Scale Your SaaS

I really enjoyed talking with and learning from Gainsight CEO, Nick Mehta. Nick is a very skilled leader, and what he's done at Gainsight- from creating the Customer Success category, to building an excellent team that is upwardly mobile, to getting an industry to re-think how we view customer service - is nothing short of incredible. In particular, Nick and I discuss:

• Why it's about the people, not the product
• 3 things that SaaS has changed in the software world
• Key advice for founders starting out on their journey

With the amount of amazing knowledge Nick delivered I could've listed for days, but I'm thrilled he brought so much value over the course of half an hour.

To learn more about Nick and Gainsight, visit: https://www.gainsight.com/

Find Nick on LinkedIn at: https://www.linkedin.com/in/nickmehta/
Follow Nick on Twitter: https://twitter.com/nrmehta
Purchase the book, The Customer Success Economy here.
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For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

This week I spoke with Rajan Maruthavanan from Upekkha. Rajan is an expert at helping SaaS founders get off the ground successfully and do it with little to no cash investment. In fact, he has helped over 100 startups build and launch their product. In particular, we talk about:

• How SaaS has changed the sales paradigm
• Why product and sales have to work really closely
• The 4 milestones on the road to product/market fit

Rajan is crazy smart about startups and achieving traction on the way to scale. I really learned a lot from his wisdom.

To learn more about Rajan and Upekkha, visit: https://upekkha.io/

Follow Rajan on LinkedIn at: https://www.linkedin.com/in/thiyagarajan/
Find Rajan on Twitter: https://twitter.com/mtrajan
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For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

I enjoyed taking another perspective this week, as I spoke with Customer Experience thought leader and influencer, Nick Hague of B2B International. Nick and his firm work with companies around the world to help them better understand their markets through data. In particular, he is an expert in how to deliver an excellent Customer Experience (CX). We discuss:

• The 4 key dichotomies in B2B markets
• What will happen if you de-prioritize CX
• How Nick was able to create a "bomb-proof" culture to grow worldwide

This was a fascinating discussion, seeing how Nick focused on analyzing and improving the Customer Experience was very interesting.

To learn more about Nick and B2B International, visit: https://www.b2binternational.com/

Follow Nick on LinkedIn at: https://www.linkedin.com/in/nickhague/
Find Nick on Twitter: https://twitter.com/Nick_HagueB2B
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For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

This week we had a different perspective, the buyer's perspective, as I talked with Chad Stewart from SmartThoughts. Chad is a professional software buyer - organizations hire him to determine which software platform they should adopt. So he has seen every sales process imaginable and has a special insight we can learn from. In particular, Chad and I talk about:

• The biggest mistake software sales people make
• Why he is a fan of great salespeople
• What is most important to be sharing with your buyers

Chad is really smart and totally understands how a sales process should be run. In fact, he loves it when the sales rep has a well defined, structured process that he and his clients can follow. Don't we all?

To learn more about Chad and SmartThoughts, visit: https://www.smartthoughts.net/

Follow Chad on LinkedIn at: https://www.linkedin.com/in/chadstewartsoftwareexec/

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

I had a great chat with my guest, Braydan Young, Co-founder of Sendoso. As a fully integrated direct mail and gifting solution, Sendoso helps companies acquire new customers and retain existing customers. In particular, Braydan and I talk about:

• How to cut through the digital noise in today's world of low response rates
• Why you should learn and grow with your customers
• What to do to increase your ROI from a direct mail campaign

The Sendoso story is a great one - they found a gap, and filled it with a ton of hard work mixed with a wonderful team. They have grown quickly, yet managed the growth well by continuing to learn how to best serve their customers.

To learn more about Sendoso, visit: https://sendoso.com/

Follow Braydan on LinkedIn at: https://www.linkedin.com/in/braydanyoung/

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

My guest this week is Jasper Deprez, the CEO of Tradler, an employee engagement solution. Tradler helps organizations reduce turnover and increase engagement by allowing employees to instantly get rewarded and recognized for the work they do. In particular, we talk about:

• What Tradler did with one client to reduce turnover by 39%
• How software founders can find people for their team to fill skill holes 
• Ways to effectively appreciate people for the work they do

Jasper is really smart at managing teams and drops some incredible nuggets of wisdom. For more great insights from Jasper, follow him on LinkedIn here.

Learn more about how Tradler help companies reduce turnover and increase employee engagement at: https://tradler.co/

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

I'm joined by Pedro Cortés from Cortés Design. Pedro helps B2B SaaS companies turn more landing page visitors into customers through better messaging and positioning. In particular, we talk about:

• The 3 questions you need to answer for your visitors to your landing page
• How to win by knowing your customers 
• Why absolute clarity on your message is necessary

Pedro is famous for his landing page breakdowns on LinkedIn, and here he gives us a peek behind the curtain into why messaging is so important. Follow Pedro on LinkedIn at: https://www.linkedin.com/in/pedrocortes/

Learn more about Cortes Design at: https://www.cortes.design/

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

My guest is Gloria Chou, PR mentor and pitch guru. She helps B2B SaaS companies understand how to leverage PR and get maximum ROI for their business. She is also the creator of the first "PR in a Box" tool for solo entrepreneurs. In particular, we talk about:

• Why investors care about reputation more than functionality 
• That you shouldn't be afraid to pitch your product, even in the early stages 
• Why Gloria transitioned from a career as a US diplomat to helping tech founders show up in a bigger way

Gloria brings a ton of value and great information that can really help a new software company. Follow Gloria on LinkedIn at: https://www.linkedin.com/in/gloriaychou/

Learn more about Gloria Chou at: http://www.gloriachoupr.com

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

Ved Rasic, the COO of Autoklose knows how important process is to growing a successful software company. In particular, we talk about:

• How to put "People Before the Tools"
• That you need a process if you want to build and scale a business
• Why you need to know when to spend money, and when to spend time

Ved is really sharp about how to implement systems and process and it has led to Autokose being a leader in the industry. Follow Ved on LinkedIn at: https://www.linkedin.com/in/vedranrasic/

Learn more about Autoklose at: https://autoklose.com/

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

Piyush Parikh, the Co-founder of Equinox Agents is my guest and he has a lot of smart thoughts on how software sales and support can be improved. Specifically, we discuss:

• How to make your support team help your sales
• How being proactive will take you further
• Why setting up automation will help you win

While heavily involved in the SaaS world for a while now, Piyush came from an engineering background which has aided his efforts in the software game. His knowledge of data and process allows him and his company Equinox Agents to provide outstanding and proactive sales and support.

For more information, visit Equinox Agents at http://equinoxagents.com/.

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

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt. 

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram