Grow Your B2B SaaS

In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes back Jacco van der Kooij, founder of Winning by Design, to unpack how AI-native SaaS companies are changing the rules of growth, pricing, and go-to-market in 2026. The conversation covers why real-time user-level data is becoming the defining competitive advantage, the pitfalls and promise of usage-based pricing for AI products, the existential challenge of inference costs for freemium models, and the enduring importance of subscriptions with smart hybrid elements. It also dives into how AI will replace the majority of sales tasks, the 30 percent of human expertise that remains essential, and why advocacy and community-driven growth loops will shape pipeline generation. From early-stage foundations to scaling to $10 million ARR, Jacco breaks down what founders need to get right now to thrive in the years ahead.Key Timecodes(0:00) - B2B SaaS podcast intro, AI native SaaS, pricing, GTM strategy 2026(1:01) - Jacco van der Kooij intro, Winning by Design(1:14) - 2026 success factors: real-time data, PLG, cohort analytics(2:31) - AI native buyer journey, user-led growth, usage patterns(3:48) - SaaS pricing: usage-based vs subscription, outcome-based pricing(4:23) - AI inference costs, freemium risk, monetization challenges(5:05) - Freemium in AI tools, limits, value gating(5:23) - Consumption-based pricing vs subscription, hybrid pricing(6:12) - Hybrid pricing example, membership + per-resolution fees(7:03) - Efficient growth, GTM efficiency, LTV:CAC, retention, outcomes(8:36) - AI for customer insights, demand gen, lookalike users(9:36) - Ad: B2B SaaS affiliate referral platform, AI-powered recruitment(9:47) - AI and jobs: replace vs enable, workforce impact(11:19) - GTM with AI: 70% sales tasks automated, CRM, scheduling, summaries(12:56) - Trust, human expertise, advocacy, risk mitigation(13:59) - Rebuilding GTM 2026: automation, expert touchpoints, events(15:00) - Growth loop: usage patterns, word of mouth, advocacy pipeline(16:26) - Community-led growth: user conferences, LinkedIn sharing, Clay example(17:02) - SDR strategy: activate users, customer success advocacy(17:11) - Early-stage advice: real-time data system, analytics(17:25) - Data stack recommendation: Snowflake, realtime data lake(17:32) - Scaling to $10M ARR: team alignment, closed-loop GTM(18:04) - Shared system understanding: recurring revenue, training(19:01) - Growth Institute by Winning by Design: courses, community, case studies(19:39) - Where to find: winningbydesign.com, Growth Institute(19:45) - Closing thoughts, optimism, AI era(19:54) - Outro: like, subscribe, sponsor, guest/topic requests(20:17) - Reditus mention, B2B SaaS affiliate program

How will SaaS Companies scale in 2026? The next era of SaaS growth won’t be won by adding more reps, more tools, or more noise. In this episode, go-to-market operator Koen Stam (Personio) breaks down why 2026 will mark a decisive shift from people-heavy scaling to process-first, data-driven, efficiency-led growth—and what founders must do now to stay ahead.Koen oversees international revenue operations across Benelux, DACH, the Nordics, Spain, and beyond, and he brings a rare operator’s lens to the future of GTM. He unpacks how founder-led, sales-led, and hybrid motions will evolve; why RevOps is about to become one of the most strategic functions in SaaS; and why fixing the data layer is the non-negotiable prerequisite to making AI actually work.You’ll learn why the biggest upside in 2026 will come from retention, expansion, and word of mouth, how to design motions that scale with simplicity and discipline, and what it really takes to build from 0 to 10K MRR and to 10M ARR with one product, one audience, and one crystal-clear process.A must-listen for founders, operators, and GTM leaders building for the next wave of SaaS.Key Timecodes(0:00) - Intro: B2B SaaS go-to-market 2026, RevOps, AI, retention, expansion(1:13) - Guest intro: Koen Stam, Personio, international RevOps, HR tech(2:04) - 2026 GTM strategy: process-first, data-driven, efficiency-led growth(2:47) - GTM motions: founder-led vs sales-led vs hybrid, authenticity, efficiency(4:02) - Efficiency in SaaS: bow tie model, customer journey mapping, root causes(5:35) - RevOps priority: data layer, metrics, RevOps to CRO(6:38) - AI in GTM: fix data foundations, process over people(7:26) - Retention & expansion: word-of-mouth, NRR, customer-led growth(9:20) - Sponsor: Reditus affiliate and referral platform for B2B SaaS(10:14) - Word-of-mouth playbook: product value, customer success, community events(12:06) - Build GTM from scratch: founder-led content, AI amplification, simplify(13:59) - Referrals & partners: partner ecosystem, trust, incentives, win-win(15:26) - Zero to 10K MRR: one offer, one ICP, focus, execution(16:54) - Scale to 10M ARR: one product, one market, process-first, data model(17:37) - Connect with Koen: LinkedIn, Substack, AI learnings(17:55) - Audience building: LinkedIn vs Substack, creator-led growth(18:27) - Outro: subscribe, sponsor, Reditus, Grow Your B2B SaaS podcast

How SaaS GTM Will Change in 2026? In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes Glenn Miseroy, co-founder and CEO of Expandii, a cloud-based LinkedIn automation solution. Over the past six years, Expandii has grown to a team of 45 and scaled to 10 million ARR. The conversation digs into how go-to-market motions will evolve by 2026, why employee-led thought leadership will become central to growth, how AI will reshape ideation and timing, and why signal-based, intent-driven approaches must replace traditional lead lists. Glenn also shares how he would rebuild a go-to-market motion from scratch, how to operationalize signals across channels, and what founders should prioritize at different revenue stages—from zero to 10K MRR with founder-led growth to scaling toward 10 million ARR with clear ICP and aligned storytelling.Key Timecodes(0:00) - B2B SaaS Podcast Intro: GTM 2026, intent signals, LinkedIn thought leadership, AI(1:14) - Guest Intro: Glenn Miseroy, Expandi CEO, LinkedIn automation, 10M ARR(1:49) - 2026 GTM Vision: employee-led thought leadership, hybrid PLG + SLG(2:57) - AI for Thought Leadership: ideation, personalization, timing(3:34) - Defining Intent Signals: website visitors, LinkedIn profile views, post engagement, followers(4:13) - Signal-to-Intent: timing outreach with high-intent signals(5:10) - Full-Funnel GTM: thought leadership reach to multichannel outreach(5:42) - Rebuilding GTM 2026: team-led LinkedIn thought leadership strategy(6:49) - Phase 2: capture engagement signals, route to sales, no more lead lists(7:58) - Company-Level Intent + ABM: multi-contact warming, signal-based outreach(9:15) - Enabling Employee Advocacy: content ops, Scripe, AI content calendar(10:35) - Overcoming Posting Fear: ICP-first mindset on LinkedIn(12:00) - Sponsor: Reditus affiliate referral platform for B2B SaaS(12:57) - AI and Headcount: efficiency, enablement, process optimization(13:44) - 2026 Growth Loop: thought leadership pipeline, AI personalization, timing triggers(14:50) - Trigger-Based Outreach: new Head of Sales timing on LinkedIn(15:14) - 0–10K MRR: founder-led growth on LinkedIn, capture intent signals(16:39) - Scaling to 10M ARR: clear ICP, aligned messaging, storytelling(17:58) - Messaging Framework: problem-led narrative vs “10X meetings”(18:59) - Connect with Glenn: LinkedIn, Expandi website(19:11) - Outro CTA: subscribe, sponsor, Reditus info

How can you effectively prepare your SaaS for an exit? And what should you know about the valuation drivers, buyer types, and metrics that matter most? In a live episode of the Grow Your B2B SaaS podcast recorded at SaaS Summit Benelux, host Joran sat down with René de Jong to unpack what it takes for SaaS companies to scale and prepare for a successful exit in 2026. René helps entrepreneurs—specifically SaaS founders—design effective exit strategies and navigate the full process of selling their businesses to third parties. Across the conversation, he offered clear and pragmatic insights on what separates the SaaS businesses that grow and sell well from those that struggle, how buyers evaluate companies in the current market, and why topics like the rule of 40, net revenue retention, AI-driven scalability, and deal structure matter now more than ever. From early-stage focus at 0 to 10K MRR to strategies for moving toward 10 million ARR, René shared guidance grounded in what he sees every day in the market.This episode turns the full discussion into a clear, actionable narrative that stays true to the original conversation and is easier to follow and revisit.Key Timestamps(0:00) - SaaS Summit Benelux intro, B2B SaaS scaling 2026, Rule of 40, NRR, ARR multiples, Earnouts, Strategic buyers, 0-10K MRR, 10M ARR(0:50) - Guest intro, SaaS M&A advisor, SaaS exit strategy, SaaS acquisition process(1:14) - Scaling your SaaS for 2026(1:20) - What separates SaaS winners in 2026(1:26) - Rule of 40, Efficient growth, ARR multiple valuation(2:18) - Go-to-market strategy, New business team, Net Revenue Retention (NRR), Expense efficiency(3:05) - NRR benchmarks, Churn, Customer concentration, Market standards(4:01) - Efficient growth vs spend, AI scalability, Revenue per employee(5:06) - AI native SaaS costs, VC vs mature SaaS valuation, EBITDA vs ARR(6:38) - VC backing for AI native startups(6:48) - Freemium model 2026, Valuation cycles, EBITDA focus, AI hype, ARR multiples(8:05) - Sponsor: B2B SaaS affiliate marketing, Reditus(8:49) - SaaS valuation benchmarks, ARR multiples range(9:01) - 3.5x ARR cash at close, Earnout, Reinvest, Deal structure(10:34) - Venture capital vs Private equity(10:43) - Strategic buyers, One plus one equals three, Synergy valuation(11:22) - Build list of strategic acquirers, Exit planning(11:29) - Headline valuations vs reality, Purchase price, Earnouts, Deal terms(11:51) - Earnout as bonus, Cash at closing, Burnout risk(13:05) - 2026 growth loop, AI in land and expand, Product-led growth, AI agents(14:10) - 0–10K MRR advice, Founder mindset, Learn fast, Mentors, SaaS community(15:35) - Smart capital, Operator investors, Non-dilutive help(16:06) - 10K MRR to 10M ARR, Focus, Buy-and-build strategy, Autonomous growth, 3–5 year plan(17:43) - Contact info, LinkedIn, anno9082.nl(18:03) - Outro, Subscribe, Sponsor the show, Reditus call-to-action

In this special live episode from SaaS Summit Benelux in Amsterdam, Joran sits down with Roelof Otten, founder of SaaSmeister, to explore How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM. Together, they break down the biggest shifts coming to B2B SaaS go-to-market—from the rise of hybrid motions and the evolution of sales roles to the transformative impact of AI-powered demos, agents, and conversational interfaces.Roelof shares actionable, stage-specific insights for founders at every level. You’ll hear why PLG is becoming a company-wide strategy instead of a product feature, how onboarding is expanding beyond the UI, why freemium is harder for AI-native products, and what it really takes to build data tracking that supports growth instead of slowing it down.Whether you’re moving from sales-led to product-led, building a hybrid GTM, or preparing your SaaS product for an AI-first future, this episode offers a clear roadmap for navigating the changes ahead and meeting buyers where they want to be in 2026.Tune in to learn how to implement PLG effectively, empower your sales team in a consultative model, integrate AI responsibly, and build growth loops that compound over time.Key Timecodes(0:00) – B2B SaaS, PLG, AI onboarding, AI demos, product-qualified pipeline, GTM 2026, SaaS Summit(0:52) – B2B SaaS podcast(0:58) – Roelof Otten, SaaSmeister, PLG(1:07) – GTM 2026, PLG trends(1:42) – Hybrid GTM, PLG, sales-led(2:36) – AI GTM, AI agents, AI demos(3:12) – Interactive demos, AI sales assistant(3:50) – Buyer enablement, AI demo(4:20) – In-product AI, trial support(4:36) – PLG transformation, sales alignment(5:21) – Consultative sales, upsell, PQLs(5:43) – PLG funnel, activation, expansion(6:00) – Conversational UI, AI UX(6:52) – UX transition(7:25) – AI platform, data layer, models(7:37) – MCP, AI integrations, ChatGPT, Claude(8:10) – AI privacy, security, compliance(8:46) – Build vs buy AI, LLMs(9:22) – PLG first, SaaS trial(9:38) – Reditus, SaaS affiliate(10:22) – AI costs, freemium(10:35) – Freemium strategy, CAC, churn(11:39) – Referrals, partnerships, affiliate growth(12:33) – In-app referrals, incentives(13:06) – Onboarding, nurture, reactivation(13:57) – Signup friction, JTBD, ICP(14:57) – Personalized onboarding(15:14) – Founder-led sales, JTBD, messaging(15:45) – ICP focus, activation metrics(16:39) – Product analytics, event tracking(17:01) – Roelof Otten, SaaSmeister(17:15) – Podcast outro, sponsor, Reditus

In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance.The conversation centered on how go-to-market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales-led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI-driven world.Key Timestamps(0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales-Led & ACV Truths(0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect(0:01) – GTM in 2026: AI-Driven Plays, Blended Motions & ACV Strategy(0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality(0:02) – PLG vs Sales-Led: How ACV Decides Your Entire GTM Motion(0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency(0:04) – Bow-Tie Model Power: Where AI Creates Massive GTM ROI(0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS(0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation(0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles(0:07) – Train the Machines: Why People Still Win in AI-Driven GTM(0:07) – Ad Break: Reditus – The AI Affiliate Engine for B2B SaaS(0:08) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind(0:09) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster(0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People(0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures(0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function(0:13) – Bow-Tie Data Mastery: Fix GTM Bottlenecks Faster With AI(0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps(0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap(0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission(0:17) – Connect With Richard Schenzel on LinkedIn

SaaS monetization in 2026 is being reshaped by smarter tiering strategies, flexible usage-based models, AI-powered add-ons, and bold pricing experiments that help companies grow revenue while meeting evolving customer expectations. In this episode of the Grow Your B2B SaaS podcast, host Joran speaks with Krzysztof “Chris” Szyszkiewicz, the co-founder of ValueShips, a boutique pricing consultancy that works primarily with technology companies, particularly within SaaS and AI. The conversation, recorded live at the SaaS Summit in Benelux, explores where SaaS pricing is heading in 2026 and how companies can gain an advantage by rethinking monetization, packaging, and expansion strategy.Chris offers practical insights on output and success-based pricing, the rise of AI add-ons, the importance of structuring tiers based on willingness to pay, and the need to view pricing as a continuous process. He also explains how to run pricing experiments, avoid common traps, and use straightforward frameworks to protect margins, especially in AI-driven products where usage costs can escalate quickly. For any SaaS company preparing for growth in 2026, this discussion provides a grounded and actionable blueprint for building a pricing system that supports scale.Key Timestamps(0:00) – SaaS Pricing in 2026 Is Gonna Get Wild(0:53) – Live From SaaS Summit Benelux(0:57) – Meet the Pricing Guy Behind ValueShips(1:11) – What Will SaaS Pricing Look Like in 2026?(1:19) – Expansion Revenue Is the New Growth Hack(2:32) – Scale Smarter With Usage Metrics(3:45) – Stop Guessing: Do Real WTP Research(4:10) – Switching to Hybrid Pricing Without Chaos(4:23) – Test AI Add-Ons Before Going All-In(5:43) – The New AI-Native SaaS Models(5:58) – Freemium Isn’t Free(7:08) – Booking.com-Style Pricing Comes to SaaS(8:04) – Pricing Is a Process(9:44) – Ad Break: Reditus(9:57) – A/B Test Your Pricing Like a Pro(10:30) – How to Test Pricing on Existing Customers(11:38) – The Churn Math You Must Know(12:41) – The Most Expensive Pricing Mistakes(13:45) – Don’t Blow Up Your Pricing Model for AI(14:47) – When Credits Pricing Works(15:01) – Keep AI Costs From Killing Margins(16:10) – Utility-Style Billing 101(16:48) – Early-Stage Pricing to Hit 10K MRR(18:15) – Scale to $10M ARR Without Revenue Leaks(19:24) – Final Takeaways(19:27) – Connect With Chris(19:40) – Outro & Subscribe

How will B2B SaaS Scaling be like in 2026, with AI Adoption, Pricing Shifts for Efficient Growth? This is quickly becoming the central focus for B2B SaaS leaders, as companies navigate rapid changes in technology, customer expectations, and competitive pressure. Recorded live at the SaaS Summit in Amsterdam, this episode of the Grow Your B2B SaaS podcast features a candid conversation with Romy de Groot, Chief of Staff at Atlassian. Drawing on her experience across startups, scale-ups, and Booking.com during the pandemic, Romy explains what will truly separate the SaaS companies that thrive in 2026 from those that fall behind, as AI transforms product development, pricing models evolve, and efficient growth becomes the new baseline for success.Key Timecodes(0:00) - How Atlassian Scales SaaS With AI: Live From SaaS Summit Amsterdam(0:51) - The Ex-Booking.com Strategist Driving Atlassian’s Growth(1:09) - What Will Make or Break B2B SaaS in 2026(1:57) - The Death of Traditional SaaS Pricing?(2:17) - The Enterprise Contract Nightmare No One Talks About(2:58) - Per-Seat Pricing Is Dying—Here’s What’s Replacing It(3:27) - Freemium Is Broken in the AI Era—Here’s Why(4:11) - VCs Are Done Funding Your Freemium Dreams(4:27) - Will AI Kill Startup Hiring? The Brutal Truth(5:33) - The 2026 Efficiency Playbook Every SaaS Founder Needs(6:26) - AI Can Now Automate Your Boring Work—But Not What You Think(7:23) - GTM Teams vs AI: The Speed War Is On(8:12) - No-Code + AI: Build Fast, Break Faster?(8:43) - Why Every B2B SaaS Needs an Affiliate Engine Now(9:28) - If You Built a GTM From Scratch in 2026—Start Here(10:36) - Do You Even Need VC Money Anymore?(11:13) - Your $500 MVP Won’t Survive an $8M Pre-Seed Competitor(11:40) - The Smart Founder’s Equity Strategy for 2026(12:27) - There Is No SaaS Silver Bullet—Stop Searching(12:52) - How to Make Strategy When Nothing Is Certain(13:33) - The Real 0→10K MRR Blueprint (That Actually Works)(14:41) - How to Scale From $10M to Hypergrowth—What Changes(16:58) - From $10M to a Billion? The Founder Mindset Shift(17:24) - Set Your Number: How Your Exit Target Shapes Everything(18:55) - Connect With Romy De Groot(18:56) - Subscribe or Miss the Next Big SaaS Insights

Scaling SaaS in 2026: AI, Talent, and the Future of People Operations is becoming a core focus for growing B2B companies as AI reshapes how teams work, how customers buy, and how leaders build the next generation of SaaS organizations. In this episode of the Grow Your B2B SaaS podcast, recorded live at SaaS Summit Benelux in Amsterdam, host Joran speaks with Hotske Wesselius about how AI will reshape scaling in 2026. With a background in marketing and a career shift into people and talent acquisition, Hotske supports SaaS companies in hiring and retaining top talent. Their discussion explores how AI is changing the buyer journey, customer success, people management, culture, team structures, search behavior, partnerships, go to market strategies, efficiency, and the overall pace of competition. The theme is consistent. AI will not remove the need for people, but it will transform how teams work, what skills matter, and how leaders manage and support their organizations. The episode also offers advice for founders at various revenue stages and the mindset shifts needed to thrive in a fast changing environment.Key Timecodes(0:00) – AI Breakthrough Intro: B2B SaaS in 2026, Scaling, Buyer Journey, Customer Success, People Leadership(0:47) – Talent Secrets: Hotske Wesselius on Marketing, Recruiting, Hiring Top SaaS Talent(1:12) – Scaling Revolution: What Will Separate Winning B2B SaaS in 2026 (AI-Driven Orgs)(1:26) – Skill Upgrade: New Capabilities for the AI Era — Agents, Enablement, Leadership(2:13) – Buyer Shift: AI Search, Findability, and Customer Support Automation(3:11) – Data Reality Check: People Analytics Built on Engagement + Results(3:33) – Automation Wave: Headcount vs AI, Cognitive Tasks, Reporting, AI “Brain” Roles(4:31) – Human-in-the-Loop: Training, Building, and Governing AI Inside SaaS Companies(4:52) – Culture Reset: Designing Strong Company Culture in the Age of AI(5:29) – AI-First Shift: Changing Mindset at Scale (Miro Example)(5:56) – Leadership Hack: Using ChatGPT for Feedback, Tone, and Empathetic Communication(7:03) – Hyper-Personalization: Tailoring Communication via Personality Types (DISC)(7:44) – Empathy Engine: How AI Improves Manager Communication & Employee Experience(8:15) – Pro Tip: Use AI as Your Personal Empathy Coach(8:29) – Sponsor Spotlight: Reditus — B2B SaaS Affiliate & Referral Growth(9:25) – Efficiency Mode: Growing Fast in 2026 with AI Automation

What will be the SaaS Pricing Strategy 2026? In this episode, Joran sits down with Tjitte Joosten—known as T.J.—to discuss the evolving world of SaaS pricing and how founders can adapt to change without losing momentum. T.J. works full-time in pricing and packaging for SaaS and AI companies. Before that, he spent years in early-stage ventures, helping them find product-market fit and close major deals. Those experiences taught him how to win large accounts without over-discounting and how to leave room for long-term growth.Through that process, T.J. discovered that pricing is not just about numbers but also about psychology and behavioral economics. The same solution can sell for $10,000 or $50,000 depending on the story told. After meeting his co-founder, who was already working in pricing, T.J. transitioned into it full-time—and it became his passion.Their conversation explores how SaaS pricing is evolving, how to experiment with models safely, when to raise prices, how to communicate changes effectively, and how freemium models may evolve in the AI era.Key Timecodes(0:00) - B2B SaaS & AI Pricing Expert(0:05) - TJ Joosten on Value Storytelling(1:13) - Future of SaaS Pricing 2026(1:28) - Why Hybrid Pricing Wins(3:10) - The Pricing Switch Risk(3:27) - Technical Debt of Pricing(5:15) - How to Test New Pricing(6:40) - Entitlement & Packaging(7:13) - When to Raise Prices(8:49) - Timing Strategy: Netflix Case(10:04) - Communicating Price Changes(11:10) - Freemium in the AI Era(12:33) - The Cost of Free Users(13:38) - From $0 to $10K MRR(14:42) - Scaling to $10M ARR(15:56) - The Founder’s Role in Pricing(16:32) - Connect with TJ Joosten

Recorded live at the SaaS Summit in Amsterdam, this episode of the Grow Your B2B SaaS Podcast dives into a focused conversation with Mark Appel, Chief Marketing Officer at Sendcloud. As one of Europe’s fastest-growing B2B SaaS platforms, Sendcloud operates across eight European markets, generating close to 60 million in annual recurring revenue with a team of about 450. In this discussion, Mark reveals how Sendcloud approaches international scaling, builds cross-functional go-to-market alignment, identifies and prioritizes compounding growth loops, and integrates AI agents across marketing and GTM operations. He also reflects on what he would do differently if he could rebuild a SaaS go-to-market motion from scratch, what early-stage founders should focus on to reach their first 10K MRR, and how to evolve from feature-led messaging to a brand-led narrative on the path to 10 million ARR.Key Timecodes(00:00) – Intro: Scaling B2B SaaS, Growth Loops & AI GTM 2026(01:10) – Guest Intro: Mark Appel, CMO of Sendcloud(01:39) – Company Snapshot: €60M ARR, 450 Employees, 8 Markets(02:20) – 2026 Focus: International SaaS Scaling Strategy(02:36) – Cross-Functional GTM: Marketing, Sales & CS Alignment(03:26) – GTM Motion: Hybrid PLG + SLG in B2B SaaS(03:39) – Finding Growth Loops Across 8 Countries(04:34) – Working Growth Loops: Demand to Revenue Flywheel(05:15) – Platform Network Effects: Merchants, Carriers & Partners(06:13) – Built-in Virality: Tracking Emails as Growth Channel(06:51) – Ad Break: Reditus Affiliate & Referral Growth(07:35) – AI for GTM 2026: AI SDRs & Marketing Agents(08:50) – AI Implementation: Challenges & Early Adoption(09:55) – Biggest GTM Shift: Retention, Expansion & Automation(10:22) – PLG in Product: Driving Adoption via In-App Prompts(11:40) – Rebuilding GTM: Cross-Functional Pods by Segment(12:41) – Segmentation: Startup to Enterprise Strategy(13:21) – Future Growth Loops: Consumer Visibility for SaaS(14:41) – 0 to 10K MRR: In-Market Demand & Search Campaigns(15:34) – 10K MRR to €10M ARR: Brand-Led SaaS Growth(16:03) – Connect with Mark Appel: LinkedIn & Email(16:18) – Outro & CTA: Subscribe, Sponsor & Learn via Reditus

In a world where anyone can generate a “perfect” email with AI, does perfection even matter? According to Christopher Gannon, founder of Captivate Talent, what truly matters are the fundamentals: relationships, brand, and aesthetics. In this episode of the Grow Your B2B SaaS podcast, hosted by Joran from Reditus, Chris breaks down how startups should think about hiring go-to-market (GTM) talent, structuring teams, leveraging AI, and expanding into the US. This article summarizes their conversation into clear, actionable insights every founder should know.Key Timestamps(00:00) The Perfect Email Myth: Why Human Connection Still Wins(00:55) Meet the Masters of B2B SaaS Growth(01:31) Why Headcount Won’t Scale Your SaaS Revenue(01:51) From Filling Seats to Building a GTM Powerhouse(02:10) The Birth of Captivate Talent: A Founder’s Bold Pivot(03:33) The $1M ARR Question: When to Hire Your First GTM Pro(03:50) The Founder’s Dilemma: Sell It Yourself or Hire Early?(04:58) The Brutal Truth About Early-Stage Onboarding(05:39) Who Comes First—Sales or Marketing? The Real Answer(05:54) Never Outsource Your Superpower(07:20) Overhiring vs. Underhiring: The Startup Goldilocks Problem(08:16) The Rolodex Trap: Why Big Titles Burn Startups(09:22) Forget Titles—Hire for 12-Month Outcomes Instead(10:15) Inside the Ideal GTM Team Structure for SaaS Growth(11:08) The Secret Weapon: Your Customer Call Library(11:39) AI Is Taking Over GTM (But Here’s the Catch)(12:11) Beyond ChatGPT: How to Spot True AI Fluency(13:48) Reditus Break: The Affiliate Engine Powering B2B SaaS(14:11) How to Measure Real AI Impact in Your Workflows(15:06) “At the Table or on the Menu?” AI Skills That Protect Your Career(15:44) The Truth About GTM Hiring in a Post-Layoff World(16:24) Why Relationships Beat Perfect AI Emails Every Time(17:44) The Costly Mistake: Hiring an SDR for US Expansion(18:10) The Founder-Led Playbook for Cracking the US Market(19:09) The Full-Stack Expansion Model Every SaaS Needs(20:22) Stop “Testing” the US with One Hire—Here’s Why(22:08) PLG vs. Enterprise: When Remote Expansion Stops Working(23:33) Why Big Logos Abroad Don’t Impress US Buyers(24:24) US to Europe: How to Win with Local Talent and Presence(25:29) The Hidden Legal Maze of US Hiring(26:26) The Real Cost of US Expansion (and Cultural Fit)(28:34) The Culture Clash: Vacations, Burnout, and Commitment(29:21) Burn the Boats: The Only Way to Win in the US(30:12) The Future of GTM: How AI Is Rewriting Hiring Rules(31:16) From 0 to $10K MRR: Discipline Over Everything(32:47) From $10K to $10M ARR: Hire Ahead and Pay for Talent(36:49) Connect with Christopher Gannon and Captivate Talent

In the world of artificial intelligence and software as a service, companies are no longer just competing on features. In this episode of the Grow Your B2B SaaS podcast, Joran Hofman sits down with BetterPic founder Ricardo Ghekiere to discuss The B2B SaaS Nightmare and how SaaS founders can grow without recurring revenue. Companies today are also competing on how they price their products and how they scale. This episode highlights how one company made millions without using monthly subscriptions. Instead, they leveraged one-time payments, smart marketing, and simple but powerful strategies. You'll learn how they managed costs, raised prices, and succeeded through alternative growth channels. This episode is a must-listen for anyone looking to build or grow an AI business without relying on monthly payments.Key Timecodes(00:00) – Cracking AI Pricing: LTV, AOV & Unlocking Paid Channels(00:58) – $4M Without Subscriptions? BetterPic’s One-Time Revenue Model(01:44) – “Wait, No MRR?” Reactions to Explosive Non-Recurring Growth(02:18) – Revenue is Revenue: The SaaS Case for One-Off Cash Flow(02:46) – Inside BetterPic: AI Headshots, B2B vs B2C, and Single-Purchase Strategy(03:28) – Subscription Apps vs Specialized AI Headshots: Who Wins?(03:51) – Why Headshots Don’t Need Recurring Revenue + 45-Day Sprint Strategy(05:14) – Starting From Zero: The E-Commerce Mindset in SaaS(06:07) – From 70% COGS to 90% Margins: The AI-Native Advantage(06:44) – Building a Cost Moat: Raising Prices & Outspending Competitors(07:47) – Cutting GPU/API Costs: Internal AI Infra & Multi-Provider Routing(08:21) – The Recurring Revenue Goldmine in AI Infrastructure Optimization(08:36) – AI-Native vs AI Features: Pricing Pains of OpenAI APIs(09:36) – Why Buyers Choose AI-Native: QuickBooks vs Xero Example(11:02) – Open Source vs Closed LLMs: Pricing, Quality & Competitive Moats(11:52) – The Risk of No MRR: Surviving the Consumer AI Tsunami(13:18) – Pivot to Better Studio: Turning AI Headshots Into Recurring B2B(13:54) – Dual Engines: Scaling One-Time Sales While Building Recurring Revenue(15:16) – Fundraising Without MRR: Convincing Investors to Bet on the Team(17:10) – Startup Valuation: Group-Level Investment Across Two Brands(17:42) – How Low AOV Shapes Channel Strategy(18:57) – SEO & LinkedIn Hacks(19:56) – The Affiliate Engine: (20:42) – Stripe Upfront vs Net-30 Payments(21:04) – Designing High-Converting Affiliate Programs With Real Incentives(21:39) – Where the Affiliate Traffic Comes From: YouTube, Reddit, Display Ads(22:30) – SEO Benefits of Affiliates: Backlinks, Listicles, and Rankings(23:34) – LLM-Generated Listicles: Dominating Google & AI Discovery(24:16) – How a $49 AOV Made Google Ads Profitable(25:34) – Scaling Paid Channels: CAC, LTV, and AOV in Sync(25:59) – Paid Channel Stacking: The Compounding Effect in Growth(26:25) – No MRR? Fast Sales Cycles & Upfront Payments Explained(28:17) – Speed to Value: AI Headshots Delivered in 30 Minutes(28:58) – Pricing Agility: Changing Prices Without Legacy Contracts(29:10) – Pushing to the Middle Tier: Packaging Strategy With Amplitude Data(30:15) – Rapid Pricing Iteration: 7-Day Tests & Volume-Based Experiments(31:32) – Fast Consumer Feedback vs Slow SaaS Trial Cycles(32:07) – GTM Strategy: Make Two Big Bets a Year & Know CAC Limits(33:04) – Pricing Drives Channel-Market Fit: SEO, Affiliates, YouTube(33:45) – $12K Self-Serve Deals: Going Upmarket With Confidence(34:25) – Automating Jobs-to-Be-Done: The AI-Native Future(36:50) – How to Get to $10K MRR: Focus on One Channel First(38:12) – Enterprise GTM Shift: Better Studio’s Move to Events & Partnerships(39:14) – Scaling From $10K MRR to $10M ARR: Building Full-Funnel Teams(40:37) – Recap: One-Off SaaS, AI Margins, SEO/Affiliate Flywheels(42:54) – Reporting Rhythms: Monthly KPI Bingo & Health Metrics.

Are you a SaaS founder wondering How to Build a Growth Operating System That Helps Teams Deliver Real Value? Growing a B2B SaaS company can often feel messy. Teams try lots of different tactics, hoping that something will finally work. But this kind of scattered approach rarely leads to long-term, repeatable success. In this episode of the Grow Your B2B SaaS Podcast Joran Hofman sits down with growth expert and coach Andrew Capland. Andrew explains how to move beyond one-off growth hacks and start building what he calls a Growth Operating System. This system helps teams focus on delivering real value, work together more effectively, and create results that can scale over time.Key Timecodes(00:00) - Cold Open: North Star Metric, Activation vs Retention, and Copying Playbooks Pitfalls(01:02) - Host Introduction: B2B SaaS Growth Operating System with Andrew Capland(01:46) - Why Tactics Alone Fail: The Case for a Growth Operating System in B2B SaaS(02:01) - Andrew’s Journey: From Growth Content to Executing a Growth Operating System(03:40) - When to Implement a Growth OS: From Random Acts of Growth to Repeatable Systems(04:20) - Growth OS Building Blocks: Strategy, KPIs, Rituals, Templates, Frameworks(05:37) - Plug-and-Play Templates: Customizing the Growth Operating System for Your Stage(06:25) - Growth Strategy 101: North Star, Vision, Levers, Bets, and Milestones(07:25) - Choosing a North Star Metric: Activation and Retention as Leading Indicators(08:31) - Activation Example: The Facebook “7 Friends in 5 Days” North Star Metric(09:43) - Defining Activation: Customer Interviews, Milestones, and Value Realization(10:47) - Cross-Functional Growth: Sales, Product, CS Inputs and Growth Leadership(12:26) - Earning Ownership: Become the Expert on the Problem (Activation/Retention)(15:14) - Sponsor Break: SaaStock Dublin – B2B SaaS Founder Networking and Investors(16:45) - Founder vs Growth Leader: Ownership Shifts from Early Stage to Scale(17:35) - Common Growth Mistakes: Copy-Pasting Big Tech Playbooks vs ICP Fit(19:06) - Case Study: Airbnb Referral Program Copycat That Flopped (and Why)(20:13) - Managing Growth Setbacks: Trophy File Mindset and Learning-First Experiments(23:08) - Using AI in Growth: Train on Your A/B Tests, Learnings, and Audience Data(25:16) - Documentation is a Growth Lever: Standardize Learnings and Onboarding(26:20) - Hiring Your First Head of Growth: Skill-Problem Fit and Translating Jargon(28:40) - Alignment First: What Growth Owns, Accountability, and Collaboration Rules(29:20) - Problem Selection: Scoping High-Leverage Bets and Measuring Outcomes(30:34) - Low-Volume SaaS: Qualitative Research, Session Recordings, and User Testing(32:12) - Essential Tool Stack: CRM/Marketing Automation, Product Analytics, In-App Messaging(33:45) - The Next 2–3 Years: Train AI on Proprietary Growth Data to Predict Outcomes(35:23) - Stage Advice: From 0–10K MRR—Find One Acquisition Channel and One Retention Channel

In today’s crowded SaaS market, having a great product simply isn’t enough. understanding why human psychology still wins in B2B SaaS sales is very crucial. Many companies generate significant interest, such as leads, web traffic, or downloads, but still struggle to convert that attention into reliable revenue. The real issue isn't a lack of data; it’s a misunderstanding of how B2B buyers actually make decisions.In this episode of Grow Your B2B SaaS, Joran Hofman hosts Jessica Pely, co-founder of Loyee.ai and former fintech CTO, to discuss why great products alone do not win in SaaS. Jessica emphasizes the need to align go-to-market strategies with real buyer behavior. Her approach combines behavioral science, data, and AI and delivers a clear takeaway: sustainable growth comes from better targeting based on behavioral signals and executing with focus.Key Timecodes(0:00) – Cold Open: Signals vs. Noise in Go-To-Market, Sales Overconfidence in B2B SaaS(0:49) – Guest Intro: Jessica Pely – LOI AI, Behavioral Economics Meets SaaS(1:30) – Origin Prompt: Behavioral Targeting in SaaS Sales(1:43) – PhD to CTO: Rational Biases & Enterprise Sales Strategy(2:58) – Founding LOI AI: Identifying Pain-Driven Accounts & Buyers(3:13) – Conversion Struggles: Interest ≠ Paying Customers in SaaS(3:38) – Targeting Models: Spray-and-Pray vs. Signal-Based Go-To-Market(4:56) – Chasing Logos: How Social Bias Derails SaaS Sales Focus(5:05) – Psychology in B2B Sales: Biases from Both Sides of the Table(5:21) – Buyer Biases: Status Quo, Risk Aversion, Loss Aversion(6:50) – Adoption Dynamics: Early Adopters vs. Most-in-Pain Accounts(8:23) – Sales Overconfidence: Deal Cycles, Forecasting & Coaching(8:30) – Sponsor Break: SaaStock Dublin – Founders, VCs, Meetings(9:39) – AI in Sales: Misconceptions & The Human Element(9:58) – 3 AI Use Cases: Automation, Insights, Autonomous Decisioning(11:17) – AI as R&D: Hire AI Like a Junior, Align with GTM(12:54) – Garbage In, Garbage Out: Build Your Sales Knowledge Base(13:43) – ICP vs. TAM: Best-Fit Profiles & Signal-Based Markets(15:15) – Customer First: Twin Companies & Lookalike Targeting(16:02) – Competitor Displacement: Migration Targeting via Pain Points(16:47) – Too-Broad Signals: Salesforce ≠ Clear Jobs-To-Be-Done(17:37) – JTBD + Job Ads: Scraping for AE Needs & Verification Pain(19:27) – Early-Stage Focus: Iterate, Learn, Focus on Fit(21:00) – AI for ICP Scoring: Cut Through Noise with Fit + Pain(22:38) – Qualitative Signals: Culture, Pricing, Sales Motions & ML(23:48) – Operating Rhythm: Reassess ICP Quarterly(24:29) – More Data Isn’t Better: Limit GTM Signals to 10–15(25:45) – Human vs. AI Outbound: 2x2 Matrix for Outreach Strategy(28:33) – Growth Principle: Focus Over More – Execute Deeply(29:01) – Future of SaaS Sales: Automation + Human Differentiation(30:02) – Stage-Based GTM: Scaling from 0 → $10M ARR(31:24) – Document Everything: Train AI, Onboard Faster

How is AI Transforming Go To Market for B2B SaaS? Inbound go-to-market for SaaS is undergoing a major transformation. What once relied on blog posts, lead magnets, and cold outreach is now powered by artificial intelligence. AI is no longer just a content assistant. It now fuels end-to-end workflows, drives strategy, qualifies leads, and personalizes outreach at scale. SaaS teams are deploying AI agents to track LinkedIn signals, automate follow-ups, and even manage outbound efforts. This evolution is unlocking new levels of speed and scale, but it also brings real risks if automation isn’t carefully managed. In this episode of the Grow Your B2B SaaS Podcast, Maja Voje breaks down how AI is reshaping inbound GTM. She shares what’s working today, where teams should stay hands-on, and how to build AI-assisted systems without losing the human connection that still drives trust in B2B. If you're building or scaling a SaaS product, this is your playbook for doing it smarter with AI.Key Timecodes(0:00) - Boosting AI Content Performance & Automating Founder Workflows(0:53) - What Is AI’s Role in SaaS GTM? [With Guest Maja Voje](1:48) - Is Everything Dead? Why AI Agents Are the Future of SaaS Workflows(2:55) - Multi-Agentic Workflows Explained: Tools, Agents & Human Oversight(4:28) - Why You Must Earn the Right to Automate with AI(5:27) - SaaS Automation Gone Wrong: Avoiding Enterprise Pitfalls(6:15) - AI Agents: Build or Buy? Key Considerations for GTM Leaders(6:38) - Mapping GTM Workflows: LinkedIn, DMs, Offers & Content Ops(8:00) - Real-Life AI Marketing Automations You Can Use Today(9:43) - How Many AI Agents Do You Really Need for LinkedIn & Lead Gen?(11:08) - Iterating AI Models Post-Training: Prompts, Builders & Feedback Loops(12:55) - AI Costs, Compliance & Rollouts: From POC to Scalable Deployment(15:07) - Data Security in AI: The Case for 'Least Privilege' Access(16:04) - Rule of Thumb: Don’t Share Data You Wouldn’t Give a Friend(16:13) - Sponsor Spotlight: SaaStock Dublin—Investor Matchmaking + Discounts(17:22) - Inbound Marketing with AI: LinkedIn Trends & Time-Wasters to Avoid(18:54) - External vs Internal Knowledge Bases: Training AI Without Garbage Input(20:31) - Why AI Design Often Fails: Creatives, Claude vs ChatGPT & Brand Gaps(21:53) - LinkedIn AI Strategy: Commenting, Publishing & Legal Risks in the EU(23:30) - AI-Powered Outbound Marketing: ICP Scoring, Lead Research & Social Selling(25:52) - Training Your Team on AI: Avoiding Content Quality Pitfalls(27:26) - Human-in-the-Loop Design: What to Automate vs Delegate(28:43) - The AI-First Founder Mindset: Culture, Talent & Psychological Safety(31:20) - AI Implementation Choices: From Prototypes to Governance Guardrails(33:29) - PR & Leadership: Why 'We Replaced 7 People with AI' Is a Bad Look(34:10) - 2-Year AI Roadmap: Think Strategically, Reflect Often, Stay Safe(36:20) - Going from 0 to 10K MRR: Learn to Sell, Test Pricing, and Stay Focused(38:53) - Bootstrapping with AI: Don’t Waste Model Credits, Focus on ROI(39:32) - Scaling to $10M ARR with AI: Ecosystem Marketing & Creator-Led Trust(40:47) - Recap: AI Workflows, POCs, LinkedIn Automation & Strategic Thinking(42:35) - Connect with Guest Maja Voje on LinkedIn(42:58) - Subscribe to the GTM Strategies Newsletter on Substack(43:28) - Final CTA: Review the Show, Sponsor, Ask Questions, and Connect

What’s the secret behind B2B SaaS sales growth and how can outbound strategies be used to scale revenue efficiently? When it comes to growing a B2B SaaS company, not all sales leads are created equal. Inbound leads, those who find you through marketing efforts or referrals, already have some level of trust. They’ve seen your website, maybe read a blog post or two, and are at least familiar with your brand. Outbound leads, on the other hand, have no idea who you are. You’re reaching out to them cold, and they’re likely skeptical from the start. That’s why trust becomes your most important asset in outbound sales. In this episode of the Grow Your B2B SaaS Podcast, brought to you by ⁠SaaStock⁠, Joey Gilkey, CEO of Titan X, explains that outbound sales require a different mindset. You're not just selling a product; you're building a relationship from zero. In outbound, your first impression matters more than ever. That process starts with establishing credibility right away. Without trust, even the best SaaS product won’t make it through the noise.As a valued listener of the Grow Your B2B SaaS podcast, we’ve got something special for you! As a valued participant, you have the exclusive opportunity to get a 30% discount on tickets to SaaStock Europe this October - the leading conference for AI & SaaS founders, investors, and leaders.Key Timecodes(0:00) – Introduction: Building Trust in Outbound vs. Inbound Sales(0:51) – Scaling Revenue in B2B SaaS: Proven Outbound Strategies(1:30) – Joey Gilkey’s Irresistible Offer for Increasing Connect Rate(1:55) – Joey’s Outbound Story: From Services Company to SaaS(3:00) – Launching TitanX: Zero to Five Million in 12 Months with Outbound(4:04) – The Compounding Effect of LinkedIn and Outbound Strategies(4:57) – Defining Outbound in the Modern B2B SaaS Context(5:53) – Common Challenges in Scaling Revenue for SaaS Companies(6:50) – The Four Fundamentals of Outbound: List, Message, Rep, Follow-up(8:21) – Importance of Targeting the Right Companies and Titles(9:44) – Structuring an Outbound Strategy for Success(10:42) – Accounts First, Then People: Tailoring Messaging to Personas(11:40) – Messaging That Resonates: Understanding Different Pain Points(12:35) – Evaluating Rep Performance and Funnel Math(13:24) – Follow-up Systems: The Buckets Framework(14:30) – Understanding the Six Buckets in Outbound Strategy(16:49) – Retargeting and Ads: Leveraging CRM Systems for Follow-up(17:34) – Choosing the Right Outbound Channels: Phone vs. LinkedIn(18:50) – Phone as the Tip of the Sphere: Conversational Advertising(20:10) – Scaling Outbound: The Advantage of High Connect Rates(21:07) – Combining Outbound and Inbound for Effective Nurturing(22:06) – Common Pitfalls in Outbound: Focusing Too Much on Meetings(23:13) – Surveying the Market: Understanding Buyer Readiness(24:57) – Phone Outbound as Advertising: Focusing on Conversations(25:14) – Handling Seasonality in Outbound: Deliverability vs. Receptivity(26:16) – High-Impact Tactic: Prioritizing Meaningful Conversations(27:41) – Apple's iOS Update: Impact on Outbound Phone Calls(29:05) – Future of Outbound: Predictions for the Next 2–3 Years(30:09) – Preparing for the Future: Self-Sourcing Pipeline & Sales Dev(32:50) – Advice for SaaS Founders: From $0 to $10K MRR(34:59) – Scaling from $100K to $10M ARR: Founder’s Key Strategies(37:04) – Final Thoughts: Best Practices in Outbound & Revenue Growth(40:22) – Conclusion: Key Takeaways and Recap(42:34) – Contact Information and Closing Remarks

Are you wondering why Your SaaS GTM Isn’t Working, And How to Fix It with Operational Discipline? In today’s competitive business environment, success depends not just on great products, but on how effectively you bring them to market. Yet, many companies struggle with go-to-market (GTM) strategies that fall apart under pressure. Why? Because marketing and sales often operate in silos, pulling in different directions instead of working as a unified force. Think of it this way: marketing should act as the recon team, gathering intelligence, identifying opportunities, and setting the stage. Sales, on the other hand, is the strike team—responsible for execution and closing. When these two functions are misaligned or overloaded with conflicting motions, the result is confusion, inefficiency, and missed revenue. In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman sits down with Head of GTM Garrath Robinson to explore why most GTM strategies fail—and how a disciplined, military-inspired approach can help businesses stay focused, aligned, and ready to win. This episode is brought to you buy ⁠SaaStock⁠.As a valued listener of the Grow Your B2B SaaS podcast, we’ve got something special for you! As a valued participant, you have the exclusive opportunity to get a 30% discount on tickets to SaaStock Europe this October - the leading conference for AI & SaaS founders, investors, and leaders.Key Timecodes(0:00) – The Battlefield of Business(1:12) – Meet Garrath Robinson: From Combat Veteran to Growth Architect(1:39) – GTM Gone Wrong: Real-World Horror Stories(5:52) – What Is a Go-To-Market Motion, Really?(7:17) – When Motions Collide(8:33) – Leadership Fails and GTM Breakdown(13:26) – Inside the Strike Operating System(19:51) – Signal Calibration: Finding What Really Moves the Needle(22:47) – Marketing 2.0: From Arts & Crafts to Operational Powerhouse(26:09) – Avoiding the GTM Trap: Common Pitfalls to Watch For(31:43) – Give It Time: The Patience Behind Real Transformation(33:16) – The People Behind the Process(35:12) – Garrath’s Golden Rule: Discipline Over Dollars(36:41) – Building the Future: Gut Instinct, Fundamentals, and Human Connection(39:33) – Scaling Revenue: From 0 to $10K MRR and Beyond(44:15) – Wrapping Up: Key Takeaways + Connect with Garrath Robinson

In the competitive world of Software as a Service (SaaS), partnerships can serve as a key driver of growth and revenue. However, many companies struggle to build successful partnerships due to a lack of strategic planning and understanding of the partnership landscape. In the first episode of the new Season 7 of the Grow Your B2B SaaS podcast, Joran Hofman sits down with KaraLynn Lewis, a Fractional GTM & Partnerships Leader known for “making friends for a living.” In this episode, KaraLynn explores the different types of SaaS partnerships, the challenges involved, and offers a step-by-step guide on how to build successful partnerships that drive business growth.Key Timestamps(0:00) - Introduction to Partnerships in SaaS with KaraLynn Lewis(0:58) - Guest Introduction: KaraLynn Lewis and Her Expertise in SaaS Partnerships(1:24) - Discussion on Partnership Failures and Lessons Learned(2:32) - Defining Partnerships in the SaaS Sector(3:24) - Common Types of SaaS Partnerships(4:48) - Distinguishing Between Referral and Affiliate Partnerships(6:45) - Reasons Why SaaS Partnerships Fail(9:47) - Steps to Set Up a Successful Partner Program(12:25) - Who Should Handle the Initial Stages of a Partner Program?(15:23) - Strategies for Making a Partnership Work(18:08) - Evaluating Partners Beyond Revenue Generation(21:18) - Scaling a SaaS Partner Program(23:03) - Examples of Successful SaaS Partnerships and Best Practices(25:23) - When to Start Investing in a SaaS Partner Program(28:30) - Key Advice for SaaS Partnerships: Quality Over Quantity(29:05) - Trends in SaaS Partnerships for 2025(30:25) - Advice for SaaS Founders from 0 to 10K MRR(31:04) - Scaling from 10K MRR to 10M ARR: Key Strategies(32:35) - Preparing for the Future: AI and Partnerships

Why 80% of Outbound Sales Fails, and how to Fix It? Outbound sales is one of the most powerful yet misunderstood channels for SaaS growth. Despite the growing popularity of automation tools and AI-driven messaging, most outbound efforts still fall flat. In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Besnik Vrellaku, founder of SalesFlow.io, to dissect exactly why outbound often underperforms and more importantly, how founders can fix it. Whether you're a SaaS startup trying to land your first 50 customers or a scaling team looking to build a repeatable outbound engine, this conversation delivers practical, no-nonsense insights you can use immediately. Besnik shares what’s broken in most outbound strategies, the mindset shift founders must adopt, the real economics behind outbound success, and how tools like AI and intent data are changing the game in 2025. If you’ve ever asked yourself “Does outbound still work?” this episode gives you the honest, data-backed answer.Key Timestamps(0:00) – Episode intro by Joran Hofman(0:52) – Guest intro: Besnik Vreljaku(1:32) – Icebreaker: "Worst cold outreach fail you’ve seen?"(3:11) – Does outbound still work? (Spoiler: Yes, but it’s evolving)(4:25) – Why SaaS founders should care about outbound (esp. bootstrapped)(6:10) – Case study: Niche ICPs (e.g., affiliate program migration)(7:40) – #1 Mistake: Low AOV (< $5K) → Hard to scale(9:57) – Solution: Start with high-ACV customers(10:39) – ACV vs. AOV: What’s the difference?(12:07) – Step 1: Choose the right tool (Security > shiny features)(14:13) – Step 2: Niche down ICPs + use social proof(14:38) – Step 3: Hyper-personalization (Custom variables > generic)(16:45) – Pro tip: Use AI (Claude, Warmly) for data enrichment(17:48) – Avoid fake personalization (e.g., fake logos)(20:04) – SalesFlow's benchmark: 35% reply rates(21:47) – Rejections: "No" is the start of the conversation(26:07) – Future trend: First-party data + AI prospecting(27:49) – Why LinkedIn > Email (email deliverability drop)(29:02) – $0–$10K MRR: Validate with outbound interviews or paid ads(30:48) – $10K–$10M ARR: Bet on people + brand momentum(32:12) – Expect compromises: AI competitors, pricing pressure(34:39) – Recap of key takeaways(36:19) – Connect with Besnik