Join us as we work towards cracking the code to the go-to-market sprint to $10M ARR and beyond. In these interviews you can expect to hear B2B patterns and playbooks from some of the best revenue operators and investors in the industry. The show host, Elias Rubel, who has led two startups to acquisition as CEO and serves as a growth advisor to Dropbox, brings you along for candid discussions as he works toward his mission to turn the sprint to $100M ARR and beyond into a blueprint for other founders and operators.
Matt Young, CEO of UserVoice on the aha moments of the customer journey to solve pain points
In this conversation with Matt Young, CEO at UserVoice, he talks about retention and product.
Today, you’ll hear about finding the a-ha moment, the customer journey, Matt’s top of mind thoughts around retention and product, the greater noise-to-signal in the industry today, the main problems Matt sees in companies doing user research, when and how to re-evaluate and recalibrate your value proposition, and the future of UserVoice.
As a leader in SaaS, product management, and product management, Matt has been challenging what it means to deliver great SaaS products for over 20 years. Prior to his current role as CEO of UserVoice, he served as VP of Engineering and President of UserVoice, as VP and CTO at Vodori, and as a Senior Analyst at Duke University. Since 2020, Matt has been a Product School Featured Speaker. Matt holds a BSc in Computer Science from Syracuse University and an MSc in Computer Science from the University of North Carolina at Chapel Hill.
[01:20] What’s most top of mind for Matt around retention and product?
[02:21] The a-ha moment and the customer journey
[05:35] Today’s greater noise-to-signal
[07:37] Re-evaluating and recalibrating on your value proposition
[09:27] Primary problems in companies’ user research
[12:13] UserVoice today and in the future
[14:48] Matt’s influential people
The emergence of Chief Growth Officers with Will Hicklen of EasyWorkforce
In this conversation with Will Hicklen, Chief Growth Officer of EasyWorkForce, he talks about growth. Today, you’ll hear about the evolving Chief Growth Officer role, Will’s key principles, things that get Will excited about EasyWorkForce, emerging people marketplaces, and the ways that Will keeps himself sane and energized.
Will is a strategic growth specialist, a performance-driven innovator, HR tech expert, leader, and coach. Will holds a BA in Economics from Miami University.
[01:00] The Chief Growth Officer role
[04:01] Will’s key principles
[09:05] Digital people marketplaces
[12:06] What has Will excited?
[14:16] How does Will keep himself sane?
[17:32] Matt’s inspirational people
Andrew Hahn breaks down some of the most common misconceptions in scaling high-performing sales orgs
In this conversation with Andrew Hahn, Advisor at Savor Lining, he talks about growth, marketing, and sales. Hear about Andrew’s thoughts on the marriage of sales and marketing, his sales methodology, the most common cracks in sales, and failures that lead to growth.
[01:03] Introducing Andrew
[03:50] MQL’s are bullsh*t
[05:40] Andrew’s sales methodology
[08:10] Cracks in sales
[11:19] “People don’t buy from people they like”
[14:54] A failure that led to a moment of great growth
[17:53] How does Andrew keep his energy levels high?
[19:43] Andrew’s mentors
Kevin Marasco, CMO of Zenefits on the applications and automation of PLG
In this conversation with Kevin Marasco, CMO at Zenefits, he talks about growth and marketing. Hear about Zenefits’ pivot into a PLG motion, demand gen and organic channels, how Kevin shows up as his best self, and building a culture of experimentation.
[01:39] The Zenefits journey
[05:19] The opportunity for a PLG motion
[09:29] Demand gen practices
[11:57] The shift to organic
[16:46] What Kevin does to stay fresh
[20:12] Kevin’s motivational people
Rashmi Gopinath, General Partner at B Capital Group on the current market and the rapid acceleration of digital marketing
In this conversation with Rashmi Gopinath, General Partner at B Capital Group, she talks about enterprise software trends and industry benchmarks. Hear about some of the metrics that are dipping, the companies that are transitioning from traditional sales to a sales-assist motion, and how Rashmi keeps herself engaged in the industry.
[00:36] B Capital Group
[03:01] Surprises in the last 12 months
[06:09] New low metrics
[11:12] Traditional enterprises trying to be a PLG
[13:02] Transitioning from traditional sales to sales-assist
[16:48] What keeps Rashmi energized, interested, and engaged?
Box CMO, Chris Koehler, on generalists vs specialists, and the transition to hybrid marketing
In this conversation with Chris Koehler, CMO at Box, he talks about his fascinating career that has made him the person he is today. Hear about how Chris’s background has helped him think through customer journey, the future of events, the idea of shifting to sales-assist and PLG motions, Chris’s tactical tool chest, and how he keeps his head clear outside of work.
Such a wealth of knowledge! 🧠
This is one of the most insightful podcasts that I have ever come across! Elias does such a great job of sharing his wisdom and I love how he leads meaningful conversations with guests who bring so much experience to the table. Highly recommend checking this show out - you won’t be disappointed!
Great stories and insight
The guests are fantastic and the host is top notch.
Well done and insightful
I'm a new listener and have really enjoyed listening to the Best in Saas on my daily hike. Elias is incredibly intuitive in how he engages his stellar guests. He makes it look easy but I know it is anything but easy to pull it off so consistently. I am in sales and coach sales people and founders. I've learned a a bunch already especially from the episodes that touch upon sales and startup situations that I have yet to encounter myself but surely will. Keep it up Elias!