In this episode of the SaaS Revolution Show, our host Alex Theuma is joined by Sujan Patel, Co-Founder at Mailshake, who shares how Mailshake moved upmarket from SMB to enterprise.

Having founded Mailshake in 2019, Sujan also owns 4 other SaaS companies under the Ramp Ventures brand. Sujan has over 15 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Cafepress and many other Fortune 500 calibre companies.

In this episode you'll hear:

📨 The founding story of Mailshake

📨 How far Sujan got when solely focused on SMB

📨 The impact on the business moving from SMB to enterprise

📨 Key takeaways from moving upmarket

📨 His biggest failure and lesson learned

🌟 PLUS a sneak peek into his speaking theme for SaaStock USA..!

& more!

Want to network and chat all things SaaS with Sujan in-person? Join us at SaaStock USA 2023 happening 31 May - 2 June in the silicon-lit hills of Austin Texas 🇺🇸

Prices increase January 31st at midnight - snag yours before they're gone! Get 10% off using code 'SAASREV' https://ti.to/saastock/saastock-usa/discount/SAASREV 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Bootstrap Stage: Dave Kellogg, Executive in Residence, Balderton Capital, discusses how to drive your SaaS GTM efficiency in the next two years using these key strategies and tactics.

With the need to extend cash runways, a threatening macro environment, and never-ending pressure to improve efficiency, SaaS startups today are thinking hard about how to improve the efficiency of their go-to-market (GTM) operations as they enter the 2023 planning season. In this fast-paced presentation, Balderton's SaaS executive-in-residence, Dave Kellogg, will discuss strategies and tactics that work -- and that don't work -- to improve the efficiency of your GTM operations. 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Scale Stage: Avi Meir, Co-Founder and CEO TravelPerk, joins Lina Chong, VC at Target Global to discuss the value of values: how following one rule led TravelPerk to the unicorn club.

When the pandemic hit in 2020, business travel came to a standstill and TravelPerk faced extremely tough decisions as growth halted. Two years later, we are a unicorn and sticking to our values has been key to not only surviving, but thriving. 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Scale Stage: Des Traynor, Co-Founder and Chief Strategy Officer at Intercom, discusses reacceleration: how SaaS companies can find and build new engines of growth for the years ahead.

After a turbulent couple of quarters, startups realise that sitting on their hands and waiting for another bull market to make everything right again is not a strategy. Instead, they must control their destiny, find new revenue growth engines, and ultimately push their business forward. This talk is based on conversations with dozens of startups of all shapes and sizes and is all about how to find the areas within your business where the massive opportunities lie, and how to exploit them. 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Bootstrap Stage: Asia Orangio, Founder & CEO DemandMaven, discusses how to recession-proof your SaaS: 3 keys to surviving just about any economic downturn

You've seen tweets about it, deep-dives on Reddit, and possibly even a few segments on live TV if you've been particularly daring. It's all of the recession-talk, the debates about if it's real or imagined, and the never-ending advice on what to do. This leaves an early-stage SaaS founder thinking: do I need to be worried, and what do I most need to pay attention to? In this session, I'll breakdown the 3 keys to reducing your exposure to just about any economic event and recession-proofing your SaaS in this quick blitz through research, a few key data points, and a real-life story. 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Scale Stage: Godard Abel, Co-Founder & CEO at G2, discusses surviving and thriving in a downturn: his lessons learned weathering economic storms over 25 years building SaaS leaders.

Godard Abel shares what it takes to weather economic storms and market downturns as a SaaS leader. Surviving the downturn and thriving to success can be done. Join him to hear the lessons learned from over 25 years of working to stay ahead of the game.

~~~~

Want access to ALL content from SaaStock 2022? With a one-time $10 fee, it's yours. Click here to watch all content: https://bit.ly/S22Content 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

From the SaaStock 2022 Bootstrap Stage: Mohannad Ali (CEO Hotjar) and Alex Delivet (Founder & CEO Collect).

Startups need to juggle various critical business decisions when planning for future growth. From VCs and funding rounds, to private equity or staying bootstrapped, the choices are never easy.

In this session, Mohannad shares his experience taking Hotjar, the leading product experience insights platform, from its decision to stay bootstrapped to $40 million ARR until its acquisition to Contentsquare in 2021. He provides insights on the strategies used to build continuous growth in the bootstrapped stage, the considerations and processes for acquisition, and the impacts of a new partnership on the business.

~~~~

Want access to ALL content from SaaStock 2022? With a one-time $10 fee, it's yours. Click here to watch all content: https://bit.ly/S22Content 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

The latest episode of the SaaS Revolution Show sees Massimo Arrigoni, CEO at BEE, join our host Alex Theuma to share his lessons learned having run remote retreats for the past five years.

Massimo shares:

✅ Lessons learnt from scaling BEE

✅ The company's key data points

✅ Mistakes remote companies should avoid

✅ His biggest failure and lesson learnt

✅ His advice to getting through the headwinds facing SaaS

and more!

---

SaaStock is heading across the pond to Austin, Texas! Join us May 31 - June 2 2023 at the Austin Marriott Downtown for SaaStock USA 🇺🇸

Two-for-one flash sale live NOW until 10/12/22 - head on over to saastock.com/saastock-usa and use code SAASREV to get yours! 💸 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

The latest episode of the SaaS Revolution Show sees Elias 'Eli' Rubel, CEO at Matter Made, join our host Alex Theuma to share why SaaS companies need to be thinking about demand efficiency.

Eli shares:

🔥 Interesting lessons learnt from working with Dropbox, Loom, and Calm

🔥 What demand efficiency is and why we should care about it

🔥 How founders can implement it in their business

🔥 How to stop impostor syndrome driving your actions

🔥 What he's most looking forward to in 2023 (and what are you most concerned about)

and more!

Get your SaaStock 2023 tickets at their LOWEST EVER prices during our Friends & Family sale. PLUS take advantage of our buy-one-get-two deal. Prices increase Friday 2 December at midnight: https://ti.to/saastock/saastock-2023/discount/FRIENDS+FAMILY 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)

The latest episode of the SaaS Revolution Show sees Osman Koc, Co-Founder and CEO at UserGuiding, join our host Alex Theuma to share how UserGuiding brings in over 10 million organic impressions per month through inbound marketing.

Osman shares:

✅ The founding story behind UserGuiding

✅ Lessons on getting to $2M ARR+

✅ The key content marketing decisions made to get those results

✅ The best advice he's ever received

✅ The hardest thing about being a CEO

✅ Why he joined the SaaStock Founder Membership

✅ What's next for UserGuiding

And more! 

 

 

Check out the other ways SaaStock is helping SaaS founders move their

business forward: 

🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland

Book you tickets: https://saastock-europe.com/tickets/

🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas

Join the waitlist: https://saastock-usa.com/

🤝 SaaStock Founder Membership: A private members group of B2B SaaS

founders between $100K - $10M ARR who are committed to growth and

helping others (https://www.saastock.com/founder-membership/)

🌎 SaaStock Local: Monthly meet-ups in cities all around the world,

bringing together SaaS enthusiasts and experts to discuss the most

pressing topics in SaaS (https://local.saastock.com/home)