SaaS Backwards - Reverse Engineering SaaS Success

Send us a textIf you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background,” which of those solutions is more viable?That’s how Sahil Patel, CEO of Spiralyze views the world of A/B testing. Spiralyze crawls and scrapes 34,000 websites that A/B test to find the repeat winners, analyze why they won, and run those same tests for its clients.And the results are impressive–they often demonstrate a 20 to 30 percent lift in conversions from the traffic they’re already getting. Even their homepage message guarantees a 30% conversion lift in 90 days.Having been a client of Spiralyze at his previous company, Patel’s journey as their CEO harkens back to Victor Kiam’s famous 1979 ad boasting that he liked Remington razors so much that he “bought the company.”This episode is ideal for CEOs and CMOs of B2B SaaS companies looking to gain insights on conversion rate optimization, A/B testing, and making specific quantitative claims to attract and convert leads effectively.Key Takeaways from this episode:Is that video on your homepage hero helping you or hurting you?Why an email box next to your demo CTA will convert higher than sending to a landing pageWhy making bold, quantitative, and specific claims on your website will boost your credibilityOther 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 textFeedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage.In this episode, Satya Ganni, CEO of Beamer and Userflow, explains the importance of feedback in reducing churn in product-led SaaS companies. Feedback provides valuable insights into customer needs, preferences, and pain points, which makes it a critical component of product management success. By listening to customer feedback, Beamer is able to identify areas for improvement, prioritize feature development, make informed decisions about product strategy, reduce churn, and drive success.Actively soliciting and incorporating customer feedback can also help companies ensure that their products meet their target audience's needs and continuously improve to stay ahead of the competition.Additionally, Satya discusses the recent merger of Beamer and Userflow, two product adoption and engagement platforms for product-led SaaS companies, to create a leading platform in their industry.This episode includes insights on customer feedback, reducing churn, and the key pillars of PLG, making it valuable for entrepreneurs and executives looking to enhance their product adoption and engagement strategies in the SaaS industry.Key takeaways from this episode:The challenges and opportunities of merging Beamer and UserflowThe foundational pillars that product-led SaaS companies should prioritize to achieve successHow addressing churn factors helps retain customers and build long-term relationshipsOther 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 this episode, we delved into the transformative power of algorithms in business with Jason Radisson, CEO & founder of Movo, a platform that provides real-time scheduling flexibility and improved workforce management for large companies with frontline workers. Jason recounted his time at Harrah's Entertainment, where they used data to optimize customer interactions and significantly increase profitability over others on the strip. He explains how his background in algorithmic management has influenced his approach to business models. Jason also shares his thoughts on combatting SaaS churn by identifying the root causes and understanding customer behavior to accurately predict and deal with it proactively. This episode covers algorithmic management, churn reduction strategies, the gig economy, and innovative solutions for optimizing workforce management. SaaS CEOs and CMOs interested in understanding the intersection of technology, workforce management, and operational efficiency would find valuable insights in this episode. Key Takeaways from this episode:The importance of modeling and forecasting to drive profitability, especially in the context of reducing churnBuilding models to predict customer behavior to leverage marketing spendThe challenges and opportunities of the gig economyOther 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 textAs a startup with shaky product market fit, prospective customers often want to associate you with a mature category so they can determine where it might fit in their tech stack—or not.But for Warmly, the existing categories represented only a small subset of their capabilities—albeit cheaper than the mature tools.And they couldn’t just settle for being known as "Drift but cheaper.”In this episode, Alan Zhao details his transition from CTO to marketing chief, a move that was pivotal in steering Warmly’s narrative away from established market constructs and taking control over the narrative that would differentiate itself from the myriad of sales tools on the market.This episode is ideal for SaaS CEOs and CMOs looking to accelerate growth and enhance profitability through autonomous revenue orchestration and AI chat solutions.Other key takeaways from this episode:The pros and cons of “category creation” to set yourself apart from competitorsThe importance of tailoring your message to address specific pain points for each segmentHow to better understand the buyer journey of the 95% of those who visit your website but don’t fill out a formOther 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 textAs a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today.Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity.That may have worked in 2011 when the Predictable Revenue Model gained prominence (and our inboxes weren’t flooded with sales pitches). But today, the compartmentalization of prospecting and closing won’t result in more complex deals, where decisions are ruled by committees and often end in “no decision.”In this episode, Burns talks about how today’s reps should be learning about selling in the enterprise, such as working with champions and how to continuously move the deal forward.This episode is ideal for SaaS CEOs and CMOs looking to enhance growth and profitability in enterprise SaaS sales.Key takeaways from this episode:Why much of the complex deal is counterintuitive and relies on guiding the sale instead of reacting.Why measuring outcomes that lead to revenue generation is more important than tracking activities that may not directly contribute to sales.Why you shouldn’t hire salespeople based on their Rolodex (or industry connections for the youngsters).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 textOriginally, the founders of Plytix set out to create an analytics platform for e-commerce that measured the performance of a product (instead of a website) so brands could see how end users interact with them, even when sold on a third-party website. But even after positive early traction and investment, they were stalled—many of the brands didn’t have their product information at the ready.So, they built a simple source of truth—a Product Information Management (PIM) so they could get access to the product information that they needed. As it turns out, that was the larger need from SMBs—a PIM they could afford. After realizing the broader market opportunity, Plytix leaders made some hard choices and pivoted. This episode of SaaS Backwards is ideal for SaaS CEOs and CMOs looking to accelerate growth and enhance profitability, especially those interested in PIM systems for small and medium-sized businesses.Key takeaways from this episode:The nuances of being a European-based SaaS targeting the US marketThe importance of understanding the customer creation engine before implementing an attribution modelThe challenges of scaling beyond the ceiling of just in-market leadsOther 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 textHaving moved from a miserable culture in investment banking to an incredibly positive one at tech startup ZipRecruiter, Jonathan Fields learned early in his career the profound impact culture has on an organization.So inspired, in fact, that he and his co-founders worked nights and weekends to create a platform that could make those elements scalable and easy for companies to adopt.The result is Assembly, a platform that focuses on creating opportunities for coworkers to connect beyond work-related tasks has enhanced the overall employee experience and fostered a sense of community within organizations.Initially, when they surveyed people about what they want from work culture, there weren’t a lot of surprises: they want to feel recognized, appreciated, and acknowledged for their hard work. They also want mentorship and career development opportunities.But as companies moved to more hybrid work during the pandemic (and remain so today), one new concept dwarfed the others in comparison: the “work best friend.”So, to emulate those types of interactions in their platform (beyond Zoom happy hours), they created channels for culture ideas, such as pets, volunteering, and favorite company moments channels, to facilitate interactions between coworkers beyond work-related tasks.Profitable since day one, Assembly has successfully positioned itself as a thought leader by focusing on content development early and today has attracted $14.5M in funding.This episode is ideal for SaaS CEOs and CMOs looking to accelerate growth and enhance profitability through employee recognition, engagement, and rewards platforms.Key takeaways from this episode:How investing in thought leadership and content creation early helped establish credibility and drove sales inbound.How to position your SaaS as a “must have” versus a “nice-to-have”The importance of researching the landscape, competitors, and buyers before diving into a venture.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 textAre you making one or more of these mistakes in your messaging? Given the number of websites that we review regularly, chances are that you are—and that means leaving revenue on the table.In this episode, Ken and Jason from Austin Lawrence Group discuss the eight common mistakes that SaaS companies make with real-life examples.So if you’re a SaaS CEO or CMO revisiting messaging and content strategy this year, or you’re frustrated with the quality of leads coming through your website, this episode is for you.A few key takeaways:How to avoid making vague statements that cause cognitive dissonance with some prospective buyers.Why you shouldn’t lead with AI Why it’s crucial to gain problem agreement by clearly identifying and addressing the problem they’re trying to solve.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 textBusiness development poses big challenges for today’s SaaS.It becomes twice as ineffective every year as people learn how to ignore you.And it’s such a grind that it’s hard to find good people who want to stick with the sales development rep (SDR) position over the long term.To get engagement on the phone today takes the right experience, technology, and triggers.That’s why we sat down with Gabriel Lullo, CEO of Alleyoop, an outsourced SDR service that specializes in lead generation and relationship management to talk about the future of outbound prospecting and whether or not it’s a good idea to outsource this function.They realize that clients may want to move this function in-house, and so they train their SDRs to eventually take a full-time position in that role.This episode is ideal for entrepreneurs, CEOs, and sales professionals looking to enhance their outbound calling strategies and understand the importance of outsourcing SDR functions.Key takeaways from this episode: While cold calling is not dead, the skill sets required to make it work are paramount—they must be prepared, sound human, and sell the appointment rather than the product.Whether through marketing or an SDR function, nurturing leads is critical to long-term success and will probably not be done adequately by an account executive on quota.Gabe also shares his vision for the future of SDR, where nurturing and following up with leads will continue to be crucial, and where AI will serve as an enhancement rather than a replacement for human interaction.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’ve all been frustrated by those pesky ads that pop up when trying to read an article.We understand that publishers are trying to capture more of that lost ad revenue, but the solution is not to create such a poor experience that it drives consumers away. And the rise of ad blockers is not the only problem for publishers. The decline of traditional tracking methods due to privacy regulations and browser changes, such as the death of the cookie, threatens the business model even more. Dan Rua, CEO of Admiral, believes that both publishers and visitors need to care more about each other. Through their Visitor Relationship Management platform (VRM), publishers can offer visitors different value exchanges based on their preferences, such as ad-free experiences, email relationships, or subscriptions. The results for publishers are a no-brainer, receiving an almost immediate return on investment for many. Other key takeaways from this episode:Focus on solving specific problems first – Admiral started with ad block recovery as their beachhead and became the best in the world.How they went from founder-led sales to a scalable machine once they’d achieved product-market fit.The benefits of having a strong product team as founders and how they understood everything that’s needed to contribute to revenue early on. 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.