Grow Your B2B SaaS

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

Are you a SaaS founder struggling to hit your first $10K in MRR? You’re not alone it’s the first major hurdle every SaaS founder faces: proving your product, landing real customers, and building traction. In Season 6 of the The Grow B2B SaaS podcast, Joran Hofaman spoke to 20 successful SaaS founders and experts who’ve been through it, and at the end of each interview, He asked them one question: “What’s your best advice for reaching $10K MRR?” This episode brings all their answers together into one powerful, no-fluff summary and before each expert speaks, he'll tell you which episode they’re from so you can check out their full story. If you’re growing a SaaS, this episode is packed with the insights you wish you had months ago.Key Timecodes(1:07) - Episode 1: Kristi Faltorusso on Customer Success(2:35) - Episode 2: Aaron Ross on Predictable Revenue(5:11) - Episode 3: Clark Barron on Demand Gen Strategy(6:20) - Episode 4: Pablo Assensio on Product-Led Growth(7:44) - Episode 5: Peter Loving on UX and Revenue(9:04) - Episode 6: Tom Shapiro on SEO for SaaS(10:29) - Episode 7: Mina Golesorkhi on SaaS Hiring(12:59) - Episode 8: Johnny Staker on SaaS Growth Strategies(14:12) - Episode 9: Elliott Rayner on Strategic Storytelling(16:42) - Episode 10: Craig Brown on ICP and Messaging(18:56) - Episode 11: Ben Murray on Financial Strategy(20:05) - Episode 12: Nicolas Calabrese on International Expansion(22:33) - Episode 13: Kevin Lems on SaaS Pricing in the AI Era(24:21) - Episode 14: Ramly John on Onboarding Strategies(26:09) - Episode 15: Patrick Cumming on Paid Ads(28:19) - Episode 16: Zoltan Vardy on Founder-Led Sales(29:36) - Episode 17: Alexander Estner on Go-To-Market Playbook(30:55) - Episode 18: Frank Sonders on Go-To-Market Strategy(32:12) - Episode 19: Ezean and Oji Odeze on Product Management Lessons

What does it take to scale a B2B SaaS company from zero to $100 million in ARR? In the final episode of Season 6 of the Grow Your B2B SaaS Podcast, we explore this big question with two standout guests: Oji and Ezinne Udezue. They’ve worked with top tech companies like Typeform, WP Engine, and Twitter. They also co-wrote Building Rocketships: Product Management for High-Growth Companies. Beyond their resumes, they bring a unique perspective as a married couple with 20 years of partnership, both in life and in product leadership. This episode is full of sharp insights and practical strategies for anyone looking to build and grow successful SaaS products.Key Timecodes(0:00) - Knowing Your Ideal Customer Profile(0:09) - Most Important Task for Founders(0:59) - Closing Off Season 6 with a Bang(1:46) - Guest Welcome(1:53) - Diving Into Product Management(2:02) - Product Management as a Craft(3:19) - The Importance of Sharp Problems(4:44) - Why SaaS Founders Need Product Management(6:22) - Founders Thinking as Product Managers(7:54) - Misconceptions in Product Management(8:32) - Admin Layer of Product Management(9:27) - AI's Role in Product Management(10:19) - Calculated Decisions and Customer Needs(10:52) - AI as a Tool, Not a Replacement(11:13) - Scaling from Zero to $100 Million ARR(12:29) - Finding a Sharp Problem(13:46) - Sharpening Your ICP(16:05) - Building and Refining Your Product(18:13) - Signals Before Investing in Growth(19:38) - The Fundamentals of Product-Market Fit(20:36) - Creating a Unicorn vs. a Small Business(22:32) - Product Strategy Across Revenue Stages(25:41) - Strategic Moats and Distribution(26:11) - What is Product-Market Fit?(27:18) - Customer Investment as a Sign of Fit(28:23) - Phases of Growth in SaaS(30:56) - Virality vs. Network Effects(32:54) - When to Think About Virality and Network Effects(35:02) - AI as a Risk and Opportunity(36:18) - AI's Impact on Workflows(39:15) - Rethinking Business with AI(42:34) - Advice for SaaS Founders Starting Out(45:10) - Growing Towards 10 Million ARR(49:03) - Making Decisions When Not in the Room(51:01) - Summary of Key Points(51:26) - Building Rocketships Pro Edition(53:21) - Building a Community of Product Managers(53:57) - Closing Remarks and Call for Feedback

