How To SaaS

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Have you ever wondered about what other SaaS companies are doing to grow their business? What channels are they experimenting with? Where are they finding traction? Welcome to How To SaaS — the go-to podcast for growing your cloud software company. Hosted by growth strategist Shiv Narayanan, Founde…

Shiv Narayanan


    • Oct 15, 2019 LATEST EPISODE
    • infrequent NEW EPISODES
    • 36m AVG DURATION
    • 35 EPISODES


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    Latest episodes from How To SaaS

    29: How to grow through acquisitions, focus and culture with Dave Gray

    Play Episode Listen Later Oct 15, 2019 60:29


    On episode 29 of the How To SaaS podcast, Shiv interviews Dave Gray, the former CEO of Daxko and current CEO of the Biso Collective. Dave and Shiv discuss how Daxko deployed a growth by acquisitions strategy to scale its business and the importance of focus in growing companies. Dave also shares the vision for his new initiative, Biso Collective, and how he plans on deploying a buy-and-hold strategy to give founders of mission-critical software companies a third alternative to a liquidity event outside of a strategic or financial buyer.

    How to hire a rockstar product manager

    Play Episode Listen Later Sep 13, 2019 5:44


    On this episode of How To SaaS, we discuss how to hire a rockstar product manager and what aspiring product leaders need to become to be effective. Your Product leader needs to: 1. Understand the intersection of product management encompasses UX, Tech and Business and be able to serve the needs of each 2. Be market focused to help the rest of the company understand the market needs and pains that need to be addressed. 3. Be able to make important tradeoffs with limited resources to serve and please all the different stakeholders involved. 4. Appreciate growth and all the different levers that can be pulled to take the business to the next level. 5. Be incredibly data-driven and make decisions using an ROI, business case based approach.

    How to build a content strategy for your SaaS company

    Play Episode Listen Later Sep 13, 2019 5:03


    Are you trying to figure out your content strategy? Here are 6 simple steps that can help you create a massive content backlog: 1) Who are you trying to help / serve? Ideally, use a real life example. 2) What keeps them up at night? What problems are they facing? 3) What are the negative consequences of their problems? What happens if they don't solve this problem? 4) What is their dream scenario? What are their motivations, needs and goals? 5) What are the checkpoints and milestones between where they are now and their dream scenario? Who do they need to become to achieve the transformation they want? 6) Build content for each step. Focus on the pain points, not the mechanical funnel stages.

    How to forecast sales projections more effectively

    Play Episode Listen Later Sep 13, 2019 9:47


    Has your company ever missed its quarterly or annual sales projections? This is one of the top reasons why C-Level executives are let go from growing companies. It often happens inside companies where forecasting is treated more like a math exercise and the underlying growth model for the business isn't strong enough. That's why on this episode of How To SaaS, Shiv Narayanan talks about how executive teams can forecast sales projections more effectively, while still setting ambitious targets.

    How to align sales and marketing

    Play Episode Listen Later Sep 13, 2019 6:43


    Have you ever been in a meeting where marketing claims that it is generating all these MQLs but sales isn't converting them, while sales claims the MQLs they're receiving are really not that good? On this episode, I talk about how MQLs are completely the wrong metric to use for alignment. Instead Sales Accepted Leads can do a far better job of bringing marketing and sales teams together to work as one unit.

    How to get more budget for content

    Play Episode Listen Later Sep 13, 2019 6:03


    Have you ever tried to get more funding for Content Marketing initiatives or team members, only to have your CEO / CFO / CMO tell you there's not money in the budget for that? On this episode of How To SaaS, Shiv Narayanan talks about how you can go about making sure Content Marketing gets the funding it deserves to help you drive the business forward. Go to the full episode blog post with slides, video and more: https://www.howtosaas.com/blog/how-to-get-more-funding-for-content-marketing

    28: How to build a platform SaaS company with Eric Thurston, CEO of Personify

    Play Episode Listen Later Aug 6, 2019 65:44


    On Episode 28, Eric Thurston (CEO of Personify) and Shiv discuss how to build a platform SaaS company, including the strategy, process, challenges, learnings and personal growth that come along with it. Eric is the CEO of the company that eventually acquired Wild Apricot.

    27: Rand Fishkin on how to avoid the biggest pitfalls of being a SaaS founder

    Play Episode Listen Later Jul 28, 2019 57:21


    On Episode 27, Rand Fishkin (Founder of Moz and SparkToro) and Shiv discuss how to avoid the biggest pitfalls of being a SaaS founder, Rand's journey with Moz, his book "Lost and Founder" and the 5 things he is doing differently as a second time founder.

    26: How to price your SaaS product with Patrick Campbell, CEO of ProfitWell

    Play Episode Listen Later Jul 15, 2019 47:29


    On Episode 26, Shiv and Patrick Campbell (CEO of ProfitWell) discuss how to price your SaaS product, including the hot button topic of pricing increases.

