SaaS Breakthrough

Meet Antoine Goret, the head of sales & marketing at Crisp. Before heading to Crisp, he was the head of growth of a startup accelerator, working with startups backed by VCs. In this episode, you'll hear how an open-source solution became the foundation for Crisp chat. You'll learn about the power of free and how it drives massive traffic for them, the free to paid in-product model that they're using. You'll also find out about the core growth strategies to maximize your search intent and how they're using the marketplace search terms to help customers find them as an alternative product in a competitive marketplace. This episode runs a little bit longer than normal, but Antoine brought a lot of great knowledge and insight into this episode. Enjoy!

Meet Michael Brown the CEO and founder of nDash, a content creation platform backed by the world's top writers. In this episode, you'll hear how nDash evolved from Mike's freelancing business to a thriving SaaS company. You'll learn about the priority process of marketing to users and consumers at the same time, even when bootstrapped, the referral strategies that attracted great writers to the nDash writing team and the marketing language required to attract the right agencies and businesses. And finally, you'll learn what's next for nDash looking into 2020. Enjoy!

Meet Pinja a Content Marketing Strategist at Advance B2B, where she helps B2B SaaS companies crush their growth goals with customer-obsessed content and brand marketing. In this episode, you'll hear how exactly Advanced B2B has become a leading agency for SaaS content marketing. You'll learn the exact positioning and messaging system that Pinja uses to find killer content, what you need to think about when coming up with your content strategy and why focusing on frameworks can actually hurt your marketing efforts. And finally, you'll learn what Pinja is seeing working well in content marketing moving into 2020. Enjoy!

Meet Marcus Svensson the Head of Growth at Albacross, a software that makes B2B lead generation easier. Marcus has a background in mathematics and previously founded Marketplace Startup. In this episode, you'll hear about Albacross’s journey to create the best free lead generation tool ever and the marketing pivot that took them from a free tool into a paid tool. You'll learn the marketing lessons from a freemium model and then from a paid model, and the transition that was necessary to get there. And finally, you'll learn Albacross’s secrets to maximizing your results with lead generation. Enjoy!

Meet Aazar Ali Shad, the VP of Growth at UserPilot, a company that helps you deliver the perfect product experience. Aazar has more than 6 years of SaaS experience and is currently helping 600+ SaaS companies improve user onboarding and increase product adoption. In this episode, you'll hear about Aazar's journey and how he stepped into the role of head of growth at UserPilot. You'll learn about the power of leading with value in marketing and the results Aazar got from the marketing initiatives he did early on. You'll find out about the three strategies any startup can use for initial experimentation, and what they did when they bought a booth event that helped them maximize ROI. And finally, you'll hear about the future of SaaS and what every marketer needs to know. This is a slightly longer episode but with lots of tips for you to implement. Enjoy!

Meet Cori Pearce, the Director of Marketing at ChurnZero, a real-time Customer Success Platform that helps SaaS and subscription businesses fight customer churn. In this episode, you'll hear how finding a gap in the customer journey allowed two founders to build ChurnZero. You'll hear about building the foundation of a marketing team and what Cori had to do when she first joined the company. You'll learn about having creative marketing ideas that explode brand awareness in a competitive and busy marketplace and how to leverage thought leadership to create brand awareness and direct ROI. And finally, you'll hear the lessons learned from running the ChurnZero "R.Y.G." offline roadshow. Enjoy!

Meet Kristen Bryant who works in Partnerships & Production at Wistia - the leader in Brand Affinity Marketing for small and medium-sized businesses. In her role, Kristen leads Wistia’s partnership efforts and supports the creation, execution, and promotion of their long-form video series. In this episode, you'll find out about the new focus on brand affinity at Wistia and the evolution to get there. You'll hear the big lessons that their team learned from the docu-series One Ten One Hundred that has them going all-in on video content. You'll learn how they created and built the Brandwagon show, the metrics they're using to track its growth and all the steps to create a show specifically for building brand affinity at a B2B SaaS company. And finally, you'll hear about where video content is headed in the future. This is an incredible episode and you're absolutely going to love it!

Meet Liam Martin who runs Time Doctor and Staff.com - one of the most popular time tracking and productivity software platforms in use by top brands today. Liam is also a co-organizer of the world's largest remote work conference "Running Remote". In this episode, you'll hear how a graduate program started Liam's journey into SaaS. You'll learn about the pros and cons of bootstrapping versus funding and what you need to know for B2B marketing. You'll also hear about the future of SaaS, what's about to happen in the marketplace according to Liam and how you need to be building a moat in marketing to protect your business. And finally, you'll learn about the SEO system that is creating huge acquisition momentum for Time Doctor. Enjoy!

Meet Adam Ruhland the Director of Marketing at Hubstaff Tasks, an Agile project management tool made by the creators of Hubstaff. Adam is focused on data-driven decision making, and sticking with what works when it comes to digital marketing. In this episode, you'll hear about the #1 driver for growth at Hubstaff and why that's been Adam's sole focus. You'll learn how to effectively stay focused on a marketing initiative and double down the right way, which is about quality versus quantity on SEO, what's better and how to implement it properly. You'll also learn how to optimize content and why you need to update it consistently. And finally, you’ll hear the lessons learned from Hubstaff’s marketing department when they experimented with new thought leadership content. Enjoy!

Meet Micah Rowland, COO of Fountain, a hiring automation software for the New Service economy. Micah builds people, teams, and processes that have taken multiple companies from 50 to 250 people and $5 million to $30 million in revenue. In this episode, you'll find out how Micah got involved with the Fountain team and where they are headed in the SaaS marketplace. You'll learn about Micah's journey in SaaS, when you should feel comfortable to go from MVP to growth mode and the specific KPIs that are most important to understand for the real health of your company. You'll also find out about the warning signs that you can't ignore in your business and how pricing in the SaaS model will be evolving. This is an episode full of specific examples and information on the different parts of the SaaS growth process, enjoy!

Meet Nicole Smith, the CMO of UserIQ, a customer success platform helping businesses align around user needs. Prior she led the marketing efforts at Dodge Communications (now MERGE Atlanta). In this episode, you’ll hear about Nicole’s journey joining UserIQ as their first full-time marketer. You’ll learn about the process they had to go through to find product-market fit in the early stages of their SaaS and the valuable lessons learned. You’ll find out how to build a focused long and short term marketing plan for lead gen and demand gen, and Google advertising secrets you can use to generate quality leads. And finally, you’ll hear how events both in-person and live webinars can be a great marketing experiment to generate quality leads. This is an episode with lots of amazing examples to back up points and very detail-oriented, enjoy!

Meet Sarah Ann Cantu, the marketing director at Qualaroo, a lightweight user research tool built to empower UX and product designers. Sarah Ann Cantu has held various marketing roles in the B2B SaaS venture equity fund, Scaleworks, since 2017. In this episode, you'll hear from Sarah what life is like after a venture-based acquisition for Qualaroo. You'll learn what it takes to pivot your product-market fit while you have a live active product, the lessons learned from the customer interview process during that pivot and the Qualaroo’s content marketing guide and how they are succeeding with content in 2019. Finally, you'll learn what Sarah recommends to see great ROI with LinkedIn Ads. There are lots of recommendations, tips and golden nuggets hidden in this episode so definitely take notes, enjoy!

Meet Harmony Anderson, the Director of Demand Generation at Outreach.io, the market-leading sales engagement platform. As a revenue-focused marketer, Harmony has diverse experience building integrated sales and marketing programs using the latest and greatest technology and data. In this episode, you'll hear about what it was like for Harmony to join unicorn Outreach.io. You'll learn about the process of refining a demand gen process in a growing company, breaking down data and multi-channel attribution the right way, the ABM campaigns that are crushing it right now for Outreach and the tools required for a quality outbound campaign. You're going to love this episode with a great guest who gives so much quality content!

Meet Keith Messick, the CMO at Dialpad, a business communications company. Previously, he served as the CMO at Lucidworks and also held senior leadership roles at Topsy (acquired by Apple), Get Satisfaction, and SuccessFactors. In this episode, you'll hear where Keith believes video and voice communication is headed in the modern B2B world and for modern companies. You'll learn how to win in a crowded marketplace with creativity and savvy, raising funds for marketing and its importance in today's age. Then you'll find out about the lessons learned by Keith during his tenure at Dialpad and how he works to avoid making big mistakes. And finally, you'll hear how SaaS marketing is changing and where it is headed in 2019. Keith is very knowledgeable and has a wealth of experience, and it really comes to show in this episode, enjoy!

Meet Rajiv Nathan, the founder of Startup Hypeman. Rajiv helps SaaS startups not suck at how they pitch and tell their story so they stand out to customers and investors, and stand apart from competitors. His work has been featured in Inc, Forbes, Huffington Post, and more, and he's partnered with accelerators across the U.S. In this episode, you'll hear the story of how Startup Hypeman came to be. You'll learn the Superhero Strategy to craft the perfect message for your SaaS Company, the "Que PASA" formula that you need to know to create perfect pitches, outbound campaigns, and demos. And you'll also learn how to organize a 10 out of 10 elevator pitch and finally, the X to Y Paradox and how that helps explode your outbound email results. Rajiv has a unique quality to him, a great storytelling mechanism and his messaging is a lot of fun. You're going to have a ton of fun listening to this episode!