The Remarkable SaaS Podcast

This podcast interview focuses on the entrepreneurial journey to make buying and selling in B2B remarkably easier.  My guest is Mark Fershteyn, Founder and CEO of Recapped. Mark is a tech entrepreneur on a mission. He has a passion for building things from scratch. He specifically prefers going from "zero to one" rather than maintaining existing systems, describing himself as someone who enjoys "bushwhacking through the jungle" and forging new trails. His entrepreneurial journey includes diverse experiences: He co-founded Tryhard Games LLC. Led sales at App Academy, a coding bootcamp, and has a remarkable history of taking on challenging situations. At Citrix, he volunteered to manage their worst-performing sales team - one where no one was making quota. Within 6-9 months, he transformed it into a top-three revenue-producing vertical. In Jun 2019, Mark founded Recapped, a customer collaboration platform that helps B2B sellers work more effectively with buyers.  Their mission: to solve the "messy middle" of sales and change the way how B2B sales teams collaborate with buyers and close deals.  And this inspired me, and hence I invited Mark to my podcast. We explore how he transformed Recapped from a side project into a game-changing deal collaboration platform, achieving a remarkable 44% win rate for customers - far above the industry standard of 15-18%. He reveals counterintuitive insights from his sales process optimization at Citrix and elaborates on his approach to building a remarkable software company. Last but not least, he shares his unusual incentive approach that helped him and his team to significantly grow a high-quality pipeline. Here's one of his quotes I fundamentally believe 90% of your Salesforce data should be client-facing and should be shared with the prospect... if you're not on the same page, get them out of your pipeline and go focus on deals that are actually going to move the needle. During this interview, you will learn four things: Why he would split the focus 50/50 between product and distribution if he would ever start again? How he's increased close rates by deliberately blending in more professional services How 10% of features but 10x the marketing can outperform having more features but less visibility How the science of selling is 80-90% of success, while art is only 10-20% - making the process repeatable matters more than individual talent For more information about the guest from this week: Mark Fershteyn Website: Recapped Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to successfully merge and integrate two distinct SaaS companies while balancing stakeholder interests, maintaining growth, and navigating complex market dynamics. My guest is Randy Wootton, CEO of Maxio. Randy is a serial CEO. Before becoming CEO, he held senior positions at industry giants like Microsoft and Salesforce, where he led sales, service, and marketing teams. His career has given him a truly global outlook. He has worked internationally, opening up divisions in England and Australia, and has hired teams across multiple countries, including France, the UK, the US, Japan, and Australia. In March 2015 he moved to Rocket Fuel, a first-generation AI company. He started as their CRO, quickly turned CEO, and took the company private 2 years later. He then became the CEO of Percolate, where he led the company's transformation from a mid-market social media product to an industry-leading content marketing platform.  And now, since May 2022, he is the CEO of Maxio, a billing and finance operations platform for B2B SaaS companies. Their mission: to help its customers amplify their recurring revenue and decipher their next stage of growth. And this inspired me, and hence I invited Randy to my podcast. He provides invaluable insights for B2B SaaS CEOs navigating growth and mergers by sharing candid experiences from this process. He discusses his strategic decision-making frameworks and highlights the challenges of brand management post-merger and the complexities of transitioning from sales-led to product-led growth. He also zooms into the complexities of expanding into new markets and how to go about that. He ends with advice on fostering innovation, managing stakeholder expectations, and personal development.  Here's one of his quotes As you think about your expansion strategy and your growth agenda, there's going to be a set of things you're just going to grow within your current segment. But then you're going to think about which category we should explore next. But as you start, you've got to get really clear about what you do better than anyone else. During this interview, you will learn four things: The four key support pillars for B2B SaaS CEOs. How to go about merging distinct company cultures so the business becomes stronger and keeps delivering on growth expectations. What he would have done differently if he could deal with the branding opportunity again. His framework for evaluating expansion opportunities to find the next area of growth for the company. For more information about the guest from this week: Randy Wootton Website: Maxio Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to democratize customer evidence and change the way B2B software buying decisions are made.  My guest is Evan Huck, Co-founder and CEO of UserEvidence. Evan's journey in the tech industry is a testament to his entrepreneurial spirit and sales acumen. He started his career as an SDR (Sales Development Representative) in 2010, joining TechValidate as their first sales employee. This early experience laid the foundation for his future success. What's remarkable about Evan's career trajectory is how he rapidly climbed the ranks in sales leadership. At TechValidate, he built and managed the sales organization, growing it to a 50-person team. His success in this role led to TechValidate's acquisition by SurveyMonkey in 2015, where Evan continued to excel in enterprise sales leadership positions. Despite his success in larger companies, Evan's passion for early-stage startups led him to co-found UserEvidence in August 2020. This move was inspired by his firsthand experience of the pain points in B2B sales and marketing, particularly the challenge of creating and leveraging customer stories at scale. Their mission: Helping quality software vendors with satisfied customers stand out in a noisy marketplace. And this inspired me, and hence I invited Evan to my podcast. We explore how the process of collecting quality customer evidence is still broken. Evan explains how they're approaching the problem in a way that was unthinkable before. He shares strategies for cutting through the intense market noise today. Last but not least he elaborates his lessons learned from building successful sales teams from the ground up with junior talent. Here's one of his quotes What we're trying to do is introduce some truth or scientific rigor or data driven approach to helping buyers assess the value that a vendor is delivering.  I'd argue that the stakes are getting a little bit higher today, where there is a big cost if you get something wrong. Without infinite budgets now and infinite VC funding like you kind of got to get it right.  During this interview, you will learn four things: What's working well for UserEvidence's own growth and pipeline generation when it comes to reaching the right buyer via outbound. Why Evan's deliberately choosing to organize his business around sales-led growth, not product-led growth.  What non-obvious opportunity many companies have when they centralize and democratize customer feedback across company functions Why he'd focus on more durable categories like vertical SaaS over crowded go-to-market tools if he'd had the chance next time. For more information about the guest from this week: Evan Huck Website: UserEvidence Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the challenges and strategies of implementing product-led growth (PLG) effectively (and when to stay out of PLG). My guest is Wes Bush, product-led growth pioneer, founder of Productled.com, and bestselling author. Wes is widely recognized as one of the pioneers of the product-led growth movement, challenging an entire industry to rethink their approach to SaaS growth. In 2016, he introduced a freemium product at Vidyard that gained over 100,000 users in less than 12 months, sparking his passion for PLG. He's a Bestselling Author: His book "Product-Led Growth: How to Build a Product That Sells Itself" has sold over 100,000 copies globally, primarily through word-of-mouth.  Meanwhile, he has partnered with 408+ SaaS companies to generate over $1bn in self-serve revenue. Based on that experience, he recently released his new book, The Product-Led Playbook, to discover a simple system to scale your SaaS to 7, 8, or even 9 figures in self-serve revenue with a small team. His vision:  For every company to have a free product experience that enables them to serve before they sell.  This inspired me, and hence, I invited Wes to my podcast. We explore the critical differences between successful and unsuccessful PLG implementations. He highlights the importance of treating PLG as a comprehensive business strategy, not merely a product or marketing tactic. We discuss the importance of choosing the right go-to-market strategy based on product complexity and value addition. I.e., when to opt for Sales-led Growth, and when for Product-Led growth. Last but not least, he shares his framework for deciding what to offer at no cost.  Here's one of his  quotes What separates the companies that really see success with product-led growth versus the ones that don't? ... They are thinking about product-led growth not just as a product thing; they are treating it as a company thing. They are actually building a product-led business. During this interview, you will learn four things: What key questions to ask to determine which approach fits your SaaS company better  What's required to be crystal clear about before implementing PLG?  Why he believes a hybrid PLG + Sales-led growth approach will become dominant (60%+) for B2B SaaS, with pure PLG and pure sales-led each around 20% What we can learn from PLG when it comes to building better websites? For more information about the guest from this week: Wes Bush Website: Productled.com Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to build a global SaaS company with 25 million users without venture funding. My guest is Aytekin Tank, Founder and CEO of Jotform. Aytekin founded Jotform in 2006, creating a pioneering WYSIWYG online form builder that has grown to serve over 25 million users worldwide today.  What's remarkable is that he bootstrapped the company from the ground up. This allowed Jotform to remain 100% independent and define its own rules and company culture as it grew. Under his leadership, Jotform has experienced impressive international growth, with offices in seven different cities around the world. Their growth and style were recognized as Jotform was named one of the "Best Privately-Owned Companies in America" by Entrepreneur Magazine. Aytekin is not just a successful entrepreneur but also an automation enthusiast. He recently published a book titled "Automate Your Busywork. His book shares his insights on the automation philosophy he applied to grow Jotform. This inspired me, so I invited Aytekin to my podcast. We explore his biggest lessons learned from bootstrapping a form-building tool to leading a global company with 25 million users. He elaborates on his approach around continuous innovation and maintaining momentum (rather than worrying about competitors) and shares his insights on prioritizing product development and growth. Last but not least, he talks about how he recently gave new meaning to his 'Founder’ role and why every SaaS entrepreneur should do that. Here's one of his quotes Being a founder is not just about leading a team, coaching a team, managing a team. But it's also about improving myself, growing myself. Because being a founder is about growth. It's about growth mindset. It's about growing yourself with the company. It's about growing your company. And it requires some dedication to do that - growing knowledge and learning. During this interview, you will learn four things: How he's working with customers to ensure JotForm's success His first principles for managing growth and avoiding getting bogged down in busy work. How he's organized his development teams and their rituals to ensure momentum on the one hand and optimal alignment on the other hand. How he approached competition from Google Forms to come out stronger themselves.  For more information about the guest from this week: Aytekin Tank Website: Jotform Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to eliminate the risk that cost businesses thousands of $ per second of downtime. My guest is Ozan Unlu, Founder and CEO of Edge Delta. Ozan has had an unconventional career path that spans multiple disciplines. He started as a nanoscientist and researcher before transitioning into the tech world. His professional journey includes roles at major tech companies. He worked as a Software Development Lead and Program Manager at Microsoft, and as a Senior Solutions Architect at Sumo Logic. In September 2018, he founded Edge Delta after recognizing the need for a new approach to handling the exponential growth of data in modern organizations. Their mission: Change the way enterprises manage their data - particularly in mission-critical systems. And this inspired me, and hence I invited Ozan to my podcast. We explore what it takes to navigate the complexities of building a successful B2B SaaS company in a competitive landscape. He elaborates on his approach to solving mission-critical problems and building credibility in deep-tech enterprise markets around a new category. Ozan also shares how he's maintaining a long-term vision while addressing urgent needs - and what he's doing differently to assemble and align a world-class team. Lastly, he discusses the challenges of market education, gaining early adopters, and scaling efficiently.  Here's one of his quotes If you're at an early-stage startup, look at how you're solving problems. Don't put more problems on other people's plates. Say, “Hey, this is how I'm solving a problem. This is what I think is the best approach.” And if people disagree with you, just make sure you're walking away with a mutual commitment.  We do this all the time, whether it's myself or someone else at the company where you say, You know what, I disagree, but I'm committed. Let's go do it that way.  That's super important because when you're dealing with companies that make hundreds of millions of dollars in profits a day, that is very hard to fight against if you aren't all in lockstep and marching forward. During this interview, you will learn four things: What he learned from their rapid growth period (6x employees in one year) and what he'd do differently next time. Why he's saying no to companies like Apple (even though they might be able to help them). Why he continues to focus on solving big technical problems rather than taking an easier route. What he's done to build credibility and trust in the market. For more information about the guest from this week: Ozan Unlu Website: Edge Delta Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to redefine software's role from engagement-driven to impact-driven solutions. My guest is Daniel Saks, CEO of Landbase. Daniel's entrepreneurial journey has deep roots in a 100-year-old family business. He grew up in Niagara Falls, Canada, where his family owned a furniture store founded by his great-great-grandparents in 1908.  However, the 2009 recession forced the century-old family business to close, which became a pivotal moment in Daniel's life. Instead of lamenting the loss, he was inspired to explore how technology could have saved small businesses like his family's store.  This experience led him to co-found AppDirect, a B2B subscription commerce platform that grew to generate over $3 billion in annual transaction revenue. In May 2023, he co-founded Landbase, which he leads as the CEO. He sees Landbase as his "second business" with a continued mission of "helping B2B businesses or entrepreneurs thrive." This time, the focus is on applying agentic AI to go-to-market strategies.  And this inspired me, and hence I invited Daniel to my podcast. We explore what's broken in the way companies still automate today. Daniel shares a compelling vision for the future of B2B SaaS powered by agentic AI - thereby creating a 5x lager market than today's software industry. He discusses how companies can achieve significantly better results while allowing executives to "reclaim their day." He also explains how this new technology can help build digital credibility, which is essential for companies to stand out. Here's one of his quotes I think that era of software, including business software, was all driven by what is the amount of hours that someone spends in your tool. And I think those are all the wrong metrics. My kind of goals with Landbase and agentic AI is the opposite. It's actually: how few, how little amount of time does a human have to spend in the software, but how much impact does the software make for the human so they can have more time to do what they love. During this interview, you will learn four things: What he's doing differently to create defensible differentiation.  His approach to helping his customers avoid waste of resources and money as they speed up their Go-to-Market activities. Why he advises against imposing previous playbooks/values on new ventures. What he learned from speaking to customers about their biggest painpoints that helped him to build far better products. For more information about the guest from this week: Daniel Saks Website: Landbase Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to transform toxic sales automation. My guest is Mark Kosoglow, CEO of Operator. Mark is a tech entrepreneur on a mission. A big mission. He's a sales expert who played a crucial role in helping scale Outreach from zero to over $230 million in revenue in just 8-years.  Being part of the rising growth of sales automation, Mark realizes how too much automation and the mantra of Growth at all Costs has wrecked outbound. It's created a massive problem, which he refers to as ‘The Great Ignore.’ This inspired the idea of founding an operator in April 2024.  Their mission is to make outreach more human, insightful, and valuable for both sellers and buyers. And this inspired me, and hence I invited Mark to my podcast. We explore how  The Great Ignore has not only created a sales execution problem for all of us - but has also fueled a much larger Societal problem. He shares a masterclass on the art of what effective sales is really all about. He elaborates on what he's done differently to build rapid traction - with buyers that stay and become fans from the start. Last but not least, he talks about his lessons learned in harmonizing work-life priorities. Here's one of his quotes "Most platforms, good advice is the antithesis of how they create revenue. So if I'm like a ZoomInfo or someone like that, I make money by people buying more accounts and more contacts. Therefore, for me to suggest something that would require less contacts and less companies would be the antithesis of what I'm supposed to be doing, which is growing my business." During this interview, you will learn four things: What sales skills to home in on to succeed in the evolving sales landscape  How he's staying sane, flexible and performing better in the crazy world of building a startup in a market that's overwhelmingly crowded.  How his Waitlist grew to 1,500 people within 24 hours of announcement. How building a personal brand is of value to any sales to stand out - not only top management. For more information about the guest from this week: Mark Kosoglow Website: Operator Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to build mission-critical billing infrastructure for complex B2B SaaS pricing models. My guest is Griffin Parry, Founder and CEO of m3ter. Griffin Parry is a serial Entrepreneur. In 2013, he founded GameSparks, a backend-as-a-service platform for video games, which he sold to Amazon in 2017.  Combining his firsthand experience with the challenges of usage-based pricing at GameSparks with the problems he encountered at a much larger scale at AWS became the founding idea behind m3ter. He founded m3ter in October 2020 - it's a platform that helps B2B Software companies manage complex pricing and automate complex billing calculations.  Their mission:  To enable B2B Software companies to deploy and manage usage-based pricing intelligently. This inspired me, and hence, I invited Griffin to my podcast. We explore what it takes to build a successful pricing and billing infrastructure company. Griffin shares his experience identifying and solving real market problems. He talks about the importance of a strong founding thesis and continuous iteration and why he opted to build for operational complexity and enterprise integration from the start. Last but not least, he shares some of his big lessons on how he defined his ideal customers and what not to do when approaching those customers if you want to gain traction.  Here's one of his quotes Early on, we overdid it. We would go, 'We are revolutionizing your pricing. And they go, 'Okay, why?' And we go, 'It's going to allow you to ship product faster because you're gonna have more pricing agility. We just weren't talking the same language as them. We just pulled it back, pulled it back, simplified the story, and now we meet them where they are. We go, 'Billing operations is a real pain point for you, isn't it? And they go, 'YES.' During this interview, you will learn four things: Griffins' 3 success factors in growing his business.  How he's building trust with his ideal customers from the start. What he's doing differently to give development a headstart when it comes to building new products. Why he hired a data scientist from day one - and why you should possibly too. For more information about the guest from this week: Griffin Parry Website: m3ter Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on the entrepreneurial journey to change the way healthcare nurses can work to improve patient safety. My guest is Hadassah Backman, CEO of Guardoc Health.  Hadassah has nursing roots: She started her career as a registered nurse and has built hands-on experience in emergency room and hospice care.  This clinical background gives her unique insights into the challenges faced by frontline healthcare workers. Besides that, she holds a master's degree in public health policy and management from Columbia University.  At this intersection, the big idea for Guardoc was born - which she founded in July 2021 - in the middle of COVID-19. Guardoc is a clinical data integrity solution that uses artificial intelligence to address nursing challenges. Their mission: to prevent medical errors, reduce wasted nursing hours, and improve care for chronically ill older adults. And this inspired me, so I invited Hadassah to my podcast. We explore what's broken when it comes to supporting nurses in preventing medical errors.  Hadassah shares her vision of how to solve it and how she bootstrapped her way to delivering a solution that nurses just kept talking about. She elaborates on some of her big lessons learned (and the resilience needed) in getting traction and attracting funding. Last but not least, she advises on building momentum through laser-sharp focus and smart product development decisions.  Here's one of her quotes We have apps streaming to our phones. You can watch your kids on your phone remotely. You can open doors and close doors and lock people out. There are all these things - but we still haven't figured out how to help what, to me, is the most important workforce. Because they really deliver holistic care to patients so that they can provide the care that they were trained to do and that they want to do. And so that really compelled me to ask: why isn't there a solution that captures mistakes? During this interview, you will learn four things: Why taking a 'user-centric' approach is not enough to succeed in building a successful software business.  How she started to deliver remarkable value without having built any product yet - and how that helped accelerate the journey. What she did differently to put a flywheel for growth in motion for her business - in a world that requires a high-touch GTM approach. How she's built a resilient mindset to navigate the challenges of entrepreneurship successfully. For more information about the guest from this week: Hadassah Backman Website: Guardoc Health Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it’s actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It’s short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices