SaaS Sessions

In this powerhouse episode, Max Altschuler - founder of Sales Hacker, former VP of Marketing at Outreach, and now General Partner at GTMfund - breaks down what it takes to build and scale B2B SaaS companies with speed and substance. Max shares his journey from being an early-stage operator to becoming a SaaS investor, unpacking the real mechanics behind GTM strategy, community-driven growth, category creation, and what founders often get wrong. This is a masterclass in strategic execution and long-game thinking for SaaS leaders.Key Takeaways –1. Betting on Founders: What Drives Early-Stage InvestingFounder-market fit trumps product perfection - invest in people who are machines.Space matters: Great founders + a growing wave = potential breakout.Outreach wasn't a spreadsheet decision - it was a conviction bet on Manny Medina's obsession and clarity.2. Strategic Distribution Is the New ProductDistribution is where the new edge is; AI levels the playing field for building.GTM is the real differentiator - your ability to generate demand at scale will define outcomes.Sales Hacker's distribution muscle supercharged Outreach's category dominance.3. Acquisitions Are Not Just About Revenue, They're About VelocitySales Hacker wasn't bought for its revenue but to compound Outreach's strategic value.Community-led growth isn't a tactic; it's an ecosystem asset.Integration didn't mean conversion - it meant amplification without breaking trust.4. Lessons in SaaS Scale and GTM ExecutionDon't underinvest in product expansion; build or buy fast when signals are clear.Self-serve isn't optional anymore; it's mandatory for market-wide coverage.Be obsessed, but don't burn out your team; clarity in communication scales leadership.About the GTMfund: GTMfund is an early-stage venture fund backed by 300+ of the most respected go-to-market leaders from companies like Salesforce, Zoom, and Snowflake. It focuses exclusively on backing SaaS startups with strong GTM execution and strategic potential.Connect with Max Altschuler | Check out GTMfundVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions podcast, Jacob Bank, founder of Relay.app, shares his journey from academia to startup founder, discussing the challenges of building a product in the AI space. He emphasizes the importance of validating ideas, finding early customers, and experimenting with various marketing channels. Jacob also highlights the significance of cohort retention as a measure of product-market fit and the need to balance innovation with competition in a rapidly evolving market.Key Takeaways –1. You're not failing - your distribution isBuilding is easy; getting customers is the battlefield.Early channels (Reddit, network, cold email) only take you so far.Most startup advice is outdated or irrelevant to your context - test everything yourself.2. Validate with precision, not egoThe Mom Test changed how Jacob gathered honest feedback.10 well-run interviews can kill or greenlight an idea.Getting “likes” is not validation - retention and willingness to pay are.3. Every growth stage needs a new motion0 → 10: Scrappy hustle (Reddit, LinkedIn DMs, direct outreach).10 → 100: Partner marketing, SEO, and high-intent blog content.100 → 1000: Viral LinkedIn content + YouTube for education + community-led growth.4. PMF isn't hype - it's cohort retentionRetention is the only true sign of product-market fit.Competitive pressure is a forcing function to build better products.Don't be afraid to pick a fight in a crowded space - just know your edge.Connect with Jacob Bank:

In this episode, we dive into the evolving landscape of B2B SaaS attribution with Deepinder Dhingra, Founder and CEO of RevSure.ai. DD shares insights from his 20+ years in enterprise software, analytics, and AI, unpacking how SaaS companies can harness AI-driven attribution to improve GTM strategies. He explores the challenges of attribution complexity, the role of AI in unifying data, and actionable frameworks for building an effective attribution model. DD also shares his thoughts on the future of AI in SaaS and key misconceptions about being a founder in this space.Key Takeaways:1. The Evolution of Attribution in SaaS- Past GTM motions: Outbound, focused on sales-driven efforts.- Present complexity: Consumerization of GTM with multiple teams (marketing, SDR, BDR, sales).- Challenge: Fragmented data across tools requires a robust attribution strategy.2. AI's Role in Attribution- Data Harmonization: AI connects data from CRMs, marketing automation, ABM tools, and offline channels.- Revenue Graphs: Building linkages across touchpoints like leads, campaigns, and opportunities.- Predictive Insights: Real-time data analysis to optimize spend and strategy.3. Common GTM Team Pitfalls- Misaligned Goals: Teams focus on “who gets the credit” rather than actionable insights.- Lack of Full-Funnel Thinking: Insights should span marketing, SDR, and sales efforts.- Overreliance on Rules-Based Models: Shift to data-driven, machine learning approaches like marketing mix models and incrementality testing.4. Building an AI-Powered Attribution Framework- Collaborative Effort: Align marketing, sales, and ops under a shared vision.- Tech Stack Audit: Ensure compatibility with your GTM motion.- Real-Time Monitoring: Use leading and predictive indicators to measure success.Lightning Round Insights:1. Fun Fact About DD: He's a skilled pickleball player!2. Challenge to Solve in Indian SaaS: Optimizing cross-border GTM motions.3. Misconception About Founders: It's not all fun; founders take the brunt of market brutality and drive teams for competitive speed.About RevSure.ai:RevSure.ai is revolutionizing attribution for B2B SaaS companies by leveraging AI to unify data, provide actionable insights, and optimize GTM strategies. Their AI-powered attribution models address the complexities of modern SaaS motions and enable teams to act with precision.Connect with DD:LinkedIn - https://www.linkedin.com/in/deepinder-singh-dhingra-66bb54/RevSure - https://www.revsure.ai/Chapters:01:05 - Intro & DD's Journey in SaaS02:05 - Evolution of Attribution in SaaS07:27 - Complexity in GTM Motions and Data Fragmentation12:10 - AI's Role in Attribution15:10 - Common GTM Team Pitfalls19:02 - Building an AI-Powered Attribution Framework23:26 - KPIs for Attribution Success27:42 - Future of AI in Attribution30:17 - Balancing AI with Human Oversight32:22 - Lightning Round36:42 - Closing Thoughts#b2bsaas #b2b #attribution #marketing #saasVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Episode Summary:Srikrishnan Ganesan, Founder, and CEO of Rocketlane, joins the SaaS Sessions Podcast to share actionable insights on customer onboarding—a crucial yet often overlooked driver of SaaS success. Sri dives deep into why onboarding sets the foundation for long-term customer satisfaction, retention, and expansion, and offers strategies to optimize this critical phase. This conversation is packed with transformative ideas for SaaS founders and operators, from avoiding common onboarding pitfalls to leveraging AI and standardized processes.Key Takeaways:1. Onboarding as a Strategic Driver- The first 30-90 days are make-or-break: onboarding directly influences churn and Net Revenue Retention (NRR).- Poor onboarding can result in 25-30% of customers failing to go live, jeopardizing renewals and expansions.- Early-stage SaaS companies often lack the rigor to drive implementation success, resulting in disengaged customers.2. Common Onboarding Pitfalls and How to Address Them- Lack of Rigor: Companies often go at the customer's pace instead of setting clear timelines.- Order-Taking Approach: Teams fail to be prescriptive, waiting for customer direction instead of sharing best practices.- Disorganized Operations: Reliance on spreadsheets and hero-driven processes undermines scalability and consistency.- Solution: Implement standardized processes, use governance frameworks, and prioritize system-driven operations.3. The Role of Leadership and Process Design- Founders often stretch post-sales teams, delaying investments in specialized onboarding leadership.- Invest in systems that track effort, milestones, and outcomes to scale onboarding.- Standardize touchpoints like kickoff decks, project plans, and escalation paths to drive a consistent and professional experience.4. Leveraging Technology and AI for Better Onboarding- Tools like Rocketlane provide visibility and streamline processes for both customers and internal teams.- Use AI to automate repetitive tasks, identify early warnings, and enhance follow-up communications.- Fast and efficient onboarding drives 2x faster expansions and greater advocacy from happy customers.Lightning Round Insights:What Sri Wishes He'd Known Starting: How transformative AI would become and its potential to fundamentally reshape product development.Favorite AI Tools:- Avoma for sales insights.- Rocketlane's own AI-driven features to improve onboarding experiences.Book Recommendations:- Made to Stick by Chip and Dan Heath – Learn to package ideas that resonate and stick with your audience.- Competing Against Luck by Clayton M. Christensen – Understand the "Jobs to Be Done" framework for product development.About Rocketlane:Rocketlane is a leading customer onboarding and professional services automation platform, empowering SaaS companies to deliver seamless and efficient onboarding experiences. By streamlining collaboration, improving accountability, and accelerating time-to-value, Rocketlane helps businesses improve retention and expand revenue opportunities.Chapters:00:50 - Sri's Journey: From Freshworks to Rocketlane01:47 - The Current State of SaaS Onboarding04:15 - Key Challenges in SaaS Onboarding07:39 - Building Rigor and Governance in Onboarding15:23 - Celebrating Go-Lives and Building Advocacy19:15 - The Impact of Faster Onboarding on Retention and Expansion27:27 - Ripple Effects of Poor Onboarding34:04 - Leadership's Role in Driving Onboarding Excellence37:04 - Lightning RoundVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Lucas Lovell, VP of Product at Paddle, shares his journey from launching a startup in Australia to scaling a SaaS company in Europe. With a focus on global market expansion, Lucas discusses critical considerations for entering new geographies, leveraging local