The SaaS Revolution Show The SaaS Revolution Show

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Jake Dunlap, CEO of Skaled, who shares the innovations in sales required to hit your goals.


"Relevancy cuts through the noise. That is the only way to be successful - that is it, it is singular. If your team and your organisation cannot send relevant messages, whether it's via video, whether it's via LinkedIn, voice-note, whether it's email or call, you will not generate meetings. So that's where the human comes in."

Jake shares:
- The most important thing that CEOs should be doing *right now*
- The core component of hitting outbound targets
- Modern sales processes and the vecs concept: vetted, educated, cold and self service
- Relevancy vs personalisation, and the *only* way to win
- Meeting the modern customer where they stand- 40% of buyers would like the option to self service buy at 2030, where do sales reps fit in?

and more!

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Adam Robinson, founder & CEO of Retention.com, who shares his lessons from when a bootstrapper tries to grow like a venture backed company.


"The word bootstrap mostly describes 'okay, I got it to 3 million, it's making a million and a half bucks. I don't have a lot of employees, I don't have a lot of problems, this is great'. The problem is like, most of those companies are actually just slowly dying. But what creating companies like that can allow you to do is you get it to that; you get somebody else running it, and then you try to tinker around and like, make another one. By the time you're like, 'oh, this is working, I'm actually going to focus on it', It ends up being bigger than the last one."

Adam shares:
- His 10 year stint working "The Big Short"
- Equating entrepreneurship with being able to be present
- Hustle meets reality: why five years went by before he paid himself a dollar
- Churn dynamic and financial discipline
- The most capital efficient way to spread awareness in your buyers
- The art of getting unstuck and the entrepreneurial cycle

and more!

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by David Klein, Co-founder and Managing Partner at One Peak, who shares his insights on how the SaaS and investing market is changing.

"1% increase in growth, the impact on valuation is the same as a 3% increase in profitability- even today. So growth is just valued at three times profitability, even today. And that number was about 12x in November 2021, so at the height of the bull market. So growth is, in our mind, still really important, and if you want to build a big business, you just have to grow. "

David shares:
- From resigning on the same day to where One Peak is today; $300M, $500M, and $1B funds
- What lies ahead for the European and American markets
- The shift from focusing on growth to profitability (and which is more important...)
- The the return of the series a and the series b, an uptick in consolidations, and shifting goalposts
- Bridge rounds - are they a necessary evil?

and more!

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Ev Kontsevoy, CEO of Teleport, as he shares how to decide which baby to kill...

"We never make obviously bad decisions. Every single decision seems rational in the moment. But there is like a certain trend - and the one thing that keeps biting me is ignoring complexity for too long. Eventually I self correct, and I just realised 'hey, the business is getting more complicated, the product is getting more complicated, the way we sell is getting more complicated.' And every time I kind of catch myself, like, I should have thought about this six months ago, now it's too complicated. So letting complexity creep in is just awful. Just don't do that."

Ev shares:
- Mailgun.com and the beginning of the cloud revolution
- Creating a bubble for yourself: diving into internal and external motivators
- Coding in a cave: building pieces of software that replace an entire part of an organisation
- The year of two growing products
- Evaluating total addressable market and the cost of building & maintaining: The trigger event that took the company to a one-product band
- The positive randomness that helped Ev get to where he is

and more!

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Wes Bush, founder & CEO of ProductLed, who shares his thoughts on product led scale.

"PLG is going to become the de facto go to market motion that powers SaaS companies of the future, whether you like it or not, it's just everything's going that way. And so with that said, what I want to kind of emphasize is product led growth isn't the be all end all when it comes to actually building a product led business - it's actually just half of the story."

Wes shares:
- How they've helped their customers generate over a billion dollars of product led revenue
- AI's impact on PLG
- His most controversial PLG opinion 
- How to turn what you do best into generating new business
- Ying & Yang: Why product led growth and being a product led organisation need to go hand in hand
- Why challenging your boss can be key to team alignment
- A sneak peek into his #SaaStockUSA session, including the nine core components that every founder needs to implement into their business 

and more!

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Martha Bitar, CEO at Flodesk, who shares the top 5 things that helped her bootstrap to $25M ARR.

"Someone somewhere told us not to build code for our solution until we had a customer interview that made someone cry because - cry in a good way! - because they were so excited that their problem was finally getting a solution... And we did. At first when I heard it, I was like, of course no one is going to cry because this is not the type of problem that makes people cry. But we eventually did get someone who cried in a demo, and that's when we knew they were ready to build the code."

Martha shares:
🎨 Flodesk's story going from 0-$1M ARR in their first four months (and to $25M ARR today!)
🎨 How they've stayed cash flow positive since day one as a bootstrapped company
🎨 The importance of daily customer interviews - even if it means knocking on a neighbours door
🎨 The Hotmail model: How viral loops allowed them to focus on making each new user hyper successful
🎨 Rolling out an affiliate program and why you should never underestimate the small voices
🎨 Why listening to gut instinct and the snap judgements of our subconscious mind can sometimes be better than critical analysis
and more!