Podcast appearances and mentions of scott stouffer

This episode is sponsored by scaleMatters. In this episode, Shiv Narayanan interviews Scott Stouffer, CEO and Founder at scaleMatters, to talk all about data – data hygiene, data infrastructure, and the insights that come from data to make those important value creation decisions. Learn how scaleMatters – a firm that specializes in go-to-market analytics – reviews and audits client data, why it's important for companies and PE firms to take on this work, how to establish the metrics you need in your dashboards, and more.  The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.

Setting up and optimizing your roastery for compliance, efficiency, and sustainable quality output is not just something to be done once in the beginning. The disciplined pursuit of building and refinement should be the primary focus of operators in order to best serve the business and all the people that rely on it.  Looking out at all the areas of the roasting space, it can be overwhelming to begin that journey, so today we are talking with one of the best practitioners of roastery engineering, Scott Stouffer, CSO of Probat!  As CSO at Probat SE, Scott Stouffer leads sales globally for Probat Coffee.  Scott was previously the VP of Sales and Service for Probat Inc., the US subsidiary of Probat.  Scott previously worked in supply chain operations for Starbucks Coffee Co and in R&D for Kraft General Foods (now Mondelez).  Scott has a BS in Chemical Engineering from Purdue University, West Lafayette, IN.  In our conversation we discuss:  Managing and engineering efficiencies in coffee roasteries and why it is crucial for optimizing processes and meeting environmental requirements Compliance with regulations and permits for all roasteries, regardless of their size Technology and automation play a significant role in improving workflow and maintaining consistent quality Various considerations for roasting operations based on scale, location, and customer requirements Tips on maximizing the use of space in the coffee roastery  Schedule roasting days based on workload to optimize labor efficiency Seek advice  and gain insights and solutions from industry peers fore improving operations Reducing waste and optimizing processes   Links: www.probatusa.com Scott on LinkedIn Related Episodes:  286 : Coffee Roasting Best Practices w/ Scott Rao RoR #3: Making Contingency Planning a Reality w/ Andi Trindle Mersch of Philz Coffee RoR # 22 : Master Insights on Roaster Maintenance and Care w/ Doug Graf, Vintage Coffee 361: Managing Roastery Relationships and Logistics w/ Corey Turner of Andytown Coffee Roasters

Following on from our last episode exploring the equipment required for a successful roastery, today we are releasing the complete interview with Scott Stouffer, Chief Sales Officer, Probat.In this conversation, Scott offers incredible insights into the world of coffee roasting equipment and he sheds light on which markets are growing the fastest. He also discusses the latest trends in technology, including automation and alternative energy, and shares important  advice for any roaster looking to sustainably grow their business.Sign up for our newsletter to receive the latest coffee news at worldcoffeeportal.comSubscribe to 5THWAVE on Instagram @5thWaveCoffee and tell us what topics you'd like to hear

In today's episode we're continuing our series on the business of coffee roasting and focusing on the essential infrastructure required for a successful roastery.We'll speak with Scott Stouffer, Chief Sales Officer, Probat and Andreas Idl, CEO & Founder, Cropster to get an overview of the roasting equipment market globally and find out how technology and AI can be used to improve coffee consistency and quality.We'll also speak with Brian Rice, Roaster, Counter Culture Coffee and Simo Kristidhi, Production and Logistics Manager, Solberg & Hansen about the essential pieces of equipment and technology needed when setting up a roastery and how to optimise the space for efficiency.Credits music: "Merry Go Around" by The Velvet Fuzz  in association with The Coffee Music Project and SEB CollectiveSign up for our newsletter to receive the latest coffee news at worldcoffeeportal.comSubscribe to 5THWAVE on Instagram @5thWaveCoffee and tell us what topics you'd like to hear

Top companies have a religious attention to finding the friction in their company or the inefficiencies in the process. Analyzing and optimizing your revenue can help identify what you could improve to bring long-term profit to your business. In this episode, Scott Stouffer, the Founder of scaleMatters, explains how to analyze and optimize your revenue to generate profit. Scott advises that you should not work on everything altogether but instead focus on one thing and see its effect on your business before moving to the next thing. Scott also draws on their experimentation culture and recognizes its value in building revenue profits in the company. Tune in to this episode and learn how to get to the top 1%. In this episode, you will learn:> How to analyze and optimize your revenue to generate profit?> How to become one of the top-performing companies?> The benefit of modeling.> Four parts of Conscious Iteration

Scott is the Founder & CEO of scaleMatters the world's first Go-To-Market Optimization platform that helps B2B marketing and sales. In today's episode, we discuss the importance of A/B testing and what Scott calls "Conscious Iteration", and the guidelines that should be set when creating any new type of process or strategy. ……………….. Interested in more insights, industry best practices, and actionable content →

Scott is the Founder & CEO of scaleMatters the world's first Go-To-Market Optimization platform that helps B2B marketing and sales. In today's episode, we discuss the importance of A/B testing and what Scott calls "Conscious Iteration", and the guidelines that should be set when creating any new type of process or strategy. ……………….. Interested in more insights, industry best practices, and actionable content →

Scott is the Founder & CEO of scaleMatters the world's first Go-To-Market Optimization platform that helps B2B marketing and sales. In today's episode, we discuss the importance of A/B testing and what Scott calls "Conscious Iteration", and the guidelines that should be set when creating any new type of process or strategy. ……………….. Interested in more insights, industry best practices, and actionable content →

Scott is the Founder & CEO of scaleMatters the world's first Go-To-Market Optimization platform that helps B2B marketing and sales. In today's episode, we discuss the importance of A/B testing and what Scott calls "Conscious Iteration", and the guidelines that should be set when creating any new type of process or strategy. ……………….. Interested in more insights, industry best practices, and actionable content →

Have you ever poured resources into an SEO strategy only to see it yield underwhelming results? You’re not alone. Companies worldwide have been there, dedicating immense efforts and budgets without the right ROI forecast, often resulting in a loss rather than gain. But what if there was a way to predict the impact of your…

Are you an early or growth-stage tech company looking to improve your go-to-market efficiency by identifying friction points along the buyer journey for better outcomes? Have you heard these three myths about identifying these points of friction?  Myth #1: It's too time-consuming.  Myth #2: It's too expensive.  Myth #3: It's not worth the effort.  Don't believe these myths! Scott Stouffer will share the truth about identifying these points and the immense benefits they can bring to your company. In this episode, you will be able to: Uncover the impact of leveraging data in marketing for rapid expansion.Delve into the importance of understanding your ICP for optimal resource utilization.Pinpoint friction in the buyer's journey that may hinder your success.Gain insights into the vital role of data-driven sales processes for overall growth.Realize the essentiality of testing marketing messages in creating an effective go-to-market machine. Scott Stouffer, a seasoned CEO with over 30 years of experience, is passionate about using data to drive growth and efficiency in early and growth-stage tech companies. As the CEO and founder of Scale Matters, Scott focuses on helping businesses optimize their go-to-market operations by identifying friction points along the buyer journey. With his background in engineering and experience as a five-time CEO and three-time founder, Scott brings a deep understanding of product strategy and vision to his work. He also co-hosts the Data Room podcast, sharing his insights on using data to drive business success. Some areas we explore in this episode include: Check out Scale Matters to help optimize your go-to-market strategy and drive capital-efficient growth.Consider using HubSpot as your marketing automation platform or Salesforce as your CRM.Use sales loft as a cadence tool or gong as a call recording tool to analyze your sales process and identify areas for improvement.Focus on reducing your acquisition cost to improve your LTV to CAC ratio.Align your entire sales and marketing function around inefficiency and friction in your go-to-market motion.Invest in channels like paid search, paid LinkedIn, events, and listing services to generate leads and pipelines.Understand which offers to get the best response from people in your ICP and which channels are the drinking holes for people in your ICP where they hang out.Prioritize brand awarenessAnd much, much more.

