Scale Your SaaS

EPISODE SUMMARYThe SaaS field has substantially grown over the past few years as more software businesses continue to emerge. Your marketing strategy and tactics should also be as innovative as your service to rise above the growing competition. This is where digital marketing comes into the picture. In this episode, Infinity Marketing Group CEO JC Granger walks us through utilizing SaaS digital marketing and the common mistakes to avoid so you can continue on the path to success in the saturated SaaS industry.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 182, “Common Mistakes To Avoid in SaaS Marketing”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: JC Granger, CEO of Infinity Marketing Group TOP TIPS FROM THIS EPISODEDon't Be Afraid to Take Risks in BudgetingDon't Let Your Services Remain UnheardDon't Let Ego Take ControlDon't Let Feature Videos Drag OnEPISODE HIGHLIGHTSProducts Do Not Sell ThemselvesIgnorance Is Not an ExcusePeople Don't Care About Your Product's FeaturesTOP QUOTESJC Granger[06:45] “When it comes to SaaS, for example, after you build the software, about 80% of your success equation is [sales and] marketing.”[12:03] “Most software companies are started by software people, coders, they are great at making software. Where they lack sometimes is their ability to tell people about it.”[15:18] “Every product has to have a support of some sort to get out there.” Matt Wolach[06:00] “It's important to understand what you like, what you enjoy doing, what you're good at, and where to focus.”[09:33] “You've got to be able to understand how to allocate marketing dollars effectively and make sure that you're not wasting it.”[14:17] “I hate the phrase 'the product sells itself.' Whenever you hear somebody say the product sells itself, it's not true. There's a lot of marketing that went behind it. There's a lot of branding. There’s a lot of messaging, positioning, sales even get into that.”[19:35] “You have to have your marketing and sales in alignment.”[24:22] “Don't talk about all the other crazy 19 other things you might be able to do; talk about the two things that they care about that they have got to solve now.”LEARN MORETo learn more about JC Granger and Infinity Marketing Group, visit https://www.infinitymgroup.com/.You can also find JC Granger on LinkedIn at: https://www.linkedin.com/in/jcgranger/.For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYEvery SaaS business needs customer success - a department as well as a focus. It's a proactive measure wherein you step in even before your customers get back to you regarding a concern about your service. It's a strategy to decrease customer churn and increase upselling.In this episode of SaaS-Story in the Making with host Matt Wolach, Puneet Kataria covers everything you need to know about customer success. This can be summed up to the following: the best metrics to identify if your customer success efforts are working, the difference between customer success and customer service, and the best things your business can gain from having a practical customer success approach.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 181, "How to Gain Extra SaaS Revenue with Effective Customer Success"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Puneet Kataria, Founder at CustomerSuccessBoxTOP TIPS FROM THIS EPISODETrack Your Customer Success Efforts EfficientlyBe on Top of Your Customer Success JourneyEPISODE HIGHLIGHTSThe Golden Benchmark of Net RetentionExceed Your Net Dollar RetentionCustomer Success vs. Customer ServiceTOP QUOTESPuneet Kataria [02:39] "As a partner, we need to deliver value because the authority with which customers are now subscribing is empowering them."[09:25] "You will be able to keep your customers forever if you are delivering value."[17:10] "We can't purely be relying on [being] reactive. We need to be proactive."[20:54] "The seeds of churn are sown in the initial onboarding stage." Matt Wolach[03:37] "That's the beauty of SaaS. You've got the opportunity for recurring revenue."[03:54] "[The customers] could leave at any time, so you've got to continue to show that you know they belong there that they're going to get value." [07:14] "The net revenue retention number is significant when you start thinking about investing. Investors love that number." LEARN MORETo learn more about Puneet Kataria and CustomerSuccessBox, visit https://customersuccessbox.com/. You can also find Puneet Kataria on LinkedIn at: https://www.linkedin.com/in/katariapuneet/. For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYMatt Wolach, the host of the SaaS Story in the Making podcast, interviews Lowell Ricklefs in this episode. He is the founder of Traction Advising M&A, a team of B2B SaaS specialists who help software leaders sell their businesses by setting them up to attract suitable acquirers.Lowell shares tips on how to make your business look worthy and presentable to your potential purchasers. He walks us through the key parts of the process when setting up your business' exit and how to do it successfully.