DiscoverBuilt to Scale | B2B SaaS Edition
Built to Scale | B2B SaaS Edition

Built to Scale | B2B SaaS Edition

Author: Mitch Fanning

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Scaling B2B SaaS companies from $1M to $10M and beyond is hard. Built to Scale is a podcast dedicated to the journey.
17 Episodes
In episode 18, I sat down with Edwin Abl, CMO of Modulr a business payments platform company who is building a new digital payment service to make money flow more efficiently through both businesses and the economy.   For those not familiar with Edwin, he’s an experienced P&L leader in the EMEA and international SaaS software sector with deep expertise in revenue generation marketing, business development, enterprise sales, strategy and go-to-market partnerships.   Previously, Edwin led and built marketing at Appirio, Inc. (Global strategic partner of, Workday and Google) in Europe - $30k - $133M pipeline growth in 4 years (acquired in 2016), helped scale Hive Learning's marketing function (part of Blenheim Chalcot's venture portfolio), co-founded 2 companies in the SaaS tech space and worked as a new business / go-to-market advisor to scaling startups.     Being CMO of Modulr, he is responsible for taking to market our unique API driven payments solution, building a team and scaling systemized processes. In his spare time provides mentorship on leadership, sales and marketing.   During our conversation, we discuss:   Why MQLs are irrelevant Why sales teams don’t find personas useful If someone should own the entire marketing and sales funnel If Chief Revenue Officers (CROs) will replace the CMO role How first-time CMOs should approach their first 100 days, present to a board, and build a world-class team The one book Edwin gives all new hires   Enjoy   P.S. Before you go, please leave a review on Apple Podcasts 🙂 🙏🏻
In episode 17, I sat down with Matt Bilotti a Staff Product Manager on Drift's growth team to talk about “growth.”   Matt also hosts the #Growth podcast, which is just one of the many popular shows produced by Drift.   Before joining the growth team at Drift, Matt "product managed" many parts of the Drift product. Before Drift, Matt spent some time working at HubSpot.   During our conversation, Matt and I discussed:   Why he switched to the growth team   How the Drift growth team is structured and what they’re responsible for   The process, framework, and tools the team uses to run growth experiments   And much more...   Enjoy!   P.S. To commemorate this episode, "before you go leave a ⭐ ⭐ ⭐ ⭐ ⭐ ⭐ review and share the pod with your friends!" 😊
In episode 16, I had the opportunity to speak with Chris Nixon, VP of Marketing at CaliberMind and host of a weekly show called the Revenue Marketing Report.   During our conversation, we discuss the challenges of marketing attribution, why many B2B marketing teams still struggle to quantify marketing ROI, and what CaliberMind has done to solve this problem.   Enjoy!   P.S. Before you go, please leave a review on Apple Podcasts :) 🙏🏻  
  “We will not buy what we don’t understand.” — April Dunford   In episode 15, I’m joined by April Dunford (@aprildunford), an executive consultant, speaker, and author who helps technology companies make complicated products easy for customers to understand and love.   She is a globally recognized expert in Positioning and Market strategy. Previously April has run marketing and sales teams at a series of successful technology startups and has launched 16 products into market.   She is also a board member, investor, and advisor to dozens of high-­growth businesses and is the author of the upcoming book Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it.   Enjoy!   P.S. Before you go leave a review :) 🙏🏻
Scaling a B2B SaaS company from $1M to $10M and beyond is hard. Built to Scale is a podcast dedicated to the journey. In this episode, I introduce the new show, discuss why I decided to rebrand the podcast and give you a sneak peek at what to expect. You can also learn more at
In this podcast session, I spoke with Peter Gillett, a serial entrepreneur who is currently the CEO of both Zuant, a mobile lead capture platform and Marketpoint Recall, a global recall and crisis management company. For those who may not be familiar with Peter, he has been a pioneer in database marketing since the 1970s and created the world’s first web-based CRM system funded by Lucent Technologies in the 1990s. Currently, he spends most of his time driving product development and client roll-outs of Zuant’s award-winning mobile lead capture app across US corporations including Tesla, Pirelli, McLaren, Verizon and others.  With now over four decades of experience in marketing and sales, Peter is a highly sought-after thought leader on hot-button topics including mobile and GDPR. He also writes a regular monthly column series for Target Marketing Magazine called, Around the World, where he explores what’s new in marketing and sales from a global perspective by doing Q&As with digital innovators making an impact on the marketing and sales industry. Peter is passionate about motorsport racing and tech innovation that enables highly visual, cost-effective versions of the ‘original databased marketing’ concept to be offered to top global companies.   Here are a few highlights from our discussion:   04:25 — How a busy CEO of 2 global tech companies starts his day, manages his time, and deals with overwhelm. 08:57 — Why Peter feels its crucial that product development stay in sync with marketing and sales. 10:43 — Peter’s take on the differences between the UK, European, and North American tech scene. 14:29 — Peter’s experience creating the world’s first web-based CRM system (pre-Salesforce) and how it led to founding Zuant. 28:00 — Why Peter feels tradeshows and events are back in fashion. 30:50 — Why Peter feels “simplicity and speed” sits at the core of scaling a tech business.   That’s it. That’s all.   Happy Holidays!   Show notes with links available here. P.S. Please leave a review of the show on Apple Podcasts :) 🙏🏻  
“I believe in the power of data to change decision-making and culture. It’s all about finding the signal in the noise.” — Raviv Turner In this podcast session, I had the opportunity to speak with Raviv Turner, Co-Founder & CEO @CaliberMind.For those who may not be familiar with Raviv, he and his all-star team at CaliberMind have built a leading Customer Data Platform designed specifically for the B2B Revenue Marketer with one aim in mind — to be THE “single source of truth” for marketing and sales teams that finally gives them the "superpowers" they need to grow revenue faster, together. Raviv developed and mastered his data intelligence "superpowers" as a military intelligence officer and now, for the past decade, has been helping CMOs, and B2B marketers grow revenue using these honed data intelligence skills. In 2017, Raviv was selected as one of the ‘Top Tech Leaders to Watch’ by Inc. magazine and is also a contributor to Forbes Tech Council. He is also a sought-after speaker at marketing conferences on the topics of marketing analytics, data intelligence and marketing AI,  including Dreamforce, MarTech Conference, and MarketingProfs B2B Forum. Despite all that Raviv does, he still finds time to ‘give back’ as both a personal advisor to CMOs on the topic of marketing technology and data analytics strategy to help improve their revenue accountability and customer-centricity skills - and as an angel investor and mentor at well-known startup accelerator @Techstars. Here are a few highlights from our discussion: 03:42 — How a former Israeli Intelligence Officer found himself in Boulder, Colorado running CaliberMind - a leading B2B Customer Data Platform for Revenue Marketers.   07:10 — 3 reasons why Boulder, Colorado has such a strong tech community and culture.   10:43 — Empathy: why it's a personality trait all good product managers must possess.   14:20 — #MarTechPorn: What it is and how it relates to CaliberMind’s #UnMarTech Manifesto (...and the correct approach to building your MarTech stack).   18:55 — Why CaliberMind is focused on building THE "single source of truth" (aka superpower) for B2B marketing and sales teams.   28:29 — How CaliberMind operationalizes revenue marketing at their own company (...and a CEO’s perspective on the obstacles B2B marketers face when trying to adopt revenue marketing.)   36:05 — "Data pukes" and the framework Raviv and his team use when building meaningful, actionable marketing and sales dashboard that drives real insights and business results. Enjoy! Show notes with links available @mitch.fanning. Please leave a review :) 🙏🏻    
“For fast-growing companies, marketing powered by storytelling is a recipe for marketing success.” — Mark Evans In this podcast session, I had the opportunity to speak with Mark Evans about brand storytelling, which is the topic of his latest book Marketing Spark. Specifically, how marketers and business leaders can ignite their marketing by embracing the power of storytelling to produce better results. For those not familiar with Mark, he is a marketing consultant, entrepreneur, and writer who has been telling stories for more than 25 years. He makes marketing work for fast-growing companies...and for companies that are looking to grow faster. Mark has helped more than 100 companies with marketing that accelerated their growth. Before starting his business, ME Consulting, in 2008, Mark was an award-winning technology journalist with the National Post, Globe & Mail, Bloomberg News and South China Post. At the height of the dot-com boom (in hindsight, not the best timing!), he co-founded a startup, Blanketware, that plunged Mark head-first into the world of entrepreneurship. With a passion and fascination for startups, Mark went on to work for three of them: b5media, PlanetEye and Sysomos. Mark writes a blog ( about marketing and produces one of Canada’s most popular newsletters for entrepreneurs and marketers. He speaks frequently and offers workshops about marketing strategy, messaging and storytelling. When Mark manages to tear himself away from the keyboard, he is an avid ice hockey and tennis player, craft beer aficionado and intrepid traveller. Mark, his wife, Pamela, their three children and their dog Max, live in Toronto, Canada. Enjoy!   Show Links   Connect with Mark on LinkedIn | Twitter | Facebook Mark Evan’s Website Significant Objects experiment   Recommended Links   [VIDEO] The magical science of storytelling | David JP Phillips | TEDxStockholm [INFOGRAPHIC] The 2018 state of attention   Books Mentioned   [BOOK] Marketing Spark: How Entrepreneurs Can Ignite Their Marketing and Embrace the Power of Brand Storytelling ( 2018) [BOOK] Marketing Spark: How Entrepreneurs Can Ignite Their Marketing and Embrace the Power of Brand Storytelling ( 2018)   People Mentioned   John Collins, Director of Content at Intercom Tara Hunt, CEO of Truly Social Amber Naslund, Sr. Content Marketing Evangelist at LinkedIn
In this podcast session, I had the opportunity to speak with Magnus Unemyr on the topic of Artificial Intelligence. Specifically, how marketers and business leaders can begin harnessing its power to produce better results. For those not familiar with Magnus, he is a renowned author, global speaker and thought-leader in the field of marketing automation, with a particular focus on advanced integration, marketing with artificial intelligence, and how data and insights from Internet-connected devices can drive marketing automation logic. Magnus has spent the past 20+ years in the global software industry, focusing on marketing the Internet-of-Things technology in the semiconductor chip industry. He also co-founded an international software company that built and maintained a distributor network in 50 countries. He now concentrates his efforts on helping companies advance and grow their business by sharing his knowledge as an independent consultant. Magnus has published many popular books on Internet marketing, Marketing Automation, Entrepreneurship, Internet-of-Things and Artificial intelligence. His latest book, released in 2018, is entitled ‘Data-Driven Marketing with Artificial Intelligence: Harness the Power of Predictive Marketing and Machine Learning.’ Magnus currently resides in Sweden and is a sought-after speaker for seminars and conferences in Japan, South Korea, Taiwan, throughout Europe and the USA.  He’s also the founder and author of the blog a leading source for marketing automation and AI. Enjoy!   Show Links   Connect with Magnus Unemyr on LinkedIn Magnus Unemyr’s Website DeepMind [VIDEO] Joe Rogan Experience #1169 - Elon Musk [APPLE PODCASTS] The Joe Rogan Experience #1169 - Elon Musk [ARTICLE] Twitter taught Microsoft’s AI chatbot to be a racist a**hole in less than a day   Books & Documentaries Mentioned   [BOOK] Data-Driven Marketing with Artificial Intelligence By Magnus Unemyr (Jun 2018) [DOCUMENTARY] Do You Trust This Computer? (Aug 2018) [PDF] Kurzweil, Ray - Singularity Is Near, The (hardback ed) [v1.3]   Books Not Mentioned (but Recommended)   [TEXTBOOK] Artificial Intelligence: A Modern Approach By Stuart Russell & Peter Norvig   People Mentioned   Scott Brinker Elon Musk Joe Rogan Ray Kurzweil  
In this podcast session, I had the opportunity to speak again with Debbie Qaqish who is the Principal and Chief Strategy Officer of The Pedowitz Group – a Revenue Marketing™ firm that helps B2B companies and their marketing leaders transform marketing from a cost centre to a revenue centre. In it, we discussed the topic of marketing enablement, which is an emerging marketing function. Specifically, we consider what it is and how it could help B2B companies align marketing and sales to drive revenue growth. For those not familiar with Debbie, she is a nationally recognized thought leader, innovator and speaker on the topic of Revenue Marketing with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth. She is also the author of the award-winning book – “Rise of the Revenue Marketer,” Chancellor of Revenue Marketing University, and host of Revenue Marketer Radio (WRMR). Debbie has been at the forefront of the marketing automation phenomenon, first as a beneficiary, and now as an advocate and expert. Having coined the term “Revenue Marketer” in 2010, Debbie is considered, by many, to be the “original” revenue marketer. Debbie is also a Ph.D. candidate, and her dissertation topic is on how the CMO adopts financial accountability in an e-marketing environment. Enjoy!   Show Links   Connect with Debbie on LinkedIn About Debbie Qaqish The Pedowitz Group [ARTICLE] What Is Marketing Enablement and Why Do You Need It? — By Debbie Qaqish [VIDEO] Thomas Barta — Keynote: The 12 Powers of a Marketing Leader (2017) [ARTICLE] Marketing Technology Landscape Supergraphic (2018): Martech 5000 (actually 6,829) — By Scott Brinker [ARTICLE] The New Customer Journey Maze: 5 Implications For Marketers — By Kimberly A. Whitler   Books Mentioned   [BOOK] Rise of the Revenue Marketer   People Mentioned   Thomas Barta, Author: The 12 Powers of a Marketing Leader Alex Simoes, Senior Director of Customer Experience Market Adoption at Sysco LABS at Sysco Scott Brinker, VP Platform Ecosystem at HubSpot; Editor at; Program Chair of MarTech Kimberly A. Whitler, Assistant Professor, Darden School of Business, University of Virginia
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