partnerships, and using payments infrastructure as a growth lever. Packed with actionable insights, this episode is a must-listen for SaaS leaders navigating the complexities of international growth.Key Takeaways:Market Expansion StrategyMarket size and access are key to identifying expansion opportunities.Operational challenges, like legal and regulatory barriers, need thorough evaluation.Localizing for cultural norms and customer expectations is crucial for success.Leveraging Payments as a Growth LeverOffering region-specific payment methods boosts conversions significantly.Partner with payment platforms like Paddle to simplify tax compliance and payment localization.Missteps in payment infrastructure can result in high drop-off rates despite strong intent to purchase.Tactical Entry into New MarketsConduct roadshows and spend time on the ground to understand the local ecosystem.Leverage accelerators, incubators, and local networks for insights and partnerships.Hiring local talent provides essential market expertise and operational efficiency.Balancing Global Consistency with Local FlexibilityUse foundational playbooks but adapt pricing, messaging, and distribution strategies to local markets.Understand cultural nuances, such as Germany's data consciousness or the business formality in Europe.Localization isn't just about language; it's also about tone, style, and relevance.Lightning Round Insights:Work-Life Balance Tip: Set boundaries with notification management to avoid work distractions during personal time.Advice to Past Self: You learn best by doing—don't hesitate to dive in and experiment.Book Recommendation: Good Strategy, Bad Strategy by Richard Rumelt for mastering strategic thinking.About Paddle: Paddle simplifies payment infrastructure for SaaS businesses, enabling global expansion by handling tax compliance, payment localization, and more. Their platform helps companies turn operational complexities into growth opportunities.Connect with Lucas Lovell: LinkedIn | PaddleChapters:00:10 – Introduction01:00 – Lucas's Journey in SaaS06:30 – Choosing France for Market Expansion10:00 – Operational Barriers to Entering New Markets15:00 – Using Payments as a Growth Lever20:00 – Localization Strategies for Success25:30 – Building Partnerships for Distribution30:00 – First Principles GTM Strategies for New Geographies35:00 – Lightning Round InsightsVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Episode SummaryIn this insightful episode of the SaaS Sessions Podcast, we down with Satya Ganni, the CEO and Founder of Userflow and Beamer. Satya shares his journey as a serial entrepreneur, having founded six companies before leading Userflow and Beamer, two innovative platforms revolutionizing user onboarding and product engagement. We dive into how AI is reshaping Product-Led Growth (PLG), strategies for leveraging data effectively, and the future of PLG and Product-Led Sales (PLS).Key TakeawaysSatya's Journey in SaaS:Over two decades of experience in SaaS as a founder, operator, and executive.The mindset of a problem solver is the driving force behind his entrepreneurial success.AI's Role in PLG:AI influences every stage of the PLG funnel, from acquisition to engagement.Personalization powered by AI can reduce CAC and improve time-to-value.Examples of effective AI use in PLG include content generation, user segmentation, and in-app personalization.The Importance of Data in PLG:PLG's success relies heavily on combining formographic, behavioral, and in-app data.Tools like product analytics, session replays, and experimentation platforms are key to unlocking actionable insights.Challenges arise with inaccurate or incomplete data, but the right systems can mitigate these issues.Challenges and Misconceptions in PLG:PLG requires a massive market and some elements of virality to thrive.Many SaaS companies are in the early stages of adopting personalization and leveraging AI to its full potential.Integration of data-driven tools and workflows is critical for success.Future of PLG:Hybrid models combining PLG and PLS (Product-Led Sales) will dominate.AI-driven precision will empower sales teams to nudge users toward upgrades and drive conversions.PLG will evolve to emulate the personalization seen in B2C platforms like Instagram and Amazon.Lightning Round InsightsBiggest Lesson: The value of having a mentor or coach early in his career to accelerate growth.Book Recommendation: Thinking, Fast and Slow by Daniel Kahneman—a must-read for understanding decision-making.About Userflow and BeamerUserflow: A user onboarding and guides platform that simplifies the journey for SaaS and digital-first businesses.Beamer: A product adoption and engagement platform designed for product leaders and marketers to drive engagement.Connect with SatyaWebsite: Userflow | BeamerLinkedIn: Satya GanniSubscribe & Stay ConnectedDon't miss upcoming episodes! Subscribe to SaaS Sessions Podcast on your favorite platform and follow us for more insights from SaaS leaders.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Disrupting Travel with Spotnana: Sarosh Waghmar on Building the AWS for the Travel IndustryIn this episode, we hosted Sarosh Waghmar, Founder and Chief Product Officer at Spotnana.Sarosh shares his journey of over two decades in the travel tech industry and discusses Spotnana's mission to transform travel by creating an 'AWS for the travel industry.'The conversation delves into the challenges and innovations of building a platform that emphasizes trust, transparency, and a seamless user experience.We also discussed the impact of AI and the future of travel tech.Key insights include the importance of building a platform that allows others to innovate, the role of cloud-native architectures, and the significance of standing on the shoulders of giants to drive industry-wide change.Connect with Sarosh on LinkedIn - https://www.linkedin.com/in/swaghmar/00:00 Introduction00:40 Sarosh Waghmar's Background and Travel Industry Insights01:33 Challenges and Innovations in Travel Tech03:04 Spotnana's Vision and Platform Approach04:00 Building During COVID and Overcoming Obstacles07:31 Creating a New Category: Travel as a Service20:18 Future of Travel Tech and AI Integration29:51 Lightning Round: Personal InsightsVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions podcast, we hosted Bill Macaitis who is currently the founder & CEO of SaaS CMO Pro.SaaS CMO Pro helps you learn B2B SaaS and AI marketing with fun and easy-to-understand videos.Previously, Bill was the CMO at Slack and Zendesk. Before that, he held the title of SVP of Marketing at Salesforce.Bill shares his rich career journey from media companies to leading roles in SaaS giants like Salesforce, Zendesk, and Slack.The discussion covers