In this episode of Beyond SaaS, Jason Niedle interviews Maria Greicer, Vice President of Partnerships at Keymakr and Keylabs.ai. They discuss the importance of data in AI solutions, the challenges women face in the tech industry, and the innovative services provided by Keymakr and Keylabs. Maria shares insights on defining growth, strategies for client engagement through conferences, and the constraints of internal operations. The conversation also touches on the future of AI and its potential to enhance human life.

Chapters

00:00 Intro

02:16 Women in Tech: Challenges and Opportunities

05:25 Naming Data and Why It Matters

08:20 Product Led Growth

11:58 Growth Strategies and KPIs

12:23 The Importance of Controlled Growth

16:32 How to Get New Leads

21:04 Solving Growth Constraints

26:28 The Future of AI and Its Impact

29:12 Final Thoughts

Takeaways

·       Data is crucial for machine learning and AI solutions.

·       Women are underrepresented in tech, especially in sales roles.

·       Building relationships is key in the tech industry.

·       Growth can be defined in various ways, not just revenue.

·       Scaling too quickly can be dangerous for companies.

·       Conferences provide valuable networking opportunities.

·       AI technology is evolving to enhance human life.

·       Understanding client needs is essential for service delivery.

·       Planning for uncertainty in revenue is critical.

·       The future of AI holds exciting possibilities for various industries.

Sound Bites

"It's all about the data."

"Human connection is irreplaceable."

"Women in tech sales are underrepresented."

Keywords

data, AI, women in tech, growth strategies, Keymakr, Keylabs, machine learning, conferences, client engagement, technology solutions

In this episode of Beyond SaaS, Jason Niedle speaks with Sam Basile, Vice President of Sales atSkillfully, about innovative solutions to hiring challenges and the importance of mental health in sales leadership. They discuss how Skillfully uses AI to create realistic workplace simulations for hiring, the company's mission-driven approach, and the significance of partnerships in growth strategies. Sam shares insights on navigating the AI landscape in hiring and the evolving buyer-led market, emphasizing the need for companies to adapt their sales strategies accordingly.

Chapters

00:00 Introduction to Mid-Stage Tech Growth

02:24 Understanding Market Segmentation

05:03 Navigating Stagnation in Growth

07:45 The Importance of CRM in Growth

10:43 Evaluating Companies for Investment

13:33 Concrete Advice for Leadership

16:00 Trends and Future Outlook

19:01 Book Insights and Conclusion

Takeaways

•  Focus on mental health as a sales leader.

•  Skillfully transforms hiring with realistic simulations.

•  Partnerships are key to growth opportunities.

•  AI tools should be evaluated for depth and effectiveness.

•  Sales strategies must adapt to a buyer-led market.

•  Understanding customer buying behavior is crucial.

•  The importance of showcasing unique applicant skills.

•  Navigating the AI landscape requires education and clarity.

•  Salespeople should leverage third-party endorsements.

•  Growth strategies should align with community benefits.

Sound Bites

"fixing your hiring challenges"

"focusing on my mental health"

"the race to add powered by AI"

Keywords

hiring challenges, sales leadership, mental health, Skillfully, innovative hiring solutions, partnerships, AI in hiring, buyer-led market, growth strategies, sales strategies

AI is fueling massive business growth — but without the right protection, it could also destroy everything you’ve built. In this episode, Ofer Klein (CEO of Reco) explains why AI-native security is critical for scaling safely, how legacy tools fail in the age of AI, and what founders and leaders must do now to protect their growth.

Chapters

00:00 Introduction to AI Native Business

01:47 The Role of AI in Business Growth

05:11 Reco and Internet Security in the Age of AI

08:29 Navigating Competition and Customer Acquisition

11:14 The Path to Becoming an AI Native Business

17:05 Future Trends in AI and Security

Takeaways

·       AI enablement should be a company-wide process.

·       Understanding specific use cases for AI is crucial.

·       The number of applications in use is rapidly increasing.

·       Listening to customers is key to evolving solutions.

·       AI-native companies will outperform legacy systems.

·       The right team is essential for successful AI implementation.

·       AI is a tool, but people drive success.

·       The pace of technological change is accelerating.

·       Companies must adapt to the growing use of AI.

·       Security must evolve alongside AI advancements.

Sound Bites

"How do we walk, crawl, then run in AI?"

"You need to have the right team for AI."

