Scale Your SaaS

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EPISODE SUMMARY

In this episode of SaaS-Story in the Making, Matt Wolach and Mark Colgan talked about the importance of onboarding and making sure the most amount of website visitors start a trial. Colgan also shared his experiences on starting his podcast journey, what companies today are missing out on, and other things that can help B2B SaaS companies improve their onboarding process. Colgan is a co-founder and CEO of Speak On Podcasts and an onboarding specialist that helps B2B SaaS companies convert visitors into users. 

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 191, “How to Get More Leads into Your Free Trial”

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

Guest: Mark Colgan, co-founder, and CEO, of Speak On Podcasts

TOP TIPS FROM THIS EPISODE

• Speak Up and Sell Yourself
• Consider your Buyer’s Journey 
• First Impression Matters

EPISODE HIGHLIGHTS

• Providing Value
• Common Mistakes on Getting More Prospects to Sign Up
• Reducing Sign Up Form Friction

TOP QUOTES

Mark Colgan

[04:40] “People are looking and doing discovery before even reaching out to salespeople.”

[05:01] ”It's not just about the interview and the recording like we're doing now. It’s the relationship you can build with the host… establishing partnership opportunities with the podcast hosts that they're speaking to. It's just a great first step in a relationship.”

[09:02] “As a founder, you've got a unique position-- you got two angles, automatically: domain expertise, and your story.”

[14:11] “If a full-blown free trial isn't going to be possible, that's fine. But give them the experience of signing up, at least getting a little bit started, if possible at all.”

[16:20] “When you're the founder and you're building your set, you know what the little icons mean-- you know that you're supposed to click over here. But a first-time user doesn't have all of that bias, and familiarity with a product.”

[21:34] “The one that I get the most responsive support from, the one that's easiest to use, the one that gets me to my aha moment as quickly as possible, is likely to be the one that I'm going to go with if the pricing is right.

Matt Wolach 

[05:37] “It can be even more powerful to be a guest on a show than starting your own, especially if your own show is a guest type of show… In that situation, the guest comes on and shares about their expertise. And the conversation goes around what they know.”

[09:16] “Do not gate case studies. Those are some of the most powerful things in converting your prospects.”

LEARN MORE

To learn more about Mark Colgan and Speak On Podcasts, visit: https://www.markcolgan.co.uk/ & https://speakonpodcasts.com/ 

For Product Onboarders, visit: https://www.theproductonboarders.com/ 

You can also find Mark Colgan on LinkedIn at: https://pt.linkedin.com/in/markcolganmarketing

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

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EPISODE SUMMARY

In this episode, Alan Gleeson, Work with Agility’s Chief Marketing Officer and SaaS Marketing Consultant, shares his expertise in marketing with SaaS-Story in the Making Host, Matt Wolach. He is focused on working with B2B SaaS companies, providing marketing leadership and expertise to help them on their journey. Gleeson shares with us everything there is about marketing attribution and why it is necessary despite it being complicated.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 190, “Here’s what you need to know about Marketing Attribution for B2B SaaS Companies”

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

Guest: Alan Gleeson, Chief Marketing Officer of Work With Agility

TOP TIPS FROM THIS EPISODE

• Common Mistakes Businesses Commit & How to Fix Them
• Be Skeptical About Data
• Hire a Fractional CMO

EPISODE HIGHLIGHTS

• Importance of Marketing Attribution
• Complicated Attribution Process
• Segmenting & Resource Prioritization

TOP QUOTES

Alan Gleeson

[05:32] “But, in marketing, what you're trying to understand is where you should allocate your focus. It's a tricky function; you're endlessly overwhelmed.”

[05:45] “You're looking for patterns to try and see where you should prioritize.”

[13:07] “The big trick in B2B SaaS marketing is resource prioritization.”

[16:03] “They're probably thinking it's an easier problem to solve than it is.”

[18:13] “Google will get rewarded from an attribution point of view, be it a search organic, or a director, be it in a paid point. But it's the offline piece that's triggered.”

[20:46] “We're drowning in data. We got to be a little bit skeptical and just kind of be careful in this area.”

Matt Wolach

[08:21] “It's tough for us to determine where it's [attribution] coming from.  That's why I said we're kind of struggling with it ourselves." 

[22:12] “With something like this that is so technical, you have to stay on top of it. If you're an early-stage software leader, you have so many things you're doing, you have so many hats you're wearing, so many irons in the fire, that trying to put a bunch of focus right here on this thing is super difficult.”

LEARN MORE

To learn more about Alan Gleeson and Work with Agility, visit: https://www.workwithagility.com/about-alan-gleeson. 

You can also find Alan Gleeson on LinkedIn at: https://uk.linkedin.com/in/alangleeson. 

