SaaS Backwards - Reverse Engineering SaaS Success

Send us a textSaaS entrepreneurs must be adaptable and willing to pivot based on feedback and market needs.In this episode of the SaaS Backwards Podcast, we spoke with Mo Hallaba, the CEO of Datawisp, a company that simplifies data analysis for business users. Mo discusses the challenges he faced in user acquisition for his gaming platform and how a networking group he started for the gaming industry led him to meet his current co-founders. Mo shares his unconventional journey from finance to entrepreneurship and discusses the unique challenges and rewards of starting a SaaS business. Overall, this episode provides valuable insights into the entrepreneurial journey, the importance of adaptability, and the strategies for building and growing a successful SaaS company. Key takeaways from this episode:Why starting a networking group can be a valuable strategy for driving opportunities and connections in the SaaS industryHow being open to pivoting and making adjustments based on market feedback can lead to finding product-market fitHow conducting demos as data consultations can lead to more targeted and efficient sales processesOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textWith the growing frustration among marketers with traditional pay-per-click and social media advertising, what can a SaaS CMO do to get their message in front of the right people at the right time?In this episode of the SaaS Backwards Podcast, Co-Founder and CEO of SparkToro Rand Fishkin joins us to discuss how they’re solving this problem by providing valuable data on where to reach target audiences outside major platforms like Google and Facebook. SparkToro is a market research and audience intelligence tool designed to help small and medium businesses, independent entrepreneurs, and challenger brands uncover the publications and people influencing their target audiences.Rand discusses the challenges and opportunities in the current marketing landscape, emphasizing the need to return to traditional media planning and the importance of investing in sources of influence beyond the big platforms. He also touches on the recent leak of Google's Content Warehouse API and its implications for SEO, stressing the importance of earning media and retaining valuable content creators.Our conversation with Rand covers audience research, marketing strategies, team building, content marketing, AI impact, SEO, and predictions for the future of marketing. This episode provides a wealth of insights for SaaS CEOs and CMOs looking to navigate the evolving marketing landscape and leverage audience research to drive growth. Key takeaways from this episode:How having known and trusted team members, like co-founders, can reduce risk and improve the success of a startupThe importance of thought leadership in content marketing and the need to create content that resonates with amplifiers, not just customersSEO and link-building strategies and the importance of focusing on quality links from pages that receive traffic rather than just acquiring links from various domainsOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textUtilizing the network effect by onboarding partners of customers simultaneously can lead to organic growth and increased platform adoption in SaaS companies. In this episode, Doug Heckman, Chief Solutions Officer at Surefront, discusses how they leveraged the network effect to drive and accelerate the adoption of their collaborative platform. By providing a no-cost license to every partner of their customers and handling the onboarding and training process at their own expense, Surefront facilitated a seamless transition for all parties involved. Doug also highlights his passion for solving "unsexy" but critical problems in the industry. The conversation provides deep insights into Surefront's journey, challenges, and innovative strategies to achieve success.This episode is ideal for individuals involved in enterprise software solutions and CEOs and CMOs of B2B SaaS firms looking for strategies to drive their businesses forward and accelerate growth.Key takeaways from this episode:How a deep commitment to customer success, especially at the enterprise level, can drive outsized growth and reputational benefitsStrategies to push customers off the status quo, including demonstrating the ROI of adopting a solution and highlighting the costs of doing nothingHow focusing on decision support content and targeting customers further down the buying cycle can lead to more impactful SaaS marketing effortsOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textThe role of thought leadership is changing in content marketing, especially for SaaS companies. In this special episode hosted by Jason Myers, our usual host Ken Lempit, President and Chief Strategist of Austin Lawrence, takes the guest seat to dive deep into the evolving landscape of content marketing and thought leadership for SaaS companies. Ken and Jason discuss the shift towards creating high-quality, credible content that can truly engage and move prospects off their status quo, driven by an increasing demand for authenticity and value from consumers.The duo also delves into the importance of meaningful conversations and the need for sales and marketing teams to work closely together. They emphasize the value of understanding buyer motivations to refine messaging and go-to-market strategies and create content that addresses their specific problems and needs.Ken and Jason’s insightful discussion covers thought leadership, content marketing, outbound sales motions, integrated marketing and sales approaches, and the changing landscape of B2B advertising. This episode is ideal for CMOs, CEOs, and SaaS industry sales professionals looking to accelerate growth, enhance profitability, and drive meaningful conversations with their target audience. Key takeaways from this episode:How to effectively attract and engage prospects with thought leadership contentWhy SaaS companies should reassess their content strategies in favor of how-to guides, infographics, and in-person experiencesHow to adapt to the increased necessity of paid promotion and advertisingOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textIn SaaS companies, there’s a need for sales and marketing teams to work together closely toward common goals and understand each other’s perspectives.Amy Osmond Cook, co-founder and CMO at Fullcast recognizes this need. Fullcast’s platform ensures all teams can access the same data to establish seamless communication and strategic alignment, eliminating revenue pain points and improving overall business efficiency.In this episode, Amy shares her journey from running a marketing agency to co-founding Fullcast and her experience as a woman in the C-Suite, offering advice to her younger self and women executives.Amy also dives into her extensive experiences as a fractional CMO and the advantages it offers SaaS startups, such as cost-effectiveness, flexibility, and the ability to scale operations up or down as needed.This episode is ideal for SaaS CEOs, CMOs, and startup founders looking to optimize their revenue operations, align sales and marketing efforts, and gain insights into the benefits of fractional CMO leadership.Key takeaways from this episode:The positive impact of effective revenue operations on SaaS companiesHow effective marketing in early stages can accelerate growth and ensure long-term success for SaaS startupsThe importance of perseverance and adaptability for women in leadership positionsOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textBuilding a strong foundation is essential for long-term business success, especially when faced with unexpected challenges. We spoke with Dave Dittenber, Co-Founder and CEO of BYOD, who faced the ultimate challenge with the unexpected passing of his Co-Founder, Frank Luijckx. He recounts the loss and emphasizes how Frank’s forward-thinking and meticulous planning had a lasting positive impact on the business’s trajectory and contributed to its continued success.In this episode, Dave shares his remarkable journey from starting as a dishwasher at age 12 to becoming the CEO of a cutting-edge AI SaaS company that powers Mabel, the first virtual restaurant assistant. He also provides personal insights into the challenges and strategies of funding a tech startup, stressing the importance of prudent financial planning and maintaining investor confidence through transparency and strategic growth.This episode provides CEOs and CMOs in the SaaS industry insights into the challenges faced by restaurant operators, the importance of leveraging technology to improve operations, strategies for accelerating growth and enhancing profitability, and valuable lessons on funding, sales, and navigating through tough times in business. Key takeaways from this episode:How active participation in industry associations offers key insights, connections, and mentorship for software entrepreneursHow transparency with investors helps build trust and drive business growthThe importance of thorough documentation, recovery plans, and strategic playbooksOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textBuilding a business with the intention of a future sale requires meticulous planning and organization from the outset. In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a serial founder with multiple successful exits, emphasizes the importance of the early organization of books, records, contracts, and agreements as a critical factor in boosting valuation and streamlining the exit process.Jeremy also stresses the significance of maintaining a well-organized data room for due diligence during a business sale. He recommends creating a dashboard with KPIs and metrics to provide a clear overview of the company's performance and demonstrate the business's progress to potential buyers.Throughout this episode, Jeremy explains how SaaS entrepreneurs can position their companies for a seamless exit process and maximize their valuation when it comes time to sell.This episode is ideal for SaaS CEOs and CMOs seeking strategies for accelerating growth, enhancing profitability, and understanding the importance of building a business with a focus on revenue and profitability from the start.Key takeaways from this episode:Focusing on revenue generation early Keeping costs low while striving to reach revenue milestonesThe value of mentorship in helping entrepreneurs navigate business challengesOther resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textEnterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks.So how do you shift the focus from “old school” methods to a more dynamic, AI-powered approach that connects various applications, enabling intelligent query responses and contextually relevant summaries?That’s the gist of the conversation with Brandon Most, Head of Marketing at GoLinks. In this episode, he also delves into the unique challenges of marketing multiple products with distinct brand identities and how to manage this strategically within the market's shifting dynamics.Overall, this episode covers product-led growth, enterprise search solutions, marketing strategies, analyst relations, and the importance of professional networking. CEOs, CMOs, and professionals in the SaaS industry, especially those interested in innovative marketing approaches, product differentiation, and building strong industry connections, can benefit from Brandon's practical advice and experiences.Key Takeaways from this episode:The transition from a product-led growth model to an enterprise motion, adapting to market changes and budget shifts.The nuances of executing a multi-product marketing strategy and the importance of qualified pipeline metrics over mere volume.The role of peer review sites in generating demand and supporting SEO efforts.Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textWith a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling. The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget or shifting economic conditions. It's this intense focus on both top-line growth and cost efficiency that’s contributing to the high turnover and short average tenure of CROs, as they must quickly demonstrate success in these areas.So, what can they do about it?In this episode, Guy Mounier, Co-founder and CEO of Aptivio returns to the podcast to talk about:How CROs can gain the visibility they need into their go-to-market motion so they can pull the right leversWhy working with recruiters may help to ensure a company is ready for a CRO before hiringWhat the future sales tech stack and use of AI may look likeSales leaders, especially CROs, looking to improve their organization's revenue growth and profitability can benefit greatly from this episode. The insights shared provide valuable information on how CROs can optimize their go-to-market strategies and leverage technology to drive success in their organizations.Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.

Send us a textWe all know video is important to grow exposure, but creating enough is still challenging. The tools are complex, production is expensive, and it can be overwhelming just to come up with ideas.In this episode, Aug X Labs founder Jeremy Toeman talks about his personal frustration with the complex tools just to make basic videos that can be used on websites and in social media posts that led to the creation of the company.And their goal is to make video creation as simple as writing an email. Try it out at meetaugie.comThe platform allows users to generate videos using AI, without facing a blank canvas.But as with most startups, the road has not been a straightforward one, and we discussed the challenges of founding and growing a startup, particularly in the tough fundraising climate of 2023, the launch of ChatGPT, and the collapse of Silicon Valley Bank. Key Takeaways from this episode:How to be prepared for challenges and setbacks in the startup journey and having the stamina to persevereHow Toeman created playbooks to deal with unexpected challengesStaying focused on the core mission of the company despite setbacksThe episode is ideal for SaaS CEOs and CMOs looking to accelerate growth and enhance profitability in their companies. It provides insights into the challenges faced by startups, fundraising strategies, and the use of AI technology in video creation. Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch. 🔗 Get a Free Messaging & Conversion Review We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations. And the best part? 💡 It’s completely free. No commitments, no pressure—just actionable advice to help you book more demos. Your next demo is just a click away—claim your free review now.