SaaS Backwards - Reverse Engineering SaaS Success
Join us as we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions.
Episodes
140 episodes
Ep. 140 - Why Traditional ABM is Failing Your SaaS Business - with Dmitri Lisitski, Co-Founder & CEO at Influ2
Building meaningful connections with individuals using different channels can be more effective than running an ABM program that only provides a shallow understanding of what’s happening within an account. In this week’s SaaS Backwa...
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Season 3
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Episode 40
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31:15
Ep. 139 - How SaaS B2B Companies Can Leverage Sales Calls for Content Creation - with Parthi Loganathan, Founder & CEO of Letterdrop
We often emphasize the importance of understanding what’s being talked about in sales conversations to shape content strategy and tell unique, compelling stories.In this week's SaaS Backwards podcast episode, we talk with Parthi Loganath...
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Season 3
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Episode 39
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30:32
Ep. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at Scalestack
The ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets.Recognizing the struggles enterprises face in managing vast amounts of data, this week’s Sa...
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36:01
Ep. 137 - Why SaaS Companies Should Unify GTM under the CRO - with Cliff Simon, CRO of Carabiner Group
Consolidating sales and marketing into the office of the CRO might be a controversial topic, but it can be healthy for demand and sales functions to become enmeshed.In this episode of the SaaS Backwards podcast, our guest Cliff Simon, CR...
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Season 3
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Episode 37
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27:04
Ep. 136 - Going Back to Personality-Driven Sales in SaaS - with Alex Grace, Founder & CEO of Velocity Sales Consulting
With all the current tools and technology available to salespeople, many have naturally slipped into a less personal approach than what used to be the norm. As a result, their calls and emails are ignored, and they struggle to get quality leads...
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Season 3
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Episode 36
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35:43
Ep. 135 - Why B2B SaaS Companies Should Spend More on Brand - with Vinay Bhagat, Founder & CEO of TrustRadius
According to this year’s B2B TrustRadius Buying Disconnect Report, where they surveyed 200 B2B brands and over 2000 tech buyers...
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Season 3
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Episode 35
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33:05
Ep. 134 - Measuring Marketing Effectiveness: Strategies and Insights for SaaS Success - with Steve Oriola, CEO of Unbounce
In this episode of the SaaS Backwards Podcast, we spoke with Steve Oriola, CEO of Unbounce, a landing page platform empowering marketers by combining their expertise with AI insights to create and optimize hi...
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Season 3
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Episode 34
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30:53
Ep. 133 - Why Efficient B2B SaaS Advertising Requires a Holistic Approach
Paid advertising is often one of the largest budget items for SaaS companies, making it a critical channel for facilitating sales and driving growth.In this episode of the SaaS Backwards Podcast, we flipped the script and had our very ow...
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Season 3
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Episode 33
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29:27
Ep. 132 - Overcoming SaaS Sales Challenges in Financial Institutions - with Will Robinson, CEO at Encapture
To drive sales and growth, SaaS companies need to have clear messaging, target the right prospects, and leverage industry expertise.In this episode of the SaaS Backwards Podcast, we spoke with Will Robinson, CEO of
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Season 3
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Episode 32
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30:37
Ep. 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion, & Product Marketing - with Janet Jaiswal, Global VP of Marketing at Blueshift
Listen, assess, plan, execute, iterate. This week’s podcast guest Janet Jaiswal outlines these as the essential steps in developing and implementing successful marketing strategies in the SaaS industry.Janet Jaiswal is
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Season 3
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Episode 31
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32:11
Ep. 130 - Building and Leveraging Communities for SaaS B2B Success - with Kathleen Booth, SVP of Marketing and Growth at Pavilion
A community can be a "cheat code" for rapid learning and career advancement, and this week’s guest knows that better than most.In this episode, we had the pleasure of speaking with Kathleen Booth, SVP of Marketing and Growth at
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Season 3
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Episode 30
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43:12
Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise - with Juan Jaysingh, CEO of Zingtree
The transition from product-led growth (PLG) to an enterprise sales motion is a strategic shift that many SaaS companies are making in order to accelerate growth and enhance profitability. This transition is driven by a variety of f...
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Season 3
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Episode 29
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30:24
Ep. 128 - From PLG to Enterprise: Strategic Shifts in SaaS Marketing - with Karen Budell, CMO at Totango + Catalyst
Transitioning from a Product-Led Growth (PLG) motion to an enterprise sales motion requires strategic alignment and effective change management within a SaaS Marketing team.In this week’s episode, we discussed the challenges and consider...
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Season 3
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Episode 28
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30:33
Ep. 127 - Navigating the Challenges of User Acquisition in SaaS - with Mo Hallaba, CEO of Datawisp
SaaS entrepreneurs must be adaptable and willing to pivot based on feedback and market needs.In this episode of the SaaS Backwards Podcast, we spoke with Mo Hallaba, the CEO of Datawisp, a company ...
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Season 3
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Episode 27
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35:25
Ep. 126 - Driving SaaS Growth with Audience Research - with Rand Fishkin, Co-Founder of SparkToro
With the growing frustration among marketers with traditional pay-per-click and social media advertising, what can a SaaS CMO do to get their message in front of the right people at the right time?In this episode of the SaaS Backwards Po...
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Season 3
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Episode 26
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32:21
Ep. 125 - Harnessing the Power of Network Effects in SaaS Growth - with Doug Heckmann, Chief Solutions Officer at Surefront
Utilizing the network effect by onboarding partners of customers simultaneously can lead to organic growth and increased platform adoption in SaaS companies. In this episode, Doug Heckman, Chief Solutions Officer at
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Season 3
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Episode 25
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37:01
Ep. 124 - From Content Overload to Quality: The Future of SaaS Thought Leadership
The role of thought leadership is changing in content marketing, especially for SaaS companies. In this special episode hosted by Jason Myers, our usual host Ken Lempit, President and Chief Strategist of Austin Lawrence, takes the g...
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Season 3
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Episode 24
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33:22
Ep. 123 - Mastering SaaS Growth: Insights from a Fractional CMO - With Amy Osmond Cook, Co-Founder & CMO at Fullcast
In SaaS companies, there’s a need for sales and marketing teams to work together closely toward common goals and understand each other’s perspectives.Amy Osmond Cook, co-founder and CMO at Fullcast...
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Season 3
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Episode 23
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33:51
Ep. 122 - From SaaS Startup to Restaurant Revolution - with Dave Dittenber, CEO & Co-Founder of BYOD
Building a strong foundation is essential for long-term business success, especially when faced with unexpected challenges. We spoke with Dave Dittenber, Co-Founder and CEO of BYOD, who faced the ultim...
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Season 3
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Episode 22
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35:08
Ep. 121 - The Art of the Exit: SaaS Strategies and Insights - with Jeremy Lessaris, CEO of Payment Brokers
Building a business with the intention of a future sale requires meticulous planning and organization from the outset. In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a ser...
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Season 3
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Episode 21
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36:46
Ep. 120 - The Role of AI in SaaS Solutions: A Deep Dive - with Brandon Most, Head of Marketing at GoLinks
Enterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks.So how do you shift the focus from “old school” methods to a mor...
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Season 3
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Episode 20
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33:02
Ep. 119 – How SaaS CROs Can Overcome Challenges and Drive Growth - with Guy Mounier, Co-Founder and CEO of Aptivio
With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling. The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenu...
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Season 3
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Episode 19
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30:52
Ep. 118 - Navigating SaaS Growth and Innovation in AI Video - With Jeremy Toeman, Founder of Aug X Labs
We all know video is important to grow exposure, but creating enough is still challenging. The tools are complex, production is expensive, and it can be overwhelming just to come up with ideas.In this episode, Aug X Labs founder Jeremy T...
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Season 3
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Episode 18
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32:25
Ep. 117 - How SaaS Companies Can Convert 30% More Web Traffic in 90 Days - with Sahil Patel, CEO of Spiralyze
If you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background...
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Season 3
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Episode 17
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31:37
Ep. 116 - Leveraging Feedback for SaaS Product Management Success - with Satya Ganni, CEO of Beamer & Userflow
Feedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage.In this episode, Satya Ganni, CEO of Beamer and
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Season 3
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Episode 16
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30:07