Scale Your SaaS

EPISODE SUMMARY

Remember when events used to take up a considerable chunk of the marketing budget only to have barely any insights? Fortunately for us, that’s become a thing of the past as events now take the cake in generating leads. But to maximize that benefit, it’s crucial for software founders to have the right know-how.

Fortunately, Accelevents Founder and CEO Jon Kazarian has a ton of experience in leveraging events for an outstanding amount of leads. He discusses with B2B SaaS Sales Coach and Host Matt Wolach how to execute events to lead to a lasting relationship with your attendees. Watch and find out how you can quickly generate a ton of leads from a single event!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 232, “How an Event Can Generate a Huge Amount of Leads – with Jon Kazarian”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Jon Kazarian, Founder, and CEO at Accelevents

TOP TIPS FROM THIS EPISODE

• Identify the CTA of the Event
• Utilize Live Event Information
• Set Advanced Meetings for Attendees
• Let Partners Promote in Your Event
• Get Human Customer Support

EPISODE HIGHLIGHTS

• Events are Massive Lead Generators
• Events Are About Creating Experience
• Events Are Networking Opportunities

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EPISODE SUMMARY

Recent trends show that a new era is about to dawn upon the software business world. As many of you have noticed, there is a rapidly increasing shift towards freelancing among young professionals. If your business is to survive, it's essential you ride this wave of change, and we will show you exactly how to do that in style.

In this week's episode of SaaS-Story in the Making, B2B SaaS Sales Coach and Host Matt Wolach and Stoke Talent Co-founder and CEO Shahar Erez get to the bottom of the evolving labor landscape. They discuss how hiring freelancers is the guaranteed destination and everything else that a founder needs to consider. Watch the video so you can learn how to work with freelancers effectively!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 231, “The Future of Your Workforce - with Shahar Erez”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Shahar Erez, Co-founder & CEO at Stoke Talent

TOP TIPS FROM THIS EPISODE

• Use Freelancers to Become Agile
• Augment Your In-House with Freelancers
• Apply Due Diligence When Hiring Freelancers
• Lay the Infrastructure for Hiring Freelancers

EPISODE HIGHLIGHTS

• The Freelance Workforce Revolution is Happening
• Freelancers Help Begin Execution
• Freelancers Diversify the Talent Pool
• Freelancers are Startup Friendly

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EPISODE SUMMARY

Launching a software product can be a very stressful experience even if you have an amazing product. But with the right tools in place and a well-defined launch process, you’ll be able to breeze through this phase with flying colors. Gone are days when the product management team is in utter chaos due to a lack of structured planning.

In today’s episode of SaaS-Story in the Making, Ignition Co-Founder and CPO/CTO Karthik Suresh elaborate on the elements of a successful product launch with B2B SaaS Sales Coach and Host Matt Wolach. He also discusses the two different stages of product development along with advice on how to best execute your launch. Watch and learn how to strategically present your awesome SaaS products without losing sleep before the deadline!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 230, “How to Successfully Launch a Software Product – with Karthik Suresh”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Karthik Suresh, Co-Founder and CPO/CTO at Ignition

Top Tips From the Episode

• Listen to the Target Customer
• Prioritize Product Market Fit Before Scaling
• Hire the Right People

Episode Highlights

• Early & Late Stage Product Development Differ
• Product Development in a Startup is Tougher
• The Launch Process Determines Product Success

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EPISODE SUMMARY

A referral program is the best organic lead generation process that you can have. All you need to do is invest in your customers instead of the ad giants, and you will get a stream of ROI. However, many software founders have yet to utilize this fully, but once they do, they’ll wonder why they haven’t done it much earlier.

In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and Host Matt Wolach with Referral Factory Founder Kirsty Sharman sat down to discuss how to do your referrals to ace your close rate. They also discussed why referrals are important and valuable advice on customer feedback. Watch to find out how to design your referrals and expand your customer base massively!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 229, “How to Drive Tons of Great Referrals – with Kirsty Sharman”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Kirsty Sharman, Founder at Referral Factory

TOP TIPS FROM THIS EPISODE

• Keep Your Referrals Simple
• Implement Double-Sided Referrals
• Remember to Promote Your Referrals
• Act on Feedback That Helps Your ICP

EPISODE HIGHLIGHTS

• Referrals Generate High-Quality Leads
• Referrals Encourage Good Business Behavior
• Referrals Are Free If Done Right
• Incentives Drive More Referrals Than Rewards

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EPISODE SUMMARY

Capital is undoubtedly the blood of any software business as enough cash needs to flow for a company to keep functioning. But to thrive, sometimes more money is required than what is currently circulating. And thus, SaaS founders will need the equivalent of a transfusion which is where lenders come into play.

