B2B SaaS Podcast

Maryna Burushkina, Founder & CEO of GrowthChannel talks about how they’ve grown their programmatic advertising SaaS content past $1MN in ARR using content marketing. We talk about their top-of-funnel content strategy, middle-of-funnel lead magnets, lead nurturing process & sales cycle.

• How GrowthChannel makes it easy for businesses to plan, launch, & optimize programmatic advertising campaigns across 150+ channels from a single dashboard.
• How they have around 2200 business users across around 1000 customers & an additional 300 agencies on their platform
• How they’ve hit almost 1 million in ARR
• How content marketing is primarily responsible for their top-of-funnel
• How they use Slack community & email sequences to nurture their leads
• Is it advisable for new SaaS founders to start a Slack community?
• What does their content strategy look like?
• How their sales cycle looks like
• Team, external funding & future vision

https://www.youtube.com/watch?v=lgwB7kjeStM

Vaibhav Tiwari, Co-Founder & CEO of BuildPan talks about how they’ve grown their CI/CD tool for mobile developers to almost 2 MN in ARR with around 50 enterprise clients & 25000 freelance users on the platform. We talk about their 0 to 1 journey, current GTM strategy & their vision for the company.

Talking points,

• How BuildPan allows teams to rapidly build and deploy quality applications where developers can integrate, merge, test & deploy their code.
• How they’ve used a free tier of their product to grow to almost 25000 freelance users during COVID times
• How they used communities to drive word-of-mouth for this freelancer growth
• How they’ve grown to 50 enterprise clients & approximately $150K ARR in just 2 years.
• How they used their prior industry experience to get first few enterprise customers.
• How their GTM partners are responsible for most of the top-of-funnel lead generation
• How their sales cycle looks like
• Team, external funding & future vision

Kobi Freedman, Co-Founder & CEO of Findings, talk about how they have used strategic partnerships to grow almost 6x last year to a few million dollars in ARR. We talk about how they are unlocking this viral growth & his vision for the company.

• How Findings is automating supply chain security and privacy compliance at scale being the one-stop-shop for all security VRM and compliance requirements.
• How they are serving around 1000 customers & almost 250K vendors of these customers
• How they’ve hit a few million bucks in ARR with almost 6x growth over the past 12 months
• How strategic partnerships are leading to most of their growth
• How their sales cycle looks like
• Team, external funding & future vision

Vidya Santhanam, CEO of Fitbots, discusses how they grew to over 50 customers primarily using an inbound content strategy. She also shares insights into their journey from 0 to 1 and how she plans to grow her company with a focus on capital efficiency.

• How Fitbots helps companies track & manage OKRs to drive outcomes.
• How 20% of their revenue comes from the services layer.
• How they’ve grown to 50 customers across 5000 teams with around $6K ACV.
• How they got their first 3 customers from within their network.
• How almost 50% of leads are inbound through various content like blogs, podcasts etc.
• How their sales cycle looks like.
• Team, external funding & future vision

Santi Magazu, CEO of OrbitalAds talks about how they got their first 12 customers (with a ticket size of around $25K ) by reaching out to targeted leads on LinkedIn. We also talk about their SDR outreach process, conversion funnel & how he intends to grow the company going forward.

• How OrbitalAds helps companies (primarily agencies) optimise their paid search campaigns
• How they got their first 10 customers in just 12 months
• How LinkedIn outreach & email outreach on targeted niches is responsible for most of the new growth
• How they are investing in inbound channels like webinars etc.
• Team, external funding & future vision

Francisco Navarro, CEO of LunarByte talks about how they have grown their B2B services firm close to 7 figure revenue. We talk about their 0 to 1 journey & difficulties in scaling a B2B agency. This episode is a bit special as I talk to a B2B Services founder here to compare & contrast how running & growing a services business varies when compared to a B2B SaaS company.

• How LunarByte works with B2B companies helping them build their software
• How they price their software services
• How “word-of-mouth”, “review sites” etc. act as a top of funnel
• How does he handle the predictability of scaling developer resources & why it’s tricky to grow fast
• What’s their plan wrt hiring engineers offshore & Do their B2B clients impose any restrictions

Richard Lear, CEO of ApolloFactor talks about how they got high-ticket (1000s of employees) beta customers. We also talk about how the talent management platform stops employees from churning out & how he intends to grow the company going forward.

• How ApolloFactor helps companies detect employee satisfaction using AI & stops them from leaving
• How they got the first 3 beta customers
• How they built a pipeline for 20 more beta customers
• How they are working with consulting partners as part of their GTM strategy
• How they demonstrate ROI for their platform
• Team, external funding & future vision

Andres Fonseca, Founder & CEO of ITRMachines talks about why they are moving away from their existing B2B GTM as they look to grow further.

• How ITRMachines help institutions by helping with their machine learning model needs (like forecasting, predictions etc.)
• How do their 20 customers pay them around $10k MRR
• How recommendations from existing customers work as a primary acquisition channel for them
• Why having to go through a long model co-creation process with customers is not letting them scale easily
• Why do they plan to pivot & serve a different market ( due to the current sales process )
• Team, founding story & external funding details

You can also watch the video on youtube here.

Sameer Sanagala, Co-Founder & CEO of Utilize talks about how they plan to grow from their customer base of 10 customers by picking select use cases & doubling down on them.

• How Utilize helps desk-less teams build custom software using their no-code platform
• How they got their first 10 customers
• Why having a horizontal platform is a double-edged sword
• How they intend to grow by focusing on specific use cases rather than targeting everyone
• Team, founding story & external funding details

You can also watch the video on youtube here.

Ruben Naverette, Founder of Empowerpoints, talks about how they have grown their employee engagement tool to $3MN ARR with major customers like Starbucks.

• What Empowerpoints is all about
• How they’ve grown to 12 customers ( with 68000 users ), including Starbucks, doing approximately $3MN in ARR
• How they got their first customer while providing services to them through their development firm
• Why cold outreach didn’t really work for them & how they are betting on affiliate & white-labelling in the future
• Why they turned three acquisition offers & what’s their vision
• How they are completely bootstrapped