Scale Your SaaS

EPISODE SUMMARY

Product development is the backbone of software companies, so nurturing your dev team is paramount to success. Despite this, the knee-jerk response to product development usually measures the KPIs for an optimal go-to-market. However, the secret to productivity lies in numbers and developer experience.

In this week's episode of Scale Your SaaS, DevStats Founder, and DevSquad CEO Phil Alvez shares the ingredients for successful product development with Host and B2B SaaS Sales coach, Matt Wolach. He highlights the importance of culture and encourages minimalism in software development. Set your developers for success and enjoy the domino effect on your bottom line by watching the video!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 271, "How to Make Sure Your Dev Team Productivity is Maximized - with Phil Alves"

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

Guest: Phil Alves, Founder at DevStats and CEO at DevSquad

TOP TIPS FROM THIS EPISODE

• Focus on Good Developer Experience
• Make Culture the Bedrock of Your Company
• Talk to Customers to Understand the Problem
• Create Solutions that Target Pain Points
• Avoid Copying Bigger Companies

EPISODE HIGHLIGHTS

• Smaller Companies Have Lesser Bureaucracy
• The Best Software Leaders are Expert Visionaries 
• Software Creation will Become Niched 

TOP QUOTES

Phil Alves

[7:55] "I want to make my firm like the Disney for software developers."

[13:20] "I'm not talking to my customers to understand the solution. I'm talking to my customer to understand the problem.

[14:17] "I don't believe we can build software by using democracy."

Matt Wolach

[12:22] "Once we found the culture that worked for us, it just became so strong within our organization. It was something that we could hire to, something we could train to, something that people just kind of felt, and it helped them become more passionate for the business and what the business was doing."

LEARN MORE

To learn more about DevStats, visit: https://www.devstats.com/

To learn more about DevSquad, visit:

https://devsquad.com/

You can also find Phil Alves  on LinkedIn at: https://www.linkedin.com/in/philalves/en

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

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

One of the core missions of a software business founder is to capture the market that is composed of their ICPs (Ideal Customer Profile). Despite this, software salespeople are encouraged to close any prospects who might be willing to share their credit card details. The end result? A bloated sales funnel with low-quality leads and a couple of one-star reviews.

In this episode of Scale Your SaaS, Leadium VP of Sales Collin Mitchell educates on the importance of rejecting unqualified customers for your products with Host and B2B SaaS Sales Coach Matt Wolach. He also shares invaluable insights on managing your sales team and utilizing content. Tune in to this episode to optimize your lead pipeline and propel your SaaS business to greater heights!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 270, "How to Generate Perfect Fit Leads - with Collin Mitchell"

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

Guest: Collin Mitchell, VP of Sales at Leadium

TOP TIPS FROM THIS EPISODE

Only Select Leads that Fit your ICP
Set Realistic Expectations
Experiment with Your Team
Kickstart Content Creation with a Podcast
Be the Face of Your Brand


EPISODE HIGHLIGHTS

The Wrong Fit will Cost You More
Buyers Consume Content Before Purchase 
Podcasts Allow You to Learn from the Best 

TOP QUOTES

Collin Mitchell

[4:14] "Understanding who your customer or your ICP or people you want to target is important, but also knowing who is not a good fit."

[18:49] "People are following people on social, people are buying into people, and people are buying from people. So the power of the personal brand is extremely powerful."

Matt Wolach

[16:16] "Before I started, I had no idea how much I would actually learn from all of my guests… So every week, I get up close and personal front row seat of exactly the best ways that are working right now."

LEARN MORE

To learn more about Leadium, visit: https://www.leadium.com/

You can also find Collin Mitchell  on LinkedIn at: https://www.linkedin.com/in/collincmitchell/

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

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

Scaling is the equivalent of a dream come true for software founders, which is why they tend to invest in revenue operations. However, going with a blind process usually means hitting obstacles and potentially injuring the company's growth. This is where expert agencies like RevOps come into play.