“I would like to see FP&A drive the planning process for go- to-market just because I think they will have a better natural understanding of what it means to actually build a plan.” Scott Stouffer, a former engineer, is a serial entrepreneur and founder. Currently he is CEO and Founder at scaleMatters, the world's first Go-to-Market Optimization Platform. Previously, he executed the sale of Salsa Labs, a non profit CRM to PE firm Accel-KKR at a period of $12MM annual revenue and 70 employees. In this wide-ranging interview he reveals the real impact he believes CEOs, such as himself, are looking for in choosing CFOs and building a finance team. He also argues for  a bigger role for FP&A – including leadership of a company's go-to-market strategy incorporating how an organization can engage with customers to convince them to buy their product or service.  This interview covers Scott's roadmap for growth leading fast-scaling companies Why many CFOs are “glorified controllers” (and why that is a problem) How FP&A can prevent sales and marketing teams “from winging it” by bringing the “analytical brain power” to the  The power of a good plan in a fast-scaling business Should Rev Ops and Data be owned by the CFO How FP&A should be the first port of call in building a companies Go-to-Market strategy  How finance teams can work better with sales teams and better modeling sales capacity Why in 60% of cases companies have too many sales people by failing to do proper modeling Why you need to hone self-confidence as a skillset Read the full transcript and blog Follow Scott Stouffer on LinkedIn Follow Paul Barnhurst on LinkedIn Follow Datarails on LinkedIn FP&A Today is brought to you by Datarails. Datarails is the financial planning and analysis platform that automates data consolidation, reporting and planning, while enabling finance teams to continue using their own Excel spreadsheets and financial models. Get in touch at www.datarails.com For AFP FP&A Continuing Education credit please complete the course via the Earmark Ap, must pass the quiz with 80% accuracy and send the completed certificate to pbarnhust@thefpandaguy.com for issuance of 1 hour of credit toward your AFP FP&A Certification. 

Welcome to another episode of SaaS Fuel™ Expert Series! In this power-packed episode, Jeff Mains engages in a conversation with Scott Stouffer, the CEO and founder of scaleMatters and the go-to-market mastermind who's shaking up the industry with his data-driven approach. Scott is an expert at building quantitative data and process models to uncover waste, inefficiency, and friction in the go-to-market function, and he's here to spill the beans on his secrets to success.Get ready to take your messaging game to the next level as Scott shares his proven process for capturing conversations with prospects and extracting valuable information on their priorities and challenges. Learn how to dial in your messaging to resonate with your target audience like never before. Scott's wisdom doesn't stop there. He shares his invaluable insights on focusing on prospect intent rather than simply measuring resource consumption to determine lead quality. Learn how to uncover the true intent of your prospects and align your efforts accordingly, unlocking new opportunities for growth and success.Key Takeaways00:01:10 Easter Traditions 00:06:14 Go-to-market Master Scott Stouffer Shares Success In Reducing Waste And Inefficiency00:06:50 The Importance of Capital-Efficient Growth 00:09:21 Revamping Sales And Marketing Process To Reduce Customer Acquisition Costs00:10:29 Quantitative approach to sales and marketing 00:13:49 Friction In Offers: Pricing And Packaging Can Force Unnecessary Purchases00:16:35 Different Techniques For Lead Generation And Cost Analysis00:18:02 High Costs Of Ineffective Hiring And Onboarding Processes In Sales And Marketing00:19:50 The shift toward measuring demand generation00:20:50 The Importance Of Early Marketing In The Buying Process00:21:04 Marketing operations and revenue operations 00:22:52 Incentivizing Sales And Marketing Teams For Revenue Generation Efficiency00:27:25 Importance Of Messaging In Attracting The Right Prospects00:30:38 Defining Quality Leads00:33:09 Importance Of Intent In Lead Quality Determination00:35:40 Importance of a data-driven sales process 00:38:01 Steps To Closing A Sales Deal: Importance Of A Good Model00:41:48 Analyzing the Results00:43:39 The Importance Of Being Data Driven In High-Velocity Sales MotionsTweetable Quotes“And I think that's the greatest source of information, is hearing it, not only hearing it from the customer, but actually in their own words.” - 00:13:05 Jeff Mains“And so I do think good marketing requires a little bit of a leap of faith in terms of being willing to invest in brand, if you will. - 00:20:12 Scott Stouffer“To me, good marketing is making sure that you're known people recognize value prop in whatever circles these people are learning from.” - 00:21:06 Scott Stouffer“So that's an area where I think companies still need to evolve, is to force further alignment through the incentivizing mechanisms they have.” - 00:24:52 Scott StoufferBut if everyone's incentivized to the same core metrics, then you get people working together better. - 00:23:55 Scott StoufferSaaS Leadership Lessons1. Aligning Sales and Marketing Incentives for Unbiased Decision-Making: Companies must align the incentives of their sales and marketing teams to foster collaboration and drive mutual success.2. Shifting the Focus to Quality Leads: Identify high-quality leads that are more likely to convert into paying customers. 3. Avoiding...

Scott Stouffer, Founder and CEO of scaleMatters, joins Dustin on this week's episode to discuss the do's and don'ts of go-to-market experimentation for B2B businesses. In this episode, Dustin and Scott discuss how businesses waste time and money running ineffective tests, what you should focus on when determining which tests to prioritize, and more. You can learn more about scaleMatters and how they identify issues in your funnel over on their website. You can also reach out to Scott vis his email if you have any questions on the topics discussed today.

In this episode of Leaders of Growth, Arthur Nobel from Knight Capital interviews Scott Stouffer, CEO and co-founder of Scale Matters. Scott shares valuable insights on optimizing go-to-market for early and growth-stage B2B companies.Scott and Arthur discuss several topics, including:· The common inefficiencies in sales and marketing efforts of early and growth-stage companies.· A data-driven approach for determining the number of salespeople needed to achieve revenue goals.· Go-to-market management.· GTM maturity and how to leverage data according to your stage.· Go-to-market tech infrastructureLike the episode?Subscribe and don't miss out on the next one!This podcast is brought to you by Knight Capital.

Scott Stouffer, the founder of Scale Matters, joined the Selling SaaS Podcast to discuss the importance of agility in business leadership. He believes that leaders need to be able to assess and adjust quickly to changing circumstances rather than getting stuck in a rut. He also discussed the importance of being able to communicate difficult decisions and the ability to recognize when a decision is wrong.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away.Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Scott Stouffer also discusses the disconnect between the mindset of growth at all costs and the reality of how long it takes for results to show.He attributes this disconnect to the revolving door of heads of sales and marketing, who are expected to make their numbers every month and cannot take the longer-term view that a CEO or CFO might.He encourages leaders to take the time to understand the controlled environment and to iterate on changes one at a time in order to achieve the desired results.HighlightsDuane: If they hear 10%, they're like, well, I'm looking for 30 month over month growth in like, four months. I'm like, what movie did you watch that said, that's possible even in high growth, primetime 2020 or 2019, even that would have been a pipe dream. And so it's like hearing because I like those numbers, and I think like six to nine months is when you would start getting meaningful data to be able to take action on.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Investors provide vital funds so that companies can achieve their next level of growth, whether it's making the next important version of a product or a key hire that will unlock the company's potential even further. But in a time of economic uncertainty, where we see layoffs, budget freezes, and falling tech industry stock prices, venture capital investors are putting the brakes on aggressive funding for early-stage growth companies. According to a Crunchbase report, in the last quarter of 2022, investments in startup companies in North America fell by 63% compared to the same period a year earlier.In this episode of The Role Forward, Scott Stouffer, the CEO and founder of scaleMatters, gets into fundraising during a recession and why people are hesitant to invest in new companies. Scott and our host Joe Michalowski discuss what makes a company investible and what companies can do to become more efficient with their go-to-market motions.##Guest-at-a-Glance

Scott Stouffer is the Founder & CEO of ScaleMatters, a platform that delivers Go-to-Market operations, analytics, and insights to help businesses drive capital-efficient growth. He took his first company (Visual Networks) public in 2001 and grew it to a peak market cap of $3 billion. Since then, he has been 5x CEO and 3x Founder.In this episode we cover:00:00 - Intro01:35 - GTM Strategy To Overcome Downturn05:13 - Common Points For CAC Decreasing & Shortening Sales Cycle13:11 - Effectively Balancing Sales Team And Leads15:16 - Key Elements Of Context To Improve Operations & Outcomes23:12 - How To Begin Incorporating Data In SaaS Scaling27:48 - Most Important Data & Sources To Aim For Fast Growth31:21 - Scott's Favorite Activity To Get Into a Flow State32:09 - Scott's Piece of Advice for His 25 Years Old Self33:40 - Scott's Biggest Challenges at ScaleMatters36:16 - Instrumental Resources For Scott's Success38:45 - What Does Success Means for Scott Today42:45 - Get In Touch With ScottGet in Touch With Scott:Scott's EmailScaleMatters WebsiteMentions:The Data Room PodcastBooks:The Goal by Eliyahu M. GoldrattEssentialism by Greg MckeownTag Us & Follow:FacebookLinkedInInstagramMore About Akeel:TwitterLinkedInMore SaaS Podcast EpisodesSaaS ConsultantsHow To Value Your SaaS Company

