This is the last of a six-episode series with Trilogy Search Partners focused on Search, Search-backed acquisitions, and small business operations. Today we have a great conversation with Stijn Hendrikse, an operating partner at Trilogy.

As an author of T2D3.pro, serial entrepreneur, and marketing leader, Stijn has contributed to the success of 10+ startups as a C-level executive, including the Chief Revenue Officer of Acumatica and CEO of MightyCall, a SaaS contact center solution.

Stijn founded Kalungi - the global leading Growth-as-a-Service provider focused solely on B2B SaaS companies, and Amy.us, an AI-powered conversation platform that allows small business owners to service their customers better.

Before focusing on startups, Stijn led global SMB Marketing and B2B Product Marketing for Microsoft's Office platform.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn.

Links:

Stijn on LinkedIn

Trilogy Search Partners

Browzwear

Topics:

(1:53) - Breaking down the SAAS business model

(4:22) - What are some of the SAAS companies and marketing teams you've been a part of over your career?

(7:20) - What led you to ultimately work with Search Funds?

(11:22) - What kinds of companies do you encourage Searchers to look for?

(13:50) - How do you value the effectiveness of a marketing function in a company?

(20:03) - Where can early CEOs improve on pricing?

(25:58) - Do you recommend any proactive communication cadence with customers?

(30:45) - How do you start developing a high-performing marketing function?

(33:38) - When does bringing on a fractional CMO make sense?

(35:24) - What's the best mix long-term for in-house marketing vs. outsourcing?

(37:36) - How do you find the right person to grow within your marketing function

(42:17) - What strategies do successful CEOs use to help get teams behind their vision?

(43:49) - What's really important to know about the Ideal Customer Profile?

(48:25) - How do you develop an effective outbound campaign?

(57:36) - How incoming CEOs can add value