In this week's episode of Scale Your SaaS, Iceberg RevOps Founder Taft Love expounds on the intricacies of revenue operations with Host and B2B SaaS Sales Coach, Matt Wolach. He also explains how RevOps can catapult your company to the top while you develop your in-house revenue operations team. Make sure to watch the video to win more revenues and level up your SaaS faster!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 270, "Why RevOps Might be Your Answer to Scaling - with Taft Love"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Taft Love, Founder of Iceberg RevOps

TOP TIPS FROM THIS EPISODE

• Know When to Choose Agency Versus In-house
• Always be Ready to Adapt
• Enlist the Aid of Experts
• Spend More Time Talking to Your Customers
• Keep Initial Operations Simple

EPISODE HIGHLIGHTS

• Operations Are Conjoined with Iterations
• Bigger Company Means More Siloes 
• Careful Budgeting is Needed for 2023 

TOP QUOTES

Taft Love

[4:41] "I think perfect is almost always the enemy of good."

[11:01] "I used to tell founders: Hey. Go ask your VP of Marketing, how many leads they created last month? Now go ask your VP of sales how many leads they got last month. And don't tell them that you just asked the other one. And if that number doesn't match, call me back."

[19:47] "Don't operationalize everything early. Not everything has to scale. It's okay to keep things simple."

Matt Wolach

[18:53] "Don't try and figure everything out on your own. You may eventually figure it out. But it can take you a long time. It will probably cost you a lot of money."

LEARN MORE

To learn more about RevOps, visit: https://icebergops.com/
You can also find Taft Love  on LinkedIn at: https://www.linkedin.com/in/taft-love/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/

Get even more tips by following Matt elsewhere:

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• LinkedIn
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EPISODE SUMMARY

Prospecting is one of the cornerstones of outbound sales in the software world. Due to a variety of factors, mistakes happen during this crucial process which usually means a critical blow on lead generation itself. And so founders ask how prospecting should be performed to prevent lead attrition.

In this episode of Scale Your SaaS, Truebase Founder, and CEO Wissam Tabbara touches on the common mistakes that occur during the lead generation process with host and B2B SaaS sales coach Matt Wolach. He also enumerates the factors of successful prospecting. Follow Tabbara's tips to make the most out of your leads!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 268, "Prospecting Mistakes that Hurt Lead Gen - wish Wissam Tabbara"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Wissam Tabbara, Founder & CEO at Truebase

TOP TIPS FROM THIS EPISODE

• Be Thorough in Defining your ICP
• Have a Long-term Process for Nurturing Leads
• Build the Right Culture
• Keep your Solutions Flexible
• Perform a Prioritization Exercise to Test Product Assumptions
  
  

EPISODE HIGHLIGHTS

• SDR has a High Turnover Rate
• Each Startup is Unique 
• The SaaS Industry is Constantly Evolving 

TOP QUOTES

Wissam Tabbara

[06:10] "The inbound, a separate process, is more a marketing effort. It's a one-to-many conversation you can have."

[10:15] "It's a moving target, right? Because you're running campaigns and your ICP is also continuously growing, right? So how can you really define that at scale? That's actually sometimes a big part of the battle."

[12:47] "Each startup is a different beast."

Matt Wolach

[16:43] "I've kind of long-held the contention that, too many times, founders focus too much on product and don't start marketing early enough, don't start that– that go to market when they should."

LEARN MORE

To learn more about Truebase, visit: 

https://truebase.io/

You can also find Wissam Tabbara  on LinkedIn at: https://www.linkedin.com/in/wissamtabbara/

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

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

In this week’s episode of Scale Your SaaS with host and B2B SaaS Sales Coach Matt Wolach, we will delve into CEO and Founder Liam Patterson’s success, discussing the growth journey of Bidamic, a company specializing in Google Shopping. 

From securing investment and expanding the team to launching innovative software products, Bidnamic has experienced significant growth. Let's explore the tips and strategies shared by Liam on how they built trust, marketed their services, and established a strong foothold in the market.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 267, "How to Quickly Earn Your Buyer’s Trust - with Liam Patterson"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Liam Patterson, CEO and Founder of Bidnamic

TOP TIPS FROM THIS EPISODE

• Scratching Our Own Itch: The Genesis of Bidnamic
• Building Trust and Conveying Success
• Harnessing the Power of Customer Testimonials
• Vertical Expertise and Targeted Messaging

EPISODE HIGHLIGHTS

• From Accidental Discovery to Specialization
• Transparency and Building Trust
• Leveraging Customer Testimonials
• Vertical Expertise and Targeted Messaging

TOP QUOTES

Liam Patterson

[14:15] "So first of all, we're fortunate we're so vertical, that all we do is Google Shopping, you know, Google Shopping ads, we're not trying to do different channels, different types of ads different you know, when we're masters of one vertical, so I often say that creates cut through and it cuts creates cut through in our messaging and also very visible at trade shows because people walk past no interest at all, or they're like, oh, Google Shopping, like, that's been a headache.”

[19:24] “We can only control one part of the funnel, but there is another part.”

Matt Wolach

[11:55] "And and you're absolutely right, the old way of doing things was you can't show who your customers are, you can't put your customer list out there. And I was taught that in my early days, you can never don't do that. But actually, guess what your competitors, they're not going to work hard enough to go find those and go through everybody."

LEARN MORE
To learn more about Bidnamic, visit:
https://www.bidnamic.com/
You can also find Liam Patterson on LinkedIn at:
https://www.linkedin.com/in/liam-patterson/

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

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
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EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, we will delve into Patrick Trumpi’s journey over the past nine months as Chief Sales Officer at Unique, exploring how they adapted a sales strategy, shifted their target market, and implemented value workshops to drive success in the enterprise space with host and B2B SaaS Sales Coach Matt Wolach.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 266, "How to Get Enterprise Leads to LOVE You - with Patrick Trümpi"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Patrick Trumpi, Chief Sales Officer at Unique

TOP TIPS FROM THIS EPISODE

Navigating the Changing Landscape

• Exploring Compliance Opportunities in Europe
• Adapting to the Enterprise Segment
• Shifting to Enterprise Sales

EPISODE HIGHLIGHTS

• The Skillset for Enterprise Sales
• Identifying the Need for Deeper Understanding
• The Purpose and Structure of Value Workshops
• The Impact and Benefits of Value Workshops
• Workshop Process and Implementation
• Workshop Flow

TOP QUOTES

Patrick Trumpi
[15:58] "So you have much less friction, when you roll it out, you already have the first people who think it's actually like this, right? They came up with the use cases that we want to cover. You can make it perfect because you have then three use cases.

[19:48] “I realize it's one of the most important skills salespeople miss on their own. And I think you have to train your sales team”

Matt Wolach

[14:57] "I think it's a fantastic thing for a few weeks. In season one, especially in the early days of really understanding your ICP, you will have an up-close personal interaction with them to hear all the challenges and what they want us all to hear, why it's important for them. I mean, just to get to know your market, it's super invaluable."

LEARN MORE

To learn more about Unique, visit: 

https://www.unique.ch/homepage

You can also find Patrick Trumpi on LinkedIn at: 

https://www.linkedin.com/in/patrick-tr%C3%BCmpi/

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

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

EPISODE SUMMARY

Webinars play a pivotal role in modern software sales funnels, offering entrepreneurs and SaaS sales professionals a powerful tool for connecting with potential customers. Whether through live or pre-recorded webinars, the key is to provide valuable and engaging content that educates, inspires, and persuades viewers. 

That’s why in this week’s episode of Scale Your SaaS, eWebinar co-founder and CEO Melissa Kwan graced the show to share why embracing webinars as an integral part of your software sales strategy can accelerate your business growth and achieve more tremendous success in today's competitive market with host and B2B SaaS Sales Coach Matt Wolach. Read on to find out more.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 265, "How to Win Deals with a Webinar - with Melissa Kwan"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Melissa Kwan, eWebinar co-founder and CEO

TOP TIPS FROM THIS EPISODE

• Embrace the Learning Journey of an Entrepreneur
• Recognize the Shift in Sales Approaches
• Utilize Webinars as Top-of-Funnel Assets

EPISODE HIGHLIGHTS

• Leverage Automated Webinars
• Avoid Pretense: Be Transparent and Engaging
• Disqualify Prospects Effectively
• Expand Your Reach with Automated Webinars

TOP QUOTES

Melissa Kwan

[17:49] "When you're automating something, you're actually selling to someone without ever talking to them. You need them to convert and take action on their own. And that's a very different way of coming up with a sales pitch. And in order to come up with that script, you have to know all the potential objections and address them upfront and work them into your scripts. Otherwise, that person is not going to convert, right."

[19:57] “If you are either doing it to win a customer or doing it to keep a customer because when you're a bootstrap company, you have so few resources. And it feels like you have to do everything and be on every channel and create every piece of content and be on every podcast and, and get feature parity with all your competitors. But only a fraction of those decisions will help you win someone, or keep someone and then add to your revenue so you can do more things.”

Matt Wolach

[09:36] "Sales reps are territorial. The demo is more than just showing the product."

[14:18] "It's so appealing, especially for people who are running small teams and trying to do a bunch of different things at once. But what do you say to people who might feel weird about making a pre-recorded webinar look real? And I think it's amazing the technology, people jump in and it feels like they're in a live webinar."

LEARN MORE

To learn more about eWebinar, visit:
https://ewebinar.com/
You can also find Melissa Kwan on LinkedIn at: https://www.linkedin.com/in/melissakwan/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/

Get even more tips by following Matt elsewhere:

• Sales Tips 
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EPISODE SUMMARY

Getting a dream exit is the ultimate end game for many software founders. There are multiple reasons behind each exit, but the goal for all is the same. How do you ensure that you get your money's worth when you finally put your SaaS, which you worked so hard for, up for sale?

In this episode of Scale Your SaaS, The Magnolia Firm Founder Christine McDannell talks about the right mindset and courses of action to take when exiting your business with host and B2B SaaS Sales Coach Matt Wolach. She also shares a lot of juicy insight about exiting the industry and how to extract the most value out of the sale. Get ready to ride off into the sunset with a winning exit!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 264, "How to Achieve Your Dream Exit - with Christine McDannell"

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

Guest: Christine McDannell, Founder, Business Intermediary & Broker at The Magnolia Firm

TOP TIPS FROM THIS EPISODE

• Focus on Building an Amazing Product
• Document Your Process and Keep it Simple
• Plan Your Exit Early
• Work Yourself Out of the Company
• Sell at the Start of the Burnout

EPISODE HIGHLIGHTS

• The Exit Industry is Currently Thriving
• Most Buyers are New to Entrepreneurship
• Young Founders Tend to Exit After Five Years

TOP QUOTES

Christine McDannell

[06:30] "What your company is worth is what somebody's willing to pay for it."

[07:54] "I never ever want to bully or pressure a seller into taking a lower price, or taking them to market and then pushing them down on price."

[11:08] "I'm passionate– even more passionate about helping somebody that's getting into entrepreneurship for the first time."

Matt Wolach

[09:43] "You need to have the right process, right formulas in place, the right playbook, so you can bring somebody in. They can take over, they can walk through that exact same thing– and sell just as well as you."

[14:10] "They're willing to pay more… you're gonna have more buyers, if you have it set up. And it looks so good. It looks great. You've got the process lined out and looks like someone could just take over and make it happen."

LEARN MORE

To learn more about The Magnolia Firm, visit:
https://themagnoliafirm.co/

You can also find Christine McDannell  on LinkedIn at: https://www.linkedin.com/in/christinemcdannell/

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

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY
SEO has been one of the cornerstones of content marketing in SaaS. You hear this term a lot among businesspeople and corporations. Many brands use this strategy, often stating that their blog adheres to SEO principles. And yet only a few actually generate traffic, much less close a deal from any of their web content.

In this episode of Scale Your SaaS, Growth Gorilla Founder, and CEO Alan Silvestri reveals his framework for setting your SEO game up for a victory with host and B2B SaaS sales coach Matt Wolach. He also shares other techniques and common mistakes when scaling through content. Tap the power of backlinking to make your content truly count!

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 263, “Why Your SEO Strategy Isn’t Working – with Alan Silvestri”

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

Guest: Alan Silvestri, Founder & CEO at Growth Gorilla

TOP TIPS FROM THIS EPISODE

• Know What Page to Promote
• Select the Right Backlink Type and Quantity
• Incorporate Internal Linking
• Add Statistics and Quotes
• Use Custom Graphics and Elements

EPISODE HIGHLIGHTS

• 91% of Content Has No Traffic
• Pricing Lower at the Start is Fine
• Either be Better or be Different 

TOP QUOTES

Alan Silvestri

[17:47] “So what happens is they get discouraged and they simply quit. And they stop doing promotion which– this leads to what I call the content graveyard.”

[18:38] “So you know your audience, you know the pain points of the audience. Then create content that’s targeting those pain points because those are typically low hanging fruit keywords with less competition.”

Matt Wolach

[3:44] “A podcast keeps you busy. I know that. But it’s a lot of fun and definitely a great learning experience.”

[7:39] “When you get started, it’s totally okay to charge something less than you actually will in the future.”

[8:26] “Make sure that you’re over-delivering for your early clients, and you’re able to get some awesome results.”

LEARN MORE

To learn more about  Growth Gorilla, visit: 

https://mygrowthgorilla.com/

You can also find  Alan Silvestri  on LinkedIn at: https://www.linkedin.com/in/alangrowthgorilla/

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

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY
In today’s fast-paced digital world, software businesses must stay connected with their customers to provide an optimal experience. However, with so much consumer data scattered across various applications and systems, getting a complete view of a customer is challenging. This problem is where a Customer Data Platform (CDP) comes in.

This week’s episode of Scale Your SaaS with Kaz Ohta, CEO & Co-Founder at Treasure Data, and B2B SaaS Sales Coach Matt Wolach will explore how a CDP can revolutionize your business and what to consider when implementing one.


PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 262, "How Treasure Data Went From $0 to $100M in Revenue - with Kaz Ohta"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Kaz Ohta, CEO & Co-Founder

TOP TIPS FROM THIS EPISODE

• Data Helps Businesses Improve Customer Experiences
• Determine if Data is Right for Your Business
• Learn From Customers

EPISODE HIGHLIGHTS

• The Role of Customer Engagement Strategies in Business Success
• Personalized Customer Experience is a Game-Changer 

 
TOP QUOTES

Kaz Ohta

[14:16] "And there's a lot of drama, and I was the head of engineering and product. So I needed to convince my co-founders, and some of the people didn't believe in so they tried to fire me to go to the board, and there was a lot of drama happening. But after that we grew from 50 million ARR to 100 million. So I'm glad we did that change."

[19:12] "I would say, commit 10 years, right? When we started the company, there were many startups in the same category, someone could pop out from stamp board, those engineering group who came out from Google started singing a product. Meta Microsoft music. After 10 years, we're the only ones who survived. Right? We listened to the customer. We had grit, right? So we just keep going."


Matt Wolach

[16:45] "I've had that same experience, where you just need the right person at the right time, sometimes they maybe have been the right person, but at the wrong time for your business growth cycle. And it can be a disaster. And I've done that as well. It's frustrating because you think they'll be so perfect, and it doesn't work out."

[19:57] "Just stay committed. And have that grit and know your customer."


LEARN MORE
To learn more about Treasure Data, visit: 
https://www.treasuredata.com/

You can also find Kaz Ohta on LinkedIn at: https://www.linkedin.com/in/kazukiohta/

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

Get even more tips by following Matt elsewhere:

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