Embarking on the journey from product-market fit to go-to-market success is a pivotal moment for any SaaS startup. It requires a strategic approach and a keen understanding of market dynamics. The CFO plays a crucial role in guiding the company through this critical transition. In this episode on the Grow Your B2B Podcast, we explore the important aspects and best practices that can help startups navigate this journey successfully. Our subject matter expert is Joyce Mackenzie Liu the Founder and CEO of Pegafund a company that provides fractional CFO services and leadership upskilling to high growth, investor-backed SaaS businesses. Joyce shares her insights on strategic financing for SaaS companies, particularly in achieving product-market fit and go-to-market success. She emphasizes the importance of understanding product metrics, customer feedback, and financial stability to determine product-market fit. Joyce also highlights the significance of having accurate financial reporting and leveraging SaaS metrics to make informed strategic decisions for growth. Furthermore, she discusses the evolving role of the CFO, emphasizing the need for business intelligence and commercial expertise in a rapidly changing market. Key Timecodes (0:28) Show and guest intro (1:24) Why you should listen to Joyce Mackenzie Liu (2:33) What is product market fit (5:29) How to recognize that a company Has achieved product market fit?  (7:57) What does go-to-market success actually mean? (9:0) Common financial mistakes companies make while trying to achieve go-to-market success? (11:27) How to get your books in order (12:06) The financial challenges when transitioning from product market fit to a successful go to market strategy (16:12) Which financial metrics take on increased importance after reaching product-market fit? (19:37) The best practices which impact the success of go to market. (24:21) How to measure the ROI (Return on investment) of the different go to market strategies. (26:28) What is the future of a CFO?  (30:31) How to grow towards 10K MRR (31:04) How to grow towards 10 million ARR (33:38) What Joyce wishes she knew 10yrs ago

Building a successful startup, especially in the competitive world of B2B SaaS, is a challenging task. It requires dedication, strategic decision-making, and a focus on achieving profitability. Achieving profitability in a startup requires careful planning, customer focus, revenue-driven decisions, and adaptability. In this podcast episode on the Grow Your B2B SaaS, host Joran Hofman interviews Melissa Kwan, a successful entrepreneur bootstrapping her third startup, E-Webinar. Melissa shares her expertise on how bootstrapped founders can achieve profitability and why they must do so. Melissa emphasizes that becoming profitable allows founders to have financial stability, pay their team, and have the freedom to focus on their own happiness and personal goals.  Melissa also discusses her anti-VC stance, explaining that she prioritizes a particular lifestyle over financial gain and prefers to build a company where life comes first. She advocates for founders to enjoy the journey and find fulfillment along the way rather than solely working towards a big exit or financial success in the future. Melissa advises founders to focus on revenue generation and make decisions based on what will increase revenue, rather than solely focusing on product features or improvements. By thinking about their product as a revenue-generating machine, founders can ensure the sustainability and profitability of their business. Melissa's insights shed light on the importance of profitability for bootstrap founders and the potential for a fulfilling and balanced lifestyle while building a startup. She encourages founders to prioritize their happiness and well-being while also considering revenue generation and making informed decisions for the growth of their businesses. We discuss strategies to increase revenue and profitability, such as focusing on add-ons and catering to power users. Melissa highlights the need to learn and implement marketing strategies, such as SEO and content generation, and emphasizes the challenges of transitioning from a sales-driven approach to a marketing-led one.  She also shares her approach to building an audience on LinkedIn by crafting thoughtful, longer-form content. She provides insights into pricing strategies, revenue-driven decision-making, cost consciousness, and the importance of community and work-life balance.  Key Timecodes Melissa Kwan (0:29) Show and guest intro (1:16) Why you should listen to Melissa Kwan (1:34) why is it so important for bootstrap founders to become profitable? (4:26)  Why didn't Melissa Kwan go for an investment with eWebinar? (8:31)  Why building a startup to sell shouldn't be your set end goal. (10:03) Common mistakes startups founders make while bootstrapping. (12:17) what are things which will increase revenue (13:54)  Melissa’s process and strategy towards profitability (18:06) The common challenges and obstacles companies face while bootstrapping  (22:08) Where and when to post content (25:35) Why Melissa doubled her prices and reduced support tickets by 70% (29:14) How to grow towards 10K MRR (30:58) How to grow towards 10 million ARR (33:31) Melissa’s crucial advice to SaaS founders