Sales is changing fast. What once relied heavily on cold calls and manual follow-ups is now being reshaped by artificial intelligence. In this exciting episode of the Grow your B2B SaaS Podcast, Joran Hofman sits down with Frank Sondors CEO at Forge, who is a leading expert in sales and AI integration, to uncover how companies can use AI to build smarter, faster go-to-market strategies. Frank shares how he built his own company to $3 million in revenue in just one year by combining AI with smart sales processes. He talks about new roles like the GTM engineer, how AI agents can support sales teams, and why blending human effort with AI is the key to long-term success. Whether you're a startup founder or leading an enterprise team, this episode is packed with practical advice to help you sell better in today’s fast-moving market.Key Timecodes(0:51) - Guest intro: Frank Sondors and his ecosystem of tools(1:36) - Building an ecosystem similar to Apple and Frank's sales journey(2:34) - Profit margins and the role of AI in business scaling(3:43) - Rapid growth and scaling with minimal headcount(4:41) - Old vs new go-to-market strategy leveraging AI(5:41) - The role of GTM engineers in sales and pipeline generation(6:45) - Sales development engineers and their responsibilities(7:40) - Increase in tech usage in sales and admin work reduction(8:32) - How AI can craft personalized emails (9:23) - Assembling custom workflows using tools like Zapier(10:15) - Voice AI agents for customer follow-up (11:06) - The value of human interaction in sales(11:55) - Decision making: AI agent vs human interaction (12:56) - Testing AI agents after hours and A/B testing strategies(13:57) - The misconception of automating all sales processes with AI(14:56) - Evolution and effectiveness of AI in business(16:10) - The resistance and acceptance of AI in the market(17:11) - The necessity of being profitable without VC funding (18:05) - Resistance to AI and the inevitability of change(19:39) - Implementing agents at scale and the role of NA10 people(20:32) - Encouraging team-wide automation and innovation(21:28) - Using WhatsApp as a channel for customer communication(22:28) - The importance of first impressions and human interactions(23:28) - The role of WhatsApp in increasing response rates(24:40) - Integrating WhatsApp with Slack for seamless communication(25:42) - Being available across multiple channels for customer engagement(26:08) - Feeding the right context to AI agents for effective interaction(27:10) - Starting with ChatGPT for AI integration(28:03) - Treating ChatGPT as a business coach(29:02) - Encouraging team use of ChatGPT for problem-solving(30:02) - Optimizing repetitive tasks with AI(31:09) - Personal pain points and the role of AI in alleviating them(32:05) - The focus on building a great product and selling it(32:38) - Testing AI agents vs humans and employee concerns(33:10) - The future of labor distribution and AI(34:09) - The role of humans in supervising AI agents(35:08) - The evolution of sales roles and the end of email templates(36:20) - AI agents communicating with each other in business(37:30) - The importance of context in AI interactions(37:45) - Advice for SaaS startups from 0 to 10K MRR(38:49) - Speaking to customers aggressively and leveraging networks(39:44) - Building in public and social selling strategies(40:33) - Doing things that don't scale and leveraging communities(41:31) - The importance of hiring the right team from 10K to 10M ARR(42:22) - The challenge of hiring and firing for growth(43:14) - The value of hiring autonomous employees(44:06) - The problem of babysitting employees and hiring practices(45:06) - Compounding business strategies for growth(46:55) - Ensuring cofounders have the right competence(48:47) - The importance of pricing based on consumption(49:49) - De-risking for growth and the role of sparring partners

In this episode of the Grow Your B2B SaaS podcast, we sit down with Alexander Estner to talk about how to grow a SaaS company from zero to $1 million in ARR — and why many founders struggle to get there. Alex is a SaaS expert who has helped lots of startups build strong go-to-market (GTM) strategies. He shares a simple, step-by-step playbook that breaks the journey into three key stages: hustle, focus, and expansion. You’ll hear why it’s so important to start with a clear plan, how to avoid common mistakes like trying to sell to everyone, and why it’s better to test and learn than to aim for perfection from day one. Alex also gives practical tips, useful tools, and real-life examples that show what works and what doesn’t. Whether you’re just starting out or already have some traction, this episode is full of helpful advice to move your SaaS business forward. If you're trying to figure out how to grow the right way, without burning out or wasting time, this conversation is definitely worth a listen.Key Timecodes(0:38)-Guest Introduction: Introduction of Alexander Estner and today's topic(1:34)-Why Go-to-Market Strategy is Important: Alex explains the significance of a go-to-market strategy(3:05)-Strategy vs. Execution: Differentiating between strategy and execution in go-to-market(3:39)-Misconceptions in SaaS Growth: Discussing common misconceptions about reaching $1 million ARR(5:23)-Iterative Growth Approach: The necessity of an iterative approach in SaaS growth(6:41)-Common Mistakes in Go-to-Market Strategy: Alex shares frequent pitfalls founders encounter(8:49)-Owning Go-to-Market: The importance of founders owning their go-to-market strategy(9:05)-Three-Step Go-to-Market Process: Introduction to the hustle, focus, and expansion modes(13:27)-Documentation in Hustle Phase: Importance of documentation to ease the transition to focus mode(15:54)-Expansion Mode: Options for growth beyond $1 million ARR(17:02)-Tools and Templates: Recommended resources for executing go-to-market strategies(18:22)-Real-Life Implementation Challenges: Where founders struggle in real-life execution(21:07)-Immediate Actions Post-Episode: Steps for founders to take immediately after the episode(24:32)-Who to Work With: Identifying the key players in executing a go-to-market strategy(26:04)-Transparency in Go-to-Market: The importance of transparency in pricing and product information(29:18)-Summarizing Go-to-Market Advice: Key takeaways for founders(31:12)-Advice for Early-Stage Founders: Tips for growing to 10K MRR(32:15)-Scaling to 10 Million ARR: The role of customer success in driving revenue(34:21)-Summary of Key Points: Recap of the three-step process and key advice

Welcome back to another episode of the "Grow Your B2B SaaS" podcast. In this episode, the host, Joran, takes a unique approach by interviewing himself. This episode is particularly personal and fresh, as Joran shares a recent experience involving an acquisition that was 99% complete before it unexpectedly fell through. The purpose of this episode is to provide insights and lessons learned from this experience to help other founders navigate similar situations.This episode offers a candid look at the complexities and emotional rollercoaster of an acquisition process that almost reached completion. Joran's willingness to share his experiences provides valuable insights for other founders who may find themselves in similar situations. Key Timecodes(0:02) – Podcast Introduction by Joran(1:13) – Acquisition Collapse(2:23) – Background on Reditus(3:33) – Reditus Business Model(4:45) – Bootstrapping Challenges(5:59) – Growth Strategies and Clients(7:11) – Free Trial Model Changes(8:30) – Acquisition Interest and Initial Offer(10:52) – Acquisition Process Begins(12:09) – Acquisition Offer Details(13:20) – Negotiating the LOI(14:31) – Earnout and Upfront Purchase Price(15:44) – Legal Advice and LOI Signing(17:53) – Due Diligence Process(19:09) – Creating a Data Room(20:25) – Technical Due Diligence(22:57) – Share Purchase Agreement (SPA) Negotiations(24:05) – Concerns About Financing(25:17) – Delays in SPA Finalization(27:35) – Office Meeting with Buyer(28:41) – Cultural Differences Noted(30:47) – Termination of Acquisition(31:54) – Waiting on Financing(33:12) – Mental Preparation for Acquisition(34:22) – Request for Stripe Account Access(35:35) – Termination Call and Reasons(36:54) – Impact on Team and Employee(37:54) – Legal Fee Reimbursement and Next Steps(38:59) – Considering Further Legal Actions(40:09) – Key Learnings from the Process(41:15) – Final Thoughts and Advice

Imagine this: you’ve finally finished building your product after countless late nights. The code works, the demo is ready, and your first prospect is waiting. Your heart races because you know one thing for sure: if this person says no, nothing else matters. On this episode of the Grow Your B2B SaaS Podcast, host Joran Hofman chats with Zoltan Vardy, founder of The Launch Code, about why this exact moment is so important. As a founder, you're not just pitching a product—you are the product's voice, its story, and its proof. Customers don’t care about fancy features or your funding round. They care about solving their pain. And when that pain is real, they need someone who truly understands it—you. Founder-led sales give you the chance to connect directly with buyers, test your messaging, and build trust in ways no marketing tool can. According to Zoltan, it’s not just about selling. It’s about leading with purpose, listening deeply, and learning fast. If you’re not leading the charge, you’re missing the biggest growth opportunity your startup has.Key Timecodes(0:00)- Importance of Solving a Problem in Sales  (0:38)- Introduction to Founder-Led Sales and Guest Introduction  (1:23)- Misconceptions About Sales for Tech Founders  (2:40)- Case Study: Banners and the Importance of Problem-Solution Connection  (3:27)- Why Founder-Led Sales is Crucial  (4:40)- Example: Camp Map and Founder-Led Sales Turnaround  (6:00)- Common Mistakes in SaaS Sales  (7:20)- Zoltan's Blueprint for Successful Founder-Led Sales  (9:44)- Starting Sales: Value Proposition and Customer Targeting  (11:43)- Overcoming Fear and Pain of Selling  (13:13)- Transformation Example: Action Audit  (14:53)- Sales as a Transformation Process  (16:07)- Challenges in Implementing the Blueprint  (18:32)- Steps to Get Started with Sales Today  (20:00)- The Myth of Hustle Culture and Real Sales Work  (21:16)- AI in Sales: Enhancements, Not Replacements  (23:30)- Preparing for Objections in Sales  (24:16)- The Future of Sales with AI Integration  (26:05)- Sales in Enterprise: Importance of Personal Touch  (28:00)- Case Study: Dextery's Clear Problem-Solution Connection  (30:01)- Iteration in Value Proposition and Market Fit  (32:29)- Persistence in Entrepreneurship  (32:39)- Summary of Key Advice on Founder-Led Sales  (33:09)- Advice for Growing SaaS Companies: Zero to 10K MRR  (33:55)- Advice for Scaling to 10 Million ARR  (35:05)- Final Summary and Key Takeaways  (37:21)- Zoltan's Offer: Free Chapter of The Launch Code Book  (37:45)- Encouragement for Founders to Embrace Selling  

Before spending a single dollar on paid advertising, you need to ask one critical question: Do you have product-market fit—or at least clear signals of it?In a recent podcast episode, Patrick Cumming, Head of Marketing at KlientBoost, emphasizes that paid advertising, especially paid search, is not a shortcut to growth. If your product doesn’t already have demand, paid search will likely drain your budget without meaningful returns. Instead, companies should assess how much of their total addressable audience they can effectively saturate with the budget they have. Success in paid advertising isn’t just about targeting the right people; it’s about delivering the right message in a way that resonates deeply with your audience.Key Timecodes(0:00) - Introduction: Patrick on product-market fit and paid ads(0:54) - Guest Introduction: Joran introduces Patrick Cumming(1:41) - Common Myths: Patrick discusses myths about SaaS paid ads(2:53) - Small Audience Strategy: The benefits of targeting a small audience (3:16) - B2B SaaS Ad Campaigns Failures: Reasons why ad campaigns fail(4:35) - Reach and Frequency: Importance in marketing strategies(5:48) - Ad Creatives: Patrick's five-step framework for effective ads(7:49) - Audience Targeting: Importance in ad campaign success(8:40) - When to Start Paid Ads: Timing and prerequisites for running ads(10:19) - Experimentation: The challenges of creating new market demand(11:45) - Scaling Mistakes: Common errors when scaling ad campaigns(13:13) - Platform Usage: Using Google Ads and social media effectively (15:27) - Cold Audience Challenges: Issues with targeting cold audiences(16:00) - Building a Paid Ads Strategy: Framework for starting a campaign(17:00) - Analyzing Data: Importance of understanding existing customers(18:18) - High Intent Keywords: Starting point for Google Ads(19:21) - Budget and Audience Saturation: Maximizing ad spend efficiency(20:21) - Account-Based Marketing: Strategy for focusing on target audiences(21:36) - Case Study: Successful strategy for a small audience segment(23:57) - LinkedIn Revenue Attribution Report: Measuring ad performance(25:26) - Correlation in Ads: Understanding ad impact beyond direct attribution(27:54) - Tracking and Measurement: Challenges and importance in ad campaigns(29:08) - Attribution Tools: Using Dream Data for understanding ad influence(31:35) - Trust in Ads: Importance of trusting ad performance over time(33:04) - SEO vs. Paid Ads: Balancing organic and paid strategies(35:45) - Future of Marketing: Preparing for changes in tracking and privacy(38:14) - Bold Advertising: Patrick's advice for standing out in paid marketing(39:10) - Advice for SaaS Founders: Tips for reaching 10k MRR(41:51) - Scaling to 10M ARR: Strategies for growing a successful SaaS business(44:38) - Expanding Channels: Using tools like Primer and Metadata(46:42) - Contact Information: How to connect with Patrick Cumming(48:04) - Closing Remarks: Joran wraps up the episode

Struggling to turn new sign-ups into loyal, paying customers? You’re not alone, and the problem might not be your product, it might be your onboarding. In this episode of Grow Your B2B SaaS, we’re joined by onboarding expert and best-selling author Ramli “RJ” John to break it all down. Ramli exposes what most SaaS companies miss: onboarding isn’t a feature — it’s a full-blown business strategy. We explore how to craft onboarding experiences that form habits, boost user activation, increase retention, and drive revenue. Whether you're a scrappy startup or scaling toward $10M ARR, this episode is packed with real talk, actionable insights, and smart frameworks that will help you turn more free trials into forever customers.Key Timecodes(0:00)-Introduction: Aha moment and onboarding as a business problem(0:49)-Episode Overview: Building habit-forming hybrid onboarding(1:03)-Guest Introduction: Ramli "RJ" John and his work(1:42)-Importance of Habit-Forming Onboarding(3:00)-Retention and Profit from Effective Onboarding(3:41)-Misconceptions about Onboarding(5:18)-The Promise Fulfillment Concept(6:52)-Common Mistakes in Onboarding(8:00)-Moments of Confusion and Delight(9:37)-Goals of Effective Onboarding(11:05)-Step-by-Step Onboarding Improvement(12:45)-User Case Understanding and Endpoint Focus(15:02)-Hybrid Onboarding for Enterprise Customers(18:35)-Challenges and Overcoming in Product Onboarding(20:49)-Technical Product Onboarding Suggestions(24:15)-Immediate Steps for Onboarding Improvement(28:21)-Habit Formation in Onboarding(30:23)-Future of Onboarding with AI(33:33)-Risks and Opportunities for SaaS Founders(35:24)-Best Advice on SaaS Onboarding(36:08)-Growing Early Stage SaaS from 0–10k MRR(37:47)-Scaling SaaS to 10 Million ARR(40:04)-Summary of Key Points(40:45)-How to Contact Ramli and Closing Remarks

In this episode, we explore how SaaS companies can build smart pricing strategies that stay relevant, especially with the rise of artificial intelligence (AI). learn how to Future-Proof Your B2B SaaS Pricing Our guest, Kevin Lems, Commercial Director for Europe at Younium, shares lessons from his years of experience in SaaS sales, subscription management, and revenue growth. His insights are especially helpful for B2B SaaS leaders trying to improve or rethink their pricing.KeyTimecodes(0:03) - Introduction: Discussing SaaS pricing and the importance of a suitable pricing model.(3:08) - Key Question: Why is getting the right pricing model important for B2B SaaS founders today?(4:35) - Misconceptions: Common misconceptions in SaaS pricing strategies.(7:24) - PLG Approach: Discussing the Product-Led Growth approach for SaaS companies.(10:53) - Enterprise Pricing: How to justify different pricing models for enterprise customers.(12:29) - Future of SaaS Pricing: The role of AI and usage-based pricing models.(20:00) - Pricing Strategy: Steps to change and improve SaaS pricing.(24:16) - Best Practices: Sharing best practices for evaluating SaaS pricing models.(34:43) - Key Advice: Summarizing the best advice on SaaS pricing.(36:04) - Growing to 10K MRR: Advice for early-stage SaaS founders.(38:50) - Growing to 10M ARR: Strategies for scaling to significant revenue milestones.(45:14) - Conclusion: Final thoughts and contact information.

In this episode, Joran welcomes Nicola Calabrese, the founder of Undertow, a localization agency focused on aiding SaaS businesses in their international growth. Nicola brings a wealth of experience, having managed translation and localization projects for startups and enterprises in over 20 languages. He also hosts the Multilingual Content Podcast, discussing international expansion and localization technologies. The episode explores the importance of scaling SaaS internationally through internet expansion and localization strategies.Key Timecodes(0:00) - Importance of Localization(0:47) - Episode Introduction and Guest Intro(1:28) - Why International Expansion is Crucial for B2B SaaS(2:33) - When to Consider Going International(3:14) - Indicators for Localization Needs(3:36) - Common Misconceptions in Global Expansion(5:21) - Common Mistakes in Global Expansion Strategy(7:19) - Step-by-Step Approach to Going Global(9:20) - Strategy for US Companies Entering Europe(11:06) - Resources and Frameworks for Expansion(12:15) - Case Study: A Company’s Approach to Localization(13:01) - Steps to Prepare for International Expansion(14:11) - Metrics to Track for Successful Localization(16:18) - Best Practices for Going Global(18:42) - Importance of Style Guides in Localization(20:25) - Significance of Proper Localization(22:12) - AI in Localization: Current Limitations(24:10) - Challenges: Cultural Differences and Brand Consistency(25:42) - Future of Internationalization and AI(27:36) - Choosing Markets: Europe vs. US Strategy(30:03) - Risks and Opportunities in 2025(31:04) - Advice for B2B SaaS Founders on Internationalization(31:39) - Advice for Early-Stage SaaS Companies(32:16) - Preparations for Scaling to 10M ARR(33:59) - Final Summary and Key Takeaways(34:33) - Closing Notes and Contact Information

Ready to crack the code on SaaS finances? In this episode, we’re breaking down the numbers behind successful SaaS businesses—without the boring jargon. We’re joined by Ben Murray, better known as The SaaS CFO, who brings over two decades of real-world finance and operations experience. He’s been in the CFO seat at multiple SaaS companies, and now he’s on a mission to help founders and finance leaders make smarter, data-driven decisions.Ben walks us through his popular Five Pillar SaaS Metrics Framework—a game-changing approach that simplifies the financial side of SaaS with templates, tools, and expert guidance. Whether you're building your first product or scaling fast, this episode will help you understand your margins, track the right metrics, and use your financial reports as a roadmap for growth.Tune in—it’s time to make your numbers work for you.Key Timecodes(0:00) - Introduction: Importance of bookings data and financial management(0:41) - Episode Overview: Deep dive into SaaS finance metrics with Ben Murray(1:37) - Guest Introduction: Welcoming Ben Murray, the SaaS CFO(1:46) - Key Question: Importance of financial reporting for SaaS founders(2:16) - Common Mistakes: Mismanagement of business with cash flow(3:26) - Misconceptions: Finance as a priority in early stages(4:01) - Five Pillar SaaS Metrics Framework: Introduction and overview(5:16) - Financial Reporting: Growth and bookings data importance(7:31) - Getting Started: Foundational needs for early-stage SaaS companies(8:28) - Implementation Steps: Key data sources and tech stack(10:01) - Data Sources: Financial, customer, HR, and bookings data(12:32) - Challenges in Metrics: Understanding economic operations(15:10) - Financial Strategy: Importance of forecasting and metrics(18:08) - Best Practices: Building a scalable finance function(20:22) - Popular Beliefs: Complications and simplicity in financial metrics(21:45) - Gross Margins: Costs in AI tools versus traditional SaaS tools(23:12) - Opinion on Debt: Financing options for SaaS companies(24:54) - Community and Resources: Ben Murray’s offerings and insights(27:27) - Benchmarking: Accurate methods for comparing SaaS metrics(29:05) - Future Risks and Opportunities: Preparing for 2025 and beyond(30:54) - Key Advice: Essential tips for SaaS founders(31:12) - Advice for Early-stage SaaS: Financial foundations and forecasting(32:01) - Scaling to 10 Million ARR: Five Pillar Metrics Framework implementation(34:44) - Summary: Key takeaways from the episode(35:13) - Closing Thoughts: Final remarks and contact information