The SaaSiest Podcast

In this episode, we speak with Andrei Zinkevich, Co-Founder, FullFunnel, the famous ABM and full-funnel marketing consulting agency that helps B2B tech companies with high ACV and long sales cycles elevate their Marketing and Sales efforts. We talked with Andrei about why the SDR model as we know it is dead, and what the future of prospecting must look like to be successful. Some of the questions covered are: - What is the old SDR Model, and why is it a thing of the past? - What is ABSR- Account-based sales rep? - How do you make this transition from traditional SDR to ABSR? - What changes are required from the organization to be successful with this approach? - How do companies measure success rate with this approach? These are some of the many questions we address with Andrei. Please tune in to learn how Andrei and the companies he works with are transforming and benefiting by moving over to an ABSR practice and ditching the traditional SDR setup.

Cedric Notz, CEO & Founder of Float, discusses Revenue Based Funding and its benefits for SaaS companies. They provide non-dilutive growth funding up to 70% of ARR. Topics include the process of obtaining a Revenue Based loan and key SaaS metrics. Cedric also shares his journey from skiing to FinTech and the importance of discipline in sports and business.

In this episode, we speak with Martin Geier, VP EMEA Sales, Miro, the visual workspace for innovation that enables distributed teams to create the next big thing. Over 60 million people and 99% of the Fortune 100 rely on Miro throughout the innovation lifecycle to clarify complex ideas, center customer needs, and deliver products and services faster We talked with Martin about Miro's choice to move from a pure PLG motion to also add a Sales motion on top. In particular, we are looking into the dynamics of adjusting a GTM market motion and what it takes to make the transition to the new way of doing business. Some of the questions covered are: - What are the reasons to add a Sales motion to an already functioning PLG motion? - How does the Sales motion complement and integrate with the PLG process in practice? - What changes did you have to do to customer segmentation? - Which organizational setup is necessary to fully support a PLG+Sales motion? - What are the key challenges, and how to overcome them, when combining a PLG motion with Sales These are some of the many questions we address with Martin. Please tune in to learn how Miro successfully combined a PLG motion with Sales to further accelerate growth and increase ticket sizes.

In this episode, we speak with Rick van Esch, Managing Director, Sinch Engage, the Customer Communications Cloud that helps businesses deliver unified, personalized experiences no matter the channels they use. Over 150,000 businesses, including 8 of the 10 largest tech companies in the world, rely on Sinch for their customer communication needs. We talked with Rick about how his company was acquired by Sinch back in the day and how he as a member of the Sinch team has gone on to do several other acquisitions. In particular, we are looking into the dynamics and the role of the acquirer vs the acquired in this process. Some of the questions covered were: - Why it is important to know if you are a mercenary or a missionary acquisition? - What are the key metrics to measure the success of an acquisition? - Why does the bulk of the workload to integrate sit with the acquired company? - Which are the most common pitfalls to avoid after the papers have been signed? These are some of the many questions we address with Rick. Please tune in to learn about his 3 commandments when it comes to successful acquisition - both from the acquirer's and the acquired side.

In this episode, we speak with Gustav Westman, CEO, Brightbid, an AdTech company creating results on Paid Search Ads with AI and automation We talked with Gustav about how he started his SaaS by first selling 3rd party SaaS solutions, to collect marketing intelligence and validate the need before building his platform. Some of the questions covered were: - How do you bring in 3rd party tools to resell? - What data points are you looking to collect feedback on? - When do you know it is better to build it yourself? - What does it require from an organization to go through the process of being a reseller to sell its own software?  These are some of the many topics we address with Gustav. Please tune in to learn how you can leverage their growth tactic when launching new products.

In this episode, we speak with Ramli John, Author of "Product-Led Onboarding” We talked with Ramli about why Product-Led Onboarding is important for many B2B SaaS Companies. Some of the questions covered were: - What is Product-Led Onboarding? - When does it start (outside / inside product)? - What are typical components? - How do you measure success?  - How does Product-Led Onboarding evolve when companies evolve - What are some areas where you see a lot of SaaS companies fail with their Product-Led Onboarding - Who owns the Product-Led Onboarding process internally?  These are some of the many topics we address with Ramli. Please tune in to learn about how you can make your Product-Led Onboarding strategy successful!

Ferdinand Goetzen, CEO of Reveall, shares his experiences in selling an early-stage SaaS startup. He discusses the driving factors and emotional aspects of this decision, as well as how to prepare the team for the process and life after acquisition. The challenges of the transition and handling emotions are also explored.

Rob van den Heuvel, CEO of Sendcloud, discusses the process of transitioning from a growth-first mindset to a profitability and growth mindset in a SaaS company. Topics include the role of the CEO in this transition, key decisions to make, impacts on culture and performance, and challenges faced during the transition.

In this episode, we speak with Robin Daniels, Chief Business & Product Officer, LMS365, the cloud-based learning platform built into Microsoft 365 with millions of users in 60+ countries globally. We talked with Robin about what it takes for a SaaS organization to attract top talent. We are particularly looking into the role of the leadership, and what you as a leader can do to become the most attractive employer: - What is top talent looking for today? - What key leadership qualities are key to attracting top talent? - How do you create a culture that attracts and retains top talent? - What major challenges have you faced in attracting top talent and how did you overcome them? - How do you align your organization's vision with the aspirations of the talent you're trying to attract?  These are some of the many topics we address with Robin. Please tune in to hear his thoughts on what you as a leader and representative of an organization can do to attract and retain top talent.

In this episode, we speak with Riika Söderlund, CMO, Katana, the platform that optimizes inventory levels and manages all your sales channels with cloud inventory software that tracks it all and more in real-time. We talked with Riika about how a CMO should plan her marketing budget for 2024. We are particularly looking into how the structure of the budget shall look: - What's the guiding principle for setting the 2024 marketing budget in B2B SaaS? - What are the main changes in your 2024 marketing budget compared to previous years? - Which marketing trends or channels look promising for B2B SaaS in 2024?? - Are there any strategies you're discontinuing in 2024 that worked before? - How do you assess the impact of your marketing spend?? These are some of the many topics we address with Riika. Please tune in to listen to her thoughts about how CMOs can distribute their marketing budgets in 2024.