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 180 “How to Set Up Your Company for a Great Exit - with Lowell Ricklefs”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Lowell Ricklefs, Founder/Managing Partner at Traction Advising M&A TOP TIPS FROM THIS EPISODESpend Your Finances WiselyFocus on Your FinancesSet Realistic Goals & ExpectationsReach Out to Your Potential AcquirersEPISODE HIGHLIGHTSTop Factors a Potential Buyer ConsidersIs Your Business Attractive to Buyers? The Best Time to Sell Your BusinessTOP QUOTESMatt Wolach[00:02] "Being able to exit your company is the ultimate dream."[06:03] "Buyers are trying to get as much as they can. They might see an opportunity for somebody who maybe doesn't understand what they're doing."  Lowell Ricklefs[12:21] "People will buy you for the financial performance, not just an add-on to an existing platform. So revenue's a big deal and the multipliers."[13:07] "You don't have to be super profitable, but I would argue that at least being breakeven is important." [13:38] "The reason people pay high multiples for SaaS companies is that it's repeatable revenue."[16:31]  "You don't want to kill the future, but you don't want to spend a lot of money on things that won't show a return for three or four years because that will hurt you in the short term."[20:51] "Just be yourself. Don't try to be something that you're not."LEARN MORETo learn more about Lowell Ricklefs and Traction Advising, visit https://www.tractionadvising.com/. You can also find Lowell Ricklefs on LinkedIn at: https://www.linkedin.com/in/lowellricklefs/. For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn this episode, Matt Wolach interviews Matt Compton, CEO, and Co-founder of Filo. It is a virtual platform that helps people collaborate effectively in a remote setting. Compton shares how his organization develops relationships among teams working remotely. If you're a new software founder looking to build a remote team or a sales leader wanting to improve your team's collaboration in a virtual setting, check out this episode’s highlights and some quick tips.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No 179, “How to Make Remote Teams More Effective - with Matt Compton”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: CEO and Co-founder of FiloTOP TIPS FROM THIS EPISODEHow to Develop Better Relationship among Sales Teams VirtuallyMove Fast, Be Brave, Expect VictoryEPISODE HIGHLIGHTSResilience Is Key to Grow Amid a Global PandemicFinding the Missing Pieces of the PuzzleTOP QUOTESMatt Compton[03:45] “We believe travel should be about enjoyment, about building connections, about building relationships with individual people.”[13:29] “It comes down to having a structure to engage within, having the visibility."[16:16] “When you think about what sales is, a lot of our passion is around solving problems. Real sales is just solving problems, right?” [24:48] “Every company is incredibly different. Every founder is different. Every team is different. So I say if it's helpful - fantastic. If it's not, throw it to the side and be you and do your own thing.” Matt Wolach[13:14] “There's a lot of people these days working from home. Now they've realized [that] remote works.”[23:17] “In the early days, if you have an opportunity to get some big deals in the door, you’ve got to take it.”LEARN MORETo learn more about Matt Compton and Filo, visit: https://www.filo.co/ You can also find Matt Compton on LinkedIn at: https://www.linkedin.com/in/comptonmc/  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn this episode, Matt Wolach interviews Saravana Kumar, the CEO of Kovai.co - a platform that offers multiple products at scale in both enterprise and B2B SaaS space. Saravana talks about how he built his business from the ground up and bootstrapped his way from zero to $10 million.As a leader passionate about running and scaling a company, Saravana shares how he profitably runs his business. If you're a new software founder who’s looking to see a similar scale, check out some of this episode's insightful takeaways.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No 178., “Use this Trick to Bootstrap Your Company to $10 Million - with Saravana Kumar”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Saravana Kumar, CEO of Kovai.coTOP TIPS FROM THIS EPISODETake Calculated RisksLearn First, Then Rake in the CashTOP QUOTESSaravana Kumar[19:08] “You need to be cautious about every dollar you're spending.”[19:16] “It might look like the growth is slow, when you compare it with some of those fast-growing [companies], [but] there are no regrets. There's a lot of learnings for us in this last 10 years.”[21:40] “If you're a young individual, spend some time [learning]-- at least two, three years in.”[25:04] “The first five years of your career are crucial. Don't worry about money.”[26:00] “In the first five years, learn as much as possible-- that is the best thing you can do. And money will come eventually.” Matt Wolach  [23:35] “When you're getting a company started, you don't have to know everything about that specific industry, but use what you've already learned before and apply that.”[23:51] “What I've learned in my startups, I mean, just the breadth of knowledge, there are so many different things in a startup, you have to know because you wear so many hats, you have to understand all different pieces of a business.”LEARN MORETo learn more about Saravana Kumar and Kovai.co, visit: https://www.kovai.co/ You can also find Saravana Kumar on LinkedIn at: https://www.linkedin.com/in/saravanamv/  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYBeing a software leader is hard. If you want to compete and stand out in today's saturated market, you've got to know all sorts of different areas of your business and master them. In this episode, SaaS-Story in the Making host Matt Wolach interviews Jordan Behan, the CEO of Narrate Creative, specializing in SaaS marketing. He also developed a training program called The Lean Marketing Playbook for SaaS, where he shares a systematic nine-step approach to building out your marketing and sales foundations to help you gain traction.Jordan walks you through how to set up your lean marketing so you can get a ton of leads coming in. With lean marketing, Jordan ensures that you get to the bottom of your goals and set spot-on strategies that bring quality leads.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No 177, “Here's Why You Should Try Lean Marketing to Generate Better Leads and Faster Sales - with Jordan Behan”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Jordan Behan, CEO of Narrate Creative -  a content strategy and growth marketing company that helps SaaS companiesTOP TIPS FROM THIS EPISODECut to the Heart of the MatterJust be Specific, ReallyEPISODE HIGHLIGHTSWhat is Lean Marketing?How Lean Marketing Works in the SaaS WorldThe Lean Marketing Playbook for SaaSTOP QUOTESMatt Wolach[12:41] “You've got to niche down. I had this all the time: clients come to me, and I ask them, ‘You know, what's your target?’ ‘Oh, everybody,’ Everybody, like, what? What is that like? You’ve got to find a niche, especially as a startup.” [13:34] “Finding that niche, defining your ICP, and really nailing that is supercritical.”[25:29] “You're not selling your product. You’re selling the results.” Jordan Behan[12:12] “Show clients success in that specific niche and really just hammer that message home until you have lined up 100 sales that look just like your best customer, and that's where the traction comes from.”[20:47] “Make sure that the story that you're telling and the information that you're sharing is going to resonate with all the people involved in that decision-making process that before check get signed.”[24:47] “Tell the story about what's going to make things better for them, how you intend to help, and what success looks like for them, rather than what your product looks like on the inside.” LEARN MORETo learn more about Jordan Behan and Narrate Creative, visit: https://narratecreative.com/ You can also find Jordan Behan on LinkedIn at: https://www.linkedin.com/in/jordanbehan/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYDigital marketing for SaaS is different from every other type of marketing. Every step requires critical strategizing, and the process gets time-intensive. In this episode, SaaS-Story in the Making host Matt Wolach interviews Jackie Hermes, the founder, and CEO of Accelity. Running a digital marketing company that serves a variety of B2B SaaS businesses. Jackie walks us through the dos and don'ts of marketing your B2B SaaS company.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No 176., The Dos and Don't of SaaS MarketingHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Jackie Hermes, Founder & CEO of AccelityTOP TIPS FROM THIS EPISODEDo: Hire a Team of ExpertsDon't: Settle for a 'Crappy' WebsiteDo: Know Your GoalDon't: Rush the ProcessEPISODE HIGHLIGHTDigital Marketing from a SaaS PerspectiveTOP QUOTESJackie Hermes[15:00] “Good or bad, my entire leadership team looks at everything we do with a critical eye.”[18:38] “You have to be consistent. You have to be willing to dedicate the time you have to get in there.”[19:25] “I think hiring a jack of all trades, but a master of none is a mistake. And I see a lot of companies doing that upfront.”Matt Wolach[12:40] “You have to understand that there's a tactic; there are strategies at each step.”[17:45] “I completely believe in the whole personal brand. And I mean, you look at some of the stuff that's already out there, Tesla has 9 million followers on Twitter, but Elon Musk has 60 million.” LEARN MORETo learn more about Jackie Hermes and Accelity, visit https://accelitymarketing.com/.You can also find Jackie Hermes on LinkedIn at: https://www.linkedin.com/in/thejackiehermes/.  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn this episode, SaaS-Story in the Making host Matt Wolach talks to Jay Haynes, the founder, and CEO of Thrv.com, the first and only software application for Jobs-to-be-Done (JTBD) product, marketing, and sales teams. Jay talks about what JTBD is all about and how this idea can help your business be more profitable.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 175, “Know Your Customers' 'Jobs-to-be-Done' to Generate More Revenue for Your Business”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Jay Haynes, Founder & CEO of thrv.com.TOP TIPS FROM THIS EPISODEIt’s Not About Your ProductAdapt to the Changing MarketGenerate Your Revenue SoonEPISODE HIGHLIGHTSWhat is Jobs-to-be-Done? How Jobs-to-be-Done WorksTOP QUOTESJay Haynes[06:32] "Look at the markets through the lens of your customer and the job they're trying to get done."[09:26] "Don't talk about your product at all. The first meetings should be entirely customer empathy. What are they struggling with the most?"[10:19] "If you empathize with their customers’ problem, and you know how they struggle, the ideas are gonna be pretty easy to figure out."[14:35] “Your customers don't care at all about how your company operates. They care about their job.” Matt Wolach[07:26] "You have to realize what it is, what's the job to be done? What do you end up selling?"[22:17] "Cash is king. It's your oxygen. It's what helps fuel your growth. It's everything."[22:41] “You got to think of what your customer needs. You got to know your customer. You got to understand them, and you got to deliver what they're looking for. “ LEARN MORETo learn more about Jay Haynes and Thrv.com, visit https://www.thrv.com/. You can also find Jay Haynes on LinkedIn at: https://www.linkedin.com/in/jayhaynes/.For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYContent is king. With the right words aimed at the right audience, your SaaS business can further grow and reach an even wider audience, which ultimately benefits you. In this episode, SaaS-Story in the Making host Matt Wolach talks to Tim King, a creative copywriter and content strategist at hellotimking. Tim delves into the importance of copywriting and shares why SaaS owners should put out great content to cut through the noisy market. PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 174, “SaaS Copyriting: Here's Why You Should Generate Attention-Grabbing Content for Your Business Now”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Tim King, creative copywriter and content strategist at hellotimkingTOP TIPS FROM THIS EPISODEMake the Content Easy to DigestUse Writing ToolsKnow Your AudienceEPISODE HIGHLIGHTSSpecialized Writing for SaaS Businesses Using Content to Build RelationshipsYour USP is the KeyTOP QUOTESMatt Wolach[02:31] "Copywriting, I think it's super important, even if that's not your job, so to speak, to have that skill."[22:15] "Something you gotta know right away is you've got to understand who you're serving, how you're serving them, how you're going to solve their problems. It's so critical."Tim King[04:00] “It's about taking really beautiful stories and great information and being able to craft that into a compelling piece of copy.”[06:54] "It's probably that connectivity, it's about getting into the hearts and minds of individuals about your message."[07:35] "Grab hold of what [your audience] believes in... and have a purpose."LEARN MORETo learn more about Tim King, visit: https://hellotimking.com/  You can also find Tim King on LinkedIn at: https://www.linkedin.com/in/hellotimking/ For more information about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn this episode, SaaS-Story in the Making host Matt Wolach sits down with Brandon Bornancin, a bestselling author and the CEO of Seamless.AI. This platform helps business owners maximize revenue sales by acquiring the total market instantly using artificial intelligence. A serial salesperson and a two-time, eight-figure entrepreneur, Brandon reveals his secrets on how he successfully navigated through his career, which has resulted in his bestselling books, helping his clients reach millions in sales. His mission is to impact billions of people in the world positively. PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No 173, The Millionaire Mindset: Secrets from a Serial Salesperson You Should Follow to Grow Insanely FastHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Brandon Bornancin, CEO and Founder of Seamless.AI TOP TIPS FROM THIS EPISODEBuild the Ultimate Mailing List: The Secret to Selling EffectivelyApply the Seven-Figure Sales Math: The Secret to Getting the Pipeline MovingStick to a Niche: The Secret to Get RichLive by these Four Core Values: The Secret to Maintaining a Million-Dollar CultureEPISODE HIGHLIGHTSThe Mentality of Making a Positive ImpactThe Mentality of a Servant LeaderThe Mentality of a 'Gym Trainer'TOP QUOTESMatt Wolach[03:11]: "Necessity is the mother of invention. You experience pain. You needed to solve that problem. You didn't have a good answer out there in the market. And so you went out and solved it."[11:28]" "Find a niche. Once you've picked that niche, your messaging can be direct to that person that resonates with them... It makes it so much easier when you pick [a] niche, and you really drive home." [24:37]: "I'm a big believer that you must take charge in your sales interactions. If you are the salesperson, if you're the founder selling, you must be the one leading the call. "[32:49]: "To be able to help people and change their lives is much more valuable to me than all the things that I was able to acquire." Brandon Bornancin[13:19]: "I think that the greatest secret for entrepreneurs is to never be satisfied."[14:43] "You do not know everything. The minute you think you know everything, you're going to get your ass kicked by someone who believes they do not know everything."[15:03] “Hustle beats talent when talent doesn't work hard.”[20:27] "The only person you're in competition with is yourself."[31:54]; "What will kind of create this unstoppable force is when you go all-in on changing people's lives, and you just keep positively impacting people." LEARN MORETo learn more about Brandon Bornancin and Seamless.AI, visit: https://www.seamless.ai/ You can also find Brandon Bornancin on LinkedIn at: https://www.linkedin.com/in/brandonbornancin/  For more information about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram