Scale Your SaaS

EPISODE SUMMARYNetworking isn’t just about exchanging business cards or attending events; it’s about building genuine connections that foster long-term relationships and drive meaningful results. Doing it the right way means you can drive leads through referrals and partners, giving you ample opportunities to grow your software business.In this recent podcast episode of Scale Your SaaS, Phil Pelto, co-founder and Chief Connection Officer at MyFirestorm, shares invaluable insights on leveraging networking to generate quality leads and establish impactful partnerships with host and B2B SaaS Sales Coach Matt Wolach. Read on to learn more!PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 291, “Get Terrific Leads Through Networking – with Philip Pelto”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Phil Pelto, Co-Founder and Chief Connection Officer at MyFirestormTOP TIPS FROM THIS EPISODEUse Strategic Networking Beyond Business CardsPelto underscored the critical mistake of rushing networking efforts for immediate results. He highlighted the need for patience, strategy, and intentionality. Understanding the purpose behind networking—whether for prospecting, nurturing existing relationships, or exploring partnership opportunities—is vital.Tips for Effective NetworkingPreparation Is Key: Pelto emphasized the value of doing homework before events, understanding the attendees, and setting up meetings in advance. Strategic preparation paves the way for more fruitful interactions.Follow-Up Matters: Standing out means going the extra mile. Whether it’s sending personalized LinkedIn requests or handwritten notes, meaningful follow-ups leave a lasting impression.My Firestorm’s Approach: MyFirestorm amplifies networking efforts by employing a software tool that matches event attendees, enhances connections, and facilitates post-event follow-ups.Strategic Networking for Software LeadersFor software leaders looking to optimize networking efforts, Pelto advised understanding the intent behind networking endeavors. Identifying the right communities, investing time, and persistently engaging without expecting immediate returns are vital strategies for success.EPISODE HIGHLIGHTSPersistence, Patience, and SuccessPelto highlighted the significance of persistence, patience, and consistent effort in networking. He emphasized that while it might yield little results, a well-thought-out networking strategy will inevitably bear fruit for your software business.The Power of Quality Leads Through NetworkingPelto emphasized the potency of quality leads derived from networking, highlighting the common misconception and approach pitfalls. He stressed the importance of understanding the nuances and strategies behind effective networking to harness its full potential.TOP QUOTESPhilip Pelto[5:11] “The connection piece of it is never going away. If we want to get business done, we have to get in front of somebody.”[14:43] “Patience, persistence, and preparation is an unbeatable combination or recipe for success.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn this week's episode of Scale Your SaaS, Greg Rich, the CEO and Co-founder of Vivantio, shared valuable insights into the world of customer service, the evolution of his company, and the pivotal role of customer experience in driving business success. Join host and B2B SaaS Sales Coach Matt Wolach, learn how almost 20 years of experience led Greg's journey into a tapestry woven with inspiration, ambition, and a deep love for customer service. PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 290, "How Amazing Customer Support Leads to Great Growth - with Greg Rich"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Greg Rich, CEO & Co-Founder at VivantioTOP TIPS FROM THIS EPISODEResilience Amidst Change: Navigating ChallengesBuilding Customer-Centric Organizations: Key to SuccessCommon Mistakes in Customer Support for Software CompaniesEPISODE HIGHLIGHTSThe Continuous Evolution of VivantioThe Origin Story: A Journey Rooted in Experience and TechnologyNuggets of Wisdom for Emerging Software LeadersTOP QUOTESGreg Rich[5:11] "I do think in the service and support arena, there is an opportunity for generative AI to really help an agent and even the customer through self-service technologies."[14:43] "Think about how you can manage that relationship so that you both get something from it."Matt Wolach[18:59] "That's a really important part in terms of how you think about retaining your customers and how you can, I wouldn't say leverage the relationship, because we call it a co-creation of value."LEARN MORETo learn more about Vivantio, visit: https://www.vivantio.com/guide-b2b-customer-service-transformation/ You can also find Greg Rich on LinkedIn: https://www.linkedin.com/in/gregoryrich/ 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 of Scale Your SaaS, I had the opportunity to delve into finance and accounting with Jason Kruger, President and Founder of Signature Analytics, who has made it his mission to help businesses achieve their financial goals. The discussion covered various aspects of business finance, from understanding critical metrics to weatherproofing your business for uncertain times. Let’s recap the insightful conversation and highlight the