Scaling SaaS Operations

Gocious is a Southern California based startup that helps discrete manufacturers bring products to market by providing product teams and decision-makers the capabilities and environments necessary to define, decide and communicate changes to their product portfolio faster.  Throughout his career, Mazier has become renowned as an expert in improving organizations and teams' long-term performance strategies using better, accessible, and timely information and analytics.   1. Mazier shares his background developing information systems.  He started in manufacturing and became interested in back office information systems development.  After his experience at Experian, he teamed up with his partner and helped introduce SaaS to product portfolio management for manufacturers.  2. Mazier talks about how SaaS helps transform manufacturing processes.   Some companies have made significant investments in on premise systems.  More companies are realizing to start that transition to SaaS models. Globally, there are a lot of challenges for manufacturing, supply chain structures, so manufacturers have to change how they work and it's a good time to consider changing methods of sharing information.  3. Mazier talks about the benefits of SaaS - sales, product management, integrate more seamlessly when we have new supplies, sites -  you can integrate them faster.  As new capabilities get introduced, you can adopt them at a faster pace.  ...and much more! For more information, go to Gocious or on LinkedIn.

Ryan Estes is the co-founder at Kitcaster, a podcast booking agency that currently serves over 150 clients. He has an expertise in leveraging podcasts for meaning and profitability, and currently validates and scales Kitcaster products. Prior to Kitcaster, Ryan owned a media and marketing agency for ten years. During that time, he hosted the Talklaunch podcast which consistently ranked in the iTunes top 100.In this episode:1. Ryan shares how Kitcaster helps book SaaS startup founders on podcasts and the benefits of doing so.   He discusses creating evergreen marketing assets through podcasting.2. Ryan shares his lessons learned for new a startup founder.  He has started several startups and talks about the hype of entrepreneruship and people tend to wrap their personalities around their business.  Ryan talks about separting yourself by treating your product/project as a science experiment, startingwith a hypothesis.  Ryan talks about the onboarding process at Kitcaster...and so much more!Learn more at Kitcaster or reach out to Ryan on LinkedIn.

Vedran Cindric, Founder at Treblle.  Vedran has been a developer for the past 15 years and started with  back-end development in PHP/MYSQL and progressed to  learning HTML/CSS/JS as well as DevOps.  He loves writing great, efficient and optimized code.  Before starting Treblle, he ran a development company for the  past 10 years with clients all around the world.   With his development company, he completed over 100 projects and launched multiple products and startups for others.  In this episode:  1. Vedran shares his interest in programming at a very young age. His experience in backend development and API's led him to starting Treblle which allows developers to view what they are sending/receiving within APIs. Treblle makes it easy to understand APIs.  2. Vedran shares his lessons learned as a startup founder.  3. We talk about the current market trends in SaaS. Vedran says he's seeing a higher quality and value-add within SaaS.  Pricing models have also improved. SaaS will continue to be a competitive market.  4. We talk about building a valuable customer experience that includes multi-channel communcation methods to build a user community.  ...Vedran talk about what's next for Treblle and much more!To learn more go to Treblle.You can find Treblee on LinkedIn and Twitter. 

Dave Hurt is co-founder and head of product at Verb Data. He began his career working in customer success at SaaS startups and stepped into product management as a way to help his customers get the features they needed for success. He caught the entrepreneurial bug and started a software development and design agency which eventually sold to a customer - where his team worked for a few years. Dave and his long-time business partner, Oleg, started Verb at the end of 2019 as a way to help SaaS companies build better dashboards for the end-users.In this episode:1. Dave shares his experience working with building dashboards & KPI's at various startups and agencies which led him and his partner to build dashboards inside customer productsthat would be easier to scale and maintain.2. Using a product-led, self-service growth model, Verb Data has about 20 customers in their first cohort.  Mostly B2B (eCommerce SaaS and RFP/documentation software) are main targets inside B2B space.Dave talks about the onboarding process and how they have started a white glove service which allows them to stay close with these initial customers to establish an onboarding process.  Eventually will move to a more strategic self-service model.3. Dave shares his lesssons learns - stay close to your customer and do not be embarrassed to share early products with customers.  Also, Dave feels the foundershould perform all fucntions (sales, marketing, etc) - experience all roles before you hire someone for that role.  Although it's uncomfortable, it'sa valuable process.You can reach Dave by email or Twitter....Dave shares the market trends he's seeing, what's next for Verb Data and much more!  

Amit is President and COO of Avalara, where he oversees sales, marketing, business development, customer experience, and professional services.  Throughout his career,  Amit has focused on supporting businesses grow and thrive in the global economy through the use of tools and solutions.  Prior to Avalara, Amit was general manager and head of the small and medium business segment for North America at PayPal.  He also served in senior leadership roles at Web.com and Dell, focusing on partnerships and go-to-market strategies.   In this episode:  1. Amit shares his journey which started at Dell and how that paved the way for his experience in SaaS.  Avalara helps merchants and partners navigate the sales tax & compliance complexities.   2. We talk about scaling -- people/teams, leveraging technology and product.  Amit suggests determining what is it you are trying to solve.  Then you can determine how to leverage technology to increase input and when to introduce tools and build the balance between people and technology.     3. Amit shares more lessons learned for a new founder  -- not staying static and planning for change.  Really spend time around your differentiation in the market  and how you bring that to light. Don't be afraid to constantly reinvent yourself...Amit talks about market trends, what's next for Avalara and so much more!Learn more about Avalara here or connect with Amit on LinkedIn.

Skyler Reeves is the founder and CEO of Ardent Growth. Prior to earning degrees in Computer Science and Philosophy from MSU he served as a combat medic in the Iraq war. He was the CMO of RunDoyen, where he took their conversion rate from 2.2% on their lead form to 18.5% in his first 30 days and doubled their revenue in the first quarter. He later went on to found Ardent Growth in 2019. His primary passion is content marketing where he can blend his passion for data and creativity into one. After being frustrated with most approaches to hub & spoke content he began developing a way to algorithmically determine how topic clusters should be structured to align with both search engines and user journeys. His primary focus is on content intelligence — determining exactly which content should be created for websites, how to group it together using topic clustering, and prioritize it based off of financial modeling. His latest pursuit is helping companies save money in the long run by bringing content marketing and outreach in-house by finding, hiring, and training marketers on how to develop strategy and manage processes.In this episode:1. Skyler talks about Ardent Growth and how they help large B2B enterprise and SaaS companies deliver high-quality content marketing who want a clear path to ROI with financial modeling.  We also talk about outbound marketing strategy for startups, which include developing brand and focusing on building relationships with people.2. Skyler talks about his journey to scaling his agency.  He talks about the importance of documenting processes, empowering his team to document the processes for their joband the tools that helps the team maintain SOPs.  3. Skyler shares his lessons learned, mainly around delegating and managing your own time. Getting the right people in the right seats as past as possible regardless of your profitability to create a more sustainable business in the long run...Skyler talks about market trends in SaaS, what's next for Ardent Growth and much more!For more information, visit Ardent Growth or connect with Skyler on Twitter and LinkedIn.

Hjalmar Gislason is the founder and CEO of GRID. Hjalmar previously served as VP of Product Management at Qlik in Boston. He was the founder and CEO of DataMarket, founded in 2008 and sold to Qlik in 2014. A career data nerd and entrepreneur, GRID is Hjalmar's fifth software startup as a founder.In this episode:1. Hjalmar shares his experience and passion for helping people who use spreadsheets to effectively communicate the data and models they have put together.  He believes in a "bottoms up" approach by empowering the end users within knowledge based companies.  2. Hjalmar describes the 3 phases of team growth at Grid. He talks through the processes and tools that were implemented to support this growth and aligning the team in various ways.   3. Some lessons learned Hjalmar shares include bringing the team together in person and empowering them to do that work.   He introduced a professional coach from day 1 that is available for each employee,  available for any changes to team structure as well as the executive team.  The coach acts as an observer and has been transformational to the culture and commication among the Grid team.   ...Hjalmar shares key market trends in #SaaS and so much more!You can learn more at Grid.is or follow Hjalmar on Twitter.

Ece Kural is an entrepreneur, the CEO and co-founder of Scrintal.  At Scrintal as the CEO of a B2C SaaS product, Ece has both growth and product responsibilities, making sure that month on month continues steadily and the product roadmap is aligned with the company goals. Prior to Scrintal, Ece received her PhD in climate change, has 7+ years experience in academic and commercial research. In this episode:1. Ece describes her experience in research and academics that led her to start Scrintal.  Her challenges with extracting reserach from audio, video and text to make learning, studying and reserach easier gave her the idea to start Scrintal.2.  University students and researchers are in constant need of making sense of a lot of content.  These are the early target groups for Scrintal.  3. Ece describes competitors in this market which include the intersection of note taking, personal knowledge systems and resarch oriented software.4. Ece shares her lessons learned - mainly talking to customers and understanding their values helped her lead the Scrintal team to make decisions.  She also talks about documentation and not waiting for everything to be perfect!...Ece shares the market trends she's seeing and much more!To learn more about Scrintal and to join the waitlist go to  https://www.scrintal.com Twitter: @scrintal Youtube: Scrintal Email: hello@scrintal.com Ece's personal twitter: @ecethinks 

Dean is a serial entrepreneur in the technology industry and CEO of Invisit, a website monitoring software for small businesses. Dean and Invisit are focused on protecting small businesses in a constantly changing digital world by helping customers fix bugs, legal issues, and other issues on their websites. Prior to starting Invisit, Dean launched and exited a marketing technology software company. He then went to Hearst, a media conglomerate where he built the company's data monetization practice, growing it to a $15mm / year business. In this episode:1. Dean shares his experience in the SaaS data space and the challenges he encountered with changing privacy regulations.  Invisit helps startups and small businesses manage a variety of legal and tech platform requirements and regulations.2. Dean discusses the challenges startups and small businesses face with the complexity of losses without configuring platform requirements correctly that could cause loss of revenue.3. Dean shares his lessons learned as a startup founder.  Less reliance on paid aquisition channels and more focus on customer loyalty and customer experience. ...and much more!Learn more at Invisit or email Dean directly.

Andy held various leadership roles at Pinpoint and Vera, where he was the Vice President of Worldwide Sales and Chief Revenue Officer, built a GTM strategy and Revenue teams. In the role of a Chief Sales Officer Americas, Andy is driving Creatio's continued growth on two continents.In this episode:1. Andy shares his journey that led him to his current role at Creatio.  Andy spent most of his career in startups.2. Andy talks in detail about Creatio, the customers they serve and how the low code/no code model is becoming more and more popular across all departments within organizations.  Creatio helps organizations differentiate on their processes.  On top of the platform, Creatio has built a world-leading CRM solution ultimately helping organizations Attract, Aquire, Transact and Service customers.3.  Andy and I talk about the customer experience  being at an industry-threat level.  Customers are looking for a better experience, not really loyal to a specific brand anymore.  Companies need to be innovative, iterate and experiment at a low cost and high speed to keep up with customer demand.  If companies don't have the ability to launch a customer experience quickly with processes to support that, it will be difficult to be innovative.Andy also talks about market trends and much more!To learn more go to Creatio or contact Andy by email or LinkedIn.

Ryan Chana has extensive experience driving customer success in startups in the US and other international markets.   He is the Head of Growth at Jayex Technology, a patient engagement management platform.In this episode:1. Ryan shares his journey and experience which started in sales and account management, helping companies break into overseas markets with a focus on emerging markets.2. Ryan talks about challenges often encountered with scaling, mostly that startups tend to want to scale too quickly.  The issue lies with no infrastructure to handle additional customers and the growing needs of product development.  Finding the balance to scale up and meet the demands of your new customers is one of the biggest challenges.3. Bringing in leadership -- Ryan discusses how to make sure you have the right people in the right places.4. Ryan talks about trends in SaaS which include specific niches.  Using BI to make data-driven decisions which feed to more effective communication processes is also on the rise.  ....and much more!You can learn more about Jayex here.You can connect with Ryan on LinkedIn.

Joran Hofman is the Head of Customer Success at Leadfeeder and Founder of saleslovesmarketing.co and Reditus.  He's a B2B SaaS enthusiast and in his spare time, he enjoys snowboarding in the Alps and playing football.In this episode:1. Joran shares his journey to becoming a founder and a B2B SaaS enthusiast.  Reditus is a marketplace for partner programs which recently launched on appsumo.  2. Joran started saleslovesmarketing.co to create a toolkit for both departments to work better together.  The website has a wealth of information, including a glossary and blogs.3. Joran shares his lessons learned for new startup founders.  In addition to persistence and patience, Joran suggests getting help.  You don't need to do everything yourself - figureout what you can outsource.  Joran talks about some of the market trends in SaaS and much more!You can learn more at Reditus or contact Joran via email.