Element Finance Partner John Gallagher, together with B2B SaaS Sales Coach and Host Matt Wolach, talks about how to get into the right debt in the right way. This episode of SaaS-Story in the Making will teach founders why borrowing capital is wise and why they should talk to lenders directly. Watch how to position yourself and get the funding you need!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 228, “Ways to Secure Financing as a SaaS Company – with John Gallagher”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: John Gallagher, Partner at Element Finance

TOP TIPS FROM THIS EPISODE

• Use the Correct Debt
• Organize Data to Attract Lenders
• Adjust the Pitch to Suit the Financer
• Borrow To Retain Shareholding and Control
• Get on a Call with Investors

EPISODE HIGHLIGHTS

• Finances Differ Per Stage
• Scalings Needs Investment

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EPISODE SUMMARY

Mistakes are inevitable, be it in business decisions or personal endeavors. While they may feel unpleasant, they’re actually fundamental in life, how would you determine the correct method without knowing what doesn’t work?

B2B SaaS Sales Coach, Host Matt Wolach, and Managing Partner Chris Mele from Software Pricing Partners bring you many tactics you can use to charge accurately for the value you give and avoid those mistakes. 

In this SaaS-Story in the Making episode, Mele generously discusses pricing technicalities in depth while sharing his own previous misses so that you don’t have to! Find out what bullets to dodge and how to do yourself justice when pricing your SaaS.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 227, “Pricing Mistakes to Avoid – with Chris Mele”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Chris Mele, Managing Partner at Software Pricing Partners

TOP TIPS FROM THIS EPISODE

• Account for the Full Service
• Charge All of Your Intellectual Property
• Prioritize the Roadmap
• Establish the Packaging Before the Pricing
• Be Open to How Customers Want to Buy

EPISODE HIGHLIGHTS

• A Constantly Evolving Product Needs Agile Pricing
• Marketing Fairness Helps Defend Price

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EPISODE SUMMARY
There comes a point in every founder’s life that they must leave their current business. This means selling the company to regain the capital. However, many founders find themselves stumped on the path to getting acquired.

Fortunately, MicroAcquire is there to help you close trading your business without anchoring you with a hefty commission fee. This episode of SaaS-Story in the Making will provide you with gleaming insights about SaaS acquisition from B2B SaaS Sales Coach and Host Matt Wolach and MicroAcquire’s CEO Andrew Gazdecki. 

Read on and find out just when and how to sell your software company!

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 226, “When and How to Sell your SaaS – with Andrew Gazdecki”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Andrew Gazdecki, CEO at MicroAcquire

TOP TIPS FROM THIS EPISODE

• Align Your Business & Interests
• Leverage Your Core Strength
• Sell in Order to Move On
• Avoid Key Roles If Planning to Sell
• Focus on Strategy & Team Culture

EPISODE HIGHLIGHTS

• Software Companies Have a Shelf Life
• There Are Builders Then There Are Scalers
• Founders See Potential While Acquirers See Present Value

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EPISODE SUMMARY
Data is information that is collected for us to review what happened in the past. This helps you to create and weigh decisions in the future. But, data is not enough to help you. You need to know how to transform that data into something that will guide you to success. 

In this week’s episode of SaaS-Story in the Making, B2B SaaS Sales Coach and Host Matt Wolach sat down with Proof Analytics CEO Mark Stouse to share their expertise on the power of data to propel your business forward. Aside from analytics, gain insights on how to start and learn from risks that can pave your way to better decisions and, eventually, to success. See how this revolutionary thinking will make your SaaS a success.

PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making

Episode: Episode No. 225, “How Analytics Can Guide Your Decision – with Mark Stouse”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Mark Stouse, Chairman and CEO of Proof Analytics

TOP TIPS FROM THIS EPISODE

• Utilize Data Analytics for Better Decision-Making
• Accelerate Sales Velocity by Inhibiting Risk Aversion

EPISODE HIGHLIGHTS

• Analytics Fuels Your Journey to Success
• Sales is a Win-Win

TOP QUOTES

Mark Stouse

[10:34] “If you’re just looking at data, you’re not keeping up. In fact, you’re just in the past totally.”

[15:14] “The mistakes are extremely unfun at the moment, but they typically translate into some of the best things in the future. “

Matt Wolach

[18:51] “Sales is a win-win. If you have a great product, they will benefit a lot from it. And if you do your job really well, you’re going to make their business better.”

LEARN MORE

To learn more about Mark Stouse and Proof Analytics, visit https://www.proofanalytics.ai/. 

You can also find Mark Stouse on LinkedIn at: https://www.linkedin.com/in/markstouse/. 

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

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EPISODE SUMMARY

In today’s age of fast-paced progress, adaptability and flexibility are a must for your business to thrive. Remote work grants this opportunity as you can work with anyone from anywhere and even anytime. However, you might be wondering how you keep the office culture alive when interactions are scant among your employees.

This is where B2B SaaS Sales Coach and host Matt Wolach and Remotion’s Co-Founder and CEO, Alexander Embiricos, will have your back as they discuss the necessity of preserving work culture by forging trust among employees even in remote work. 

Embiricos also discusses why and how one should go about helping employees organically build friendly relationships beyond tasks and due dates. The goal, after all, for everyone is to live the dream. Embiricos’ mission succinctly states, “enable teams to live and work on their own terms.” Read more to find out how you can keep the culture alive within your remote team.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 224, “How to Keep Your Culture While Working Remote – with Alexander Embiricos”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Alexander Embiricos, Co-Founder, and CEO at Remotion

TOP TIPS FROM THIS EPISODE

• Use a Virtual Office
• Develop the Product Towards the Market
• Create a Waiting List

EPISODE HIGHLIGHTS

• Balance is Key
• Employee Rapport is Essential To Business Success

TOP QUOTES

Alexander Embiricos

[22:56] “I think the major downside that we’re wrestling with now is that it led us to invest in the early user experience because every early user spoke to us. They heard me like passionately talk about, you know, like our view of team building. And they also got bespoke recommendations for how to use the product. And so today, we have self-serve up again.” 

[24:34] “So the market will catch up to me, but I need that’s why I’m here. And my take is, you know, don’t necessarily build with customers tell you they want you to build, but certainly, you know, be talking to customers and figure out their problems and make sure it passes the Mom Test and you know, build something that solves a problem they have.”

Matt Wolach

[2:42] “You’ve got to make sure that in the early days, you don’t crush yourself and you don’t make it so you hate what you’re doing. You hate your job, you hate your company, you hate your mark. That’s not a good thing. So getting that balance, I think is super critical.”

[23:53] “I think that the best advice possible is, talk with your market, learn from them, figure out what’s needed [and] what’s necessary, what’s not necessary, and develop your product towards it. [Then] develop your marketing messages towards that, and make sure you’re servicing the customer.”

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EPISODE SUMMARY

Keeping track of your processes and progress lets you and your team see your development. In SaaS, documentation may be the last thing on your agenda, making it appear less significant and forgotten. But, it is actually among the most important facets of a business for it to function well. 

In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Tango’s Co-Founder, Ken Babcock, talk about the importance of efficient documentation for SaaS. Documentation is not merely about having the correct records, but also about the need to be updated and have the ability to share this knowledge with the team. Babcock shared how proper documentation helped his team and company function well and scale.

PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making

Episode: Episode No. 223, “Document Your Process to Scale – with Ken Babcock”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Ken Babcock, Co-Founder at Tango

TOP TIPS FROM THIS EPISODE

• Create a High-Performance Team
• Listen to Customers & Trust Power Users
• Admit What You Don’t Know

EPISODE HIGHLIGHTS

• Companies Outgrow Documentation 

TOP QUOTES

Ken Babcock

[06:00] “That high performer who’s taking on a lot of work is doing it really well. They don’t necessarily want to be distracted by creating documentation.”

[20:22] “I think the biggest thing, or the trait that has played the biggest role in our success, is just a willingness to admit when we don’t know something, which is really hard.”

Matt Wolach

[04:22] “Across the organization, if you’re not systematized and having processes, you’re gonna struggle to really grow and scale.”

[13:39] “In SaaS, you’re changing things so much are iterating on the product and releasing and, you know, after you do that, all of your documentation now is out of date.”

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