Grow Your B2B SaaS

Are you wondering how to build a brand strategy for your SaaS? In this insightful episode of the Grow Your B2B SaaS Podcast, host Joran sits down with Angeley Mullins, former CCO at Resourcify, to explore the art of building a brand strategy for SaaS companies. With over 20 years of global leadership experience at companies like Amazon, GoDaddy, and Intuit, Angeley is a highly respected marketing and sales expert. Recognized by CrunchBase as one of the most influential women in sales, she offers a wealth of practical and advisory insights. This episode is a must-listen for SaaS founders and marketing leaders aiming to create a strong brand strategy. Key timestamps (0:00) - Introduction to brand resonance and customer connection (0:48) - Episode overview and guest introduction: Angeley Mullins (1:25) - Defining brand and its significance (2:12) - Importance of building a brand in B2B SaaS (3:36) - Elements of a strong brand strategy (4:58) - Examples of effective brand storytelling (5:51) - Common mistakes in brand building (7:17) - Recommendations for early-stage SaaS companies (8:41) - The power of storytelling in branding (10:10) - Messaging and its impact on branding (11:38) - Long-term versus short-term branding strategies (13:25) - Combining short-term wins with long-term brand building (15:16) - Usability testing as a strategy for brand building (16:46) - Methods for conducting usability testing (18:10) - Frameworks for understanding customer needs (19:05) - Real-world application of customer feedback (20:06) - Importance of completing fundamental branding steps (20:26) - Best practices in brand strategy for B2B SaaS (23:07) - Building a brand in a competitive market (25:21) - Metrics for evaluating brand growth (27:39) - Understanding brand messaging and storytelling (28:23) - Challenges in building a brand (29:42) - Importance of belief statements in branding (31:54) - Developing a brand belief statement (32:56) - Making technical products engaging (33:08) - Future trends in branding (35:52) - The role of brand in marketing and sales (36:17) - Advice for early-stage SaaS founders (37:34) - Strategies for scaling SaaS companies (38:55) - Addressing potential challenges in brand building (39:25) - Summary and key takeaways (40:59) - Final thoughts and advice for SaaS founders (41:39) - Contact information and closing remarks

In this discussion, Adam Glazer, President of Partner Commerce and expert in B2B affiliate marketing, elaborates on the mechanics of setting up effective affiliate programs. He demystifies affiliate marketing, emphasizing its performance-driven nature. Adam highlights when SaaS companies should consider launching affiliate programs and shares common pitfalls to avoid. The conversation also dives into strategies for recruiting and supporting affiliates, and outlines best practices for scaling these programs to maximize growth. Tune in for valuable insights!

Chris Cunningham, Head of Social Media at ClickUp, shares insights from his journey of turning ClickUp into a $4 billion brand. He delves into effective strategies like merging humor with educational content to humanize B2B social media. Chris discusses the importance of authenticity, tracking engagement metrics, and leveraging employee-led content. He also emphasizes being agile and scrappy in marketing approaches, while building lasting customer relationships. Learn how strategic social media can drive impressive growth!

What are the 7 was to build a successful SaaS without big VC funding? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman chats with Greg Head, a veteran in the software industry with over 30 years of experience. Greg has played a key role in the growth of multiple companies in the CRM space, such as Act, SalesLogix, and Infusionsoft. Currently, he advises SaaS founders through his Practical Founders group and hosts the Practical Founder podcast. In this episode, they explore his insights into building a successful SaaS business without the need for big venture capital (VC) funding. This episode is essential for any SaaS founder exploring alternative paths to success. Whether you’re bootstrapping or considering alternative funding options, Greg Head’s insights are invaluable for building a thriving SaaS business. Key Timestamps (2:56) - Understanding the Practical Founder Approach (3:07) - Building a SaaS Without Big VC Funding (4:23) - Should Founders Aim to Sell Their SaaS? (5:49) - Building a Profitable Software Company (7:07) - Seven Paths to Success for SaaS Founders (13:10) - The Cost of Starting a Software Business (14:08) - Understanding the Value of Strategic Exits (16:45) - The Two-Bite Exit Strategy (19:16) - Private Equity vs. Strategic Exits (23:03) - The Startup Flipper Path (28:29) - Later VC Funding as an Option (36:22) - Advice for Founders at 10K MRR (39:11) - Building a Reliable Go-To-Market Motion