Omar Alvarez is the co-founder and COO at Simbiosis.  Simbiosis is the marketplace for hiring full-time software engineers from vetted software agencies in Latin America.  Prior to Simbiosis, Omar founded several startup companies in various industries and technologies.   In this episode:1. Omar describes his startup experience launching products and software.  Simbiosis is a marketplace that allows US tech companies to compare talent across multiple agencies in Central and South America.   Simbiosis also has the tools to process all legal documents and payments in multiple currencies.2. There are 27 software agencies (85% located in Mexico) as part of the Simbiosis marketplace.  Simbiosis serves early startups to help boost their talent for the long-term as well as US-based software agencies that require talent for specfic projects.  3.  Omar shares his lessons learned as a startup founder which includes being careful not to burn through investment, especially when you are iterating through developing your product.  Omar talks about what's next for Simbiosis..and much more!You can learn more at Simbiosis or contact Omar via email.  

Chris Hull is the Co-Founder and Chief Product Officer of Otus, a Chicago-based edtech company. After 13 years as an educator, Chris wanted to minimize the chaos of disconnected edtech tools for K-12 administrators, educators, students, and their families. Otus is one system to teach, grade, analyze, and plan. With Otus, school leaders can focus on student learning, not technology. In this episode:1. Chris shares his journey from Middle School Social Studies Teacher to startup founder.  It started back in 2010 when he co-authored a proposal to bring a device to every student.  Handing an iPad to middle schoolers presented new challenges and exposed inefficiencies in education.  This sparked the beginning of Otus.2. Otus is used in over 160 districts which includes 1 million monthly users.  The onboarding process with each district starts with identifying the specific initiatives.  This allows the Otus team to really identify the key metrics for success to get the most value out of the system.3. Pre-Covid, Otus was well-positioned as a remote or hybrid eLearning platform.  It was the official system approved in Illinois for "snow days".  4. Chris shares his lessons learned from becoming a startup founder.  Mainly, his best practices of teaching apply really well to leading in any situation.  He also shares that authenticity is key to gain buy-in.  Finding the right teammates that you trust is also important to move the company forward.5. Chris shares some key market trends within edtech - mainly, identifying "learning loss" and re-engaging students.  We are facing an engagement crisis and focusing on measuring learning will not help support the students on a path forward to create lifelong learners.  The market is trying to figure out how to handle both.  Schools are mostly funded by public dollars and had many unexpected expenses with Covid.  There is a long road ahead to figure out these challenges.You can learn more at Otus.comFollow Otus on TwitterFollow Chris on LinkedIn

Sam Ovett is the Founder of Mobile Pocket Office.  Mobile Pocket Office is leading the way in helping new and established businesses augment their human and technological resources to leverage growth and streamline productivity.  Sam leads a team of 15 to a profitable bottom line of over $1M ARR.In this episode:1. Sam shares his unique background as a professional athlete and how that led him to start Mobile Pocket Office.2. The onboarding process starts with data collection.  Documenting your personal activity log gives insight into your current processes.  Everything is viewed from the lens of the customer, specifically mapping the journey across the following 5 stages:Attract - Convert - Fulfill - Delight - Refer3. Sam provides some insight into how you can begin to determine what to automate.4. Sam's key lesson learned for new startup founders is to develop partnerships.5. Sam talks about market trends in automation...initially the market went toward automating everything to now reviewing where we can use human interfaction to enhance the customer experience....and much more!To learn more go to Home - Mobile Pocket Office

Upfocus is on a mission to make quality product management available to all SaaS companies.  In this episode:1. Justin shares his experience working in product process & product management along with the challenges of managing backlog and feedback.  He saw this as an opprotunity with Upfocus to help comapnies align teams with a streamlined view into the backlog.2. Upfocus helps growth-stage companies.  Upfocus provides several key features such as capturing both inbound and outbound product feedback and product market surveys.  You can use Upfocus to distill these into themes to see commonalities.3. Upfocus customers really benefit from the product market surveys which have allowed them to have a clearer understanding of their customers.4. Justin shares his lessons learned as a startup founder.We also dive into operations, market trends and much more!You can learn more about Upfocus on their website or Twitter.

Sonya Pelia is a B2B marketing executive with expertise in driving revenue, product led growth, marketing strategy and brand development for startup companies.  She is a startup mentor, founder at How Women Invest, Non-Profit Leader, TEDx Speaker and Aspiring Author. In this episode:1. Sonya defines product-led growth which means the go to market strategy uses the product to aquire, convert and to retain customers.  Freemiums and free trails arecommon mechanisms for product-led growth.  Continue to dest your freemium and trials every 6 months to convert customers into your enterprise product.2. Sonya describes the difference between lead generation and demand generation.  Although often used interchangeably, they are different.  Demand generation is the top of the funnel and is used to describe the challenges customers are facing.  Lead Generation are techniques that move your customer onto your website.  It describes the process of someone who is willing to give their contact information for you to email them.3. Sonya talks about many operational challenges that SaaS founders face at various stages of the startup.  One of the challenges is time.  Digitalization of solutions is happening so quickly that startups can no longer wait to operationalilze critical programs.   Another challenge is the lack of a metrics-driven sales & marketing team.  Determining the metrics early on is critical.  Ensure that all teams are looking at the same numbers.  The earlier you can understand churn, CAC, CLV, etc. the better you can work against numbers.  Another challenge is around the hiring process.  Competition for talent is fierce.  Developing a process for onboarding talent is important.  Finally, developing a methodology for customer engagement and success are critical.  This includes talking to customers regularly and ensuring there is an active customer base.  4. Sonya shares her lessons learned for startup founders:  CEO's should talk to 5-10 customers per week.  Don't wait until they have a problem.  Also, your website should look bigger than your product and the size of your company.  This helps to infuse trust with your customers that you plan on being around a long time.   ...and much more!You can connect with Sonya on LinkedIn or at sonyapelia.com

John Bentley is the Founder of Artisan Coding, which is committed to building SaaS platforms and their teams with the focus and attention of a craftsperson. John began building software at age 10, learning to build software with his father on a TRS-80 color computer, followed by an early IBM PC XT.  Through his own journey, John expanded his focus on building from the software itself to the organizations that create software. His passion in life is working with SaaS startups as a co-founder, CTO, advisor, consultant, and coach. In this episode:1. John shares his experience in a variety of companies as a mentor and coach.  He talks about how company culture and team dynamics impact software development.  This led him to start Artisan Coding.2. Artisan Coding focuses on artisenry or the quality of work you are producing when developing software.  John discusses how software development processes are different for early stage startups.  By focusing on the customer and the idea, getting it well understood and bridging the gap between the business and the product is very important in launching a successful product.3. John describes the startup journey which consists of 2 phases:  Idea to Market and Scale for Growth.  Each phase has a different focus.  During the Idea to Market phase, you want to learn as much as possible from the customer.  During the Scale for Growth phase, John describes the progression of people to hire.   As you scale, you need role players that are good at what they do.4. John shares his lessons learned for other founders:  First, planning and being intentional about the people you hire is important.  Second, recognize that culture creates the product and the team organization dictates the product and customer experience.  5. Some of the trends John sees include AI and machine learning.  Also tools for SaaS are starting to niche down.  Many products are being developed to find the smallest niche possible to operate in which means more SaaS platforms are goign after smaller, more segmented markete places....and much more!You can reach John Bentley on LinkedIn to learn more about him and Artisan Coding.

Jonathon Hensley is the co-founder & CEO of Emerge, a digital product consulting firm that works with companies to improve operational agility and customer experience.  For more than two decades, Jonathon has helped startups, Fortune 100 brands, technology leaders, large regional health networks, non-profit organizations and more transform their businesses by turning strategy, user needs, and new technologies into valuable digital products and services.  His work focuses on helping leaders define the value they want to create in a succinct and tangible way. In this episode:1. Growing up in Silicon Valley, Jonathon shares his unique experience which inspired him to get into the digital transforamtion and product space.2. Emerge's model is built around empowering product leaders.  They help by defining product startegy & roadmpa, market & customer and develop user actionable customer insights.  3. We discuss the challenges of digital transformation.  Jonathon's 10 years of research found that: Roughly 70-80% of digital transformation projects fail or under-performPost Covid, the investment has been $5 Trillion in lost or ineffective outomes4.  What is strategy?  How is strategy misunderstood or misinterpreted as goals and grit.  Jonathon describes the components of good strategy.5. Driving innovation starts by focusing on employee engagement and empowering your emploees to work toward a common goal and vision.  6.  We disussed Jonathon's book - Alignment: Overcoming internal sabotage and digital product failure.    Over 100 people were interviewed for the book that reviews:Alignment - what does this mean at the individual, team and org levelRoot causes of failureSkills of a leader in a high performance organizationGood, effective strategy and much more!Go to the Emerge blog for information. Connect with Jonathon on LinkedIn.  

Eden Bidani is a conversion copywriter and acquisition strategist.  Her company, Green Light Copy, helps SaaS, tech and ecommerce businesses drive more traffic, more highly qualified customers and more revenue all through the power of conversion-focused copy.  In this episode:1. Eden shares her journey which started with her studies in anthropology.  After her direct sales job, she started writing sales pitches which led her to copywriting.2. We talk about copy - what is it and why is it important in your startup.  We also discuss the unique challenges SaaS startup founders face with copy.   Often, the challenge is how to communicate the specific problem the product solves.3.  Eden describes her process of working with customers.  It entails interviews with founders leaders.  She also speaks directly with customers and conducts surveys which produce qualitative data.  This helps find the strategic narrative that resonates with the customer.  4. We disucss market trends such as users wanting more hands-on experience with products before purchasing them.  Freemium plans and removing barriers so that customers have more access and visibility to the product are so important.5. Eden shares her advice to startup founders.  She suggests getting close to your customers by reading customer support emails, listening to recorded sales calls and demo calls.  Speak to your customers as much as possible.and much more!Connect with Eden on LinkedIn and follow Green Light Copy on LinkedIn.

Chris Cox is the Co-Founder of Piola Digital, a near shore product development agency helping companies build, support and enhance products. In this episode:1. Chris shares his background from being a Spanish major to helping SaaS companies build products.2. Scaling product development operations by outsourcing - opportunities to give stakeholders more time to focus on business growth & strategy.   Chris discusses the benefits of nearshoring to help scale product development.3. Managing and prioritizing your backlog -  align the development of the product with the business goals.  Chris describes the Impact Mapping exercise to help maximize the time with key stakeholders.4. Chris describes his onbaording process which starts by identifying the goals and needs of the company.  Understanding the current sprint cycles, agile processes.  This helps Chris tap into the right profiles to help put the right team together to support the company goals.5. Chris shares his lessons learned for a new startup founder which includes learning how to message your core offering.  "Say more with less" is Chris' piece of advice.You can contact Chris on Twitter. Visit Piola Digital for more information.  

Mike Williams is the Founder of BuildLab, a digital development and automation studio.  Leveraging a wide array of tools and expertise, Mike and his team build everything from no-code automations to fully-coded custom applications, and everything in between.  Currently, at BuildLab, Mike uses tools like Integromat, Zapier, Airtable, HubSpot, Firebase, and many more to help automate and scale companies. His clients range from local businesses to billion dollar companies.  Mike has also founded two event ticketing companies, MJ Seats and SharpSeat. MJ Seats was listed in the Inc. 5000 list of fastest-growing US companies in 2017 and 2018, finding itself in the top 1000 both years. In this episode:1. Mike shares his journey from tech business consulting at Accenture to entrepreneurship.  Through building his businesses he realized there were opportunities to automate many processes such as billing.  Using no-code, low-code tools was able to scale with minimal effort.  2. BuildLab helps a wide range of cusomter sizes and industries, both in terms of how deep they help supplement technical needs.3. No code/low code tools are easy to use and flexible.  A growing business business can really automate many manual processes that can run on their own.  It saves time and gives the business owner opportunity to focus on business growth.  4. Mike shares lessons learned, mainly to stay in a "learning mode".  Also, find something you are uniquely qualified to do.  He calls this "product market founder fit".  For more information, go to:BuildlabMike WilliamsTwitter 

Brenton Webber is New Zealands’ First Accredited Customer Experience Specialist and Founder of Half Time Orange.   Half Time Orange helps improve the lives of humans inside and outside of organizations by designing and implementing  practical customer experience strategies and systems that work. In this episode:1.  Brenton shares his customer centric journey and how he founded  Half Time Orange.  2.  Brenton describes the process Half Time Orange uses to help understand and assess a customer's current state.  This includes a deeper dive into leadership, structure, employee experience, managerial experience and financial experience for shareholders and owners.  3.  We discuss customer surveys and are they really focused on understanding the "voice of the customer"?  We discuss how questions should be structured to get a true emotional response vs. analytical response.4.  Brenton shares some lessons learned for new startup founders which includes providing products or services that have a transformative impact on the customer.   The experience should focus on the very first encounter the customer has with your company through them becoming a "super fan".  ...and so much more! Connect with Brenton on LinkedIn.Find out more about Half Time Orange.

