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Description
2025 is going to be chaos unless businesses fix their go-to-market (GTM) strategies. At Sales Science, we’re on a mission to solve that problem by sharing real-world GTM experiments, wins, losses, and lessons.
Hosted by Matt Aird, our content focuses on practical, data-driven insights to improve GTM efficiency. No fluff—just what works.
What to expect:
Quarterly SaaS Reports: Deep dives into public SaaS companies' GTM strategies.
GTM Experiments: Real campaigns we’re running with clients.
Tactical Insights: Actionable advice backed by data.
If you want to see what’s working in the field, hit subscribe. Your support means the world to us. Let’s make 2025 a breakthrough year for GTM success. See you next week!
43 Episodes
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Welcome back to The SaaS Report! After a short break, we're diving deep into the Q1 earnings from some of the biggest names in enterprise software—Workday, Zoom, Palo Alto Networks, and Snowflake. We also cover Salesforce’s $8 billion acquisition of Informatica, how we are using AI in GTM today and, finally, we’ll preview Crunchbase's latest report on venture funding and tech trends. Whether you're in SaaS sales, GTM strategy, or just a tech market nerd, this episode breaks down the numbers a...
I Analysed 30 SaaS Giants for 43 Hours – Here’s What I Found After spending 43 hours deep-diving into the 10-Ks and Q4 reports of 30 of the world’s top public SaaS companies—including Salesforce, Hubspot, Palantir, and Workday—I uncovered 3 key trends shaping the future of SaaS: 🚨 Slowing Growth 📉 Flat Efficiency Gains (FCF & Op Margins) 🛑 Declining GTM Efficiency In this video, I break down the data behind each of these insights, covering 15 core SaaS metrics like CAC Payback...
Still sending follow-ups that start with "Just checking in"? You're already behind. In 2025, inboxes are where sales emails go to die—and lazy follow-ups are the fastest route to being ignored, deleted, or blocked. This video breaks down the new follow-up strategy that top reps are using to stay relevant, build trust, and close more deals without spamming or begging for attention. Whether you're in B2B, SaaS, or outbound SDR—this mindset shift will change how you sell. 👍 Liked this? Smash ...
Are You Actually Selling — Or Just Looking Busy? If you're spending more time in Salesforce than on sales calls, it might be time for a reality check. In this video, we break down a harsh truth: Sales admin is not selling. Updating pipelines, organising contacts, and endless "research" may feel productive—but it’s actually procrastination in disguise. We’ll dive into why this habit is crushing your confidence, killing your performance, and what to do instead to shift gears and start ...
Are your sales calls going straight to voicemail? Or worse — marked as SPAM RISK? You might be losing sales before you even say a word — and it’s probably not your pitch. It’s your phone number. In this video, I break down the real reason your prospects aren’t answering, and 3 fast, practical fixes that can seriously boost your connection rate — starting today. Whether you’re in B2B sales, cold outreach, or just trying to hit your quota this quarter, these tips could be the game-changer you’...
In this video, Matt reflects on a recent cold call experience that felt like it came straight out of an 80s Wall Street movie — high-pressure, filled with buzzwords, and completely ignoring the prospect's actual needs. This outdated approach made him wonder: Are people still using this strategy in 2025? Matt dives into why the old sales playbook no longer works and why the "pitch harder" method is leaving salespeople behind. Drawing from his own experience on both sides of the sales conversat...
In this video, we take a deep dive into Gong's impressive growth and what their recent milestone of surpassing $300 million in ARR means for the company's valuation in 2025. Gong, founded in 2015, is a SaaS company revolutionising the way sales teams understand and analyse customer conversations. We explore Gong's rapid rise to success, especially during the COVID boom, and examine how its growth compares to other industry leaders like ZoomInfo, HubSpot, and Salesforce. Despite some post-COV...
In today’s video, we’re excited to introduce Matt Jennings, our Head of Sales Operations, as he tests a new approach to cold outreach and lead conversion. After experimenting with LinkedIn outreach in a previous episode, where he reached out to 300 contacts and booked 5 meetings, Matt felt there was room for improvement in how he engages with leads. Now, he’s switching things up! In this video, Matt breaks down his experiment where he follows up his LinkedIn connections with a strategic phon...
In this episode, we dive into a new LinkedIn outreach experiment focused on warmer leads. After testing cold DMs with mixed results, I decided to take a different approach by reaching out to 162 handpicked prospects who have engaged with my content before. This time, the goal is to offer more targeted resources and see how personalized video messages, audio clips, and DMs fare in generating leads and booking meetings. I’ll walk you through my strategy, which includes sending a personalized v...
In this video, we share the results of our 3-week experiment where we sent 600 cold LinkedIn DMs to test whether outbound LinkedIn outreach is still effective in 2025. We aimed to understand if connection requests and DM sequences can generate sales opportunities in the modern LinkedIn landscape. We divided the prospects into three groups: 200 received blank connection requests200 got templated messages200 received personalized messagesWe also tested different approaches for the follow-up, in...
Q3 SaaS Metrics Report: Slower Growth, More Efficiency After 50 hours of deep analysis, we’ve summed up the state of the public SaaS market in four words: Slower growth, more efficiency. In this video, we break down: How ARR growth rates have declined from 49% (Q1 2022) → 22% (Q3 2024) The rise in free cash flow margins (from 6% → 17%) and improved operating margins The go-to-market challenges, including increased CAC payback periods (20 → 33 months) and declining ne...
Does sliding into LinkedIn DMs actually work in 2025? 🤔 In this video, we dive deep into the controversial world of LinkedIn outreach with a hands-on experiment to test three different DM strategies! 🚀 Here’s what we cover: 👉 Our experiment: Sending 600 DMs to cold prospects over 2 weeks 👉 Three LinkedIn connection request approaches: 1. Blank connection requests 2. Templated connection requests 3. Fully personalized co...
2025 Is a Make-or-Break Year for SaaS Companies – And We’re Changing How We Share Our Insights The data is clear: go-to-market efficiency has tanked across the SaaS landscape. 👉 CAC payback periods are way up 👉 Growth rates have slowed 👉 Valuations are dropping We’ve been tracking this from two angles: 1️⃣ Reviewing the financials of 35+ public SaaS companies each quarter 2️⃣ Working directly with 25 SaaS organizations to optimize their outbound GTM motions The takeaway? What worked 12 qua...
In this episode of The SaaS Report, we dive into the latest private SaaS company benchmarks, exploring key metrics and trends that are shaping the industry. We also analyze why ZoomInfo, despite recent fluctuations, presents a compelling investment opportunity at $11 per share. Join us for the future of SaaS in a rapidly changing market.
In this episode of The SaaS Report, we dive into two major developments in the SaaS world. First, we explore ServiceTitan’s journey to the public markets—unpacking their IPO. Then, we shift gears to analyze Xero’s half-year results—examining the financials, key growth metrics, and what the numbers say. Whether you're a SaaS enthusiast or just tracking major industry shifts, this episode has the insights you need. Tune in for all the details!
In this episode, we dive into three major stories shaping the tech and business world. Klarna is making moves toward going public—what does this mean for the future of buy-now-pay-later? Salesforce is ramping up its AI sales efforts by hiring 1,000 new salespeople—how will this shift impact their growth? Plus, we explore Klaviyo's remarkable rise from startup to a $10B powerhouse in the email marketing space. Tune in for insights on these game-changing developments!
In this episode of The SaaS Report, we dive into a critical analysis of HubSpot's recent performance. Is the marketing and sales platform underperforming, or just navigating a shifting landscape? Plus, we explore the evolving role of AI in the SaaS industry—how artificial intelligence is shaping the future of software, from automation to customer experience. Tune in for expert insights on what’s next for SaaS companies in an increasingly AI-driven world!
In Episode 11 of The SaaS Report podcast, we dive into the latest Q3 earnings reports from Atlassian, PegaSystems, and Microsoft, analyzing key takeaways and market reactions. We also explore Perplexity's recent funding round and what it means for the future of AI-driven search. Plus, we tackle the pressing question: Will AI eventually replace salespeople, or is there still a human element that tech can't replicate? Tune in for insights and analysis on these hot topics in the SaaS and AI world!
In this episode of The SaaS Report Podcast, we dive into the latest Q3 results for Confluent and Procore, unpacking the key takeaways from their performance. We also explore how sales and marketing spend evolves as SaaS companies scale, and take a closer look at how Rippling successfully scaled its outbound strategy. Tune in for insights on growth, efficiency, and the strategies behind these high-performing SaaS companies.
In this episode of The SaaS Report, we dive into the latest financial results from ServiceNow, analyzing their Q3 performance and what it means for the future. We also explore Atlassian's impressive annual contract value (ACV) growth and discuss how their strategies are paying off. Plus, we’ll take a closer look at Blackpearl’s early traction in the market and what it signals for their upcoming prospects. Join us for insights and analysis on these key players in the SaaS landscape!
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