In today's episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with Andrew Davis, the CMO at Paddle, to explore how to hire your first marketing leader for a B2B SaaS Startup. In this comprehensive guide, they dive into the critical relationship between founders and their first marketing hire. Andrew shares valuable insights on building a successful founder-marketer relationship, a topic that continues to resonate with many B2B SaaS founders. Having been both a founder and a marketer, Andrew offers a unique perspective on the dynamics and challenges faced by both parties. This episode is a must-listen for any founder looking to hire their first marketing professional and establish a successful partnership. Key Timestamps (0:00) - Introduction and Marketing Challenges (1:36) - Andrew's Background and Experience (2:38) - Challenges and Pitfalls in Marketing (4:05) - Benefits of Diverse Input in Marketing (4:16) - Why Marketing is Scary (6:02) - When to Hire Your First Marketing Person (7:07) - Trigger Points for Hiring a Marketer (8:52) - Understanding the Founder's Burden (12:02) - Marketers' Challenges in Early-Stage Companies (13:32) - Transitioning Marketing Strategy (15:28) - Go-to-Market Motion and Founder-Marketer Relationship (17:48) - Channels and Tactics in Marketing (20:02) - The Importance of Benchmarking (23:52) - The Importance of Fit in Hiring (26:02) - Complementary Skills in Hiring (27:15) - Building Trust in the Relationship (28:14) - Trust Formula Explanation (30:30) - Advice for SaaS Founders at Different Stages (31:01) - Importance of Insight Over Cash

Are you a SaaS founder dreaming of scaling your company from $1 million in Annual Recurring Revenue (ARR) to a $100 million exit? Well, you're not alone! In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman talks with Ryan Allis, the CEO and founder of SaasRise, to explore how to achieve just that. Ryan has a proven track record, having built iContact from zero to $50 million in ARR and selling it for $169 million. Now, through SaasRise, Ryan helps other SaaS founders build their businesses with expert guidance, coaching, and digital ad agency services. If you’re looking to take your B2B SaaS business to the next level, this episode is packed with valuable insights to guide you on your journey. Key Timestamps (0:52) - Guest Introduction (1:29) - Should SaaS Founders Aim for an Exit? (2:38) - How to Achieve Nine-Figure Exits (2:41) - Bootstrapping vs. VC Funding (3:32) - The Importance of Bootstrapping (4:19) - Building Revenue Before Seeking Investment (4:39) - Mistakes SaaS Companies Make (5:01) - Effective Ways to Grow a SaaS Business (5:35) - Importance of Outbound Marketing (6:22) - Importance of Community for SaaS Founders (7:24) - Specific Forums for SaaS Growth (7:53) - Introduction to the SaaS Growth System (8:51) - Unit Economics and Customer Value (9:29) - Critical Metrics for SaaS Founders (10:24) - Calculating Customer Lifetime Value (LTV) (11:07) - Determining Target Customer Acquisition Cost (CAC) (11:49) - Importance of Paid Customer Acquisition (12:19) - Outbound Reach and Advertising (12:42) - Acquiring Customers Below Target CAC (13:09) - Outbound Marketing Strategies (14:18) - Educating the Market Proactively (14:33) - Creating a Comprehensive Lead List (15:54) - Utilizing Lead Lists for Marketing (16:21) - Creating Matched Audiences for Ads (16:52) - Email Sequences and Brand Omnipresence (17:34) - Transitioning to Warm Email Lists (19:54) - Importance of a Comprehensive Lead List (22:47) - Importance of Market Education (23:28) - Efficient Sales and Marketing Spend (24:12) - Providing Value in Content (24:23) - Creating Content and Distribution (25:09) - Building a SaaS Content Machine (25:39) - Importance of Founder-Led Content Creation (26:07) - Distribution Formats for Content (26:34) - Calculating Content Impressions (27:12) - Content Impressions and Growth (27:37) - Measuring Content Impressions (29:26) - Recap of the Content Strategy (30:17) - Content Creation Process (31:21) - Scaling and Building a Team (32:55) - Key Team Members for Scaling (33:33) - Building a System That Operates Without You (35:36) - Preparing for an Exit (35:47) - Steps for Scaling and Exiting (36:12) - Raising Capital and Timing (37:13) - Risks of Raising Capital Too Soon (38:00) - Building Revenue and Systems Before Raising Capital (38:46) - Guidelines for Series A and B Funding (39:59) - The Path to a Successful SaaS Exit (40:15) - Preparing for an Exit (41:12) - Working with M&A Advisors (42:10) - Professional Investment Banks for Exits (43:08) - Maximizing Exit Value with Investment Banks (43:39) - Benefits of Working with Investment Banks (44:24) - Final Advice for SaaS Founders (44:49) - Starting Out and Growing Initial Revenue (47:14) - Contact Information for Ryan Allis