key takeaways that can benefit small business owners, especially those in the software industry. Read on!PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 289, "Which Metrics to Track as a SaaS Business - with Jason Kruger"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Jason Kruger, President and Founder of Signature AnalyticsTOP TIPS FROM THIS EPISODEUnderstand the Unusual Business ClimateLearn the Common Mistakes in Accounting and AnalyticsPrepare for Economic DownturnsAs the world faces economic uncertainties, the discussion provides insights into how businesses can weatherproof themselves. The following strategies are essential:Cash Flow Management: Developing a plan to handle cash flow in different scenarios is crucial, whether through debt, equity, or personal funding.Scenario Planning: Preparing for various economic scenarios and adapting as needed is vital.Team Validation: Continuously evaluate your team to ensure they align with your business's goals and direction.Real Estate Flexibility: Assess whether retaining physical office locations or remote work is more cost-effective.SG&A Cost Evaluation: Review all operational costs, including technology expenses, to ensure you are getting value from each investment.Maximizing Profitability and Margin: Continuously look for ways to optimize profitability and margin, especially in the software industry.EPISODE HIGHLIGHTSThe Vision Behind the CompanyKey Metrics for Success in Software BusinessesIn the SaaS industry, where margins are typically high, different metrics come into play:Recurring Revenue: Understanding your monthly and annual recurring revenue is crucial. It provides a solid foundation for future growth.Churn Rate: Minimizing customer churn is essential. Analyzing industry benchmarks and making efforts to retain customers is vital.Service vs. Software Value: Distinguishing between service and software value is critical. Investors primarily evaluate the software component's value.Burn Rate: Managing expenses, especially in the early stages of a software business, is essential. Ensuring that you can reach the break-even point from a cash flow perspective is a priority.Customer Acquisition Cost: Evaluating the return on investment from your sales and marketing expenses is crucial. Ensuring that the value gained is greater than the cost is a key consideration.TOP QUOTESJason Kruger[5:11] “Companies have decided to stop worrying about the economy and just start moving forward. So we're seeing a lot of opportunity. A lot of excitement from that perspective.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn the fast-paced world of software sales, adaptability is the name of the game. In this week’s episode of Scale Your SaaS with host and B2B SaaS sales coach Matt Wolach, we're delving into today's insights from a seasoned industry leader, Encapture’s CEO, Will Robinson. He offers a glimpse into the dynamic world of selling software to banks and lenders. From adapting to changing market conditions to transforming the company's focus, this discussion unveils the challenges and successes of a thriving software business. Let's explore the key takeaways and the journey of Encapture, a company at the forefront of innovation in the SaaS industry.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 288, "Ways to Overcome the Ups and Downs of the Software World - with Will Robinson"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Will Robinson, CEO at EncaptureTOP TIPS FROM THIS EPISODEAdapt To Market ChangesLearn To Shift FocusBe Open To Embrace ChangeInnovate with CautionEPISODE HIGHLIGHTSTake the Lessons From Past Mistakes as Catalyst for ChangeTOP QUOTESWill Robinson[5:11] “It's hard to get a legacy group of folks to change their mindset.”[14:43] “Having a growth mindset is essential, and it's easier to backfill and replicate knowledge than I thought.”Matt Wolach[18:59] “Process is huge.”[19:03] “I love that you narrowed your niche, and you said we've got to focus on these particular prospects and customers because it just makes everything within the business run so much easier. It makes your marketing more focused and tight and makes the buyers realize that you are perfect for them specifically, which is amazing.”LEARN MORETo learn more about Encapture, visit: https://encapture.com/platform/ You can also find Will Robinson on LinkedIn: https://www.linkedin.com/in/will-robinson-encapture/ 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 today’s fast-paced digital landscape, marketing automation has become a powerful tool for businesses of all sizes. To dive into the world of marketing automation and its potential, I sat down with Shay Howe, the Chief Marketing Officer at ActiveCampaign. ActiveCampaign is a product known for its versatility, offering hundreds of pre-built automation that span transactional email, email marketing, marketing automation, e-commerce, and CRM. Shay, a product leader with a diverse background in design and engineering, spearheads the marketing, customer activation, partnership, platform strategy, and ActiveCampaign postmark teams. In this new episode, host and B2B SaaS Sales Coach Matt Wolach drills down on the details as Shay Howe shares his insights on marketing automation, the evolving role of a Chief Marketing Officer, and the value of staying close to customers.