Dan Balcauski speaks with Brandon Card, CEO and Founder of Terzo, an enterprise AI platform focused on contract intelligence for Fortune 500 companies. Brandon shares his journey from working at tech giants like Microsoft and IBM to founding Terzo, highlighting the challenges of targeting enterprise clients and creating new budget line items for AI solutions. They discuss the importance of charging for proof of concepts, focusing on long-term thinkers in the hiring process, and identifying 'M...
In this episode of SaaS Scaling Secrets, Dan Balcauski interviews Richie Khandelwal, co-founder of PriceLabs, a revenue management platform for vacation rental owners. Richie shares his unique journey of building PriceLabs into a global operation while working demanding full-time roles at Bain and scaling MindTickle. They discuss the origins of PriceLabs, managing a side hustle turned full-time business, and the importance of prioritizing tasks and customer-centric solutions. Richie also expl...
Dan Balcauski talks with Eric Boduch, co-founder of Pendo and CEO of 24 and Up, about his experiences scaling SaaS businesses. Eric shares insights from Pendo's rapid growth phases, including the importance of culture, product-led growth, and brand building. They discuss the transition from startup to scale-up, the role of data-driven decisions, and how AI is transforming strategic approaches in SaaS companies. Eric also delves into the venture studio model used at 24 and Up and its advantage...
Dan Balcauski speaks with Fynn Glover, co-founder and CEO of Schematic, about his extensive journey from pursuing professional soccer to founding several successful companies, including Schematic. Fynn shares insights into the importance of flexible pricing and billing strategies in SaaS, highlighting the complex relationship between engineering and finance in implementing these strategies. They discuss the evolving landscape of usage-based pricing, the challenges of transitioning from vertic...
Host Dan Balcauski speaks with Kaveh Rostampor, CEO and co-founder of Planhat, a customer platform designed to help businesses acquire, grow, service, and retain customers. Kaveh shares insights from his journey in scaling Planhat, emphasizing the importance of bootstrapping, maintaining a clean cap table, and creating an expectation document to ensure employees' success. He also discusses the impact of martial arts on his business approach, the benefits of raising investment capital, and str...
Host Dan Balcauski speaks with Chris Ronzio, the founder and CEO of Trainual. Chris discusses Trainual's rapid growth, his insightful philosophy on chaos in business, and the crucial role of process documentation in scaling a company. He shares compelling stories, including Trainual's marketing collaboration with Montel Jordan and investments from influencers like Damon John. The conversation covers the evolution of Trainual's pricing strategy, the balancing act of process documentation, and ...
Dan Balcauski speaks with Jim McGinnis, the CEO of Vanco, a software and payments provider for faith groups, schools, and community organizations. Jim shares his extensive experience scaling SaaS businesses, including his success at MyCase, where he doubled the business in 18 months. They discuss challenges in convincing different customer segments to adopt new technologies, the importance of focus and operational metrics, and the necessity of employee engagement. Jim also highlights the adva...
Dan Balcauski speaks with Matt Lhoumeau, Co-founder and CEO of Concord, about the journey of building a leading contract management platform. Matt shares his experiences from moving to the US with limited resources to creating a successful SaaS business. They discuss pivotal moments, such as dropping out of high school and entering prestigious French institutions, the importance of simplicity in product design, and the challenges of maintaining focus in a dynamic industry. The episode also to...
Dan Balcauski speaks with Rytis Lauris, Co-founder and CEO of Omnisend. They discuss how Rytis bootstrapped Omnisend to $50 million ARR, the challenges of scaling during rapid market changes, and the strategies Omnisend employed to maintain and grow its customer base. Rytis shares insights on the importance of customer communication, the balance between qualitative and quantitative data, and delegation for successful scaling. 00:27 Meet Rytis Lauris: CEO of Omnisend 02:13 The Journey of Omn...
Dan Balcauski speaks with Jim Morrisroe, CEO of 15Five, on the SaaS Scaling Secrets podcast. Jim shares his journey from enterprise sales leader to CEO, emphasizing transformation moments, including his tenure at Zimbra and overcoming personal challenges. They discuss the importance of data-driven, targeted employee engagement, managing multi-generational workforces, and navigating the complexities of remote work environments. Jim highlights the critical role of effective leadership and mento...
