

Scale Your SaaS
Matt Wolach
Each week we talk with those who have succeeded and inspired in the world of software. How they did it, what advice they have, and what's coming in the future with new innovation. All aimed at helping you generate more leads, close more new customers, and Scale Your SaaS.
Episodes
Mentioned books

Jan 30, 2024 • 30min
301: The Best Way to Hire Top Talent - with Beth Nevins
EPISODE SUMMARYIn this week’s episode of Scale Your SaaS, we unravel the complexities of scaling your software business with host and B2B SaaS Sales Coach Matt Wolach and Beth Nevins, the Founder and CEO of Developa.io. Beth brings a wealth of experience in the people and talent space, guiding software startups through the intricacies of hiring and team scaling. Explore key insights and advice Beth shared on attracting top talent, avoiding common hiring mistakes, and tips for early-stage software leaders. Read more to find out how to hire top talent for your software business.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 301, “The Best Way to Hire Top Talent - Beth Nevins”Guest: Beth Nevins, Founder & CEO of Developa.ioHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorSponsored by: LeadfeederTOP TIPS FROM THIS EPISODEUnpacking Your JourneyAvoid Common Hiring MistakesApply These Pieces of Advice for Early-Stage Software LeadersEPISODE HIGHLIGHTSStrategies for Attracting Top TalentChallenges in Hiring Unfamiliar RolesTOP QUOTESBeth Nevins[07:30] "Focusing on high performance and intentional people and talent strategy is now more important than ever. The time was great to really give that value to get more out of the existing teams that we currently have and really double down on what a play actually means to companies in this new conscious era of scaling and growing."[18:20] "Hiring for attitudes is what makes us ultimately, right. So that's really key."Matt Wolach[08:11] "Do your homework on the role, understand what that is, and have a strategy to understand what's the best value for money you can get."LEARN MORETo learn more about Develop.io, visit: https://developa.io/about/ You can also find Beth Nevins on LinkedIn: https://www.linkedin.com/in/bethdevelopa/ For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/ Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

Jan 23, 2024 • 25min
300: How to Start Your Affiliate Marketing Program - with Joran Hofman
EPISODE SUMMARYIn the latest episode of "Scale Your SaaS," host and B2B SaaS Sales Coach Matt Wolach sat down with Joran Hofman, founder, and CEO of Reditus, a dynamic affiliate management software tailored for SaaS businesses. Hofman shares his expertise on affiliate marketing and how it can elevate your B2B SaaS business.Hofman highlights the challenges he faced in managing affiliate programs and the need for a better solution, which led him to founding Reditus. The platform focuses on empowering SaaS companies by providing insights into effective affiliate recruitment, filtering, and communication. Read more to find out how you can build an effective affiliate marketing program for your business, too.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 300, “How to Start Your Affiliate Marketing Program - with Joran Hofman”Guest: Joran Hofman, Founder & CEO of ReditusHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorSponsored by: LeadfeederTOP TIPS FROM THIS EPISODEUnderstand Affiliate MarketingBuild a Strong Affiliate ProgramChallenges in Setting Up Affiliate ProgramsNurture Affiliate RelationshipsEPISODE HIGHLIGHTSThe Growth Journey of ReditusAdvice for Early-Stage SaaS LeadersTOP QUOTESJoran Hofman[07:30] "Get the foundations in order. Make sure your website is converting well."[15:20] "Engaging affiliates is really important. Have proper resources in place."[21:30] "Don't start [affiliate marketing] unless you have 10k monthly recurring revenue or unless your clients are really asking for it."Matt Wolach[08:11] "Start with your current network. Invite your current network; they know the value of your product."[05:56] "The affiliates go out and do the work for you and it kind of makes your sales and marketing arm much bigger."LEARN MORETo learn more about Reditus, visit: https://www.getreditus.com/?gr_pk=EmM&gr_uid=VDYR You can also find Joran Hofman on LinkedIn: https://www.linkedin.com/in/b2b-saas-growth/ For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.Visit our sponsor: https://www.leadfeeder.com/ Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