essential strategies for building a marketing career, navigating career pivots, and capitalizing on emerging opportunities like AI.Bill emphasizes the importance of continuous learning, staying employable, and managing stakeholder relationships.This episode concludes with practical advice for aspiring marketing leaders, including managing work-life balance, leveraging career opportunities, and understanding AI in modern marketing.Connect with Bill on LinkedIn - https://www.linkedin.com/in/bmacaitis/Subscribe to SaaS CMO Pro Newsletter - https://www.saascmopro.com/Subscribe to SaaS CMO Pro YouTube Channel - https://www.youtube.com/@SaaSCMOPro/00:00 Introduction00:46 Bill Macaitis' Career Journey05:28 Transitioning to B2B SaaS11:12 The Importance of Career Pivots13:59 From Individual Contributor to Director21:09 Building Relationships with Stakeholders21:52 The Visibility of Marketing22:18 Climbing the Marketing Ladder23:58 The Importance of Continuous Learning29:00 Navigating Career Choices in B2B Marketing34:14 Lightning Round: Quick Tips and RecommendationsVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of SaaS Sessions, we sit down with Dan Herd, VP of Customer Success at Outreach, one of the most popular sales engagement platforms.We dive deep into how Outreach leverages a "Desired Business Outcomes" (DBO) framework to align customer success strategies with the business goals of their clients.Dan also offers invaluable insights into driving adoption, improving customer retention, and maintaining a seamless handoff between sales and customer success teams.Whether you're a SaaS leader, founder, or working in customer success, this episode provides practical strategies and best practices to help your customers succeed and ensure long-term growth for your company.All this and more with Dan in this episode.Connect with Dan on LinkedIn here - https://www.linkedin.com/in/dan-herd1/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, Thejo Cote, founder and CEO of Airbase, shares his entrepreneurial journey, which spans over 15 years. From his early days in India to moving to the US in 2009, Thejo discusses how he founded Airbase, a procure-to-pay solution that simplifies corporate purchasing.He highlights the challenges and successes of growing a business in a new country, the importance of building networks, and how to adapt a product for different markets.Thejo also provides insights into finding product-market fit, the nuances of selling in the US versus India, and early-stage customer acquisition and validation strategies.00:00 Introduction and Guest Welcome00:44 Thejo's Background and Early Career02:42 Journey to the US and Founding Airbase04:04 Target Market and Initial Challenges07:35 Building a Network and Getting Early Customers18:16 Product Customization and Market Adaptation23:00 Metrics, Milestones, and Scaling29:18 Lightning Round: Personal Insights36:39 Conclusion and Final ThoughtsConnect with Thejo on LinkedIn - https://www.linkedin.com/in/thejo/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions podcast, we hosted Andy Ramirez, the Senior Vice President of Marketing at Docker to explore the complexities of Account-Based Marketing (ABM) within a Product-Led Growth (PLG) context.Andy shares his journey from a 'recovering engineer' to a seasoned marketing leader at top companies like AWS, Amazon Prime, Smartsheet, and New Relic.We discussed the synergies between PLG and ABM, strategies for using first-party and third-party data to target accounts efficiently, and practical advice on tailoring messaging for different buyer personas and stages of the customer journey.Andy also emphasizes measuring success without overcomplicating analytics and leveraging qualitative feedback from sales teams to refine marketing campaigns. This episode offers valuable insights for companies looking to integrate ABM within their PLG models.Connect with Andy on LinkedIn - https://www.linkedin.com/in/andyramirez/00:00 Intro00:30 Andy's Career Journey and Passion for Technology02:42 Docker and Kubernetes: A Historical Insight04:56 Navigating Enterprise ABM with PLG11:00 Leveraging Data for ABM Success17:07 Tailoring Content for ABM Campaigns29:57 Metrics and Feedback Loops in ABM36:10 Lightning Round: Personal Insights39:15 Conclusion and Final ThoughtsAll this and more in this episode with Andy.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions Podcast, we hosted Joe Aurelia, Senior Vice President of Operations at Cyware, who shares his extensive journey in scaling businesses globally.Joe discusses his transition from heavy applications to SaaS, his role in growing Cyware from two to seven countries, and the challenges and strategies in managing remote teams.He emphasizes the importance of process standardization, continuous learning, and risk mitigation in business operations. Joe also sheds light on the balance between speed and perfection, and the importance of allowing team autonomy for growth.He concludes with insights on leveraging external resources, documenting processes, and maintaining a proactive approach to risk management.All this and more in this episode with Joe Aurelia.Connect with Joe on LinkedIn - https://www.linkedin.com/in/josephauriliajr/00:00 Welcome to the SaaS Sessions Podcast00:49 Joe Aurelia's Journey into SaaS03:05 Scaling Cyware: From 2 to 7 Countries05:55 Navigating Remote Work13:55 Standardizing Processes Across Regions17:30 Process Standardization and Scalability17:53 Documenting and Sharing Processes20:12 Balancing Speed and Perfection25:05 Mitigating Risks in Business30:19 Lightning Round: Quick Insights35:16 Conclusion and Final ThoughtsVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, Anupam Rastogi, General Partner at Emergent Ventures, shares his extensive experience investing in SaaS companies.Anupam discusses his journey from an engineer to a venture capitalist and provides insights into the challenges and mistakes SaaS founders often face when entering the US market.Key topics include the importance of spending time in the US, the balance between science and art in building SaaS products, pricing strategies, and why Indian SaaS companies need to find a distinct product-market fit for the US.Anupam also emphasizes the need for founders to integrate into local ecosystems and learn from various communities to ensure success.00:00 Introduction01:07 Anupam's Journey in the SaaS World02:11 Building Emergent Ventures03:30 Common Mistakes in Setting Up GTM for the US Market04:56 When to Move to the US as a Founder16:51 Navigating the US-India Founder Community21:44 Pricing Strategies for the US Market28:39 Determining Product-Market Fit in the US34:16 Lightning Round and ConclusionAll this and more in this episode with Anupam.

In this episode, we hosted Krati Seth, Head of Global Sales Enablement at Whatfix to discuss how companies can build a sales enablement function to support sales teams and drive business impact.With over a decade of experience across different roles, Krati is Currently the head of global sales enablement at Whatfix.Before Whatfix, she spent 8 long years at Zycus - starting as a Business Development Associate and leaving as a Senior Sales Enablement Manager. Krati shares that there are 3 types of companies in India - those who are aware and convinced about enablement, those who are aware but are not convinced, and those who are unaware of enablement.She shares her insights on helping build enablement functions at Zycus and Whatfix, plus all the other companies she has consulted.She also talks about the problems that enablement will solve and the impact it drives.All this and more with Krati in this episode.Connect with Krati on LinkedIn - https://www.linkedin.com/in/kratiseth/

In this episode, Peter shares the whole playbook behind running the newsletter.Right from WHY they started, the process of finding insights, how to get executive buy-in, measuring impact, and more.If you are exploring a similar practice in your industry at your organization, then this playbook will be very helpful.All this and more in this episode with Peter.Subscribe to Carta Data Minute - https://carta.com/subscribe/data-newsletter-sign-up/Connect with Peter on LinkedIn - https://www.linkedin.com/in/peterjameswalker/

In this episode, we hosted Puneet Lamba, CEO and co-founder of Aspiro.Aspiro helps sales managers prepare reps for selling to technical buyers with interactive situational roleplays & playbooks.We delved into the specifics of discovery calls, including the average number of calls required to close a deal and the significance of each call in different pipeline stages.Puneet also shared the challenges faced in discovery calls, the changing dynamics of the market, and the need for sales process optimization in the AI era.All this and more with Puneet in this episode.Connect with Puneet on LinkedIn - https://www.linkedin.com/in/puneetlamba17/

In this episode, we hosted Jugal Anchalia, Co-founder & CEO at Cobalt to talk about how to use integrations as a growth lever.We start with addressing WHY companies should solve the problem of integrations.Jugal explains the current solutions and the challenges with them.We then discussed how we can use integrations as a growth lever - like unlocking new revenue streams, enhancing user experience, and expanding overall reach and visibility.All this and more in this episode with Jugal.Connect with Jugal on LinkedIn - https://www.linkedin.com/in/jugal-anchalia-0a2ab220/

In this episode, I hosted Luke Diaz, Director of Customer Success at AppZen. Luke is passionate about building and leading high-performance customer-success orgs. We explored strategies for achieving best-in-class gross and net retention, emphasizing the importance of customer onboarding, churn post-mortems, and aligning compensation plans. We also discussed how to use the voice of the customer to prevent churn. All this and more with Luke in this episode. Connect with Luke on LinkedIn.

In this episode, I hosted Phil Putnam, VP of Sales Enablement at Notified to talk about Sales Enablement. Phil has spent over a decade working in SaaS in various roles. Phil talks about his responsibility as a sales enablement leader at Notified and what exactly he does in his role. He also shares how you can build a new enablement practice in your org. Phil shares about what you should do, what you shouldn't do, and some must-haves. We also discussed elevating an existing enablement practice in your org. Especially in cases where it's difficult for you to show the impact. All this and more with Phil in this episode. Connect with Phil on LinkedIn - https://www.linkedin.com/in/philputnammusic/

In this episode, I hosted Abby Hehemann, Director of Product Marketing at GetResponse to talk about setting up a customer marketing framework. With over 14 years of experience, Abby is a specialist in strategic product positioning and value-driven messaging. Abby shares the customer marketing framework that she and her team use at GetResponse and how you can build on yourself. She also shares her thoughts on what makes customer marketing different than customer advocacy. Abby points out the metrics for success while implementing such a framework. All this and more in this episode with Abby. Connect with Abby on LinkedIn - https://www.linkedin.com/in/abby-hehemann/https://www.linkedin.com/in/abby-hehemann/

In this episode, I hosted Ankit Chaturvedi, VP & Global Head of Marketing at RateGain. RateGain is India's first publicly listed SaaS company. They help Hotels and Travel companies accelerate their revenue through acquisition, retention, and wallet share expansion. If you've ever booked travel online, you've experienced RateGain.  Ankit has over 15+ years of experience, and he shares his thoughts on marketing teams having Revenue targets. He also shares how to ensure the alignment between marketing targets and overall company goals. Ankit also shares his secrets about collaborating with other departments to ensure the marketing initiatives are aligned with revenue targets. All this and more with Ankit in this episode. Connect with Ankit on LinkedIn - https://www.linkedin.com/in/ankitchaturvedi85/

In this episode, I hosted Semir Jahic who is a Global Expansion Leader at Clari. He is also an LP at Stage 2 Capital. Semir was the first hire for Clari in Europe and helped them expand into the region. Since then, he's helping Clari expand its operations globally. Expanding your SaaS business globally is a challenge. And Semir points out the traits of the right market for expansion. He also talks about some delaying factors that you should account for while entering a new market - like localization, regulation, competition, etc. There are always surprises, and Semir doesn't like surprises. He talks about how he encountered some unexpected obstacles while leading a market entry and expansion initiative at Clari. And how did their team overcome it? Connect with Semir on LinkedIn - https://www.linkedin.com/in/jahic/

In this episode, I hosted Aditi Sinha, Co-founder of Locale.ai to talk about pivoting at an early stage. Aditi talks about the story behind building Locale and how over time they decided to pivot their original product. She also shares how they go the idea for the pivot and why it was necessary for the growth. And how they communicated it to their internal employees, customers, and investors. Pivots come with new challenges - and Aditi shares how their team overcame the new challenges. And shares the learnings she has got through the entire process. Connect with Aditi on LinkedIn - https://www.linkedin.com/in/aditisinha1002/

In this episode, we hosted Erik Newton, CMO at Hubilo to talk about the art of lead nurturing. Erik points out that the average marketing touches required to win a deal in B2B have gone up significantly. And hence lead nurturing has become more important than ever. We discussed what constitutes a lead nurture program. How to build one? And what role does marketing automation play in these programs? Erik also shares his successful lead nurture program example. And I've shared one too. All this and more in this episode with Erik. Connect with Erik on LinkedIn - https://www.linkedin.com/in/eriknewton/

In this episode, I hosted Vikram Bhaskaran, Fractional CMO (former VP of Marketing, Chargebee). He has over a decade of experience in B2B SaaS Marketing at companies like FusionCharts, Freshworks, and Chargebee. I spoke to Vikram about marketing funnels and what role they play in a marketing function of a B2B SaaS. Discussed the full-funnel breakdown and different stages involved in a sales-led model and a PLG model. Vikram also shares how to align goals to different stages of the funnel along with some examples. Also, why it's important for any marketer to be aware of the entire funnel journey. All this and much more with Vikram in this episode. Connect with Vikram on LinkedIn here - https://www.linkedin.com/in/markalive/

In this episode, we hosted Kanika Khurana, Chief of Staff - Driving Strategic Priorities at Chargebee. As a Chief of Staff, Kanika shares the roles and responsibilities that are required for anyone who wants to get into this role. From her experience, she shared when should a company actually hire for this role? And also how do you measure success for it? For someone who is trying to get hired as a Chief of Staff, you will learn the pros & cons of the role, about the scope, and be able to determine if you are a perfect fit to take this up. Even if you're not now, Kanika shares the imp skills required to get hired. All this and more with Kanika in this episode. Connect with Kanika on LinkedIn - https://www.linkedin.com/in/kanika-khurana-69426844/ Checkout Chargebee - https://www.chargebee.com/

In this episode, we hosted Girish Redekar, Cofounder at Sprinto to talk about the importance of security and compliances for SaaS startups whether you're selling to other startups or SMBs or enterprise companies. Girish is a second time founder with Sprinto. Previously he was the founder of RecruiterBox which saw an amazing exit. Post the exit, Girish worked on several amazing ideas and Sprinto was the one they picked. Sprinto helps SaaS companies become info-sec complaint. This is extremely imp to unblock your sales deals and pass security reviews easily. Girish also explains the consequences of not having the right compliances. And how they're directly tied to the revenue. All this and more in this episode with Girish. Connect with Girish on LinkedIn - https://in.linkedin.com/in/girishredekar Check out Sprinto - https://sprinto.com/

We hosted Abhash Kumar, VP of Marketing at Springworks to talk about building a culture OS in this episode. Abhash has nearly a decade of experience at high-growth companies like BYJU's, YourStory, and now at Springworks. Springworks is one of the fastest-growing HR tech companies in India known not only for tech but also for their innovative culture OS. Abhash shares the playbooks and all the secrets behind the amazing culture at Springworks. We talked about building the right culture from scratch and how to take the top-down approach to implement it. We also discussed how culture overpowers good/bad leadership. All this and much more with Abhash in this episode. Connect with Abhash on LinkedIn - https://www.linkedin.com/in/AabhashK/ Checkout SpringWorks - https://www.springworks.in/

We hosted Kausambi Manjita, Founder & CEO at Mason, in this episode. She was a guest on the S4E5 of the show previously. Mason is the no-code automation engine - made for commerce. In the episode, Kaus talks about tapping on the no-code wave focusing on the eCommerce vertical. She also shares their exciting experience in pivoting from Kubric to Mason. Connect with Kaus on LinkedIn - https://www.linkedin.com/in/kmanjita/ Check out Mason - https://getmason.io/

In this episode, we hosted Ruchin Kulkarni, Co-founder of Toplyne.io to talk about product-led growth. Toplyne helps sales teams at product-led companies convert their freemium users! Prior to this, Ruchin was with Sequoia overlooking the growth stage investing in SaaS, dev tools, and enterprise software. While at Sequoia, he worked with a bunch of PLG companies. Ruchin shared about the opportunities he saw in the PLG space in India and later created Toplyne. He also shares why NOW is the time for PLG companies to shine. All this and more in this episode with Ruchin. Connect with Ruchin on LinkedIn - https://www.linkedin.com/in/ruchin-kulkarni-%E3%83%84-b6527395/ Check out Toplyne.io - https://www.toplyne.io/

In this episode, we hosted Praveen Das, Co-founder of Factors.ai, to answer frequent questions about marketing data and analytics. We start with discussing how B2B marketing has changed over the years, and how the change has affected data capturing. Also, how new types of GTM influence analyzing the data. Are we in the Data 3.0 world? Data 1.0 was about capturing; Data 2.0 was about stitching it and building relationships. Is Data 3.0 all about delivery? Know more about it in this episode. Learn more about Factors.ai - https://factors.ai/ Connect with Praveen on LinkedIn - https://www.linkedin.com/in/praveen-das/

In this episode, we hosted Arjun Pillai, former Founder & CEO at Insent.ai and currently SVP Products and Growth at ZoomInfo, to talk about Insent's exit to ZoomInfo. Insent.ai is Arjun's second exit. He exited his first company, Profoundis, to FullContact back in 2016. Post which, he went on to build Insent.ai, which got acquired within three years. We talked about the entire journey of the acquisition, right from the initial reach out to finalizing the exit. Arjun shared the deciding factors behind the exit. He also shares how Insent's product will fit into ZoomInfo's suite of products and what's the future of Insent (now ZoomInfo Chat). All this and more in this episode with Arjun. Connect with Arjun on LinkedIn - https://www.linkedin.com/in/rarjunpillai/ Check out SaaS Jobs here - https://pallet.xyz/list/saas-jobs/jobs

In this episode, we invited Sairam Krishnan, Marketer in Residence at Accel, to talk about Storytelling. Sairam has over a decade of experience in Marketing with companies like Freshworks, Wingify, iMocha, and currently Accel. We start by talking about what got Sairam interested in storytelling when he joined Freshworks back in 2011. Sairam talks about how to tell a story for each audience. Whether you're an investor, founder, or executive, you have different needs of listening to stories. And he also talks about how he's educating people via his newsletter - https://thecmojournal.substack.com/ All this and more with Sairam in this episode. Connect with Sairam on LinkedIn - https://www.linkedin.com/in/sairamkrishnan/ Check out SaaS jobs here - https://pallet.xyz/list/saas-jobs/jobs

In this episode, we hosted Sreedhar Peddineni, Co-founder at GTM Buddy. Sreedhar has been in the SaaS industry for over 2 decades now. He started his first company, Host Analytics back in 2001. In 2011, he cofounded Gainsight (previously JBara Software) along with Jim Eberlin. After a great exit with Gainsight, Sreedhar is currently building GTM Buddy where they are enabling the sales team achieve their true potential. With Sreedhar, we discussed how the SaaS industry has shaped over the past two decades. And his view of how the SaaS ecosystem is growing especially in India. Additionally we also talked about the story behind Gainsight and the Customer Success function. All this and more with Sreedhar in this episode. Connect with Sreedhar on LinkedIn - https://www.linkedin.com/in/sreedharpeddineni/ Check out SaaS jobs here - https://pallet.xyz/list/saas-jobs/jobs

In this episode, we hosted Shilpa Singh, Head of GTM/Commercial Strategy at Amazon to talk about creating a GTM playbook for targeting the enterprise segment. We discuss how a SaaS company can enter the enterprise segment and what are the best practices companies can follow. Shilpa also shares the building blocks of a GTM strategy required to target the enterprise segment. Moving upmarket means a lot of change, we discussed all the changes that a company goes through during the process. All this and more with Shilpa in this episode. Connect with Shilpa on LinkedIn - https://www.linkedin.com/in/shilpalsingh/ Check out SaaS jobs here - https://pallet.xyz/list/saas-jobs/jobs

In this episode, we hosted Arundhati Balachandran, Senior Director, Customer Success at Chargebee, to discuss being data-driven in the customer success world. Arundhati made the shift from Sales to Customer Success at Chargebee and is now leading the team. She talks about the imp metrics for CS teams and the less popular but critical metrics they track at Chargebee. She also emphasizes the Net Retention Rate and its importance. All this and more with Arundhati in this episode. Connect with Arundhati on LinkedIn - https://www.linkedin.com/in/abalach/?originalSubdomain=in

In this episode, we hosted Ashwin Krishna, Marketing Director at Tact.ai. We talked about building a locally relevant and globally scalable GTM strategy. Ashwin is a B2B marketing and growth leader with strong commercial acumen and a 15-year track record inspiring teams to deliver hyper-growth in SaaS companies across the Middle East, APAC, and the USA. We discussed getting to know the marketing before entering, picking the right persona, setting up GTM goals, and more. Ashwin also shares his best practices to follow while creating a GTM strategy while going behind a particular market. Connect with Ashwin on LinkedIn - https://www.linkedin.com/in/ashwingkrishna/ Check out Tact.ai - https://www.tact.ai/

In this episode, I hosted Smriti Chopra, Product Marketing at Zapier to talk about building the alignment between the PMM team and other teams. Smriti was previously managing APAC Partner Marketing at Hubspot and has rich experience in B2B marketing plus taking several products to market over the years. We discussed the goals of the PMM team and what makes it the catalyst for business growth? Smriti talks about how to make better-informed decisions by building a solid alignment between the PMM team and other teams. All this and more with Smriti in this episode. Connect with Smriti on LinkedIn - https://www.linkedin.com/in/smritichopra/

In this episode, we hosted Steffen Hedebrandt, Cofounder of Dreamdata.io to talk about B2B revenue attribution. Dreamdata.io is a B2B revenue attribution platform. We discussed how Steffen started Dreamdata and what piqued the idea in his mind. We also talked about the GTM strategies and playbooks their team is using to conquer this market. All this and more with Steffen in this episode. Connect with Steffen on LinkedIn - https://www.linkedin.com/in/steffenhedebrandt/

In this episode, I hosted Sandhya Tomer, Director of Customer Success at Whatfix to talk about her experience in Customer Success. She explains the proactiveness of Customer Success vs the reactiveness of Customer Support. She also believes that consultants can be good at Customer Success. All this and more with Sandhya in this episode. Connect with her on LinkedIn - https://www.linkedin.com/in/sandhya-t-20980b7/

In this episode, we hosted Veekshith Rai, Co-founder, and COO at Finly.io Finly simplifies accounts payables for businesses. Veekshith was working on 5 ideas that they directly pitched to the investors. One of them emerged, and it was Finly. Veekshith talks about this approach and how it helped them build the company. He also talks about their objectives for 2021 and how they're expanding to middle-east market. All this and more with Veekshith in this episode. Connect with Veekshith on LinkedIn - https://www.linkedin.com/in/veekshith-rai/ Follow Veekshith on Twitter - https://twitter.com/VeekshithCRai Check out Finly - https://finly.io/

In this episode, we hosted Kausambi Manjita, Founder & CEO at Kubric to talk about her journey with Kubric. Kubric is an AI-driven automation tool for designers and marketers. How did she start Kubric? How did they hire their first few people? Kaus also talks about how is Kubric scaling up in India. All this and more with Kaus in this episode. Connect with Kaus on LinkedIn - https://www.linkedin.com/in/kmanjita/ Check out Kubric - https://kubric.io/

In this episode, we hosted Lavanya Gopinath, Director of Operations at Chargebee, to discuss various ops functions in a SaaS company. Lavanya introduces the ops functions and their roles & responsibilities. She also explains how you can set up the ops functions at your org. Connect with Lavanya on LinkedIn - https://www.linkedin.com/in/lavanyagopinath/

In this episode, we hosted Sowmya Moni, Director of Marketing at Incture. Incture is the largest provider of digital applications and tech solutions on various SAP platforms. Sowmya talks about how she segments their ICP to ensure high conversion rates. She also shares how to personalize the marketing activities for each of these segments. All this and more with Sowmya in this episode as we take a deep dive into personalization. Connect with Sowmya on LinkedIn - https://www.linkedin.com/in/sowmyamoni/

In this episode, I hosted Shailesh Ghorpade, Managing Partner & CIO at Exfinity Venture Partners, to discuss his thoughts on the State of SaaS in India. Shailesh played leadership roles at companies like Birla Global Finance, Tata Finance, Infosys, and more. He’s currently the founding managing partner and CIO at Exfinity Venture Partners. Exfinity is a tech fund backing enterprise B2B companies in the India and India-US corridor. Their portfolio includes companies like Moengage, Mad Street Den, Locus, and more. We also discussed the challenges in India's SaaS ecosystem and how Shailesh and his team are helping to overcome these challenges. All this and more with Shailesh in this episode. Connect with Shailesh on LinkedIn - https://www.linkedin.com/in/shailesh-ghorpade-4661b26/

In this episode, we hosted Deepesh Agarwal, co-founder & CEO of MoveInSync. MoveInSync provides a transport management platform that is used to move people or goods efficiently. We discussed how Deepesh started up 12 years ago in 2009 and scaled the company in India. Deepesh talked about the challenges that COVID brought for the company and how they turned it into an exciting opportunity. All this and more with Deepesh in this episode. Connect with Deepesh on LinkedIn - https://www.linkedin.com/in/deepesh-agarwal-68a32/

Hey everyone, welcome to the latest season of the SaaS Sessions podcast. Firstly, a very happy new year to you! The podcast had a great run in 2020 and we hit 10,000 listeners! I want to thank you for always tuning in, I couldn't have done it without you. We have amazing guests and intriguing topics lined up for 2021. If you have any guest or topics suggestions, do reach out to me on LinkedIn or Twitter or via Email. Also, if you've heard of Clubhouse, I'm going to start a few live conversations with our guests on the platform. So keep an eye out. If you're looking for an invite to Clubhouse, let me know. Lastly, if you have any feedback, negative or positive, although I love negative feedback, please feel free to reach out to me.

Smrithi is a product leader passionate about marrying great user experiences with technology to deliver business value. With over a decade of experience, Smrithi has spent her past 7 years with Freshworks in their product function, working on products like Freshdesk, Freshchat, and Freshcaller, Freshconnect. In this episode, we discussed how do you go about deciding what new products to build? What are the building blocks needed to make these a success? How do you measure the success of new products? When is it right for companies to start exploring multiple products? All this and more with Smrithi on this episode. Connect with Smrithi on LinkedIn - https://www.linkedin.com/in/smrithiparameswar/

In this episode, we hosted Shubhi Agarwal, Co-founder of Locobuzz to talk about the story of Locobuzz. Locobuzz is an Enterprise SaaS platform for Digital Customer Care, Engagement, Experience Automation & Analytics for B2C companies and Governments. She talks about the challenges she faced in building and scaling up Locobuzz as a bootstrapped company. And how they are selling to large enterprises in India. Connect with Shubhi on LinkedIn - https://www.linkedin.com/in/shubhi/ Check out Locobuzz - https://locobuzz.com/

In this episode, we hosted Saravana Kumar, CEO at Kovai.co Saravana is an Entrepreneur, Investor, and Technical enthusiast. Kovai is a premier enterprise software company offering multiple products at scale both in the Enterprise arena and in the B2B SaaS space. Here’s a story of Kovai's businesses in numbers They have raised 0 outside funding They have grown 150% YoY in the last 3 years They have grown their team from 10 to 130+ people They reached $8.5m+ in Q2 2020 Connect with Saravana on LinkedIn - https://www.linkedin.com/in/saravanamv/

In this episode, we hosted Pranjalee Lahri, AVP Marketing at UpsideLMS to talk about neuro-marketing. Pranjalee has over 13 years of experience and spent the last decade at UpsideLMS. Pranjalee explains what is neuro-marketing, and why brands are using this technique to capture their audience. She also talks about her experience and best practices to follow while implementing this strategy. Connect with Pranjalee - https://www.linkedin.com/in/pranjaleelahri/