In this episode, Ryan explains why intent data is one of the most powerful tools in a B2B SaaS marketer’s arsenal. He breaks down what intent data is, the difference between first-party and third-party signals, how to collect it, and how to use it to align sales and marketing for maximum impact. From simple website visitor tracking to advanced ABM campaigns, Ryan shares practical ways to spot buying signals and turn them into high-converting opportunities.

Takeaways:

• Intent data shows which prospects are actively considering solutions like yours
• First-party intent = data you own (e.g., site visits, demo page views, webinar attendance, email engagement, in-product usage)
• Third-party intent = external signals (e.g., review site activity, funding news, hiring patterns, event attendance)
• Tools like AlbaCross and HubSpot can help identify and track high-intent website visitors
• Review sites (G2, Capterra, TrustRadius) often offer paid intent data packages
• Signals such as funding announcements, hiring for relevant roles, or leadership changes indicate potential buying cycles
• Enterprise tools like Bombora and 6sense offer advanced, large-scale intent data (but at a higher cost)
• LinkedIn activity — profile views, follows, post engagement — can also signal interest
• Sales and marketing must work together: sales to follow up directly, marketing to run targeted ABM/retargeting campaigns
• Upload intent-driven contact or account lists into LinkedIn Ads for highly targeted, high-performing campaigns

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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 debated topics in SaaS marketing: pricing. Should you show pricing or not? What model should you use? From flat-rate and tiered plans to freemium, free trials, and usage-based pricing, Ryan walks through eight pricing strategies with real examples and tips for how to pick the right model for your business. If your pricing page is one of your most-visited — and least-converting — pages, this one’s for you.

Takeaways:

• Showing pricing builds trust and qualifies leads — but there are trade-offs
• Try “pricing from” if you need a middle ground
• Flat-rate pricing is simple, but not scalable for all businesses
• Tiered pricing (bronze/silver/gold) is most common, but can confuse buyers
• Per-user pricing is standard, but often gamed with shared logins
• Usage-based pricing is great for technical platforms, but hard to forecast
• Freemium works brilliantly for top-of-funnel — if your product is sticky
• Free trials need great onboarding or users won’t convert
• Custom pricing suits complex/enterprise deals, but slows down the sales cycle
• Price anchoring is a powerful way to nudge users to the plan you want them to choose
• Don’t guess — test 2–3 models and see what converts best

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 the anatomy of the perfect B2B SaaS website — from site map to homepage layout. With years of experience designing SaaS sites and running conversion rate optimisation campaigns, he shares what actually works to turn traffic into leads. Whether you’re planning a redesign or wondering why your paid ads aren’t converting, this episode is your go-to guide to building a high-performing site.

Takeaways:

• Fix your website before investing in paid ads — otherwise you’ll burn cash
• Your site map should include: Homepage, Product/Solution, Pricing, CTA (Demo/Trial), Case Studies, Resources, Industries, and optional pages like Integrations or About
• Don’t overload dropdowns — keep navigation focused and clear
• Your homepage hero section needs one clear headline (≤10 words) and a strong visual of your product
• Avoid fluffy buzzwords — be clear, not clever
• Add trust signals: G2 badges, logos, testimonials, case study stats
• Show the problem before the product — connect emotionally with pain points
• Use the Z layout to present 3–5 key features with benefit-focused headlines
• Include a form directly on the homepage for higher conversion
• Use the FAQ section to offload dense copy and handle objections

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 shares the seven traits he consistently sees in SaaS companies that scale quickly — versus the ones that plateau or fail. After working with 100+ SaaS brands at RocketSaaS, he breaks down the mindsets, strategies, and behaviours that separate fast-growing companies from the rest. If you want to grow faster, smarter, and with fewer missteps, this is your checklist.

Takeaways:

• Speed beats perfection — launch fast, learn fast
• Empower your team — micromanagement slows everything down
• Founders should stay involved in marketing for real thought leadership
• Clear, narrow positioning always outperforms vague messaging
• Marketing budgets must scale as revenue scales (aim for 10% of ARR)
• Don’t obsess over attribution — understand demand generation holistically
• Deep customer insight (sales calls, transcripts, feedback) drives better messaging

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 quick-fire episode, Ryan runs through 15 practical, proven ways to generate leads and win customers for your SaaS business. From cold email that actually converts to creative ABM campaigns, referral tactics, content strategies, and more, this is a checklist for founders and marketers who need leads fast. Whether you’re pre-launch, post-funding, or scaling to your next milestone, there’s something here for every SaaS 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]

Listen to the recording of one of Rocket SaaS' most popular webinars: How to Market a Niche SaaS Product (When no one is searching for it).

Ryan shares the exact strategy he uses to help niche SaaS products generate leads, even when no one is Googling your solution. If you’ve built something great but no one knows they need it, this is the playbook you need.