Jan 16, 2024 • 29min
299: How AI Can Automate Your Content Creation - with Cody Schneider
EPISODE SUMMARYIn the fast-paced world of SaaS, staying ahead of the curve is crucial for growth. This episode of "Scale Your SaaS" does a deep dive into leveraging AI for content creation with host and B2B SaaS Sales Coach Matt Wolach and Swell AI and Drafthorse AI co-founder Cody Schneider. This discussion will give you insights on revolutionizing content creation, propelling business growth, and navigating the ever-evolving landscape of SaaS.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 299, “How AI Can Automate Your Content Creation - with Cody Schneider”Guest: Cody Schneider, Co-Founder at Swell AI & Drafthorse AIHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorTOP TIPS FROM THIS EPISODEStrategize for Rapid GrowthBalance Multiple VenturesLeverage AI in Content CreationEPISODE HIGHLIGHTSThe AI Revolution in Content CreationThe Genesis of AI-Powered Content CreationTOP QUOTESCody Schneider[13:07] "The intersection of technology and creativity is where the magic happens – AI is proving to be a catalyst for this convergence."[16:38] "Founder-led growth is crucial, especially in the early stages. Your passion and belief in the product are infectious."[13:56] “My focus in the beginning stages is figuring out all the puzzles, once I figured those out, like how do I automate as much of that as possible, or delegate as much as that as possible?Matt Wolach[18:11] "The challenges we face today are the stepping stones to the advancements of tomorrow."[22:01] "SaaS enthusiasts and entrepreneurs should keep a close eye on the evolving landscape of AI – it's a game-changer."LEARN MORETo learn more about Swell AI, visit: https://www.swellai.com/ You can also find Cody Schneider on LinkedIn: https://www.linkedin.com/in/codyxschneider/ For more about how 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

Jan 9, 2024 • 21min
298: How to Keep SaaS Customers Longer - with Luke Diaz
EPISODE SUMMARYIn this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with Luke Diaz, the founder of DBT Ventures. Luke is a seasoned expert in customer success and an investor with a passion for supporting underrepresented founders in the software space. In this episode, Luke shares valuable insights into building an exceptional customer experience, improving retention rates, and what investors like him look for in software startups.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 298, “How to Keep SaaS Customers Longer - with Luke Diaz”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorTOP TIPS FROM THIS EPISODEBuilding a Resilient FoundationOnboarding for SuccessThe Oxygen of Customer FeedbackEPISODE HIGHLIGHTSCustomer Advisory BoardsUnderstanding and Mitigating ChurnThinking Funnel, Not FundraisingTOP QUOTESLuke Diaz[12:04] “30 to 40% of churn can be traced back to a failed onboarding”[13:07] “The lack of a churn process or a lack of an exit interview process is one of the biggest mistakes I see some founders make early on.”[16:38] “I make an investment decision based on the founder. And then I rationalize based on the product, traction and things that I learned after that.”Matt Wolach[8:11] “I think in the early days, we have to figure out what's best for the customer for the users. And sometimes we have to figure that out through things that don't scale. “[19:40] “I have many of my clients who have taken my advice, and I say, “don't give up until you hear no”, and they are shocked that they get a deal on like the 21st touchpoint. And it's crazy how often that happens.”LEARN MORETo learn more about DBT Ventures, visit: https://www.dbtventures.com/#trail-guideYou can also find Luke Diaz on LinkedIn: https://www.linkedin.com/in/lukediaz/For more about how 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

Jan 2, 2024 • 24min
297: How to Reduce Churn and Get More Lost Customers Back - with Baird Hall
EPISODE SUMMARYSoftware as a Service (SaaS) is a dynamic industry where success hinges on understanding customers, managing churn, and fostering growth. In the recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach and Baird Hall, Co-Founder of Churnkey, shed light on pivotal strategies driving SaaS companies toward profitability and sustainability. Read more to learn how to navigate the SaaS industry and reduce churn.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 297, “How to Reduce Churn and Get More Lost Customers Back - with Baird Hall”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorTOP TIPS FROM THIS EPISODEUnderstanding the SaaS JourneyStrategies for Churn MitigationMetrics Driving Subscription HealthEPISODE HIGHLIGHTSLessons from the SaaS JourneyThe Power of Customer EducationNuggets of Entrepreneurial WisdomTOP QUOTESBaird Hall[08:34] “The first thing to understand is that the customer you're selling to, B2B individuals, different types of businesses, the person who you're selling to, and your pricing model and pricing point, all three of those things come together to determine really generally where your churn range is going to fall."[17:48] "Understanding that when customers are canceling, a good portion of those that don't actually want to cancel, they would prefer to find a different arrangement. But because they can't, they will just cancel the product."[21:05] "Segment your customers visiting or canceling; give them the right flow. Personalize the cancellation process, remind them why they came, and remind them of the value or the future they were trying to get to with your product. And then, based on why they say they're canceling, give them the right offer."Matt Wolach[14:22] "Reactivations is the one untapped metric for subscription health that many SaaS businesses aren't tapping into."[20:12] "A lot of times, you talk to other founders, and you realize that your problems are not super unique, and your world's actually not falling apart, and things aren't as bad as you think they are."LEARN MORETo learn more about Churnkey, visit: https://churnkey.co/ You can also find Baird Hall on LinkedIn: https://www.linkedin.com/in/bairdhall/ For more about how 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

Dec 26, 2023 • 21min
296: My Best Tips - Matt Wolach Solo Podcast Episode
EPISODE SUMMARYIn this week’s episode of Scale Your SaaS, as host and B2B SaaS Sales Coach, I dive into one of my most powerful sales strategies: “Twisting the Knife.” It might sound a bit ominous, but trust me, it’s a game-changer. Picture this: clients reporting doubled, tripled, and even quadrupled close rates thanks to this concept. Today, I’m unpacking what it means, how it fits into the real world, and how it could transform your software sales process.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 296, “Best SaaS Sales Tip – with Matt Wolach”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorTOP TIPS FROM THIS EPISODEUnderstanding the Art of “Twisting the Knife”In the world of SaaS sales, the discovery phase holds immense power. It’s not just about finding a fit; it’s about uncovering the pain points and ensuring the prospect truly understands the severity of their challenges. This process involves more than just acknowledging the pain; it’s about making them hate that pain. Why? Because that’s what incites action.Personalize the ApproachConsider a scenario where a software salesperson effectively utilized the technique. By understanding the customer’s pain points around cooking and fireplace convenience, they navigated the conversation to areas that truly mattered to the customer. Moreover, they swiftly recognized what wasn’t a pain point and steered clear, ensuring relevance and engagement.Embrace the Power of PersuasionAt its core, “twisting the knife” isn’t about manipulation; it’s about guiding prospects toward a clear understanding of their needs and how your solution is the answer. It builds trust, demonstrates expertise, and compels action when done right.In essence, SaaS sales isn’t just about showcasing a product; it’s about fostering a genuine understanding of how your solution can alleviate their pains. Embrace the power of “twisting the knife,” and your software sales process will be elevated to new heights.EPISODE HIGHLIGHTSThe Analogy: Twisting, Not HurtingIdentifying Pain Points: The Key to SuccessResults: Transforming ClosuresTOP QUOTESMatt Wolach[10:12] “Discovery is the foundation of your sale. It’s everything that you can build off of.”[16:17] “Buyers don’t just need to have pain. They need to hate that pain.”LEARN MOREFor more about how 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

Dec 19, 2023 • 27min
295: Win More Deals by Knowing What Your Customer Needs - with Brady Jensen
EPISODE SUMMARYScaling a SaaS company is more than just a great product or a talented team. It's a complex dance between understanding the market, aligning sales and marketing efforts, and continually evolving based on real-time insights. In this recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Brady Jensen, the Founder and CEO of Aggregate Insights, shedding light on the nuanced strategies crucial for SaaS growth.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 295, “Win More Deals by Knowing What Your Customer Needs - with Brady Jensen”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Brady Jensen, Founder and CEO at Aggregate InsightsTOP TIPS FROM THIS EPISODEBuild a Robust Foundation From Start-Up to IPOUnite Sales and Marketing: The Need for a Shared TruthApply the Buyer-Centric Approach: A Game-Changer from the StartEPISODE HIGHLIGHTSThe Pitfalls of Blind Assumptions: Risks in Disregarding Market InsightsThe Role of Win-Loss Analysis: A Pathway to Competitive EdgeTOP QUOTESBrady Jensen[5:11] "There's really no better way to de-risk an early stage startup than understanding intimately who your buyer is."[14:43] "Toughen up. Talk to the buyer... You won't do yourself any favors by hoping you got it right."Matt Wolach[10:59] "One good quarter of win-loss can turn around and go to market."[21:22] "There's improvement to be made. If we can't have an honest conversation about what the improvements are, you're destined for this, you're on the tracks towards this big showdown."LEARN MORETo learn more about Aggregate Insights, visit: https://aggregateinsights.com/ You can also find Brady Jensen on LinkedIn: https://www.linkedin.com/in/bradyjensen/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

