Saas Breakthrough

Meet Talia Wolf, the founder of GetUplift which provides conversion optimization services for high-growth companies. Using customer-centric strategies, emotional targeting, persuasion, and data, Talia generates more revenue, sales and leads for her clients and students. In this episode, you'll hear about how GetUplift was founded and who is the perfect company ready for conversion optimization. You'll learn about building the framework for the emotional targeting methodology, the system that Talia uses to run her tests. You'll also hear about winning campaigns in SaaS and how Talia has built these over the last year, what tests you need to know and how to run them in your business. And finally, you'll hear about what Talia wants to see changing in the marketing landscapes that I think all SaaS companies need to know. This is an episode with many great lightbulb moments. Enjoy! Notes: 03:00 Using Psychology, Persuasion, and Emotion to Optimize Websites and Funnels 05:00 Finding Product Market Fit 09:30 The E

Meet Anthony Payne the VP of Global Marketing at Brightpearl which is a retail operations platform for retailers and wholesalers, with the mission of automating the back office so merchants can spend their time and money growing their businesses. Anthony and is responsible for demand generation, branding, positioning, and PR. In this episode, you'll hear the journey of BrightPearl from selling skateboards to e-commerce software, the initial steps that they had to take as an organization in growing the marketing department and how that became a scaled marketing department. You'll learn all about the thought leadership content pieces that BrightPearl is becoming so well known for and how they created this process. And, you'll discover the distribution secrets to evergreen pillar content and product marketing concepts you need to know for marketing. Enjoy! Show Notes: 02:40 Created to Fix Founder's Own Problem 04:30 Automation in the Back Office 06:10 The Phases of Finding Product Market Fit 08:50 Joining and F

Meet Ekaterina Kazakova the marketing manager at Blendr.io, an embedded integration platform for SaaS companies. Ekaterina joined Blendr.io during the very first days and is responsible for its global growth. In this episode, you'll hear how events can be a great kick-starter for a marketing team, live events in particular. You'll learn about the ABM strategies need to find your perfect target market, person-based advertising and how to incorporate it seamlessly into your outbound messaging. You'll also hear about the opportunities that are presented once you find product-market fit and how Blendr.io utilizes that and the number one event you should absolutely attend if you are in SaaS. Enjoy! Notes: 02:30 An Integration Platform Born From Constant Requests 04:00 The Best Integration Scenario For Each Company 06:30 Integrations' Builders and Consultants 07:20 Internal Resources and Prioritization 09:15 Joining At The Very 1st Day and Going Straight Into An Event 11:00 Focusing On SEO and ABM 16:30 Doing Pers

Meet Patrick Campbell, the Co-Founder and CEO of ProfitWell, the industry-standard software for helping companies like Atlassian, Autodesk, Meetup, and Lyft with their monetization (through Price Intelligently) and retention strategies. ProfitWell also provides a turnkey solution that powers the subscription financial metrics for over ten thousand subscription companies. In this episode, you'll learn about what every SaaS business needs to know about pricing, why pricing can be over complicated and the warning signs that you need to know to put more emphasis on it early. You'll hear about both the tactical and strategic elements to cure churn, running content like a media company for massive results and finally how to find that leverage in your team for maximum velocity. You're going to absolutely love this episode, lots of valuable tips, strategies and ideas. Notes: 03:30 Helping With The Hard Parts of Subscription Growth 04:35 It's About The Quickest Path to Learn Product Market Fit 08:40 Putting Together

Meet Mike Korba the Chief of Customer Success at User.com, a full-stack marketing automation software for all your messaging and relationships with customers. Mike has worked in the marketing industry for over 17 years; ten of those years specializing in digital marketing. On this episode, you'll hear how User.com found product-market fit within a growing and competitive marketplace. You'll learn why the chief of customer success is a critical role for any company, how concierge onboarding can be implemented and the ongoing activities that your team must know to keep customers in customer success. And finally, how NPS can be used to keep a continual pulse on customer retention. A great episode that goes in-depth into important processes of customer success. Enjoy! Notes: 03:05 Becoming The Larger Library of Adjustable Automation Templates 08:00 Joining In as Sixth Employee and First Investor 12:00 Different Onboarding for Tech-Savvy and Non-Techy Savvy Customers 18:25 The Framework to Make a Complicated Tool

Meet Rob Patterson, Chief Marketing & Growth Officer at AWeber, which is a SaaS that helps entrepreneurs and small businesses connect with their audience and accelerate the growth of their business through powerfully-simple email marketing tools and expertise. In this episode, you'll hear how Aweber has remained a market leader in a red ocean market for 20 years and what the first 90 days have been like for Rob as the new Aweber CMO. You'll learn about strategic branding for both internal and external marketing purposes when you need to spend time on net new marketing versus internal customer marketing and how marketing must be used for retention and hiring purposes in a growing company. This a very, very interesting episode. Enjoy! Show Notes: 04:15 Helping Startups, Small Businesses and Entrepreneurs Connect With Their Audiences 05:50 Keeping Leadership in a Market With Over 7000 Vendors 08:30 The First 90 Days: Unifying the Messaging 11:10 A Basic Messaging Exercise 11:50 Customer Marketing VS Net New

Meet Aashish Dhamdhere, who leads the marketing team at Skilljar, the leading customer training platform for enterprises to accelerate product adoption and increase customer retention. Prior to joining Skilljar, Aashish was the VP of Marketing at Amperity and built the global demand generation function at Apptio. He was also the VP of Customer Acquisition at LiquidPlanner. In this episode, you'll hear about the start of Skilljar and the pivots that took them into the SaaS software niche. You'll learn how customer education affects every single part of your SaaS customers life cycle, what webinars and courses can do for your onboarding and education process and the exact setups they use. You'll also hear the ABM lessons from a growing SaaS company and finally, the exciting opportunities that are coming in 2019 for Skilljar. Another incredible episode, enjoy! Notes: 02:45 Focusing on Customer and Partner Education 05:50 Pivoting to Focusing on Businesses and Specific Verticals 08:50 Inbound Flow, Customer Even

Meet Pia Riquelme, the Head of Global Marketing at Talkpush, the first Conversational Recruitment Platform for high-volume hiring companies. In this episode, you'll hear how Talkpush found their perfect product-market fit with enterprise volume hiring companies. We don't often have in the podcast the bigger companies that are doing enterprise sales, so this is an interesting new conversation. You'll learn the brand questions you need your team to review when looking at strategic branding and brand positioning, how you craft thought leadership and a strategic brand position for long term sales cycles, what that actually means, what it looks like for their dedicated ABM team and the constant organization they create to nurture enterprise clients. And finally, you'll hear about how small events can become global thought leadership growth hacks. Enjoy! Notes: 03:00 Using AI Powered Bots to Automate Screening on High Volume Recruitment 06:50 Coming in to Help With Branding and Messaging 08:50 The Internal Benefit

Meet Aaron Krall, who we bring back from one of our most watched episodes in 2018 -- episode #7. Aaron helps SaaS businesses who offer a trial, get more trials and convert trials into paid users and is the creator of the SaaS Growth Hacks Facebook group. You're going to hear about what he's been working on for the past year in the SaaS market industry. You'll learn about all the major issues he sees with non-US based SaaS companies that are actually an easy fix for huge wins, the exact framework breakdowns that he's using right now in SaaS companies, that you can implement to see incredible growth increases, especially in your free to paid trial conversion rates. You'll hear about the roadblocks to success most SaaS companies face in onboarding and you'll get a masterclass overview of how Aaron has found so much success with his Facebook community. Lots of actionable content, be ready to take down notes! Notes: 02:55 Welcome Back 03:25 Specific Type of SaaS and Specific Expert Interviews 06:30 The Next Neces

Meet Amir Jirbandey, the Head of Growth Marketing at Paddle, a hassle-free SaaS subscription management for growing businesses. He has been working in tech for the last 10 years and more recently implementing scaling Inbound Marketing strategies at fast-growing SaaS companies. In this episode, you'll hear about the market evolution of a fast accelerating growing tool like Paddle and what Amir's first steps were to get started as the head of growth marketing in an expanding SaaS. You'll find out about the outbound lessons learned that are leading the way for new initiatives in the company, how inbound marketing shapes the funnel flow of top, middle, and bottom of funnel content and the challenges they're up against that are creating fantastic new opportunities in 2019. Enjoy! Show Notes 02:35 Joining to Expedite Marketing Execution 03:40 The Middle Layer Between the Software Sellers and their Buyers 06:30 Understanding Customers, Solid Organic Traffic and Productivity 07:55 Productivity and Assessments 10:10

