In this episode of the SaaS Sessions podcast, we hosted Andy Ramirez, the Senior Vice President of Marketing at Docker to explore the complexities of Account-Based Marketing (ABM) within a Product-Led Growth (PLG) context.

Andy shares his journey from a 'recovering engineer' to a seasoned marketing leader at top companies like AWS, Amazon Prime, Smartsheet, and New Relic.

We discussed the synergies between PLG and ABM, strategies for using first-party and third-party data to target accounts efficiently, and practical advice on tailoring messaging for different buyer personas and stages of the customer journey.

Andy also emphasizes measuring success without overcomplicating analytics and leveraging qualitative feedback from sales teams to refine marketing campaigns.

This episode offers valuable insights for companies looking to integrate ABM within their PLG models.

Connect with Andy on LinkedIn - https://www.linkedin.com/in/andyramirez/

00:00 Intro
00:30 Andy's Career Journey and Passion for Technology
02:42 Docker and Kubernetes: A Historical Insight
04:56 Navigating Enterprise ABM with PLG
11:00 Leveraging Data for ABM Success
17:07 Tailoring Content for ABM Campaigns
29:57 Metrics and Feedback Loops in ABM
36:10 Lightning Round: Personal Insights
39:15 Conclusion and Final Thoughts

All this and more in this episode with Andy.

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions Podcast, we hosted Joe Aurelia, Senior Vice President of Operations at Cyware, who shares his extensive journey in scaling businesses globally.

Joe discusses his transition from heavy applications to SaaS, his role in growing Cyware from two to seven countries, and the challenges and strategies in managing remote teams.

He emphasizes the importance of process standardization, continuous learning, and risk mitigation in business operations.

Joe also sheds light on the balance between speed and perfection, and the importance of allowing team autonomy for growth.

He concludes with insights on leveraging external resources, documenting processes, and maintaining a proactive approach to risk management.

All this and more in this episode with Joe Aurelia.

Connect with Joe on LinkedIn - https://www.linkedin.com/in/josephauriliajr/

00:00 Welcome to the SaaS Sessions Podcast
00:49 Joe Aurelia's Journey into SaaS
03:05 Scaling Cyware: From 2 to 7 Countries
05:55 Navigating Remote Work
13:55 Standardizing Processes Across Regions
17:30 Process Standardization and Scalability
17:53 Documenting and Sharing Processes
20:12 Balancing Speed and Perfection
25:05 Mitigating Risks in Business
30:19 Lightning Round: Quick Insights
35:16 Conclusion and Final Thoughts

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, Anupam Rastogi, General Partner at Emergent Ventures, shares his extensive experience investing in SaaS companies.

Anupam discusses his journey from an engineer to a venture capitalist and provides insights into the challenges and mistakes SaaS founders often face when entering the US market.

Key topics include the importance of spending time in the US, the balance between science and art in building SaaS products, pricing strategies, and why Indian SaaS companies need to find a distinct product-market fit for the US.

Anupam also emphasizes the need for founders to integrate into local ecosystems and learn from various communities to ensure success.

00:00 Introduction
01:07 Anupam's Journey in the SaaS World
02:11 Building Emergent Ventures
03:30 Common Mistakes in Setting Up GTM for the US Market
04:56 When to Move to the US as a Founder
16:51 Navigating the US-India Founder Community
21:44 Pricing Strategies for the US Market
28:39 Determining Product-Market Fit in the US
34:16 Lightning Round and Conclusion

All this and more in this episode with Anupam.

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, we hosted Krati Seth, Head of Global Sales Enablement at Whatfix to discuss how companies can build a sales enablement function to support sales teams and drive business impact.

With over a decade of experience across different roles, Krati is Currently the head of global sales enablement at Whatfix.

Before Whatfix, she spent 8 long years at Zycus - starting as a Business Development Associate and leaving as a Senior Sales Enablement Manager.

Krati shares that there are 3 types of companies in India - those who are aware and convinced about enablement, those who are aware but are not convinced, and those who are unaware of enablement.

She shares her insights on helping build enablement functions at Zycus and Whatfix, plus all the other companies she has consulted.

She also talks about the problems that enablement will solve and the impact it drives.

All this and more with Krati in this episode.

Connect with Krati on LinkedIn - https://www.linkedin.com/in/kratiseth/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, we hosted Jugal Anchalia, Co-founder & CEO at Cobalt to talk about how to use integrations as a growth lever.

We start with addressing WHY companies should solve the problem of integrations.

Jugal explains the current solutions and the challenges with them.

We then discussed how we can use integrations as a growth lever - like unlocking new revenue streams, enhancing user experience, and expanding overall reach and visibility.

All this and more in this episode with Jugal.

Connect with Jugal on LinkedIn - https://www.linkedin.com/in/jugal-anchalia-0a2ab220/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, I hosted Luke Diaz, Director of Customer Success at AppZen.

Luke is passionate about building and leading high-performance customer-success orgs.

We explored strategies for achieving best-in-class gross and net retention, emphasizing the importance of customer onboarding, churn post-mortems, and aligning compensation plans.

We also discussed how to use the voice of the customer to prevent churn.

All this and more with Luke in this episode.

Connect with Luke on LinkedIn.

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, I hosted Phil Putnam, VP of Sales Enablement at Notified to talk about Sales Enablement.

Phil has spent over a decade working in SaaS in various roles.

Phil talks about his responsibility as a sales enablement leader at Notified and what exactly he does in his role.

He also shares how you can build a new enablement practice in your org. Phil shares about what you should do, what you shouldn't do, and some must-haves.

We also discussed elevating an existing enablement practice in your org. Especially in cases where it's difficult for you to show the impact.

All this and more with Phil in this episode.

Connect with Phil on LinkedIn - https://www.linkedin.com/in/philputnammusic/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, I hosted Abby Hehemann, Director of Product Marketing at GetResponse to talk about setting up a customer marketing framework. 

With over 14 years of experience, Abby is a specialist in strategic product positioning and value-driven messaging.

Abby shares the customer marketing framework that she and her team use at GetResponse and how you can build on yourself.

She also shares her thoughts on what makes customer marketing different than customer advocacy.

Abby points out the metrics for success while implementing such a framework. 

All this and more in this episode with Abby.

Connect with Abby on LinkedIn - https://www.linkedin.com/in/abby-hehemann/https://www.linkedin.com/in/abby-hehemann/

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/