Chris Younger is the Co-Founder and Managing Director at Class VI Partners, a financial services firm focused exclusively on business owners.  Class VI providers exit planning, investment banking and wealth management services for mid-market business owners.  Chris was trained as an attorney at Harvard Law School and started his career with the largest law firm in Silicon Valley doing corporate and securities work.  In 2005 Chris co-founded Class VI Partners to help entrepreneurs maximize the return on their investment of time and money.  Class VI created the innovative CoPilot online business assessment which helps business owners see their business through the eyes of professional investors. Chris is also the co-author of "Harvest: The Definitive Guide to Selling Your Company.”  In this episode:1.  Chris shares his insights on which metrics investors examine when evaluating SaaS companies.  Key metrics Chris reviews include: LTC, CAC, Churn Rate, Net Churn Rate and Incremental Gross Margin.  2. Chris shares with our audience the CoPilot assessment tool that was built to help business owners with exit planning.  It's a comprehensive tool (120 questions across 7 different categories) and takes about 30 minutes to complete.  The report takes approximately a day to generate and incldues many observations, areas where your business can mitigate risks and how your business compares to peers.   Click here to take the CoPilot Assessment.3. One of the areas reviewed in the CoPilot assessment is "inability to scale".  Chris shares why this is an important area for companies to focus on.  Scaling is dependent on many factors such as team size and experience, systems, defined processes  - all important to investors when evaluating whether a company is prepared to support growth.4. Chris discusses exit planning strategies and decisions that every business owner should consider early in the life of the business.5. Chris describes some of the trends in SaaS investment which include focusing on establishing some key metrics to make your company attractive to investors....and much more!You can reach Chris on email.Get a copy of Chris's book "Harvest: The Definitive Guide to Selling Your Company" Read the extensive blog library.The White Paper on SaaS can be found here.The views expressed represent the opinion of Class VI Partners. The views are subject to change and are not intended as a forecast or guarantee of future results. This material is for informational purposes only. Class VI is a registered broker dealer, Member FINRA.

George Hamblen is an information technology executive management consultant with significant experience in quality assurance and building highly functioning teams. He has also led teams in technical publcations, and release / change  / environment management.  George has  also been a quality assurance thought leader  supporting the sales / delivery function for well-known IT Service providers. He’s an expert in managing outsourced service provider testing. He has seen it all…TWICE.  George is  currently on the advisory board for GenRocket, the leader in Synthetic Test Data.    In this episode:1. Geroge shares his extensive experience in quality assurance and testing and his journey.2. GenRocket is a California-based company and primary provides synthetic data for its customers.  Geroge describes the capabilities of this tool to generate data.  GenRocket can generate up to 1 billion rows of data in less than 10 minutes!3. How to alleviate fear of moving from using production data to synthetic data.  With the overwhelming need of producing data, there are a lot of resources needed to produce test data.  George can be reached at George_Hamblen@yahoo.comGenRocket can be reached at garth@Genrocket.com for proof of concepts and demos

Ankit is the Co-Founder of Appitsimple.  Appitsimple is the parent company of CallHippo, a next-generation business phone system that helps you connect with your customers.  Ankit fully bootstrapped this company and is a non-tech founder.  He’s here to day to share his experience and success as well as lessons learned. In this episode:1. Ankit shares 3 interesting facts about himself and how this is unique from other startup founders.2. Ankit discusses how CallHippo solves the complexity of telephony automation. There are currently over 5000 customers using CallHippo. 3. Ankit shares his lessons learned from bootstrapping his company - watch your cash spend and be mindful of how you are culturally buildingyour organization from day 1.You can email Ankit, find find him on LinkedIn and Twitter.  

Do you want to be an industry distruptor?  You don't want to miss my conversation with Sowmya Murthy.  Sowmya Murthy has a proven record of driving growth by transforming services organizations from ideation to market results. Anywhere she goes, Sowmya quickly becomes a CEO's top council given her passion for galvanizing a change-resistant organization towards new growth. Currently, Sowmya is transforming the Oil & Gas industry by orchestrating the JOYN platform brand, which is the oil field market leader for mobile field services automation. With a passionate fluency in mission-critical enterprise systems, Sowmya passionately brings to market JOYN, a SaaS production and field services product that is the leader in digitizing oilfields. In this episode:1. Sowmya shares her extensive experience in technology as a key disruptor, especially mission critical systems. She owns the go to market components at Seven Lakes Technologies.2. Sowmya describes the evolution within the the Oil & Gas in North America.   Seven Lakes Technologies helps bridge silos among the various products/programs with their recent launch of JOYN.  3. Sowmya discusses her strategy to transform companies using strong "tiger teams".4.  Building community as the core of the product and go to market strategy and developing software companies into content engines are a couple of the market trends Sowmya shares.  ...and so much more!Connect with Sowmya on LinkedIn or go to Field Data Gathering, Allocations, Reports & Analytics : JOYN Oil & Gas Production. 

My guest today is Rob Matingley who is the CEO of Plexy.Plexy is a SaaS growth agency helping SaaS companies rapidly scale with performance marketing. In this episode:1. Plexy helps SaaS companies of all stages and sizes with their product launches, including scaleups and corporate.   2, Rob shares some of the common challenges he has seen in helping various startups and scaleups which include getting to product-market fit quickly and being able to scale and iterate quickly through the product feature release cycle.  The quality of the product helps the success of the marketing and sales processes.3. Rob shares some advice for startup founders -- the simplicity of the build and how you communciate the value of the product needs to be very simple and clear from a copy perspective.  When just starting out, or figuring out product market fit, pick a narrow group of people to build a product for will help your marketing budget stretch much further as opposed to reaching several industries and size.  For a performance marketing campaign towork, you need to narrow down who you are targeting.  This doesn't need to be a permanent decision....and much more!Find out more about Plexy.  You can reach Rob on LinkedIn or via email. 

