The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship
Sangram Vajre is the co-founder and CMO of Terminus, a SaaS platform that enables sales and marketing teams to run account-based marketing (ABM) at scale.

Before co-founding Terminus, Sangram led the marketing team at Pardot through its acquisition by ExactTarget and then Salesforce.

He's also the author of Account Based Marketing for Dummies' and the mastermind behind FlipMyFunnel.com, a community for B2B marketing, sales and customer success professionals.

This is a story about 3 first time founders who set out to build an account based marketing platform. In those days, most people didn't even know what ABM was.

They didn't have much money and realized how difficult it was going to be for them to get the attention of their target customers (B2B marketers).

So they asked themselves a simple question -- How can we stand out?

They did that by building a community first and focusing on educating their prospective customers, not pitching their product.

In this episode you'll learn:
* How a blog post helped them get the attention of their target customers.
* How they organized their first conference and got 300 people to turn up.
* How they turned a small conference into a community of thousands of people.
* How they drove sales by educating, not pitching.
* What they dealt with high customer churn in the early days.

Today, Terminus has raised over $20 million in funding and has almost 200 employees.

There are some great ideas in this interview that you might also be able to use to stand out in your market by focusing on building community and educating prospects.

And you don't need thousands of people - Terminus started with just 300 people.

So I hope you enjoy it.


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Direct download: SaaS_184_Sangram-Vajre.mp3
Category:general -- posted at: 5:00pm PST

Andrea Waltz is the author of the book 'Go for No! Yes is the Destination, No Is How You Get There'.

There's plenty of advice out there on how to get people to say yes. But 'Go for No' recommends just the opposite. And it shows how focusing on increasing your failure rate can accelerate your momentum towards success.

So I invited Andrea to discuss what SaaS founders and entrepreneurs can learn from this.

In this interview, you'll learn:
* About the old and new models for success and failure.
* How you can apply Go for No to help you achieve your business goals.
* What you can do to overcome fear of failure and rejection.
* And how to get past failures quickly and move on.

So if you're currently struggling to get more people on demo calls, or struggling to close more sales or you're having a hard time getting investors to say yes to your pitch, then you might find this episode useful.

Or if you don't currently have any of those specific issues, but feel like you need to build your mental resilience, then you might get some useful insights here.

So I hope you enjoy it.


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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: SaaS_183_Andrea_Waltz.mp3
Category:general -- posted at: 5:00pm PST

Oleg Rogynskyy is the founder and CEO for People.ai.

People.ai is a SaaS platform that uses artificial intelligence to helps sales teams to be more effective by automatically capturing all their sales activities and then giving them giving them clear and actionable insights.

People.ai was founded in 2016 and has raised around $7 million in funding.

But back in 2010, Oleg was doing the 9 to 5 at another company, when he had an idea for a startup. He realized there was a need for democratized, cloud-based text analysis. So he left his job to bootstrap a startup called Semantria.

It took Oleg and his co-founder George about 9 months to build the product and to land their first customer. And Oleg spent the majority of those 9 months talking to prospective customers using a consultative selling approach. He focused on two main things -- listening more than he was talking and providing his prospects with real value before even talking about his product.

And that approach paid off. The founders went from zero to $5 million ARR in just over 2.5 years. And then did no inbound marketing. They just focused on doing one thing -- outbound sales really well.

In this episode, you'll hear about Oleg's story and what he did to build both Sementria and People.ai. And you'll learn some awesome tactics and tips on using consultative selling with your own prospective customers.

I hope you enjoy it and get some actionable insights of your own.



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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: SaaS-182-Oleg-Rogynskyy.mp3
Category:general -- posted at: 4:00pm PST

Andy Baldacci is the host of The Early Stage Founder podcast and a marketer at Groove.

Groove is a simple help desk SaaS product that's used by over 8000 companies. The business was founded in 2011 by Alex Turnbull. Alex bootstrapped the business and had grown it from zero to over $500,000 in monthly recurring revenue.

For 2 years, Alex and his team tried to make content marketing work for them. But they were getting nowhere. And at one point, he seriously considering shutting down their blog for good.

But after taking a step back, he decided to launch new blog. It was about a startup's journey and sharing everything they learned getting to $100,000 in monthly recurring revenue. At that point they were only making a few thousand dollars a month.

It was a unique approach at the time. And it was a big audacious goal. But they worked hard to publish high-quality, in-depth, transparent content every week. And it started to pay off.

And over the last 5 years, that blog has been the biggest driver of growth. It's helped them to go from a few thousand dollars a month to a $5 million business.

But recently, Alex and his team decided to shutdown the blog -- at least for a few months. Growth was slowing down and they realized that what got them here, wouldn't necessarily get them to their next big milestone of $10 million a year.

In this episode, Andy shares the story of how they used the blog to get to $500,000 in MRR, why they shut down the blog and what they're doing to reboot their content marketing efforts.


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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: 181-andy-baldacci-groove.mp3
Category:general -- posted at: 4:00pm PST

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