:24 – Signs you need a fractional CSO
26:57 – Health tech vs general SaaS: when security is mandatory
29:22 – Onboarding & deepfake defense tactics
32:27 – Process-based security (not just tech)
34:22 – Is 2FA enough? Low-cost, high-value protection
36:04 – Aligning security with company mission
38:27 – Upcoming security shifts (quantum, AI, deepfakes)
40:07 – Financial controls > fancy tools
41:00 – Access control as a universal security need
43:24 – Shadow IT and how to reduce SaaS sprawl
Tweetable Quotes
"If you don’t ask the hard questions early, you’ll overbuild and overspend on security that doesn’t move the business forward." – Warner Moore
"Security isn’t just a department. It’s a culture and a competitive advantage hiding in plain sight." – Jeff Mains
"Real risk requires three things: an asset, a vulnerability, and a threat. Miss one and it’s just noise." – Warner Moore
"Security done right doesn't slow you down—it speeds you up with confidence and alignment." – Warner Moore
"The most secure companies don’t just install tools—they build resilient business processes." – Warner Moore
"Before you throw money at compliance, ask: does this really serve our market or just create overhead?" – Warner Moore
SaaS Leadership LessonsDon’t Overbuild Early – Avoid unnecessary compliance if you’re not yet handling sensitive data. Be intentional.Security Is Strategy – It's not an IT checklist. It's a leadership-level decision and business differentiator.Risk = Asset + Vulnerability + Threat – If one is missing, it’s not a real risk. Focus on what matters.Delay Expensive Compliance Smartly – You can structure your tech and market approach to delay heavy regulatory burdens.Train Your Team for Real Threats – Deepfakes, phishing, and social engineering are rising threats; education is critical.Use the Basics Well – MFA, encryption, access control—low-cost, high-value steps most companies still ignore.
Guest Resources
Email - [email protected]
Website - https://gammaforce.io/
Linkedin -
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287 Lior Weinstein - The Inevitable Growth Model: How to Scale Smarter, Not Slower
27 mai· SaaS Fuel
In this episode of SaaS Fuel, we dive deep with Lior Weinstein, a rare combination of fractional CTO and CRO, who helps $20M–$100M founder-led companies break through bottlenecks with simplicity, speed, and systems that scale.
We cover the future of fractional leadership, why “how” is often the wrong first question, how MVP thinkers often miss the real “V,” and how AI, no-code tools, and customer insight are rewriting the playbook for SaaS growth.
🔥 Topics include:
MVP done right (focus on the "Viable")From “Buy” to “Build” economy and what it means for SaaS pricingThe hidden cost of junior developers in the AI eraFrameworks to unclog, de-risk, or scale your businessHow to avoid the trap of multi-channel marketing too earlyWhy data > opinions every single time
Key Takeaways
00:00 – Start: Why “Why” beats “How”
02:10 – Welcome back to SaaS Fuel
04:12 – Meet Lior Weinstein: Fractional CTO/CRO
06:00 – Lessons from starting a business at 14
08:30 – Choosing relationships, not just revenue
10:45 – Scrappy mindset at $50M scale
14:00 – Systems that move the needle
17:00 – Common SaaS growth mistakes
20:00 – Data over opinions: marketing case studies
23:00 – Bridging founders and developers
26:00 – No-code revolution and commoditization of tech
29:00 – Rise of the AI-powered engineer
35:00 – Inflation of products and entrepreneurial access
38:00 – How AI is redefining copywriting and marketing
42:00 – The inevitable rise of fractional leadership
46:00 – Why companies don’t need full-time CTOs
50:00 – Using tech to de-risk, unclog, or scale
56:00 – Lior’s “Inevitable Growth” framework
Tweetable Quotes
“Most MVP thinkers focus on the M. I focus on the V — prove the value.” – Lior Weinstein
“AI isn’t just a tool anymore. It’s your teammate.” – Lior Weinstein
“If you're going multi-channel too early, you're scaling waste.” – Lior Weinstein
“We’re not using ‘fractional’ to describe the impact. We’re using it to describe the cost.” – Lior Weinstein
“Your product isn’t the differentiator anymore—your experience is.” – Lior Weinstein
“Junior and mid-level devs are becoming redundant. AI-powered seniors deliver 10x results.” – Lior Weinstein
SaaS Leadership Lessons
Start With Why, Not How
Most technologists jump to execution. Great ones like Lior focus on why—the real problem behind the feature request.
The “V” in MVP Matters Most
An MVP isn’t just something minimal—it must be viable. Focus on delivering true value, not just a quick launch.
Don’t Scale Waste
Before hiring, ask: “Can AI or automation do this?” If yes, you might save months and thousands in costs.
Avoid Multi-Channel Too Early
Validate one channel deeply before expanding. Otherwise, you spread budget thin and dilute learning.
Measure Everything—Guess Nothing
If you don’t have a framework to test and measure, your growth isn’t inevitable—it’s luck.
Fractional Execs Can Outperform Full-Time
A great fractional CTO can deliver 100% of the outcome for a fraction of the cost—especially if they're AI-powered.
Guest Resources
Email - [email protected]
Website - https://www.cto.com/
Linkedin -
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286 Mike Lander - Trust Over Relationship: A New Approach to B2B Sales
22 mai· SaaS Fuel
Why do deals stall even when your pipeline looks strong?
In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.
You’ll learn:
How to build trust by focusing on the buyer’s world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk away from RFPs—and why that’s a win.
Key Takeaways
00:00 – Why focusing on you kills trust with buyers
00:27 – Welcome to SaaS Fuel with Jeff Mains
01:15 – Your pipeline isn’t broken—your qualification might be
02:00 – The new sales equation: trust, credibility, risk reduction
03:27 – Guest intro: Mike Lander and $500M in deal experience
06:13 – Where discounting goes wrong
10:56 – Why buyers choose safe over best
14:03 – Risk perception and the value equation
16:18 – Myths salespeople believe about procurement
18:04 – “Procurement is where deals go to die” – and why that’s false
30:23 – Mike’s framework for working fewer, better deals
35:32 – The hidden dangers of RFPs
46:00 – Can AI replace salespeople? Where humans still matter
51:13 – Will AI negotiate against AI?
