Product marketing for your B2B SaaS requires a strategic approach to effectively reach and engage your target audience. Start by thoroughly understanding your customer personas and their pain points. Craft a compelling value proposition that highlights how your software solves their specific problems. Develop a clear and concise messaging strategy that communicates the benefits and unique features of your SaaS solution. Utilize content marketing to create informative blog posts, whitepapers, and case studies that showcase your expertise and provide value to your audience. Leverage social media, email marketing, and webinars to reach potential customers and nurture existing leads. Establish trust through customer testimonials and case studies, and invest in building a strong online presence through SEO and paid advertising. Lastly, continually gather feedback, analyze data, and iterate on your product marketing strategy to stay ahead in the competitive B2B SaaS landscape. In this episode, we dive into the world of product marketing, specifically tailored for B2B SaaS companies. Our guest for today is Alex Levin, co-founder and CEO of Regal, an AI-enabled, outbound, and SMS sales SaaS solution. Alex brings a unique perspective to product marketing, having transitioned from a background in B2C marketing to B2B SaaS. Key Timecodes (0:29) Show and guest intro (1:22) Why you should listen to Alex (3:15) The difference between normal marketing and product marketing (4:33) The key fundamentals to consider before starting product marketing (7:38) The elements of product market strategy (10:07) Where does product marketing start and where does it end? (12:22) Common mistakes SaaS companies make while trying to implement product marketing (17:07) What Alex would do differently if he was just about to start product marketing. (19:48) The KPIs for measuring product market success (21:00) The Key qualifications to look for when hiring a  product market person  (23:58) How Alex is currently doing Product market. (24:46) Advice per stage (How to grow to 10k MRR and 1M ARR)

How do you improve your user onboarding? Effective user onboarding is crucial for driving user engagement and retention on your platform. A seamless onboarding process welcomes new users, guiding them through your product's key features and benefits, while minimizing any potential hurdles. By implementing a user-centric onboarding strategy, you can ensure that users quickly grasp how to navigate and utilize your platform, leading to higher satisfaction levels and increased usage over time. Tailoring the onboarding experience to address user needs and pain points not only accelerates their journey to becoming proficient users but also cultivates a positive and lasting impression of your brand. In this episode, show host Joran Hofman speaks to subject matter expert Ildefonso Prieto to discuss how to improve your user onboarding. Ildefonso is a product growth consultant who helps SaaS companies grow their free-to-paid conversions. Key Timecodes (0:30) Show and guest intro (1:12) Why you should listen to Ildefonso Prieto  (5:35) What is User onboarding? (8:17) Why do most users drop off? (12:50) What you need to have in place before Improving User Onboarding. (16:00) Steps to take to improve your user onboarding (18:18) Know how to bake your “cake” properly (25:58) The right time to reach out to a growth consultant (32:41) Growth level SaaS Advice (How to grow to 10K MRR and 10M ARR)

How to build a community as a B2B SaaS? In season one, episode eight of our podcast, we were privileged to host Alex Theuma, where we discussed how to create a community within a B2B SaaS. In this episode, we take the subject matter a notch higher as we host Mike Rizzo, the Founder & CEO of Marketingops and community-led Growth Advisor at Rev Brains. We discuss the importance of having a thriving community as a B2B SaaS. Mike shares valuable, actionable tactics on How to build a community as a B2B SaaS.  Establishing a thriving community within the realm of B2B SaaS demands more than just a product or service – it necessitates a strategic and holistic approach. Crafting a robust B2B SaaS community involves creating a space where industry professionals, clients, and stakeholders converge to exchange insights, best practices, and solutions. By fostering meaningful interactions through tailored content, engaging discussions, and collaborative initiatives, companies can forge lasting relationships, enhance customer loyalty, gather valuable feedback, and ultimately shape a community-driven ecosystem that adds substantial value to both their offerings and the industry at large.: Key Takeaways: Community-led means intentional feedback from constituents. A hypothesis-driven approach to building a community. Engagement with community members as a form of user research. Importance of clear community guidelines and identity. Partners and experts can contribute to community success. Key Timecodes (0:29) Show and topic intro (1:30) Why you should listen to Mike Rizzo (2:17) What is community-led? (5:10) The importance of knowing your ICP (Ideal Customer Profile) (6:31) What needs to be in place before starting community-led growth? (9:00) Common mistakes companies make while starting community-led growth? (13:09) The ideal community-building process (18:43) Challenges and obstacles experienced while building a community (22:37) The online vs Offline communities (27:54) How to grow to 10K MRR. (29:45) How to grow to 10M ARR

When it comes to achieving accurate and insightful revenue attribution, mastering the right approach is crucial for the success of your business. In this episode, Joran Hofman hosts Steffen Hedebrandt the Co-founder of Dreamdata. In this episode, our guest expert helps us to understand How to do revenue attribution the right way. Revenue attribution isn't just about tracking where your customers come from; it's a strategic process that involves understanding the entire customer journey, identifying successful tactics, and optimizing your marketing efforts. To do revenue attribution the right way, start by implementing a comprehensive data collection strategy that encompasses various touchpoints, from CRM and marketing automation to website tracking and ad platforms. By creating an account-based timeline and connecting it to revenue outcomes, you gain valuable insights into what's truly driving your sales. Investing in reliable tools like Dreamdata can streamline this process, ensuring you're equipped with the accurate data you need to make informed decisions and replicate winning strategies. With precise revenue attribution, you'll be empowered to allocate resources effectively, enhance your marketing efforts, and ultimately drive sustainable growth for your B2B SaaS business. Key Timecodes (1:23) Why you should listen to Steffen Hedebrandt (1:58) What is revenue attribution in relation to B2B SaaS (3:22) The bare minimal requirements for starting revenue attribution  (4:47) When to start thinking about revenue attribution  (7:15) The important metrics to check out for attributions (10:14) Mistakes companies make while doing revenue attribution  (13:50) Effective processes and strategies for revenue attribution   (16:52) The benchmarks for what works and what doesn't (18:34) Which review sites works best for B2B Saas? (22:27)The importance of aligning sales and marketing (24:30) How to grow to 10k MRR (25:40) How to grow to 10M ARR (26:35) What Steffen Wishes he knew 10 years ago

The most important and sustainable avenue for long-term growth is SEO. The big question is how to leverage SEO as a B2B SaaS? Long-term growth frequently depends on this investment. Maeva Cifuentes, CEO of Flying Cat Marketing, a startup that helps B2B SaaS companies with their SEO and content strategy, is our special guest today. Maeva has extensive knowledge to impart based on her three years of expertise and track record of working with over 40 B2B SaaS firms. Immediately, let's begin! Thank you for coming, Maeva. Defining SEO: Maeva defines SEO as transforming your website into a self-sustaining ecosystem that attracts users organically throughout their buyer's journey, from awareness to becoming a customer. Without SEO, your website relies solely on brand searches or paid ads for traffic. Preparation for SEO: Before diving into SEO, Maeva emphasizes the importance of having a solid product-market fit and ensuring that your website can convert visitors effectively. This way, your investment in SEO will yield better results. Understanding the Ideal Customer Profile (ICP): Maeva stresses the significance of having a well-defined ICP before creating SEO-focused content. Understanding your audience and addressing their specific needs is crucial for successful SEO. Common Mistakes: One common mistake businesses make is focusing on the wrong metrics for SEO success. Maeva advises aligning SEO KPIs with business goals, such as demo requests, free trial sign-ups, or revenue, rather than just rankings and traffic. SEO Strategy: Maeva introduces four website archetypes - Builder, Optimizer, Scalar, and Wild One - each with specific SEO objectives. For beginners (Builders), the focus is on ranking for easy keywords to build topical authority, while more established businesses (Scalers) create thought leadership content and attract external interest. Content Optimization: Maeva recommends optimizing existing content to increase click-through rates (CTR) and conversion rates, as it can yield quicker wins compared to focusing solely on new content creation. Fresh Content and Rankings: Refreshing and updating content periodically, especially for pages on the second page of search results, helps maintain relevance and appeal to both readers and search engines. Should You Include Last Updated Dates in Your Blog Posts? The podcast begins with a practical question on whether including the "last updated" date in a blog post is necessary. Maeva advises that having the date on the blog post is considered best practice. For industries where information changes rapidly, it benefits users to know when the content was last updated to assess its relevance and accuracy. Considering user experience is essential, and including the date ensures transparency and builds trust with your audience. Key Timecodes (1:25) Why you should listen to Maeva (2:00) What is SEO? (2:55) What you need to have before starting SEO (4:50) Mistakes companies make while implementing SEO (7:29) What to do to get the most out of SEO (10:34) The best SEO practices (15:25) The bottom of the funnel example (16:50) The importance of refreshing content (19:17) Maeva’s success story (23:45) Does duplicate content hurt your SEO? (25:46) AI effect on SEO (28:37) How to grow to 10K MRR (30:01) How to grow to 10M ARR (31:05) What does Maeva wish she knew 10yrs ago?

Welcome to the Growing a B2B SaaS podcast, where we provide actionable advice on all aspects of growing a business-to-business software company. Whether it's customer success, sales, funding, bootstrapping, exits, or scaling, we've got you covered. In this episode, we'll dive into the topic of making your SaaS startup sellable and discuss the steps to selling your business successfully. Our special guest today is Thomas Smale, the founder and CEO of FE International, Inc, a tech-focused M&A advisory firm with an impressive track record of over 1 billion in closed transactions and more than 1200 deals completed worldwide. Getting Ready for an Acquisition Understanding the Path to Acquisition Thomas begins by emphasizing that the decision to sell a SaaS business should be considered early on in its journey. Once a business starts gaining traction, usually at around $1,000 monthly recurring revenue (MRR), founders should start thinking about their long-term goals. It's essential to be honest with oneself about what you want to achieve, whether it's building a billion-dollar valuation or a smaller, million-dollar valuation. Each path requires different strategies and efforts, and defining your goals early will help you align your business accordingly. Valuation Methods  Thomas explains that valuing a SaaS business is a complex process. While the most common approach is using precedent transactions (comparing the business to similar ones that have been sold), there are various valuation methodologies. These include discounted cash flow analysis (DCF) and multiples of revenue or profit. However, no single formula fits all businesses, and it's crucial to consider the specifics of each case to arrive at a fair valuation. Common Mistakes to Avoid  One of the most common mistakes SaaS founders make when preparing to sell is artificially inflating short-term profitability to improve valuation. This involves cutting costs or laying off staff to increase profit margins temporarily. Such tactics can backfire in the long run and are easily spotted by savvy buyers. Instead, focus on building a strong and sustainable business model with genuine profitability. Challenges in the Selling Process  One of the main challenges for founders is managing their expectations during the selling process. Unrealistic valuation goals can hinder the selling process, leading to wasted time and missed opportunities. Thomas advises being open to negotiations and realistic about the market value of your business. Additionally, founders sometimes try to handle the selling process themselves to save money, but this can result in suboptimal outcomes. Engaging an experienced M&A firm can lead to better deals and higher returns, making it a valuable investment. Key Timecodes (1:16) Why you should listen to Thomas (1:55) – What is M&A? (2:52) When should a SaaS founders consider acquiring themselves? (6:50) Different ways to value businesses. (8:27) The most common mistakes companies make before they try to sell their business or even while selling their business? (10:53) What are the most common challenges startups face while selling their business? (12:04) Set realistic expectations. (13:10) The acquisition process (17:41)– When to sell your SaaS (18:47) When to ask for help? (21:22)– 10k MRR advice (22:59)– Multi-Channel Marketing approach (26:36) 10million ARR Advice (27:33) What Thomas Wishes he knew 10years ago (30:00)– Get in touch with Thomas.

Want to build a strong for your startup? In the third episode of season two of Growing a B2B SaaS, host Joran Hofman delves into building a strong company culture to foster growth in a B2B SaaS organization. Joined by Mads Wedderkopp, CEO of Dream Influence, an influential marketing SaaS platform, they explore the significance of recruiting and retaining top talent to accelerate SaaS growth. Mads, drawing from his experience in scaling a SaaS company from zero to 6.5 million ARR, emphasizes the power of a strong culture in unlocking a team's potential. He shares invaluable insights on identifying core values and aligning team members to nurture a thriving culture. The episode also delves into the challenges and advantages of maintaining a strong culture while transitioning to remote work amidst the COVID-19 pandemic. Tune in to discover practical strategies for cultivating a robust company culture that drives B2B SaaS success. Timecodes (00:29) Guest intro (1:21) Why you should listen to Mads (2:53) What Mads determines as a strong culture? (4:28) What else needs to be in place before you can really start building a culture? (5:54) Can you have a strong culture while working remotely? (9:15) Common mistake companies make while trying to build a company culture? (14:26) The effective hiring structure (14:54) Other Processes or strategies for building a strong culture.(Mads secret) (26:56) Why leveraging somebody else's network is important as a B2B SaaS company? (30:15) Advice on how to grow to 10K MRR ad then to 1m ARR (32:44) What Mads wished he knew 10 years ago (35:37) Mads contact info

In this episode of the "Growing a B2B SaaS" podcast, host Joran Hoffman interviews Michael Humblet, author of the books "Why Now" and "Nobody Knows You," and founder of Chaomatic, a service company aiding VW sales companies in generating more leads through creative content. Michael shares his insights on why businesses should invest in B2B software tools right now and how to overcome common challenges in sales and marketing. The conversation begins with Joran asking Michael why people should listen to him and why the timing is crucial. Michael explains that most businesses struggle with lead generation and lack trust-building strategies. He emphasizes the importance of fixing the "nobody knows you" problem by creating content, gaining attention, and building trust with prospects before engaging in sales conversations. Michael further discusses the sales process, focusing on techniques to move deals forward. He highlights the significance of simplifying complex solutions, demonstrating the interface, and showcasing the value of a single feature that can bring significant benefits. He also emphasizes the need to structure sales pitches effectively and reduce the initial meeting time to increase the likelihood of progressing to the next step. The conversation then delves into Michael's book, "Nobody Knows You," which addresses the challenges of building trust and gaining attention. He emphasizes the use of social proof, such as logos or faces, to establish credibility. Michael also explains the importance of attention and provides tips for structuring content and presentations effectively to guide the audience's focus. Finally, Michael shares insights from his book "Why Now," which focuses on accelerating deals. He emphasizes the importance of using the right sales methodology for different situations, injecting doubt or certainty depending on the prospect's needs, and providing a clear structure to alleviate concerns and promote faster decision-making. He suggests incorporating action steps at the end of each interaction to keep prospects engaged and move them closer to conversion. The episode concludes with a discussion on potential challenges when implementing the strategies outlined in the books. Michael advises seeking feedback from others and existing prospects to gain valuable insights and ensure effective communication. Simplifying messaging and aligning it with the language prospects use is key to successful implementation. Overall, this episode provides actionable advice and strategies for B2B SaaS companies to overcome common sales and marketing challenges, establish trust, and accelerate deal closure. Key Time codes [00:01:13.620] Why you should listen to you Michael today? And indeed, why now? [00:06:05.230] Why Michael wrote the book Nobody Knows  [00:07:00.590] - The content quality vs quantity analogy [00:09:08.440] - Understanding people’s interests. [00:10:03.360] - How long should you keep talking in a sales call? [00:10:48.160] - What really initiated Michael to start writing the book Why Now? [00:15:15.310] - How do you create doubt?  [00:18:20.080] – What is sales?  [00:19:24.200] - All the sales techniques to pull them very quickly to a closing. [00:21:26.560] - What are the biggest reasons sales get stuck? [00:25:13.670] – Knowing the exact words [00:25:40.410] – What is a good content Machine? [00:29:54.300] – Affiliate Marketing [00:34:16.280] - The five steps to the three steps. [00:37:53.470] – The future of AI? 

A profitable ad campaign is a marketing initiative that generates a positive return on investment (ROI) and achieves the desired objectives within a specified budget. In other words, it is an advertising campaign that brings in more revenue or value than the cost of running the campaign. The big question is, how do you run successful and profitable ad campaigns? The profitability of an ad campaign is typically measured by analyzing key performance indicators (KPIs) such as conversion rates, cost per acquisition (CPA), return on ad spend (ROAS), and overall ROI. If these metrics indicate that the revenue or value generated from the campaign exceeds the costs incurred, then the campaign is considered profitable. In this episode 1 of season 2 on The Grow your B2B SaaS Podcast , Joran Hofman hosts Today's subject matter expert is Michael Damnjanovic, CCO of Adline, an ad SaaS that helps clients make value-driving ads by leveraging artificial intelligence. Key Timecode (0:44) Introduction of topic and guest expert (01:21) Why you should listen to Mike (02:40) Minimal requirements for running ads (11:20) What is a profitable ad campaign (12:45) Steps to running a profitable ad (18:06) Role of artificial intelligence in creating effective ads  (20:03) Multi-channel marketing strategies (21:22) Advice to SaaS founders with 10K MRR (23:24) Advice to SaaS founder with 10M ARR (23:58) What he wishes he had known a decade ago (25:13) Mike's contact information: LinkedIn, podcast, Adline.com

Growing a B2B SaaS (Software as a Service) company to $1 million in annual recurring revenue (ARR) requires a well-planned strategy and consistent execution. While there is no one-size-fits-all approach, On the Growth Your B2B SaaS podcast, we hosted 20 quest experts on various subject matters. We asked them for this precious advice on how to grow your SaaS to 1 million ARR. If you aren't at this stage yet, then you will greatly benefit from our previous episode, where our guest experts advised on some of the key steps to help you get to 10k MRR. To move from 10k MRR to $1 million ARR our guest experts agree on some of the critical steps to take. Listen in and learn. Enjoy!