Startup Hustle

Have you poured your heart and soul into building a game-changing SaaS product, only to find crickets chirping when it comes to sales? Fear not, fellow entrepreneur, because you're in the vast company of frustrated founders. This episode of  "Mastering Software Sales" dives deep into the trenches of selling software with industry expert Matt Wolach. Matt, a former technical founder who himself battled fierce competition in the early days, pulls back the curtain on the biggest challenges SaaS founders face: reaching the right audience, educating them on the value you offer, and ultimately, closing the deal. But fear not! Matt also shares the golden nuggets of wisdom he learned while building his own Inc. 500 company. We'll talk product-led growth strategies, the importance of results-oriented demos, and how to scale your sales with a repeatable process (no more throwing darts in the dark!). Join Matt Watson and Matt Wolach as they unpack powerful lead generation channels, explore the art of uncovering customer pain points (we're talking metaphorical knife-twisting!), and demystify the creation of ideal customer profiles for laser-focused sales efforts. So, whether you're a seasoned founder or a fresh-faced startup warrior, this episode is your roadmap to SaaS sales success. Buckle up, hit play, and get ready to transform your closing rates!   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Xsellus website:  http://www.mattwolach.com    Learn more about Matt Wolach: https://www.linkedin.com/in/mattwolach   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz     Highlighted Discussion Points Challenges faced by SaaS founders in identifying and selling their products. 0:31 Challenges in selling software include a lack of understanding and difficulty reaching the target audience. 5:35 Product lead growth strategies and the importance of educating clients on industry changes and results. 8:24 Scaling a software company through inbound and outbound lead generation methods. 11:32 Various business lead generation channels include content marketing, engineering as marketing, and SEO. 16:25 Sales strategies, including personal branding, lead generation, and problem-solving in discovery calls. 18:37 Identifying and addressing pain points in sales and marketing. 23:25 Identifying ideal customer profiles and buyer personas for startups. 28:19 Prioritizing sales efforts based on market knowledge and closing skills. 30:44 SAS sales strategies and metrics with industry expert Matt Wolach. 35:33  See omnystudio.com/listener for privacy information.

Do you feel like you're flying blind when it comes to your software? In today's episode, we dive deep into the world of observability - it's not just monitoring on steroids, and we'll explain why. Our guest, Charity Majors, co-founder and CTO of Honeycomb, will break down the concept and how it's changing the game for developers. Get ready to hear about: Observability 1.0 vs. 2.0: Is your toolkit stuck in the past? We'll explore the evolution of this critical practice. AI in Debugging: Friend or foe? We'll discuss the role of AI in software analytics and why it won't solve all your problems (but can definitely help!). The Single Source of Truth: Tired of juggling metrics, logs, and traces? Honeycomb's approach might be the answer you've been looking for. Building a Boring Company: Forget ping pong tables and nap pods. We'll chat about why a well-run, functional company might be the key to long-term success. So buckle up, developers and ops folks! This episode is packed with insights to help you see your software like never before.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Honeycomb.io website:  https://www.honeycomb.io   Learn more about Charity Majors: https://www.linkedin.com/in/charity-majors    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Observability in software development, its definition and evolution. 0:31 Software observability and analytics, AI's limitations in solving complex problems. 3:54 Challenges of creating a new market for software tools, particularly in selling to developers and overcoming resistance to change. 9:03 Challenges of building a successful tech company, particularly in sales and marketing. 14:35 Leadership, sales, and transparency in a startup. 19:24 Leadership, growth, and prioritizing a well-run company over a "fun" one. 24:46 Honeycomb's product development and future plans, including new features and architecture improvements. 29:17 Observability in software development with Charity Majors, CTO of Honeycomb. 33:21  See omnystudio.com/listener for privacy information.

Did you know traditional breast cancer screenings can miss early signs of the disease? In this episode, we get an exclusive look into MedCognetics, a company using AI to revolutionize breast cancer detection. Matt Watson chats with guest Tim Cogan, MedCognetics co-founder & CTO, about how AI can: Catch cancer earlier: Imagine AI spotting subtle abnormalities that might escape the human eye, leading to earlier intervention and potentially better outcomes. Free up doctors' time: AI could become a doctor's partner, prioritizing patients and allowing for more focused care. Improve accuracy: AI algorithms trained on vast datasets might produce more consistent and accurate diagnoses than traditional methods. But developing AI for healthcare isn't without its challenges. We'll also discuss: The road to FDA approval: The rigorous process of getting AI-powered medical tools cleared for use ensures patient safety and efficacy. Building unbiased AI: Ensuring diverse datasets and addressing potential biases in AI development is crucial for fair and accurate diagnoses. The changing role of the CTO: Tim Cogan, a seasoned software developer, shares how his perspective on technology has shifted to focus on business goals and, ultimately, improving patient care. Join our host, Matt Watson, a tech leader with over 20 years of experience, and Tim Cogan as they explore the exciting potential of AI in breast cancer screening. This episode is a must-listen for anyone interested in the future of healthcare, medical technology, and the fight against cancer.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the MedCognetics website:  https://www.medcognetics.com    Learn more about Tim Cogan: https://www.linkedin.com/in/timothy-cogan    Sign up for the Startup Hustle newsletter: https://startuphustlenews.com     Highlighted Discussion Points Using AI to improve breast cancer screening process. 0:32 Developing AI software for breast cancer detection. 4:37 Developing AI for medical image analysis, challenges, and potential impact on healthcare. 9:47 AI in healthcare, prioritizing patient care, and CTO's role in software development. 16:17 Shifting mindset from technical expertise to problem-solving and business outcomes in software development. 20:51 FDA approval process for AI-powered cancer diagnosis tool. 27:34 AI in medical imaging, the potential for accuracy improvement. 31:50  See omnystudio.com/listener for privacy information.

Entrepreneur Steve Claydon, founder of The Outbound Game, shares insights on gamifying sales to boost engagement and success in car dealerships. He emphasizes personalized sales strategies, video content, and quality over quantity for marketing success. Learn how to stand out and crush your goals in this episode!

Are robots about to take over your lawyer's job? Not quite, but Artificial Intelligence is poised to revolutionize the legal industry. In this episode, Matt Watson ventures into the world of immigration law with Josh Waddell, co-founder of VisaLaw.ai. Josh isn't just another lawyer; he's a legal tech pioneer who saw the limitations of traditional practice and decided to disrupt it from within. We'll hear how his law firm embraced AI to automate tedious tasks, leaving lawyers free to focus on complex cases and high-touch clients. But innovation doesn't come easy. Josh shares the challenges of building trust in a skeptical legal market and the surprising pivot that led to the creation of VisaLaw.ai, a powerful AI tool for immigration lawyers. Is this the future of legal practice? Tune in to find out if AI is a friend or foe and how even the most traditional professions can leverage technology to stay ahead of the curve.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Visalaw.ai website:  https://www.visalaw.ai   Learn more about Josh Waddell: https://www.linkedin.com/in/jnwaddell   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Using generative AI in the legal landscape with a focus on a law firm's innovative approach. 0:52 Immigration law and AI-powered legal tools for automating complex document drafting. 4:09 Using AI to automate legal document drafting and research. 8:13 Creating an AI-powered legal research tool for immigration lawyers. 12:53 Developing and selling AI-powered legal tools. 17:51 Startup success factors, including industry expertise and following. 22:35 Potential disruption of the legal industry by tech companies. 26:20 AI-powered legal research tool for immigration lawyers. 31:00 Using generative AI in the legal field, potential benefits and limitations. 36:55  See omnystudio.com/listener for privacy information.

The podcast features Adelina Chalmers, the 'Geek Whisperer,' discussing the evolving role of a startup CTO. They explore self-awareness, strengths, and weaknesses of CTOs, aligning technology with business goals, overcoming challenges, and avoiding burnout. The episode provides essential insights for navigating the world of CTO roles.

Ever gotten hit with a chargeback? You're not alone. In this episode, we dive into the world of e-commerce fraud with Qi Cao, the co-founder and CEO of Chargeblast, a company helping merchants fight back against unfair chargebacks.   Qi Cao went from scientist to entrepreneur after experiencing the pain of chargebacks firsthand. Now, he's helping businesses win back revenue and avoid costly disputes. But Chargeblast's journey wasn't always smooth sailing. We'll hear how Qi Cao pivoted from B2C to B2B, bootstrapped his company, and leveraged data to achieve explosive growth.   We'll also discuss:   Chargebacks in e-commerce: Why merchants lose most disputes, and how to fight back. Bootstrapping and growth strategies: How Chargeblast achieved success without venture capital. Cost-saving hacks for startups: Cutting costs with AI tools and data-driven decisions. The future of AI in FinTech: Separating hype from reality.   So buckle up, entrepreneurs! This episode offers insights to help you win the chargeback battle and grow your business.     Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io/   Visit the Chargeblast website:  https://www.chargeblast.com/    Learn more about Qi Cao: https://www.linkedin.com/in/xiuqi-cao/    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz/    Highlighted Discussion Points Chargeblast is a startup that helps merchants maintain low chargeback rates by alerting them before payment processors. 0:31 Chargebacks in e-commerce, with insights on industries affected and strategies for resolving disputes. 8:47 Bootstrapping, unit economics, and growth strategies for startups. 13:06 Advertising strategies for early-stage companies, focusing on targeting and margin growth. 18:45 Cost-saving strategies for businesses, including using AI tools and tracking ROI. 23:48 AI in finance, Chargeblast's product, and entrepreneurship advice. 30:21 See omnystudio.com/listener for privacy information.

Tired of your tedious onboarding routines for new hires and useless knowledge bases no one seems to use? This episode of Startup Hustle is your guide to conquering knowledge transfer in the digital age. We chat with Greg DeVore, CEO of ScreenSteps, a software platform that's helping companies slash onboarding times and boost employee productivity. In this episode, you'll learn: How to ditch the clunky manuals and build a system for capturing and organizing knowledge fast. A sneaky trick to separate foundational knowledge from step-by-step instructions, making training materials easier to digest for everyone. Why ScreenSteps is like a helpful but opinionated friend, guiding users through processes with laser focus. How AI is revolutionizing knowledge management, reducing onboarding times by a whopping 75%! (But beware of AI's love of bad data!) The secrets to running a successful business for 20 years, even with your siblings! (Hint: ditch the ego and embrace collaboration.) Whether you're a frustrated new hire drowning in documents or a business leader battling knowledge silos, this episode is packed with actionable insights to help you build a thriving, informed workforce.   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the ScreenSteps website:  https://www.screensteps.com   Connect with Greg DeVore: https://www.linkedin.com/in/gregdevore     Sign up for Startup Hustle's newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Knowledge transfer and software development with a focus on ScreenSteps, a knowledge operations platform. 0:51 How to improve knowledge transfer in organizations by separating foundational and actual knowledge. 4:25 Creating opinionated software for onboarding and training. 8:51 Using AI to improve knowledge management and employee training. 12:51 Using AI in software development, including concerns about accuracy and communication. 17:36 Running a business with brothers for 20 years, raising capital, and aligning with the right investor. 22:51 Knowledge transfer and growth strategies for businesses. 27:35 Changing market behavior and using AI in regulated industries. 33:39  See omnystudio.com/listener for privacy information.

In this compelling episode, join Matt Watson as he sits down with Stefan Schmidt, a seasoned CTO coach and author of the acclaimed book "Amazing CTO." Together, they discuss the pivotal role of a Chief Technology Officer (CTO), exploring crucial insights on when to bring one on board and the critical errors to avoid in the selection process. Stefan underscores the importance of idea validation before engaging a CTO or developer and suggests starting with a PowerPoint slide deck to gather feedback. Moreover, he advocates for aligning with a co-founder who not only shares the product vision but also has industry expertise. As the conversation unfolds, Stefan navigates the intricacies of company expansion, underscoring the pivotal role of delegating tasks and strategically appointing team leaders. He underscores the critical need for CTOs to shift towards strategic direction, avoiding the trap of being consumed by routine coding tasks. Leveraging his wealth of experience, Stefan's book serves as a treasure trove of wisdom, providing CTOs with 140 actionable rules meticulously tailored to their needs. From mastering delegation techniques to nurturing employee growth and circumventing common challenges, his insights offer indispensable guidance for navigating the ever-evolving realm of technology leadership.   Takeaways Validate your idea before hiring a CTO or developer Find a co-founder who shares the product vision and has experience in the industry Delegate tasks and hire team leads as the company grows Focus on strategy and vision as a CTO, rather than getting caught up in day-to-day coding   Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Amazing CTO website:  https://www.amazingcto.com   Learn more about Stephan Schmidt: https://www.linkedin.com/in/stephanjschmidt   Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz    Highlighted Discussion Points Validating startup ideas before hiring developers. 0:51 Finding a technical co-founder for a startup. 5:22 Hiring a CTO for early-stage startups, with insights on product vision, ownership, and team leadership. 10:13 Challenges faced by CTOs in scaling their teams, including delegation, team leads, and maintaining technical expertise. 17:30 CTOs prototyping and delegating tasks to bring joy to the job. 26:37 CTO coaching, delegation, and leadership challenges. 30:47  See omnystudio.com/listener for privacy information.

In this episode of Startup Hustle, Matt Watson interviews Robby Yates, co-founder and Chief Everything Officer of FollowApp, a networking software company. They discuss Robbie's journey from being a salesperson to becoming an IT guy and starting his own company. They also talk about the importance of networking, the challenges of being a non-technical founder, and the benefits of white labeling. Robby shares tips for effective networking and emphasizes building a strong team and listening to others. He also highlights the importance of perseverance and believing in oneself as an entrepreneur. Important Takeaways Networking is a valuable tool for entrepreneurs and should be approached with intention and a focus on helping others. Building a strong team and listening to advisors are crucial for success as a non-technical founder. White labeling can be a game changer for a business, allowing for easier promotion and increased revenue. Effective networking requires being yourself, not wearing a mask, and following up with contacts. Raising funds can be challenging, but networking events can lead to unexpected opportunities. It's important to embrace rejection and keep going, believing in oneself and the value of the product or service being offered. Don't miss this insightful conversation about becoming a non-tech founder in the tech world.    Find Startup Hustle Everywhere: https://gigb.co/l/YEh5   This episode is sponsored by Full Scale: https://fullscale.io   Visit the Follow App website:  https://thefollowapp.co    Learn more about Robby Yates: https://www.linkedin.com/in/robert-yates-130105    Sign up for the Startup Hustle newsletter: https://newsletter.startuphustle.xyz   Highlighted Discussion Points Creating a software company, challenges and lessons learned. 0:31 Entrepreneurship, trust, and business growth. 6:03 Pricing sensitivity and value-based pricing, with a focus on B2B vs. B2C. 10:53 White labeling software, networking, and app deployment. 12:43 Networking strategies for introverts and extroverts. 17:49 Using software to manage networking at events. 22:33 Entrepreneurship, networking, and fundraising challenges. 25:41 Building a tech company, overcoming challenges, and staying motivated. 30:44  See omnystudio.com/listener for privacy information.