    25: How to build a sales machine with Stephen Silberbach, SVP of Global Sales at Clio

    Play Episode Listen Later Jul 15, 2019 58:04


    On Episode 25, Shiv and Stephen Silberbach (SVP of Global Sales at Clio) discuss how to build a sales machine for your SaaS company, including team structure, roles, responsibilities and KPIs.

    24: How to build an Intent Engine with Dev Basu, CEO of Powered by Search

    Play Episode Listen Later Apr 15, 2018 62:38


    On Episode 42, Shiv Narayanan interviews Dev Basu, CEO of Powered by Search, on how SaaS companies can build an Intent Engine to attract, engage and convert prospects into paying users.

    23: How to use Product Qualified Leads (PQLs) to close more opportunities with Elle Morgan

    Play Episode Listen Later Mar 18, 2018 30:50


    On Episode 40, I interview Elle Morgan (VP of Marketing at Woopra) on how to use Product Qualified Leads (PQLs) to close more opportunities. The conversation with Elle is especially relevant for transactional SaaS companies who use a freemium and/or free trial model and do not have access to large sales teams to talk to all prospects 1-on-1.

    22: How To Expand Internationally with Bryce Youngren, Managing Partner at Polaris Partners

    Play Episode Listen Later Mar 11, 2018 39:50


    On Episode 39 of the How To SaaS podcast, Shiv interviews Bryce Youngren, Managing Partner at Polaris Partners, and they discuss how SaaS companies can expand internationally. Bryce shares 5 ways SaaS companies can go about doing this and uses real life examples from his portfolio companies: 1) Channel Partners 2) Telesales 3) Freemium 4) Local Presence 5) Acquisitions

    21: How SaaS acquisitions work (Wild Apricot's acquisition by Personify)

    Play Episode Listen Later Mar 5, 2018 30:30


    On Episode 38 of the How To SaaS podcast, Shiv Narayanan gives a behind the scenes look of the Wild Apricot acquisition.

    20: How to build a product-led go-to-market strategy with Paul Teshima, CEO of Nudge.ai

    Play Episode Listen Later Feb 20, 2018 30:06


    In Episode 37 of the How To SaaS podcast, Shiv interviews Paul Teshima, CEO of Nudge.ai, on how to build a product-led go-to-market strategy.

    19: The 5 critical factors of private equity investing in SaaS companies with Zane Tarence

    Play Episode Listen Later Sep 18, 2017 53:57


    On Episode 36 of the How To SaaS podcast, Shiv Narayanan talks to Zane Tarence, Managing Director of Founders Investment Banking, on the 5 critical factors private equity investors analyze when investing in SaaS companies.

    18: How To Find Product-Market Fit for Your SaaS Company With Will Dinkel, CEO Of Nova.ai

    Play Episode Listen Later Jul 25, 2017 38:08


    On Episode 35 of the How To SaaS podcast, Shiv Narayanan talks to Will Dinkel (CEO of Nova.ai) on how to find product-market fit for your SaaS company, Will's journey through YCombinator and all the struggles involved in the early stages of a startup.

    17: Nicholas Kusmich on how to leverage Facebook ads for SaaS companies

    Play Episode Listen Later Jun 7, 2017 47:24


    On Episode 34 of the How To SaaS podcast, Shiv Narayanan interviews Nicholas Kusmich -- the go-to expert on Facebook ads. Nicholas has worked with all kinds of industry leaders, including Tony Robbins, Robin Sharma, Joe Polish, and many SaaS companies, including SamCart, Zapable and more. Shiv and Nicholas discuss all the ways in which SaaS companies could leverage Facebook ads as a new channel of acquisition. A lot of SaaS companies are leaving money on the table by ignoring low-hanging fruit on Facebook. Check out Nick's latest book: Give - The Ultimate Guide To Using Facebook Advertising To Generate More Leads, More Clients and Massive ROI. You can get the book here: www.givebook.info

    16: Neil Patel On Why Content Marketing Is Not For Every SaaS Company

    Play Episode Listen Later May 25, 2017 22:38


    On Episode 33 of the How To SaaS podcast, Shiv Narayanan interviews Neil Patel, the guru of content marketing. The interview starts with a discussion on how SaaS companies can leverage content as a source of traffic and leads but quickly transitions to Neil's take on whether or not all SaaS companies should be doing content marketing, especially in the early days or if funding is limited, where other channels can likely produce a more immediate return.

    15: How To Generate 8K Leads per Month with 8 Simple Rules Of A/B Testing ft. Lars Lofgren

    Play Episode Listen Later Mar 13, 2017 55:53


    On episode 32 of the How To SaaS podcast, Shiv Narayanan interviews Lars Lofgren, Head of Growth at I Will Teach You To Be Rich and former Head of Marketing at Kissmetrics. Lars has had the unique opportunity of working with 3 marketing all stars in Hiten Shah, Neil Patel and now Ramit Sethi, so he has a ton of experience and mentorship to pull from. Shiv and Lars discuss how Lars was able to generate 8000 leads per month at Kissmetrics, how to generate millions of visitors to your blog and his 8 simple rules of A/B testing that you and your marketing team HAVE to listen to.

    14: How To Use Your Brand To Say "No" To Good Opportunities With Laura Roeder, CEO Of Meet Edgar

    Play Episode Listen Later Mar 5, 2017 40:24


    On Episode 31 of the How To SaaS podcast, Shiv Narayanan interviews Laura Roeder, Founder and CEO of Meet Edgar, on how to use your brand to say "No" to good opportunities to uncover the story behind the critical decisions that helped grow Edgar to $4MM in ARR in just 3 years.

    13: How to manipulate the media and build a PR machine like Donald Trump with Tucker Max

    Play Episode Listen Later Feb 27, 2017 42:44


    On Episode 30 of the How To SaaS podcast, Shiv Narayanan interviews bestselling author Tucker Max on how to manipulate the media and build a PR machine like Donald Trump.

    12: How To Deploy And Measure Radio Ads For Your SaaS Company

    Play Episode Listen Later Feb 21, 2017 62:02


    On Episode 29 of the How To SaaS podcast, Shiv Narayanan interviews Mitch Solway, the former VP of Marketing at Freshbooks, on how to deploy and measure radio ads as an avenue for acquiring customers.

    11: How To Acquire A SaaS Company And Build Synergies With Your Existing Business

    Play Episode Listen Later Jul 16, 2016 40:13


    Episode 11 of the How To SaaS podcast with Shiv Narayanan features Adam Fried, CEO of SimplyColorLab and ShootQ, on how to layer a retail business and a SaaS company on top of each other to create synergies and generate additional streams of revenue.

    10: How to plan, deploy and measure an Account Based Everything strategy with Jon Miller

    Play Episode Listen Later Jun 5, 2016 32:40


    Episode 10 of the How To SaaS podcast features Jon Miller, founder and CEO of Engagio, on how to plan, deploy and measure an Account-Based Everything strategy.

    09: How To Use Advocate Marketing As A Land And Expand Strategy

    Play Episode Listen Later May 29, 2016 21:52


    Episode 9 of the How To SaaS podcast with Shiv Narayanan features Heather Foeh, VP of Customer Advocacy at Vision Critical, on how to use Advocate Marketing as a land and expand strategy.

    08: How To Run Your Blog Like A Product Manager w/ Heather McCloskey of Uservoice

    Play Episode Listen Later May 15, 2016 15:52


    Episode 8 of the How To SaaS podcast with Shiv Narayanan features Heather McCloskey, Inbound Marketing Manager at Uservoice, and we discuss how to run your blog like a product manager.

    07: How to bootstrap a SaaS company using Content Marketing with Omar Zenhom

    Play Episode Listen Later May 8, 2016 24:23


    Episode 7 of the How To SaaS podcast with Shiv Narayanan features Omar Zenhom, co-founder of the $100MBA & Webinar Ninja, on how to bootstrap a SaaS company using content marketing.

    06: How Uberflip is using webinars to pioneer Content Experience

    Play Episode Listen Later May 1, 2016 31:06


    Episode 6 of the How To SaaS podcast with Shiv Narayanan features Hana Abaza, VP of Marketing at Uberflip, on pioneering the Content Experience conversation and how their webinar strategy is helping them distribute the message to the market.

    05: How To Create A Multi-Channel Education Strategy With Tim Paige of LeadPages

    Play Episode Listen Later Apr 24, 2016 33:19


    Episode 5 features Tim Paige, Senior Conversion Educator at LeadPages, on how to create a multi-channel education strategy for SaaS companies using webinars, podcast, courses and more.

    04: How To Onboard Users In The First 100 Days® with Joey Coleman, Founder of Design Symphony

    Play Episode Listen Later Apr 17, 2016 54:48


    Episode 4 of the How To SaaS podcast with Shiv Narayanan features Joey Coleman on onboarding users in the first 100 days of their journey and turning initial experience into an advantage to increase retention and referrals

    03: The Strategy Behind Advocamp With Jim Williams, VP Of Marketing At Influitive

    Play Episode Listen Later Apr 11, 2016 38:58


    Episode 3 of the How To SaaS podcast features Jim Williams, VP of Marketing at Influitive, on the strategy behind their Advocamp conference and how it is helping them create the category of Advocate Marketing.

    02: How To Write Books With Donald Cowper, Bestselling Author and Head of Content at ClearFit

    Play Episode Listen Later Apr 3, 2016 61:15


    Episode 2 of the How To SaaS podcast with Donald Cowper (Head of Content at ClearFit), co-author of Breaking The Time Barrier and What To Why.

    01: How To Exhibit at Conferences with Ryan Anderson, CEO of Filevine

    Play Episode Listen Later Apr 3, 2016 47:35


    Episode 1 of the How To SaaS podcast with Ryan Anderson, CEO of Filevine.

    00: Intro To How To SaaS With Shiv Narayanan, Founder Of How To SaaS And CMO Of Wild Apricot

    Play Episode Listen Later Apr 3, 2016 11:38


    Episode 0 of the How To SaaS podcast with Shiv Narayanan.

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