"We're happy to show you how it works."

Keywords

AI, SaaS, security, Reco, Ofer Klein, AI enablement, business growth, technology, market trends, customer acquisition

In this episode of Beyond SaaS, Jason Niedle speaks with Sharon Harrison, CMO of Gravyty, about the critical role of engagement in driving growth for tech companies, particularly in the education sector. They discuss the importance of pivoting in marketing strategies, aligning sales, marketing, and customer success teams, and the unique challenges women face in tech. Sharon shares insights on Gravyty's recent mergers and how they are innovating in alumni engagement and donor relations. The conversation also touches on growth strategies, understanding customer needs, and the significance of effective communication.

Chapters

00:00 Introduction to Engagement and Growth

01:47 The Importance of Pivoting in Marketing

09:39 Aligning Sales, Marketing, and Customer Success

11:08 Collective Learning and Cross-Functional Collaboration

12:14 Women in Tech: Challenges and Opportunities

15:23 Gravity's Mergers: A New Era in Education Technology

20:01 Enhancing Student Engagement Through Technology

21:36 Growth Strategies in a Competitive Landscape

28:25 Overcoming Internal Constraints for Growth

32:48 The Importance of Communication in Leadership

Takeaways

·       We shouldn't be afraid to pivot in our strategies.

·       Alignment between sales, marketing, and customer success is crucial.

·       Women in tech face unique challenges that need addressing.

·       Gravyty is innovating in alumni and donor engagement.

·       Understanding the academic cycle is key to outreach.

·       Communication must be bi-directional for effective engagement.

·       The importance of A/B testing in marketing strategies.

·       Internal constraints can hinder growth; prioritize effectively.

·       Utilizing AI can enhance operational efficiency.

·       Building a strong team culture fosters collaboration and success.

Sound Bites

"We shouldn't be afraid to pivot."

"You don't want to talk over their head."

"Communication is bi-directional."

Keywords

growth strategies, marketing, alignment, women in tech, education technology, Gravyty, mergers, customer success, engagement, AI solutions

In this episode, Jason Niedle interviews Jakub Czakon, CMO of Neptune, discussing the challenges and strategies in marketing DevTools, particularly in the AI space. Jakub shares his unique background, insights on leveraging AI in marketing, and the importance of understanding the target audience. He emphasizes the need for trust-building with champions and buyers, the role of events in engagement, and the evolving landscape of pricing models in technology. The conversation highlights the intersection of data science and marketing, offering valuable takeaways for tech leaders.

Chapters

00:00 Introduction to Jacob Chakhan and Neptune

00:58 Jacob's Unique Background and Transition toMarketing

04:55 Leveraging AI in Marketing Strategies

08:26 Understanding Neptune's Role in AI Research

10:15 Challenges in Reaching AI Researchers

11:08 Building Trust with Champions and Buyers

14:54 Effective Communication Strategies in DevToolsMarketing

17:18 Understanding Buyer Personas in DevTools

19:15 Engagement Strategies for Growth

22:25 The Challenge of Influencer Marketing in DevTools

24:30 AI: Overestimating Short-Term Impact

28:57 Extracting Net New Knowledge for Growth

Takeaways

•Jakub Czakon has a diverse background in chess, physics, and data science.

•Marketing to developers requires a unique approach and understanding.

•AI can significantly enhance marketing strategies and audience understanding.

• Building trust with champions is crucial for reaching buyers.

•Engagement through events and conferences remains important in the tech space.

•Understanding the audience's information sources is key to effective marketing.

• The future of pricing models in tech is uncertain and evolving.

• Influencer marketing is challenging but can be effective with the right approach.

• Using AI tools can streamline marketing processes and improve outcomes.

• Extracting net new knowledge from within the organization can drive content creation.

Sound Bites

"Understanding your audience is key."

"You should speak to the champion first."

"You need to extract net new knowledge."

Keywords

DevTools, AI, marketing, growth strategies, Neptune, data science, influencer marketing, engagement, trust building, technology trends

In this episode of Beyond SaaS, Jason Niedle interviews Avetis Antaplyan, founder and CEO of Hireclout, discussing the critical role of a strong hiring pipeline in scaling tech companies. Avetis shares insights on revolutionizing recruitment, the importance of culture and alignment in hiring, and strategies for sustainable growth. He emphasizes the need for continuous improvement and the mindset of always being on the lookout for talent, while also addressing the impact of AI on the hiring process.

