The Remarkable SaaS Podcast

This podcast interview focuses on product innovation that has the power to enable every PLG B2B SaaS company grow their MRR without high upfront costs. My guest is Joran Hofman, CEO of Reditus.Joran is a tech entrepreneur on a mission. Back in 2020, he was an affiliate for 80+ SaaS tools and was generating an average of 30k in organic visits each month. Due to the issues he experienced with the current affiliate management software tools, it never resulted in the passive income he was hoping for.After getting frustrated time & time again by the clunky affiliate management software and losing precious affiliate revenue, he decided to solve the problem at the core. This is how Reditus was born. Their mantra: When the affiliate does well, so will B2B SaaS companies; in the end, so will Reditus.This inspired me, and hence I invited Joran to my podcast. We explore his journey into affiliate marketing and the founding of his B2B SaaS company. He shares his biggest challenges on his early journey, such as a complete rebuild of his platform - and discusses how tuning segmentation has helped to optimize traction. He also reveals the secrets to helping his customers, B2B SaaS companies, get irresistible value from his platform. Last but not least, he provides two pieces of advice that peer B2B SaaS CEOs can take advantage of.Here's one of his quotes:What we're trying to build is a huge network with people who have access to your ideal customer profile. So it's not just building a network of affiliates. It's also knowing what kind of reach they have and where they have their reach so you can really tap into their market. The ideal world is that they have a channel where they don't have to pay upfront costs to actually do marketing because that's the huge benefit of affiliate marketing.During this interview, you will learn four things:Why the definition of a Minimum Viable Product puts you on a dangerous path as a startup.His first principles (one being prioritizing quality over quantity) to create leveraged resultsWhat are the critical ingredients to get right if you want to grow your business through affiliation How adopting a freemium model with an affiliate program can be an effective way to encourage user adoption, revenue generation and competitive advantage.For more information about the guest from this week:Joran HofmanWebsite ReditusGrow your B2B SaaS podcast

This podcast interview focuses on product innovation that powers businesses to accurately answer the question: What will customers buy? My guest is Sebastian Baier, Founder, and CEO of Buynomics.Sebastian is a tech entrepreneur on a mission. He was a Director with Simon-Kucher & Partners, where I worked with leading international companies on pricing and portfolio structure. That's where the idea sparked for Buynomics.In July 2018, he co-founded Buynomics. Buynomics employs large-scale simulation technologies to digitize customers and predict their behavior. Their mission: to enable companies to answer all their market-facing questions, including pricing, product offers, and promotions.And this inspired me, and hence I invited Sebastian to my podcast. We explore why it is so hard to get pricing right. And then Sebastian digs into the different ways we have to approach it and why. He shares his first principles when it comes to product development and elaborates on what he learned from initially going to market with far too broad segmentation. Last but not least, he shares a do and a don't based on what he learned in the last 5 years.Here's one of his quotes:Key questions about revenue management are always the same. They're the same if you're Coca-Cola or if you're running a lemonade stand. But they are extremely hard to answer. What is the right price? What is the right promotion? And they have a gigantic impact. What makes it really difficult to think about it is one thing and one thing only: You don't know how your customers will react.During this interview, you will learn four things:His take on building a category-defining product What rules to apply before considering building a partner channelHis lessons learned from niching down towards the optimumWhy he didn't follow the guidance from VC and expert consultants to embrace a more aggressive go-to-market motionFor more information about the guest from this week:Sebastian BaierWebsite: Buynomics

This podcast interview focuses on product innovation that helps product & growth teams build product-led experiences, experiment, and validate results, fast. And my guest is Jonathan Anderson, Co-founder and CEO of Candu.Jonathan Anderson is a tech entrepreneur on a mission. He loves tech but can’t write a line of code. He's passionate about product-led selling and has launched services, strategy, operations, and analytics teams at venture-backed SaaS startups, including InsightSquared and LaunchDarkly. Prior to startups, Jonathan worked at Bain & Company and he has a B.S. and M.S.Eng from Stanford University. In September 2018, he co-founded Candu - a no-code tool that allows teams to collaboratively build the UI components needed to encourage the adoption of features, onboard users, and announce product news on a day-to-day basis.It's not just for the pure-play product-led companies, like Atlassian, Notion, and Loom — it's for the 'strivers' who are trying to figure out how to adjust their go-to-market motion for this new world order. And this inspired me, and hence I invited Jonathan to my podcast. We explore what's holding a lot of software vendors back from shipping products to market and achieving high adoption rates. Jonathan shares his vision of how he aims to change that for good. He elaborates on the challenges he had to overcome to build traction and what that took from a product investment perspective in terms of first principles, focus, and grid. Lastly, he shares a do and a don't for B2B SaaS CEOs based on his most powerful learnings.Here's one of his quotes:We're changing the way that a business thinks about building its product. A single person, a single growth PM, can actually define an experiment in their head, grab a template, customize it, inject it into an application, preview it, and QA it themselves. So it really collapses what is basically a growth team into a single person. That makes it radically less expensive and also much, much, much faster.During this interview, you will learn four things:His approach to convincing a user/ buyer that Candu is exactly what they need How to approach getting users to start using your product and become addictedTheir approach to turn their user base into their best sales forceWhat Candu did differently by giving their ideal customers a 'name' that makes them instantly recognize if it's for them or not For more information about the guest from this week:Jonathan AndersonWebsite Candu

This podcast interview focuses on product innovation that has the power to give each of us full control of our email inbox. My guest is Andy Mowat, CEO of Gated.Andy has spent his career building sales and marketing engines for world-beating companies. He created and scaled a customer success operations team to drive operational improvements for all post-sale services at Box. And in May 2017, he became the Vice President of GTM Operations & Growth Marketing at Culture Amp, where he drove 10x growth in ARR. He's completed an MBA at Stanford and has a BA degree in International Economics from Princeton University.In June 2021, he co-founded Gated, which he leads as its CEO. Their mission: to fix digital overload for both buyers AND sellers.... and to do some good for the world. And this inspired me, and hence I invited Andy to my podcast. We explore what's broken in the way they use email and social channels. Andy explains his vision of how he can give everyone control back and make real communication happen.He shares the big lessons learned on taking Gated from zero to where it is today -growing at 20% per month. He elaborates on his approach to monetization, to keep the tool free for those that get the most value - and how that creates network effects. Lastly, he talks about crossing the chasm and what big lessons that told him. Here's one of his quotes:There are 10,000 tools helping sellers and marketers pummel buyers. We are not building the 10,001st tool. We're building the first tool for buyers. Building a trusted brand is a tremendous opportunity. I believe that the world needs what we're doing, especially when you think about ChatGPT and how more and more emails are sent every day. Imagine a world where, instead of 100 emails getting sent and two replies, 10 emails get sent and five replies. It's a world that's better for everybody.During this interview, you will learn four things:What remarkable solutions we can create when we take the viewpoint of the underserved receiver of your service outputs?Why you cannot start early enough thinking about building virality in your productHow to build a movement around your startupWhy it's critical to cast a vision that doesn't lock you in - and how to go about that. For more information about the guest from this week:Andy MowatWebsite Gated

This podcast interview focuses on product innovation that has the power to unlock performance and retain great talent. My guest is Antony Thompson, Co-Founder and former CEO of Loopin. Antony has spent a lifetime in service of others, first as a Royal Marine Commando and then as a business consultant focused on creating incredible value for the teams he worked with. After leaving the Marines, he spent time as a management consultant; fulfilling the role of a reporting manager on a £5bn infrastructure portfolio. In May 2018, he founded Vanguard Global Solutions focused on delivering people strategies, encompassing coaching, workshops, and programs. But then COVID kicked in - completely disrupting their business model. And that event sparked the idea behind Loopin, which he and his co-founder Ben, founded in June 2020. Their 2030 mission: provide 1 million managers the ability to reduce burnout and attrition in their teams.And this inspired me, and hence I invited Antony to my podcast. We explore the growing challenge so burnout and attrition in the market and why traditional solutions can only help us come so far. Antony then shares what needs to change and why given their experiences from the Marines and the characteristics they've uncovered about what creates high-performing overachievers. He talks about the lessons learned from the pivot they needed to pull through. And lastly, he shares what it takes to build a successful startup and why ego doesn't have a place in that. Here's one of his quotes:One of the things which we conceptualized was this bubble idea where this bubble would rise to the top of the platform. We said, look, that's the most important thing that you as the business leader need to do today because that's the thing that's going to turn the needle. And it was with that mindset: It's all about getting the quality in engagement, surveys don't work. They're lagging indicators. Maybe there's an opportunity to create something which is a leading indicator that gives you some foresight. We're very good at doing financial forecasting. But what if we could do people or human forecasting…During this interview, you will learn four things:Why are we leaning too much toward lagging indicators when we should be focused on leading indicatorsWhat the three ingredients are for high performance, and which one, in particular, to double down onHow to separate the false signs of success from the real onesHow to go about having the courage to have the really difficult conversationsFor more information about the guest from this week:Antony ThompsonWebsite: Loopin

This podcast interview focuses on product innovation that has the power to help logistic providers make their shipments cost-friendly and effective. My guest is Nayan Ratandhayara, co-founder and CEO of Shipyaari.Nayan is a Chartered Accountant by Qualification and an entrepreneur from heart.Early in his career, he grew from Account Executive to Finance Director. The idea of doing his own start-up came out of a logistical problem they faced in the business.It led him to co-found Shipyaari in 2013.However, that was not enough to support a single bread-earning member, so he kept his corporate job and later moved to his next corporate job at WPP.Shipyaari has been a hustling start-up for close to 7 years but came into a sustainable and scaling phase in the pandemic, which appeared to be a blessing in disguise. The growth he saw during this period forced the entrepreneur in Nayan to go full-time on this and leave his high-paying job.Their vision is to create a world that's enabled by better-controlled operations that can deliver products with commitment and guarantee.Their mission: To transform the last-mile delivery experience of the end consumers.And this inspired me, and hence I invited Nayan to my podcast. We explore how Nayan has been able to build a successful logistics tech business without any logistical experience. He shares how he's been able to scale his business from 20 to 100 FTE in under 2.5 years and what first principle thinking enabled them to spark growth while the world got into lockdown. Last but not least, he shares advice on what mentality to develop to stay resilient and build a business that has staying power without desperately chasing funding.Here's one of his quotes:COVID was unfortunate for many, but it was fortunate for us. We got a blessing in disguise. During that period. Initially, when India went into lockdown, everybody was curious about what is happening, what needs to be done, what did not need to be done, and all the chaos around the regulations and everything was happening. So we took time for two or three months to evolve our system, evolve our technology, and evolve our process. That helped us in scaling up the business because when the machinery is running, you never got time to think about it.During this interview, you will learn four things:How to go about approaching the problem you solve in a way that creates defensible differentiationHow to prepare yourself to succeed in expanding your business internationallyWhy being a novice in a particular domain can be a big advantage to creating a successful businessWhat human skills are required to build remarkable tractionFor more information about the guest from this week:Nayan RatandhayaraWebsite Shipyaari

This podcast interview focuses on product innovation that has the power to launch your next product, without the chaos. My guest is Derek Osgood, Founder and CEO of Ignition.Derek Osgood is a former marketing exec turned founder. Prior to founding Ignition, he was an early hire at Rippling where he stood up the Product Marketing function and helped scale the company to $20M in ARR. As a Product Marketing leader everywhere from startups to major brands like PlayStation, Derek has launched over 100 products and his products have generated over $1B in revenue. In February 2021, he decided it was time to build the platform he wished he had along the way - and founded Ignition.Its mission: To launch every product to otherworldly success, through world-class strategic marketing…. And to boldly go where no marketer has gone before.And this inspired me, and hence I invited Derek to my podcast. We explore what's broken in the Product Launch process and how this is hurting businesses. Derek takes us on a journey of how he's built the company and shares the critical lessons he learned. He explains what difference positioning has made and how important it's been to nail the essential details in messaging and product to grow momentum.Here's one of his quotes:Inherently, the key thing that people are in their head assuming is the primary thing they're going to drive is efficiency and time savings. However, once they have implemented all that stuff, the value that they really start seeing is now suddenly we have more effective launches. Now we're like breaking through the noise more, and they're basically just seeing, you know, higher revenue performance from the launches that they're creating.During this interview, you will learn four things:What to do differently to increase the success of your product launches Why classic Silicon Valley thinking sometimes works counterintuitive to break throughHow to avoid getting sucked down into a rabbit hole of undifferentiated stuffWhy our messaging is often 180 different from what it needs to be and how to avoid that. For more information about the guest from this week:Derek OsgoodWebsite: Ignition

This podcast interview focuses on product innovation that has the power to help your business resolve and prevent misconduct and ESG violations and, with that, create flawless integrity. My guest is Neta Meidav, Co-founder and CEO of Vault Platform.Neta is a tech entrepreneur on a very big mission. She started her career at Ofgem as manager of European Strategy and then moved to the Department of Energy and Climate Change, responsible as their Climate Change Negotiator.In 2017, inspired by the #MeToo movement and her own experiences with harassment, she left her job as a UK climate adviser - to solve this growing global problem.Her own experiences sparked the big idea behind the Vault platform, which she co-founded in 2018 and leads as the CEO.Their mission: help companies worldwide become the best and most ethical versions of themselves - thereby creating a world in which every working environment is inclusive, diverse, productive, and safe.And this inspired me, and hence I invited Neta to my podcast. We explore what's broken in the world of misconduct reporting. Neta shares her vision of how to solve this problem for good and why that needs a radically different approach. She elaborates on the lessons learned from the pivots she had to undergo, how that turned their entire GTM on its head, and what it took to create a dent in a market that's dominated by very large companies. Lastly, she shares her secrets on how to turn every employee, their family, and their friends into advocates for the mission.Here's one of her quotes:Many of them [competitors] have taken kind of the old analog way of internal reporting, taking it away from a hotline and creating a digital experience. But this is not what Vault is about. This is about truly using technology to unlock new ways of reporting that weren't there before. And by doing so, changing human behavior.It's not about an app. And it's not about an interface. And it's not even about accessibility, though; all of those things matter greatly. It's about leveraging technology to do something very, very different. It's a completely new way of coming forward. During this interview, you will learn four things:How showing up differently can be your weapon to outperform the largest competitors.Why the best solutions out there are not about making legacy a digital experience but about changing human behavior.How to find out as early as possible your SaaS business needs to pivot.How to create a SaaS business that remains relevant at all timesFor more information about the guest from this week:Neta MeidavWebsite Vault Platform

This podcast interview focuses on product innovation that has the power to ensure that in 7 years, we can still drink and eat. My guest is Dr. Max Gulde, Co-founder and CEO of constellr. Max is a prototype of a tech entrepreneur on a mission. A massive mission. By training, he is an experimental physicist with a strong background in materials science, computational physics, image processing, methodology development, and the ingestion of scientific work into applications.In April 2020, he co-founded constellr, a German deep-tech company at the interface between agriculture and space. Max is the inventor of constellr’s core technology and holds several patents. Their mission: the provision of a robust data basis to drive 'more crop per drop' and help feed 10 billion people by 2050.And this inspired me, and hence I invited Max to my podcast. We explore the challenges Max has been going through to convince the nay-sayers and what he has learned from that. He explains what they have done to break a huge global problem into a manageable structure - and what choices have been fundamental to deliver remarkable impact - and grow remarkable traction. Last but not least he shares his recommendations for building a Software business that has staying power.Here's one of his quotes:What we were looking at were two things. It was impacting on the one-hand side, so what are the biggest challenges? But then also the timescale, i.e., when will these challenges have a really big effect? And that's the reason why we then started with water because carbon, for example, is magnificent in scale. The amplitude of this problem is just amazingly large. However, water will probably overtake carbon in a few years, so now in terms of amplitude and it will be a lot more severe, a lot earlier.It's a lot shorter timescale; we're not looking at 2050, we're not looking at 2070, we're looking at seven harvests from now. So, if we don't have a good solution implemented, the world will, I wouldn't say be on fire, but we'll definitely live in a lot more stressful world.During this interview, you will learn four things:Why getting everyone to see and acknowledge the severity of the problem doesn't mean they'll buy or investHow to approach a problem that's beyond imagination in sizeHow to go about segmenting the market when no-one 'owns' the problem you solve bestHow to leverage positioning to grow momentum when the market doesn't see the urgency of the problem yetFor more information about the guest from this week:Max GuldeWebsite constellr

This podcast interview focuses on product innovation that has the power to help us all better understand ourselves and control our productivity. My guest is Dror Talisman, Co-founder and CEO of NeuroBrave.Dror is a finance expert and a neurotechnology, robotics, and Deep Learning enthusiast.Throughout his career, he's been a finance innovator, management consultant, senior project manager at the Israeli Military Intelligence, and the former CEO and co-founder of RAS robotics.This has brought him proven experience in building companies from an idea through bootstrapping to capital raising. In 2020, he co-founded NeuroBrave, a platform to provide access to real-time cognitive and emotional states through everyday wearable devices.Its mission: To help people better understand themselves, cope better with day-to-day challenges, and have better control over their time and productivity.And this inspired me, and hence I invited Dror to my podcast. We dig into the opportunity we have when we can understand the human brain in a better way. Dror shares his experiences of building the company, and what impossible obstacles he had to overcome. He shares his lessons to gain traction and convince even the most skeptical experts. Last but not least he shares his experiences on what it requires to defensible differentiation and turn that into something remarkable.Here's one of his quotes:Most of the wearable companies today will give you stress tracking. It's a number between zero to 100% that says, "What is your stress right now?"All right, what do you do with it? Like, my stress level is 74 now. Wow. So, basically what we are building is a recommendation system based on AI processing that tells you what to do with it. During this interview, you will learn four things:How to disrupt an industry that can leverage 100 years of research, employs the smartest people, can leverage the best physicians?Insights on how to get the fastest to product market fitWhy most value in your product strategy is in use cases that prevent a problem instead of cases that cure a problemWhat characteristic beyond resilience you need to build a SaaS business that has staying power?For more information about the guest from this week:Dror TalismanWebsite Neurobrave