My guest today is Krish Subramanian who is the Co-Founder & CEO of Chargebee.Chargebee is a Subscription Billing & Revenue Operations Platform for fast-growth Recurring Revenue Businesses serving thousands of customers in 60 countries, currently managing $4 billion ARR of customers that is growing 100% Year on Year.  High growth companies like Calendly, AskNicely, Cloudsnap, Salesboomerang continue to scale with Chargebee. Chargebee is a people-first organisation with a team of over 500 employees spread across India, USA, Netherlands and Australia.  It has raised over $230M USD of capital from Sapphire Ventures, Insight Partners, Accel Partners, Steadview, and Tiger Global. In this episode we discuss:1. Krish shares how Chargebee started as a team first not idea first company. They saved up their income and then came up with the idea to start a global B2B SaaS company.  2.  It's important to streamline the billing workflow especially for those companiesmanaging different currencies and payment methods.  3. Krish describes how the team organically grew to accomodate the growth of the company.  He shares some key milestones in that journey and how the processes andteams evolved.  4. Krish describes their process to build a successful customer success team and what's next for Chargebee.For more information, go to Subscription Management & Recurring Billing Software | Chargebee.You can find Krish on LinkedIn or Twitter.  His email is  krish@chargebee.com

My guest today is Jim Coleman who is the Co-Founder of Xfusion.  Xfusion provides customer support, customer success, and back office support for growing SaaS companies.  Prior to XFusion, Jim was a SaaS operations manager at a private equity fund called, LTV SaaS Growth Fund.   He loves helping owners and operators improve their game. Outside of work, he's passionate about adoption and raising foster children and his dream is to maximize his impact on developing countries.In this episode:1. Jim shares his experience in operations and customer success.  After experiencing challenges in delivering quality customer service, Jim and his co-founder, David, created Xfusion to provide back office support.  Xfusion partners with SaaS founders to help them scale their support function.2. Jim describes his personal relationship with his customers and why it's important to nurture these relationships.  3. Jim shares his lessons learned and advice for SaaS founders.  It's important to know what you do well and hire people to compliment your skills. Be diligent on operations early on.  "Experimentation is key."  You can learn more about Xfusion here.   You can connect with Jim on LinkedIn.

Adrian Brady-Cesana is the Customer Experience Executive of CX Chronicles, author of "The Four CX Pillars" and host of "The CXChronicles Podcast."  Adrian has been working in the Customer Experience space for 15+ years and is passionate about helping startup and growth phase businesses succeed using his 4 Pillars - Teams, Tools, Processes & Feedback.In this episode we talk about:1. Adrian's experience working over 10 years with VC-backed companies across a number of industries.  After seeing common struggles such as overspend and overhiring, Adrian developed the CX Scorecard.2. Adrian describes the CX Scorecard in more detail as it focuses on the 4 pillars he developed - Teams, Tools, Processes & Feedback.3. We discuss some of the challenges startups face with customer experience and how to start with some simple customer journey mapping.  Adrian discusses establishing a VOC (Voice of Customer) task force that includes people owners, process owners and product owners to really understand the customer experience from various perspectives. 4. Adrian shares some lessons learned and provides examples of how any company can start a simple playbook to improve customer experience.  He shares ideas for startups and small business owners and how documenting the 4 pillars on a single piece of paper can be used as both an internal and external tool to provide more customer insights into your business.We also talked about market trends, reporting, made some predictions and so much more!You can reach out to Adrian Brady-Cesana  on LinkedIn.  Learn more about CXChronicles here.Adrian's book "The 4 CX Pillars" can be purchased on Amazon. Subscribe to the CX Chronicles podcast. 

Mike Reynolds is the CEO and Executive Product Partner of Innovatemap.  Innovatemap is a product agency helping companies of all sizes dream, design and scale digital products and services.  Mike has been ideating and delivering digital products to market for over 20 years! In this episode:1. Mike shares his experience in product management.  He saw a rise in a need for product management differentiation to help leaders & founders "do product well".  As a result, he developed a product management as a service model.2. Mike describes the process that InnovateMap uses to partner with companies to define goals and outcomes.  3. The InnovateMap team is made up of  both product management/UX design as well as product branding & marketing.  4. Mike shares his lessons learned.  He talks about "know the mode you are in" and keep the focus on fine tuning product market fit. 5. Some of the trends Mike sees include "product led growth" where the product itself introduces new features as well as digital product marketing focused on consistent branding across all digital products.Learn more by going to InnovateMap  or connect with Mike Reynolds on LinkedIn.  

Jason Cochran is a psychologist and co-founder of iAspire. iAspire is a software solution for the 2 most challenging areas for businesses: People and Culture. iAspire helps leaders engage, motivate and retain their people from their first to day to the day they retire - thus establishing the organization as a destination employer and making culture their competitive advantage.In this episode:1. Jason shares his personal journey which started by helping children find their purpose, partnering with schools to develop healthy cultures to developing a fullservice tech solution company for growth and development of employees within companies.2. Challenges SaaS/Tech startups face such as employee retention, turnover, recruiting.  We discussed the difference between "culture-fit" and "culture-add" and why it's important for companies to develop a vibrant and diverse culture.3. Why it's important for startups to work on culture, core values, mission and vision4. How iAspire helps companies, including SaaS and Tech companies.  Jason describes the quick onboarding process, dashboard metrics and templates that helpscompanies start realizing benefits quickly.5. Market trends in company culture and employee engagement...and much more!

Jerry Abiog is a Co-Founder and CMO of Standard Insights, based in Ft. Myers, FL.  Standard Insights is an AI as a Service growth marketing platform that enables businesses to execute data-driven omni-channel campaigns.In this episode, we talk about:1.  Jerry's career in sales an marketing helping software companies with their initiatives. 2. AI-drive technology will be a $400B industry in the next 5 years.   What is AI as  Service?  Jerry explains the model and the opportunities in the market.3.  Online ordering through the iOrder product.  How it's helping businesses drive repeat buyers.4. Behavior and mindset changes that are taking place as we interact with technology.And so much more!You can reach out to Jerry on LinkedIn To contact Jerry - LinkedIn or learn more about Standard Insights.His email is  jerry@standardinsights.io

Dr. Jeff D. Standridge helps organizations and their leaders generate sustained results in the areas of innovation, strategy, profit growth, organizational effectiveness and leadership. Formerly a Vice President for Acxiom Corporation, he has led established and startup businesses in North & South America, Europe, Asia, and the Middle East. Jeff serves as Managing Director for the Conductor, Co-founder of Cadron Capital Partners, and teaches Entrepreneurial Finance & Innovation Leadership in the College of Business at the University of Central Arkansas.Dr. Standridge has been an invited speaker, trainer, and consultant for numerous companies, institutions, and organizations across five continents. He is also a two-time best-selling author.We specifically cover:1. Jeff's journey from academics to Acxiom Corporation to Cadron Captial Partners and the Conductor. 2. How the Conductor and Startup Junkie are creating ecosystems to support entrepreneurs using their 4 pillars (talent, culture, community engagement and access to capitol)3. Scaling companies by demonstrating success scaling what won't scale first. This allows you to build the base functionality in a non-scalable form.4. Finding your purpose. Jeff shares and exercise to help you find your purpose. The connection between work, vocation and your unique gifts is a complete game changer.and much more!You can connect with Jeff on LinkedIn. The link to his new book can be found here.