Takeaways:

• Most niche SaaS products fail because buyers don’t know they have a problem
• Lead with the problem, not the product
• Your real competition is the status quo, not another tool
• Broad messaging kills conversions — get narrow and speak to one ICP at a time
• Build use-case-specific funnels for each segment (ads, landing pages, lead magnets)
• Founder-led content builds trust and cuts through the noise
• Sync LinkedIn ads with outbound to warm up cold leads before sales reaches out
• Run a $1k test budget to validate the best-performing audiences and messaging
• Focus on educating the unaware — not just selling to the ready-to-buy 5%

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 exactly how RocketSaaS grew from £0 to £2 million in annual recurring revenue. He shares the key marketing (and business) moves made at each stage of growth — from hustling for free work in the early days to ramping up paid demand gen and hiring A-players at scale. Whether you’re a founder or marketer in the trenches, this is a practical guide to growing a B2B service or SaaS business from scratch to serious scale.

Takeaways:

• £0–£100k: Work for free, build a portfolio, hustle hard with cold outreach
• £100k–£250k: Niche down, create case studies, run outbound LinkedIn campaigns
• £250k–£500k: Delegate and build a lean team so you can focus on growth
• £500k–£1M: Go all-in on founder-led LinkedIn content and effective lead magnets
• £1M–£2M: Double down on demand gen (newsletter, podcast, webinars, ads) and hiring A-Players

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]

Description

In this milestone 50th episode, Ryan shares exactly how to start a podcast that helps your B2B business grow. He walks through the real-world impact SaaS Marketing Weekly has had on Rocket SaaS — including four sales and £20k MRR — and breaks down how you can do the same. Whether you’re looking to build pipeline through ABM or scale top-of-funnel content for demand generation, this episode covers naming your show, choosing topics, getting guests, software, setup, and how to repurpose each episode into a full content engine.

Takeaways:

• Generated 4 sales and £20k MRR from the podcast
• Use it for ABM (invite prospects) or demand gen (educational content)
• Don’t name your podcast after your company
• Make it about solving your audience’s problems
• Plan 20+ topics in advance from blogs, FAQs, and sales calls
• Start solo, then bring on guests to grow reach
• Find guests via referrals, LinkedIn, or tools like MatchMaker.fm
• Tools: Riverside (recording), Buzzsprout (hosting), Shure mic, Sony ZV-1 camera
• Repurpose episodes into blogs, LinkedIn posts, webinars, and more
• Boost content with ads to scale reach and impact

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 of Challenge Jamie, Ryan gives Jamie Skeels, Head of Demand Gen at Rocket SaaS, a tough brief: a B2B SaaS company with a decent budget, a competitive market, and a stalled growth curve. What would Jamie do? He outlines a bold but structured plan to reallocate budget, build a demand creation engine, and generate leads by reaching the 95% of the market that isn’t ready to buy yet. From choosing the right content topics to leveraging subject matter experts and putting proper paid distribution in place, this episode is a crash course in getting growth back on track.

Takeaways:

• If growth has plateaued, you’ve probably maxed out the 5% of in-market buyers.
• Use the 60/40 rule: 60% of your budget on demand creation, 40% on capture.
• Start with one key topic tied to the problem your product solves — and own it.
• Extract insights from subject matter experts to create content that cuts through.
• Build a content engine with multiple channels: podcasts, blogs, LinkedIn, email, YouTube.
• Organic reach on company pages is weak — amplify your content with paid ads.
• Guarantee distribution by putting paid budget behind your highest-value content.
• Ads aren’t just for lead gen — they’re crucial for getting your brand seen at scale.
• Focus on being remembered, not just clicked — demand creation is a long game.
• Test, prove value, and then scale — get early wins to bring leadership on board.

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 is joined by Jamie Skeels, Head of Demand Gen at Rocket SaaS, to unpack the art of demand creation — how to reach and influence the 95% of your market who aren’t actively looking for your solution. They explain the difference between demand capture and demand creation, the types of content that work best for long-term growth, and how to build an always-on engine using subject matter experts, newsletters, ungated content, and smart repurposing. Jamie also shares behind-the-scenes examples from Cognism’s rise and Rocket SaaS’ own playbook.

Takeaways:

• Only 5% of your market is in buying mode — demand creation targets the other 95%.
• Long-term content builds trust, affinity, and brand recall for when prospects are ready to buy.
• Start with content that solves your audience’s problems without pushing your product.
• Use subject matter experts to create insightful, original content — and repurpose it everywhere.
• Don’t force founders on camera too soon — start with written interviews and scale up.
• Ungated content performs better in demand creation — the goal is consumption, not contact forms.
• Anchor your brand to a topic your product naturally supports — like Cognism did with cold calling.
• Track and optimise for reach, relevance, and recall — not just short-term conversions.
• Demand creation makes sales calls easier and drastically improves close rates.
• Without it, you’re stuck competing on price and timing instead of trust and expertise.

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]