S3E15 - How to scale your SaaS to 1M MRR using processes with Matt Wolach

Are you wondering how to scale your SaaS to 1M MRR? Well, the secret lies in setting up and having the right processes in place. In this episode of the 'Grow your B2B SaaS' podcast, Joran Hofman sits down with Matt Wolach to discuss how to scale your SaaS to 1M MRR using processes. Matt is a multi-faceted professional with experience as a founder, investor, mentor, and podcast host. His diverse background includes roles such as VP of Sales, CEO, CRO, and Director of Sales and Marketing, offering a wealth of insights on growing B2B SaaS companies. 

Matt shares his journey of overcoming sales challenges in his early days, highlighting the importance of persistence and learning from failures. Through his own ventures and client successes, Matt emphasizes the significance of developing effective sales processes to achieve growth.

Key Timecodes

• (00:00)Show and guest intro
• (1:18) Why you should listen to Matt Wolach
• (2:37) Minimum requirements needed for scaling to 1M MRR
• (03:25) Importance of a Structured Sales Process
• (04:41 Common Mistake: Focusing on Lead Generation without a Sales Process
• (06:42) Creating Pain in the Discovery Phase
• (10:32)Twisting the Knife in the Discovery Process
• (15:29) Applying Discovery and Demo in the Sales Process
• (17:59)The challenges encountered while trying to scale
• (21:31) Using Loss Aversion in Marketing Materials
• (23:29)Building Processes for Scaling
• (26:46) What metric should SaaS companies be tracking?
• (31:05) Where should more focus be? LTV CAC or Payback period?
• (32:36)Advice for Growing to 10K MRR
• (33:59) Advice for Growing to 10 Million ARR