Scale Your SaaS

EPISODE SUMMARYIn this episode of Scale Your SaaS, Activate Onboarding Founder Harris Fanaroff shares how to save thousands in turnover costs through great employee onboarding with host and B2B SaaS sales coach Matt Wolach. He provides insights on ensuring managers understand its importance and are given the time and resources they need to do it well. And with persistence and focus on providing value, social media can also be a game-changer for your business. Read on to learn more about this episode.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 261, "How to Save Thousands in Turnover Costs Through Great Employee Onboarding - with Harris Fanaroff"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Harris Fanaroff, Founder at Activate Onboarding TOP TIPS FROM THIS EPISODEBuild Your Personal Brand FirstBe ConsistentDon't Give UpFocus on OnboardingEPISODE HIGHLIGHTSPersistence Pays OffShare Your Experiences & Expertise Make Time for Training  TOP QUOTESHarris Fanaroff[08:52] "The biggest mistake that I see is HR kind of owns it, the hiring manager kind of owns it. And because both people own it, nobody owns it, somebody has a really bad experience."[16:52] "Biggest thing, maybe not the biggest, one of the big things I see is people ignore the pre-boarding process. So from the moment somebody accepts their offer, through day one, how do you make sure that you already start that engagement to get them excited?"Matt Wolach[5:57] "And this is something I teach my clients: don't start after you've launched the company. You need to start marketing that includes building your brand and getting your own personal brand rockin’ and so that people trust you connect, you have an audience before you even launch the company."[15:12] "That's funny that you say that because, in my sales coaching, people tell me, Hey, we implemented only one of these 10 things you told us, and we already started closing more deals. So it is funny that if you just do some things right, you'll start to see results. It sounds like the same with sales or an onboarding."LEARN MORETo learn more about  Activate Onboarding, visit: https://activateonboarding.com/You can also find  Harris Fanaroff  on LinkedIn at: https://www.linkedin.com/in/harrisfanaroff/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 SUMMARYThere are several ways that a software company can apply to catapult itself straight to a big exit. One of the easiest ways to do this is by finding a market gap that everyone overlooks because they deem it too small to matter. Completely fill it in with your SaaS, and you will have your turf in your field of business.In this podcast, Coviance Founder and CEO Omar Jordan share the story of how he cemented his company in its industry with over 425+ lenders and still counting. He discloses the winning strategies he stumbled upon by going against the grind with host and B2B SaaS sales coach Matt Wolach. Take the road less traveled and instantly differentiate yourself from your competitors!PODCAST-AT-A-GLANCEPodcast: Scale your SaaS with Matt WolachEpisode: Episode No. 260, "How to Launch and Scale to Success Quickly - with Omar Jordan"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Omar Jordan, Founder and CEO at Coviance TOP TIPS FROM THIS EPISODEAutomate to Save Time and Human CapitalMake Products Affordable Initially to Get FeedbackKeep Punching Back Against FailureUnderstand When to QuitSurround Yourself with the BestEPISODE HIGHLIGHTSProblems Encountered as a Customer are Market GapsSometimes Less is MoreThe Best Salespeople Are Your Customers TOP QUOTESOmar Jordan[11:16] "We always say we're not done yet. Right? We tackle one island, and what's the next island we'll go conquer. And we really do it for love of process, love of community."[14:21] "Your best champion, your best salesperson, is your customer today."[15:55] "The beauty of entrepreneurship is its ups and downs. And you just learn how to deal with the punches and get back up and keep going. Keep punching back. It's fun."Matt Wolach[10:53] "You do not want to ever stop sales because it's not always like a spigot that you can just turn on and off. And so I always preach, do whatever you can to not stop sales."[14:10] "You got to give it to somebody. Have somebody using it. So you can get the feedback, you can improve the product, and you'd create some trust within your marketing."LEARN MORETo learn more about Coviance, visit: https://www.coviance.com/You can also find Omar Jordan on LinkedIn at: https://www.linkedin.com/in/omarjordan/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 SUMMARYResearch is an important aspect of developing your business. Finding problems to develop a product for is already research. Surprisingly, this has been made more challenging not by the difficulty of the process but by the risks that come with it. And so, ensuring you do research right is imperative to protect the growth of your SaaS.In this week's podcast, CleverX Founder Sharekh Shaikh talks about the importance of taking your time when identifying problems and how to get that right. He also discusses how utilizing tools like CleverX will help you grow your company with host and B2B SaaS coach Matt Wolach. Eliminate what weighs down your business, and watch it scale faster than ever!PODCAST-AT-A-GLANCEPodcast: Scale your SaaS with Matt WolachEpisode: Episode No. 259, "How to Grow Your SaaS by Using the Proper Resources - with Sharekh Shaikh"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Sharekh Shaikh, Founder at CleverX TOP TIPS FROM THIS EPISODEUnderstand the ProblemFocus on TransparencyLeverage ExperienceTrust Your Gut When HiringStrengthen your Emotional Muscle as a FounderEPISODE HIGHLIGHTSFun Fact: 40% of B2B Research Result is FraudMarketing Research Costs $70B Globally and $15B in the USACustomers Do Not Have the Solutions TOP QUOTESSharekh Shaikh[2:44] "Hopefully, we keep building the stuff users care about– and you want to make their life as easy as possible."