Subscription Heroes

Scott Hurff
  • 5.0 (6)
  • MANAGEMENT
  • UPDATED WEEKLY
Subscription Heroes

Subscriptions are eating the world. Join us as we spotlight the heroes behind the world's most successful subscription businesses. Brought to you by Churnkey.

  1. Optimizing Google Ads with John Horn, Chief Executive Officer of StubGroup

    FEB 10

    Optimizing Google Ads with John Horn, Chief Executive Officer of StubGroup

    In this episode, John Horn discusses how businesses can effectively use Google Ads to amplify reach, validate market demand, and optimize ad spend. They compare Google Ads with other marketing channels, explore investment thresholds, key success metrics, attribution challenges, keyword targeting, bidding strategies, landing page optimization, conversion rate improvements, and hiring a Google Ads expert. About John Horn: John Horn is the Chief Executive Officer of StubGroup, a premier digital advertising agency and Google Partner recognized in the top 1% of all Google Partners worldwide for performance and customer care. Under his leadership, StubGroup has generated over half a billion dollars in revenue for clients across various sectors, including eCommerce, B2B, B2C, and local services. John has educated over 100,000 students through online courses and StubGroup's YouTube channel.Here is what we cover: Google Ads Role: Boosts reach and helps test market demand for new products. Google Ads vs. Other Channels: Provides faster insights than SEO and social media. Investment & Metrics: At least $2,000/month is needed; key metrics include conversion rate, CTR, and search term relevance. Campaign Audits: Fix tracking errors, analyze search terms, and improve landing pages. Keyword & Competitor Strategy: Prioritize high-intent keywords; competitor bidding must follow guidelines. Bidding Strategies: Manual vs. automated (Target CPA, Maximize Conversions, Target ROAS). Landing Page Best Practices: Clear messaging, strong CTAs, fast load speed, and trust signals. Conversion Optimization: Use structured A/B testing and focus on impactful changes. Hiring a Google Ads Expert: Prioritize experience, reporting consistency, and industry knowledge. This episode provides actionable insights for maximizing Google Ads performance and ROI.

    55 min
  2. Mastering Monetization with Aubrey Rhodes, Founder of TopView Labs

    JAN 27

    Mastering Monetization with Aubrey Rhodes, Founder of TopView Labs

    In this episode, join host Jay Nathan (COO of Churnkey), with Aubrey Rhodes, an experienced SaaS engineering leader specializing in monetization and product-led growth. They explore his career journey from MailChimp, Stitch Fix, and Calendly to founding TopView Labs, a consulting firm for SaaS monetization.   About Aubrey Rhodes: Aubrey Rhodes is an experienced SaaS engineering leader with a track record of driving growth at companies like Blue Bottle Coffee, Intuit Mailchimp, Brightwell, Stitch Fix, Calendly, and Workful. While at Calendly, he spearheaded a major billing system transformation, creating essential infrastructure such as entitlements, a unified product catalog, and metering to enable both product-led and sales-driven growth. Now, as the founder of TopView Labs, he helps SaaS businesses build scalable monetization solutions and optimize their payment platforms.   Here is what we cover: Career Highlights: Aubrey's growth from developer to engineering leader. Experience in scaling SaaS companies with a focus on monetization. Founding TopView Labs for consulting on SaaS best practices. Monetization Engineering: Managing billing, subscriptions, and integrations. Addressing challenges like compliance, refunds, and tax calculations. Building scalable, flexible billing systems. Cross-Functional Collaboration: Example: Calendly's migration from Stripe to ChargeBee. Collaboration between product, engineering, finance, and support teams. Using third-party tools to streamline processes. Data Management & SaaS Growth: Evolving data management practices from early ETL processes to cloud services. Building API and monetization teams for scalability. Leveraging data-driven experimentation for product growth. Buy vs. Build Decisions: Using third-party tools for monetization. Balancing technical debt, compliance, and operational efficiency. The conversation highlights the critical role of monetization engineering, data management, and team collaboration in driving SaaS success.

    42 min
  3. Lost Customers Are Destroying Your Business with Nick Fogle and Baird Hall, Founders of Churnkey

    JAN 20

    Lost Customers Are Destroying Your Business with Nick Fogle and Baird Hall, Founders of Churnkey

    In this episode Nick Fogle and Baird Hall, the founders of Churnkey, tackle the critical issue of customer churn in SaaS businesses. Drawing from their personal experiences as founders of subscription-based platforms, they shed light on the financial, operational, and cultural costs of churn. They also share actionable strategies, tools, and case studies that can help SaaS operators reduce churn, improve retention, and drive growth. Whether you’re battling involuntary payment failures or voluntary cancellations, this episode offers valuable insights into navigating churn challenges effectively.   About Nick Fogle:   Nick is a lawyer turned SaaS Founder and software engineer who works all across the stack. He pioneered the Churnkey prototype to help one of his SaaS companies vanquish churn and reach $140k+ in MRR. When founding Casa with Scott, he co-authored the Wealth Security Protocol and built an industry-leading Bitcoin security application. Ping him on Twitter if you ever want to nerd out about personal finance, investments, or Bitcoin.   About  Baird Hall:   Baird is a 4x SaaS founder based in Charleston, SC. His background is in sales, marketing, and support. He bootstrapped and grew two SaaS companies to over $1M in ARR. When he isn't working on Churnkey's sales and marketing, he is on the water with his wife and daughter. If you want to talk NBA basketball with someone at Churnkey, he is the one. Here is what we cover:   The Pain of Churn Churn stifles SaaS growth, requiring constant customer acquisition. Small reductions (2-3%) significantly boost revenue and valuation. Lessons and Costs Neglecting churn led to stagnant growth for Nick and Baird; reducing churn by 2% increased MRR. High churn inflates acquisition costs, reduces lifetime value, and strains operations. Strategies to Combat Churn Voluntary Churn: Use feedback, personalized cancel flows, targeted offers, and A/B testing. Involuntary Churn: Automate payment recovery with SMS, email, and incentives. Advanced Tactics Apply segmentation, pause offers, and usage-based discounts. Ensure compliance with FTC guidelines for transparent cancellation flows. Case Studies and Trends Companies like Veed reduced churn with tailored retention offers. Transparency, automation, and customer-friendly policies are key to long-term retention.

    58 min
  4. Building a Customer Centric Business with Robbie Baxter, Author & Subscription Expert

    JAN 10

    Building a Customer Centric Business with Robbie Baxter, Author & Subscription Expert

    In this episode, join host Jay Nathan (COO of Churnkey), with Robbie Kellman Baxter, a subscription business expert, consultant, and author. Robbie discusses her career journey, starting from consulting for Netflix to becoming a leading voice in the subscription economy. Her work spans industries like healthcare, automotive, and retail, focusing on building scalable, customer-centric businesses through customer success principles and data-driven decision-making. About Robbie Kellman Baxter: Robbie Kellman Baxter is a leading expert in subscription-based business models, customer success, and membership strategies. As a consultant, speaker, and author of The Membership Economy and The Forever Transaction, she has helped companies like Netflix, Microsoft, and the Wall Street Journal build customer-centric, recurring revenue models. With over 20 years of experience, Robbie advises businesses across industries, from tech and media to healthcare and automotive, on driving long-term customer loyalty and sustainable growth. Here is what we cover: 1. Robbie’s Career Journey Early work with Netflix sparked her focus on subscriptions. Wrote her first book in 2015 to formalize her expertise and attract clients. 2. Subscription Economy Insights Early challenges convincing businesses outside traditional subscription industries. The shift from unbundling to rebundling in industries like automotive and healthcare.. 3. Customer Success Principles Focus on customer outcomes, not just product features. Apply customer success beyond SaaS to consumer businesses. 4. Scaling Customer Success Customer Success Team: Identifies customer issues. Low-Touch CS Team: Communicates scalable solutions. Marketing: Sets customer expectations. Product Development: Builds solutions into the product. 5. Business Strategy Tips Avoid silos; collaborate across teams. Focus on retaining ideal customers and reducing c...

    45 min
  5. What You Need to Know Now: The FTC's New "Click-to-Cancel" Rule

    10/24/2024

    What You Need to Know Now: The FTC's New "Click-to-Cancel" Rule

    Who knew that talking cancellation law with the Cancellation Experts could be so fun?  Baird Hall (Co-Founder, Churnkey), Nick Fogle (Founder & CEO of Churnkey), and Scott Hurff (Co-founder & Chief Product Officer at Churnkey) unravel the nuances of the FTC's new 'Click-to-Cancel' rule, designed to simplify subscription cancellations. We'll explore its implications for businesses and consumers, emphasizing the need for clarity in subscription agreements and compliance challenges. Jump into the differences between state and federal regulations, we'll walk you through why a clear, concise, and honest cancellation process is best for creating happy customers. Don't miss out on what you need to do to prepare for this new rule. Here's what we cover: FTC's New Rule:The 'Click to Cancel' rule mandates that subscription services must provide an easy and straightforward cancellation process, making it as simple as signing up for the service. Business Impact:Companies must redesign their cancellation workflows to ensure they are user-friendly, which could involve updating technology and processes to comply with the new regulations. Compliance Challenges:Businesses with outdated or complex systems may struggle to meet the new requirements, potentially leading to customer frustration and non-compliance penalties. Consumer Protection:The rule modernizes the "negative option" concept, enhancing consumer rights by ensuring clearer communication around billing and cancellation terms. State vs. Federal Regulations:Variations between state-specific rules and the new federal regulation could create compliance complexities, requiring businesses to navigate differing requirements across jurisdictions. Customer Retention:A smooth and transparent cancellation process not only fosters customer trust but can also encourage loyalty, as satisfied customers are more likely to return. Preparation Needed:Businesses should proactively assess and improve their cancellation processes now to ensure compliance with the upcoming rule, positioning themselves to enhance customer experience and satisfaction.   About Nick Fogle: Nick is a lawyer turned SaaS Founder and software engineer who works all across the stack. He pioneered the Churnkey prototype to help one of his SaaS companies vanquish churn and reach $140k+ in MRR. When founding Casa with Scott, he co-authored the Wealth Security Protocol and built an industry-leading Bitcoin security application. Ping him on Twitter if you ever want to nerd out about personal finance, investments, or Bitcoin. About Scott Hurff:Scott is a veteran product maker and designer. He was on the founding team of Tinder’s first acquisition, where he created some of the app’s most successful early revenue features. He was on the founding team of Casa, the world’s first consumer-friendly Bitcoin self-custody provider. O’Reilly published his book, Designing Products People Love, which Scott Berkun called “a thoughtful and charming guidebook for making great things.”

    46 min
  6. The Future of B2B SaaS Marketing with Adam Robinson, CEO at Retention.com and RB2B

    07/09/2024

    The Future of B2B SaaS Marketing with Adam Robinson, CEO at Retention.com and RB2B

    EPISODE 05 WITH Adam Robinson In this episode, join hosts Jay Nathan (COO, Churnkey), Baird Hall (Co-Founder, Churnkey) with guest Adam Robinson (CEO of Retention.com and RB2B), as they discuss about the intricacies of modern marketing. They delve into the importance of authentic content creation, navigating platform challenges, and making strategic marketing decisions to enhance audience engagement and conversion rates. About Adam Robinson: Adam Robinson is the Founder and CEO of RB2B and Retention.com. At RB2B, he helps businesses identify anonymous website visitors and integrate their LinkedIn profiles into Slack for advanced Account-Based Marketing (ABM). At Retention.com, Adam has grown the company to $22M in annual recurring revenue (ARR) in four years without external funding. Here is what we cover: Authentic Content Creation: Emphasizing genuine engagement and building deeper connections with the audience. Platform Challenges: Navigating LinkedIn's limitations for content distribution. Video Content Strategy: Utilizing video to foster stronger connections and overcome algorithm challenges. Balancing Engagement and Marketing: Striking a balance between authentic content and strategic marketing goals. Freemium Model Success: Implementing a freemium model and achieving high conversion rates. Community Building: Creating and nurturing a supportive community. Expanding Content Distribution: Exploring opportunities to distribute content on new platforms like YouTube. Integrated Marketing Strategies: Combining outbound and inbound marketing strategies for comprehensive audience engagement and support. Thought Leadership vs. Traditional Ads: Benefits of consistent, valuable content over traditional ads. Trust and Authority: Building community trust and authority through regular, valuable posts Scaling Content Strategy: Leveraging strong LinkedIn profiles and influencer networks.   Join us for an insightful discussion on the future of B2B SaaS Marketing, Content Creation, Entreprenuership, and more.

    51 min
  7. B2B SaaS Industry Report (Q1 2024) with Randy Wootton, CEO at Maxio

    06/10/2024

    B2B SaaS Industry Report (Q1 2024) with Randy Wootton, CEO at Maxio

    In this episode, join hosts Jay Nathan (COO of Churnkey), Baird Hall (Co-Founder of Churnkey) and guest, Randy Wootton (CEO at Maxio), as they delve into B2B SaaS growth trends and the complexities of successful merger integration. Drawing from insights in the Maxio Insta Growth Report and their personal experiences, this episode sheds light on major topics shaping the B2B SaaS landscape. About Randy Wootton: Randy Wootton is an accomplished executive with substantial experience in the technology industry. His expertise spans marketing, sales, and business development. With a proven track record of driving growth and innovation at various companies, including top roles at Microsoft, Salesforce, and currently as CEO of Maxio, Randy is revered for his strategic thinking, robust leadership, and dedication to helping businesses succeed in the digital age. Here's what we cover: B2B SaaS Growth Trends: Insights from the Maxio Insta Growth Report, including subscription growth rates and the effect of the B2B tech recession. Subscription Models: A look into the rise of consumption-based pricing models and managing diverse customer segments. PLG (Product-Led Growth): Its significance and impact on the current B2B SaaS landscape. Customer Expectations: The changing expectations around the viability and profitability of SaaS companies. Pricing Optimization: Strategies for pricing segmentation to cater to diverse customer requirements. Market Dynamics: The effect on sales cycles, acquisition costs, and expansion efforts. Merger Integration Challenges: Randy provides insights from his experience navigating the integration process of two companies, including aligning tech stacks, cultures, and branding. Operational Streamlining: Initiatives for sales, marketing, and backend infrastructure after the merger. Relationship Building: The emphasis on building strong relationships and aligning goals for successful collaboration. Post-Merger Success: Reflections on the transformative nature of mergers and the vital role of integration planning for long-term success. Tune in for a comprehensive analysis of the strategies, challenges, and opportunities driving growth in the B2B SaaS sector, as well as practical insights into executing successful merger integrations.

    49 min
  8. The "Build vs. Buy" Debate in #saas – Making the Right Choice

    05/14/2024

    The "Build vs. Buy" Debate in #saas – Making the Right Choice

    In this episode, join Jay Nathan (COO, Churnkey), Baird Hall (Co-Founder, Churnkey) and Nick Fogle (Founder & CEO of Churnkey) as they dives deep into the perennial debate of "build vs buy" within the realm of Software as a Service (SaaS). With a wealth of experience across various types of SaaS companies, including B2B, B2C, and bootstrap ventures, the discussion explores the nuances of this critical decision-making process. About Nick Fogle: Nick is a lawyer turned SaaS Founder and software engineer who works all across the stack. He pioneered the Churnkey prototype to help one of his SaaS companies vanquish churn and reach $140k+ in MRR. When founding Casa with Scott, he co-authored the Wealth Security Protocol and built an industry-leading Bitcoin security application. Ping him on X (@nickfogle) if you ever want to nerd out about personal finance, investments, or Bitcoin. Here is what we cover: Historical context of build versus buy evaluations in the SaaS industry. Evolution of SaaS offerings and the impact of AI-driven solutions. Principles of specialization of labor and opportunity costs in decision-making. Analogies like the farm-to-table Chick-fil-A sandwich and the no-code movement. Considerations for engineering, product development, and customer success teams. ⏱️ Trade-offs involving time-to-market, resource allocation, and long-term growth. Insights from real-world examples and customer feedback. Sales perspectives on navigating build versus buy discussions. Reflections on the enduring debate between craftsmanship and pragmatism. Links: Baird on LinkedIn: https://linkedin.com/bairdhall Jay on LinkedIn: https://www.linkedin.com/in/jaynathan/ Nick on LinkedIn: https://www.linkedin.com/in/nickfogle/ Nick on X: https://x.com/nickfogle

    31 min
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About

Subscriptions are eating the world. Join us as we spotlight the heroes behind the world's most successful subscription businesses. Brought to you by Churnkey.

Information

  • Creator
    Scott Hurff
  • Years Active
    2023 - 2025
  • Episodes
    24
  • Rating
    Clean
  • Copyright
    © 2023
  • Show Website
    Subscription Heroes

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