Episódios
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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 Takeaways01:15 - 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 LessonsFounder 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Undocumented or outdated processes are hidden handbrakes on growth and valuation.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 ResourcesEmail - [email protected]
Website - http://thinkadaptbuild.com/
Linkedin - https://www.linkedin.com/in/mrjdmonge/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite -
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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 Takeaways00:00 – 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 ResourcesEmail - [email protected]
Website - http://www.print3dtechnologies.com
Facebook - https://www.facebook.com/lance.thrailkill
Linkedin -
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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 Takeaways00:00 – 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 Resourcesmyleaderwithin.com
https://linkedin.com/in/tamireiss
instagram.com/reisstami
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group –
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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 Takeaways00:00 – 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 ResourcesEmail - [email protected]
Website - https://sparkportal.com/
Linkedin - https://www.linkedin.com/in/danielborba/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite -...
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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 Takeaways00:00 - 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 QuotesProduct-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 ResourcesEmail - [email protected]
Website - http://knownwell.com/
Linkedin - https://www.linkedin.com/in/raomohan/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - 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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🔥 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 Takeaways00:00 – 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 QuotesEmail - [email protected]
Website - https://business.scholarshipowl.com/
Linkedin - https://www.linkedin.com/in/nethunter/
SaaS Leadership LessonsFocus 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 SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
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 Takeaways00:00 - 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 ResourcesEmail - [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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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 Takeaways00:00 – 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 ResourcesEmail - [email protected]
Podcast -
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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 Takeaways00:00 - 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 ResourcesEmail - [email protected]
Website - http://monevate.com/
Linkedin - https://www.linkedin.com/in/collinstewart/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code...
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What happens when a failed musician turns into a SaaS sales powerhouse? In this episode of SaaS Fuel, Jeff Mains sits down with Collin Stewart, CEO of Predictable Revenue and host of the Predictable Revenue Podcast. Collin shares raw, real stories from his journey—including early startup failures, the brutal truth about product-market fit, and what founders get wrong when scaling too fast.
We dive deep into customer development, outbound sales strategies, and how AI is shaping the future of SaaS. Whether you're pre-revenue or pushing past $10M ARR, this episode will sharpen your go-to-market strategy and help you build a predictable, scalable revenue engine.
Key Takeaways00:00 - The harsh truth about product-market fit
02:00 - Why customer validation is key to success
04:00 - Meet Colin Stewart: failed musician to SaaS leader
07:00 - Early startup mistakes and lessons learned
12:30 - The danger of scaling before understanding your customer
16:00 - Why niching down beats going broad
21:00 - How to leave bias out of customer interviews
26:30 - Why founders get go-to-market strategy backwards
30:30 - Introducing Champion Leadership Group
34:00 - Signs you’re not ready to scale
39:00 - The Market Fit Matrix explained
44:00 - What makes outbound actually work
47:00 - The real reason AI SDR tools fall short
51:00 - Where SaaS sales is headed with AI
56:00 - Why AI won’t kill sales—it will upgrade it
58:00 - Where to find Colin + free founder resources
Tweetable Quotes“The biggest mistake founders make? Scaling before they really understand their customers.” — Colin Stewart
“AI won’t kill sales—it’ll just kill bad sales processes.” — Collin Stewart
“Customer interviews aren’t for validation. They’re for revelation.” — Jeff Mains
“You don’t need perfect messaging if you have the perfect list.” — Collin Stewart
“Most teams are doomed or blessed before they’re even built—because of strategy.” — Collin Stewart
“SaaS isn’t about growth hacks. It’s about solving real pain for real people.” — Jeff Mains
SaaS Leadership Lessons"Strong product-market fit is a spectrum" – You might not be at zero; you just need to strengthen your understanding of the customer.Scaling before validation is a costly mistake – Don’t throw gas on a fire that’s not even lit yet.Customer discovery is not for confirmation – Go in with curiosity, not to validate what you already believe.Your ICP needs laser-focus – “Accountants” isn’t narrow enough. Be specific: left-handed accountants using QuickBooks.Build strategy before team or tools – Most sales orgs fail due to poor upfront go-to-market planning, not bad reps.AI can supercharge sales—but only if your fundamentals are solid – Garbage data and vague targeting make even the smartest tools useless.
Guest ResourcesEmail - [email protected]
Website - https://predictablerevenue.com/
Linkedin - https://www.linkedin.com/in/collinstewart/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code...
