BOFU Matters Most in B2B SaaS - Chris Roche, CEO of Catalyst Consulting

Chris Roche (CEO of Catalyst Consulting) joins Mikael to discuss the bottom of the funnel (BOFU) for B2B tech. Chris is an ex-CRO who founded his agency 3 years ago, which has now grown to over 7 figures in ARR.

One hugely impressive stat about Catalyst Consulting is that Chris has been able to scale the agency to 7 figures with only around $10k spent in paid advertising. Chris attributes their organic growth to their ability to deliver tangible ROI to their clients, and due to their current fixed capacity it would be redundant to invest further in marketing their service. 

When Chris evaluates clients, they typically look for a minimum of $25k ACV for a sales-led organization, or a 6-12 month CAC payback period for a PLG company. These aren’t the only metrics that matter though - most early stage startups think that they know their true numbers, when in reality they haven’t accounted for sales commissions, trial-to-purchase conversion rates, or other data that is missing from their calculations and CRM.

Tune into the full episode to learn how focusing on BOFU drives real ROI!

HIGHLIGHTS:

0:00 Intro
2:09 Chris’s entrepreneurial journey
4:29 Scaling to 7 figures organically 
6:03 The analytical edge 
7:54 PLG vs Sales-Led
9:47 You don’t need a crazy tech stack
10:31 Fix your CRM data ASAP
14:37 Are paid ads the right move for your business?
15:45 The revenue metrics that matter
18:04 LinkedIn Success = Strong ICP

Connect with Mikael - https://www.linkedin.com/in/mikaeldia/

Connect with Chris - https://www.linkedin.com/in/thechrisroche/