Grow Your B2B SaaS

Wondering How to improve your SaaS Sales ? Well, In this episode, Joran interviews Kevin Dorsey, the Senior President of Sales and Partnerships at Bench, discussing the strategies and processes for successful SaaS sales. Kevin's experience and expertise in sales leadership make him a valuable guest for this episode. Kevin Dorsey, known as KD and the Father of Modern Sales Leadership, has an impressive background in sales, having worked with over 400 sales organizations and achieved success in different industry verticals. His expertise and experience make him a valuable resource for discussing SaaS sales strategies. Kevin defines SaaS excellence as a higher standard of execution and expectations in sales, product development, customer success, and marketing. He emphasizes the importance of consistently holding oneself to a bar of excellence and delivering value. According to Kevin, achieving SaaS excellence involves repeatability at a high standard, focusing on problem-solving, understanding customer needs, and striving for continuous improvement. He emphasizes the habit of operating with the intention to achieve excellence. Key Timecodes (0:40) Show and guest intro (1:50) Why you should listen to Kevin (2:39) What is SaaS excellence? (4:55) Why is WHY a very loaded question? (7:35)The most common mistakes companies make while doing sales (10:37) The ideal processes or strategies recommended to set up a sales process (14:20)  The four D's That define a sales process (16:44) The best practices for a successful sales proccess (21:00) Challenges faced while implementing sales process (23:43)  KD’s mentorship advice (28:20) How to grow towards 10K MRR (29:56) How to grow towards 10 million ARR (33:51) Kevin’s crucial advice to SaaS founders (35:46) What Kevin wishes he knew 10 years ago

Bootstrapping a B2B SaaS to 20M ARR in revenue without significant external funding is challenging. Even though it might seem extremely difficult, you can do it using solid processes, having skilled people on the team, and the founder staying motivated and focused on the goal. This big goal is doable and possible with the right plan and determination. In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman interviews Emeric Ernoult, Co-founder of Agorapulse, a social media management software. Emeric shares his experiences and insights on growing a bootstrap SaaS to over 20 million ARR and the lessons learned. Emeric Ernoult co-founded Agorapulse, a social media management software company. Before entering the SaaS industry, Emeric worked as a business lawyer and launched a social network. He is passionate about growing SaaS companies and has valuable experience mentoring and advising other founders. Key Timecodes (0:40) Show and guest intro (1:18) Why you should listed to Emeric Ernoult (2:39) What is bootstrapping? (3:34) Why Emeric Ernoult never raised any outside capital  (5:33)The most common mistakes bootstrap founders make (10:31) The ideal processes or strategies recommended to bootstrapped founders? (15:38)  How to keep people accountable on certain set deadlines? (17:54) Reasons behind the rapid growth of Agorapulse (21:55)  Advice on how to recruit, manage and keep talent in a bootstrapped SaaS?  (26:36) How to invest in talent?  (30:19) How to grow towards 10K MRR (31:09) How to grow towards 10 million ARR (33:51) Emeric’s crucial advice to SaaS founders (36:46) What Emeric wishes he knew 10 years ago

What is SaaS growth and why is it important to audit your SaaS growth? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman is joined by Asia Orangio, founder and CEO of DemandMaven, a growth consulting firm that assists SaaS companies in identifying their best growth opportunities. Together, they discuss the importance of auditing SaaS growth and provide valuable insights and strategies on how to conduct a growth audit. With a focus on revenue, retention, and sustainable growth, Asia shares her expertise from working with numerous SaaS founders and growth teams over the years. Asia has extensive experience working with and advising SaaS founders and growth teams for the last six years, and has worked with companies of all sizes and stages of growth. Her expertise spans from early-stage MVPs to scaling up, making her a valuable guest for discussing SaaS growth audits. Tune in to gain actionable advice and learn from the experiences of industry experts. Key Timecodes (0:43) Show and guest intro (1:24) Why you should listen to Asia Orangio (2:13) What is SaaS Growth? (3:30) Why should founders care about auditing their growth? (5:52) At what point  should you prioritize auditing your growth? (7:01) The strategies or processes to use for audit growth? (13:10) The common mistakes companies make while auditing their growth (18:51) What are the best practices for identifying growth opportunities or conducting a growth audit? (23:12) Challenges and obstacles faced while doing the audit growth (27:57) The future of growth audit (31:22) How to grow towards 10K MRR (34:01) How to grow towards 10 million ARR (37:39) Asia’s crucial advice to SaaS founders (39:46) What Asia wishes she knew 10 years ago

How can you achieve successful product-led growth for your SaaS? We dive into this topic with the author of the bestselling book “Product-Led Growth”; Wes Bush. We will discuss everything from the core principles and significance of product-led growth (PLG) to how to implement PLG and overcome the most common challenges.  Wes dispels the common misconception that PLG is solely about free trials or freemium models, breaking it down into three essential components: acquisition, product experience, and monetization.  Subject matter guest expert Wes goes beyond the misconception that it's solely about free trials or freemium models. Instead, he breaks down the essence of product-led growth into three key components: acquisition, product experience, and monetization. It's about seamlessly guiding users from discovery to value realization and ultimately converting them into paying customers without direct sales intervention. Key Timecodes Wes Bush (0:42) Show and guest intro (1:19) Why you should listen to Wes Bush (2:00) What is product-led growth? (3:40) Why should people care about product-led growth? (5:26) The common mistakes companies make while trying to achieve product-led growth (9:14)  The strategies and processes to implement product-led growth (19:08) How to deal with people signing up who are not within your ICP (23:28) The best practices for doing product-led growth well. (25:19) Challenges and obstacles faced while doing product-led growth (27:28) The future of product-led growth (30:17) How to grow towards 10K MRR (31:48) How to grow towards 10 million ARR (33:03) Wes’ crucial advice to SaaS founders (23:14) What Wes wishes he knew 10 years ago

Learn how to grow your B2B SaaS to 10M ARR from 20 experts covering topics such as profitable ads, selling SaaS, SEO, user onboarding, building a sales team, securing investments, and achieving product-market fit.

In season 2 of the Grow Your B2B SaaS podcast, we asked all our guests the same question: "What kind of advice would they give a B2B SaaS founder growing to 10K MRR?" We want to save you a lot of time in this summary episode, as we combined all the answers into one single episode. Are you looking to grow your SaaS and unsure how to surpass the 10k Monthly Recurring Revenue (MRR) mark? This podcast episode will be packed with great advice. All the guests will give practical advice on how to grow your SaaS and make it successful in the long term. Learn from industry experts. Since we asked all the guests the same question, but they covered different aspects, you will be able to get many other answers. Want an even quicker way to digest the information? Season 2 guests list and Topics covered How to run profitable ads - Michael Damnjanovic Why should someone buy your SaaS now - Michael Humblet How to build a strong culture - Mads Wedderkopp How to sell your SaaS - Thomas Smale How to leverage SEO - Maeva Cifuentes How to do revenue attribution - Steffen Hedebrandt How to build a B2B SaaS community - Mike Rizzo How to improve your User Onboarding -Ildefonso Prieto How to do product marketing for your SaaS - Alex Levin How to build and grow a SaaS sales team - James Ski How to reduce your CPL and scale profitable ads - Yann A. Skaalen How to bootstrap your B2B SaaS to 10m+ exit - Andrew Gazdecki How to secure an early-stage investment - Lotte Geldermans How to get capital as a bootstrapper - Nathan Latka How to plan, predict & and prove your GTM - Mark Stouse How to achieve Product Market Fit - Andy Karuza How to leverage marketing automation - Shay Howe How to become profitable with your SaaS - Melissa Kwan How to go from PMF to GTM success - Joyce Mackenzie Liu Why you should hire globally - Amir Reiter

Why should you hire globally as a SaaS company? In this episode on the Grow Your B2B SaaS podcast, we delve into the crucial topic of the importance of global hiring for SaaS companies. Our guest, Amir Reiter, CEO and founder of CloudTask, a prominent B2B sales solution marketplace, brings his expertise, drawing from experiences at companies like Drift, HubSpot, and NetSuite.  Amir shares insights on the evolving dynamics of work, emphasizing the significance of seeking talent on a global scale, especially post-COVID. Whether expanding your SaaS business or contemplating international hires, this episode is a must-listen. We explore the keys to successful global hiring, distinguish between outsourcing and global hiring, and highlight the transformative impact on both businesses and the lives of those working globally. Tune in for invaluable perspectives! Key Timecodes  (0:29) Show and guest intro (1:11) Why you should listen to Amir Reiter (1:43) When should global hiring be considered? (3:15) Why should companies care about outsourcing?  (5:32) Benefits of hiring globally  (6:46)  Common mistakes companies make while hiring globally? (8:19)  Proven Strategies or processes for effectively scaling a global team (9:20) How to treat your remote team (10:23) What is the correlation between hiring contractors and profitability? (11:28) How to make your first global hire. What to look out for in contractors (13:17) The challenges companies run into while hiring globally? (17:30) The big changes happening  now in hiring? The post COVID hiring (19:48) How to grow towards 10K MRR (20:52) How to grow towards 10 million ARR (21:22) Amir’s crucial advice to SaaS founders (23:14) What Amir wishes he knew 10 years ago

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