In this episode, we bring back Austin Distel, the CMO at Proof, who was a guest in episode #1. After making waves in the marketing world with their social proof notifications, Proof has continued to build website personalization products and by the end of this episode, you'll be looking at personalization and experiences through a whole new lens. You'll hear why personalization is so critical for marketers in 2019 and how Proof is now splitting their time to build the perfect positioning for Experiences, their new personalization product. And you'll find out why a content channel can set you up for a marketplace shift quickly and what you need to know if you're getting started with marketing in 2019. This episode runs a little bit longer as we had a lot of fun talking about what the future experience of the Internet looks like! Enjoy. Notes: 02:50 A Year Later, How Much Did We Grow 04:10 Benefits of Hosting a Podcast 06:15 The Journey of Tackling Conversion Optimization 13:15 From Wildly Different Case Studi

Meet Sid Bharath, our favorite SaaS consultant and growth marketer, who specializes in growing SaaS companies and was previously the VP of Growth at Thinkific, an online course platform that he's helped grow to the leader in the industry. He's also a marketing consultant who has worked with amazing companies in San Francisco like Gorgias, ShareDesk, Olark, LemonStand, CartHook, ReCharge and many more. In this episode, we bring back Sid Bharath who was a guest in episode #3. Since then he's been working in San Francisco with top SaaS companies so he has lots of insights into what's happening in the SaaS marketplace, what's changing and where are we going. You'll hear about the SaaS strategies that are actually working in today's B2B space. You'll learn the biggest mistakes Sid sees most SaaS companies making in marketing, the exact KPIs and systems you absolutely must have running to scale any marketing you have going and finally, the shifts in the SaaS marketplace that you need to be aware of for 2019. This i

Meet Adrian Maynard, Marketing Director at Refersion, a top affiliate and influencer marketing platform that has been very successful on Shopify. Adrian has led tech and B2B SaaS marketing teams since the early 1990's and has already started and sold his own B2B SaaS. In this episode, you'll hear about how Refersion found the perfect vertical on Shopify, finding the key problems to solve in marketing when Adrian joined and what the outlook for what the department was going to be. You'll learn how they had to expand outside of their own industry outside of that vertical of Shopify and the new challenges that come with it. And finally, you'll hear what marketing requirements are lined up for 2019 to actually get through all of those challenges. Lots of insights in this episode. Enjoy! Notes 02:50 An Affiliate and Influencer Platform for Ecommerce Merchants 05:30 Joining To Deal With Early Growth Challenges 07:29 Company DNA: Portability and Accessibility 08:40 Moving Upstream In Targeting 09:35 Tracking Everyt

Meet Ryan Bonnici, the CMO of G2 Crowd the world’s leading B2B technology review platform that’s helping more than 1.5 million business professionals make informed purchasing decisions every single month. Previously, he lead global marketing at HubSpot, Salesforce, and ExactTarget. In this episode, you'll hear about Ryan's journey from HubSpot over to G2 Crowd and the lessons he learned while making that transition. You'll hear what the first 120 days of going into a new company are like, what it was like for Ryan to be a CMO and the challenges that he was up against. You'll learn all about the major marketing experiments that have crushed the G2 Crowd yearly goals. And you'll find out how Ryan turned a $6,000 budget into an insane pipeline of growth for HubSpot. This story is remarkable. It's inspirational. It's a fantastic listen. You're absolutely going to enjoy this episode! Show Notes: 04:20 Creating Access to Unbiased Trusted Data From Actual Users 06:40 Differentiators: Size and Not Pay to Play 08:15

Meet Indus Khaitan, Chief of Growth at Chargebee. Indus straddles on both sides of the venture ecosystem as an angel investor and an entrepreneur. Before Chargebee Indus built a mobile security company that was acquired by Oracle. In this episode, you'll hear about Chargebee and how four friends started building a business without even a product. You'll find out how content marketing was the initial growth driver that pushed them into a competitive space and how they are doubling down on partnerships that bring value to the customer. You'll learn about the Chargebee incubator program, what Indus is doing with that program and the lessons he's learned along the way and also his long term approach to events. And finally, you'll hear about the biggest mistakes that Indus felt he made over the past year and how to fix them. An incredible episode, enjoy! Show Notes: 02:50 A SaaS for SaaS 04:05 Four Friends Decide to Build a Company Together 06:50 Finding Product-Market Fit 09:05 Starting Marketing With Content In

Meet Pulkit Agrawal, Co-founder and CEO of Chameleon, a SaaS Platform for Targeted In-Product Guidance and Marketing. Pulkit previously worked in data modeling and analysis in London and helped unemployed youth start businesses in rural India. In this episode, you'll hear how Pulkit founded Chameleon and found early product market fit over cups of coffee. You'll learn about the onstage launch event that he used to bring in qualified leads and customers early and the unspoken content initiatives that have been incredible growth drivers for their business. You'll also hear about the hard lessons learned along the way for Chameleon and things that you'll absolutely want to think about on your own journey in marketing. Finally, you'll want to hear about the big opportunity Pulkit spotted in SaaS marketing. Enjoy! Show Notes: 02:20 Interactive In-product Guidance and Marketing Without Writing Code 04:20 Why Can't I Have Something That... 05:15 Validation: The Same Story Again and Again 06:30 Initial Informational

Meet Ryan Kulp, the founder of Fomo, a social proof marketing platform. Ryan is a self-taught developer, musician, and blogger with a new book "Fitness for Hackers". In this episode, you'll find out how Ryan acquired a small app and the marketing initiatives that took them from a few hundred users to over 5,500. You'll learn why building a brand may be the main differentiator for SaaS apps of the future and how Fomo has been getting brand love. You'll also learn about the creative risks that are the powerhouse growth initiatives for Fomo and how to have different ideas. And finally, you'll hear about the hard lessons that Ryan has learned along the journey. This is truly an incredible episode, with lots of ideas you can easily implement. Enjoy! Notes: 02:00 The Online Equivalent of a Busy Store 03:15 Doubling The Customers Within a Few Months 04:05 The Power of Being a Cool Tool and The Network Effect 06:50 When Data Screams The Right Target Market 10:45 Fomo Open 14:10 The Author Approach For Cont

Meet Dan Taylor, an entrepreneur who has co-founded 4 startups, including a SaaS product acquired by WizKids in 2013. He currently runs two companies he founded: AppsEvents - a Google Professional Development Partner that organizes Google Education summits and training events worldwide and EventsFrame - a ticketing SaaS for event organizers with "no ticket fees". In this episode, you'll get a unique perspective into the early days of building a software project, especially if you have another company or another business that's already running and then you're creating something based on a pain you found on one of those previous businesses. You'll hear about the pros and cons of building your SaaS based on your own pain and what it's like to still be in the early stages of your SaaS. You'll learn the lessons that they got doing an AppSumo deal early on and the exact dos and don'ts for anyone thinking about doing a deal. You'll find out about early stage virality and how to build it, the integration ma

Meet Casey Armstrong, the CMO at Shipbob. ShipBob offers simple, fast, and affordable fulfillment for e-commerce businesses. Casey drives high-growth at B2B SaaS companies by integrating the entire marketing toolset to focus on rapid execution and aggressive, customer-centric strategies and has consistently acquired millions in net-new annual recurring revenue, managed millions in digital advertising spend across multiple channels, and driven billions of organic pageviews through a cross-functional, data-driven approach. In this episode, you'll hear about the mental switch that Casey had to make to go from a big tech company like BigCommerce to ShipBob, the outbound strategies that launched ShipBob and got them off the ground and some of the interesting lessons Casey learned from that. You'll find out about the digital partnership strategies that have exploded growth for ShipBob, their approach to finding the perfect partners and how they nurture those relationships to see massive ROI and finally, you'll hear

Meet Kevin White who leads the growth marketing team at Segment. Prior to Segment, Kevin has helped a handful of high-growth SaaS companies scale through team building and demand gen efforts. Segment makes analytics and data collection easy. Use Segment instrument event tracking once, integrate with 250+ tools with the flip of a switch, and power those tools with consistent customer data. In this episode, you'll hear about why personas are sometimes incorrect and how to accurately use the JTBD framework to find the right segments. You'll learn how to find audiences that are ready for your product at the exact right moment and really understand levels of awareness and intent and how that translates to perfect leads and sales. And you'll also hear about the hard lessons learned in marketing from the growth team at Segment and the new level of personalization they believe is required to make a big impact on users. It was a great interview, enjoy! Show Notes 02:20 Making Analytics And Customer Data Collection Su