In this insightful episode, Joran engages with Gilles Bertaux on the Grow Your B2B SaaS Podcast, the co-founder of Livestorm, a platform designed for organizing and hosting engaging webinars. Founded in 2016, Livestorm has successfully gone global, boasting over 5,000 clients worldwide. Gilles shares valuable lessons from Livestorm’s journey, offering a wealth of knowledge for startups looking to expand internationally. The conversation covers essential strategies and insights for businesses considering a global reach and the challenges that come with it. Key Timestamps (0:00) - Introduction and Hiring Strategies (1:06) - Episode Overview and Guest Introduction (1:39) - Definition of Going Global (2:33) - Considerations Before Going Global (4:03) - Language Barriers and Localization (5:28) - Initial Global Strategy for Livestorm (6:25) - Common Pitfalls in International Expansion (7:55) - Cultural Specificities in Going Global (8:16) - Expansion Strategies for European Companies (9:34) - Internal Operations and Hiring for Global Growth (10:56) - Balancing Global and Local Focus (12:01) - Challenges in Enterprise Sales and Global Focus (12:14) - Strategies for Entering New Markets (14:33) - Leveraging Data to Identify Market Opportunities (16:03) - Hiring Strategies for Global Markets (17:03) - Challenges in the US Market (17:41) - Best Practices for International Expansion (19:31) - Importance of Pricing Models and Currency (21:16) - Building a Team for Global Growth (23:06) - Challenges and Inequalities in Global Hiring (24:33) - Picking Your Battles in Global Expansion (25:13) - Focus and Marketing Message (26:25) - Steps for Entering a New Region (28:42) - Importance of Cultural Understanding (30:50) - Future Trends in International Expansion (33:13) - Advice for Startups Achieving 10k MRR (35:20) - Advice for Startups Growing to 10 Million ARR

In today’s episode of the Grow Your B2B SaaS podcast, host Joran hofman dives into the world of B2B podcasting with Tom Hunt, an entrepreneur who has seen the highs and lows of building businesses. With 17 business attempts and 11 investments, Tom found success with Fame, a company dedicated to launching and growing podcasts for B2B businesses. Today, Tom shares his extensive experience in creating successful B2B podcasts, generating valuable content, and using podcasts as powerful marketing tools. Key Timecodes (00:46) - Introduction of Guest: Tom Hunt (01:21) - Why Podcasting is Powerful for B2B (2:04) - Content Overload (2:17) - Key to B2B Marketing (3:01) - Podcasting vs Other Content Strategies (4:06) - Essential Steps to Start a B2B Podcast (4:29) - Host Selection and Positioning (5:34) - Importance of Niche and Edge (6:41) - Defining the Right Podcast Niche (7:39) - Tools for Starting a Podcast (8:45) - Leveraging AI in Podcasting (9:17) - Creating Short Form Content (10:42) - Engaging Guests and Audience (11:45) - Leveraging Guest Networks (12:06) - Current Trends in Podcast Promotion (13:14) - Paid Strategies for Podcast Growth (14:20) - Aligning Podcast with Brand Exposure (15:30) - Guest Engagement Strategies (16:17) - Engaging Listeners (17:19) - Quality of Content (18:21) - Common Podcasting Mistakes (20:10) - Strategic Guest Selection (21:15) - Importance of Social Proof (22:01) - Consistency in Podcast Schedule (23:20) - Proprietary Database and Feedback (24:53) - Training Hosts and Feedback (26:10) - Metrics and KPIs for Podcast Success (28:13) - Role of AI in Podcast Production (30:12) - Starting and Growing a B2B Podcast (31:24) - Advice for 10K MRR Growth (32:06) - Importance of Customer Interaction (32:24) - Advice for Scaling to 10M ARR (33:23) - Summary and Key Takeaways (35:29) - Conclusion and Contact Information

Many agency owners dream of transitioning from service-based businesses to creating their own Software as a Service (SaaS) products. The appeal is undeniable: a scalable business model that generates recurring revenue and offers greater autonomy. However, making the shift from running an agency to building a SaaS isn’t a walk in the park. It demands careful strategy, meticulous planning, and a clear understanding of both the challenges and opportunities ahead. In a recent episode of the Grow Your B2B SaaS podcast, host Joran sat down with Chris Out, author of the bestselling book Structuring for Extreme Revenue Growth and a seasoned expert in growth hacking and agency management. Chris shared his valuable insights on how agency owners can successfully pivot to SaaS, drawing from his own experience, including his exit from a growth hacking agency in 2020. In this episode, you’ll get a deep dive into Chris’s journey and learn actionable strategies for building a SaaS business while leveraging the strengths of your existing agency. From the foundational steps to avoidable pitfalls, Chris lays out the roadmap for turning your SaaS dreams into a thriving reality. Key Timestamps (00:00) - Unlocking Agency Growth: A Quick Intro to Revenue Insights(00:54) - Meet Chris Out: Growth Expert and SaaS Visionary(01:26) - Setting Up a SaaS Empire: What Agencies Need to Know(02:45) - The Dream of Building SaaS: Breaking Free from Hourly Billing(03:59) - SaaS Pitfalls: What Can Go Wrong in the Transition?(04:15) - Agency vs. Non-Agency: The SaaS Building Dilemma(05:18) - Top Mistakes Agencies Make When Venturing Into SaaS(06:49) - Lessons Learned: Chris Shares Personal SaaS Development Struggles(08:18) - Foundation First: What You Need Before Launching a SaaS(09:44) - Untouched Revenue: A Vital Metric for SaaS Success(11:11) - Revenue Targets and Team Building: How to Set Yourself Up for SaaS Success(12:14) - Finding the Right SaaS Fit: Does Your Agency Have the Ideal Product?(13:19) - Dogfooding: Why Agencies Should Test Their Own SaaS First(15:25) - Automating Services: Turning Internal Tools into SaaS Gold(17:00) - SaaS Development Hacks: Strategies for Fast-Tracking Your Success(18:03) - SaaS Growth Secrets: The Real Marketing and Sales Challenges(19:20) - Ego in SaaS: Why Letting Go Is Key to Success(20:52) - Simplifying Your Agency Services for a Smooth SaaS Transition(21:47) - SaaS Success Stories: Real-World Examples to Inspire You(23:00) - Co-Creation: Minimizing Risk and Maximizing SaaS Success(24:08) - Structuring Creative Deals with Clients to Fund SaaS Projects(25:06) - Client Relations: Proactive Communication for SaaS Success(26:39) - Learning From Mistakes: How to Pivot and Recover in SaaS Development(27:48) - Balancing Act: Managing Both Agency and SaaS Growth(29:38) - Dogfooding for SaaS Growth: What Chris Learned Along the Way(30:27) - Growing Your SaaS: Insights Beyond the Early Stages(31:21) - Validating Your SaaS: Ensuring Customer Satisfaction Early On(32:01) - Growth and Exit: Planning for the Long-Term Success of Your SaaS

What is message-market fit, and what are the essential strategies for B2B SaaS success? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Diane Wiredu, a messaging expert and founder @ Lion Words, to dive into the concept of message-market fit. She emphasizes the importance of crafting messages that resonate with prospects and succinctly articulate the value and uniqueness of a product. Diane argues that achieving message-market fit is crucial for B2B SaaS companies, as it ensures that growth doesn't stall and makes marketing more effective. Key Timestamps (0:38) - Welcome and Guest Introduction (1:09) - Topic Introduction: Message Market Fit (1:17) - Defining Message Market Fit (2:04) - Evolving Nature of Message Market Fit (3:15) - Difference Between Message Market Fit and Product Market Fit (4:16) - Common Mistakes in Messaging (5:41) - Importance of Customer-Centric Messaging (6:50) - Translating Product Features into Customer Benefits (8:04) - The Jobs to Be Done Framework (9:35) - Messaging Bloat: Too Many Messages (10:40) - Finding the One Key Message (OKM) (11:50) - Example of Effective Messaging: Superhuman (12:13) - Sponsorship Break: Expandee (12:29) - Steps to Achieve Message Market Fit (13:37) - Evaluating Existing Messaging (14:45) - Research and Discovery Phase (16:54) - Synthesizing Findings and Identifying Opportunities (17:13) - Building Messaging Blocks and Value Proposition (18:42) - Conducting Customer Interviews (19:58) - Importance of Follow-up Questions (20:11) - Additional Frameworks for Messaging (21:29) - Developing a Value Proposition (22:26) - Examples of Good Messaging Practices (24:22) - Messaging's Role in SaaS Growth and Retention (27:10) - Messaging and Churn Reduction (29:24) - Importance of Repelling Bad Fit Clients (30:35) - Challenges in Redoing Messaging (31:48) - Building an Internal Feedback Loop (32:18) - Advice for Early-Stage SaaS Founders (34:25) - Transitioning to Growth: 1M to 10M ARR (36:07) - Summary of Key Takeaways