Grow Your B2B SaaS

Struggling to turn new sign-ups into loyal, paying customers? You’re not alone, and the problem might not be your product, it might be your onboarding. In this episode of Grow Your B2B SaaS, we’re joined by onboarding expert and best-selling author Ramli “RJ” John to break it all down. Ramli exposes what most SaaS companies miss: onboarding isn’t a feature — it’s a full-blown business strategy. We explore how to craft onboarding experiences that form habits, boost user activation, increase retention, and drive revenue. Whether you're a scrappy startup or scaling toward $10M ARR, this episode is packed with real talk, actionable insights, and smart frameworks that will help you turn more free trials into forever customers.Key Timecodes(0:00)-Introduction: Aha moment and onboarding as a business problem(0:49)-Episode Overview: Building habit-forming hybrid onboarding(1:03)-Guest Introduction: Ramli "RJ" John and his work(1:42)-Importance of Habit-Forming Onboarding(3:00)-Retention and Profit from Effective Onboarding(3:41)-Misconceptions about Onboarding(5:18)-The Promise Fulfillment Concept(6:52)-Common Mistakes in Onboarding(8:00)-Moments of Confusion and Delight(9:37)-Goals of Effective Onboarding(11:05)-Step-by-Step Onboarding Improvement(12:45)-User Case Understanding and Endpoint Focus(15:02)-Hybrid Onboarding for Enterprise Customers(18:35)-Challenges and Overcoming in Product Onboarding(20:49)-Technical Product Onboarding Suggestions(24:15)-Immediate Steps for Onboarding Improvement(28:21)-Habit Formation in Onboarding(30:23)-Future of Onboarding with AI(33:33)-Risks and Opportunities for SaaS Founders(35:24)-Best Advice on SaaS Onboarding(36:08)-Growing Early Stage SaaS from 0–10k MRR(37:47)-Scaling SaaS to 10 Million ARR(40:04)-Summary of Key Points(40:45)-How to Contact Ramli and Closing Remarks

Kevin Lems, Commercial Director for Europe at Younium, shares his extensive insights on optimizing pricing strategies for B2B SaaS companies. He discusses the evolving landscape driven by AI, emphasizing the importance of usage-based pricing models. Lems addresses common misconceptions and outlines best practices for aligning pricing with perceived value. He also highlights strategies for early-stage founders to grow their revenue and offers advice on defining an Ideal Customer Profile to enhance marketing efficiency.

Nicola Calabrese, founder of Undertow and host of the Multilingual Content Podcast, shares his expertise on international SaaS expansion. He underscores the pivotal role of localization, emphasizing that it's more than just translation. Nicola discusses common misconceptions and mistakes companies make when going global. He provides a step-by-step approach for successful expansion, including the importance of market research and cultural awareness. Highlights include crafting effective style guides and navigating challenges in maintaining brand consistency across diverse markets.

Ready to crack the code on SaaS finances? In this episode, we’re breaking down the numbers behind successful SaaS businesses—without the boring jargon. We’re joined by Ben Murray, better known as The SaaS CFO, who brings over two decades of real-world finance and operations experience. He’s been in the CFO seat at multiple SaaS companies, and now he’s on a mission to help founders and finance leaders make smarter, data-driven decisions.Ben walks us through his popular Five Pillar SaaS Metrics Framework—a game-changing approach that simplifies the financial side of SaaS with templates, tools, and expert guidance. Whether you're building your first product or scaling fast, this episode will help you understand your margins, track the right metrics, and use your financial reports as a roadmap for growth.Tune in—it’s time to make your numbers work for you.Key Timecodes(0:00) - Introduction: Importance of bookings data and financial management(0:41) - Episode Overview: Deep dive into SaaS finance metrics with Ben Murray(1:37) - Guest Introduction: Welcoming Ben Murray, the SaaS CFO(1:46) - Key Question: Importance of financial reporting for SaaS founders(2:16) - Common Mistakes: Mismanagement of business with cash flow(3:26) - Misconceptions: Finance as a priority in early stages(4:01) - Five Pillar SaaS Metrics Framework: Introduction and overview(5:16) - Financial Reporting: Growth and bookings data importance(7:31) - Getting Started: Foundational needs for early-stage SaaS companies(8:28) - Implementation Steps: Key data sources and tech stack(10:01) - Data Sources: Financial, customer, HR, and bookings data(12:32) - Challenges in Metrics: Understanding economic operations(15:10) - Financial Strategy: Importance of forecasting and metrics(18:08) - Best Practices: Building a scalable finance function(20:22) - Popular Beliefs: Complications and simplicity in financial metrics(21:45) - Gross Margins: Costs in AI tools versus traditional SaaS tools(23:12) - Opinion on Debt: Financing options for SaaS companies(24:54) - Community and Resources: Ben Murray’s offerings and insights(27:27) - Benchmarking: Accurate methods for comparing SaaS metrics(29:05) - Future Risks and Opportunities: Preparing for 2025 and beyond(30:54) - Key Advice: Essential tips for SaaS founders(31:12) - Advice for Early-stage SaaS: Financial foundations and forecasting(32:01) - Scaling to 10 Million ARR: Five Pillar Metrics Framework implementation(34:44) - Summary: Key takeaways from the episode(35:13) - Closing Thoughts: Final remarks and contact information

Ever wondered who your perfect customer really is? In this episode on the Grow Your B2B SaaS Podcast, we explore the power of the Ideal Customer Profile (ICP) a must-know for B2B SaaS founders looking to grow smart. Our guest, Craig Brown, founder of Troubadour (a product marketing agency for SaaS startups), breaks it all down. With experience at HSBC, Beemri, and mentoring startups across the U.S., Craig brings a mix of deep business insight and stand-up comedian charm to the conversationKey Timecodes(0:00) – Introduction and Common Startup Challenges(0:49) – Guest Introduction: Craig Brown(1:45) – Importance of Defining an Ideal Customer Profile (ICP)(3:01) – Misconceptions About Identifying ICP(4:57) – Common Mistakes in Defining ICP(7:53) – Going Enterprise Too Early(8:47) – Evolving ICP and Product Development(9:19) – Step-by-Step Process to Nail ICP(13:56) – How Narrow Should Your ICP Be?(16:58) – Avoiding the Wrong Clients Through Messaging(19:21) – Where Companies Get Stuck Defining ICP(22:03) – Product-Market Fit: Not Just Revenue Milestones(24:23) – Adjusting SaaS Messaging as the Company Grows(27:16) – Product-Focused vs. Value-Focused Headlines(29:01) – Best Advice on Defining ICP(30:37) – Advice for SaaS Founders Starting Out(31:50) – Growing to 10 Million ARR: Challenges and Advice(34:24) – How to Find and Contact Craig Brown

In this episode of the Grow Your B2B SaaS podcast, Elliott Rayner joins Joran to unpack a game-changing tool for B2B SaaS brands: strategic storytelling. As a CMO @ Owow, Elliott has deep roots in the sports and tech arenas, Elliott brings a fresh, insider perspective on how to craft narratives that cut through the noise. In a world brimming with sameness, he shows us how the right story can become your unfair advantage.Key Timecodes(0:00) - Elliott on storytelling and strategic narrative(0:46) - Introduction of Elliott Rayner by Joran(1:28) - Importance of strategic narrative for B2B SaaS(2:38) - Elliott on differentiated value, ICP, and credibility(4:33) - The importance of the three pillars in storytelling(5:38) - Misconceptions about strategic storytelling(7:42) - Selling to humans in B2B(8:05) - User experience as storytelling(9:05) - Common storytelling mistakes in SaaS companies(10:20) - Implementing a strategic narrative: step-by-step(13:04) - Difference between strategic narrative and positioning(14:09) - Elements of a good story(15:34) - Common storytelling mistakes in SaaS(17:25) - The role of conflict in storytelling(18:08) - Example of storytelling in SaaS(19:09) - Challenges in implementing storytelling(21:04) - The importance of psychology in marketing(22:39) - SaaS companies doing storytelling right(24:51) - Understanding progress in storytelling(27:30) - Aligning sales and marketing(30:02) - AI as a risk and opportunity in storytelling(31:59) - Dynamic vs. static personas and messaging(32:10) - Elliott’s advice on strategic narrative(32:39) - Advice for SaaS founders at different stages(35:39) - Summary of key insights from the episode(36:40) - Closing remarks and contact information