[09:33] "Customers, who care about the transparency of the respondent and the reliability of those insights, want to know who their respondents are. And I'm spending thousands of dollars; I should know about it.” [14:24] "It's your job as a founder to make sure that they are really excited and happy about your product, and they're getting the value that they, you know, spent the money for."Matt Wolach[11:49] "It's amazing to me how many people take an undertaking like starting a software company and wanting it to become big but don't go out and do the work of learning the market… I found those who go through that work and work to understand that actually are the ones who get success and get success the quickest."[17:40] "Once I started realizing I can hire for culture, it really kind of revolutionized our team. And the team became much more cohesive-bonded and, really, were much more effective. It was incredible what happened."LEARN MORETo learn more about CleverX, visit: https://cleverx.com/You can also find Sharekh Shaikh on LinkedIn at: https://www.linkedin.com/in/sharekh-shaikh-4591874/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 SUMMARYSubscription-based billing models have become increasingly popular in the world of business-to-business (B2B) software sales. However, implementing a subscription model is more complex than it may seem.In this podcast, Niclas Lilja, Founder & CEO of Younium discusses the importance of subscription management for SaaS businesses, nailing your ICP, highlighting common issues companies face, and offering tips for improving subscription processes with host and B2B SaaS sales coach Matt Wolach.PODCAST-AT-A-GLANCEPodcast: Scale your SaaS with Matt WolachEpisode: Episode No. 258, "Why Nailing Your ICP Is Critical for Growth - with Niclas Lilja"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Niclas Lilja, Founder & CEO of Younium TOP TIPS FROM THIS EPISODECreate Flexible Pricing PlansFocus on Customer ServiceUse a Reliable Metrics ToolCollect Accurate DataEvolve Your Pricing Over TimeEPISODE HIGHLIGHTSBuild Trust With Subscription ManagementCommon Communication Challenges Are InevitableEffective Communication Creates a Positive Environment TOP QUOTESNicolas Lilja[14:00] "One thing was around ideal customer profile. I don't know if we talked about it that way. But we were really quick on narrowing down our target market.” [16:40] "You probably spend too much time in sales, right? Probably you didn't get the price you should have gotten because everything wasn't perfect. I think so it’s so important. I think you spent too much time on the wrong clients."[23:33] "Everyone wants product-led growth. But there will be a lot of great companies anyways. So don't get tricked into doing everything you read about how things should be, but really do what makes sense. And you know, if you can get feedback from customers, potential customers, or friends, that should guide you."Matt Wolach[16:07] "I train my clients to make sure you nail your ICP, your ideal customer profile early. Because you're right, even if one or two of the factors that you look at for that aren't right, that could cause the entire relationship to sour, it could mean that they're not going to get the best value out of the system that they probably should be getting."LEARN MORETo learn more about Younium, visit: https://www.linkedin.com/company/younium/You can also find Niclas Lilja on LinkedIn at: https://www.linkedin.com/in/niclas-lilja-0544913/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 SUMMARYThere are lots of emerging Artificial Intelligence software that could help you boost your content creation. But you’ve got to keep in mind that your content has to get your message across to your buyers. You’ve got to be able to connect with others through your words. Founder of WRIXON, Aaron Wrixon, explains AI can help copywriters and the difference between AI-generated content and human-created content. He also talked with Host and B2B SaaS Sales Coach Matt Wolach about the importance of communicating the value of your product.PODCAST-AT-A-GLANCEPodcast: Scale your SaaSEpisode: Episode No. 257, “How to Sell More Through Copywriting – With Aaron Wrixon” Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Aaron Wrixon TOP TIPS FROM THIS EPISODEUse Artificial Intelligence (AI) in MarketingCopywriting is an ArtBe an AdvocateEPISODE HIGHLIGHTSCopywriters and AI TOP QUOTESAaron Wrixon[05:03] “A great product is half of the question. You need the product, but you also need the messaging.”[17:16] “This is this is one of the key mistakes is is thinking that because you developed a great product, then you know how to communicate its value.” Matt Wolach[10:55] “If you really need results from your website or from your copy, you need someone who has that nuance that a human can deliver.”[18:09] “We should be helping, not selling.” LEARN MORETo learn more about Aaron Wrixon and WRIXON, visit: https://wrixon.com/You can also find Aaron Wrixon on LinkedIn at: https://www.linkedin.com/in/aaronwrixon/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 successful megacorporation that has ever existed was once small. We've all heard of the stories of a software startup founder that started their business in their parent's garage, or created it while still in college. And so with the right process and mindset, know that your company can be just as successful.Dataedo Director of Customer Operations Chase Summers shares his experience in helping Dataedo grow from a side project to the profitable company that it currently is. He also talks about his transition from sales rep to a director with Host and B2B SaaS Sales Coach Matt Wolach. Watch and get ready to welcome growth for both yourself and your company!PODCAST-AT-A-GLANCEPodcast: Scale your SaaS with Matt WolachEpisode: Episode No. 256, "From Side Project to Millions in Revenue - with Chase Summers"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Chase Summers, Director of Customer Operations at DataedoTOP TIPS FROM THE EPISODESolicit and Implement Customer FeedbackIdentify the Market GapDon't Take Yourself So SeriouslyProvide Autonomy But Do Not NeglectBe Comfortable with Being UncomfortableBe More Interested Than InterestingEPISODE HIGHLIGHTSFewer Variables Equals Faster Customer DecisionMore Failure Equals Clearer VisionA Leader's Response to Failure MattersTOP QUOTESChase Summers[14:33] "My whole mantra with management is autonomy without neglect."[15:12] "You can be an empathetic person but still be a really good leader. And so that's something that I've worked on is leading the people and giving them feedback at the same time, and being empathetic but also challenging."[21:55] "Just learn to be interested and stop thinking that you’re interesting because chances are you're not."Matt Wolach[16:54] "You just don't do as well when you're under stress. And so I love the idea of just, breathe, take a step back. Don't take yourself seriously because it can really help you perform better."LEARN MORETo learn more about Chase Summers and Dataedo, visit: https://dataedo.com/You can also find Chase Summers on LinkedIn at: https://www.linkedin.com/in/chasesummers/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 SUMMARYHaving more than 900 million users worldwide, LinkedIn has evolved into a powerful marketing tool. Any software business or brand can improve its sales and marketing efforts by building a great LinkedIn page or profile and establishing a professional network through high-quality content.                                                                     President of Vision Board Media, Donna Serdula, explains how LinkedIn can grow your brand. She also discussed the S-O-A-R methodology with Host and B2B SaaS Sales Coach Matt Wolach, which can help skyrocket your traction. Read more to find out!PODCAST-AT-A-GLANCE Podcast: Scale Your SaaSEpisode: Episode No. 255, “How to Win More Customers Using LinkedIn - with Donna Serdula”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Donna Serdula, President of Vision Board MediaTOP TIPS FROM THIS EPISODEStrategizeOptimizeAmplifyRelateEPISODE HIGHLIGHTSUse LinkedIn as a Networking ToolPerfect Your Profile TOP QUOTESDonna Serdula [03:04] “LinkedIn isn't just a resume. This is your brand. This is your professional manifesto. This is how you can control how others perceive you.”[16:08] “I think with the strategy that's working well, with LinkedIn, it has that strong profile, really making sure that you're telling your story.”[21:40] “So take that time, craft that brand.” Matt Wolach[14:50] “There's a formula and I love that there's kind of a plan you can put together and just block it out on your calendar.” LEARN MORE To learn more about Donna Serdula and Vision Board, visit https://www.linkedin-makeover.com/about-vision-board-media/.You can also find Donna Serdula on LinkedIn at: https://www.linkedin.com/in/todonna/.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 SUMMARYThe software industry is highly competitive, with numerous companies offering similar products and services. Despite a company's confidence in its superiority, the challenge lies in differentiating itself from the competition in the eyes of the market. In this week’s episode of Scale Your Saas with host and B2B SaaS sales coach Matt Wolach, Ton Dobbe, the author of "The Remarkable Effect" and Chief Inspiration Officer and Founder at Value Inspiration, offers guidance on how to stand out and gain more wins by effectively positioning oneself against the competition.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaSEpisode: Episode No. 254, “How to Differentiate from the Competition - with Ton Dobbe”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Ton Dobbe, the author of "The Remarkable Effect"TOP TIPS FROM THIS EPISODEHire a Coach or Get a MentorDon't Try to Please EveryoneDifferentiation is KeyEPISODE HIGHLIGHTSBuild a Lasting ImpressionAlways Strive to Innovate. TOP QUOTESTon Dobbe[04:12] “You realize that this one thing bubbles up every time again, it's like, okay, traction is there. But it's not predictable; something is wrong. And once you get it predictable, and you can get this flywheel going now, things start moving the right way.”[09:02] “Create something valuable and desirable, and the combination of the two is really important. Because something valuable is, of course, that's the Holy Grail.”[15:58] “Focus on the essence. What words like focus come up? But more importantly, is that I really drill down into, what is the real problem we're trying to solve here.” Matt Wolach [06:17] “It's hard sometimes when you're in the moment to see it. That's why I think having a coach for people to work with you is so great.”[11:35] “Much better to make sure that you differentiate, make sure you separate, and they identify you as someone who this is an organization slash person slash tool product that can help us and get us to where we're going to, and the others will not.”LEARN MORETo learn more about Ton Dobbe and Value Inspiration, visit: https://valueinspiration.com/.You can also find Ton Dobbe on LinkedIn at: https://www.linkedin.com/in/tondobbe.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 SUMMARYHow you treat and interact with your customers greatly affects your software company’s image and reputation. In many ways, your customer support team is the face of your company. If you’re serious about growing your business, you must dedicate time, effort, and attention to customer service.Vice President of Growth at SupportZebra, Daniel Viduya, explains customer support's importance. He also shares with Host and B2B SaaS Sales Coach Matt Wolach about outsourcing, what metrics to look at, and how to manage a support team.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaSEpisode: Episode No. 253, “How to Maintain Consistent and Terrific Customer Support – With Daniel Viduya”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Daniel Viduya, Vice President of Growth at Support ZebraTOP TIPS FROM THIS EPISODEBuild Your TeamKnow When to OutsourceCheck Your MetricsEPISODE HIGHLIGHTSThe Importance of Customer SupportAbove & Beyond Customer Service TOP QUOTESDaniel Viduya[09:01] “Outsourcing companies would have dedicated teams that would be able to support that growing team”[13:20] “When you treat your customers right, growth will come naturally.”[23:00] “Are you doing right by your customers by binding yourself to this policy? By binding yourself to this policy? If not, you might want to revisit that.” Matt Wolach[00:11] “We talk a lot about growth on this show. But something that's often overlooked is one of the most important impacts on growth. And that's your customer support and the experience you create for your customers after the sale.”[05:05] “Hard work, persistence, and vision – when you put those together, they can do some great things.”LEARN MORETo learn more about Daniel Viduya and Support Zebra, visit: https://supportzebra.com/.You can also find Daniel Viduya on LinkedIn at: https://www.linkedin.com/in/danielviduya/.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 TipsLinkedInTwitterInstagramGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

The New Wave of Managing Global Hybrid Teams – With Projjal GhatakEPISODE SUMMARY Starting a software business is just as much a psychological endeavor as a business undertaking. As a SaaS founder or CEO, you must possess the mindset that you can handle anything that comes at you and overcome the stress and challenges. Co-Founder and CEO of OnLoop, Pojjal Ghatak, talks about how they managed their startup in the face of hardships. He shares with Host and B2B SaaS Sales Coach Matt Wolach what to do when you feel stagnant, or your business is facing an obstacle.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaSEpisode: Episode No. 252, “How to Develop Mental Fortitude In Business – With Projjal Ghatak”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Projjal Ghatak, Co-Founder and CEO of OnLoopTOP TIPS FROM THIS EPISODETrust Is KeyFocus On the Bigger PictureAttack the ProblemBounce BackEPISODE HIGHLIGHTSBalance Work and PlayThe Importance of Being SeenTOP QUOTESProjjal Ghatak[00:10] “People want to feel seen, and managers need to see work getting done. And I think overall, people are just less seen. And that often makes people feel less successful.” [10:54] “Managers have a good sense of where to intervene.” [16:16] “Having a table or notion with a database built into a spreadsheet just makes sense after a while.” [19:22] “ And sort of staying focused on solving a problem and sort of pick your first principles on how can we use the very best of technology we have to solve the problem at hand, I think has led us to a place where we feel well positioned to capture the opportunity.” Matt Wolach[03:29] “…something really, really bad can create some good things.” [22:29] “That's one of the things I just love about talking with great entrepreneurs is just seeing that vision and the passion come together.”LEARN MORETo learn more about Projjal Ghatak and OnLoop, visit: https://www.onloop.com/You can also find Projjal Ghatak on LinkedIn at: https://sg.linkedin.com/in/pgonloop.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 TipsLinkedInTwitterInstagramGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram