Why do some minimum viable SaaS products catch fire immediately, while others struggle to gain traction, even with solid execution? This is a challenge that keeps many early stage founders up at night.

Building a great product is just the beginning. You've probably heard people say… “just turn on marketing and revenue will flow.” For some, it can be that simple, but often it isn't. 

In Episode 74 of the B2B SaaS Marketing Snacks Podcast, our hosts Brian and Stijn dive deep into the hows and whys of finding your true customers and nailing your ideal customer profile. This is absolutely crucial before you can hit the gas on growth. 

Topics discussed include:

• Why founders can’t cut corners on going from MVP straight into growth without the right customer understanding
• The big difference between early adopters and true customers that will pay and help you grow
• The most important questions you need to answer in the market to gain traction: who’s it for and what’s it for
• How to confirm when you’ve stepped from MVP to PMF
• How to conduct Jobs to be Done (JTBD) research to get the best answers

B2B SaaS Marketing Snacks is one of the most respected voices in the SaaS industry. It is hosted by two leading marketing and revenue growth experts for software:

• Stijn Hendrikse: Author of T2D3 CMO Masterclass & Book, Founder of Kalungi
• Brian Graf: CEO of Kalungi

B2B SaaS companies move through predictable stages of marketing focus, cost and size (as described in the popular T2D3 book). With people cost being a majority of the cost involved, every hire needs to be well worth the investment!

The best founders, CFOs and COOs in B2B SaaS rely on a balance of marketing leadership, strategy and execution to produce the customer and revenue growth they require. Staying flexible and nimble is a key marketing asset in a hard-charging B2B world.

Resources shared in this episode:

• How to use feedback to better your SaaS product and GTM strategy
• 10 milestones to reach product-market fit (PMF) for B2B SaaS
• BSMS 31 - T2D3: How some software startups scale, where many fail
• BSMS 26 - How to define and create your Ideal Customer Profile (ICP)
• BSMS 5: When's the time to invest in marketing? Hint: at PMF
• T2D3 CMO Masterclass
• Submit and vote on our podcast topics

ABOUT B2B SAAS MARKETING SNACKS
Since 2020, The B2B SaaS Marketing Snacks Podcast has offered software company founders, investors and leadership a fresh source of insights into building a complete and efficient engine for growth.

Meet our Marketing Snacks Podcast Hosts: 

• Stijn Hendrikse: Author of T2D3 Masterclass & Book, Founder of Kalungi
  As a serial entrepreneur and marketing leader, Stijn has contributed to the success of 20+ startups as a C-level executive, including Chief Revenue Officer of Acumatica, CEO of MightyCall, a SaaS contact center solution, and leading the initial global Go-to-Market for Atera, a B2B SaaS Unicorn. Before focusing on startups, Stijn led global SMB Marketing and B2B Product Marketing for Microsoft’s Office platform.

• Brian Graf: CEO of Kalungi
  As CEO of Kalungi, Brian provides high-level strategy, tactical execution, and business leadership expertise to drive long-term growth for B2B SaaS. Brian has successfully led clients in all aspects of marketing growth, from positioning and messaging to event support, product announcements, and channel-spend optimizations, generating qualified leads and brand awareness for clients while prioritizing ROI. Before Kalungi, Brian worked in television advertising, specializing in business intelligence and campaign optimization, and earned his MBA at the University of Washington's Foster School of Business with a focus in finance and marketing.

Visit Kalungi.com to learn more about growing your B2B SaaS company.