We're joined by Scott Stouffer to discuss building search engine models - some pretty advanced stuff centered around building mini "clones" of Google to then use in testing changes and seeing the results BEFORE making them to your website. Pretty cool, enjoy.WANT US TO DO YOUR SEO? We can take a look at your site, your competitors and your market and give you a free proposal on what you need to do to hit your goals. Head to our website and submit your details. We'll get our nerd caps on and do some digging into the right SEO strategy for you. Stuff You Need To Know The SEO Show is released once a week so subscribe now wherever you get your podcasts and if you're feeling extra kind we'd love it if you leave us a review. Learn more about us at https://theseoshow.coCheck out our agency Local DigitalFollow Michael on Twitter @servicescalingFollow our agency Local Digital on Instagram @localdigitalcoCheck out our content on Youtube

It's great when we have team members transfer departments and learn a new skill, but often times we dont take the time to teach them whats needed to be successful in this role. It's a particular problem when we look at data and the insights we glean from data. If you're coming from a data science role in product and engineering, and going into Revops, you MUST take the time to learn what “good data” looks like. Its really easy to exclude missing data points if you dont know what to look for, which could lead to poor decision making by the leaders.Getting the right data from Revops from the relevant experiencethe importance of connectivity and integrating programs to support customer acquisition and all GTM functionsNeeding to maintain a level of healthy skepticism in data to make sure you're capturing all data points and conversion momentsTake over three years to understand where the gaps are and building a produceIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Last month, I wrote about the top 3 things SaaS companies need to plan for to be successful in 2023, one of which is finding greater efficiency in customer acquisition.If anyone knows the secrets to finding efficient growth, it's Scott Stouffer:* As CEO of Salsa Labs, he reduced his customer acquisition cost (CAC) by 75% within his first 12 months and cut his sales cycle in half, by systematically finding and eliminating the friction in his go-to-market.* Now as CEO and founder of scaleMatters he has productized what he built at Salsa Labs so that the rest of us can realize the same benefits.In this podcast, Scott shares his strategies. From instrumenting your tech stack to collect accurate data, to avoiding multi-touch attribution and lead scoring, to focusing on channel-level performance, to making your target market as small as possible, to using sales calls to optimize your marketing messaging, there's a ton of actionable advice in here. It's a must listen for both marketing and sales leaders, especially in today's climate where we are being tasked to do more with less.Give it a listen here or on Apple Podcasts or on Spotify and let me know what you think! And if you haven't done so already, please consider subscribing.Podcast contents* 0:30 Can you tell us about scaleMatters and problem you are solving?* 3:30 What trends are you seeing in customer acquisition?* 6:50 Why do you think there's never been a perfect way to attribute return to marketing programs?* 9:10 Discussing the many common pitfalls of using multi-touch attribution and lead scoring.* 16:00 How can marketers compete in highly competitive, saturated channels?* 21:00 How to use competitive intelligence tools like Gong and Chorus to test your messaging.* 27:30 How should marketers figure out their total addressable market (TAM)?* 29:30 What does onboarding onto scaleMatters involve for a new customer? Get full access to The Revenue Architect at www.therevenuearchitect.com/subscribe

The challenges of implementing new technology to streamline sales processes. There has been an influx of people hired to help startups with this task, but they often lack the sales experience to truly understand what is needed. The technology is complex, with CRMs, marketing automation platforms, Cadence tools, and other tools often purchased by sales and marketing people without the IT organization's input. As a result, the tools are often not implemented correctly, leading to a lack of data and misguided efforts. The challenge is that most sales and marketing leaders are not technically skilled enough to do it properly, while those who have the technical skills may not understand the nuances of the go-to-market motion. To bridge this gap, companies are employing go-to-market analysts who understand both aspects. These analysts are data analysts who started in the sales and marketing world, rather than data operations. They understand the technical products and can use them to reflect the nuances of the go-to-market process.Why is process compliance so important: data and measuring pipeline efficiency.Overly complex tech stacks that get in the way of things and not investing in skilled enough people to make use of themImproving the Opportunity Pipeline Through Tech Stack Optimizationeven though it may be “easier,” is it hurting data to help progress.the only IT product that isnt bought by the IT department.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Businesses need o pay more attention to data and create efficient processes. It is argued that there needs to be a shift away from the mindset of 6 months to a 18-24 month time frame. To achieve this, it is important to have specific, tactical goals and focus on executing quality actions. The discussion then moves to the importance of data in creating an efficient process, with the investor community often questioning the productivity of sales and marketing spend in tech companies.OTHER TOPICS:Navigating Layoffs and Difficult TimesConversation on Data, Time Horizons, and Efficiency in Tech BusinessesMeasuring Conversion Rates and Establishing Process Compliance in SalesModeling the customer journey through iteration and real dataIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Companies are now looking to be cost neutral when it comes to buying software, meaning that they have to get rid of one tool in order to buy another. It is speculated that this recession is of our own making, due to low interest rates. It is also noted that the essential workforce is not affected by the recession and is in fact doing better. The conversation closes with the idea that luxury problems are now being blown up out of proportion. The conversation discusses the effects of the recession and how it is impacting venture capital funding. It is noted that the majority of venture capital money comes from large university endowments, state employee retirement pension funds, and other organizations which have to maintain certain portfolio allocations. It is suggested that the situation is similar to a Ponzi scheme, with funds from one source covering the losses of another. The conversation concludes by noting that a lot of these organizations have to set aside a portion of their money for alternative investments with higher risk, such as venture capital and real estate. TOPICS:- "Exploring the Mindset Behind 'Growth at All Costs'" - Discussion on the Growth at All Cost Mindset in Bootstrap Companies - "The Impact of Low Interest Rates on the VC-Backed Economy" - Heading: Exploring the Impact of the Recession on Venture Capital Funding - "The Impact of Public Markets on Venture Capital Funds" If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok TikTok: https://www.tiktok.com/@duanedufaultYoutube: https://www.youtube.com/channel/UCJ-F3dkh-tZmg2_Oz28lIHATwitter: https://twitter.com/DuaneDufaultInstagram: https://www.instagram.com/duanedufault/Facebook: https://www.facebook.com/SaasDuaneLinkedin: https://www.linkedin.com/in/duanedufault/

Scott Stouffer is the Co-Founder & CTO of Market Brew, an SEO Testing Platform helping Fortune 100 companies & SEO agencies predict search rankings & outrank their competition with machine learning. Him and his company have several patents that are cited by Google and other search engine companies. They raised millions in VC funding and scaled up to 64,000 paying customers... but then they decided to risk it all and change their entire business model. This episode is a gold mine of SEO knowledge and insights into the history of SEO. Listen and learn folks! Topics Covered: Scott's SEO Advice as a Search Engineer ChatGPT and how it affects SEO Reverse Engineering Search Engines vs Building a Search Engine Selling to investors vs selling to users Seed Round vs Series A Round Angel Investors vs VC Funding / Venture Capital Black Hat SEO vs White Hat SEO Particle Swarm Optimization Genetic Algorithms Content Marketing Internal Linking Link Graphs Growing up in Ohio Gaming & Programming as a kid The Dot Com Bubble in the 90s & early 2000s and a whole lot more! Follow Scott around the web: Website: https://marketbrew.ai/ LinkedIn: https://www.linkedin.com/in/scottstouffer/ Twitter: https://twitter.com/scott_stouffer --- Send in a voice message: https://anchor.fm/first-customers/message

Scott Stouffer Co-founder/CEO from Scalematters joins Duane on the SellingSaas Podcast to talk all data and RevOps as it relates to the entire GTM functionEPISODE HIGHLIGHTS:  2:00 - How a 5 time CEO developed a passion for GTM and built software to enable it but also the consultancy tp back it up   3:30 - using the process of working with non-profit organizations to learn how to efficiently grow and get really good using data   4:20 - Over spending on GTM that led to 70% waste and generating non-ICP leads 5:30 - How getting PMF is great, but not getting message fit drives up waste and has a major impact on growth.   If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok 

EPISODE SUMMARYEverywhere you go in software businesses, you hear "KPI" thrown around. But how exactly do you begin to capture data, make sense of the numbers and produce an action plan written with letters? Easy. You follow the steps of intentional iteration.Host and B2B SaaS Sales Coach Matt Wolach and ScaleMatters CEO Scott Stouffer unleash the magic of intentional iteration and unravel the secret art of using data. Stouffer also shares the assortment of tricks you can apply to scale your company securely. Watch and learn to wield logic like a wand to spell your company to success!PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the MakingEpisode: Episode No. 244, "How to Gain More Efficient Growth Using Data - with Scott Stouffer"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Scott Stouffer, CEO of scaleMattersTOP TIPS FROM THIS EPISODEModel, Measure & Analyze the MotionFund Lead Generation EarlyInvest in Sales SupportHave an Efficiency MindsetOnboard Executives & DelegateEPISODE HIGHLIGHTSIntentional Iteration Ensures ProgressContext Drives ActionabilityTOP QUOTESScott Stouffer[5:50] "Never fast enough but making good progress."[10:18] "None of us come out of the gate and have this perfectly honed go-to-market engine. It's a series of twists and turns and experiments we go through until we try to find things that work." [21:38] "Fail fast but do so because you're being very intentional about things."Matt Wolach[22:38] "bringing on somebody else who focuses on something and who could– can take something off your plate… it's more than just the sum of each part. It's like an exponential acceleration."Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