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 287, “All Things Marketing Automation – with Shay Howe”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Shayne Howe, Chief Marketing Officer at ActiveCampaignTOP TIPS FROM THIS EPISODEEmbrace the Power of Marketing AutomationUnlock Personalization through Marketing AutomationAddress Misconceptions About Marketing AutomationEnhance Customer Engagement and AutomationEPISODE HIGHLIGHTSThe Dynamic Role of a Chief Marketing OfficerFinal Thoughts and Advice on Marketing AutomationTOP QUOTESShay Howe[10:58] “Marketing automation is incredibly approachable.”[17:20] “Don’t over-automate; leave room for that human touch.”[22:40] “Build automation to create surprise and delight.”Matt Wolach[21:18] “Stay close to your customers and follow their lead.”[25:06] “Find your way through building a product where folks are jumping into use it faster.”LEARN MORETo learn more about Active Campaign, visit: https://www.activecampaign.com/ You can also find Shay Howe on LinkedIn: https://www.linkedin.com/in/shayhowe/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.comGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn the most recent episode of Scale Your SaaS, Stacie Chan, Co-Founder and Chief Business Officer of 1Bstories, shares valuable insights into the world of generative AI, content creation, and lead generation in the software startup landscape with host and B2B SaaS Sales Coach Matt Wolach. Stacie’s journey from a diverse career background, including acting and journalism, to her tech-driven startup role offers valuable lessons for software founders and entrepreneurs looking to create compelling content. This episode explores the key takeaways, highlighting the role of AI in content creation, and how acting is a lot like sales. Read on to learn more.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 286, "How Sales is Like Acting - with Stacie Chan"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Stacie Chan, Co-Founder and Chief Business Officer of 1BstoriesTOP TIPS FROM THIS EPISODELeverage AI in Content CreationStrive for Consistency & PersonalizationEPISODE HIGHLIGHTSThe Role of Content on Social MediaThe Role of Trust and ConnectionWhat We’ve Learned So FarTOP QUOTESStacie Chan[10:58] “I find that my conversion rate is so much less every call that I get on if you're not prepared for that first pitch, and also prepared with the follow-up. Research the potential client and customizing that first pitch to ensure I understand their business.”[17:20] “Social media is the last bastion for true organic discovery, where people are in a receptive mindset and algorithms help put relevant content in front of them.”Matt Wolach[21:18] “I think it's fantastic that you can have technology help you and get you to the point where you look like you're spending hours and hours and hours a day creating all this, but actually, you're focused on other things. You focus on clients, focus on sales, and it's doing it for you.”LEARN MORETo learn more about 1Bstories, visit: https://www.1bstories.com/ You can also find Stacie Chan on LinkedIn: https://www.linkedin.com/in/staciechan/  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.comGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYStarting a software business can be intimidating, especially for those who have not envisioned themselves as entrepreneurs. However, sometimes, the most successful ventures emerge from unlikely beginnings.This week’s episode of Scale Your SaaS delves into the journey of ndaOK with CEO and founder James Weir. This company began with a reluctant founder but has experienced remarkable growth by addressing a common problem with innovative solutions. Sit back as we discuss mitigating mistakes through intelligent decision-making with host and B2B SaaS Sales Coach Matt Wolach.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 285, "How to Mitigate Mistakes Through Smart Decision Making - with James Weir"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: James Weir, Founder and CEO at ndaOKTOP TIPS FROM THIS EPISODEConnect with an AI ExpertResearch and ValidationFind a Common Pain PointLaunch to Early SuccessNiche Down, Then ExpandEPISODE HIGHLIGHTSThe Reluctant FounderFrom Law to TechThe Birth of an IdeaTOP QUOTESJames Weir[17:41] “We started to develop that FOCUS. And now, as we've nailed that market and that customer segment, we're starting to spread out and go wider again and start to deal with enterprise sales teams and real estate investors and others that have that problem at a large enough scale where the solution is important for them.”Matt Wolach[12:53] “Email effectiveness is dwindling down and down every year.”LEARN MORETo learn more about ndaOK, visit: https://www.ndaok.com/ You can also find James Weir on LinkedIn: https://www.linkedin.com/in/weirjames/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.comGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYAlex Theuma, the founder of SaaStock, discusses the power of communities for SaaS founders with host and B2B SaaS Sales Coach Matt Wolach. So many founders have experienced a feeling of isolation at some point in their start-up journey. But finding an outlet for knowledge exchange and networking in Software as a Service (SaaS) is critical. Let’s delve into the strategies employed by Alex and SaaStock to nurture a sense of community and the invaluable benefits it offers to SaaS founders.