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Are you struggling to scale your SaaS business while keeping your sales process human? In this episode of SaaS Fuel, host Jeff Mains sits down with Donald Kelly, sales expert and host of The Sales Evangelist podcast, to discuss how authentic engagement can drive more sales than automation alone.
Donald shares key insights on:
✅ The biggest mistake SaaS founders make when selling
✅ How to balance founder-led sales with product-led growth
✅ The future of B2B sales in the AI era
✅ Practical sales strategies that actually work
If you’re tired of spammy outreach and want to build real relationships that lead to more deals, this episode is for you!
Key Takeaways01:16 - Why automation isn’t always the answer
04:44 - Welcome Donald Kelly, sales expert & author
09:44 - Overcoming mental blocks in sales growth
13:28 - Founder-led sales vs. product-led growth
18:40 - The key lesson from Sell It Like a Mango
22:42 - The future of AI in sales outreach
29:31 - The right way to use LinkedIn for sales
41:23 - Personalization in sales without losing scale
44:56 - Follow-up strategies that actually work
48:52 - The future of B2B sales in the next 3-5 years
51:21 - Closing thoughts & where to find Donald Kelly
Tweetable Quotes"Automation might get your foot in the door, but authenticity is what closes deals." – Jeff Mains
"SaaS founders often struggle balancing sales and growth—success comes from knowing when to step back and let systems take over." – Donald Kelly
"Multi-channel engagement isn’t optional anymore. If you're only using one platform for sales, you're leaving money on the table." – Jeff Mains
"The best way to follow up? Stop asking ‘just checking in’ and start adding value instead." – Donald Kelly
"AI can help automate tasks, but relationships? Those should never be automated." – Jeff Mains
"In the next five years, sales teams that master the human side of selling will have the ultimate edge over AI-driven outreach." – Donald Kelly
SaaS Leadership LessonsAuthenticity Wins Over Automation – AI tools can help with outreach, but human connection is what ultimately builds trust and closes deals.Balance Founder-Led Sales with Product-Led Growth – Founders should transition from direct selling to creating a scalable sales system without losing momentum.Multi-Channel Engagement Matters – Relying on one platform for outreach is a mistake. Successful sales strategies blend LinkedIn, email, and even text.Personalization is Key – Real personalization (not AI-generated fluff) leads to meaningful conversations and better conversion rates.Follow-Ups Should Be Strategic – Instead of generic check-ins, offer value in your follow-ups by sharing relevant insights or content.The Future of Sales is Hybrid – AI will enhance sales processes, but businesses that prioritize human relationships will have the competitive edge.
Guest ResourcesEmail - [email protected]
Website - https://thesalesevangelist.com/
Facebook - https://www.facebook.com/groups/448729615281826
Linkedin - https://www.linkedin.com/in/donaldckelly/
Instagram -
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💡 Why do some sales reps consistently outperform the rest?
Is it talent? Better strategy? Or something else?
In this episode of SaaS Fuel, host Jeff Mains sits down with Gerald Zankl, CEO & Co-Founder of Kick Scale, to discuss how AI-driven sales intelligence is revolutionizing the way sales teams operate.
If you’ve ever wondered how to close bigger deals, scale efficiently, and leverage AI to optimize sales, this episode is packed with actionable insights you won’t want to miss.
Key Takeaways00:00 – The hardest part of making a pivot in sales strategy
04:30 – Why top-performing sales reps don’t follow playbooks—they create them
08:55 – How AI-driven insights are reshaping B2B sales
13:10 – The moment Gerald realized Kick Scale needed to pivot
18:25 – Balancing AI-driven efficiency with the human touch in sales
24:00 – How automation helps sales reps reclaim lost hours
30:15 – The biggest mistakes startups make when scaling sales teams
38:40 – Why lead quality matters more than lead volume
45:20 – AI’s role in the future of sales & how to stay ahead
51:00 – The leadership lesson that changed how Gerald builds companies
56:45 – What’s next for Kick Scale?
Tweetable Quotes"If your product isn’t invaluable, it’s expendable." – Gerald Zankl
"AI won’t replace salespeople, but salespeople who use AI will replace those who don’t." – Jeff Mains
"Top closers don’t follow scripts—they write their own." – Gerald Zankl
"Lead quality beats lead volume. Focus on the right prospects, not just more prospects." – Jeff Mains
SaaS Leadership LessonsAI reduces sales admin work. Most sales reps waste time on manual tasks instead of selling. AI automation frees them up to focus on closing deals.
Scaling sales is about efficiency, not headcount. Instead of hiring more reps, optimize your team with AI-driven insights and better processes.
If your product isn’t essential, it won’t stick. Sales tools must provide immediate, real value—otherwise, reps won’t use them, and churn will follow.
Top closers leverage AI for smarter selling. AI-driven insights turn winning strategies into repeatable playbooks, making teams more effective.
Lead quality beats lead volume. High-quality, well-targeted leads convert better, driving revenue without wasting resources on unqualified prospects.
Guest ResourcesEmail - [email protected]
Website - http://www.geraldzankl.com/
Facebook - https://www.facebook.com/geraldzankl/
Linkedin - https://www.linkedin.com/in/geraldzankl/
Instagram - https://www.instagram.com/thegeraldzankl/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel... -
💡 AI is everywhere—but most businesses aren’t getting great results. Why?
Most companies think AI can think for itself. It doesn’t. It’s only as good as the inputs you give it. Without the right briefing, strategy, and human oversight, AI-generated marketing content can be generic, uninspired, and even damaging to your brand.
In this episode of SaaS Fuel, host Jeff Mains sits down with Peter Benei, Principal Consultant at Intercept Scale, to break down how leaders can use AI strategically to fuel marketing and sales growth without losing human creativity.
Key Takeaways00:00 – Why most AI marketing isn’t delivering great results
02:15 – The biggest misconception about AI (it doesn’t actually think!)
06:30 – How to brief AI properly for marketing success
12:10 – The role of human oversight in AI-driven content
18:25 – How AI is reshaping marketing leadership & CMOs
24:50 – AI-powered personalization vs. generic, templated content
30:15 – What skills marketers need to stay relevant in an AI-driven world
38:40 – How AI is disrupting advertising platforms like Google, Meta & LinkedIn
45:20 – How businesses can integrate AI into marketing without losing their brand identity
52:05 – Final thoughts on the future of AI & marketing strategy
Tweetable Quotes"AI isn’t replacing marketers. Marketers who use AI strategically will replace those who don’t." – Peter Benei
"If you don’t train AI with your brand voice and strategy, expect mediocre results." – Jeff Mains
"The real power of AI in marketing? Efficiency + personalization, not automation alone." – Peter Benei
"Your AI results are only as good as the inputs you give it. Garbage in, garbage out." – Jeff Mains
SaaS Leadership LessonsAI isn’t a magic solution that creates high-quality marketing content on its own. It requires clear guidance, well-structured prompts, and strategic oversight to deliver impactful results.AI can generate vast amounts of content, but if it’s bland, templated, or lacks authenticity, it won’t connect with your audience.Companies that treat AI as a collaborative tool rather than a replacement for human creativity are the ones seeing real, sustainable growth.AI is reshaping the marketing landscape by automating routine tasks, allowing teams to focus on creativity and strategy.
Guest ResourcesEmail - [email protected]
Website - http://interceptscale.com/
Linkedin - https://www.linkedin.com/in/beneipeter/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - https://championleadership.com/
Jeff Mains on LinkedIn -
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💡 Is your sales strategy actually built for scale, or are you just running faster on a treadmill?
Scaling a SaaS company isn't just about selling more—it’s about selling smarter. If you're bringing in customers but losing just as many on the back end, you’re not growing. You’re just replacing lost revenue.
On this episode of SaaS Fuel, host Jeff Mains sits down with Frank Sondors, founder of Sales Forge, to uncover how AI and data-driven sales strategies can help you scale without ballooning your headcount.
Key Takeaways00:00 – Why most SaaS companies struggle to scale sales
04:12 – How AI-driven sales can cut costs & increase efficiency
08:55 – The biggest mistakes founders make with their sales funnel
13:40 – How Frank scaled Sales Forge to a multimillion-dollar company in one year
19:25 – The future of B2B sales: AI agents + human collaboration
26:00 – Why most SaaS companies are still using outdated tactics
31:42 – How to reduce churn & retain customers in a crowded market
38:15 – Key SaaS growth metrics every founder should track
44:25 – How AI-powered personalization is replacing email templates
50:10 – Final advice for SaaS founders looking to scale efficiently
Tweetable Quotes"Scaling isn't about doing more—it's about doing it smarter." – Frank Saunders
"AI won’t replace salespeople, but salespeople who use AI will replace those who don’t." – Jeff Mains
"The future of sales is AI-driven personalization—not mass email blasts." – Frank Saunders
"If you're only focusing on acquiring customers and not retaining them, you're just replacing lost revenue." – Jeff Mains
SaaS Leadership LessonsScaling isn’t just about hiring more reps—it’s about working smarter.
The sales playbook from 10 years ago is outdated—AI is the future of B2B sales.
You're already behind if you're still using email templates for outreach.
Retention > Acquisition. Keep your customers happy, and your revenue will scale.
Churn is inevitable, but reducing it through customer success & automation is key.
Guest ResourcesWebsite - http://salesforge.ai/
Linkedin - https://www.linkedin.com/in/franksondors/
X - https://x.com/franksondors
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
Twitter - https://twitter.com/jeffkmains
Facebook -
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Why Leadership, Cash Flow & Emotional Intelligence Are the Keys to SaaS Growth | Marcus Hamaker, CEO of Boost USA
💡 Think a great product is all it takes to scale a SaaS business? Think again. The difference between thriving and barely surviving often comes down to leadership, cash flow management, and team culture.
Key Takeaways00:00 – Why your business is failing (and how to fix it)
06:10 – How leadership shapes business success (or failure)
12:30 – The mindset shift required to grow beyond $3M-$10M
18:55 – How cash flow issues sneak up on founders
25:15 – Top growth strategies small businesses can implement today
31:40 – Why emotional intelligence is the secret to great leadership
37:50 – AI’s role in project management & contract compliance
44:25 – How small businesses can balance profit with meaningful impact
50:10 – Final advice for SaaS founders scaling their companies
Tweetable Quotes"Great leaders don’t just track metrics; they define value, inspire teams, and build cultures that last." – Marcus Hamaker
"You can’t scale by just doing more of what got you here. At some point, your mindset has to change." – Jeff Mains
"82% of businesses fail due to cash flow problems, not bad ideas. Pay attention to your numbers." – Marcus Hamaker
"A business without a clear ‘why’ will struggle to keep its team and customers engaged long-term." – Jeff Mains
SaaS Leadership LessonsLeadership isn’t about being the smartest person in the room – It’s about inspiring a team to execute with clarity and focus.
Emotional intelligence is just as important as strategy – Leaders who lack self-awareness often sabotage their own growth.
Cash flow problems kill more businesses than bad ideas do – Learn to manage your cash flow statement, not just your P&L.
Scaling isn’t just about doing more – It requires a mindset shift, strategic delegation, and operational efficiency.
AI is transforming business operations – From contract compliance to project management, smart founders are using AI to work smarter, not harder.
Guest ResourcesEmail - [email protected]
Website - https://thepovpodcast.com/
Linkedin - https://www.linkedin.com/in/marcus-hamaker/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - 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 -
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💡 Is your SaaS pricing strategy transparent, or are you unknowingly hurting your brand? If you're expanding globally, do you understand the hidden complexities of international payments and compliance?
On this episode of SaaS Fuel, host Jeff Mains sits down with Lucas Lovell, VP of Product at Paddle, to discuss the mistakes SaaS founders make with pricing, localization, and global payments—and how to fix them.
Key Takeaways00:00 – Is your SaaS pricing strategy misleading customers?
05:30 – Why global expansion is harder than most founders think
10:15 – The #1 thing that SaaS founders underestimate about localization
16:40 – How SaaS companies should rethink pricing transparency
22:55 – How sales tax & compliance impact global growth
29:30 – Why currency localization is critical for conversions
35:50 – The hidden cost of ignoring alternative payment methods
41:15 – How AI is disrupting SaaS pricing models
47:30 – Top compliance mistakes that can damage SaaS brands
54:05 – Final advice for SaaS founders scaling internationally
Tweetable Quotes"Good businesses shouldn't have to rely on deceptive pricing tactics to succeed. Transparency builds trust." – Lucas Lovell
"Expanding globally is more than flipping a switch—it’s a legal, financial, and logistical maze." – Jeff Mains
"If your SaaS isn't optimizing payments, you're leaving money on the table." – Lucas Lovell
"5-10% increase in checkout conversion isn't small—it's a game-changer." – Jeff Mains
SaaS Leadership LessonsLack of pricing transparency kills trust – Companies that rely on misleading UX tactics risk long-term brand damage.
Sales tax compliance is a growth challenge, not just an operational task – SaaS founders need to get ahead of evolving regulations.
Localization is about more than just language – Payment methods, pricing strategies, and cultural preferences all impact conversion rates.
AI is reshaping SaaS billing – Founders need to rethink value-based pricing and the shift toward usage-based models.
Payments should be seen as a growth engine, not just a necessity – The right strategy can boost conversion rates by 5-10%.
Guest ResourcesEmail - [email protected]
Website - http://www.paddle.com/
Linkedin - https://www.linkedin.com/in/lucaslovell/
X - https://x.com/lucas_lovell
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
Twitter -
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💰 Is your paid ad strategy actually working—or are you just burning money? If you’ve ever felt like your agency is speaking a different language or your ROI isn’t where it should be, this episode is for you.
In this episode of SaaS Fuel, host Jeff Mains sits down with John Horn, CEO of StubGroup, to break down how businesses can maximize their paid ads, avoid common ad account suspensions, and create high-ROI campaigns that actually convert.
Key Takeaways00:00 – Intro: Are you wasting money on digital ads?
03:30 – Why clear agency communication is the key to ad success
07:50 – The biggest reason most PPC campaigns fail
12:10 – How to prevent your ad account from getting suspended
18:45 – Underrated ad metrics that determine campaign success
24:20 – Why AI is transforming paid ads & what companies must do
31:05 – The impact of ad tracking & privacy regulations on performance
39:15 – How B2B SaaS companies can optimize their PPC strategy
47:10 – High-ROI strategies for niche industries & B2B companies
54:25 – The future of AI-driven advertising & search intent
01:02:10 – Final thoughts: How to scale your ads without wasting money
Tweetable Quotes"Digital ads shouldn’t be a guessing game—ROI-driven strategies make every dollar count." – John Horn
"If your agency isn’t speaking your language, you’re wasting money. Communication is key." – Jeff Mains
"AI is disrupting digital advertising. If you’re not adapting, you’re already behind." – John Horn
SaaS Leadership LessonsCommunication with your ad agency is critical – If both sides aren’t aligned, your money is wasted.
Most businesses track the wrong ad metrics – You need to focus on actual conversions & ROI, not just clicks.
AI is reshaping PPC & paid search – Companies that don’t adapt will fall behind.
Ad account suspensions can be avoided – Following platform policies & separating payment methods is crucial.
Paid ads should be a growth engine, not just a cost – If done right, they can fuel scalable, predictable revenue.
Guest ResourcesEmail - [email protected]
Website - https://stubgroup.com/
Linkedin - https://www.linkedin.com/in/johnjhorn1/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - 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 -
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💰 What if one mistake in your company’s financial data could cost millions? It happens more often than you think. In this episode of SaaS Fuel, host Jeff Mains talks with Ahikam Kaufman, co-founder and CEO of SafeBooks, about how AI-driven financial data governance is changing the game for CFOs, accountants, and finance teams.
Ahikam has spent years in fintech, SaaS, and corporate finance, and today, he shares how companies can prevent financial errors, ensure compliance, and automate internal controls to avoid disaster.
Key Takeaways00:00 – Introduction: How much is one financial mistake really worth?
03:20 – How a single accounting error cost Macy’s $150M
06:45 – Why financial data governance is a CFO’s #1 priority
12:10 – The biggest financial risks hiding in your company’s data
18:30 – AI-powered automation: Why manual accounting is outdated
25:50 – How AI prevents fraud & financial leakage in SaaS companies
32:40 – Why accounting talent shortages are driving automation adoption
41:15 – How SafeBooks uses AI to validate financial data at scale
49:30 – Why CFOs must rethink compliance & internal controls
56:20 – How to implement financial data automation in your company
Tweetable Quotes"Financial governance isn’t just a back-office issue—it’s a business survival strategy." – Ahikam Kaufman
"One mistake in financial data can cost millions. AI is the future of accounting integrity." – Jeff Mains
"Automation in finance is no longer optional—it’s necessary for compliance & efficiency." – Ahikam Kaufman
"CFOs who don’t adopt AI for financial data governance are leaving money on the table." – Jeff Mains
SaaS Leadership LessonsFinancial data errors cost millions – One mistake can destroy trust, revenue & compliance.
AI is transforming accounting – Automated data validation prevents errors & fraud.
Manual finance operations = high risk – CFOs must modernize with AI-driven automation.
Regulatory compliance is a growing challenge – AI ensures accuracy & transparency.
SafeBooks offers 100% transaction validation – Never miss an error again.
Guest ResourcesEmail: [email protected]
Website: http://www.safebooks.ai/
Facebook: https://www.facebook.com/ahikam.kaufman
Linkedin: https://www.linkedin.com/in/ahikam-kaufman-688310/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
Twitter -
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What if influencer marketing wasn’t just for fashion brands and B2C companies? In this episode of SaaS Fuel, host Jeff Mains sits down with Yuliya Gorenko, an influencer marketing expert at Mischka Agency, to uncover how B2B SaaS companies can leverage influencers for sustainable growth.
Yulia has built influencer programs for SaaS brands like SE Ranking, Hack Chinese, and UnaCheck, scaling them from 0 to 8 figures. In this episode, she reveals how to find the right influencers, build lasting relationships, measure ROI, and avoid the biggest influencer marketing mistakes in the SaaS space.
Key Takeaways00:00 – Introduction: Influencer marketing for SaaS—does it work?
03:20 – B2B vs. B2C influencer marketing: What’s the difference?
06:45 – How to pick the right influencers for SaaS marketing
12:10 – Why influencer marketing is a long-term game
18:30 – Finding the right platform: LinkedIn, YouTube, TikTok, or Twitter?
25:50 – How SaaS companies can create viral influencer campaigns
32:40 – Best metrics to track ROI on influencer marketing
41:15 – AI influencers: Future of marketing or a total gimmick?
49:30 – Why human influencers outperform AI-generated influencers
56:20 – How to balance brand messaging & influencer authenticity
1:03:10 – How SaaS founders can start an influencer campaign today
Tweetable Quotes"B2B influencer marketing isn’t just a campaign—it’s a long-term strategy." – Yuliya Gorenko
"SaaS buyers need multiple touchpoints. Influencers can accelerate that journey." – Jeff Mains
"AI influencers might be the future, but human trust is irreplaceable today." – Yuliya Gorenko
"Measuring influencer ROI is more than sales—it’s about trust, visibility, and conversions." – Jeff Mains
SaaS Leadership Lessons📢 Influencer marketing in SaaS = trust + consistency – It’s not about quick sales.
📈 B2B influencer marketing requires more touchpoints – Buyers take longer to convert.
🚀 AI influencers are NOT the future – People trust real humans over CGI characters.
🎯 Measuring ROI is tricky – Engagement, conversions, and long-term impact matter.
💡 The best influencer partnerships feel authentic – If it looks like an ad, it won’t work.
Guest ResourcesWebsite - https://mischka.agency/
Linkedin - https://www.linkedin.com/in/yuliya-gorenko/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel ResourcesWebsite - 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 -
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What if scaling a company while raising a family was your biggest challenge—not funding, competition, or product-market fit? In this episode of SaaS Fuel, host Jeff Mains sits down with Kasper Pihl Tornoe, CEO & Co-Founder of Question Base, to discuss the real-life struggles of entrepreneurship, family life, and scaling AI-powered documentation tools.
Kasper and his wife have been building companies together for over a decade, from launching a consumer app to scaling Swipes (a #1 task manager on the App Store with over 1M users). Now, with Question Base, he's revolutionizing knowledge management with an AI-powered Slack bot that turns everyday team chats into actionable documentation.
Key Takeaways00:00 – Introduction: Entrepreneurship & Family – Can You Have Both?
03:20 – The real struggles of building a business while raising kids
08:45 – Lessons learned from moving from Denmark to Silicon Valley
12:10 – How AI-powered documentation eliminates team knowledge gaps
17:30 – Communication strategies for co-founders & family life
22:40 – Hiring & firing lessons every founder must learn
28:00 – How Question Base turns Slack into an automated knowledge hub
34:50 – The biggest mistakes in knowledge management (and how to fix them)
41:15 – Why most SaaS founders fail at product-led growth (PLG)
49:30 – How to stand out in a crowded SaaS market
56:20 – Why the investor story ≠ the customer story (and why that matters)
1:03:10 – Best founder productivity hacks for busy entrepreneurs
Tweetable Quotes"Scaling a business while raising a family is next-level entrepreneurship." – Jeff Mains
"Poor documentation is an invisible growth killer—fix it before it’s too late." – Kasper Pihl Tornoe
"Product-led growth (PLG) is an experiment, not a formula—adapt constantly." – Jeff Mains
"The investor story is your future. The customer story is your now. Focus accordingly." – Kasper Pihl Tornoe
SaaS Leadership LessonsCommunication is everything – In business & family, assumptions kill productivity.
AI-powered documentation is the future – Stop losing knowledge when employees leave.
Product-led growth (PLG) isn't one-size-fits-all – Experimentation is key.
The right customers = faster adoption – Focus on the right user persona, not everyone.
SaaS success = simplicity – The best products remove complexity, not add it.
Guest ResourcesWebsite: https://www.questionbase.com/
Linkedin: https://www.linkedin.com/in/ktornoe/
Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group –
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