The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship (formerly ConversionAid Podcast)
Oleg Campbell is the founder and CEO of Reply.io, a SaaS platform that puts your email outreach on autopilot while keeping it personal.

Oleg is a developer who grew his previous startup from zero to $150,000 a year. But sales flatlined after that and he couldn't figure out how to keep growing.

He believed that his lack of sales experience was a major factor. So he took a part time sales job where he basically worked for nothing - just commission.

And in the 6 months that he worked there, he didn't make a single sale. But he learned a lot about sales. And that experience helped him come up with the idea for Reply.

So he moved back to Ukraine, where he was able to cut his living expenses. That allowed him to hire a developer who could work with him on Reply.

And this is when his new found sales experience really helped him. Not only was he able to close more sales, but he was also able to understand his target customers (who were mainly sales people) much better.

In 4 years, he's gone from zero to $180,000 in monthly recurring revenue.

We talk about how he acquired his first customers and what he did to grow the business. And we discuss how he's grown a business doing over $2 million a year.

It's a great story with some great lessons. I hope you enjoy it.


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Direct download: 176-Oleg-Campbell-Reply.mp3
Category:general -- posted at: 4:00pm PDT

Max Armbruster is the founder and CEO of TalkPush, a SaaS recruitment platform that leverages the power of messaging and social media to help businesses that need to hire large numbers of employees.

Max used to interview hundreds of candidates on the phone every year. It took up a lot of his time and at the end of each day he felt drained. He desperately wanted to use technology to make hiring more productive, but he couldn't find anything that didn't create unnecessary barriers between him and the candidate. So he kept calling.

In 2014, he released the first prototype of TalkPush and sold it to a small call center. The product would call candidates and use an interactive voice response service to ask them screening questions.

One day during lunch with his team, someone mentioned that Facebook had launched a platform that enabled you to build and integrate chatbots with Facebook Messenger. Max hadn't heard about this before, but immediately he knew that this was what they needed. So before they finished lunch, Max had already told his team that they needed to stop what they were doing and start focusing on building a chatbot.

From its humble beginnings in 2014, Max has grown TalkPush into a business that's doing over $100,000 in monthly recurring revenue.

We talk about how he took a pain that he was personally experiencing and turned it into a business. And we have a great discussion on the ups and downs of building a million dollar SaaS business and the lessons he's learned along the way.

I hope you enjoy the interview.


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Need help building, launching and growing your SaaS business? Join SaaS Club Plus and get the insights, motivation and support you need to succeed. Learn more about SaaS Club Plus.
Direct download: 175-Max-Armbruster-Talkpush.mp3
Category:general -- posted at: 4:00pm PDT

Sri Ganesan is the Director of FreshChat, a modern messaging software product that helps businesses to have marketing, sales and support conversations with customers.

FreshChat started out as Konotor, a startup which Sri founded with a couple of friends. The founders originally set out to build a Whatsapp competitor. But realized that building a platform like that required a lot of capital. So they pivoted and focused on a mobile user engagement platform for 2-way messaging inside your app.

Eventually that product was acquired by FreshDesk and became FreshChat.

In this interview you're going to hear that story and discover some interesting lessons.

Firstly, Sri wasn't happy about how the sales guy on his team was pitching the product to customers. Sri felt that the sales guy was under selling the product by pitching just one basic feature instead of communicating the full value of the product. But in hindsight that turned out to be a smart decision by sales guy and Sri shares what he learned from that experience.

Another great lesson Sri shares is how many customers kept asking them for a feature, but the founders didn't agree. They had a strong vision for their product and felt that this particular feature would move them away from that vision. So they never built it. But years later, after they were acquired, they did add that feature to their product which resulted in significant revenue growth. We talk about what that feature was and the lesson that Sri learned.

It's a great an interview. I hope you enjoy it.


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Direct download: 174-Sri-Ganesan-Freshchat.mp3
Category:general -- posted at: 2:00am PDT

Kyle Racki is the co-founder and CEO of Proposify, a SaaS product that helps you create proposal documents, collaborate with your team and streamline your sales process so you can close deals faster.

The company was founded in 2014 and is based in Halifax, Nova Scotia.

Kyle and his co-founder Kevin came up with the idea for Proposify when they were running a design agency. But they didn't do anything with that idea for several years.

Eventually they decided that they wanted to get out of the agency business and went back to their idea. They built a prototype and got a lot of positive feedback.

But when they launched, the results were disappointing. They got to around $800 a month in MRR and flatlined there for almost a year and a half. Today, their business generates over $4.5 million in annual recurring revenue.

We talk about what kept them going when they were only making $800 MRR. And we deep dive into specific things they did that led to their hockey stick growth.


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Need help building, launching and growing your SaaS business? Join SaaS Club Plus and get the insights, motivation and support you need to succeed. Learn more about SaaS Club Plus.

Direct download: Kyle_Racki_Proposify.mp3
Category:general -- posted at: 11:53am PDT

Hannah Chaplin is the co-founder and CEO of Receptive.io, a platform that helps SaaS companies to identify the highest impact things that their team should be working on right now.

The platform helps to gather feature requests and feedback from customers, internal customers and the market and turn that data into clear and actionable insights.

Receptive.io was founded in 2015 and is based in Sheffield, England.

The founders came with the idea for Receptive when they were running another business and struggling to manage feature requests and feedback from customers.

After building an MVP, they joined an accelerator in England and spent about 5 months just doing customer interviews. They learned that they were focusing on the wrong customers and needed to think bigger.

But once they'd built the product, they also had a hard time selling to these big customers because they didn't lack sales experience and know how.

In this episode, we talk about how they overcame those challenges, what they did to grow the business and what they've learned from making many mistakes along the way.

It's a great interview. I really enjoyed chatting with Hannah and I hope you'll enjoy this interview too.


Enjoy the show? Subscribe and leave a rating & review to show your support.


SaaS Club Plus


Need help building, launching and growing your SaaS business? Join SaaS Club Plus and get the insights, motivation and support you need to succeed. Learn more about SaaS Club Plus.
Direct download: SaaS_172_-_Hannah_Chaplin_-_Receptive.mp3
Category:general -- posted at: 2:00am PDT

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