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

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EPISODE SUMMARY

In this episode, SaaS-Story in the Making host Matt Wolach sat down with Founder and CEO of Criteria Corp, Josh Millet to discuss how science-based assessments are key to making better hiring decisions. Being around 15 years in the industry, Millet shares with us the importance of having objective and science-based assessments on hiring employees, how data can help support your decision-making process, and the importance of building a great team for your company’s success. 

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 189, “How Science-Based Assessments Help You Make Better Hiring Decisions”

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

Guest: Josh Millet,  Founder, and CEO of Criteria Corp.

TOP TIPS FROM THIS EPISODE

• What’s more Important, Potential or Experience?
• Increase Hiring Success and Reduce Turnovers using Science-Based Talent Acquisition
• Apply the Moneyball Approach

EPISODE HIGHLIGHTS

• Importance of Data-Driven Decisions
• The Great Talent Migration and the Great Resignation
• Message for the Startups

TOP QUOTES

Josh Millet 

[14:37] ”Data has really transformed how we transact and think about our businesses in almost every area.” 

[16:01] ”What we're doing is arming them with the data to make more informed decisions. But ultimately, the decisions are still there.” 

[18:50] “I think that the problem with the way hiring works is that everyone thinks that the roles they're hiring for are highly specialized, where experience is an absolute must. And actually, the evidence suggests the contrary.” 

[20:08] “As humans, we do want to work with people we like and that's a real dynamic.”

[20:48] “We want to focus on the objective things that we know predict outcomes, right?” 

[24:53] “Over investing in a product early on to the extent that you can is not a bad thing.”

Matt Wolach

[14:07] “They're making science-based decisions for their roadmap and for their marketing. Why not with your people as well.”

[20:28] “In the hiring process, emotion is a huge part of it.”

LEARN MORE

To learn more about Josh Millet and Criteria Corp, visit: https://www.criteriacorp.com/ 

You can also find Josh Millet on LinkedIn at: https://www.linkedin.com/in/josh-millet-23ba192 

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

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EPISODE SUMMARY

In this episode, Matt Wolach and Andrew Butt talked about how Andrew finding niche has allowed his company to scale. Andrew also spoke about B2B rebates and why SaaS leaders should consider tracking their rebates easier and better. 

Andrew is the CEO and founder of Enable, a collaboration platform that allows B2B leaders to maximize the performance of their deals while improving financial transparency. 

Software and services are limited for the B2B and supply chain, so Andrew saw the opportunity to build a solution to an often neglected problem of B2B owners: unclaimed rebates. 

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 188, “How to Scale Up by Niching Down”

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

Guest: Andrew Butt, CEO, and Founder of Enable

TOP TIPS FROM THIS EPISODE

• Manage Your Rebates Correctly
• Focus on Your Decisions
• Prove Your Product’s Efficiency
• Build a Team of Good Hires

EPISODE HIGHLIGHTS

• How B2B Rebates Work
• The Future of Rebate Management
• Educating the Market on B2B Rebates
• Dealing with Customer & Team Challenges

TOP QUOTES

Andrew Butt 

[05:59] "The overall principle is similar [between B2C and B2B rebates], which is it's trying to drive behavior."

[09:48] “We're already talking to a market that understands the importance of [rebate management] and why it needs to be done.”

[11:50] “I think what's been important to Enable is to be laser-focused on what problems are we solving, how can we solve them better than anyone else, and then developing a great solution for that and being quite narrow and deep.”  

Matt Wolach

[11:10] “Just giving them the content, the videos, all the different ways that they can understand how this is going to make a change for them. That's huge.”

[15:36] “ I've seen that a lot. Enterprise companies, big companies, they don't really have a lot of trust in a new startup.”

[16:52] “It's all about taking that risk minimized or eliminated altogether. And that's when your buyers are going to be able to make good decisions for you.”

[20:42] “Focus is absolutely critical.”

LEARN MORE

To learn more about Andrew Butt and Enable, visit: https://enable.com/.

You can also find Andrew Butt on LinkedIn at: https://www.linkedin.com/in/awbutt/.

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

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EPISODE SUMMARY

In this episode of SaaS-Story in the Making, Matt Wolach interviews Nelson Gilliat, the CEO of Buyer Centric Revenue and the author of The Death of the SDR: And the Birth of Buyer Centric Revenue. Nelson presents a different perspective on prospecting sales. With an alternative model called the Buyer Centric Revenue model, all marketing is inbound.

Nelson shares how this unique perspective on sales can effectively liberate marketers and sellers from the usual sales models like the Predictable Revenue. There will be no buyer handoffs via sales assembly, no commissions in favor of a salary, and no more short-term quotas. His new approach can set up businesses for success.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 187, “A Different Perspective on Prospecting Sale - with Nelson Gilliat”

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

Guest: Nelson Guilliat, CEO at Buyer Centric Revenue

TOP EXCERPTS FROM THIS EPISODE

I don’t agree with everything Nelson said in this discussion, but it’s always interesting to hear different perspectives and viewpoints.

• Allocate Your Resources Wisely
• Automate Demo Qualification
• Put Your Name Out There

EPISODE HIGHLIGHTS

• What is the Buyer Centric Revenue Model?
• Why Prospecting Can Harm Sellers
• Proper Marketing Redefined

TOP QUOTES

Nelson Gilliat

[12:47] “It's marketing's job to generate demand for sales. And there are so many ways that they can do that.”

[15:38] “You need to take into account that prospecting is extremely resource-intensive.”

Matt Wolach

[03:21] “Too many people have kind of a negative connotation with sales, and salespeople need to change that.”

[02:55] “For me, I always love seeing new views, points, or perspectives.”

LEARN MORE

To learn more about Nelson Gilliat and Buyer Centric Revenue, visit http://www.buyercentricrevenue.com/. 

You can also find Nelson Gilliat on LinkedIn at: https://www.linkedin.com/in/nelson-gilliat-2b260574/. 

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

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EPISODE SUMMARY

In this episode, SaaS-Story in the Making host Matt Wolach interviews the co-founder and CEO of Lemlist, Guillaume Moubeche, on his experiences with the company’s rapid success. With more than three years of experience in running the business, Moubeche shares with us the key to the company’s massive growth, the lessons he gathered through the process, and how creating and maintaining relationships contributed to this achievement.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 186, How Building Strong Relationships Is Key To Scaling Your SaaS Quickly - with Guillaume Moubeche

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

Guest: Guillaume Moubeche, co-founder and CEO of Lemlist

TOP TIPS FROM THIS EPISODE

• Enhance Client-Business Connections through Valuable Content
• Create a Community with a Competitive Advantage
• Focus on Your Roots: Empower the Team

EPISODE HIGHLIGHTS

• Celebrate. Document. Scale.
• To SaaS Startup Founders 

TOP QUOTES

Guillaume Moubeche

[02:42] “The value proposition that was coming up very often is, put your sales on autopilot. It makes people dream. It's amazing. But the truth is [it’s] totally wrong. In a sense that whenever you do sales, you know that it's all about building relationships; all about personalizing your messaging in order for people to know that you actually care.”

[07:29] “It’s difficult for people to always perceive what value is all about.. They can say, “yeah, I built a great tool. If you use it correctly, it's going to drive value to you.” But for me, I think it is how you can share and write content that is actionable enough for people to get these best results and become better.”

[10:40] “If you focus on your target audience, you're going to start connecting with people from your company. And each personal brand will reflect in a very positive way.”

[13:41/14:30] Document everything you do, each step of the way... if you document things, you will be remembered, it will allow you to put complex thoughts that you have in your mind into simple things, and you will gain a lot of clarity.”

Matt Wolach 

[07:10] “The number one thing I say is you need to share value, get out, share what's going to help your target, get them ahead.”

[16:30] “Scale, meaning bringing other people in to do what you've been doing [it] doesn't happen if you don't have your procedures and processes documented very, very cleanly and soundly so that others can pick up from where you left off.”

LEARN MORE

To learn more about Guillaume Moubeche and Lemlist, visit https://www.lemlist.com/. 

You can also find Guillaume Moubeche on LinkedIn at: https://www.linkedin.com/in/-g-. 

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

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EPISODE SUMMARY

It can be difficult for any company to venture into content marketing, and when it comes to startup SaaS companies, it can be more complicated. 

In this episode of SaaS-Story in the Making, host Matt Wolach was joined by the founder and CEO of Codeless and Wordable, Brad Smith. The two dig deep into establishing a solid approach to SaaS content marketing for startups. Smith states the reasons why investing in content marketing is worth it, the common mistakes startups make and how to fix them, and the most effective way to execute all these.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 185, A Guide on SaaS Content Marketing for Startups

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

Guest: Brad Smith, CEO of Wordable and Codeless

TOP TIPS FROM THIS EPISODE

• Get the Right Person in the Right Seat
• Outsource Writers
• Better Content = Better SaaS Sales

EPISODE HIGHLIGHTS

• Content Marketing for Startups 
• Common Mistakes Startups Commit 

TOP QUOTES

Brad Smith

[07:02] “Our best customers or clients, for example, usually close within 30 days, not because we're amazing at sales, it's because before they reach out, they already know they want to work with us… they're doing months’ worth of research, largely through content before they get to our doorstep.”

Matt Wolach

[07:30] “We call that being ‘warmed up,’ before you're interacting with them. You can warm them up and get them ready, get them more connected to your brand and your philosophies… they're already very well informed.”

[07: 56] “People are much more informed these days, and you've got own that conversation with content.”

[08:54] “You can actually get long-term ROI because, let's say, you create a piece of content. It stays there for a while.”

LEARN MORE

To learn more about Brad Smith and Codeless, visit https://getcodeless.com/.

For Wordable, visit https://wordable.io/.

You can also find Brad Smith on LinkedIn at: https://www.linkedin.com/in/bsmarketer.

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 episode of SaaS-Story in the Making, founder and CEO of Ardent Growth Skyler Reeves graces us with his top-notch strategies on using content marketing to drive growth with host Matt Wolach. 

Through his long marketing career, Reeves has developed a great understanding of every little thing about creating content that generates leads to get people to your product and solution. His content intelligence consultancy uses business intelligence to develop evergreen content for B2B SaaS companies. So, don’t go to market until you watch this.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 184, “How Content Marketing Drives Continuous Growth”

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

Guest: Skyler Reeves, CEO & Founder of Ardent Growth

TOP TIPS FROM THIS EPISODE

• Figure Out Your Buyer Persona to Resonate
• Understand What Your Successful Competitors Are Doing
• Align the Content to the Business Strategy

EPISODE HIGHLIGHTS

• Content Marketing Is a Form of Acquisition
• Bottom-of-Funnel Content Drives Prospects to Take Action
• Content Strategy & Planning Are Widely Different

TOP QUOTES

Skyler Reeves

[19:46] “Find a really good person to manage content operations. Figure out what you know. Define your business strategy. Don't pay attention to traffic pay attention to conversions right to things.”

[20:00] “To actually have a business impact, don't fall down the fallacy of, you know, will convert on through email.”

[20:14] “Hire a good person [and] get them in place. And make sure that any writers that are creating that content are having conversations with the founder.”

[20:47] “Don't just throw content at the wall to see what sticks.” 

Matt Wolach

[06:55] “Figure out who your best persona is, and direct content towards them.”

[09:09] “Direct your content towards somebody who already may be feeling the problems [you’re] feeling like they need a solution, and try and get them. 

[18:41] “When I see a piece that you can tell has been well researched, you can tell has data behind it, you can tell that they know what they're talking about. That's super powerful.”

LEARN MORE

To learn more about Skyler Reeves and Ardent Growth, visit https://ardentgrowth.com/.

You can also find Skyler Reeves on LinkedIn at https://www.linkedin.com/in/skylerreeves/.

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

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EPISODE SUMMARY

With all the growth possibilities in software, sometimes it can get overwhelming. This is why some SaaS leaders tend to overlook product growth mistakes, which leads to churn. In this episode of SaaS Story in the Making, host Matt Wolach and Growth Sandwich Product Manager Aggelos Mouzakitis discuss the common mistakes in product growth and how you can avoid them, including the six-digit dreaded error. Aggelos dissects the main problem stopping SaaS founders from becoming market leaders and shares helpful tips to overcome these hiccups.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 183, “Common Product Growth Mistakes & How to Avoid Them”

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

Guest: Aggelos Mouzakitis, Growth Product Manager at Growth Sandwich

TOP TIPS FROM THIS EPISODE

• Avoid a Weak Brand Positioning
• Dig Deep into Your Customers' Actual Needs
• Don't Build a Solution for One
• Create an Opportunity Algorithm

EPISODE HIGHLIGHTS

• Understand the Value of Research
• Symptoms are Not Problems

TOP QUOTES

Aggelos Mouzakitis

[02:26] “There is only a minority of founders that understand the value of research.” 

[06:31] "[Customers] were proposing [solutions] based on their perception of what the solution is... So, should the company build what the customers asked them to build? No. That would be a six-digit mistake."

[12:38] "As soon as we pick the direction, then we set up internal processes to go deeper into the user and pick exactly what we're going to build."

[14:46] "Research is very hard to sell, but as soon as you manage to sell them, then you have one of the highest redemptions I've seen in this job."

Matt Wolach

[04:19] “It's research-based, you've got the evidence, it's data-backed. That's super important just to give them more confidence that the decision you're telling them to make… is super critical.”

[13:27] “I think too many times SaaS founders hear one problem from one person and go off and build it, not realizing that maybe that's just that one person that has that issue.” 

[13:46] “All of that is so critical to be able to know, and know at a macro level, to be able to understand how can we develop our products.”

[13:56] “How can you set up your sales funnel and your channels and, and your sales methodologies and processes, all of that stems from really, truly understanding your customer, understanding your market, and what you can do for them.”

LEARN MORE

To learn more about Aggelos Mouzakitis and Growth Sandwich, visit https://www.growthsandwich.com/.  

You can also find Aggelos Mouzakitis on LinkedIn at: https://www.linkedin.com/in/aggelos-mouzakitis-25011218/.

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

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