In this episode, Ryan is joined by Jamie Skeels and Joe McLaughlin to discuss a critical issue many B2B SaaS companies face: sales and marketing misalignment. They dive into the challenges of separate silos for sales and marketing teams and how aligning them with ABM Lite can drive more meaningful conversations and higher conversions. From understanding intent signals to leveraging data, they share their journey at RocketSaaS of implementing ABM Lite to bridge this gap and optimize efforts on both sides. This episode also covers the tools and strategies you can use to align sales and marketing teams, ensuring everyone is working towards the same goals.

Takeaways:

• Sales and marketing misalignment is a common problem in B2B SaaS, leading to missed opportunities and wasted resources
• ABM Lite helps you align sales and marketing without the complexity of traditional ABM
• The key to success is using intent data from website visits, content engagement, and external signals (e.g., funding, hiring)
• Sales reps should focus on prospects who have shown active interest in your content or brand, not just cold calls
• Tools like Clay and Albercross enable teams to gather intent signals and act on them faster
• Using CRM data (HubSpot, etc.) helps sales teams target the right companies at the right time
• Aligning marketing content with sales outreach ensures targeted, meaningful conversations with high potential leads
• Real-life example: The RocketSaaS breakfast event successfully attracted warm leads who had already engaged with the brand
• In the next episode, the focus will be on SDR strategies and how to use intent data to optimize messaging and improve conversions

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

Ryan and Jamie map out a fast, lean marketing strategy for early-stage B2B SaaS teams with ~20–30 customers and a modest budget. They cover how to segment your ICP using real customer data, build a pipeline model that works back from revenue targets and CAC, and pick channels based on how (and why) your buyers actually purchase. From founder-led content and partnerships to when Google Ads makes sense, they show how to turn insight into action in weeks—not months—and bundle it into a clear TOFU/MOFU/BOFU plan you can execute immediately.

Takeaways

• Stop “random acts of marketing”; build a lean strategy you can execute fast and iterate.
• Segment your ICP from customer data, then enrich (e.g., in Clay) to see patterns you missed.
• Model your pipeline backwards from revenue → customers → opps → SQLs → MQLs → budget/CAC.
• Use sales calls and reviews to learn how/why buyers purchase; let that drive messaging and channels.
• Choose channels by buyer behaviour (e.g., LinkedIn thought leadership, webinars, long-form, etc.).
• If the founder is willing, go heavy on founder-led content; if not, lean on written assets or another spokesperson.
• Validate Google Ads with search volume and your model—don’t assume it will move the numbers.
• Partnerships (co-hosted webinars/breakfasts) borrow reach cheaply when your brand is still unknown.
• Map a TOFU/MOFU/BOFU system: education → proof/lead magnets → CRO’d site, product visuals, and landing pages.
• Build your account list and retarget on LinkedIn to stay front-of-mind as you ship new content. 

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

Ryan and Jamie unpack the exact plays that took Rocket SaaS from ~8 SQLs a month to 20+, adding £1.2m in ARR-qualified pipeline every month. They cover why self-reported attribution beats last-touch, how a verified account list in Clay transformed LinkedIn performance, when to push product messaging into cold audiences, and why upping content quality (studio podcast clips, personal brand posts) made every channel work harder. They also share the Google Ads reset that turned ~£2k into £240k pipeline (and £120k closed), plus the simple breakfast event that generated £180k on its own.

Takeaways

• Add “How did you hear about us?” as free text — it guides budget better than last-touch
• Build a verified account list (e.g. Clay) and upload to LinkedIn to cut targeting waste
• Watch leading metrics (CTR, dwell, engagement) — they jumped once targeting improved
• Test product/offer creatives in cold alongside TOF content — some buyers are ready now
• Refresh creatives frequently; variety + clear offers lift volume and quality
• Invest in content quality (studio podcast clips) and boost with Thought Leader Ads
• Post personal brand BOFU updates ~every 2 weeks; amplify with ads to ICP lists
• Run exact-match Google Ads first; align ads/landing pages, then scale carefully
• Small, scrappy in-person events (e.g. breakfast) can unlock chunky pipeline
• Don’t chase hacks — strong messaging + consistent content + smart ads win over time
  
  

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In this episode, Ryan breaks down one of the most powerful, yet underused, ad formats on LinkedIn right now: Thought Leader Ads. He explains what they are, why they’re performing better (and cheaper) than company ads, and how to use them to grow both your personal brand and your SaaS business. From storytelling and video strategy to targeting and budgeting, Ryan shares the exact framework he’s used to turn simple posts into direct revenue — including one ad that’s brought in multiple clients and measurable pipeline.

Takeaways:

• Thought Leader Ads are up to 80% cheaper than company ads — and far more engaging
• Best for top-of-funnel and brand-building — people buy from people, not companies
• Don’t abandon company ads — use both together for full-funnel performance
• High-performing ad formats: story-driven posts, short videos, memes, and educational carousels
• Include a soft call-to-action — subtle links work better than hard sells
• Ryan’s top-performing ad: “7 reasons RocketSaaS is better than hiring in-house” — directly led to new clients
• Build a content calendar: 80% educational, 20% promotional
• Pair with retargeting ads to nurture and convert engaged viewers
• Growing your personal brand is the best long-term ROI — for both founders and marketers

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In this episode, Ryan gives a full debrief of SaaStock 2025 - what it was like, what he learned, and whether it was worth the trip for Rocket SaaS. Fresh back from Dublin with his team, he shares the highlights, the ROI, the best stands and talks, and tactical lessons for anyone thinking about exhibiting or attending SaaS events. From clever networking strategies to a genius after-party play, this episode is packed with takeaways for SaaS founders and marketers looking to make events a genuine growth channel.

Takeaways:

• SaaStock featured 100+ SaaS companies, live talks, and a smart new Meetup Room for pre-booked networking
• The pre-event matchmaking tool made lead generation easier and more structured than typical exhibitions
• Best networking actually happened at the after-parties — relaxed conversations led to stronger relationships
• A clever play by Optik AI: host your own unofficial after-party near the venue for guaranteed visibility
• Budgeted £7–8k for the trip (flights, hotels, food, and Guinness) — walked away with 27 leads and 6–8 hot prospects
• Two deals alone would cover the full cost thanks to RocketSaaS’s high-ticket pricing model
• Great stands included Optik AI, Human.Video, RealFlow, and Bookster
• Top tip: if you get a stand, bring at least two people — one to network, one to manage the booth
• Use incentives (like commission for your team) to drive active networking and lead collection
• Beyond ROI, events are amazing for culture-building and team bonding

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In this controversial episode, Ryan and Jamie discuss the realities of Account-Based Marketing (ABM) for startups and small businesses. Jamie, with his experience at Cognizant, explains why traditional ABM methods may be out of reach for smaller teams with limited resources. Instead of trying to copy big enterprise ABM strategies, he argues for a simpler, more sustainable approach. They break down the challenges of ABM, the importance of focusing on scalable tactics, and how small businesses can still use account-based targeting without breaking the bank.

Takeaways:

• ABM isn’t always right for small businesses — it’s resource-intensive and often impractical
• If you’re a small team, don’t focus on pure ABM with one-to-one, one-to-few strategies
• Startups can use ABM Lite: a simpler version with fewer resources but the same targeted approach
• Focus on a larger account list to scale your efforts, not a handful of accounts
• Use intent data to build relevant workflows and trigger sales outreach
• Small businesses need to balance intent data with traditional marketing to avoid wasted effort
• Don’t rely on “random” ABM — focus on qualified intent signals to narrow down your target list
• ABM Lite helps you build sustainable pipelines without huge budgets or a dedicated marketing ops team

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In this solo episode, Ryan shares one of Rocket SaaS’s most successful campaigns to date, which generated over £180,000 in pipeline. He breaks down exactly how the idea came about, how it was organised, what went right (and wrong), and how any B2B business can replicate the same formula. 

Takeaways:

• The campaign cost under £1,000 and produced £180,000 in pipeline
• Promote across LinkedIn, email, and SDR outreach for maximum attendance
• Use a simple landing page to collect signups and qualify attendees

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In the final episode of this three-part mini-series on LinkedIn Ads, Ryan and Jamie cover everything you need to know about budgeting and optimizing your LinkedIn ad campaigns. They discuss how to structure your budget based on reach and frequency, how to avoid wasting spend on irrelevant audiences, and key metrics to monitor during the campaign. They also share actionable strategies for optimizing your ads and content as you go. Whether you’re just starting with LinkedIn ads or looking to improve your current performance, this episode has the insights you need.

Takeaways:

• Set your budget based on reach and frequency: Target at least 80% reach and 5-10 frequency for remarketing
• Don’t over-invest in cold audience ads: Focus more budget on retargeting ads to people already engaged
• Evaluate targeting effectiveness: Start with data-driven audience segmentation using CRM and opportunity data
• Maximize budget efficiency: Layer on intent data and external tools like Clay to improve targeting
• Key metrics to monitor: Reach, frequency, dwell time, engagement rate, and click-through rate for optimization
• Optimize based on ad performance: Review targeting, budget allocation, and offer to fine-tune campaigns
• Test and iterate: The first few weeks should focus on data collection before making any big changes
• Creative matters: Keep ad design clear and simple, especially for mobile views, and ensure your offer is compelling

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In part two of the LinkedIn Ads mini-series, Ryan and Jamie dive into how to get your ads in front of the right people. They cover how to use your CRM data to define your ICP, the limitations of LinkedIn’s native targeting filters, and how to supercharge campaigns with intent signals and third-party data tools like Clay, Apollo, and Crunchbase. They also break down how to structure retargeting audiences for maximum impact — including segmenting by pages visited and recency. If you’re wasting ad spend on the wrong audience, this episode shows you how to fix it.

Takeaways:

• Don’t decide targeting in a vacuum — use customer and opportunity data from your CRM
• Break down data by firmographics: industry, company size, department, region, job title
• LinkedIn’s filters are good, but not perfect — industries in particular can be messy
• Build account lists with tools like Clay, Apollo, or Cognism for greater accuracy
• Enrich lists with intent signals: funding rounds, hiring patterns, leadership changes, M&A
• Upload these lists into LinkedIn for laser-focused campaigns with tailored messaging
• Retargeting is essential — don’t rely only on cold ads
• Segment retargeting audiences by page visited (pricing/demo) and recency (14, 30, 90 days)
• LinkedIn Insight Tag lets you retarget all website traffic, not just LinkedIn clicks
• Retargeting makes smaller SaaS brands appear bigger, more credible, and front-of-mind

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]

In the first part of a three-part mini-series, Ryan is joined by Jamie Skeels, Head of Strategy at RocketSaaS, to break down the fundamentals of running successful LinkedIn ad campaigns for B2B SaaS. They cover why most companies fail with LinkedIn ads, how to approach top, middle, and bottom-of-funnel campaigns, and which ad formats deliver the best results. If you’ve ever struggled to get ROI from LinkedIn, this episode gives you a clear framework to start building campaigns that convert.

Takeaways:

• Most SaaS brands go straight for bottom-of-funnel demo ads — and it rarely works
• Top of funnel: focus on educational content that addresses customer problems
• The best content formats
• Best ad type at TOFU: single image ads (fast, low-friction, most consumed)
• Middle of funnel winning ads
• Effective MOFU ad formats
• Bottom of funnel to drive conversions

Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ 

Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ 

Send podcast guest pitches to: [email protected]