The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship

John Stojka is the co-founder and co-CEO of Sertifi, a SaaS product that enables companies to electronically sign contracts and collect payments quickly and easily.

You've got a great SaaS product, so why aren't more people buying it? Well, it might be because you're targeting a market that's too broad. Maybe you need to narrow your focus.

But how exactly do you narrow down a market without going too small?

In 2008, two brothers in Chicago (John and Nick) had the idea of building a SaaS product to let companies electronically sign contracts. They did some research, built a prototype and quickly landed their first customer.

Things were looking good for their business, until one day when they turned up to work and were served papers for patent infringement. They were being sued by a big competitor. Many people would have given up at that point, but the brothers decided to fight the lawsuit.

And they eventually won, but they had to work on it almost full time for 8 months and it cost them close to $150,000.

It was a huge distraction and in those 8 months they did very little to improve the product. The market started slipping away from. Their product was quickly becoming obsolete while their competitors kept innovating and raising lots of money.

They knew that something had to change. Eventually they decided to narrow down the market and focus on a really small segment. Instead of competing in a market with millions of prospects, they chose a market with about 300 potential customers.

It helped them to get super-clear about their target customers and exactly what problems they had. And that bet paid off.

Today, their company generates over $10 million in annual recurring revenue and has 60 employees. And their business is totally bootstrapped.

It's a great story with a ton of ups and downs and great insights.


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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: SaaS-202-John-Stojka.mp3
Category:general -- posted at: 5:00pm PDT

Thomas Smale is the founder of FE International, an M&A firm that helps business owners to sell their SaaS, e-commerce and content businesses.

FE International offers comprehensive exit planning services, as well as direct access to an established network of pre-qualified international investors. And Thomas has consulted with hundreds of internet entrepreneurs on exit strategy, growth and business development.

You're hoping to sell your SaaS business in the next year or two. But you're not sure where to begin and how to put yourself and your company in the best position for a sale.

In this episode, we're going to teach you how to make your SaaS company more sellable, so you can get the possible outcome from a future sale.

You'll learn what the overall sales process looks like. And then we'll look at the typical mistakes that SaaS founders make and share some key lessons with you.

By the end of this interview, you should have some great insights and know exactly what you need to do to build a SaaS business that you can sell.


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-Podcast-Thomas-Smale-201.mp3
Category:general -- posted at: 4:46pm PDT

This is a special episode and I have three guests on the show today!

We're going to teach you something that I believe is so important to building a successful SaaS business, yet very few people talk about it.

When you're asking for a sale from a potential customer (whether in person or on your website) you need to present an attractive offer. You need to tell them about your product, how it will help them and what you'd like in return.

It sounds simple. But most of us know that it's not.

When you're struggling to make sales, a poor offer can often be the cause. And many businesses have dramatically improved sales by simply creating a better offer (without actually changing their product).

And a strong (or power) guarantee makes your offer even more attractive and helps close more sales.

So in this episode, I'm joined by two direct response marketing experts and copywriters who are going to show us how to create an offer and power guarantee that your prospects can't refuse.

And then we're going to look at a real-life example with one of my SaaS Club Plus members and how he's developing an offer and power guarantee for his SaaS business.


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: 200-how-to-create-a-saas-offer.mp3
Category:general -- posted at: 5:00pm PDT

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