What is marketing automation and why is it important for your B2B SaaS? Well, the automation of processes will be required if hypergrowth is to be achieved, encompassing marketing and client messaging. In this episode of the Grow Your B2B SaaS podcast hosted by Joran Hofman we dive deep into one of the most important SaaS topics of marketing automation and how it can be leveraged for your B2B SaaS. The goal, naturally, is to enable hypergrowth to be maintained without compromising the customer experience. Shay Howe, CMO at Active Campaign, is the guest for today's episode. Active Campaign boasts a clientele exceeding 185,000 and annual revenue well surpassing 165 million, experiencing a year-on-year growth of 65% in 2021. Currently, they have accumulated more than 10,000 reviews on G2, a fact that is deemed highly impressive. Alongside his role at Active Campaign, Shay is also the co-founder of Lead Honestly, Chicago Camps and an advisory board member at G2. Without further ado, a warm welcome to the show, Shay Key Timecodes Shay Howe (0:29) Show and guest intro (1:31) Why you should listen to Shay Howe (2:00) What is marketing automation?  (4:10)  Why and when should SaaS companies care about leveraging marketing automation? (7:08)  When should you not think about doing marketing automation? (8:38) Common mistakes or misconceptions companies have while trying to implement Marketing Automation.. (12:20) Shay’s ideal marketing automation process (14:36) Where and how to start automation (17:59) The common challenges companies face while implementing marketing automation (21:26 ) Strategies on how to get the most out of your marketing automation tools (26:01) Future plans for marketing automation?  (29:26) How to grow towards 10K MRR (30:46) How to grow towards 10 million ARR (32:14) Shay’s crucial advice to SaaS founders (33:46) What Shay wishes he knew 10yrs ago 

Andy Karuza, expert in achieving product-market fit, shares invaluable insights on the critical milestone for SaaS companies. Topics covered include the significance of first-hand experience, steps to achieve product-market fit, challenges and strategies, creating a masterpiece, and identifying product-market fit in SaaS.

The most listened-to episode of Season 1 is still about how to go to market with Andrew Davis, and for this reason we are going to dive deeper into this same particular topic on How to plan, predict and prove your Go To Market plan. Our subject matter expert is Mark Stouse, CEO of Proof Analytics, an AI-powered platform for GTM.Mark's has 30 years in marketing, He was CMO for 10 years, now CEO at Proof Analytics.  Crafting a successful Go-To-Market (GTM) plan requires a strategic approach encompassing planning, prediction, and validation. Begin by meticulously planning each phase, outlining key objectives, target audience, and messaging. Leverage market research to predict trends and customer needs, ensuring your GTM plan remains adaptable to dynamic market landscapes. Implement analytics tools to measure and prove the plan's effectiveness, tracking key performance indicators (KPIs) such as customer acquisition cost, conversion rates, and revenue growth. Regularly reassess and refine your strategy based on data-driven insights to stay ahead in a competitive market. A well-structured GTM plan, grounded in foresight and substantiated by measurable results, is the cornerstone for achieving sustained market success. Key Timecodes (0:29) Show and guest intro (1:14 ) Why you should listen to Mark Stouse (3:28) What is Go to market?  (5:19) What kind of role does AI play in a go-to-market strategy? (6:44)  What is marketing mix modeling? (11:02)   Common mistakes companies make while building their go-to-market strategy (12:07) Mark’s process for market strategy from scratch. (17:23) Things successful companies have in common in regards to to go-to-market strategies (18:39) What Common challenges are faced when taking your company or product code to the market? (21:18)  The right timing to pivot?  (22:54) Advice on how to grow to 10 K monthly recurring revenue. (25:44) How to grow towards 10 million ARR (30:42) What Mark wishes he knew 10yrs ago

Bootstrapping, the art of building a business without external funding, requires resourcefulness and strategic financial management. As a bootstrapper navigating the entrepreneurial landscape, securing capital can be a challenging yet essential aspect of scaling your venture. While traditional funding avenues like venture capital may seem elusive, there are alternative strategies to fuel your startup's growth. In this insightful episode on the Grow Your B2B SaaS - Podcast , show host Joran Hofman hosts a subject matter expert on how to get capital as a bootstrapper. Our guest is Nathan Latka. Nathan is the founder of FounderPath, a platform that helps SaaS companies grow without giving up equity. In addition to that, he has deployed capital to over 200 bootstrap founders out of a $150 million fund. He is the author of the Wall Street Journal bestselling book, "How to Be a Capitalist Without Any Capital.” Lastly, he is a host of "The Top Entrepreneurs" podcast, which has over 20 million downloads. Key Timecodes (0:28) Show and guest intro (1:28 ) Why you should listen to Nathan Latka (1:55) What are the different financing options, a SaaS company would have?  (2:58) Dilutive funding vs. non-dilutive funding What's the difference? (3:57)  Why Nathan Latka helps SaaS founders to get non-dilutive funding (6:02)  Strategies to self-fund your bootstrap (7:09) Common mistakes companies make while trying to fund their business (8:59) What has to be in place in order to get non-dilutive funding? (11:11) The process of acquiring capital (13:09)  What do successful bootstrappers have in common?  (16:05) What are successful bootstrappers doing so well? (17:48) Challenges bootstrap founders face and how they overcome them. (22:20) What to include when sending out your email newsletter (19:30)  How to sell your SaaS for a 10 x multiplier (23:31) The future of SaaS financing

Securing early-stage investment for your SaaS (Software as a Service) startup is a pivotal step in turning your innovative ideas into a thriving business. To attract potential investors, it's crucial to first develop a compelling business plan that clearly articulates your product's unique value proposition and the problem it solves. Create a robust financial model that demonstrates a realistic and scalable revenue stream. Building a prototype or minimum viable product (MVP) can also instill confidence in investors by showcasing your team's ability to execute. Networking plays a crucial role; attend industry events, engage with potential investors on social media, and leverage your professional connections. Be prepared to tell a compelling story about your vision and how your SaaS addresses a market need. Finally, consider seeking guidance from mentors or advisors who have experience in your industry. With a solid plan, a strong network, and a compelling story, you'll be better positioned to secure the early-stage investment needed to propel your SaaS startup to success. In this episode of The Grow Your B2B SaaS podcast, we tackle a critical aspect of securing early-stage investments. Our subject matter expert is Lotte Geldermans, the portfolio lead at PitchDrive, an early-stage VC utilizing a data-driven approach for rapid investments. Lotte brings five years of experience at PitchDrive, overseeing a growing portfolio of startups. Lotte shares insights gained from evaluating numerous startup ideas and the evolution of the startups they've invested in. Key Timecodes (0:28) Show and guest intro (1:36 ) Why you should listen to Lotte Geldermans (2:55) What is the difference between pre-seed and seed investments? (3:51) What needs to be in place to actually be ready for an investment? (4:46) Things that need to be in place to be considered for a seed investment (5:40 Differences between angels and early-stage VCs (8:32)  The most common mistakes companies make while trying to secure their first funding. (11:45) What kind of data has to be present and good to be investment-ready? (15:27) What has to be really good to get a higher valuation for your company? (19:00) The first signs of traction (22:59) What kind of process should SaaS companies trying to secure a pre-seed or seed round adopt? (29:04) Where, when, and how to exit? (31:35) What happens between pre-seed and seed? (33:35) How to grow to 10K monthly recurring revenue  (34:44) How to grow to $10M Annual recurring revenue (36:29) What Lotte wishes she had known ten years ago

Bootstrapping your SaaS company to a 10M+ exit is a formidable challenge that requires a strategic and disciplined approach. First and foremost, focus on achieving profitability early on, as this not only sustains your business but also makes it an attractive acquisition target. As you grow, prioritize hiring talented individuals who complement your skills and can take over key roles, allowing you to work on scaling the business rather than getting bogged down in day-to-day operations. Building a strong brand presence and a loyal customer base is crucial, and consider sharing your journey through content marketing or building in public to attract attention and potential acquirers. Ultimately, perseverance, a clear vision, and adaptability are key to bootstrapping your way to a successful 10M+ exit in the competitive SaaS landscape. In episode four of season two we were privileged to host Thomas Smale as we discussed How to sell your B2B SaaS, In this episode however, show host Joran Hofman is joined by Andrew Gazdecki, the CEO and founder of acquire.com. When it comes to bootstrapping and exits there is arguably no better industry expert in the B2B SaaS than Andrew. Andrew has built a strong reputation on LinkedIn through his insightful content and deep understanding of the B2B SaaS landscape. During this episode, Andrew imparts valuable advice to founders who are bootstrapping their SaaS businesses and have aspirations of selling them in the future. If you are in this space then this is your episode! Key Timecodes (0:28) Show and guest intro (1:23) Why you should listen to Andrew (1:44) What is bootstrapping? (2:35) The key processes or strategies of Bootstrap companies that are key to success (5:02) Andrew's Success Story (8:33) Common mistakes founders make while trying, to grow and sell their company (10:24)  The big exits success stories (13:40) key factors for pricing and valuing your business (17:03) The Must-Haves for SaaS founders to guarantee a good acquisition (22:27) The unique challenges bootstrap companies will have and how can they navigate those. (29:27) The future of valuations (33:40) SaaS growth advice How to grow to 10k monthly recurring revenue and to 10M ARR

To reduce your CPL (Cost Per Lead) and scale profitable campaigns, it's crucial to adopt a strategic approach. Start by meticulously analyzing your audience data to target the most promising segments and refine your messaging accordingly. Implement A/B testing to optimize ad creatives, headlines, and landing pages, ensuring they resonate with your target audience. Employ advanced audience targeting options provided by advertising platforms, such as lookalike audiences and custom audience segments. Continuously monitor campaign performance and allocate budgets to the highest-performing channels and campaigns. Leverage automation tools for bid management and ad scheduling to maximize efficiency. Lastly, stay updated with industry trends and competitor strategies to adapt and innovate. By constantly fine-tuning your campaigns and embracing data-driven decision-making, you can lower your CPL while scaling profitable marketing efforts. In this episode, Joran hosts Yann Skaalen, founder, and CEO of Digtective , a tracking tool. Yann has extensive experience in advertising and tracking since 1999. Key Timecodes (0:28) Show and guest intro (1:30) Why you should listen to Yann (1:55) What is a successful ad campaign? (2:48) How GDPR has affected the digital advertising landscape (5:04) Common mistakes companies make while setting up their ad campaigns? (8:31)  The process of decreasing the cost per lead (11:06) Challenges and obstacles experienced while decreasing the CPLs (13:20)  When to start running paid ads as a company? (15:00) The future of ad tracking (17:40) SaaS growth advice How to grow to 10k monthly recurring revenue

To build and grow a high-performing B2B SaaS sales team, it's essential to follow a strategic approach. Start by defining your ideal customer profile and understanding their pain points thoroughly. Then, hire sales professionals with a deep understanding of your industry and product. Provide comprehensive training and ongoing coaching to ensure they are well-equipped to communicate the unique value proposition of your SaaS solution. Implement robust CRM and sales enablement tools to streamline processes and track performance metrics. Foster a culture of collaboration and continuous improvement within your team, encouraging knowledge sharing and experimentation with various sales strategies. Additionally, invest in content marketing, thought leadership and social selling to generate leads and establish credibility in your industry. Regularly analyze data and adjust your strategies based on performance, ensuring a scalable and sustainable growth trajectory for your B2B SaaS sales team. In this episode of the "Grow Your B2B SaaS" podcast, host Joran welcomes James Ski, founder and CEO of Sales Confidence, SaaS Growth Event founder, public speaker, and author. The discussion centers on the evolving landscape of sales strategies and the crucial role of building a sales team in today's SaaS environment. Key Timestamps (0:28) Show and guest intro (1:30) Why you should listen to James Sky (2:34) The different roles within sales (3:30) When to hire a salesperson (5:12) What needs to be in place before hiring a salesperson? (6:02) Common mistakes companies make when hiring a salesperson (7:06) Common mistakes companies make while growing a team (8:16) The effective strategies and processes implemented to make your sales team successful (9:06) How to do an effective product pitch to your prospects (11:51) How to keep your sales team motivated (13:53) When does a salesperson come into play? (14:42) James’ thoughts on product-led growth strategy (16:00) How to qualify leads in the sales process ( 16:42) The importance of the mental well-being of a sales team (18:31) How Sales team members can take rests and time off without worrying about their next paycheck (19:43) How founders can benefit from James’ Sales team network (21:25) SaaS building growth advice (growing to 10K MRR & 1M ARR) (24:54) What James wishes he had known 10 years ago