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 284, "The Power of a Global Community of SaaS Leaders - with Alex Theuma"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Alex Theuma, Founder of SaaStockTOP TIPS FROM THIS EPISODEChallenges Faced by SaaS FoundersDuring the podcast episode, Alex discussed some of the most common challenges SaaS founders encounter:1. Isolation and Networking2. Building the Wrong Product3. Funding in Challenging TimesThe SaaStock StrategySaaStock's global success can be attributed to its combination of content marketing and community-building efforts. Here's how they do it:1. Content Marketing2. Community BuildingEPISODE HIGHLIGHTSGrowing Pains: SaaStock Dublin 2023The SaaStock ExperienceWhat exactly can SaaS founders and leaders gain from attending an event like SaaStock? Alex provides compelling reasons:1. Networking Opportunities2. Finding Your SaaS BFFs3. Access to Venture Capital4. Inspiration and Head SpaceTOP QUOTESAlex Theuma[18:06] “Zombie SaaS companies will fade away, making it tough for early-stage startups to succeed.”[22:09] “Focus on finding the right customers and building a strong network early on, rather than trying to sell to everyone.”Matt Wolach[21:23] “That's what SaaS is all about: keeping amazing customers happy for a long time and serving their needs.”LEARN MORETo learn more about SaaStock, visit: https://www.saastock.com/You can also find Alex Theuma on LinkedIn: https://www.linkedin.com/in/alextheuma/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn a world where technology evolves at breakneck speed, and software businesses are constantly adapting to changing landscapes, the importance of content marketing for B2B SaaS (Software as a Service) companies cannot be overstated. In this week’s episode of Scale Your SaaS, we explore the journey of Jake Hurwitz, Founder, and Chief Marketing Officer at Thursday Labs, and a seasoned entrepreneur and marketer, as he delves into the nuances of content marketing, its significance, and the common mistakes that B2B SaaS companies make with host and B2B SaaS Sales Coach Matt Wolach.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 283, "From Unknown to Unforgettable - Content That Converts - with Jake Hurwitz"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Jake Hurwitz, Founder & Chief Marketing Officer at Thursday LabsTOP TIPS FROM THIS EPISODEAdopt Content Marketing Strategy: A Roadmap to SuccessMeasure Short-Term Wins and Long-Term SuccessEPISODE HIGHLIGHTSThursday Labs: The Name with a StoryThe Power of Content Marketing in B2B SaaSTOP QUOTESJake Hurwitz[9:34] “The people behind them are like, “that's who we want to be a part of”. Their story is the story we want to live. And so I've gone all in on that strategy.”[16:12] “ But I do understand that short-term wins and short-term results are necessary.”Matt Wolach[21:52] “It's something that I preach to my clients over and over, your buyers don't care about you, they care about themselves, they care about the results they're gonna get.”LEARN MORETo learn more about Thursday Labs, visit: https://www.thursdaylabs.co/ You can also find Jake Hurwitz on LinkedIn: https://www.linkedin.com/in/jakehurwitz/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-timeGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYBuilding a new software company from the ground up is a thrilling yet challenging endeavor. One of the biggest obstacles SaaS startup founders face is the temptation to stray from their initial vision and get sidetracked by shiny new opportunities. In this episode of Scale Your SaaS, we'll explore the importance of staying focused on your core mission and niche, drawing insights from a conversation with Sanjay Ghare, CEO of Vervotech, a travel technology company leveraging AI to transform the industry with host and B2B SaaS Sales Coach Matt Wolach.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 282, "From $0 to Exit - How Staying Focused Allowed Them to Win - with Sanjay Ghare"Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Sanjay Ghare, CEO of VervoTechTOP TIPS FROM THIS EPISODESanjay Ghare and Vervotech's journey provides several valuable lessons for early-stage SaaS founders:Prioritize Marketing and VisibilityEmbrace Lean PracticesAdopt a Customer-Centric ApproachCultivate a Unified VisionEPISODE HIGHLIGHTSThe Dangers of DistractionThe Power of Laser FocusThe Power of a Singular FocusTOP QUOTESSanjay Ghare[15:36] “It's never perfect. Actually, there is always something that needs to improve. But we are very keen and very responsive to our customers and very attentive to our customers.”[21:09] “Start doing it, build the right team, and be active on LinkedIn.”Matt Wolach[05:32] “Focus on solving a specific niche problem to achieve success and an exit.”LEARN MORETo learn more about Vervotech, visit: https://vervotech.com/You can also find Sanjay Ghare on LinkedIn: https://www.linkedin.com/in/sanjayghare/For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-timeGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram