Grow Your B2B SaaS

In this episode of the Grow Your B2B SaaS podcast, we sit down with Alexander Estner to talk about how to grow a SaaS company from zero to $1 million in ARR — and why many founders struggle to get there. Alex is a SaaS expert who has helped lots of startups build strong go-to-market (GTM) strategies. He shares a simple, step-by-step playbook that breaks the journey into three key stages: hustle, focus, and expansion. You'll hear why it's so important to start with a clear plan, how to avoid common mistakes like trying to sell to everyone, and why it's better to test and learn than to aim for perfection from day one. Alex also gives practical tips, useful tools, and real-life examples that show what works and what doesn't. Whether you're just starting out or already have some traction, this episode is full of helpful advice to move your SaaS business forward. If you're trying to figure out how to grow the right way, without burning out or wasting time, this conversation is definitely worth a listen.Key Timecodes(0:38)-Guest Introduction: Introduction of Alexander Estner and today's topic(1:34)-Why Go-to-Market Strategy is Important: Alex explains the significance of a go-to-market strategy(3:05)-Strategy vs. Execution: Differentiating between strategy and execution in go-to-market(3:39)-Misconceptions in SaaS Growth: Discussing common misconceptions about reaching $1 million ARR(5:23)-Iterative Growth Approach: The necessity of an iterative approach in SaaS growth(6:41)-Common Mistakes in Go-to-Market Strategy: Alex shares frequent pitfalls founders encounter(8:49)-Owning Go-to-Market: The importance of founders owning their go-to-market strategy(9:05)-Three-Step Go-to-Market Process: Introduction to the hustle, focus, and expansion modes(13:27)-Documentation in Hustle Phase: Importance of documentation to ease the transition to focus mode(15:54)-Expansion Mode: Options for growth beyond $1 million ARR(17:02)-Tools and Templates: Recommended resources for executing go-to-market strategies(18:22)-Real-Life Implementation Challenges: Where founders struggle in real-life execution(21:07)-Immediate Actions Post-Episode: Steps for founders to take immediately after the episode(24:32)-Who to Work With: Identifying the key players in executing a go-to-market strategy(26:04)-Transparency in Go-to-Market: The importance of transparency in pricing and product information(29:18)-Summarizing Go-to-Market Advice: Key takeaways for founders(31:12)-Advice for Early-Stage Founders: Tips for growing to 10K MRR(32:15)-Scaling to 10 Million ARR: The role of customer success in driving revenue(34:21)-Summary of Key Points: Recap of the three-step process and key advice

Welcome back to another episode of the "Grow Your B2B SaaS" podcast. In this episode, the host, Joran, takes a unique approach by interviewing himself. This episode is particularly personal and fresh, as Joran shares a recent experience involving an acquisition that was 99% complete before it unexpectedly fell through. The purpose of this episode is to provide insights and lessons learned from this experience to help other founders navigate similar situations.This episode offers a candid look at the complexities and emotional rollercoaster of an acquisition process that almost reached completion. Joran's willingness to share his experiences provides valuable insights for other founders who may find themselves in similar situations. Key Timecodes(0:02) – Podcast Introduction by Joran(1:13) – Acquisition Collapse(2:23) – Background on Reditus(3:33) – Reditus Business Model(4:45) – Bootstrapping Challenges(5:59) – Growth Strategies and Clients(7:11) – Free Trial Model Changes(8:30) – Acquisition Interest and Initial Offer(10:52) – Acquisition Process Begins(12:09) – Acquisition Offer Details(13:20) – Negotiating the LOI(14:31) – Earnout and Upfront Purchase Price(15:44) – Legal Advice and LOI Signing(17:53) – Due Diligence Process(19:09) – Creating a Data Room(20:25) – Technical Due Diligence(22:57) – Share Purchase Agreement (SPA) Negotiations(24:05) – Concerns About Financing(25:17) – Delays in SPA Finalization(27:35) – Office Meeting with Buyer(28:41) – Cultural Differences Noted(30:47) – Termination of Acquisition(31:54) – Waiting on Financing(33:12) – Mental Preparation for Acquisition(34:22) – Request for Stripe Account Access(35:35) – Termination Call and Reasons(36:54) – Impact on Team and Employee(37:54) – Legal Fee Reimbursement and Next Steps(38:59) – Considering Further Legal Actions(40:09) – Key Learnings from the Process(41:15) – Final Thoughts and Advice

Imagine this: you've finally finished building your product after countless late nights. The code works, the demo is ready, and your first prospect is waiting. Your heart races because you know one thing for sure: if this person says no, nothing else matters. On this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman chats with Zoltan Vardy, founder of The Launch Code, about why this exact moment is so important. As a founder, you're not just pitching a product—you are the product's voice, its story, and its proof. Customers don't care about fancy features or your funding round. They care about solving their pain. And when that pain is real, they need someone who truly understands it—you. Founder-led sales give you the chance to connect directly with buyers, test your messaging, and build trust in ways no marketing tool can. According to Zoltan, it's not just about selling. It's about leading with purpose, listening deeply, and learning fast. If you're not leading the charge, you're missing the biggest growth opportunity your startup has.Key Timecodes(0:00)- Importance of Solving a Problem in Sales  (0:38)- Introduction to Founder-Led Sales and Guest Introduction  (1:23)- Misconceptions About Sales for Tech Founders  (2:40)- Case Study: Banners and the Importance of Problem-Solution Connection  (3:27)- Why Founder-Led Sales is Crucial  (4:40)- Example: Camp Map and Founder-Led Sales Turnaround  (6:00)- Common Mistakes in SaaS Sales  (7:20)- Zoltan's Blueprint for Successful Founder-Led Sales  (9:44)- Starting Sales: Value Proposition and Customer Targeting  (11:43)- Overcoming Fear and Pain of Selling  (13:13)- Transformation Example: Action Audit  (14:53)- Sales as a Transformation Process  (16:07)- Challenges in Implementing the Blueprint  (18:32)- Steps to Get Started with Sales Today  (20:00)- The Myth of Hustle Culture and Real Sales Work  (21:16)- AI in Sales: Enhancements, Not Replacements  (23:30)- Preparing for Objections in Sales  (24:16)- The Future of Sales with AI Integration  (26:05)- Sales in Enterprise: Importance of Personal Touch  (28:00)- Case Study: Dextery's Clear Problem-Solution Connection  (30:01)- Iteration in Value Proposition and Market Fit  (32:29)- Persistence in Entrepreneurship  (32:39)- Summary of Key Advice on Founder-Led Sales  (33:09)- Advice for Growing SaaS Companies: Zero to 10K MRR  (33:55)- Advice for Scaling to 10 Million ARR  (35:05)- Final Summary and Key Takeaways  (37:21)- Zoltan's Offer: Free Chapter of The Launch Code Book  (37:45)- Encouragement for Founders to Embrace Selling  

Before spending a single dollar on paid advertising, you need to ask one critical question: Do you have product-market fit—or at least clear signals of it?In a recent podcast episode, Patrick Cumming, Head of Marketing at KlientBoost, emphasizes that paid advertising, especially paid search, is not a shortcut to growth. If your product doesn't already have demand, paid search will likely drain your budget without meaningful returns. Instead, companies should assess how much of their total addressable audience they can effectively saturate with the budget they have. Success in paid advertising isn't just about targeting the right people; it's about delivering the right message in a way that resonates deeply with your audience.Key Timecodes(0:00) - Introduction: Patrick on product-market fit and paid ads(0:54) - Guest Introduction: Joran introduces Patrick Cumming(1:41) - Common Myths: Patrick discusses myths about SaaS paid ads(2:53) - Small Audience Strategy: The benefits of targeting a small audience (3:16) - B2B SaaS Ad Campaigns Failures: Reasons why ad campaigns fail(4:35) - Reach and Frequency: Importance in marketing strategies(5:48) - Ad Creatives: Patrick's five-step framework for effective ads(7:49) - Audience Targeting: Importance in ad campaign success(8:40) - When to Start Paid Ads: Timing and prerequisites for running ads(10:19) - Experimentation: The challenges of creating new market demand(11:45) - Scaling Mistakes: Common errors when scaling ad campaigns(13:13) - Platform Usage: Using Google Ads and social media effectively (15:27) - Cold Audience Challenges: Issues with targeting cold audiences(16:00) - Building a Paid Ads Strategy: Framework for starting a campaign(17:00) - Analyzing Data: Importance of understanding existing customers(18:18) - High Intent Keywords: Starting point for Google Ads(19:21) - Budget and Audience Saturation: Maximizing ad spend efficiency(20:21) - Account-Based Marketing: Strategy for focusing on target audiences(21:36) - Case Study: Successful strategy for a small audience segment(23:57) - LinkedIn Revenue Attribution Report: Measuring ad performance(25:26) - Correlation in Ads: Understanding ad impact beyond direct attribution(27:54) - Tracking and Measurement: Challenges and importance in ad campaigns(29:08) - Attribution Tools: Using Dream Data for understanding ad influence(31:35) - Trust in Ads: Importance of trusting ad performance over time(33:04) - SEO vs. Paid Ads: Balancing organic and paid strategies(35:45) - Future of Marketing: Preparing for changes in tracking and privacy(38:14) - Bold Advertising: Patrick's advice for standing out in paid marketing(39:10) - Advice for SaaS Founders: Tips for reaching 10k MRR(41:51) - Scaling to 10M ARR: Strategies for growing a successful SaaS business(44:38) - Expanding Channels: Using tools like Primer and Metadata(46:42) - Contact Information: How to connect with Patrick Cumming(48:04) - Closing Remarks: Joran wraps up the episode

Struggling to turn new sign-ups into loyal, paying customers? You're not alone, and the problem might not be your product, it might be your onboarding. In this episode of Grow Your B2B SaaS, we're joined by onboarding expert and best-selling author Ramli “RJ” John to break it all down. Ramli exposes what most SaaS companies miss: onboarding isn't a feature — it's a full-blown business strategy. We explore how to craft onboarding experiences that form habits, boost user activation, increase retention, and drive revenue. Whether you're a scrappy startup or scaling toward $10M ARR, this episode is packed with real talk, actionable insights, and smart frameworks that will help you turn more free trials into forever customers.Key Timecodes(0:00)-Introduction: Aha moment and onboarding as a business problem(0:49)-Episode Overview: Building habit-forming hybrid onboarding(1:03)-Guest Introduction: Ramli "RJ" John and his work(1:42)-Importance of Habit-Forming Onboarding(3:00)-Retention and Profit from Effective Onboarding(3:41)-Misconceptions about Onboarding(5:18)-The Promise Fulfillment Concept(6:52)-Common Mistakes in Onboarding(8:00)-Moments of Confusion and Delight(9:37)-Goals of Effective Onboarding(11:05)-Step-by-Step Onboarding Improvement(12:45)-User Case Understanding and Endpoint Focus(15:02)-Hybrid Onboarding for Enterprise Customers(18:35)-Challenges and Overcoming in Product Onboarding(20:49)-Technical Product Onboarding Suggestions(24:15)-Immediate Steps for Onboarding Improvement(28:21)-Habit Formation in Onboarding(30:23)-Future of Onboarding with AI(33:33)-Risks and Opportunities for SaaS Founders(35:24)-Best Advice on SaaS Onboarding(36:08)-Growing Early Stage SaaS from 0–10k MRR(37:47)-Scaling SaaS to 10 Million ARR(40:04)-Summary of Key Points(40:45)-How to Contact Ramli and Closing Remarks

In this episode, we explore how SaaS companies can build smart pricing strategies that stay relevant, especially with the rise of artificial intelligence (AI). learn how to Future-Proof Your B2B SaaS Pricing Our guest, Kevin Lems, Commercial Director for Europe at Younium, shares lessons from his years of experience in SaaS sales, subscription management, and revenue growth. His insights are especially helpful for B2B SaaS leaders trying to improve or rethink their pricing.KeyTimecodes(0:03) - Introduction: Discussing SaaS pricing and the importance of a suitable pricing model.(3:08) - Key Question: Why is getting the right pricing model important for B2B SaaS founders today?(4:35) - Misconceptions: Common misconceptions in SaaS pricing strategies.(7:24) - PLG Approach: Discussing the Product-Led Growth approach for SaaS companies.(10:53) - Enterprise Pricing: How to justify different pricing models for enterprise customers.(12:29) - Future of SaaS Pricing: The role of AI and usage-based pricing models.(20:00) - Pricing Strategy: Steps to change and improve SaaS pricing.(24:16) - Best Practices: Sharing best practices for evaluating SaaS pricing models.(34:43) - Key Advice: Summarizing the best advice on SaaS pricing.(36:04) - Growing to 10K MRR: Advice for early-stage SaaS founders.(38:50) - Growing to 10M ARR: Strategies for scaling to significant revenue milestones.(45:14) - Conclusion: Final thoughts and contact information.

In this episode, Joran welcomes Nicola Calabrese, the founder of Undertow, a localization agency focused on aiding SaaS businesses in their international growth. Nicola brings a wealth of experience, having managed translation and localization projects for startups and enterprises in over 20 languages. He also hosts the Multilingual Content Podcast, discussing international expansion and localization technologies. The episode explores the importance of scaling SaaS internationally through internet expansion and localization strategies.Key Timecodes(0:00) - Importance of Localization(0:47) - Episode Introduction and Guest Intro(1:28) - Why International Expansion is Crucial for B2B SaaS(2:33) - When to Consider Going International(3:14) - Indicators for Localization Needs(3:36) - Common Misconceptions in Global Expansion(5:21) - Common Mistakes in Global Expansion Strategy(7:19) - Step-by-Step Approach to Going Global(9:20) - Strategy for US Companies Entering Europe(11:06) - Resources and Frameworks for Expansion(12:15) - Case Study: A Company's Approach to Localization(13:01) - Steps to Prepare for International Expansion(14:11) - Metrics to Track for Successful Localization(16:18) - Best Practices for Going Global(18:42) - Importance of Style Guides in Localization(20:25) - Significance of Proper Localization(22:12) - AI in Localization: Current Limitations(24:10) - Challenges: Cultural Differences and Brand Consistency(25:42) - Future of Internationalization and AI(27:36) - Choosing Markets: Europe vs. US Strategy(30:03) - Risks and Opportunities in 2025(31:04) - Advice for B2B SaaS Founders on Internationalization(31:39) - Advice for Early-Stage SaaS Companies(32:16) - Preparations for Scaling to 10M ARR(33:59) - Final Summary and Key Takeaways(34:33) - Closing Notes and Contact Information

Ready to crack the code on SaaS finances? In this episode, we're breaking down the numbers behind successful SaaS businesses—without the boring jargon. We're joined by Ben Murray, better known as The SaaS CFO, who brings over two decades of real-world finance and operations experience. He's been in the CFO seat at multiple SaaS companies, and now he's on a mission to help founders and finance leaders make smarter, data-driven decisions.Ben walks us through his popular Five Pillar SaaS Metrics Framework—a game-changing approach that simplifies the financial side of SaaS with templates, tools, and expert guidance. Whether you're building your first product or scaling fast, this episode will help you understand your margins, track the right metrics, and use your financial reports as a roadmap for growth.Tune in—it's time to make your numbers work for you.Key Timecodes(0:00) - Introduction: Importance of bookings data and financial management(0:41) - Episode Overview: Deep dive into SaaS finance metrics with Ben Murray(1:37) - Guest Introduction: Welcoming Ben Murray, the SaaS CFO(1:46) - Key Question: Importance of financial reporting for SaaS founders(2:16) - Common Mistakes: Mismanagement of business with cash flow(3:26) - Misconceptions: Finance as a priority in early stages(4:01) - Five Pillar SaaS Metrics Framework: Introduction and overview(5:16) - Financial Reporting: Growth and bookings data importance(7:31) - Getting Started: Foundational needs for early-stage SaaS companies(8:28) - Implementation Steps: Key data sources and tech stack(10:01) - Data Sources: Financial, customer, HR, and bookings data(12:32) - Challenges in Metrics: Understanding economic operations(15:10) - Financial Strategy: Importance of forecasting and metrics(18:08) - Best Practices: Building a scalable finance function(20:22) - Popular Beliefs: Complications and simplicity in financial metrics(21:45) - Gross Margins: Costs in AI tools versus traditional SaaS tools(23:12) - Opinion on Debt: Financing options for SaaS companies(24:54) - Community and Resources: Ben Murray's offerings and insights(27:27) - Benchmarking: Accurate methods for comparing SaaS metrics(29:05) - Future Risks and Opportunities: Preparing for 2025 and beyond(30:54) - Key Advice: Essential tips for SaaS founders(31:12) - Advice for Early-stage SaaS: Financial foundations and forecasting(32:01) - Scaling to 10 Million ARR: Five Pillar Metrics Framework implementation(34:44) - Summary: Key takeaways from the episode(35:13) - Closing Thoughts: Final remarks and contact information

Ever wondered who your perfect customer really is? In this episode on the Grow Your B2B SaaS Podcast, we explore the power of the Ideal Customer Profile (ICP) a must-know for B2B SaaS founders looking to grow smart. Our guest, Craig Brown, founder of Troubadour (a product marketing agency for SaaS startups), breaks it all down. With experience at HSBC, Beemri, and mentoring startups across the U.S., Craig brings a mix of deep business insight and stand-up comedian charm to the conversationKey Timecodes(0:00) – Introduction and Common Startup Challenges(0:49) – Guest Introduction: Craig Brown(1:45) – Importance of Defining an Ideal Customer Profile (ICP)(3:01) – Misconceptions About Identifying ICP(4:57) – Common Mistakes in Defining ICP(7:53) – Going Enterprise Too Early(8:47) – Evolving ICP and Product Development(9:19) – Step-by-Step Process to Nail ICP(13:56) – How Narrow Should Your ICP Be?(16:58) – Avoiding the Wrong Clients Through Messaging(19:21) – Where Companies Get Stuck Defining ICP(22:03) – Product-Market Fit: Not Just Revenue Milestones(24:23) – Adjusting SaaS Messaging as the Company Grows(27:16) – Product-Focused vs. Value-Focused Headlines(29:01) – Best Advice on Defining ICP(30:37) – Advice for SaaS Founders Starting Out(31:50) – Growing to 10 Million ARR: Challenges and Advice(34:24) – How to Find and Contact Craig Brown

In this episode of the Grow Your B2B SaaS podcast, Elliott Rayner joins Joran to unpack a game-changing tool for B2B SaaS brands: strategic storytelling. As a CMO @ Owow, Elliott has deep roots in the sports and tech arenas, Elliott brings a fresh, insider perspective on how to craft narratives that cut through the noise. In a world brimming with sameness, he shows us how the right story can become your unfair advantage.Key Timecodes(0:00) - Elliott on storytelling and strategic narrative(0:46) - Introduction of Elliott Rayner by Joran(1:28) - Importance of strategic narrative for B2B SaaS(2:38) - Elliott on differentiated value, ICP, and credibility(4:33) - The importance of the three pillars in storytelling(5:38) - Misconceptions about strategic storytelling(7:42) - Selling to humans in B2B(8:05) - User experience as storytelling(9:05) - Common storytelling mistakes in SaaS companies(10:20) - Implementing a strategic narrative: step-by-step(13:04) - Difference between strategic narrative and positioning(14:09) - Elements of a good story(15:34) - Common storytelling mistakes in SaaS(17:25) - The role of conflict in storytelling(18:08) - Example of storytelling in SaaS(19:09) - Challenges in implementing storytelling(21:04) - The importance of psychology in marketing(22:39) - SaaS companies doing storytelling right(24:51) - Understanding progress in storytelling(27:30) - Aligning sales and marketing(30:02) - AI as a risk and opportunity in storytelling(31:59) - Dynamic vs. static personas and messaging(32:10) - Elliott's advice on strategic narrative(32:39) - Advice for SaaS founders at different stages(35:39) - Summary of key insights from the episode(36:40) - Closing remarks and contact information

In this episode, Joran explores how SaaS founders can create a smart growth strategy to boost revenue and aim for a profitable exit. Joining him is Jonny Staker, a seasoned entrepreneur with over 23 years of experience in growing businesses. Jonny shares a unique approach that helps SaaS companies grow just enough to exit profitably without chasing endless scale.Key Timecodes(0:00) - Introduction to the episode: understanding your audience(0:30) - Overview of SaaS growth strategy (0:43) - Guest intro: Jonny Staker's experience and Vanquish Consultancy Group(1:21) - Importance of a profitable exit(1:44) - Misconceptions about growth in SaaS companies(2:28) - Mistakes in outsourcing and automation(4:05) - Best practices for implementing a growth strategy(4:53) - 12 Pillars of high leverage outbound(6:21) - Approach to content and inbound leads(8:09) - Importance of ICP mastery and positioning(9:09) - Building effective and targeted lists(11:03) - LinkedIn example for better conversion(13:24) - Acceptance rates and tweaking processes(15:13) - Balancing time as a founder in sales(17:06) - Challenges in maintaining a sales conversion rate(18:00) - Strategic selling vs product presentation(19:55) - Importance of strategic selling for founders(22:15) - Best practices to grow SaaS revenue(23:55) - Overcoming challenges and obstacles in growth(26:32) - Importance of manual processes before automation(29:52) - Future of growth in sales with human engagement(30:36) - Best advice for SaaS founders on growth(31:17) - Advice for SaaS founders aiming for 10K MRR(32:39) - Moving to 10 million ARR and replicating founder efforts(34:35) - Summary of the episode's key points(36:31) - How to get in contact with Jonny Staker

Building a high-performance team is essential for any business, especially in the B2B SaaS industry. In the latest episode of the "Grow Your B2B SaaS" podcast, Mina Golesorkhi shares her expertise on this topic. Mina has extensive experience, starting as an in-house talent partner and later becoming the head of people and culture. She has worked with over 160 startups across different sectors, helping them hire the right talent. She also co-founded a consulting agency and created Hi Remi.ai, a recruitment solution. In this episode, she explains how to hire the right people to create a high-performance culture.Key Timecodes(0:00) - Building a High-Performance Team with Mina Golesorkhi(0:46) - Introduction to Mina Golesorkhi(1:21) - Defining a High-Performance Team(2:18) - The Importance of Hiring in Building a High-Performance Team(3:53) - Key Factors to Consider When Hiring(4:15) - Misconceptions SaaS Founders Have About Hiring(5:25) - Hiring for Company Stage Fit(6:59) - Avoiding Bias in Hiring(7:10) - Techniques to Remove Bias in the Hiring Process(8:07) - Starting with Clear Goals for Hiring(8:52) - Common Hiring Mistakes SaaS Companies Make(10:12) - Challenges in Management Hiring(11:44) - Utilizing Interim Management and Consulting(12:06) - Video Game Analogy for Hiring Stages(13:04) - Implementing a Comprehensive Hiring Process(14:14) - Importance of Scorecards in Hiring(15:23) - Empowering Hiring Managers(16:35) - Closing the Candidate(17:44) - Freeing Up Founders' Time Through Hiring(18:55) - Identifying the Genius Zone(19:49) - Letting Go When Hiring(20:34) - Safety in Delegation(20:48) - Corporate Beliefs in Hiring(22:10) - Challenges and Obstacles in Hiring(22:26) - The Time-Consuming Nature of Hiring(23:38) - Outbound Recruitment and Headhunting(24:12) - Future of Hiring with AI(24:57) - Leveraging AI for Efficiency(26:08) - Bringing Human Touch to AI-Driven Processes(26:40) - Future Risks and Opportunities in Hiring(28:02) - Involving Recruitment as a Business Partner(30:19) - Best Advice on Hiring(31:36) - Advice for Growing a B2B SaaS(32:25) - Importance of Management in Scaling(34:09) - Summary and Closing Remarks

In this episode, we talk about how top B2B SaaS companies are winning with SEO in 2025. Our guest, Tom Shapiro, is the founder and CEO of Strata Beat. He shares his knowledge and experience, including how he helped grow iProspect from $12 million to $75 million in yearly revenue. As an expert in neuroscience, psychology, and behavioral intelligence, Tom offers a fresh way to think about SEO and audience engagement.Key Timecodes(0:48) - Guest Introduction: Tom Shapiro and his background(1:32) - Discussion on SEO performance report by Strata Beat(2:17) - Explanation of AI Overview by Google(3:01) - Importance of ranking in AI Overviews(4:27) - Misconceptions about AI overviews and SEO(5:52) - Strategies for optimizing for AI Overviews(7:04) - Reverse engineering approach for AI Overviews(8:08) - Audience segmentation and its impact on SEO(9:53) - Explanation of audience segmentation(12:27) - Content strategies for effective audience segmentation(14:01) - Adding free tools to websites and their SEO impact(15:31) - Evaluating the effectiveness of free tools(17:02) - Benefits of free tools for lead generation(18:34) - Creating simple vs. sophisticated free tools(19:47) - Original research and its benefits(21:09) - Uses of original research beyond SEO(22:10) - Effort involved in producing original research(24:30) - Blogging frequency and maximizing organic traffic(25:59) - Impact of custom graphics in blogs(27:42) - Importance of internal links for SEO(28:53) - Best practices for internal linking(30:13) - Summary of top SaaS companies' SEO strategies(31:30) - Content hubs and different content types(33:10) - Contrarian views on SEO and AI Overviews(34:36) - Importance of targeting relevant keywords(36:13) - Strategies for SaaS founders in 2025(37:27) - Importance of ICP research(39:00) - Advice for SaaS founders aiming for 10K MRR(40:41) - Advice for SaaS founders aiming for 10 million ARR(43:21) - Testing and optimizing CTAs(44:56) - Conclusion and contact information for Tom Shapiro(46:22) - Summary of the episode and closing remarks

Are you wondering how to triple your B2B SaaS revenue with UX? and how to optimize conversion, retention, and expansion? In this exciting episode of the "Grow Your B2B SaaS" podcast, hosted by Joran! tackles how to skyrocket your B2B SaaS revenue with one game-changing factor: User Experience (UX). The subject matter expert is a second-time show guest Peter Loving, founder of UserActive, a top-tier SaaS design agency that helps businesses grow through better UI and UX. In this episode, Peter provides the hacks on how to optimize UX to boost conversion, retention, and revenue like never before!Key Timecodes(0:00) - Introduction and overview of the episode(0:49) - Today's topic: How to triple your B2B SaaS revenue with better UX(1:35) - Guest introduction: Peter Loving from UserActive(2:54) - Discussing the role of UX in increasing revenue(3:51) - The importance of website conversion rates(5:14) - Strategies for a clear call to action(7:06) - Product-led vs. sales-led approaches(8:05) - The value of user qualification and questionnaires(10:08) - Creating an effective onboarding flow(12:45) - Addressing user concerns during onboarding(14:15) - Handling empty state dashboards(17:11) - Framing the ultimate user result(18:56) - Designing a journey for developers(19:39) - Increasing conversion from free to paid users(23:00) - Impact of UX/UI on user retention(25:39) - Prioritizing features and enhancing user retention(28:03) - Effective navigation and feature set presentation(30:11) - Strategies for increasing user payments(32:49) - Contextual upgrades and expansion opportunities(34:52) - Timing user referrals and testimonials(37:27) - Best advice on UX in one sentence(38:04) - Advice for SaaS founders from 0-10K MRR(39:08) - Advice for SaaS founders aiming for 10 million ARR(41:39) - Summary of the episode(42:34) - Contact information for Peter Loving

In this latest episode of the "Grow Your B2B SaaS Podcast," host Joran sits down with Pablo Asensio, founder of 8% Growth, to discuss how to master product-led growth (PLG) for SaaS companies. Pablo explains that PLG is a strategy that shifts away from traditional methods of relying on sales and marketing to acquire and retain customers. Instead, it positions the product itself as the main driver of growth. This approach allows users to see the product's value before committing financially, making it easier to grow revenue naturally. Key aspects of PLG include self-serve onboarding, viral loops, and in-product upsells. Successful companies like Slack, Dropbox, Calendly, and Miro have effectively used PLG to expand their user base.Key Timecodes(1:19) - Guest Introduction(1:32) - Defining PLG(2:50) - Key Elements of PLG(3:23) - When to Consider PLG(5:29) - Misconceptions About PLG(6:12) - Importance of Organizational Alignment(7:13) - Aligning Stakeholders(8:15) - Four-Step Framework for Alignment(10:37) - Viral Loops and PLG(12:52) - Moments to Ask for Referrals(14:53) - Common Mistakes in PLG(16:12) - Managing Expectations(17:29) - Misconceptions About Implementing PLG(19:06) - Tools and Frameworks for PLG(21:12) - Monetization Strategy(23:31) - Aligning Sales with PLG(25:25) - Best Practices for PLG Implementation(28:12) - Importance of Data(30:27) - When to Add a Sales Component(33:19) - Summarizing PLG Advice(33:54) - Advice for Growing SaaS to 10K MRR(35:29) - Advice for Scaling to 10 Million ARR(38:52) - Episode Summary(39:02) - Contact Information

Are you wondering how to build a high-impact demand gen strategy for B2B SaaS? In this episode of the Grow Your B2B SaaS Podcast, host Joran talks with Clark Barron, CEO of Ronin, a cybersecurity marketing agency, and co-host of the Late Stage Demand podcast. They discuss demand generation, brand building, and how marketing strategies compare to cybersecurity tactics. Clark shares his views on the changing role of demand generation in B2B SaaS, common mistakes in growth strategies, and why knowing your audience is key.Key Timecodes(0:43) - Guest intro: Clark Barron, CEO of Ronin and co-host of Late Stage Demand podcast(1:31) - Cybersecurity marketing parallels with cyber attacks(3:13) - Challenges in cybersecurity marketing with email tactics(4:05) - Effective marketing experiments in cybersecurity(4:27) - Explaining demand generation and its misconceptions(5:52) - Misnomer of marketing generating demand(7:25) - Different definitions of demand generation(9:04) - Challenges in quantifying effectiveness in B2B marketing(13:09) - Importance of qualitative research in understanding audience(15:11) - Implementing demand generation successfully(18:41) - Experimenting with channels and content(21:23) - Brand vs. demand debate in marketing(25:02) - VC-backed vs. bootstrapped companies in marketing approaches(30:21) - Hockey Stack Tesla giveaway case study(34:38) - Advice for SaaS founders at 10K MRR and scaling to 10M ARR

In this episode, we explore How to Create Predictable Revenue for your SaaS with Aaron Ross, a top sales expert and author of books like Predictable Revenue and From Impossible to Inevitable. He breaks down why having a steady flow of sales is a game-changer for B2B SaaS founders and how today's fast-changing world impacts it. Even when things feel uncertain, the core rules of growing revenue never change.Aaron shares powerful insights to help founders tackle challenges and grab new opportunities. He reveals how experimenting, building strong relationships, and staying flexible can set businesses up for long-term success. If you want to unlock the secrets of predictable revenue, you won't want to miss this episode!Key Timecode (0:00) - Introduction: Aaron discusses the limitations of following a template for success in business. (0:37) - Guest Intro: Joran introduces Aaron Ross and his achievements. (1:25) - Importance of Predictable Revenue: Aaron explains its significance for B2B SaaS founders. (2:04) - Challenges in Predictable Revenue: Aaron talks about the changing dynamics of playbooks in the SaaS industry. (4:08) - Misconceptions in SaaS: Aaron addresses common misconceptions about predictable revenue. (5:38) - Evolution of Sales: Discussion on the specialization in sales roles and its impact. (8:50) - Principles of Predictable Revenue: Aaron outlines key principles like specialization and understanding different leads. (14:36) - Importance of Relationships: Aaron emphasizes the role of relationships in business success. (25:03) - Common Obstacles: Challenges companies face in achieving predictable revenue. (27:58) - Future of B2B SaaS: Aaron shares his thoughts on the future of the industry and the impact of AI.

In the first episode of season 6 of the Grow Your B2B SaaS podcast, we discuss how customer success helps B2B SaaS companies grow by keeping customers happy and reducing churn. Our guest, Kristi Faltorusso, has 13 years of experience in customer success and SaaS. She shares how to create and manage customer success strategies. Kristi is the Chief Customer Officer at ClientSuccess, a founding member of the Gain, Grow, Retain CS Community, and a limited partner at Stage2 Capital. She also co-hosts three CS podcasts and offers valuable resources for SaaS businesses. Tune in to hear Kristi's insights on customer success.Key Timestamps (0:50) - Guest Introduction: Kristi Faltorusso (1:28) - Importance of Customer Success in B2B SaaS (4:32) - Common Misconceptions About Customer Success (7:54) - Starting and Building Customer Success (9:25) - The Journey from Crawl to Walk to Run (13:46) - Challenges in Using Customer Data Effectively (17:16) - Importance of Early Indicators and Trends (19:40) - Involving Customers in Building Processes (24:34) - Risk and Opportunity of AI in Customer Success (33:08) - Best Advice on Customer Success (34:18) - Scaling from 10 Million to 100 Million ARR

Are you building a B2B SaaS andaiming to hit 10M ARR? Then this episode is a must-listen! In this podcast, we talk about how to scale a B2B SaaS business to 10 million in annual revenue (ARR). The episode includes tips from 20 experts in the field, offering useful advice for SaaS founders. Sponsored by Reditus, a platform that helpsmanage affiliate programs for B2B SaaS companies, this episode pulls together key lessons from earlier episodes to guide founders aiming for this big milestone.Key Timecodes(1:07) -Episode 1: Scaling beyond founder-led sales(2:17) -Episode 2: Building a sustainable SaaS business with Ferdinand Goetzen(3:19) -Episode 3: Tim Schumacher's B2B SaaS growth playbook(4:30) -Episode 4: Affiliate marketing for B2B SaaS with Joran Hofman(5:40) -Episode 5: Molding a go-to-market team into a revenue factory with Jacco van der Kooij(6:53) -Episode 6: Leveraging customer success for growth with Mike Dry(8:00) -Episode 7: Building and scaling a micro SaaS with Alex Urquhart(9:53) -Episode 8: Mastering message market fit with Diane Wiredu(11:36) -Episode 9: From agency to SaaS with Chris Out(12:32) -Episode 10: Starting and growing a B2B podcast with Tom Hunt(14:57) -Episode 11: Going global with Gilles Bertaux(17:08) -Episode 12: Path to a successful SaaS exit with Ryan Allis(18:08) -Episode 13: Hiring your first marketing leader with Andrew Davis(20:21) -Episode 14: Building SaaS without big VC funding with Greg Head(22:20) -Episode 15: Leveraging social media for growth with Chris Cunningham(24:43) -Episode 16: Growing a SaaS affiliate program with Adam Glazer(26:27) -Episode 17: Building a brand strategy with Angeley Mullins(28:56) -Episode 18: Positioning for explosive growth with April Dunford(30:10) -Episode 19: Building a profitable SaaS SEO strategy with Sam Dunning(33:20) -Episode 20: Building brand authority with Melissa Rosenthal

Are you building a B2B SaaS andaiming to hit 10K MRR? Then this episode is a must-listen! In this special episode, we've gathered insights from 20 experienced guests from Season 5 of the "Grow Your B2B SaaS" podcast. Each guest shares their top advice to help founders like you reach the crucial milestone of 10K MRR. Hosted by Joran Hofman, founder of Reditus, this episode is packed with practical strategies forscaling your SaaS business in a sustainable way. Get ready for a wealth of expert tips you won't want to miss!Key Timecodes(0:00) - Episode Introduction: Are you growing a B2B SaaS and looking to hit 10K MRR?(1:11) -Episode 1: Kevin Tye on scaling beyond founder-led sales.(2:16) -Episode 2: Ferdinand Goetzen on building a sustainable SaaS business.(3:12) -Episode 3: Tim Schumacher's playbook for early-stage SaaS growth.(4:13) -Episode 4: Joran Hofman on affiliate marketing for B2B SaaS.(5:19) -Episode 5: Jacco van der Kooij on molding a go-to-market team.(6:21) -Episode 6: Mike Dry on leveraging customer success for growth.(7:33) -Episode 7: Alex Urquhart on building and scaling a micro SaaS.(8:30) -Episode 8: Diane Wiredu on mastering message market fit.(9:23) -Episode 9: Chris Out on transitioning from agency to SaaS.(10:14) -Episode 10: Tom Hunt on starting and growing a B2B podcast.(11:05) -Episode 11: Gilles Bertaux on going global with your SaaS.(12:58) -Episode 12: Ryan Allis on outbound strategies for SaaS growth.(14:09) -Episode 13: Andrew Davis on hiring your first marketing leader.(15:26) -Episode 14: Greg Head on building SaaS without big VC funding.(16:22) -Episode 15: Chris Cunningham on leveraging social media for growth.(17:31) -Episode 16: Adam Glazer on setting up a SaaS affiliate program.(18:47) -Episode 17: Angeley Mullins on AI tools for efficiency.(19:57) -Episode 18: April Dunford on positioning for explosive growth.(21:01) -Episode 19: Sam Dunning on building a profitable SaaS SEO strategy.(22:26) -Episode 20: Melissa Rosenthal on building brand authority.

Do you want to build up Brand authority as a B2B SaaS and not sure where to start? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman talks with Melissa Rosenthal, co-founder of Outlever. Melissa, with experience at BuzzFeed, Cheddar, and ClickUp, shares her expert insights on how to build brand authority and become a thought leader in the B2B SaaS space. If you're ready to stand out and become a trusted voice in your industry, this episode is packed with tips you won't want to miss! Key Timecodes (0:00) - Introduction by Melissa Rosenthal: Consistency over time breeds growth. (0:58) - Guest Introduction by Joran: Introducing Melissa Rosenthal, co-founder of Outliver. (1:39) - Discussion on Brand Authority: What is brand authority? (2:47) - Comparing Brand Authority and Thought Leadership. (4:01) - Building Brand Authority: When to start? (5:12) - Credibility Under the Rug: Building brand authority in stealth mode. (6:47) - Brand Authority as a Byproduct: Building credibility through customer success. (7:23) - Importance of Positioning and Brand Strategy. (8:53) - Steps for B2B SaaS Companies to Become Authorities. (10:24) - The Role of Humor in Brand Strategy. (12:19) - Applying Learnings from Previous Experiences. (13:16) - Humor's Role Across Different Channels. (14:04) - The Importance of Humor in Serious Markets. (15:08) - Identification Humor: Understanding customer pain points. (15:42) - Challenges with a Wide Customer Profile. (15:55) - Common Mistakes in Building Brand Authority. (17:50) - Importance of Leadership in Brand Building. (18:50) - Owning the Conversation in Your Industry. (20:56) - Practical Steps to Own the Conversation. (21:57) - Challenges in Building Brand Authority. (24:02) - Key Roles in Brand Authority Discussions. (25:06) - The Future of Brand Authority and AI Impact. (28:02) - Advice for SaaS Founders Starting Out. (29:33) - Growing to 10 Million ARR: Key Strategies. (31:14) - The Role of SEO and Brand in Growth. (33:19) - General Advice for SaaS Founders. (33:56) - How to Contact Melissa Rosenthal: LinkedIn. (34:22) - Conclusion by Joran: Call for reviews and engagement.

Want to build a profitable SaaS SEO strategy and leverage customer insights to drive sustainable organic growth? Are you unsure whether SEO is right for your business? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Sam Dunning, the founder of Breaking B2B, to explore the world of Search Engine Optimization (SEO). Sam shares his expert insights on why SEO might not be the best fit for every company, particularly in the B2B SaaS sector. He stresses the importance of not rushing into SEO if your company is under pressure to deliver quick results, as SEO is a long-term strategy that requires time, resources, and dedication. Timestamp (0:48) - Episode Introduction: Meet Sam Dunning (1:21) - Guest Welcome: Sam's Career Journey (1:32) - What is SEO? Explained for SaaS and B2B (2:30) - Importance of SEO vs. Paid Ads (3:36) - Gains of SEO: Evergreen Effect and Funnel Stages (4:11) - Long-term Gains: SEO vs. Paid Ads (4:24) - When to Use SEO: Good Fit for Companies (5:37) - Scenarios Where SEO is Not Ideal (6:47) - Market Demand and Resources for SEO (7:02) - Not for Everyone: Quick Results and Resources (7:18) - Channel Testing: Commitment to Quarters (7:30) - Common Mistakes in SEO: Traffic Trap (8:41) - Informational Keywords and AI Impact (10:00) - Focus on Bottom Funnel: Money Keywords (10:43) - Mistake: Focusing on Traffic Metrics (11:41) - Strategy: Start with Bottom of Funnel First (14:02) - SEO for SaaS: The Right Approach (15:08) - Leveraging Sales Insights for SEO (18:22) - Assessing Intent: Researching Keywords (20:05) - Quick Wins in SEO: Competitor Keywords (21:16) - Content Strategy: Landing Pages and Gaps (22:17) - FAQs for SEO: Addressing Objections (24:16) - SEO Optimization: Technical Basics (25:25) - Publishing Mindset: Speed over Perfection (26:35) - Link Building Strategies: Earned Links (28:08) - Podcasting for Backlinks and Audience (29:17) - Content Clusters: Topic Authority Debate (30:48) - Building Backlinks: Strategies for SaaS (34:37) - Measuring ROI in SEO: Leading Indicators (36:08) - Conversion Points: Demos and Sign-ups (37:10) - SEO Challenges: Publishing Speed and Resources (39:34) - AI and SEO: Future Implications (41:50) - Advice for SaaS Founders: Growing to 10K MRR (44:23) - Scaling to 10M ARR: Systems and Channels

How do you position your B2B SaaS for explosive growth? In this exciting episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with April Dunford, the founder of Ambient Strategy and a leading expert in brand positioning. April shares valuable insights on why positioning is crucial for success in the B2B SaaS world. Positioning is often confused with branding and messaging, but it's far more important and foundational. It's about clearly defining why your product is the best at delivering value to a specific group of customers. Positioning helps you understand your competitors, highlight your unique features, and make it clear why your solution stands out in the market. Tune in to learn how effective positioning can drive massive growth for your SaaS business. Key Timecodes (0:00) - Introduction: Understanding Competition and Positioning (0:58) - Guest Introduction: Featuring April Dunford (1:42) - Defining Positioning vs. Messaging and Branding (3:18) - Importance of Clear Positioning (4:18) - Positioning as a Foundation for Marketing and Sales (6:01) - Differentiating Positioning from Branding (6:59) - Positioning in Practice: Impact and Implementation (9:23) - Common Mistakes in SaaS Positioning (12:34) - Misunderstanding Competition: The Intern Analogy (14:28) - Importance of Positioning in B2B (20:18) - Sales Pitch and Positioning: April's Process (24:08) - Testing Positioning with Sales Pitches (27:44) - Cross-functional Team Importance in Positioning (30:40) - Workshop Style for Positioning Process (34:32) - Challenges in Implementing Positioning (36:53) - Future of Positioning in Crowded Markets (39:07) - Advice for Early-stage SaaS Companies (41:39) - Advice for Scaling SaaS Companies (44:06) - How to Contact April Dunford

Are you wondering how to build a brand strategy for your SaaS? In this insightful episode of the Grow Your B2B SaaS Podcast, host Joran sits down with Angeley Mullins, former CCO at Resourcify, to explore the art of building a brand strategy for SaaS companies. With over 20 years of global leadership experience at companies like Amazon, GoDaddy, and Intuit, Angeley is a highly respected marketing and sales expert. Recognized by CrunchBase as one of the most influential women in sales, she offers a wealth of practical and advisory insights. This episode is a must-listen for SaaS founders and marketing leaders aiming to create a strong brand strategy. Key timestamps (0:00) - Introduction to brand resonance and customer connection (0:48) - Episode overview and guest introduction: Angeley Mullins (1:25) - Defining brand and its significance (2:12) - Importance of building a brand in B2B SaaS (3:36) - Elements of a strong brand strategy (4:58) - Examples of effective brand storytelling (5:51) - Common mistakes in brand building (7:17) - Recommendations for early-stage SaaS companies (8:41) - The power of storytelling in branding (10:10) - Messaging and its impact on branding (11:38) - Long-term versus short-term branding strategies (13:25) - Combining short-term wins with long-term brand building (15:16) - Usability testing as a strategy for brand building (16:46) - Methods for conducting usability testing (18:10) - Frameworks for understanding customer needs (19:05) - Real-world application of customer feedback (20:06) - Importance of completing fundamental branding steps (20:26) - Best practices in brand strategy for B2B SaaS (23:07) - Building a brand in a competitive market (25:21) - Metrics for evaluating brand growth (27:39) - Understanding brand messaging and storytelling (28:23) - Challenges in building a brand (29:42) - Importance of belief statements in branding (31:54) - Developing a brand belief statement (32:56) - Making technical products engaging (33:08) - Future trends in branding (35:52) - The role of brand in marketing and sales (36:17) - Advice for early-stage SaaS founders (37:34) - Strategies for scaling SaaS companies (38:55) - Addressing potential challenges in brand building (39:25) - Summary and key takeaways (40:59) - Final thoughts and advice for SaaS founders (41:39) - Contact information and closing remarks

What exactly is affiliate marketing, and how can you successfully set up and scale a SaaS affiliate program? In this exciting episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Adam Glazer, the President of Partner Commerce, to explore the strategies for launching and growing a thriving affiliate program. Adam, a true expert in the field, explains that affiliate marketing is a referral-based partnership model where an affiliate, or publisher, drives traffic or leads to an advertiser or merchant. In return, the advertiser compensates the affiliate for the traffic or sales generated through their referrals. Adam emphasizes that the key to affiliate marketing is its performance-based nature affiliates earn commissions only when they successfully drive a sale or lead, making it a highly effective and results-driven approach. Tune in to learn how you can leverage this powerful marketing strategy to accelerate your SaaS growth! Key Timestamps (0:00) - Introduction to affiliate marketing misconceptions (0:49) - Episode overview and guest introduction (1:22) - Defining affiliate marketing (2:06) - Why SaaS companies should set up an affiliate program (5:03) - When should a SaaS company set up an affiliate program? (8:16) - Ideal circumstances for affiliate marketing success (10:37) - Common mistakes in setting up an affiliate program (11:09) - Importance of supporting affiliates (11:30) - How to start setting up an affiliate program (15:52) - Recruiting affiliates (19:14) - Onboarding affiliates (21:38) - Payment models and rewarding affiliates (25:35) - Best practices for setting up a successful affiliate program (30:57) - Challenges in growing an affiliate program (34:06) - Advice for SaaS founders growing to 10K MRR (34:53) - Growing towards 10 million ARR (37:03) - Contact information for Adam Glazer

In this episode of Grow Your B2B SaaS Podcast, host Joran welcomes Chris Cunningham, head of social media at ClickUp, a company that has grown into a $4 billion entity since its launch in January 2017. Chris discusses his transition from VP of Sales to leading ClickUp's brand and social media strategies, offering valuable insights into how ClickUp leverages social media to generate impressive monthly impressions and build a recognizable brand. Key Timecodes (1:23) - Chris Cunningham's Background and ClickUp Overview (2:15) - Early Social Media Strategies for ClickUp (4:12) - The Story of "Tyler" the CEO (5:59) - The AppGator Tool (7:13) - Using Social to Identify Competitor Weaknesses (9:02) - Humanizing B2B Social Media (10:30) - Combining Humor with Educational Content (11:15) - Effectiveness of ClickUp's Content Strategy (13:41) - Employee and Founder-led Content (15:10) - Building Machines for Content Strategy (16:53) - Impact of Funding on Social Media Strategy (19:50) - Importance of Being Scrappy (20:23) - Tracking Sign-Ups from Social Media (22:02) - Deep-Dive Content for Niche Audiences (27:47) - Mistakes and Lessons Learned

What are the 7 was to build a successful SaaS without big VC funding? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman chats with Greg Head, a veteran in the software industry with over 30 years of experience. Greg has played a key role in the growth of multiple companies in the CRM space, such as Act, SalesLogix, and Infusionsoft. Currently, he advises SaaS founders through his Practical Founders group and hosts the Practical Founder podcast. In this episode, they explore his insights into building a successful SaaS business without the need for big venture capital (VC) funding. This episode is essential for any SaaS founder exploring alternative paths to success. Whether you're bootstrapping or considering alternative funding options, Greg Head's insights are invaluable for building a thriving SaaS business. Key Timestamps (2:56) - Understanding the Practical Founder Approach (3:07) - Building a SaaS Without Big VC Funding (4:23) - Should Founders Aim to Sell Their SaaS? (5:49) - Building a Profitable Software Company (7:07) - Seven Paths to Success for SaaS Founders (13:10) - The Cost of Starting a Software Business (14:08) - Understanding the Value of Strategic Exits (16:45) - The Two-Bite Exit Strategy (19:16) - Private Equity vs. Strategic Exits (23:03) - The Startup Flipper Path (28:29) - Later VC Funding as an Option (36:22) - Advice for Founders at 10K MRR (39:11) - Building a Reliable Go-To-Market Motion

In today's episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with Andrew Davis, the CMO at Paddle, to explore how to hire your first marketing leader for a B2B SaaS Startup. In this comprehensive guide, they dive into the critical relationship between founders and their first marketing hire. Andrew shares valuable insights on building a successful founder-marketer relationship, a topic that continues to resonate with many B2B SaaS founders. Having been both a founder and a marketer, Andrew offers a unique perspective on the dynamics and challenges faced by both parties. This episode is a must-listen for any founder looking to hire their first marketing professional and establish a successful partnership. Key Timestamps (0:00) - Introduction and Marketing Challenges (1:36) - Andrew's Background and Experience (2:38) - Challenges and Pitfalls in Marketing (4:05) - Benefits of Diverse Input in Marketing (4:16) - Why Marketing is Scary (6:02) - When to Hire Your First Marketing Person (7:07) - Trigger Points for Hiring a Marketer (8:52) - Understanding the Founder's Burden (12:02) - Marketers' Challenges in Early-Stage Companies (13:32) - Transitioning Marketing Strategy (15:28) - Go-to-Market Motion and Founder-Marketer Relationship (17:48) - Channels and Tactics in Marketing (20:02) - The Importance of Benchmarking (23:52) - The Importance of Fit in Hiring (26:02) - Complementary Skills in Hiring (27:15) - Building Trust in the Relationship (28:14) - Trust Formula Explanation (30:30) - Advice for SaaS Founders at Different Stages (31:01) - Importance of Insight Over Cash

Are you a SaaS founder dreaming of scaling your company from $1 million in Annual Recurring Revenue (ARR) to a $100 million exit? Well, you're not alone! In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman talks with Ryan Allis, the CEO and founder of SaasRise, to explore how to achieve just that. Ryan has a proven track record, having built iContact from zero to $50 million in ARR and selling it for $169 million. Now, through SaasRise, Ryan helps other SaaS founders build their businesses with expert guidance, coaching, and digital ad agency services. If you're looking to take your B2B SaaS business to the next level, this episode is packed with valuable insights to guide you on your journey. Key Timestamps (0:52) - Guest Introduction (1:29) - Should SaaS Founders Aim for an Exit? (2:38) - How to Achieve Nine-Figure Exits (2:41) - Bootstrapping vs. VC Funding (3:32) - The Importance of Bootstrapping (4:19) - Building Revenue Before Seeking Investment (4:39) - Mistakes SaaS Companies Make (5:01) - Effective Ways to Grow a SaaS Business (5:35) - Importance of Outbound Marketing (6:22) - Importance of Community for SaaS Founders (7:24) - Specific Forums for SaaS Growth (7:53) - Introduction to the SaaS Growth System (8:51) - Unit Economics and Customer Value (9:29) - Critical Metrics for SaaS Founders (10:24) - Calculating Customer Lifetime Value (LTV) (11:07) - Determining Target Customer Acquisition Cost (CAC) (11:49) - Importance of Paid Customer Acquisition (12:19) - Outbound Reach and Advertising (12:42) - Acquiring Customers Below Target CAC (13:09) - Outbound Marketing Strategies (14:18) - Educating the Market Proactively (14:33) - Creating a Comprehensive Lead List (15:54) - Utilizing Lead Lists for Marketing (16:21) - Creating Matched Audiences for Ads (16:52) - Email Sequences and Brand Omnipresence (17:34) - Transitioning to Warm Email Lists (19:54) - Importance of a Comprehensive Lead List (22:47) - Importance of Market Education (23:28) - Efficient Sales and Marketing Spend (24:12) - Providing Value in Content (24:23) - Creating Content and Distribution (25:09) - Building a SaaS Content Machine (25:39) - Importance of Founder-Led Content Creation (26:07) - Distribution Formats for Content (26:34) - Calculating Content Impressions (27:12) - Content Impressions and Growth (27:37) - Measuring Content Impressions (29:26) - Recap of the Content Strategy (30:17) - Content Creation Process (31:21) - Scaling and Building a Team (32:55) - Key Team Members for Scaling (33:33) - Building a System That Operates Without You (35:36) - Preparing for an Exit (35:47) - Steps for Scaling and Exiting (36:12) - Raising Capital and Timing (37:13) - Risks of Raising Capital Too Soon (38:00) - Building Revenue and Systems Before Raising Capital (38:46) - Guidelines for Series A and B Funding (39:59) - The Path to a Successful SaaS Exit (40:15) - Preparing for an Exit (41:12) - Working with M&A Advisors (42:10) - Professional Investment Banks for Exits (43:08) - Maximizing Exit Value with Investment Banks (43:39) - Benefits of Working with Investment Banks (44:24) - Final Advice for SaaS Founders (44:49) - Starting Out and Growing Initial Revenue (47:14) - Contact Information for Ryan Allis

In this insightful episode, Joran engages with Gilles Bertaux on the Grow Your B2B SaaS Podcast, the co-founder of Livestorm, a platform designed for organizing and hosting engaging webinars. Founded in 2016, Livestorm has successfully gone global, boasting over 5,000 clients worldwide. Gilles shares valuable lessons from Livestorm's journey, offering a wealth of knowledge for startups looking to expand internationally. The conversation covers essential strategies and insights for businesses considering a global reach and the challenges that come with it. Key Timestamps (0:00) - Introduction and Hiring Strategies (1:06) - Episode Overview and Guest Introduction (1:39) - Definition of Going Global (2:33) - Considerations Before Going Global (4:03) - Language Barriers and Localization (5:28) - Initial Global Strategy for Livestorm (6:25) - Common Pitfalls in International Expansion (7:55) - Cultural Specificities in Going Global (8:16) - Expansion Strategies for European Companies (9:34) - Internal Operations and Hiring for Global Growth (10:56) - Balancing Global and Local Focus (12:01) - Challenges in Enterprise Sales and Global Focus (12:14) - Strategies for Entering New Markets (14:33) - Leveraging Data to Identify Market Opportunities (16:03) - Hiring Strategies for Global Markets (17:03) - Challenges in the US Market (17:41) - Best Practices for International Expansion (19:31) - Importance of Pricing Models and Currency (21:16) - Building a Team for Global Growth (23:06) - Challenges and Inequalities in Global Hiring (24:33) - Picking Your Battles in Global Expansion (25:13) - Focus and Marketing Message (26:25) - Steps for Entering a New Region (28:42) - Importance of Cultural Understanding (30:50) - Future Trends in International Expansion (33:13) - Advice for Startups Achieving 10k MRR (35:20) - Advice for Startups Growing to 10 Million ARR

In today's episode of the Grow Your B2B SaaS podcast, host Joran hofman dives into the world of B2B podcasting with Tom Hunt, an entrepreneur who has seen the highs and lows of building businesses. With 17 business attempts and 11 investments, Tom found success with Fame, a company dedicated to launching and growing podcasts for B2B businesses. Today, Tom shares his extensive experience in creating successful B2B podcasts, generating valuable content, and using podcasts as powerful marketing tools. Key Timecodes (00:46) - Introduction of Guest: Tom Hunt (01:21) - Why Podcasting is Powerful for B2B (2:04) - Content Overload (2:17) - Key to B2B Marketing (3:01) - Podcasting vs Other Content Strategies (4:06) - Essential Steps to Start a B2B Podcast (4:29) - Host Selection and Positioning (5:34) - Importance of Niche and Edge (6:41) - Defining the Right Podcast Niche (7:39) - Tools for Starting a Podcast (8:45) - Leveraging AI in Podcasting (9:17) - Creating Short Form Content (10:42) - Engaging Guests and Audience (11:45) - Leveraging Guest Networks (12:06) - Current Trends in Podcast Promotion (13:14) - Paid Strategies for Podcast Growth (14:20) - Aligning Podcast with Brand Exposure (15:30) - Guest Engagement Strategies (16:17) - Engaging Listeners (17:19) - Quality of Content (18:21) - Common Podcasting Mistakes (20:10) - Strategic Guest Selection (21:15) - Importance of Social Proof (22:01) - Consistency in Podcast Schedule (23:20) - Proprietary Database and Feedback (24:53) - Training Hosts and Feedback (26:10) - Metrics and KPIs for Podcast Success (28:13) - Role of AI in Podcast Production (30:12) - Starting and Growing a B2B Podcast (31:24) - Advice for 10K MRR Growth (32:06) - Importance of Customer Interaction (32:24) - Advice for Scaling to 10M ARR (33:23) - Summary and Key Takeaways (35:29) - Conclusion and Contact Information

Many agency owners dream of transitioning from service-based businesses to creating their own Software as a Service (SaaS) products. The appeal is undeniable: a scalable business model that generates recurring revenue and offers greater autonomy. However, making the shift from running an agency to building a SaaS isn't a walk in the park. It demands careful strategy, meticulous planning, and a clear understanding of both the challenges and opportunities ahead. In a recent episode of the Grow Your B2B SaaS podcast, host Joran sat down with Chris Out, author of the bestselling book Structuring for Extreme Revenue Growth and a seasoned expert in growth hacking and agency management. Chris shared his valuable insights on how agency owners can successfully pivot to SaaS, drawing from his own experience, including his exit from a growth hacking agency in 2020. In this episode, you'll get a deep dive into Chris's journey and learn actionable strategies for building a SaaS business while leveraging the strengths of your existing agency. From the foundational steps to avoidable pitfalls, Chris lays out the roadmap for turning your SaaS dreams into a thriving reality. Key Timestamps (00:00) - Unlocking Agency Growth: A Quick Intro to Revenue Insights(00:54) - Meet Chris Out: Growth Expert and SaaS Visionary(01:26) - Setting Up a SaaS Empire: What Agencies Need to Know(02:45) - The Dream of Building SaaS: Breaking Free from Hourly Billing(03:59) - SaaS Pitfalls: What Can Go Wrong in the Transition?(04:15) - Agency vs. Non-Agency: The SaaS Building Dilemma(05:18) - Top Mistakes Agencies Make When Venturing Into SaaS(06:49) - Lessons Learned: Chris Shares Personal SaaS Development Struggles(08:18) - Foundation First: What You Need Before Launching a SaaS(09:44) - Untouched Revenue: A Vital Metric for SaaS Success(11:11) - Revenue Targets and Team Building: How to Set Yourself Up for SaaS Success(12:14) - Finding the Right SaaS Fit: Does Your Agency Have the Ideal Product?(13:19) - Dogfooding: Why Agencies Should Test Their Own SaaS First(15:25) - Automating Services: Turning Internal Tools into SaaS Gold(17:00) - SaaS Development Hacks: Strategies for Fast-Tracking Your Success(18:03) - SaaS Growth Secrets: The Real Marketing and Sales Challenges(19:20) - Ego in SaaS: Why Letting Go Is Key to Success(20:52) - Simplifying Your Agency Services for a Smooth SaaS Transition(21:47) - SaaS Success Stories: Real-World Examples to Inspire You(23:00) - Co-Creation: Minimizing Risk and Maximizing SaaS Success(24:08) - Structuring Creative Deals with Clients to Fund SaaS Projects(25:06) - Client Relations: Proactive Communication for SaaS Success(26:39) - Learning From Mistakes: How to Pivot and Recover in SaaS Development(27:48) - Balancing Act: Managing Both Agency and SaaS Growth(29:38) - Dogfooding for SaaS Growth: What Chris Learned Along the Way(30:27) - Growing Your SaaS: Insights Beyond the Early Stages(31:21) - Validating Your SaaS: Ensuring Customer Satisfaction Early On(32:01) - Growth and Exit: Planning for the Long-Term Success of Your SaaS

What is message-market fit, and what are the essential strategies for B2B SaaS success? In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sits down with Diane Wiredu, a messaging expert and founder @ Lion Words, to dive into the concept of message-market fit. She emphasizes the importance of crafting messages that resonate with prospects and succinctly articulate the value and uniqueness of a product. Diane argues that achieving message-market fit is crucial for B2B SaaS companies, as it ensures that growth doesn't stall and makes marketing more effective. Key Timestamps (0:38) - Welcome and Guest Introduction (1:09) - Topic Introduction: Message Market Fit (1:17) - Defining Message Market Fit (2:04) - Evolving Nature of Message Market Fit (3:15) - Difference Between Message Market Fit and Product Market Fit (4:16) - Common Mistakes in Messaging (5:41) - Importance of Customer-Centric Messaging (6:50) - Translating Product Features into Customer Benefits (8:04) - The Jobs to Be Done Framework (9:35) - Messaging Bloat: Too Many Messages (10:40) - Finding the One Key Message (OKM) (11:50) - Example of Effective Messaging: Superhuman (12:13) - Sponsorship Break: Expandee (12:29) - Steps to Achieve Message Market Fit (13:37) - Evaluating Existing Messaging (14:45) - Research and Discovery Phase (16:54) - Synthesizing Findings and Identifying Opportunities (17:13) - Building Messaging Blocks and Value Proposition (18:42) - Conducting Customer Interviews (19:58) - Importance of Follow-up Questions (20:11) - Additional Frameworks for Messaging (21:29) - Developing a Value Proposition (22:26) - Examples of Good Messaging Practices (24:22) - Messaging's Role in SaaS Growth and Retention (27:10) - Messaging and Churn Reduction (29:24) - Importance of Repelling Bad Fit Clients (30:35) - Challenges in Redoing Messaging (31:48) - Building an Internal Feedback Loop (32:18) - Advice for Early-Stage SaaS Founders (34:25) - Transitioning to Growth: 1M to 10M ARR (36:07) - Summary of Key Takeaways

In today's fast-paced digital world, micro SaaS platforms are making waves and for good reason. As our guest describes it, micro SaaS is a streamlined version of Software as a Service that addresses specific problems with targeted solutions. Unlike traditional SaaS, which aims to cover a broad range of needs, micro SaaS focuses on niche markets, often created by solo entrepreneurs or small teams. This trend signals a shift toward more specialized, affordable, and user-friendly software that truly makes an impact. In this enticing yet intriguing episode of the Grow Your B2B SaaS podcast, host Joran Hofman sits down with Alex Urquhart, the founder of Market Science, to discuss micro SaaS more specifically, how to build, launch, and scale a successful micro SaaS. Key Timestamps (0:49) - Importance of Understanding the Market (1:15) - Introduction of Guest: Alex Urquhart (1:44) - What is Micro SaaS? (1:56) - Defining Micro SaaS (2:36) - Examples of Micro SaaS (3:18) - Why Build a Micro SaaS? (3:23) - Benefits of Micro SaaS (4:14) - Positioning and Product Messaging (5:08) - Low Objections and Pricing (6:06) - Low Running Costs and Expectations (7:04) - Simplicity in Micro SaaS (7:09) - Skills Needed for Micro SaaS Success (7:39) - Grit and Tenacity in Micro SaaS (8:37) - Pivoting Quickly in Micro SaaS (9:32) - Product-Led Growth in Micro SaaS (10:26) - Validating Ideas in Micro SaaS (10:58) - Identifying a Niche for Micro SaaS (11:47) - Utilizing Personal Experience (12:37) - Finding Gaps in Established Products (13:39) - Simplifying Existing Solutions (14:30) - Importance of Repetitive Tasks (14:34) - Passion in Solving Personal Problems (15:11) - Research and Understanding the Market (15:17) - Building an MVP for Micro SaaS (16:23) - Testing MVP Viability (17:20) - Validating Before Building (18:05) - Generating Leads for Micro SaaS (18:49) - Outbound Strategies for Early Users (19:39) - Building Connections and Research (20:25) - Launching with Early Customers (21:16) - Community Engagement (22:10) - Sharing Knowledge and Building Value (23:00) - Building a Personal Brand (23:37) - Scaling Micro SaaS (24:19) - Challenges in Scaling (25:11) - Fast Followers and Competition (26:15) - Growth Loops and SEO (27:09) - Marketing and Ads in Scaling (28:02) - Supplementary Income Strategies (28:44) - Transitioning to Sustainable Income (29:34) - Proof of Concept and Testing (30:33) - Validating Demand Before Launch (30:53) - Common Mistakes in Micro SaaS (31:05) - Being Open to Pivoting (32:03) - Avoiding Rush to Automate (32:52) - Manual Processes and Validation (33:19) - Starting a B2B SaaS Company (34:12) - Being Manual in Go-to-Market (35:11) - Building a Personal Brand (36:12) - Community Involvement and Networking (37:07) - Scaling Towards 10 Million ARR (38:10) - Detaching and Hiring Right People (39:02) - Importance of Founder Presence (39:56) - Leading with Culture (40:15) - Summarizing Key Points (41:18) - Importance of Validation and Research (42:24) - Final Thoughts and Resources (42:50) - Contact and Closing Remarks

When it comes to Software as a Service (SaaS) business, customer success plays a crucial role in keeping a business healthy and thriving. It's not just about acquiring new customers; it's equally important to ensure that existing customers are satisfied and see the value in your product. Customer success focuses on enhancing customer experiences and encouraging effective product usage, while customer support addresses immediate issues as they arise. Together, these components work harmoniously to maximize customer satisfaction and minimize churn. In this exciting episode of the Grow Your B2B SaaS podcast, Host Joran Hofman welcomes back Mike Dry, the VP of Customer Success and Support at Dealfront, for a deep dive into how to leverage customer success for SaaS growth. Discover powerful insights on tackling churn, fostering collaboration, and honing your strategic thinking.  Key Timestamps (0:00) - Introduction to Customer Success and Churn (0:51) - Mike Dry's Background  (1:35) - Difference Between Customer Success and Support (3:06) - Importance of Linking CS and Support for Clients (4:03) - Understanding Customer Churn in SaaS (7:31) - Learning from Churn to Improve Customer Experience (10:12) - Foundational Customer Success Strategies for Startups (13:09) - Identifying Gaps Between Product and Customer ROI (15:23) - Responsibilities of a Customer Success Manager (15:42) - Hiring Your First CSM: When and Why (18:40) - Transitioning to Mid-Stage: Reducing Churn (21:50) - Reporting Churn Insights and Prioritization (24:16) - Defining and Utilizing Ideal Customer Profiles (ICP) (26:06) - Building a Customer Success Team in Mid-Stage (28:57) - Scaling Customer Success Without Linear Hiring (30:37) - Leveraging Automation in Customer Success (32:49) - Cross-Functional Collaboration for Expansion Revenue (35:22) - Advice for Early Stage: Climbing to 10K MRR (36:14) - Advice for Scaling to 10 Million ARR (37:57) - General Advice for Customer Success Professionals

Scaling revenue operations effectively is essential to long-term success for any B2B SaaS company. Jacco van der Kooij, the founder of Winning by Design and author of Revenue Architecture, offers invaluable wisdom on creating a sales framework that adapts to the modern business environment. His insights are especially crucial for SaaS companies seeking to grow strategically, streamline their go-to-market strategies, and drive sustainable revenue. Let's dive into some of the key takeaways from Jacco's approach to building a winning revenue architecture. Key Timecodes (0:00) - Introduction to the Episode(1:24) - Welcome and Initial Conversation(1:51) - Defining Revenue Architecture(3:03) - When to Start Building Revenue Architecture(3:45) - Getting Ready for the Next Step(4:45) - Key Steps Before Scaling(6:11) - Differences Between US and EU Markets(8:06) - Bad Fit for Revenue Architecture(9:05) - Aligning Sales with Customer Journey(12:16) - Customer-Driven Buying Process(14:52) - Knowledge Asymmetry Flip(16:13) - Setting Up Successful Revenue Architecture(17:41) - Establishing Go-To-Market Motions(21:05) - Experimentation Phase(22:19) - Go-To-Market Fit vs. Product-Market Fit(27:56) - Implementing Revenue Architecture Without AI(36:21) - Future of Revenue Architecture with AI(38:48) - Growing to 10K MRR Advice(39:39) - Scaling to 10 Million ARR Advice(42:48) - Summary and Key Takeaways(48:51) - Final Thoughts on Education and AI

Affiliate marketing is an invaluable strategy for B2B SaaS companies that want to expand their reach and increase sales. In this special episode, the host of this show Grow Your B2B SaaS Podcast, Joran Hofman, founder of Reditus, hosts himself to dissect the crucial topic of affiliate marketing. By leveraging third-party affiliates—such as influencers, bloggers, and consultants—companies can promote their products or services and pay affiliates a commission for driving conversions. This indirect marketing approach lets companies tap into new audiences and grow their customer base effectively. However, to succeed in affiliate marketing for B2B SaaS companies, you need a strategic approach and a clear understanding of the different types of marketing models, including referral, affiliate, and partner marketing. Key Timecodes (00:00) - Introduction: Selling Yourself First (01:03) - Joran's Background and Journey to Reditus (02:13) - Understanding Indirect Marketing (03:29) - Explanation of Referral Marketing (04:46) - What is Affiliate Marketing? (05:55) - Partner Marketing Defined (07:06) - Common Mistakes in Affiliate Programs (09:18) - Affiliate Marketing: Not a Quick Win (10:18) - Importance of Onboarding Affiliates (11:25) - Strategies for Growing an Affiliate Program (12:33) - Competitor Analysis for Affiliate Recruitment (13:43) - Leveraging Keywords and Content (14:43) - Using Affiliate Networks (15:49) - Inviting Your User Base (16:55) - Responsibility in Affiliate Program Management (18:01) - Challenges in Growing an Affiliate Program (19:08) - Future of Affiliate Marketing (20:14) - Hybrid Deals and Long-Term Partnerships (21:24) - Advice for Growing a B2B SaaS Company to 10K MRR (22:33) - Moving from 10K MRR to 10M ARR (23:46) - Predicting Growth and Resource Needs (24:51) - Conclusion and Call to Action

In today's world of technology, many entrepreneurs are interested in Software as a Service (SaaS) businesses. But running a successful SaaS company is not always easy. In this episode on the Grow Your B2B SaaS host Joran Hofman sits down with Tim Schumacher, co-founder of SaaS Group, who has built a proven playbook for growing 20+ B2B SaaS companies. His playbook gives useful advice on how to overcome challenges and build strong SaaS businesses. SaaS Group has acquired over 20 B2B SaaS companies, and this experience has taught Tim a lot about what it takes for these businesses to thrive. Key Timestamps (00:00) - Introduction to SaaS Growth Strategies (00:54) - Meet Tim Schumacher: Co-Founder of SaaS Group (01:24) - What is a Bootstrapper Mindset? (03:16) - The Dangers of Overspending in SaaS (05:33) - Tim's Tips: How to Avoid Financial Pitfalls (06:36) - How SaaS Group Optimizes Processes Post-Acquisition (08:43) - Growth Strategies: A Real Example from Typebutler (12:16) - Effective Go-to-Market Strategies for SaaS Success (18:54) - Overcoming Growth Plateaus in SaaS Companies (21:07) - Building the Right Team Beyond $10 Million ARR (27:39) - When and Why SaaS Founders Should Consider Selling (29:05) - Growing to $10K MRR: Tim's Founder's Advice (30:20) - Reaching $10 Million ARR: Building a Strong Team (32:50) - Episode Summary: Key Takeaways for SaaS Success

In the B2B SaaS world, achieving sustainable growth is no small feat. It involves more than just capturing quick wins; it requires a well-thought-out strategy that ensures long-term success. In this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman sat down live with Ferdinand Goetzen, a founding partner at the Growth Syndicate, at the B2B Rocks SaaS event in Paris, where Ferdinand shared his key tips for building a strong SaaS business and offered valuable insights into this complex process. Key Timecodes (0:56) - Building a Sustainable SaaS Business (1:26) - Defining Sustainable Growth (2:51) - The Changing Landscape of Growth (4:55) - The Power of Brand Influence (6:13) - High Intent Lead Generation Strategies (9:37) - Four Key Growth Strategies for B2B (11:34) - Harnessing Thought Leadership and Outbound (16:53) - Best Practices for Sustainable Success (19:04) - Real-World Examples of Effective Branding (23:39) - The Role of User Experience in Growth (24:01) - Strategies for Achieving Sustainable Growth (30:43) - Tips for SaaS Founders' Success

In the early days of a startup, founder-led sales are crucial. Founders know their product and market well, often leading customer conversations. But as the company grows, this approach can hold back progress. To succeed long-term, it's essential to shift to a scalable sales model. In this first episode of Season 5 of the Grow Your B2B SaaS podcast, host Joran sits down with Gavin Tye, the founder of Sales Market Fit, as they take a look at a simple plan to help make this transition and allow your business to thrive. Key Timecodes (0:52) - Introduction to Season 5 and Guest Introduction (1:44) - Discussion on the Success of the Podcast (2:19) - Topic Introduction: Moving Away from Founder-Led Sales (2:34) - Definition of Founder-Led Sales (3:22) - Role of Subject-Matter Expertise (4:01) - Importance of Founder-Led Sales in Early Days (4:12) - Challenges and Need for an Outcome-Focused Approach (5:21) - Transitioning to Team-Based Selling and Common Mistakes (6:54) - Challenges in Applying Traditional Sales Processes (7:19) - When to Move Away from Founder-Led Sales (7:29) - Four-Step Process for Transitioning (9:53) - Summary of the Four-Step Process (10:37) - When to Consider Moving Away from Founder-Led Sales (11:26) - When to Hire Salespeople and Importance of Structure (13:12) - Challenges in Hiring the First Salesperson (14:19) - Scaling Beyond Founder-Led Sales for Long-Term Growth (14:25) - Importance of Framework in Scaling Sales (16:01) - Avoiding Micromanagement in Sales Teams (16:08) - Framework for Sales: The 5.8 Method (18:10) - Importance of Aligning to How Buyers Buy (19:10) - Importance of Following a Sales Process (20:14) - Difference Between Methodologies and Sales Strategies (20:43) - Frameworks for Helping Buyers Through Their Journey (21:10) - Advertisement for Reditus (21:22) - Common Mistakes in Transitioning from Founder-Led Sales (22:20) - High-Level Talk vs. Market Understanding (23:22) - Hope as a Strategy (24:58) - Hiring the First Salesperson (25:02) - Skills Needed in the First Hire (26:02) - Experience vs. Skills in Sales Hires (27:13) - Teaching and Managing the First Hire (27:33) - Access to Frameworks (29:34) - Skills Over Experience in Hiring Salespeople (30:32) - Scaling a Sales Team After the First Hire (31:53) - Iterating and Lessons Learned from the First Hire (32:33) - Best Practices in Transitioning from Founder-Led Sales (33:36) - Importance of Founders Leading Sales (34:44) - Prioritizing Sales Efforts (34:51) - The Fat Guy, Skinny Guy Model (35:32) - Approach to Helping Clients (36:41) - Audit and Plan for Founder-Led Sales (37:11) - Advice for Founders Growing to $10K MRR (38:42) - Converting Beyond Your Network (39:05) - Advice for Founders Growing to $10 Million (39:12) - Return on Effort in Sales (40:32) - Summary of the Episode (42:09) - Final Remarks and Closing Thoughts (42:48) - Contact Information and Closing

Are you wondering how to grow your B2B SaaS towards 10M ARR? In Season 4 of the Grow Your B2B SaaS podcast, we asked all our guests a crucial question: “What advice would you give to a B2B SaaS founder aiming to reach $10,000,000 in Annual Recurring Revenue (ARR)?” We've compiled their answers into one special episode, which you can listen to in under 30 minutes. If you're looking to grow your SaaS business and need help surpassing the $10,000,000 ARR mark, this episode is a must-listen. It's packed with practical advice from industry experts who share their strategies and tips for achieving long-term success. The episode features diverse perspectives from experienced professionals, providing you with a range of actionable insights. Whether you need advice on marketing, sales, or customer retention, you'll find valuable information to help you move forward. If you find any particular guest's advice particularly helpful, we recommend checking out their full episodes for even more in-depth guidance. Each guest's individual episode offers additional tips and detailed strategies that can further support your growth efforts. In short, this episode gathers the best advice from Season 4's guests to help you overcome the $10,000,000 ARR hurdle. Tune in to gain valuable insights and practical advice that can make a significant impact on your SaaS business. Season 4 guests of the Grow Your B2B SaaS podcast S4E1 – How to bootstrap two SaaS companies to a combined $10M ARR With Michael Kamleitner S4E2 – How Cybersmart grew to $5M ARR with $20M in funding With Jamie Akhtar S4E3 – How Userflow grew to 4.6M ARR with a team of 3 With Esben Friis-Jensen S4E4 – The story behind Ocean.io: AI first & 10M in funding With Michael Heiberg S4E5 – How Involve.me Bootstrapped To 7 Figures in ARR | Lessons Learned With Vlad Gozman S4E6 – How Tally bootstrapped to $100k MRR with a team of 2 With Marie Martens S4E7 – How MyAskAI bootstrapped with a team of 2 to $300k ARR With Michael Heap S4E8 – Learnings from a Second-Time SaaS Founder With Joe Lewin S4E9 – How to Bootstrap a B2B SaaS to $5M and Beyond With Bridget Harris S4E10 – How To Grow Your SaaS While Being Sued With Preston Keller S4E11 – Bootstrapping your fully remote B2B SaaS beyond 20M+ ARR With Liam Martin S4E12 – Learnings & Advice from Second-Time SaaS Founder With Gary Amaral S4E13 – How AuthoredUp Achieved 3,000+ Paying Clients with Their Go-To-Market Strategy With Ivana Todorovic S4E14 – How MorningScore Transforms SEO with Gamification With Karsten Madsen S4E15 – Scaling Success: How Luzmo's B2B SaaS Surpassed $5M+ ARR With Thomas De Clerck S4E16 – Buying & Selling a SaaS: Everything you need to know with Blake Hutchison S4E17 – How to build a startup within a Corporate? Building Respona within Visme With Farzad Rashidi S4E18 – Learnings from a SaaS founder with 25+ years of entrepreneur experience With David Baum S4E19 – Go To Market learnings from B2B SaaS Trumpet With Rory Sadler S4E20 – Building Client-Obsessed SaaS: Insights from a Seasoned Founder With Daan Assen

In Season 4 of the Grow Your B2B SaaS podcast, we asked all our guests a crucial question: “What advice would you give to a B2B SaaS founder aiming to reach $10,000 in Monthly Recurring Revenue (MRR)?” We've compiled their answers into one special episode, which you can listen to in under 30 minutes. If you're looking to grow your SaaS business and need help surpassing the $10,000 MRR mark, this episode is a must-listen. It's packed with practical advice from industry experts who share their strategies and tips for achieving long-term success. The episode features diverse perspectives from experienced professionals, providing you with a range of actionable insights. Whether you need advice on marketing, sales, or customer retention, you'll find valuable information to help you move forward. If you find any particular guest's advice particularly helpful, we recommend checking out their full episodes for even more in-depth guidance. Each guest's individual episode offers additional tips and detailed strategies that can further support your growth efforts. Season 4 guests of the Grow Your B2B SaaS podcast S4E1 – How to bootstrap two SaaS companies to a combined $10M ARR With Michael Kamleitner S4E2 – How Cybersmart grew to $5M ARR with $20M in funding With Jamie Akhtar S4E3 – How Userflow grew to 4.6M ARR with a team of 3 With Esben Friis-Jensen S4E4 – The story behind Ocean.io: AI first & 10M in funding With Michael Heiberg S4E5 – How Involve.me Bootstrapped To 7 Figures in ARR | Lessons Learned With Vlad Gozman S4E6 – How Tally bootstrapped to $100k MRR with a team of 2 With Marie Martens S4E7 – How MyAskAI bootstrapped with a team of 2 to $300k ARR With Michael Heap S4E8 – Learnings from a Second-Time SaaS Founder With Joe Lewin S4E9 – How to Bootstrap a B2B SaaS to $5M and Beyond With Bridget Harris S4E10 – How To Grow Your SaaS While Being Sued With Preston Keller S4E11 – Bootstrapping your fully remote B2B SaaS beyond 20M+ ARR With Liam Martin S4E12 – Learnings & Advice from Second-Time SaaS Founder With Gary Amaral S4E13 – How AuthoredUp Achieved 3,000+ Paying Clients with Their Go-To-Market Strategy With Ivana Todorovic S4E14 – How MorningScore Transforms SEO with Gamification With Karsten Madsen S4E15 – Scaling Success: How Luzmo's B2B SaaS Surpassed $5M+ ARR With Thomas De Clerck S4E16 – Buying & Selling a SaaS: Everything you need to know with Blake Hutchison S4E17 – How to build a startup within a Corporate? Building Respona within Visme With Farzad Rashidi S4E18 – Learnings from a SaaS founder with 25+ years of entrepreneur experience With David Baum S4E19 – Go To Market learnings from B2B SaaS Trumpet With Rory Sadler S4E20 – Building Client-Obsessed SaaS: Insights from a Seasoned Founder With Daan Assen

Starting a SaaS company can be a fun and challenging adventure. In this exciting episode of the Grow Your B2B SaaS Podcast, host Joran sits down with the proud founder of SwipeGuide, Daan Assen. SwipeGuide helps big companies like Heineken and Coca-Cola manage their workers better. In this episode, we'll explore Daan's story, the smart choices he made, and what he learned along the way. Key Timecodes (0:00) - Show introduction  (1:00) - Founding SwipeGuide (2:25) - SwipeGuide's Business Model and Products (4:16) - Personal Journey and Early Ventures (6:16) - Challenges and Pivots (10:41) - Major Milestones and Scaling (16:20) - Overcoming Challenges (18:20) - Key Decisions and Strategies (21:05) - Product Development and Co-Creation (28:31) - Frameworks and Technologies (32:24) - Advice for SaaS Founders

In this episode of the Grow Your B2B SaaS podcast, Host Joran sits down with Rory Sadler, the co-founder and CEO of Trumpet, a dynamic SaaS platform designed to streamline the buying process for customers. Since its launch in December 2021, Trumpet has rapidly grown, attracting hundreds of customers and thousands of companies on its free plan.  In this episode, Rory shares the origins of Trumpet, detailing how he and his co-founders identified a crucial gap in B2B SaaS sales and built a solution to address it. He also opens up about Trumpet's funding journey, the challenges faced, and the lessons learned along the way. From embracing technology and AI to maintaining a strong customer focus and building a robust social media presence, Rory provides valuable insights for SaaS founders and entrepreneurs looking to navigate their own growth trajectories. Key Timecodes (00:00) - Introduction and Focus on Internal Success (00:50) - Guest Introduction (01:22) - Company Background and Revenue (02:52) - Product and Employee Overview (04:09) - Rory's Entrepreneurial Journey (06:27) - Motivations and Company Vision (07:28) - Challenges and Personal Hardships (13:05) - Lessons for Founders (17:06) - The effective Growth Strategies (22:32) - Critical Decisions and Community Engagement (28:23) - Use of AI and Future Plans (34:07) - Advice for SaaS founders

In entrepreneurship, the path is full of ups and downs, with both triumphs and challenges. David Baum CEO & Co-founder @ Relato, a veteran entrepreneur with 25 years of experience, has navigated this journey, building and scaling several businesses. In a recent podcast episode on the Grow Your B2B SaaS Podcast hosted by Joran, David shared important lessons from his experiences, emphasizing perseverance, problem-solving, and engaging with the community. This episode is full of his key insights, providing valuable guidance for both new and experienced entrepreneurs. Key Timecodes (00:55) - Introduction of David Baum (01:49) - David's Background and Starting Relato (02:15) - Relato's Mission and Current Status (03:05) - David's Entrepreneurial Journey (05:43) - Motivation and Challenges in Entrepreneurship (07:02) - The Origin of Relato (11:46) - David's Programming Experience (14:08) - Relato's Development and Market Strategy (21:53) - Using AI in Relato (26:50) - Overcoming Challenges and Rock Bottom Moments (31:02) - Company Challenges and Funding Issues (35:59) - Lessons from Past Ventures for Relato (40:07) - Advice for Early-Stage SaaS Founders (43:10) - Advice for Scaling to 10 Million ARR (44:28) - Episode Summary and Closing

In this episode of the Grow Your B2B SaaS podcast, host Joran sits down with Farzad Rashidi, the co-founder and driving force behind Respona. Farzad reveals how Respona, a startup born within VisMe, a massive platform with 20 million users navigated the exciting journey of growing from an in-house tool to a thriving business. Farzad shares the ups and downs of building a startup inside a big company, the critical role of SEO in their growth, and the valuable lessons learned from engaging directly with customers. Plus, he offers insider tips on how Respona uses AI to stay ahead and why focusing on the right audience is key to success. Tune in for actionable tips and real-world advice from someone who's turned a startup dream into a profitable reality. Key Time Codes (00:00) - Onboarding Customers and Changing Affiliates (01:00) - Introduction to Farzad and Respona (01:52) - How Respona Was Born (04:56) - Respona's Growth and Team (05:47) - Respona's SaaS Features (07:09) - Farzad's Career and Entrepreneurial Spirit (08:01) - Future Goals for Respona (08:47) - Motivations and Beta Challenges (10:51) - Startup Life Under VisMe (13:55) - Lessons from Tough Times (22:51) - Effective Growth Strategies (28:04) - AI and Affiliate Tips (32:36) - Farzad's Tips for SaaS Success (39:34) - How to Connect with Farzad

Are you thinking about exiting your SaaS business? Unsure about where to start, who to talk to or what it's worth is? This episode will guide you through buying and selling SaaS businesses with expert advice! In this episode of the Grow Your B2B SaaS Podcast, Joran chats with Blake Hutchinson, CEO of Flippa. They dive into how to prepare for a business exit, the details of buying and selling SaaS businesses, and Blake's own journey as an entrepreneur. This discussion is packed with valuable tips for anyone involved in the SaaS world.This episode looks at SaaS business transactions and gives helpful advice for new and experienced entrepreneurs. Key Timecodes (0:46) - Introduction to Blake Hutchinson (1:26) - What is Flippa? (2:27) - Flippa's Revenue and Business Model (3:24) - Employee Distribution and Offices (3:53) - Blake's Entrepreneurial Journey (4:08) - Transition from Entrepreneurship to Corporate (7:41) - Dealing with Entrepreneurial Failure (17:45) - Importance of Preparing for an Exit (10:52) - Common Misconceptions in SaaS Exits (14:50) - Valuation and Multiples for SaaS Companies (22:37) - Maximizing Exit Outcomes (25:01) - The Selling Process on Flippa (30:52) - Why Buy an Existing SaaS? (28:54) - Challenges in Buying and Selling SaaS (35:27) - Advice for Growing a SaaS to 10K MRR (36:57) - Advice for Scaling to 10 Million ARR (39:37) - Summary and Key Takeaways (39:49) - How to Contact Blake Hutchinson

In this episode of the Grow Your B2B SaaS Podcast, Joran hosts Thomas De Clerck, founder of Luzmo (formerly Cumul), a company specializing in AI-powered analytics solutions for businesses. Thomas, who brings extensive experience from previous roles at Google and other tech companies, shares his journey from Luzmo's inception in 2015 to its current status with over €5 million in annual recurring revenue (ARR).  Thomas' story provides a masterclass in navigating the complexities of scaling a SaaS startup and offers invaluable insights for aspiring entrepreneurs. Tune in to explore the key takeaways from his experience that can guide you on the path to success. Key Timecodes (00:43) - Guest Introduction (01:13) - Company Overview (01:48) - Funding and Growth (02:27) - Product and Services (02:30) - Company Description (03:00) - Personal Journey (03:39) - Motivation and Goals (04:48) - Challenges and Learning (06:15) - Founding Story and Pivot (08:16) - Market Feedback and Success (09:38) - Early Customers and Growth Tactics (11:01) - Equity and Incubator Programs (11:16) - Rock Bottom Moments (12:07) - U.S. Market Entry (13:10) - Company Challenges (14:13) - Go-to-Market Strategy (15:21) - Successful Strategies (16:25) - Additional Go-to-Market Techniques (18:03) - Critical Decisions (19:24) - New Initiatives and AI (20:29) - Rebranding (21:51) - Outbound and Sales Scaling (22:58) - AI and Machine Learning (25:09) - Reflections and Learnings (26:54) - Practical Advice for Founders (28:05) - Advice for Early-Stage Founders (30:24) - Advice for Scaling Founders (32:22) - Summary (33:11) - Closing Remarks

How did MorningScore transform SEO with gamification? In this episode of the "Grow Your B2B SaaS" podcast, host Joran interviews Karsten Madsen, the founder and CEO of Morningscore. This episode delves into Karsten's entrepreneurial journey, the challenges he faced, and the strategies he used to grow his SaaS company. Morningscore is a gamified SEO tool designed to help small companies improve their visibility on Google. Key Timecodes (0:45) - Introduction of Karsten Madsen (1:25) - Company funding and structure (2:36) - Overview of Morningscore (2:57) - Early entrepreneurship journey (8:16) - Challenges and rock bottom moments (9:57) - Learning from mistakes (12:27) - Biggest company challenges (15:08) - Successful strategies and growth tactics (17:57) - Role of partnerships in growth (20:24) - Company culture and remote work (23:39) - Personal enjoyment and team dynamics (24:04) - Regrets and enjoying the journey (25:16) - Leveraging new technologies (26:40) - Future plans and market strategy (30:39) - Advice for SaaS founders

In this episode of the Grow Your B2B SaaS podcast, Joran interviews Ivana Todorovic, founder of AuthoredUp, a LinkedIn content creation and analytics tool. Ivana shares her journey from editing and blockchain roles to entrepreneurship. The conversation delves into founding and growing a SaaS company, covering challenges, strategies, and lessons learned. Key Timecodes (0:52) - Joran introduces Ivana Todorovic (1:33) - When did AuthoredUp start? (1:46) - Is it funded or bootstrapped? (1:50) - ARR and customer numbers (2:04) - Service vs. product revenue (2:25) - Number of employees (2:33) - Description of AuthoredUp (3:33) - Ivana's goals for AuthoredUp (3:58) - Product and customer focus as motivation (5:02) - Origin of the idea for AuthoredUp (7:20) - Early product validation and customer feedback (8:21) - From 200 free users to 3,000 paying customers (9:28) - How to Transition from free beta to paid subscription (10:58) - Long development period and challenges (13:01) - Financial and personal challenges during development (15:24) - Rebuilding the product from scratch (16:34) - Personal reflections on the challenges faced (18:02) - The importance of having short-term goals (19:15) - Learning from mistakes in previous startups (20:36) - Positive customer feedback and its impact (22:08) - Importance of community management and support (26:35) - Insights on current acquisition channels (35:41) - Leveraging AI and machine learning in the product (37:14) - Advice for SaaS founders aiming for 10K MRR (38:03) - Strategy for scaling towards 10 million ARR

In this episode of the Grow Your B2B SaaS Podcast, Host Joran interviews Gary Amarall, the co-founder and CMO of two SaaS companies, Unkover and Breadcrumbs. Gary shares his journey, insights, and challenges in building these companies, along with practical advice for SaaS founders. Key Timecodes (00:00) - Introduction of Guest (00:50) - Guest Introduction and Background (01:22) - Startup Origins and Revenue Discussion (02:40) - Product and Service Revenue Breakdown (04:11) - Unkover's Features and Customer Insights (05:32) - Gary's Entrepreneurial Journey (07:31) - Motivation and Personal Goals (08:46) - Birth of Unkover (12:24) - Y Combinator Experience (13:12) - Overcoming Rock Bottom Moments (17:17) - Major Company Challenges (19:35) - Successful Go-to-Market Strategies (22:00) - Rapid Domain Authority Growth (23:17) - Outbound Strategies (26:34) - Scalability and Learning from YC (29:01) - Leveraging AI and New Technologies (32:12) - Advice for Early-Stage SaaS Founders (33:33) - Advice for Scaling to 10M ARR (34:39) - Episode Summary (35:56) - Closing Remarks