Built to Scale | B2B SaaS Edition

In episode 23, I sat down with Jenifer Kern, CMO at Qu, to discuss Zoom Fatigue, the challenges of leading a remote team during a pandemic and how to sustain company culture in a post COVID world.

In episode 22, I sat down with Shiv Narayanan, Founder and CEO of How To SaaS (former CMO of Wild Apricot).

In episode 21, I sat down with Chris Walker, CEO of Refine Labs. During our conversation, we discussed:

• How Chris made his way into the world of marketing— and why he started Refine Labs.

• Why marketers get stuck running a playbook like it's 2011.

• Why measuring attribution & influence can be dangerous.

And much, much more...

Enjoy!

In episode 19, I had a down-to-earth conversation with Harrison Rose, Co-founder and Chief Customer Officer of Paddle about what it takes to build an incredible 'company culture' as the company scales.

As Paddle rapidly grows, its goal is to be the best place to work in London, England. To show they're serious about this they've gone to extraordinary lengths to make their employees happy including giving every team member access to mental health coaching, running mindfulness sessions at lunch, and providing every non-technical member of the team free coding lessons (to name a few).

For those not familiar with Harrison, he began working in software at the age of 16 while still in school. At 18 he co-founded Paddle, leading the go-to-market and commercial efforts, with revenues tripling each year since launch which has made Paddle one of the fastest growing software companies in the UK according to Deloitte Fast 50.

Enjoy!

P.S. Before you go, please leave a review on Apple Podcasts 🙂 🙏🏻

In episode 18, I sat down with Edwin Abl, CMO of Modulr a business payments platform company who is building a new digital payment service to make money flow more efficiently through both businesses and the economy.

For those not familiar with Edwin, he’s an experienced P&L leader in the EMEA and international SaaS software sector with deep expertise in revenue generation marketing, business development, enterprise sales, strategy and go-to-market partnerships.

Previously, Edwin led and built marketing at Appirio, Inc. (Global strategic partner of Salesforce.com, Workday and Google) in Europe - $30k - $133M pipeline growth in 4 years (acquired in 2016), helped scale Hive Learning's marketing function (part of Blenheim Chalcot's venture portfolio), co-founded 2 companies in the SaaS tech space and worked as a new business / go-to-market advisor to scaling startups.  

Being CMO of Modulr, he is responsible for taking to market our unique API driven payments solution, building a team and scaling systemized processes. In his spare time provides mentorship on leadership, sales and marketing.

During our conversation, we discuss:

• Why MQLs are irrelevant
• Why sales teams don’t find personas useful
• If someone should own the entire marketing and sales funnel
• If Chief Revenue Officers (CROs) will replace the CMO role
• How first-time CMOs should approach their first 100 days, present to a board, and build a world-class team
• The one book Edwin gives all new hires

Enjoy

P.S. Before you go, please leave a review on Apple Podcasts 🙂 🙏🏻

In episode 17, I sat down with Matt Bilotti a Staff Product Manager on Drift's growth team to talk about “growth.”

Matt also hosts the #Growth podcast, which is just one of the many popular shows produced by Drift.

Before joining the growth team at Drift, Matt "product managed" many parts of the Drift product. Before Drift, Matt spent some time working at HubSpot.

During our conversation, Matt and I discussed:

• Why he switched to the growth team

• How the Drift growth team is structured and what they’re responsible for

• The process, framework, and tools the team uses to run growth experiments

• And much more...

Enjoy!

P.S. To commemorate this episode, "before you go leave a ⭐ ⭐ ⭐ ⭐ ⭐ ⭐ review and share the pod with your friends!" 😊

In episode 16, I had the opportunity to speak with Chris Nixon, VP of Marketing at CaliberMind and host of a weekly show called the Revenue Marketing Report.

During our conversation, we discuss the challenges of marketing attribution, why many B2B marketing teams still struggle to quantify marketing ROI, and what CaliberMind has done to solve this problem.

Enjoy!

P.S. Before you go, please leave a review on Apple Podcasts :) 🙏🏻

“We will not buy what we don’t understand.” — April Dunford

In episode 15, I’m joined by April Dunford (@aprildunford), an executive consultant, speaker, and author who helps technology companies make complicated products easy for customers to understand and love.

She is a globally recognized expert in Positioning and Market strategy. Previously April has run marketing and sales teams at a series of successful technology startups and has launched 16 products into market.

She is also a board member, investor, and advisor to dozens of high-­growth businesses and is the author of the upcoming book Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it.

Enjoy!

P.S. Before you go leave a review :) 🙏🏻

Scaling a B2B SaaS company from $1M to $10M and beyond is hard. Built to Scale is a podcast dedicated to the journey. In this episode, I introduce the new show, discuss why I decided to rebrand the podcast and give you a sneak peek at what to expect. You can also learn more at BuildToScalePodcast.com.