Have you ever looked at all of the reports, dashboards, and data presented across your company and felt overwhelmed and under-informed?Today's data-driven world far too often results in a lot of data but not better decision-making or company performance.Scott Stouffer founded his first company in 1993 and has lived the reality of how Go-to-Market Strategy is not a one-time thing, but a series of iterations over time. Scott compares today's need to continuously evolve your GTM strategy much as Agile did for software development. Basically an "Agile Go-to-Market" model.The above reduces the amount of investment wasted on strategies and tactics that never provide the required return. By definition, the majority of companies will not nail the Go-to-Market motion on the first try. Examples include identifying the top Ideal Customer Profile, creating the perfect messaging and positioning strategy, or even the best sales motion to engage, interest and acquire new customers.One key to successfully using an "agile" GTM model is to limit the number of new variables you introduce at any given time. One example Scott provided was an experiment that uses "new messaging" as the only new variable and measures how that performs as measured by activity to conversation to meeting to opportunities.A key to identifying which GTM motion is working is to ensure you instrument and measure the performance metrics that provide real market feedback on the efficacy of your GTM tactic(s). This applies not only when you first enter a market with a new product, but when you enter a new market with an existing product that was successful in a different market. The next topic we covered was the "DEFINING" moment in the podcast (11:40 in the podcast). Scott started with an analogy on how a cholesterol measurement of 50 is meaningless without context, but if you know the measurement was 45 six months ago AND the appropriate benchmark for the patient is 20-35 there is CONTEXT to the measurement (metric) and requires attention.Scott's point on "Go-To-Market Metrics Require Context" was defined by using one if not all of the following variables: 1. Time - how is the metric trending over time 2. Plan - how is the metric performing against the plan 3. Causality - what variable(s) impacts the metric 4. Significance - How does this impact our business 5. External Industry Benchmarks - how do I compare to the external marketAnother topic we discussed was WHEN and HOW to instrument your Go-To-Market systems to capture and then use the GTM metrics to inform decisions. Scott suggested that when a company moves beyond "Founder Led Growth" into Sales Led Growth is the time to instrument GTM metrics. One caveat was metrics become more instructive once Product Market Fit is established, and it is appropriate to scale Marketing and Sales investment.Growth efficiency, a trending topic in 2022 becomes more important once Product Market Fit is achieved and the investment in Marketing and Sales continues to increase..even in $1M - $5M ARR companies.If you are looking for ways to increase Go-to-Market efficiency and increase the value of metrics in decision-making, this conversation with Scott is amazingly informative for first-time founders and the most experienced GTM leaders.

In Part 2 of our Search Engine Algorithm series on the Unbottleneck Podcast, Steve Wiideman welcomes back CTO and Co-Founder at Market Brew, Scott Stouffer, to discuss Search Engine algorithms and specifically How to Build an Evergreen Googlebot. Dive into more Google essentials for digital marketers.  About Our Guest: Scott Stouffer  Scott Stouffer has spent […] The post Search Engine Algorithm Series: Googlebots, Scott Stouffer – Part 2 appeared first on Wiideman Consulting Group.

CRO is a new job title, but that doesn't mean there's a lack of knowledge on how to succeed as one. In this episode, Warren and Lupe are joined by Scott Stouffer, CEO and Founder at scaleMatters. Join them as they discuss a key thing sales-centric CROs are often light on (and what landed them in that CRO seat), how to stop throwing money away by finding your product-market-message fit faster, the problem with data, bringing the whole team in on experimenting, what we're forgetting when we embrace failure, why you need a safe environment to improve the company, and the two things Scott would ask when interviewing for a CRO role.

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT. In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes. Time Plan Benchmarks Relative Impact Journey Relationship

In Part 1 of our Search Engine Algorithm series on the Unbottleneck Podcast, Steve Wiideman welcomes CTO and Co-Founder at Market Brew, Scott Stouffer, to discuss Search Engine algorithms and how they continue to evolve. Get ready to hone in on Google essentials for digital marketers.  About Our Guest: Scott Stouffer  Scott Stouffer has spent […] The post Search Engine Algorithm Series: Google with Scott Stouffer – Part 1 appeared first on Wiideman Consulting Group.

