Grow Your B2B SaaS

How can you leverage Product-Led Growth to grow your B2B SaaS? In this episode, we talk with Antti Suikkanen, about how to get started with product-led growth to scale your SaaS. What is Product-led Growth? - Antti Suikkanen sees product-led growth as how the world works today: people today want to figure out the value they can attain from a product before deciding to buy it. Product-led growth model vs sales-led growth - Product-led growth follows a more precise framework: the product has to be excellent, and easy to use, and the user has to find the value faster. With sales-led growth, you have to paint the picture to the user about the features and value of the product.  When to start on product-led growth - Our guest argues that it is necessary first to determine if your product and service fit product-led growth. If it is too complex, your account values are very high or the number of potential clients is not big, then you need to weigh if product-led growth is the right strategy for you. Key Timecodes (0:55) Introduction to today's topic and guest expert (1:55) Why you need to listen to Antti Suikkanen (2:36) His definition of Product-led Growth (3:48) Product-led growth model vs. sales-led growth - (4:44) When would a company start on product-led growth (7:10) Minimum requirements to start on product-led growth (7:57) Metrics for measuring the success of product-led growth (11:05) Subdivision of roles in product-led growth strategy (17:25) Challenges companies to face with product-led growth strategy (12:20) Common mistakes companies often make in implementing the product-led growth strategy (15:03) Recommendations for where to start (19:56) How is his company implementing a product-led growth strategy (22:30) Advice to SaaS startups with 10k revenue (27:05) Advice to SaaS established businesses with $ 1 million annual revenue (29:45) Final thoughts for SaaS businesses (32:02) Antti Suikkanen’s contact information The show is hosted by ⁠Joran Hofman⁠, founder of ⁠Reditus⁠

Want to sell your B2B SaaS? Learn from Gavin Tye on how to create demand for your SaaS without selling. A marketer does not always have a full understanding of the problem existing in their business. Any B2B SaaS business founder should first understand the specific business processes they impact directly or indirectly and figure out how to quantify them. As such, you need to demonstrate to the target audience how much it costs them and highlight the existing inefficiencies of their business processes so they can move forward. A SaaS company has to know the business processes they are solving. Who in the business is most impacted by the processes that have the authority to buy from you? Have consistent effort to test your messaging and market. Key Time Stamps (0:54) Introduction of the topic and today's guest expert (1:42) Why you need to listen to Gavin (3:18) Debunking his 'Sales Market Fit' philosophy. (5:30) What SaaS companies need to do to create demand before they start to sell (8:30) How to quantify your direct and indirect impact on business processes (9:56) When should companies hire their first salesperson? (12:48) It is highly crucial to know your numbers. (15:24) Common mistakes most companies make in trying to sell B2B sales. (17: 42) You need to create a problem for your clients. (20:09) Challenges he faced in selling B2B SaaS solutions. (21:40) Future changes in sales. (25:40) Advice to B2B Saas starting to grow their revenue to US$10k. (27:35) Advice to B2B Saas realizing US$1million. (29:28) What is the stage at which a company needs a B2B SaaS advisor - The right time is when the company is ready to approach the market. (30:52) What is the typical account value of your client (31:50) His final thoughts (32:49) Gavin's contact information The show is hosted by ⁠Joran Hofman⁠, founder of ⁠Reditus⁠

Why should you care about affiliate marketing for your B2B SaaS? We talk with Evan Weber who has been in the industry for a very long term since the inception of affiliate marketing. He has been consulting for over 350 companies in the last 15 years, doing media buying and managing the ad campaign on the agency media platforms. He has plenty of references in B2B, thus one of the direct consumer and digital marketing advertising experts. In addition, he has traveled extensively, which allows him to know what would work. Our guest emphasizes that conversion rate should be a key focus area of the company. Continuously strive to increase your conversion rate by growing the number of people registering and becoming paying customers. An excellent conversion rate effectively improves digital advertising and makes money for their affiliates. Before launching an affiliate program, ensure you have an excellent conversion rate. It is only then that the affiliates can make meaningful returns. A takeaway quote from him is:, "You will not be able to scale without a conversion rate optimization being an active activity of the company months on end." What is affiliate marketing? Affiliate marketing refers to a third-party referral to clicks that converts to leads or sales. These include bloggers, influencers, other companies, or donors that a company can turn into affiliates. Since affiliates are often not the company's customers, striving to convert your customers and free users into affiliates who, in turn, give you referrals is crucial. It is, therefore, important to push your Saas affiliate marketing program to people in a friendly way that offers them clear benefits such as free trials or payouts. Spend money to make money. It would be best if you made it highly lucrative for other people to recommend your company in exchange for paid clients or new leads through commission or kickback fee. Some SaaS affiliate companies can pay their affiliates for a given period (say a year), while others may opt for a more lucrative customer lifetime payment. What are the benefits of a B2B SaaS company having an affiliate marketing program? It is performance-based marketing that only pays affiliates for the traffic they drive to your website. To make business sense, the payment to the affiliates should be between 20% - 30% of your revenue. Also, the SaaS affiliate program is risk-free in the sense that you do not risk your advertising dollars in an expensive digital marketing campaign. The right time is when you have increased your conversion rate adequately and run other traffic sources to the website to try to get them to convert. He suggests 3-6 months before setting up a SaaS affiliate program. An affiliate program is not the company's savior but rather an important complement to other organizational efforts, such as successful conversion rate and outreach. What are the common mistakes that companies make in affiliate marketing? One of the main problems is launching an affiliate marketing program before the company is ready and expecting to work. It should not be the first go-to alternative before an enabling environment exists at the company. Secondly, it often boils down to how the company strives to bond with its affiliates or find other companies to have a reciprocal relationship with SaaS companies often benefit from reverse affiliate marketing on their dashboard, often non-competitors with a similar audience. You only need a few affiliate companies because 2 or 3 a month can be regarded as a success. This way, you can benefit from dashboard swaps, email swaps, the partnership offers, SaaS blogs, influencers, or video content creation with other B2B SaaS affiliate companies. This show is hosted by Joran Hofman, founder of Reditus.

Want to set up or grow your CS team? Learn how to gain more revenue from your current clients and keep them longer. Mike Dry, Senior director of customer success at Leadfeeder will share the importance of CS and best practices. Over the past 10 years, he has gathered immense experience working with customers, teams, startups, and established companies. To start things off, we get Mike's definition of customer success within B2B SaaS. He observes that customer success entails leveraging technology to provide customers with support and the know-how to generate success on the company's product and, in the long term, continue purchasing the product. From the customer's perspective, customer success is having someone on the other end of the firm to speak with to try and solve their problems. In other words, it is having somebody they can bounce ideas with on new ways a product can be used. What is the right time for a company to establish a customer success program? On this, he explains that people need to get value from your product right away. Establishing a customer success department is an immediate requirement. However, as Mike explains, it is most required when a company is having challenges answering every question that customers have while doing the firm's core operations. What are some effective strategies for getting ahead of the game with customer success? It is crucial to keep accurate data records and create reports on what customers are doing that are relevant to your business. If you have a B2B SaaS business, for instance, you have to work out the critical determinants for value for your customer and then turn that into a report. Your company's growth is directly related to the value derived from your product. Your customer success team will also find those efforts invaluable. What are the three most important metrics for customer success? It comes down to financial metrics (growth churn, nature, expansion rate) for founders and business executives. The growth churn metric measures how well your product is doing on its own on the market. These expansion metrics enable the firm to see how effectively your sales team sells your customer base. His thoughts on tracking end value as a metric for customer success are also invaluable. He advises the need to seek feedback from the customer on the value derived from the product. Happier customers stay longer and bring return business to your business. You can apply this principle to any SaaS company you can think of. Furthermore, Mike spends some time illuminating some of the strategies and processes for growing your customer success team. He reckons that you should have elaborate metrics for determining the right time to hire somebody. These include workload - increased workload requires more personnel. Also, when you are experiencing diminishing returns, it is about time you hired a professional customer success team to improve the trajectory. Documenting and creating processes help make things easier for management and people coming on board and provide guidelines for customer success. Appropriately, Mike addresses some of the common challenges and obstacles to return rates. He argues that the economies of scale of a company greatly impact customer success levels; thus, smaller companies experience more significant challenges to their return rates than larger companies. If a customer leaves you, thoroughly investigate why they left and what you need to do for the remaining customers to realize greater customer success. At the same time, he provides valuable advice to startup and income-generating companies regarding customer success. This show is hosted by ⁠Joran Hofman⁠, founder of ⁠Reditus⁠.

The UX & UI of your B2B SaaS will determine the success you will have. Whether you are going for product-led, sales-led, or any other growth strategy. Users will need to understand and like the product. This is where UX & UI comes into place. Our guest Peter clearly spells out his credentials and why you need to afford him a listening ear as he discusses all things UX/UI. Can you draw the border between these two tech words often used interchangeably? Peter helps us to decipher the meaning and difference between these two design slangs. He shares with us what he regards as the genesis point and ending of UX in SaaS. Appropriately, he illuminates the process of improving your UX/UI. In this pilot episode, our guest shares free advice to both beginner and established B2B SaaS companies. Peter loops in the metrics to measure the success of design efforts in UX/UI as well as the best time for a company to seek the services of a B2B SaaS agency. Towards the conclusion, Peter denotes the need to learn how UX/UI design can deliver more value for your company. In general, this first episode of the B2B Saas podcast is filled with helpful information pertaining to UX/UI. You can count on enriching your knowledge after listening. Enjoy.  Key Timecodes  (1:41) Why you should listen to Peter  (2:51) The difference between UX and UI (user experience and aesthetics)  (5:21) What he loves about SaaS  (7:10) Why he transitioned from traditional industrial product design to the virtual SaaS (8:45) What are the common mistakes most B2B SaaS companies make   (14:08) What is a design system in B2B SaaS?  (15:11) The starting and ending point of UX in SaaS (17:08) Steps for improving your UX  (19:30) Metrics to measure the success of design efforts in B2B Saas)  (24:39) The best time for a company to seek a B2B SaaS agency  (28:06) Advice to beginner B2B Saas companies pre-revenue  (30:48) Advice to revenue-making SaaS companies This show is hosted by ⁠Joran Hofman⁠, founder of ⁠Reditus⁠.