Chapters

00:00 Introduction to HireClout and Avetis Antaplyan

02:13 The Importance of a Strong Hiring Pipeline

04:06 How Avetis Got Started

05:51 Building Partnerships in Recruitment

09:46 Finding Alignment in Hiring

12:16 Navigating Legal Challenges in Recruitment

14:36 The Role of Culture Fit in Hiring

17:46 Growth Strategies Without a Traditional MarketingDepartment

18:50 The Power of Creative and Psychological Insights

19:40 Staying Power: Navigating Growth Through Challenges

21:21 The Importance of Continuous Improvement

22:41 Identifying Internal Constraints for Growth

27:22 Building a Robust Hiring Pipeline

32:13 Trends in AI and Business Growth

Takeaways

·       The hiring pipeline is essential for scaling a business.

·       Always be hiring, even during layoffs.

·       Finding alignment between company goals and candidate aspirations is crucial.

·       Culture fit is as important as technical skills.

·       AI can significantly enhance recruitment processes.

·       Continuous improvement is key to sustainable growth.

·       Hiring should focus on quality over quantity.

·       Real partnerships in hiring lead to better outcomes.

·       Understanding your company's core values is vital in recruitment.

·       The right talent can transform a company's trajectory.

Sound Bites

"10x is easier than 2x."

"You have to know thyself."

"Addition by subtraction."

Keywords

hiring pipeline, recruitment, tech growth, culture fit, AI in hiring, talent acquisition, business growth, leadership, employee engagement, scaling companies

In this episode, Jason Niedle interviews John Head, CRO of Aetos Imaging, discussing the importance of building predictable revenue engines and the challenges of marketing innovative solutions. John shares insights on customer-centric growth strategies, the significance of micro-segmentation, and the role of AI in enhancing business efficiency. The conversation emphasizes the need for a focused approach to problem-solving in sales and the importance of continuous improvement in business practices.

Chapters

00:00 Introduction to Aidos Imaging and John Head

01:47 Understanding the 3D Scanning Technology

06:50 Challenges in Marketing Innovative Solutions

14:08 Strategies for Predictable Revenue Growth

18:56 The Math of the Business Model

21:55 AI's Impact on Sales and Hiring

25:38 Final Thoughts and Future Focus

27:29 Insights from Leadership Episodes

Takeaways

·       Building predictable revenue engines is essential for tech companies.

·       Aetos Imaging provides innovative 3D scanning solutions for various industries.

·       Micro-segmentation helps in targeting specific customer needs effectively.

·       A myopic focus on the customer can drive significant growth.

·       Understanding the Math of Business is crucial for creating predictable revenue streams.

·       AI can enhance efficiency and effectiveness in business operations.

·       Sales strategies should focus on solving customer problems rather than just features.

·       Curiosity is a vital trait for success in enterprise sales.

·       Continuous improvement is necessary for long-term success.

·       It's important to approach business as a marathon, not a sprint.

Sound Bites

"AI can enhance business efficiency."

"It's a marathon, not a sprint."

"We need to be 1% better each week."

Keywords

Aetos Imaging, predictable revenue, growth strategies, customer-centric, AI in business, SaaS sales, marketing challenges, business efficiency, revenue leadership, tech growth

In this episode, Jason Niedle interviews Satwick Saxena, co-founder and head of sales at Revenoid, discussing enterprise revenue acceleration. They explore the challenges in sales today, the innovative solutions offered by Revenoid, and the role of AI in enhancing sales strategies. Satwick shares insights on effective sales techniques, the importance of understanding customer needs, and how to leverage technology for growth. The conversation also touches on the future of work, the evolving landscape of sales and marketing, and the significance of human purpose in an increasingly automated world.

Chapters

00:00 Introduction to Revenoid and Enterprise RevenueAcceleration

01:26 Understanding Sales Fundamentals in the AI Era

02:47 Revenoid's Unique Approach to Sales Intelligence

11:10 Leveraging AI for Sales Growth and Efficiency

24:09 Navigating Change and Future Trends in Sales

25:05 The Role of Purpose and Community in BusinessGrowth

Takeaways

·       Understanding the fundamental business problems is key to sales success.

·       AI can unify disparate data sources for better sales insights.

·       Cold calling can still be effective with the right approach.

·       Sales teams often spend too much time on process execution rather than selling.

·       Revenoid's tools have significantly increased sales output with fewer resources.

·       Engaging with prospects on social media can enhance visibility and connection.

·       The ideal customer profile for Revenoid includes larger, complex organizations.

·       Automation can remove grunt work, allowing teams to focus on high-quality tasks.

·       The future of work will require humans to find new purposes as automation increases.

·       Sales and marketing must adapt to rapidly changing technologies and market conditions.

Sound Bites

"Cold Calling Sucks, you can't forget that."

"We can focus on like the high quality stuff."

"You can find me on Twitter at SATIWICK1."

Keywords

enterprise revenue acceleration, sales strategies, AI in sales, marketing automation, growth goals, customer profiles, sales technology, business fundamentals, human purpose, future of work

In this episode, Jason Niedle interviews Isabelle Hughes, head of growth at EXA, discussing the concept of product-led growth and the innovative AI-driven search technology being developed at EXA. They explore the importance of customer relationships, the future of search in an AI-dominated landscape, and the growth strategies that have led to significant revenue increases. Isabelle shares insights on the challenges of scaling a startup, the necessity of empathy for customers, and predictions for the evolving AI market.

Chapters

00:00 Introduction to Product-Led Growth

01:29 The Importance of Customer Relationships

03:09 Understanding EXA's Mission and Technology

05:42 The Future of Search and AI Agents

09:02 Balancing Business Models and Product Development

11:20 Growth Metrics and Strategies

14:59 Navigating Growth Challenges

21:13 Lessons Learned in Growth

22:36 Trends and Predictions in the AI Space

Takeaways

·       Meeting customers in person builds rapport and trust.

·       EXA aims to create an AI-native search engine that prioritizes useful knowledge.

·       The future of search may involve less reliance on traditional SEO methods.

·       Growth metrics at EXA focus on revenue and enterprise engagement.

·       Understanding customer needs is crucial for product-market fit.

·       Speed and responsiveness are key advantages for startups.

·       Empathy for customers drives better product development.

·       The AI space may see a wave of startups failing as competition increases.

·       Building systems for scalability is a challenge for growing startups.

·       The importance of framing value in terms of business outcomes rather than cost savings.

Sound Bites

"It's about finding the best candidates."

"We need to have systems in place to scale."

"Have empathy for your customers."

Keywords

Product-Led Growth, AI Search, EXA, Growth Strategies, Startup Challenges, Market Trends, Customer Empathy, Technology Integration, Revenue Growth, Business Development

In this episode of Beyond SaaS, Jason Niedle interviews Sjoerd Handgraaf, CEO of Sharetribe, discussing the critical role of positioning in startup success. Sjoerd shares insights on decision-making, the importance of understanding product-market fit, and strategies for growth in the marketplace sector. He emphasizes the need for startups to focus on constraints, learn from failures, and adapt to changing market dynamics. The conversation also touches on the significance of community and content in supporting entrepreneurs.

Chapters

00:00 Introduction to Sharetribe and Its Mission

01:33 Decision-Making Insights from 'Thinking in Bets'

04:03 Marketing Strategies and Lessons Learned

07:00 Understanding Sharetribe's Marketplace Software

08:18 The Role of Content and Podcasting in Marketing

10:38 Navigating Product-Market Fit Challenges

12:09 The Journey Back to Product-Market Fit

15:35 Navigating Product Market Fit and AI Challenges

18:36 Key Metrics for Marketplace Success

22:32 Internal Constraints and Growth Strategies

24:27 Lessons from Marketplace Founders

28:15 The Art of Balancing Marketplace Liquidity

Takeaways

·       Decision-making in business is often like poker, not chess.

·       The quality of a decision is independent of its outcome.

·       Startups should focus on a constrained market to ensure liquidity.

·       Product-market fit is not static; it requires ongoing effort.

·       Understanding customer language is crucial for effective positioning.

·       Community and content can drive engagement and retention.

·       Internal constraints can limit growth potential in startups.

·       Successful marketplaces often share similar features and mechanics.

·       Learning from failures is essential for growth and adaptation.

·       Positioning should align with the company's mission and customer needs.

Sound Bites

"You can launch something in a day."

"You need to take that shot."

"You have to constrain it."

Keywords

Sharetribe, Sjoerd Handgraaf, marketplace, product-market fit, decision-making, growth strategies, SaaS, entrepreneurship, positioning, content marketing