You're a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine? Ideally, you'd have enough capital to hire both, but that's rarely the case. In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst. He reviews: - The data that CEOs need when they're growing an early-stage business (1:17) - What data is useful for determining what strategies are most effective vs. least effective (2:42) - The core tech stack that B2B companies should invest in (6:07) - Why RevOps is so popular for managing your tech stack (7:07) - The differences between a RevOps leader and a business analyst (10:!2)

Raising your Series A funding is an exciting time. You've gained traction in an initial customer market and investors are showing confidence that you can scale. But now what? Your first 100 days after completing a Series A round are crucial - it's time to get planning. Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing: - Common priorities to include in your 100-day plan (1:05) - Why a delay in investing in RevOps could be detrimental to your growth (5:20) - The specific skills CEOs should look for in a RevOps team (8:24)

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations. In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies: He covers: - The risk profile of a business related to the stage of funding (1:41) - The value of RevOps for seed stage companies (4:05) - The value of RevOps for Series A stage companies (6:05) - The value of RevOps for companies at Series B and beyond (12:53)

Have you ever had to clean up your CRM? If you're like most RevOps leaders, it's a regular chore to audit CRM data and ensure all the data is standardized. What if there was a better way to handle these cleanups - so you wouldn't have to do them at all? In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, shares the pitfalls of periodic CRM data cleanups: - The cycle of why the CRM never seems to stay clean (1:27) - How to use data integrity protocols to ensure better data integrity (3:59) - Tips to create a culture of data sanctity with your sales team (8:07)

Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary? For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting: - Reviewing the three goals of multi-touch attribution reporting (and which one is destructive to companies) (1:34) - Explaining why it's almost impossible to truly measure marketing influence (3:02) - The problems with multi-touch attribution with a longer sales cycles (5:55) - Introducing concept of multi-cycle attribution and how it can be more reflective of the true sales cycle (12:40)

Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches. In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data: - The goal of using go-to-market data to improve customer acquisition (1:16) - Two types of data to track to improve your GTM process (3:19) - How to capture GTM data to easily aggregate and analyze it (5:28)

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data. In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews: - The reasons for product-market message fit issues when scaling (1:19) - The difficulties of ensuring high quality data in your CRM when scaling (4:26) - The complexities that arise when trying to analyze data when scaling (5:15) - How to capture data to refine product-market message fit (8:19) - Why investing in revenue operations can save your team headaches down the line (9:21)  Interested in more quick-hitting discussions about data integrity? Check out the other episodes of The Data Room on Apple, Spotify, or wherever you listen to your favorite podcasts.

Evaluating a company's go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth. In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation. The metrics that investors look for when evaluating a company (0:45) Why missing or poor quality go-to-market data adds perceived risk for investors (3:25) The type of data early-stage and growth-stage companies should start tracking to maximize their growth (5:34)

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe. In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues. - How go-to-market data impacts growth and scalability (1:03) - Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15) - What is a granular data model and examples of implementing it in your own company 4:51)

The data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data integrity seriously, you can accelerate your growth in ways that are significantly more efficient and cost-effective. In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder dives into the three components that growth-stage companies need to implement in order to have quality go-to-market data: A strategic data model with clear identifiers of metrics to measure (1:21) A cohesive sales and marketing customer acquisition tech stack (2:43) A continuous data integrity layer that identifies anomalies (3:22) This 10-minute breakdown provides guidance on layering these components together so your company can execute its GTM strategy.

The go-to-market data you capture is invaluable to your company's growth. But if it's not structured in a way that easily identifies ways to optimize your customer acquisition and revenue engine, your growth will be unnecessarily constrained. Have 15 minutes to spare? Jump into The Data Room with experienced CEO and tech founder Scott Stouffer as he shares tips for growth-stage companies currently overwhelmed by their CRM. We break down: The issues that arise without a data model and why companies treat data as an afterthought (0:28) The problem of keeping a data model siloed between teams (3:13) Reasons why poor data integrity and hygiene occurs (4:09) How a change in sales/marketing leadership can cause data integrity issues (5:11) Why we need to stop the over-reliance on salespeople to input CRM data (7:11) Where revenue leaders can start to clean up their CRM (10:29) The importance of a business analyst hire for a growth-stage company (12:28) Why there needs to be a “cultural sanctity” around data (14:36)