52:06 – Where to learn more about Mike
53:01 – What’s coming next on SaaS Fuel
Tweetable Quotes
“The more you focus on your deal, the less the buyer trusts you.” – Mike Lander
“Want to close more? Qualify better. The pipeline’s not broken—your filters are.” – Jeff Mains
“Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander
“Buyers don’t want persuasion. They want sleep.” – Jeff Mains
“Procurement isn’t the end of a deal—it’s the beginning of alignment.” – Mike Lander
“If AI handles the process, humans better handle the purpose.” – Jeff Mains
SaaS Leadership LessonsTrust isn't built on your product—it's built on understanding the buyer’s risk.Qualification problems—not sales problems—are why most deals stall.The best sellers help buyers sleep at night, not just buy faster.Procurement isn't the enemy—it’s your hidden advantage if you understand their framework.Saying “no” to bad-fit RFPs leads to higher win rates.Even with AI in sales, human insight into motivation and value remains irreplaceable.
Guest Resources
Email - [email protected]
Website - https://piscari.com/
LinkedIn - https://www.linkedin.com/in/mikelander/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website -
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285 Eran Friendinger - Scaling Smart: Balancing Growth Ambitions with Lead Quality
20 mai· SaaS Fuel
Want to scale smarter, not just faster? In this episode of SaaS Fuel, Jeff Mains sits down with Eran Friendinger, co-founder and CTO of Volantis, to unpack how predictive analytics and AI-powered signal optimization are transforming marketing performance and customer acquisition.
We explore:
Why cost per lead is misleadingHow to identify high-quality users earlyUsing predictive signals for retention and LTVThe balance between culture and automationHow to build fast-moving, data-led teams
Whether you’re a growth-stage SaaS founder or a data-curious marketer, this conversation will reshape how you think about scale, systems, and success in a fast-moving AI world.
Key Takeaways
00:00 - Why cost per qualified lead matters more than total cost
01:17 - Welcome to SaaS Fuel: The treasure map in your data
02:17 - Predictive marketing vs reactive metrics
03:45 - Meet Eren Friendinger: AI, signal optimization, and smarter leads
06:42 - From deep tech to startup growth: Eren’s founder journey
08:05 - Why traditional dashboards fall short
12:13 - Segmenting by value, not just traits
14:43 - Predicting lead quality on arrival
15:27 - Using AI for churn prevention and LTV
18:20 - Personalized targeting for different stages
20:17 - Signal optimization: what it is and why it matters
23:11 - Training ad networks with better feedback
26:00 - Champion Leadership: Scale without the grind
27:02 - Misleading metrics: cost per lead vs CAC
29:25 - Who this works best for (hint: high-volume SaaS)
31:02 - Rethinking attribution with predictive signals
34:02 - Volantis startup challenges + AI roadmap decisions
39:29 - Lessons from selling a startup in 12 months
42:25 - Culture vs features: what matters more
45:07 - Hiring adaptable, data-driven teams
47:22 - First step for data-driven founders
Tweetable Quotes
“We’re addicted to cost per lead, but the truth is, that metric lies. Focus on qualified leads if you actually care about growth.” – Eran Friendinger
“AI isn’t replacing marketers. It’s making the best ones unstoppable.” – Jeff Mains
“Stop asking ‘what happened’ and start asking ‘what’s about to happen.’ That’s the predictive mindset.” – Eran Friendinger
“You don’t need more dashboards. You need better signals.” – Jeff Mains
“Give your ad network better feedback, and it will give you better leads. It’s that simple.” – Eran Friendinger
SaaS Leadership LessonsCost per lead is not the real metric – Focus on cost per qualified lead and lifetime value to optimize for scale, not vanity metrics.Predictive data > historical data – SaaS growth requires real-time insights and forecasting, not just post-mortem reports.AI + signal optimization = sharper targeting – Give better feedback to ad platforms and build feedback loops for stronger performance.Marketing and product should align on data – The best SaaS teams know what high-value users look like and build around them.Great culture is a multiplier – Adaptability, experimentation, and shared vision win even in high-tech environments.Start with one high-leverage data insight – You don’t need a perfect model. Just one predictive insight can shift your whole strategy.
Guest Resources
Email - [email protected]
Website - http://voyantis.ai/
Linkedin -
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284 Adam Coughlin - Story First, Scale Second: Why Messaging Wins Markets
15 mai· SaaS Fuel
In this episode of SaaS Fuel, host Jeff Mains sits down with Adam Coughlin — Co-Founder, CMO, and Managing Partner at York IE — to explore how SaaS founders can craft powerful messaging, align teams, and build scalable go-to-market strategies that don’t rely on buzzwords or bloated org charts.
From the power of customer funding and finding your minimum viable audience to avoiding messaging mistakes that kill momentum, Adam shares a blueprint for creating story-driven marketing that actually works. Whether you're an early-stage founder or scaling to Series B and beyond, this episode will change the way you think about go-to-market.
Key Takeaways
00:00 - Intro: Customer-funded growth and audience-first strategy
01:11 - Why company culture is your hidden growth lever
02:20 - Messaging isn’t enough — storytelling that resonates
04:10 - Meet Adam Kaplan from York IE
08:44 - Why founders default to jargon (and how to fix it)
13:02 - Building a message that drives GTM, sales, and fundraising
16:20 - Defining your Minimum Viable Audience
20:08 - Bootstrapping and customer funding as strategic growth
22:11 - The most common go-to-market mistake
24:35 - What to do before you build a sales team
28:03 - Adam’s book pick: Small Fish Big Pond
29:01 - Content that supports both SEO and sales
34:04 - The power of message consistency across platforms
37:41 - Leveraging founder brand without vanity
43:02 - Staying grounded as a founder in chaotic markets
45:03 - Why marketing is not just a department
Tweetable Quotes
“A confused mind doesn’t buy. Messaging must be simple, clear, and consistent.” – Adam Coughlin
“Your story isn’t just for marketing — it’s how you align your team and scale your vision.” – Adam Coughlin
“Customer-funded growth gives you optionality later — without giving up control early.” – Jeff Mains
“Founders need to stop mimicking competitors and start telling their own story.” – Adam Coughlin
“If your LinkedIn, blog, and sales team all sound different — you’ve already lost.” – Jeff Mains
“Marketing isn’t a department. It’s a strategic engine that drives every other function.” – Adam Coughlin
SaaS Leadership Lessons
Start with your audience, not your product.
A clear understanding of your minimum viable audience is more powerful than shouting into the void.
Messaging is a team sport.
If every team member tells a different story, you confuse the market — and confused minds don’t buy.
Ditch the jargon.
Founders often invent new language, but if prospects don’t understand it, you lose them.
Customer funding beats investor pressure.
Bootstrap when you can — early traction through real customers unlocks smarter long-term growth.
Story drives go-to-market alignment.
A consistent story across sales, marketing, and fundraising is your secret weapon in crowded markets.
Your founder brand matters — if used right.
Done well, it builds trust and community. Done poorly, it becomes a vanity distraction.