Dan Balcauski speaks with Vivek Bhaskaran, founder and CEO of QuestionPro. Vivek shares how he bootstrapped QuestionPro from zero to $32 million in ARR, serving over 20 million users without raising external capital. They discuss Vivek's entrepreneurial journey, from selling cigarettes in Russia to building a successful portfolio of companies. Vivek emphasizes the significance of hustle, transparency, and unorthodox growth tactics like M&A in scaling a SaaS business. 03:34 Journey from C...
Dan Balcauski speaks with Dean Guida, founder of Infragistics, about his journey from Wall Street side project to a global leader in UX development tools and his latest venture, Slingshot. They discuss key transformative moments, the principles behind sustainable tech companies, and the critical importance of culture in scaling businesses. Dean shares insights from his recent book 'When Grit is Not Enough' and explores the challenges of change management, the role of data in driving business ...
Dan Balcauski speaks with Griff Perry, co-founder of M3ter, about the challenges of revenue leakage in SaaS companies. Griff, a two-time founder who sold his first startup to Amazon, discusses his journey and the evolution of his career from strategy consultant to SaaS entrepreneur. They explore the complexities of monetization, the importance of infrastructure in billing operations, and how M3ter helps SaaS companies eliminate revenue leakage and enable pricing flexibility. Additionally, the...
Dan Balcauski interviews Sri Ganesan, the co-founder and CEO of Rocketlane. They discuss the founding journey of Rocketlane, a top-rated platform for customer onboarding and implementation. Sri shares his background, from his early interest in math and coding to scaling FreshWorks following the acquisition of his first startup, Konotor. They explore the challenges and strategies of expanding Rocketlane's market reach from customer onboarding to professional services automation (PSA), the bene...
Dan Balcauski speaks with Adam Howatson, CEO of LogiSense. They discuss Adam's extensive journey in software, from founding his first company in high school to leading LogiSense. The conversation delves into the complexities of usage-based and outcome-based monetization, which LogiSense specializes in, and how it aids major enterprises. Adam shares practical examples, the advantages of transitioning to such models, and the necessary organizational changes. They also explore how Gen AI impacts...
Dan Balcauski hosts Avi Freedman, Co-founder and CEO of Kentik, on SaaS Scaling Secrets. They discuss Kentik's evolution under Avi's leadership as a network intelligence platform, his extensive background in recurring revenue, and lessons learned from his entrepreneurial journey. Avi recounts his career from founding the first internet service provider in Philadelphia to serving at Akamai, shares his 'superhero transformation moment,' and delves into the challenges of leading Kentik. The conv...
Dan Balcauski speaks with Mike Meng, CEO and Co-founder of Stellar Health. They discuss how Stellar Health is revolutionizing value-based care in the healthcare industry through innovative SaaS solutions. Mike shares his journey from a healthcare investor to an entrepreneur, his transformative moments, and the challenges faced in scaling in a regulated market. They delve into the intricacies of building trust with medical professionals, the unique dynamics of the healthcare market, and the im...
Dan Balcauski sits down with Avi Kedmi, CEO of SysAid, to explore Avi's remarkable journey from a Java developer to a seasoned tech leader. Avi shares insights on driving a 22-year-old company through AI-driven transformation while maintaining growth and profitability. The discussion delves into the importance of a clear vision and mission, the strategic return of SysAid's founder, and the critical role of product excellence in scaling a B2B SaaS company. Avi also provides his perspective on ...
Dan Balcauski speaks with Jason Ray, co-founder and CEO of Paperless Parts, a Boston-based SaaS company revolutionizing the custom part manufacturing industry. Jason shares his journey from Navy logistics to entrepreneurial success, highlighting the challenges of scaling a SaaS company, identifying real customer pain points, and learning from rapid growth funded by venture capital. Jason emphasizes the critical role of a great CFO, the evolving responsibilities of a CEO, and the resilience ne...
Dan Balcauski interviews Robert Johnston, CEO and co-founder of Adlumin, a cybersecurity company. The discussion traces Robert's journey from his early cybersecurity interests at the Naval Academy to pivotal experiences in the Marine Corps and NSA. Robert details the challenges and sacrifices in launching Adlumin and highlights the company’s evolution, focusing on mid-market security operations. Key topics include achieving product-market fit and scaling through an optimized channel strategy....