In this episode, Joran explores how SaaS founders can create a smart growth strategy to boost revenue and aim for a profitable exit. Joining him is Jonny Staker, a seasoned entrepreneur with over 23 years of experience in growing businesses. Jonny shares a unique approach that helps SaaS companies grow just enough to exit profitably without chasing endless scale.Key Timecodes(0:00) - Introduction to the episode: understanding your audience(0:30) - Overview of SaaS growth strategy (0:43) - Guest intro: Jonny Staker's experience and Vanquish Consultancy Group(1:21) - Importance of a profitable exit(1:44) - Misconceptions about growth in SaaS companies(2:28) - Mistakes in outsourcing and automation(4:05) - Best practices for implementing a growth strategy(4:53) - 12 Pillars of high leverage outbound(6:21) - Approach to content and inbound leads(8:09) - Importance of ICP mastery and positioning(9:09) - Building effective and targeted lists(11:03) - LinkedIn example for better conversion(13:24) - Acceptance rates and tweaking processes(15:13) - Balancing time as a founder in sales(17:06) - Challenges in maintaining a sales conversion rate(18:00) - Strategic selling vs product presentation(19:55) - Importance of strategic selling for founders(22:15) - Best practices to grow SaaS revenue(23:55) - Overcoming challenges and obstacles in growth(26:32) - Importance of manual processes before automation(29:52) - Future of growth in sales with human engagement(30:36) - Best advice for SaaS founders on growth(31:17) - Advice for SaaS founders aiming for 10K MRR(32:39) - Moving to 10 million ARR and replicating founder efforts(34:35) - Summary of the episode's key points(36:31) - How to get in contact with Jonny Staker

Mina Golesorkhi, an expert in SaaS hiring and co-founder of Hi Remi.ai, shares her insights on building high-performance teams. She emphasizes the critical role of aligning candidates with company culture and technical skills while discussing common hiring misconceptions. Mina highlights the importance of using structured scorecards and avoiding biases in recruitment. She advocates for a comprehensive approach, including the integration of AI technology, to optimize the hiring process. Lastly, she addresses the need for founders to delegate effectively and create a supportive hiring environment.

In this discussion, Tom Shapiro, founder and CEO of StrataBeat, shares his expertise in SEO and behavioral intelligence. He reveals winning strategies for B2B SaaS companies as they navigate SEO in 2025. Tom dives into the importance of audience segmentation, optimizing for AI overviews, and the impact of original research on visibility. He explains how free tools can enhance lead generation and boosts traffic while emphasizing the role of consistent blogging and effective internal linking for SEO success.

Are you wondering how to triple your B2B SaaS revenue with UX? and how to optimize conversion, retention, and expansion? In this exciting episode of the "Grow Your B2B SaaS" podcast, hosted by Joran! tackles how to skyrocket your B2B SaaS revenue with one game-changing factor: User Experience (UX). The subject matter expert is a second-time show guest Peter Loving, founder of UserActive, a top-tier SaaS design agency that helps businesses grow through better UI and UX. In this episode, Peter provides the hacks on how to optimize UX to boost conversion, retention, and revenue like never before!Key Timecodes(0:00) - Introduction and overview of the episode(0:49) - Today's topic: How to triple your B2B SaaS revenue with better UX(1:35) - Guest introduction: Peter Loving from UserActive(2:54) - Discussing the role of UX in increasing revenue(3:51) - The importance of website conversion rates(5:14) - Strategies for a clear call to action(7:06) - Product-led vs. sales-led approaches(8:05) - The value of user qualification and questionnaires(10:08) - Creating an effective onboarding flow(12:45) - Addressing user concerns during onboarding(14:15) - Handling empty state dashboards(17:11) - Framing the ultimate user result(18:56) - Designing a journey for developers(19:39) - Increasing conversion from free to paid users(23:00) - Impact of UX/UI on user retention(25:39) - Prioritizing features and enhancing user retention(28:03) - Effective navigation and feature set presentation(30:11) - Strategies for increasing user payments(32:49) - Contextual upgrades and expansion opportunities(34:52) - Timing user referrals and testimonials(37:27) - Best advice on UX in one sentence(38:04) - Advice for SaaS founders from 0-10K MRR(39:08) - Advice for SaaS founders aiming for 10 million ARR(41:39) - Summary of the episode(42:34) - Contact information for Peter Loving