Guest Resources
Email - [email protected]
Website - http://york.ie/
Linkedin - https://www.linkedin.com/in/adamcoughlin/
Episode Sponsor
Small Fish, Big Pond –
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283 Harry Masters & Uddhav Mehra - The Human Side of Hiring: Motivation, Fit, and Long-Term Success
13 mai· SaaS Fuel
In this episode of SaaS Fuel, Jeff Mains sits down with Uddhav Mehra and Harry Masters from The Inflection Group to unpack one of the most common mistakes early-stage SaaS founders make—hiring the wrong people too early. We explore why big-name hires from large enterprises often flop in scrappy startups, the power of hiring gritty operators over shiny resumes, and how to create a strategic, stage-appropriate hiring roadmap. If you’re looking to scale without bloating your team or burning your cash, this episode is packed with insights on founder-led sales, hiring for impact, and building elite go-to-market teams that actually work in real-world startup conditions.
Key Takeaways
00:00 – Don’t hire a VP of Sales yet? Here’s why
01:44 – Founders and enterprise sales: a smarter strategy
02:28 – Why rockstar execs fail in startups
03:57 – Hire for the stage, not the brand
05:10 – Meet Udhav Mehra and Harry Masters
08:05 – The “headhunter” problem most founders hate
11:00 – The #1 mistake founders make when hiring
14:30 – Startup size matters when evaluating candidates
18:26 – Mismatched expectations from candidates and founders
23:20 – Why asking for a “marketing person” is usually wrong
26:41 – Why startup success takes more time than expected
27:56 – How Inflection supports technical founders
33:14 – Role clarity evolves during interviews
35:00 – What’s your first GTM hire? It depends...
38:03 – Strategic vs. transactional hiring
40:29 – Adapting hiring strategy as you scale
42:51 – Why startup hires get years of experience in months
44:01 – The wrong mindset kills startup momentum
45:20 – One small change to hire smarter
48:39 – Multi-phase interviews that actually work
50:24 – The future of hiring in an AI-driven world
54:06 – Final advice for SaaS founders
Tweetable Quotes
"Hiring a VP of Sales before you have a sales org is like buying a steering wheel with no car." – Uddhav Mehra
"The best startup hires aren't polished — they're gritty." – Harry Masters
"Just because someone came from Google doesn’t mean they can build your GTM motion from scratch." – Jeff Mains
"We look for candidates who run toward the fire, not away from it." – Harry Masters
"Founders often want the pain. Most execs don’t." – Uddhav Mehra
"Marketing isn’t a person. It’s a function made of 10 roles. Know what you actually need." – Jeff Mains
SaaS Leadership Lessons
Don't hire too senior too soon – Early-stage startups often mistake brand-name experience for startup grit. Hire for stage fit, not prestige.
Enterprise sales ≠ enterprise strategy – A better early move: founder-led sales + 1 top enterprise rep who’s hungry to win.
Start with goals, not job titles – Instead of saying “we need a VP of Sales,” define what outcomes you need and build a strategy around that.
Hiring evolves with your growth stage – What works at Series A won’t work at Series C. Update your hiring playbook accordingly.
Avoid "Frankenstein job descriptions" – Roles like “Marketing Person” often disguise unrealistic expectations across 5–6 different functions.
Great hiring is strategy, not speed – A structured, multi-step hiring process reduces misfires and builds long-term alignment.
Guest Resources
Email - [email protected]
Website - https://www.theinflectiongroup.com/
Harry’s Linkedin
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282 Phil McGilvray - Money Boss: How Entrepreneurs Can Take Control of Their Finances
8 mai· SaaS Fuel
Are you running a fast-growing SaaS company but feel like your finances are a mystery? In this episode of SaaS Fuel, financial literacy coach Phil McGilvray breaks down the five (sometimes six) essential numbers every founder needs to track monthly to simplify cash flow, reduce stress, and finally build a financially sound business.
Phil shares how to set up a clean bank account structure, what most financial advisors miss, and why your business's financial system should function like a cascade—where money flows with intention, not chaos.
Key Takeaways
00:00 – The 5-6 numbers every entrepreneur must track
02:00 – Why most founders fail financially (and don’t know it)
06:00 – Why financial advisors rarely teach true financial literacy
09:00 – The real-world cash flow numbers you must track
12:00 – Why P&Ls are misleading and what to use instead
15:00 – The simple monthly process to take control of your finances
18:00 – How over hiring and scaling too fast kills profit
21:00 – The “cascade” method of managing business money
25:00 – Upfront vs monthly payments: pros and cons
28:00 – Why most SaaS founders overcomplicate their finances
32:00 – Building a business that can scale and survive
36:00 – Mindset shifts for building a sellable SaaS company
44:00 – What every founder should understand about money
Tweetable Quotes
“If you don’t pay yourself, you’re building someone else’s dream on your own dime.” — Phil McGilvray
“Your P&L says you made a profit, but your bank account tells the truth.” — Phil McGilvray
“Treat your business finances like a cascade: overflow comes only when the first pool is full.” — Phil McGilvray
“Financial literacy isn’t about complexity. It’s about consistency and clarity.” — Phil McGilvray
“The right bank account structure is worth more than a finance degree.” — Phil McGilvray
“SaaS founders don’t fail because of bad products. They fail because of bad financial planning.” — Jeff Mains
SaaS Leadership Lessons
Track the Right Numbers Monthly – Revenue, expenses, taxes, salary, cost of goods sold, and what’s left are the only numbers that matter for clarity.
Pay Yourself First – If you’re not paying yourself monthly, you don’t have a real business—you have an expensive hobby.
Your P&L Doesn’t Tell the Full Story – Big purchases, taxes, and salaries are often missing from P&L reports, so use bank statements for reality.
Set Up a Clean Cascade System – Think of your finances like cascading pools: operating → reserves → growth/investment.
Simplicity Wins – You don’t need complex tools or endless accounts—just one operating, one reserve, and one tax account will do.
Growth Without Guardrails Is Risky – Scaling without building cash reserves makes your business fragile in downturns.
Guest Resources
Email - [email protected]
Website - http://philmcgilvray.com/
Facebook - https://www.facebook.com/phil.mcgilvray.9
Linkedin - https://www.linkedin.com/in/phil-mcgilvray-profit-and-cash-flow-strategist-58734a25/
The Cash Flow Fix -
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281 Micah Remley - The New Rules of Hybrid Work: How to Lead in a Flexible World
6 mai· SaaS Fuel
Hybrid work isn’t going away but most companies are still doing it wrong. In this episode of SaaS Fuel, Jeff Mains sits down with Micah Remley, CEO of Robin, a workplace management platform that’s helping companies build smarter, more collaborative hybrid environments.
We dive deep into:
✅ Why hybrid is harder than remote or in-office
✅ The huge disconnect between CEOs and employees
✅ How AI can 2–3x productivity without bloating headcount
✅ Rethinking office space for real collaboration
✅ Why 2–3 days in the office is the sweet spot
✅ Leadership advice for SaaS founders building in today’s fast-moving world
Micah brings battle-tested insights from leading companies like MineralTree and Internap—and shares what’s actually working to keep culture, performance, and innovation alive in a hybrid setup.
Key Takeaways
00:00 - Intro: What studies say about in-office effectiveness
00:58 - Welcome to SaaS Fuel
01:40 - The hybrid work paradox
02:55 - Why hybrid is harder than remote or in-office
05:00 - Guest intro: Micah Remley, CEO of Robin
06:00 - Why Micah is tackling hybrid work
07:10 - The real problem companies face
10:30 - Big misunderstanding between CEOs and employees
12:50 - Expectations vs. reality in hybrid culture
15:45 - Why 2–3 days in the office is optimal
18:00 - The gym analogy: environment matters
22:00 - Designing collaboration-first workspaces
25:00 - The illusion of "being present" at the office
28:00 - SaaS scaling tools from Champion Leadership
30:00 - What Robin actually does (desk booking, analytics, room scheduling)
36:50 - Biggest challenge scaling Robin
42:00 - AI is moving faster than expected
46:00 - 2–3x productivity gains from AI
49:00 - Biggest use cases with AI
52:00 - Dev speed is now faster than sales
57:00 - Micah’s #1 leadership advice
59:30 - What’s next on SaaS Fuel
Tweetable Quotes
🧠 “Hybrid success doesn’t happen by accident. It requires thoughtfulness, consistency, and flexibility.” — Jeff Mains
🏢 “If you’re just showing up to check a box, there’s no value in being in the office.” — Micah Remley
🤖 “AI can 2–3x productivity—without adding headcount. That’s a game changer for scaling SaaS.” — Micah Remley
💡 “Employees define hybrid differently than CEOs. That gap kills momentum unless you bridge it.” — Jeff Mains
🏋️ “It’s like a gym. The environment shapes the outcome. Home workouts rarely get the same results.” — Micah Remley
📈 “Cash always matters. AI is exciting, but fundamentals still win.” — Micah Remley
SaaS Leadership Lessons
Hybrid requires structure, not spontaneity – Success in hybrid work doesn’t come from flexibility alone. It takes clear systems, intentional office days, and consistent leadership.
Employees and CEOs define hybrid work differently – Misalignment in expectations leads to confusion, low morale, and disengagement.
Rethink office design – Office space must support collaboration, not serve as a checkbox. Create environments that invite people to interact meaningfully.
AI boosts productivity without scaling headcount – The right AI tools can make lean teams incredibly efficient and outperform bloated ones.
You need to lead the culture shift – Hybrid models work best when leadership is proactive, transparent, and communicative.
Space utilization needs to be intentional – Tools like Robin help manage real-time office dynamics, ensuring resources match how teams actually work.
Guest...
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280 Roger Crawford - Defeat Is a Choice: How to Win No Matter the Odds
1 mai· SaaS Fuel
🎾 From Adversity to Achievement: How to Crush Excuses & Unlock Your Potential | Roger Crawford | SaaS Fuel
What’s holding you back—real limitations or just polished excuses?
In this powerful and deeply personal episode of SaaS Fuel, host Jeff Mains is joined by Roger Crawford—Division I athlete, bestselling author, and globally renowned speaker—whose journey has inspired millions.
Despite being born with physical challenges, Roger shattered expectations and redefined what’s possible. Today, he shares his playbook on how mindset can turn fear into fuel and excuses into action.
If you’ve ever felt stuck, doubted your potential, or waited for the “perfect” moment—this conversation is your wake-up call.
Key Takeaways
00:00 – Why excuses feel comfortable—but cost us power
02:15 – Roger’s mindset-shifting journey begins
03:38 – From physically challenged to Division I athlete
07:00 – “Defeat is a choice”—how to rewrite your story
10:52 – The fastest way to increase results: decrease excuses
13:22 – The #1 excuse that limits most people
17:00 – Is mindset the best predictor of success?
20:48 – Breaking through limiting beliefs
25:08 – Why optimism is a choice, not a gift
27:21 – Growth mindset and embracing failure
32:58 – Obstacles are not stop signs
36:00 – Pre-written excuses: how they show up in leadership
40:43 – How to reframe challenges as stepping stones
46:00 – Final advice to any leader struggling with self-doubt
Tweetable Quotes
“The fastest way to increase results is to decrease excuses.” — Roger Crawford
“Excuses feel good… but they hand your power to something outside yourself.” — Jeff Mains
“You’ll never reach higher with your hands in your pockets.” — Roger Crawford
“Obstacles aren’t stop signs. They’re invitations to grow.” — Jeff Mains
“Defeat isn’t what happens to you—it’s what you accept.” — Roger Crawford
SaaS Leadership LessonsExcuses feel safe because they take pressure off—but they also take your power.The most powerful shift is taking 100% responsibility for your response to challenges.Mindset isn't just helpful—it's essential. It's the foundation of how you handle everything.Stop waiting for perfect conditions. Progress starts where you are.Challenges are inevitable—defeat is a choice.
Guest Resources
Email - [email protected]
Website - http://www.rogercrawford.com
Facebook - http://www.facebook.com/user/halloffamespeakerrogercrawford
Linkedin - http://www.linkedin.com/in/rogercrawford1
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website - https://championleadership.com/
Jeff Mains on LinkedIn -
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279 Richard Walker - Finding the Who, Not the How: Leadership Lessons from Scaling a SaaS
29 abr· SaaS Fuel
Forget "Grow at All Costs" — Here's How to Build a SaaS Company That Lasts | Richard Walker, CEO of Quik!
💡 Is chasing faster growth putting your business at risk?
On this episode of SaaS Fuel, host Jeff Mains dives deep with Richard Walker, CEO and co-founder of Quik!, to explore why a scarcity mindset can destroy your company—and what it truly takes to build a profitable, sustainable, and values-driven SaaS business.
Key Takeaways
00:00 – Why "grow at all costs" is a dangerous mindset
01:14 – How Richard Walker built a 99% recurring revenue business
02:05 – The reality behind scaling sustainably vs chasing fads
03:00 – Remote work: How it strengthened Quik!’s culture
04:00 – Shifting from product-led to sales-led: What it takes
05:00 – Building a customer-obsessed company culture
08:00 – Richard’s toughest lessons from bootstrapping and scaling
13:00 – The mindset shift from startup founder to organizational leader
17:00 – Hiring strategies: Why fractional teams are a hidden superpower
24:00 – Why customer experience is your ultimate competitive advantage
26:13 — Launching "The Customer Wins" Podcast to Build Relationships
27:45 — How Podcasting Has Created Unexpected Business Wins
29:00 — McKinsey and Microsoft on CX-Driven Growth
33:00 — Making Great UX Invisible (Until It's Missing)
36:00 — Employees Living the Mission, Not Just Reading It
39:30 — Why Constraints Boost Creativity and Innovation
41:00 — Shifting From Startup Founder to Organizational Leader
43:00 — Hiring Philosophy: Focus on "Who" Not "How"
45:00 — The Power of Fractional Teams in Growth
46:30 — Launching "The Customer Wins" Podcast
48:00 — How Podcasting Unexpectedly Drove Revenue Growth
Tweetable Quotes
"If you chase growth at all costs, you’re just feeding your fear of missing out." — Richard Walker
"Profitability isn't optional—it's oxygen for your business." — Jeff Mains
"Great culture isn't built—it's owned by your people." — Richard Walker
"The biggest shift from founder to leader is asking 'Who?' not 'How?'" — Richard Walker
SaaS Leadership LessonsScarcity leads to chasing trends. Abundance builds companies that last.Focus on your core value and operational metrics, not just fast growth.Culture drives sustainable success—it’s not just a poster on the wall.Profitability is freedom. Growth without it is a trap.Who you hire is more important than how you do it.
Guest Resources
Email - [email protected]
Website - https://www.quickforms.com/
Linkedin - https://www.linkedin.com/in/quikformsceo/
Episode Sponsor
Small Fish, Big Pond...
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278 Joshua Monge - Operational Excellence: Turning Your Business into a Cash-Flow Machine
24 abr· SaaS Fuel
In this episode of SaaS Fuel, host Jeff Mains welcomes fractional CEO and systems optimizer Joshua Monge, who reveals the operational secrets that turn chaotic, founder-reliant SaaS businesses into scalable, exit-ready machines.
From escaping burnout to structuring future-proof systems, Joshua shares what it really takes to build a business that thrives without the founder being in every decision. If you’ve ever felt like your company can’t breathe unless you’re in the room—this one’s for you.
Key Takeaways
01:15 - SaaS sales as an endurance sport
04:14 - Guest intro: Joshua Mong
08:00 - Firefighting vs. real leadership
10:00 - Becoming your own bottleneck
12:45 - Breaking through the $3M–$5M ceiling
18:55 - Mapping workflows step-by-step
21:10 - How to get out of the weeds
23:23 - Why every SaaS should be built for exit
26:31 - Operational freedom and founder identity
29:12 - Thinking strategically beyond the day-to-day
30:13 - The pain of being too involved in the business
32:15 - Rocket Fuel and visionary/integrator dynamics
34:45 - What increases company valuation
38:25 - AI and automation in operations
43:07 - When great processes hurt more than help
45:58 - Customer onboarding = consistency is key
50:22 - How to scale operations from $1M to $10M
Tweetable Quotes
"If your business can’t breathe unless you’re in the room, it’s time to rewire the system." – Jeff Mains
"The companies that scale aren’t built around brilliant founders—they’re built on brilliant systems." – Joshua Monge
"Delegation isn’t giving up control. It’s regaining freedom." – Joshua Monge
"You don’t sell a business—you sell the system that generates the revenue." – Jeff Mains
"Being exit-ready doesn’t mean you’re leaving. It means you have options." – Joshua Monge
"AI is the accelerator, but without systems, it just makes your mess faster." – Joshua Monge
SaaS Leadership Lessons
Founder Involvement = Bottleneck
Growth slows when founders micromanage. Delegate with systems, not hope.
Parallel Systems Create Freedom
Build dual systems—one for now, one for scale—to ease transition without friction.
Document or Die
Undocumented or outdated processes are hidden handbrakes on growth and valuation.
Exit-Ready = Freedom-Ready
Even if you never sell, building for exit gives you optionality and peace of mind.
Don't Overengineer Your Ops
Copying someone else's playbook can backfire. Build what your business actually needs.
Visionaries Need Integrators
Great ideas die without execution. A strong operator turns creative chaos into scalable growth.
Guest Resources
Email - [email protected]
Website - http://thinkadaptbuild.com/
Linkedin - https://www.linkedin.com/in/mrjdmonge/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website -
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277 Lance Thrailkill - Innovating the Future: The Intersection of Tech and Affordable Housing
22 abr· SaaS Fuel
Is 3D printing the future of housing? In this episode of SaaS Fuel, Jeff Mains sits down with Lance Thrailkill — third-generation CEO of All Metals Fabricating and co-founder of Print3d Technologies. Lance shares how he’s merging AI, automation, and 3D printing to disrupt the construction industry and solve the affordable housing crisis. From scaling legacy businesses to building $100K homes faster and cheaper, this is a blueprint for SaaS founders and innovators looking to reshape entire industries.
💡 Learn how to integrate AI without replacing jobs, implement automation without losing your culture, and why “print-to-live” could be the next big thing in tech-driven housing.
Key Takeaways
00:00 – Why tech can’t just say “do it better” anymore
03:11 – Last week’s guests: Tammy Reiss and Daniel Borba
05:08 – Why leading with questions works in legacy companies
07:03 – Balancing automation with core company values
10:09 – Automation for high-mix, low-volume manufacturers
12:02 – AI isn’t replacing people — it’s making them better
15:30 – What’s wrong with how homes are built today
17:02 – A mold disaster that made it personal
19:29 – How Printed Technologies was born
22:05 – The resilience of concrete homes
24:29 – Vertical expansion: storm shelters, commercial, pods
27:23 – Home-in-a-box vision and prefab innovations
31:08 – Can 3D printing solve housing worldwide?
33:07 – Bootstrapping to VC: raising $3M with purpose
36:58 – Biggest hurdles: regulations and adoption
39:15 – Fireproof, termite-resistant, hurricane-ready homes
42:07 – Future plans: brick styles, automation, sexy prototypes
44:20 – The biggest founder lesson Lance learned
46:12 – The $100K home challenge: how they pulled it off
Tweetable Quotes
“People only buy into what they help create.” – Lance Thrailkill
“AI should help people do their jobs easier — not replace them.” – Lance Thrailkill
“We’ve been building homes the same way for 100 years. That has to change.” – Lance Thrailkill
“If you're always chasing the ideal state, you’ll never feel the wins.” – Lance Thrailkill
“Automation doesn’t remove jobs. It secures them in cyclical industries.” – Lance Thrailkill
“Affordable housing is the crisis. Technology is the solution.” – Jeff Mains
SaaS Leadership LessonsAI is not a replacement — it’s a multiplier. Integrate tools that make your team faster, not obsolete.Legacy companies need leadership through questions. Ask, don’t dictate. Ownership begins with inclusion.Small wins lead to big automation. Focus on one area of improvement at a time to build momentum.Let your team pick the tools. Empower employees to select technology — they’ll champion what they helped build.Plan for scale from day one. A product’s simplicity determines how far and fast it can scale — especially globally.Focus on the gain, not the gap. Founders must train their minds to see progress, not just what’s missing.
Guest Resources
Email - [email protected]
Website - http://www.print3dtechnologies.com
Facebook - https://www.facebook.com/lance.thrailkill
Linkedin -
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276 Tami Reiss - Decision-Making, Delegation, and Influence: Leadership Lessons for Growth
17 abr· SaaS Fuel
In this episode of SaaS Fuel, Jeff Mains is joined by leadership expert Tami Reiss, creator of the Learn to Lead framework. Together, they dive deep into what it truly takes to lead when your title isn’t enough. If you’re a founder who's scaling fast, feeling like a bottleneck, or unsure how to empower your team without micromanaging — this conversation is your roadmap.
🎯 Tami shares strategies to build an ownership-driven culture, delegate effectively, and influence without authority. Learn how to shift from doer to visionary, scale your team, and create long-term impact. Plus, hear how leadership is evolving in the AI age and why adaptability is the new superpower.
Key Takeaways
00:00 – Why authority doesn’t equal influence
02:14 – What real leadership looks like in startups
06:03 – Why leadership is more important than ever
10:00 – How founders become bottlenecks
13:13 – Mastering influence without authority
20:17 – Letting go: delegation, mindset, and ownership
24:07 – Delegating outcomes, not tasks
27:27 – How to rally your team around your vision
30:24 – From micromanaging to trust-based leadership
32:24 – Cultivating leaders inside your org
34:12 – What separates the best leaders from the rest
36:02 – Balancing confidence and vulnerability
39:52 – The value of perspective: “What am I not seeing?”
42:46 – The future of leadership in the AI era
43:38 – Teaching leadership to the next generation
45:18 – Tami’s book and the story behind it
46:38 – Tami’s leadership tip for founders
Tweetable Quotes
“Your title gives you authority. But influence? That’s earned.” – Jeff Mains
“Delegation isn’t dumping. It’s empowering.” – Tami Reiss
“Most bottlenecks in startups aren’t tools or tactics. It’s the founder.” – Jeff Mains
“Leadership is about guiding people to outcomes, not tasks.” – Tami Reiss
“The biggest shift for founders is realizing they don’t need to do everything themselves.” – Tami Reiss
“Adaptability is the leadership trait no one talks about but everyone needs.” – Jeff Mains
SaaS Leadership LessonsTitle ≠ Trust – Founders must earn influence, not expect obedience.You’re the Bottleneck – If everything runs through you, growth will stall.LEAD Framework – Leadership is about Listening, Empowering, Acting decisively, and Developing others.Delegate Outcomes, Not Tasks – Let go of your way and empower theirs.Adaptability Is a Superpower – Especially in fast-changing, AI-driven industries.What Am I Not Seeing? – Great leaders constantly seek outside perspectives.
Guest Resources
[email protected]
myleaderwithin.com
https://linkedin.com/in/tamireiss
instagram.com/reisstami
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group –
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275 Daniel Borba - The Future of Video Marketing: Why SaaS and B2B Brands Must Adapt Now
15 abr· SaaS Fuel
How SaaS Founders Can Use Video to Shorten Sales Cycles & Boost Conversions | Daniel Borba - Spark Portal
In this episode of SaaS Fuel, we’re joined by Daniel Borba, founder and CEO of Spark Portal, to explore how video as a service is transforming SaaS sales and marketing. If you're still treating video like an add-on asset, this conversation will change how you view your entire GTM strategy.
🎯 Whether you're an early-stage founder or scaling to $20M ARR, this is your blueprint for using video to drive pipeline and build a premium brand.
Key Takeaways
00:00 – Why explainer videos need higher production
07:00 – Why Daniel built "video as a service" for B2B SaaS
11:30 – Common mistakes SaaS founders make with video
14:30 – Is video essential to scale in today’s market?
18:00 – Strategy before quantity: the smarter video play
24:00 – How to measure ROI with short, strategic video
31:00 – Case Study: How 3 short videos boosted close rate
36:00 – Video in lead nurture sequences (and why it works)
42:00 – Using analytics to optimize video performance
47:00 – Start with video → multiply your assets
50:00 – Biggest mistakes SaaS companies make with video
Tweetable Quotes
“Your best salesperson might not be a person—it’s video.” – Jeff Mains
“Great videos don’t need big budgets. They need big strategy.” – Daniel Borba
“Production value helps, but script quality closes deals.” – Daniel Borba
“Don’t do video just to do video. Start with the story, then build the content.” – Jeff Mains
“If your content isn’t being consumed, it’s not content—it’s noise.” – Daniel Borba
“Vanity metrics don’t pay the bills. ROI does.” – Jeff Mains
SaaS Leadership LessonsStrategy First, Always – Don’t jump into video production without a clear story and strategic objective. Start with the why.Production Value Isn’t Everything – Organic, raw videos often perform better than over-polished ones—especially in social feeds.Video is the New Sales Rep – Modern SaaS buyers prefer self-educating through video rather than cold calls or long decks.Measure More Than Views – Use video analytics to track who watched, what they watched, and how many times—this data is gold for sales teams.Start with Video, Multiply Content – One good video can become 20+ assets: blog, podcast, email sequence, short clips, and more.Use Video Between Stages – Add short “hot take” videos between discovery and demo to educate leads and boost conversions.
Guest Resources
Email - [email protected]
Website - https://sparkportal.com/
Linkedin - https://www.linkedin.com/in/danielborba/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website -...
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274 Mohan Rao - Creating Value Through Tech: How Product Leaders Drive Business Success
10 abr· SaaS Fuel
Is your SaaS business truly built to last—or are you growing a leaky bucket?
In this episode of SaaS Fuel, we dive deep into retention, innovation, and customer-centric scale with Mohan Rao, Chief Product & Technology Officer at Knownwell. Mohan shares battle-tested strategies for building future-proof SaaS companies by focusing on retention before acquisition, solving churn proactively, and aligning teams around customer success.
Key Takeaways
00:00 - Why retention is the real goal of product-market fit
03:00 - Welcome back to SaaS Fuel: growth ≠ scale
07:19 - Mohan Rao joins the show
11:10 - What founders get wrong about early product strategy
14:27 - Avoiding the “hammer looking for a nail” trap
18:05 - Preventing churn: retention as strategy, not support
22:17 - How Knownwell is applying AI and LMS to fix it
28:02 - Intervention signals: when a customer asks for a contract
32:47 - Lessons from holding multiple C-level roles
36:55 - Leadership evolution: empowering your next layer
43:05 - Why customers must be part of your M&A strategy
45:32 - Overlooked tech factors that kill acquisitions
Tweetable Quotes
Product-market fit isn’t about how many customers you can get—it’s about how many stick around."– Mohan Rao
Churn isn’t a number. It’s a warning sign your product isn’t delivering value fast enough.” – Jeff Mains
You don’t need 20 customers—you need 4 that never leave.” – Mohan Rao
Founders obsess over acquisition, but real growth comes from retention.” – Jeff Mains
SaaS Leadership LessonsIf users don’t stick, you don’t have product-market fit. Period.Validate the market need before building the product—market-product fit matters more.Not all feedback should make it into your roadmap—choose based on vision alignment.Retention is proactive—train your team to spot signals before customers churn.The fastest-growing SaaS companies obsess over activation, not just acquisition.
Guest Resources
Email - [email protected]
Website - http://knownwell.com/
Linkedin - https://www.linkedin.com/in/raomohan/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
Twitter - https://twitter.com/jeffkmains
Facebook - https://www.facebook.com/thesaasguy/
Instagram - https://instagram.com/jeffkmains
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273 David Tabachnikov - Building a Marketplace with Purpose: AI, Bootstrapping, and the Road to Scale
8 abr· SaaS Fuel
🔥 Billions in scholarships go unclaimed every year—not because students don’t need the money, but because the system is broken.
In this episode of SaaS Fuel, host Jeff Mains sits down with David Tabachnikov, CEO of ScholarshipOwl, the largest scholarship marketplace in the U.S. David reveals how they’re using AI, automation, and ethical technology to simplify the scholarship process for students—while helping brands use scholarships as a powerful marketing tool.
And here’s the twist: they’ve done it all bootstrapped. No VC money. Just smart strategy and relentless focus.
Whether you’re scaling a SaaS, building a two-sided marketplace, or want to see how AI can change real lives—this one’s packed with value.
Key Takeaways
00:00 – Why AI chatbots weren’t the right move
01:26 – The $100B problem in scholarships
07:00 – From Tel Aviv tech to solving education access
12:10 – Why brands like Coca-Cola & dental clinics offer scholarships
17:00 – The SEO, tax, and PR power of scholarships for brands
21:00 – ScholarshipOwl’s business model (freemium + per-app)
26:30 – Leveraging AI to generate, reuse, and optimize scholarship essays
29:10 – Why ethical AI matters for both students and brands
31:00 – Targeting Gen Z with AI-powered micro-scholarships
36:00 – The challenges (and freedoms) of bootstrapping
40:00 – Lessons from navigating COVID, inflation, and no VC money
42:45 – Early-stage founder advice: don’t pivot too early
44:00 – Why staying focused helped beat out VC-backed competition
48:00 – Go from 0 to $1M by mastering one growth lever
Tweetable Quotes
Email - [email protected]
Website - https://business.scholarshipowl.com/
Linkedin - https://www.linkedin.com/in/nethunter/
SaaS Leadership Lessons
Focus beats funding. ScholarshipOwl outmaneuvered VC-backed competitors by staying laser-focused on user value.
Ethical AI > flash. Instead of building flashy chatbots, they doubled down on personalized matching and outcomes.
Don’t chase FOMO. Just because a competitor pivots doesn’t mean you should. Nail one thing, then scale.
Scholarships = marketing. Brands can use them to build loyalty, get SEO, and reach the next generation—while doing good.
Bootstrapping = discipline. No $3M experiments. Every dollar must prove ROI—and that sharpens your edge.
Guest Resources
“We didn’t build a chatbot. We built a better recommendation engine. That’s what actually helps students win.” – David Tabachnikov
“If you’re still searching for scholarships like it’s 1995, you’re already behind.” – Jeff Mains
“We doubled the odds of winning scholarships—and cut the time in half—by using smarter AI, not fancier tools.” – David Tabachnikov
“One $1,000 scholarship can be the difference between graduating or dropping out.” – David Tabachnikov
“Bootstrapping forces you to say no more than yes. That’s how you stay focused and win.” – Jeff Mains
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel...
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272 Rajiv Nathan - Micro Stories, Big Impact: Turning Your Pitch into a Magnetic Story
3 abr· SaaS Fuel
Most startup pitches sound the same—AI-powered, disrupting X-billion-dollar markets. But if everyone sounds the same, how do you stand out? In this episode of SaaS Fuel, Jeff Mains sits down with Rajiv Nathan, aka Raj Nation—TEDx speaker, startup storyteller, and founder of Startup Hype Man. Raj breaks down why your storytelling is failing, how to instantly make your audience feel seen, and the simple "K-PASA" formula that transforms your pitch from forgettable to fundable.
Whether you're pitching investors or converting customers, this episode will reframe how you communicate your SaaS solution forever.
Key Takeaways
00:00 - The myth of short attention spans
02:09 - What makes a pitch unforgettable
06:21 - How Raj brings story into teaching yoga
09:49 - Stop pitching with “disruptive” and “TAM” talk
12:35 - How to emotionally connect with buyers in 30 seconds
16:13 - Why investors and customers need the same message
20:22 - Sell your vision, not your version 1.0
24:36 - Don’t lead with TAM—here’s why
27:30 - Building connection through specificity
30:02 - Freestyle storytelling vs. vague claims
32:45 - Jedi mind tricks: Leading buyers to your product
36:22 - The Super Mario method for SaaS demos
42:59 - Stop showing dashboards first
44:50 - Micro-KPASA in demo storytelling
48:06 - Meet your buyer where they are
50:09 - Why quadrant/feature tables don’t impress investors
52:08 - Pitching category creation instead of competition
54:09 - Reframing pre-revenue into strategic advantage
56:18 - Micro-stories that make you a thought leader
Tweetable Quotes
“Don’t lead with your TAM. That’s table stakes, not your story.” — Rajiv Nathan
“Growth isn’t just about numbers—it’s about building a future-proof company with real significance.” — Jeff Mains
“Stop calling it a demo. Start treating it like a story.” — Rajiv Nathan
“SaaS founders often mistake product excitement for buyer interest.” — Rajiv Nathan
“The best way to win trust? Share their pain before you share your product.” — Rajiv Nathan
“You’re not just selling software—you’re building a world people want to live in.” — Rajiv Nathan
SaaS Leadership LessonsLead with empathy, not features. Founders who make their audience feel seen build trust and convert faster.Your TAM isn’t your hook—your customer’s pain is. Don’t open with market size or buzzwords. Start with real-world problems.The best demos are designed like video games. Use progressive disclosure—layer features like levels in Super Mario.The K-PASA formula makes your pitch unforgettable. Problem, Approach, Solution, Action—it’s simple, emotional, and effective.One message can serve both investors and customers. Tailor slightly, but don’t reinvent the wheel. Consistency builds clarity.Specificity beats generality—every single time. Vague claims fade fast. Micro-stories make your pitch stick.
Guest Resources
Email - [email protected]
Website - http://www.startuphypeman.com/
LinkedIn - linkedin.com/in/rajivnathan
Company LinkedIn - https://www.linkedin.com/company/startup-hypeman/
Community: GOAT to Market Club -
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271 David Hirschfeld - Why Most Startups Fail (And How to Avoid the Common Pitfalls)
1 abr· SaaS Fuel
What if your MVP isn’t the starting point, but the midpoint?
This week on SaaS Fuel, Jeff Mains is joined by David Hirschfeld—founder of Tekyz and the creator of the Launch First framework—to challenge the traditional startup playbook. Instead of building first and hoping customers show up, Launch First flips the script: sell a high-fidelity prototype before writing a single line of code.
David shares how he learned this lesson the hard way, after his second startup failed by trying to build critical mass before generating revenue. Through Techies, he's worked with 90+ startups and uncovered why most fail: they wait too long to validate product-market fit.
This episode dives deep into why most founders fall in love with their product instead of the customer’s problem, and how that mistake leads to wasted time, money, and effort. You’ll hear how to identify root-level problems, avoid the “Black Robe Syndrome” (a founder’s belief-based delusion), and why loving the problem—not the solution—is key.
Key Takeaways
00:00 – 03:00: Why pre-launch sales work and how to get highly invested beta customers
03:00 – 08:00: SaaS Fuel intro + common startup pricing pitfalls
08:00 – 15:00: David’s origin story — success, failure, and lessons learned
15:00 – 25:00: Why MVPs often miss the mark and how high-fidelity prototypes change the game
25:00 – 35:00: The psychology of pre-launch buyers and how to close early sales
35:00 – 43:00: The real purpose of MVPs: product-solution fit, not product-market fit
43:00 – 49:00: Common scaling mistakes and the problem with feature-chasing
49:00 – 53:00: A step-by-step niche analysis and how to find your early adopters
53:00 – 59:00: Tech stack, team dynamics, and why execution beats vision
Tweetable Quotes
“If you're not selling your product yet, you don’t have a business — you have a dream.” – David Hirschfeld
“Don’t fall in love with the product. Fall in love with the problem.” – David Hirschfeld
“Your MVP is for product-solution fit, not product-market fit. Validate the market before you code.” – David Hirschfeld
“High-fidelity prototypes close deals. Click-through mockups close questions.” – David Hirschfeld
“Fail fast and cheap. If you can’t prove your product doesn’t work, congrats — you have a business.” – David Hirschfeld
SaaS Leadership LessonsSell Before You Build Launch First flips the MVP model—use high-fidelity prototypes to validate your idea and sell before writing code.Love the Problem, Not the Product Successful founders obsess over customer pain, not their solution. Talk less about your product, more about their struggles.High-Fidelity Prototypes Are Game-Changers Animated prototypes help customers visualize the full product and build belief, boosting pre-sales and reducing dev iterations.Product Solution Fit Comes After Product Market Fit MVPs are better used to test engagement and usability, not just market demand.Data Over Gut Launch First helps founders make decisions based on actual customer feedback and perceived value, not assumptions.Find One Niche, Solve One Pain Start narrow. Identify your early adopter niche by mapping perceived impact and cost of specific problems.Avoid the Feature Trap Don’t build everything customers request. Validate whether new features improve sales or retention before adding them.
Guest Resources
Email - [email protected]
Podcast -
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270 James D. Wilton - Freemium, Premium, or Hybrid? How to Choose the Right SaaS Pricing Model
27 mar· SaaS Fuel
Are you leaving money on the table? Most SaaS founders are—and don’t even realize it. In this episode of SaaS Fuel, Jeff Mains sits down with James D. Wilton, managing partner at Motivate and former senior pricing expert at McKinsey. James shares how to align pricing with value, avoid the biggest monetization mistakes, and build a pricing strategy that actually supports growth.
We cover the science and psychology behind pricing, the dangers of freemium gone wrong, why founders underprice out of fear, and how to choose the right value metric for your product. If you’ve ever struggled with pricing tiers, packaging, or just knowing what to charge—this is the episode that will change everything.
Key Takeaways
00:00 - Why most founders don’t know what their customers will pay
02:00 - Why pricing is a growth lever, not a math problem
07:00 - Why even smart SaaS companies guess at pricing
12:00 - The psychology of discounting and its lasting effects
15:00 - How perceived value drives pricing power
18:30 - Misconceptions about willingness to pay
22:00 - How to move from gut feel to data-driven pricing
26:00 - Pricing reactions vary wildly—here’s why
29:20 - Choosing the right pricing metric for your SaaS
34:00 - Misaligned pricing metrics can kill retention
38:00 - Freemium pitfalls: Free riders vs real conversions
42:30 - How to build a freemium model that actually works
46:00 - How many pricing tiers should you really have?
50:00 - A simple 3-step framework to rethink your pricing
Tweetable Quotes
“If you don’t know what your customer is willing to pay, ask—but ask with a skeptical lens.” — James Wilton
“Pricing is about perception, not production cost.” — Jeff Mains
“Discounts change how customers value your product—even when the discount ends.” — James Wilton
“Founders often price based on fear. That’s how you end up in the freemium trap.” — Jeff Mains
“Pick a value metric that scales with the customer, not just your bottom line.” — James Wilton
“The biggest growth lever most SaaS companies ignore? Pricing.” — Jeff Mains
SaaS Leadership LessonsPricing is perception – Your value isn't just what you deliver, it's what customers believe they’re getting.Freemium can be fatal – If your free tier attracts the wrong audience or discourages usage, it hurts more than it helps.Your best price metric is tied to your customer’s success – Not your costs, not your features. It’s about their value.Discounting can damage trust – Shaving off dollars may feel good short-term, but it lowers long-term perceived value.Founders should evolve from instinct to insight – Start with your gut, but shift to customer data and behavior fast.Keep pricing simple – Too many tiers confuse buyers and stall conversion. Good > Better > Best usually wins.
Guest Resources
Email - [email protected]
Website - http://monevate.com/
Linkedin - https://www.linkedin.com/in/collinstewart/
Episode Sponsor
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