Jason Reichl is the CEO and Founder of Go Nimbly, the RevOps company that helps SaaS companies like Zendesk, Coursera, and Plaid identify and close gaps in the buyer experience through revenue operations.We talked about so much in this episode!1. Jason shares his journey from owning a record label and creating music to starting Go Nimbly. 2. Unintentional silo creation in companies - what does this mean, when does it start and how we can use revenue operations to break down silos3. What is #revops? Jason describes the methodology and how revenue operations can increase revenue by fixing gaps in the buyer experience.4. How to realign teams, move away from specialists so that there's a balance between strategy, tools, enablement, insights5. Jason shares his insights into the future of #saas and subscription based business along with some recommendations for new foundersand so much more! You can reach Jason on LinkedIn.Book recommendations:a. https://www.zingermanspress.com/booksb. Brave New Work

Steve Laborda is a leader, coach, expert, and practitioner in B2B sales and marketing excellence focusing on improving profitability, capturing value, and developing the competences of commercial teams. With 15 years of experience in the specialty chemical industry, he has successfully impacted corporate cultures, behaviors and processes through the design, development and execution of commercial excellence programs and trainings. As CEO of ValueBizBooster, he helps teams fully realize potential of Commercial Excellence and Value-Based Selling to improve profitability and growth.We specifically cover:1. What is commercial excellence? 2. Value-based sales in B2B market - why it's important to differentiate yourself. 3. How startups can accommodate the sales process and keep their agility. Steve offers other key insights for startups to excel in their sales process.4. Key advice to startup founders. Building your vision, listening to people and team competencies will help you grow and scale.Contact Steve on LinkedIn or at (valuebizbooster.com)

Need help scaling sales? You don't want to miss this episode!As the Chief Sales Officer at The ROI Shop, Keith Campagna spends his time talking with Sales Executives, sales leaders, sales professionals, and sales enablers inside companies of all shapes and sizes. Since 2006, Keith has sold "software as a service" on behalf of globally recognized companies such as ADP and SAP Concur. Keith keeps busy as a single father of two boys, 12 & 13, and he is also building out his passion project, called "Lifework Integration". Lifework Integration is a progressive employee development program helping CEOs, Sales and HR leaders, as well as, anyone else turn stress into a competitive advantage. However, Keith's primary focus is on growing the 8-year-old, ROI Shop. At a time when "no-decision" is every sales organization's #1 competitor, and selling "value" is most sales rep's #1 challenge, The ROI Shop's value calculators make it easy for sellers to have financial discussions with their buyer champions. Made for salespeople, by salespeople, The ROI Shop increases win rates by focusing on buyer enablement resulting in less discounting and way fewer "no decisions".Key topics:1. Value-based selling describes how your solution not only solves your customer's problem but also how it can make your customer money.2. Buyer trends - sales will need to be able to provide a clear current state and future state for their buyer to "buy into". 3. Building a business - buyers are looking for value and have to have a business case. Build a collaborative, believable, closeable business case.4. Sales automation is coming. Will the in-person sales model change?...and much more!You can reach Keith on LinkedIn or email (kcampagne@theroishop.com ).The ROI Shop

Do you need help with virtual training development or facilitation? Heather Burright, founder and CEO of Skill Masters Market, specializes in creating dynamic, people-centric solutions for your organization’s most important asset – your human capital. Leveraging 15 years of experience, Heather partners with organizations to create solutions that align with their business goals, exceed their expectations, and meet their needs.Heather’s unique approach taps into big picture thinking – what are the organization’s strategic goals and what will people need to do to meet those goals – while also keeping a sharp detail focus. Her expertise in instructional design and change management principles allows her to provide the necessary structure and strategic direction to any human capital project.Some topics that we cover:1. Best practices on designing your training program, keeping in mind what people need to do with the training, not just what they need to know.2. Tips to create formal and informal feedback loops into your training program.3. Delivering your content - pre-recorded vs. live. Heather talks about pros/cons of each one and has a virtual facilitation guide on her website for you to download.4. Depending on your organization size, ensure you have all SME's involved in your training content creation (sales, marketing, technical, etc.)You can find Heather on LinkedIn.

I had the pleasure of speaking with Has Dosanjh. He has a deep understanding of B2B and B2C dynamics and hence how to drive top and bottom line growth. Has brings a proven track record of implementing growth strategies, building strong and diverse teams and creating value for stakeholders.We specifically cover:1. Lessons learned from his startup experience - especially around revenue and fund-raising. "Be always current" is his life value.2. Separating product development from delivery. This includes having a clear roadmap that is visible to thecustomer. It means developing trusting and long-lasting relationships with your customers. 3. Importance of Values - BELILEVE in your value4. For new startup founders, there are some great nuggets focused on financials, people, revenue and infrastructure!You can connect with Has on LinkedIn.

A conversation with Dani Whitestone, Co-Founder of TurboLaw Software. Dani is an entrepreneur at heart. We touched on many topics such as:1. The journey of switching to a SaaS model and scaling the growth of the company (all bootstrapped)!2. Investing in a culture focused on customer success early on as a growth strategy, including keeping direct connections with customers.3. All things around hiring and making difficult employee decisions.4. Lessons learned, mainly spend money wisely - don't throw money at problems!You can connect with Dani on LinkedIn.

Loreen Dinkelacker is a recruiter who primarily works with small to mid-sized SaaS companies focusing on under-represented groups in technology. We specifically cover:1. How Diversity & Inclusion impacts the bottom line 2. Recruitment, diversity, culture and values - how to tie these together to find the best talent3. What is a structured interview and why it's important to incorporate into your process4. Learn to understand diversity as a value in your businessTo learn more about The Atlas Group, visit their website. You can contact Loreen on LinkedIn.Book recommendation: Success Through Diversity: Why the Most Inclusive Companies Will Win by Carol Fulp.

Stackby takes the best of spreadsheets, databases and business APIs together in a single collaborative work management platform.Struggling to manage data with multiple spreadsheets? You don't want to miss this episode with Rachit from Stackby.We specifically cover:1. Rachit's journey and how Stackby uniquely delivers value as a horizontal product. 2. Using Standard Operating Procedures (SOPs) to autmate onboarding and other processes to deliver the best customer experience.3. Customer feedback and measuring NPS is important to Stackby. Through various online communities and surveys, they collect valuable information to continue to improve.4. Rachit shares his lessons learned - specifically why patience and execution are so important.For more information go to Stackby or connect with Rachit on LinkedIn.

Hiring the right people are key to a successful company. In this episode, I talk to Neha Naik, CEO and Founder of RecruitGyan, about the importance of recruiting, especially for startups.We specifically cover:1. Neha's process of working with early startups - including streamlining the recruitment process, identifying hiring priorities and creating the positive experience startups can provide to onboarding new employees.2. How to overcome recruitment challenges and and why your company brand is important when approaching candidates. 3. Why patience, perseverance and focus are important for founders when going through the hiring process.For more information, you can go to RecruitGyan or contact Neya at neha.naik@recruitgyan.com.

In this episode, I talk to Jeroen Corthout. Salesflare is the smarter, modern day CRM tool for small businesses. Here are just some of the highlights of our conversation:1. Salesflare's mission to help sales people focus on their customers instead of their software with a very easy and automated system. Jeroen talks about why it's so important for SaaS companies to compete on providing a better customer relationship.2. Jeroen walks us through the Salesflare customer onboarding process. It's an interactive walk-through with a setup guide and a sequence of emails to track your setup process. There is a library of YouTube videos to help customers get the most out of Salesflare.3. Jeroen shares his lessons learned including why it's best to do things manually before automating and scaling quickly. 4. Lessons Learned - it's better to do things manually first to learn the process before you automate and scale quickly. 5. Key market trends with AI and what's next for Salesflare.To learn more, go to the Salesflare website. You can also connect with Joroen Corthout on LinkedIn.

In this episode, I speak with Lloyd Yip who is the Founder of Attract & Scale. Their focus is helping startups, including agency and SaaS companies, scale by building organic growth engines. Imagine being able to acquire users and customers without needing to do annoying manual & cold outreach, or needing to spend a boatload on ads. That's what Lloyd is all about!We dive into:1. Organic growth - what is it and why it's important to build this as a foundation, including focusing on optimizing 1 organic channel first.2. Why it's important to the develop a robust foundation of operations to onboard customers and employees before you start to scale for growth.3. Lessons learned - Be iterative in your messaging and consultative in your sales process to focus on helping your customers.4. What's next for Attract & Scale For more information, go to Attract & Scale. You can reach Lloyd on LinkedIn or email him at lloyd@attractandscale.com.

LinkedCamp is a high-tech marketing automation tool for LinkedIn that helps businesses expand their social networks, connect with prospects and move them along the sales funnel completely on auto-pilot.Highlights from my conversation with Arslan include:1. How LinkedCamp is making prospecting and engagement easier for businesses on LinkedIn through a quick onboarding process. 2. Using customer feedback to improve LinkedCamp features including integration with various tools. 3. LinkedCamp plans to expand marketing automation and help customers minimize manual work.You can contact Arslan Nasir on LinkedIn or Twitter.You can learn more about LinkedCamp on their website.

Need help optimizing and automating your customer onboarding experience and process? You'll want to listen to this week's episode with Sai Arora from Simplemnt. Highlights from our conversation include:1. Current onboarding challenges such as keeping customer accountable, capacity planning for your resources and streamlining the onboarding process.2. Key lessons learned from customer interviews and research during the early stages of Simplemnt.3. Current trends in customer experience and how Simplemnt is a strategic value add partner for B2B companies.For more information, follow Sai Arora on LinkedIn or Twitter. You can also go to the Simplemnt webiste.

In this episode, I talk to Raj Goodman Anand, founder of Goodman Lantern. You'll hear about his background which includes being a startup founder multiple times, raising capital and taking one venture from zero to acquisition. Highlights of our conversation include:1. Goodman Lantern's social mission of giving back by hiring more women to help reduce gender inequality in the technology industry.2. Tips for running a company remotely, specifically the planning and processes required for growth.3. Raj shares his lessons learned, specifically around thinking about the long-term vision.4. The speed of change in the online world and how we cannot forget the importance of in person meetings and communication.For more information, go to Goodman Lantern or find Raj on Linked In.

Bootstrapping your startup? You don't want to miss this episode with Jeremy Lessaris. Jeremy is an entrepreneur and founder, CEO in Design, SaaS, BevTech and Fintech. He has built & sold 6 Companies in Tech, SaaS, Payments & Healthcare (as of 2019).Jeremy is the founder and CEO of Designed.co which is a subscription-based graphics design operations team. In this episode we talk about:1. How Designed.co's model provides high-quality design work without the high agency design costs.2. Building a scalable business model that focuses on profitable growth at the expense of revenue growth. The focus is on slow and steady growth that is both sustainable and profitable.3. How Jeremy leveraged his manufacturing background to focus on enhancing timelines and measuring KPI's using the software they've built that has tracked a wealth of data that can be analyzed and leveraged.4. Lessons learned for startups, especially those that are bootstrapped.For more information, go to Designed.co

This week I talk to Amit Shah, Partner & CEO of Incipient Corp.Incipient Corp is a full service software development group located in Rutherford, NJ.The company started in 2010, Amit’s sophomore year in high school. The first big milestone was finally defining the mission and focus and the types of people they wanted to work with. The second milestone was where they become laser focused on their customer profile. This meant being very comfortable and looking forward to the growth that comes with knowing your customers.Key takeaways in this episode:1. How Incipient Corp grew from creating grew from creating websites to core software development in startups and small to medium sized companies.2. Company growth through iterating through the mission and customer profile3. Unique experience of merging product development processes and software development processes and how this defines digital transformation4. Challenges customers face to adopt new technologies and how Incipient Corp can help them navigate a growth strategy.For more information, go to Incipient Corp.