Dec 12, 2023 • 25min
294: How to Win Large Enterprise Deals as a Startup - with Ron Gidron
EPISODE SUMMARYEmbarking on the entrepreneurial journey in the tech industry can be like a roller coaster ride - it’s exciting, filled with energy, and demands unyielding dedication. In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach had a candid conversation with Ron Gidron, Founder and CEO at xtype. Read on to delve into the whirlwind of experiences, insights, and lessons learned while scaling a tech startup, particularly in targeting the enterprise sector.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 294, “How to Win Large Enterprise Deals as a Startup - with Ron Gidron”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Ron Gidron, Founder and CEO at xtypeTOP TIPS FROM THIS EPISODERide the Wave of GrowthShift the Paradigm in Enterprise SalesUnderstand Enterprise DynamicsEmploy Tenacity and a Problem-Centric ApproachEPISODE HIGHLIGHTSThe Foundation of SuccessThe Grit Behind Early WinsTOP QUOTESRon Gidron[5:11] "Fall in love with the problem versus a solution."[14:43] "Selling to enterprises means selling to a team, not just an individual."Matt Wolach[18:59] "It's not always the best product that wins; it's how you make the buyer understand their problem."[21:22] "If the problem is big enough, they won't care how big you are or how long you've been around."LEARN MORETo learn more about xtype, visit: https://www.xtype.io/ You can also find Ron Gidron on LinkedIn: https://www.linkedin.com/in/rongidron/ 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

Dec 5, 2023 • 26min
293: How to Make Investors Love You - with Joe Dormani
EPISODE SUMMARYThe landscape of software startup investing is a delicate balance between initial funding and later-stage deals. As a partner at Thomson Reuters Ventures, Joe Dormani offered intriguing insights into their investment strategy with host and B2B SaaS Sales Coach Matt Wolach. Let’s delve into the key takeaways from his perspective and the company's approach.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 293, "How to Make Investors Love You - with Joe Dormani"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Joe Dormani, Partner at Thomson Reuters VenturesTOP TIPS FROM THIS EPISODETarget the Sweet SpotWork on Strategic Fundraising & Understand NeedsGo for Transparency & RealityLeverage Customer StoriesInvest in InnovationEPISODE HIGHLIGHTSBeyond Funding: Active EngagementTrusted PartnershipsJoe's Journey: Tenacity & StrategyTOP QUOTESJoe Dormani[5:11] "My story is kind of a 10-year slog of just trying to pick up all the skills and do all the things that need to be done."[14:43] "Finding the right investor for any sort of situation is usually an advantageous situation."Matt Wolach[18:59] "Every company does not need to raise venture capital."[21:22] "It's much better to just be transparent with what the reality of the business is."LEARN MORETo learn more about Thomson Reuters, visit: https://www.thomsonreuters.com/en.html You can also find Joe Dormani on LinkedIn: https://www.linkedin.com/in/joseph-dormani-2b119a38/ 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

Nov 28, 2023 • 27min
292: How to Find the Best Tech Talent - with John Light
EPISODE SUMMARYIn this new episode of Scale Your SaaS, John Light, president and the visionary behind SBR2TH, draws from an extensive background in recruiting across various models. His journey through contingent, retained, and RPO setups led him to realize a gap in the middle-market segment, especially for tech talent, and he shares with us how you can grow quickly with the right talent on board. He sat down with host and B2B SaaS Sales Coach Matt Wolach to tell the story of how he learned the best methods for finding the most quality people. John’s innovative approach aimed to blend the efficiency of contingent hiring with the precision and loyalty of retained search, catering specifically to the middle market, where tech talent thrives.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 292, "How to Find the Best Tech Talent - with John Light"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: John Light, President of SBR2THTOP TIPS FROM THIS EPISODEAttract and Retain Top Tech Talent: Beyond Ping Pong TablesDecode the Technical Talent Puzzle for Non-Technical LeadersShape a Strategic Approach to Talent AcquisitionEPISODE HIGHLIGHTSTech Talent: The Backbone of Scaling a SaaS CompanyPitfalls in Tech Team Hiring: The Soft Skills Oversight‘Drowning in the Tech Talent Pool’: John Light's Insightful PodcastConclusion: Reshaping Talent Acquisition ParadigmsTOP QUOTESJohn Light[5:11] "Employees now are getting more savvy. The good ones want to be a part of something bigger."[14:43] "There's a cost that you may not see or be able to quantify associated with putting the wrong person doing some of the right stuff but not all of it at the wrong time."Matt Wolach[18:59] "People want to be around genuine people and stay for genuine people."[21:22] "You start with a great idea, but from that point forward, everything else is about who you hire."LEARN MORETo learn more about SBR2TH, visit: https://www.sbr2th.com/ You can also find John Light on LinkedIn: https://www.linkedin.com/in/johndlight/ 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