Grow Your B2B SaaS

Wondering how to sell enterprise SaaS? Well prepare to learn from a 100M+ ARR founder. In this episode on the Grow Your B2B SaaS podcast, Host Joran Hofman dives into a conversation with Jim Yu, the founder and exec chair at BrightEdge, exploring the ins and outs of building and selling enterprise SaaS. Jim generously shares his journey, reflecting on the hurdles and lessons learned along the way. He stresses the importance of laying a solid foundation before scaling, understanding the nuances of sales strategies, and cultivating advocates within enterprises.  Furthermore, Jim delves into the necessity of a structured approach, the creation of effective playbooks, and staying attuned to the macroeconomic landscape. Offering invaluable advice to SaaS founders, Jim advocates for continuous iteration and optimization of value propositions, customer acquisition costs, and lifetime value. Drawing from his experience in growing BrightEdge to over $100 million ARR, Jim's insights shed light on the intricate world of enterprise SaaS. Key Timecodes 1. Show Intro - (00:00) 2. Guest Intro - (00:36) 3. Jim's Background and Experience - (01:05) 4. Early Days of SaaS and Salesforce - (02:15) 5. Starting BrightEdge - (03:04) 6. Enterprise SaaS vs. SMB SaaS - (03:18) 7. Importance of Sales Team in Enterprise SaaS - (05:13) 8. Growth of BrightEdge - (08:12) 9. Mistakes Made in Enterprise SaaS - (19:53) 10. Strategies for Selling Enterprise SaaS - (24:50) 11. Challenges Faced in Enterprise Sales - (28:14) 12. Quick Wins in Procurement Process - (33:13) 13. Advice for Starting and Growing SaaS - (35:31) 14. Advice for Scaling to $10 Million ARR - (36:40) 15. General Advice for SaaS Founders - (39:29) 16. One Thing Wished Known 10 Years Ago - (40:28)

Is it possible to build a billion-dollar business within a year? Well, the answer is YES! In this special episode of the Grow Your B2B SaaS podcast, recorded live on stage at the SaaS Open event in Austin, USA, show host Joran Hofman sits down with Adam Robinson, the founder of retention.com. This episode covers the critical factors and hacks to building a billion-dollar business within a year. Adam's RB2B companies focus on identifying website visitors on a personal level, with Retention targeting e-commerce and B2B. Adam is striving to bootstrap his company to unicorn status and has a TV series called The Billion Dollar Challenge. Previously, he bootstrapped Rob Lee email marketing to an eight-figure exit as co-founder and CEO.  Adam shares his experiences and insights on bootstrapping startups, the meaning of building a billion-dollar company, and the importance of radical transparency in business. He also discusses the challenges of scaling a business, the role of product-market fit, and the value of a founder brand. Adam emphasizes the need for financial discipline, focusing on product-market fit, and leveraging social media to spread awareness. Key Timecodes (00:00) Introduction and Background (01:24) The Quest for a Billion-Dollar Business (05:46) Founder Branding and Social Media (08:38) Different Approaches to Scaling (11:05) Balancing Revenue Goals and Free Strategies (12:29) Navigating Revenue Plateaus and Competition (15:22) Lessons from Rock Bottom Moments (20:06) Lessons from Past Mistakes (22:04) Implementing Processes and Accountability (25:30) The Importance of External Moderation (27:24) Advice for Bootstrapping Founders (30:18) Advice for Scaling to $10 Million ARR (32:42) The Power of Founder Branding (35:00) The Journey to Understanding Product-Market Fit (37:24) Reflecting on Past Mistakes and Learnings

How is Chili Piper becoming a billion dollar company? In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Alina Vandenberghe, the co-founder and CEO of Chili Piper, a B2B SaaS company that helps sales teams automatically schedule appointments with leads They Instantly turn inbound leads into qualified meetings. They discuss Chili Piper's journey to becoming a billion-dollar company, including their valuation and mistakes along the way. Alina shares her personal motivation and the challenges she faced as an entrepreneur. She emphasizes the importance of trusting your own path and not listening to others' advice. Alina also provides advice for growing a B2B SaaS company, from zero to 10K MRR and beyond.  Key Timecodes (00:52) Chili Piper's Journey and Valuation (03:13) Personal Questions and Motivation (04:37) Lessons Learned and Regrets (05:35) Chili Piper’s Future Plans and Expansion (07:28) How Chili Piper Was Built on Their Own Terms (08:26) Growing Talent and Unconventional Decision Making (09:19) Biggest Challenges and Personal Growth (10:44) Overcoming Layoffs and Building Trust (12:01) Looking Back and Building Confidence (13:57) Chili Piper’s Future Goals and Impact (14:53) The Value of Trusting Your Own Path (15:51) Dealing with Competition and Market Dynamics (20:56) Advice for Growing from 10K MRR to 10 Million ARR (23:51) Advice for SaaS Founders on Their Journey (24:47) The Importance of Understanding Different Departments (26:15) Reflections on Entrepreneurship and Learning

Dustin Howes, an affiliate marketing expert with 13 years of experience, shares insights on starting and managing affiliate programs for B2B SaaS. Topics include misconceptions about affiliate marketing, onboarding strategies for affiliates, the importance of content creation, common mistakes to avoid, and the benefits of patience in growing an affiliate program.

Cristobal Alonso, CEO of StartupwiseGuys, shares the unsexy truth about startup success focusing on practical advice, common mistakes in building startups, importance of resilient culture, and differences between European and US startup examples.

Matt Wolach, a multi-faceted professional, shares insights on scaling SaaS to 1M MRR. Topics include structured sales processes, creating urgency in sales, challenges of scaling, using loss aversion in marketing, and tracking key metrics for success.

Join expert Cameron Hay in a deep dive on how investors analyze SaaS businesses post-COVID, emphasizing data-driven decisions. Topics include mistakes when presenting to investors, aligning operational and financial data, strategies for data preparation, and the role of tools in keeping investors updated. Learn best practices for structuring data and enhancing investment strategies in the evolving financial landscape.

Featured expert Chris Orlob shares insights on turning discovery calls into customers. He discusses asking provoking questions, creating mental images, common mistakes, qualifying leads, and recommended strategic processes for successful conversion. The episode provides valuable tips for enhancing customer conversion rates and refining go-to-market strategies.

Chris Walker, CEO of Passetto and Executive Chairman at Refine Labs, discusses unifying Sales, Marketing & SDR's in GTM strategy. Key topics include data-driven decision-making, customer-centric methodologies, common mistakes in GTM execution, recommended steps for success, challenges faced, and the future of B2B go-to-market strategies.

What is explosive growth and increased profitability, and How can you achieve explosive growth and Increase profitability? To help us understand this topic in the context of B2B SaaS companies, show host Joran Hofman invites subject matter expert Stefan Avivson. As a seasoned entrepreneur, Stefan commonly known as Mister Raw, recounts his journey of starting and selling multiple companies, along with the valuable lessons learned from both failures and successes. His focus on helping startups unlock their full potential and drive revenue growth is highlighted. Stefan shares his extensive entrepreneurial experience and insights gained from mentoring startups. Key Timecodes (0:37) Show and guest intro (1:14) Why you should listen to Stefan Avivson (3:27) What does a mentor do? (5:40) What is explosive growth and increased profitability? (13:04) common mistakes companies make while trying to achieve explosive growth and increase profitability.   (15:25) How to test the willingness to pay (19:31) The best practices to achieve real traction and product market fit  (22:04) The common challenges in startups (25:05) Stefan’s advice on reaching and growing your profitability (28:26) How to grow towards 10K MRR (29:28) How to grow towards 10 million ARR