How do you scale a SaaS company, raise millions, and turn hundreds of customers into a stronger growth engine? In Episode 61 of Funded, Now What?!, Andrew Lee Miller sits down with Mark Orttung, CEO of Projectworks, to discuss scaling a B2B SaaS company, expanding internationally, and building a more effective customer acquisition strategy. Projectworks helps consulting, architecture, and engineering firms manage their businesses in one platform, from proposals and project planning to timesheets, expenses, invoicing, and financial forecasting. With around 750–800 customers across multiple markets, Mark shares what he has learned from leading companies, growing a consulting firm from around 200 to 1,100 employees, and stepping into the CEO role at a growing software company. In this episode, we dive into: Resource Planning and Profitable GrowthMark shares data from Projectworks customers showing how firms that plan resources at least two months ahead grow faster, generate more revenue per employee, and achieve higher utilisation. Raising Millions and Investing in ProductWhy Projectworks raised approximately NZ$25 million, how the funding is helping the team develop more product capabilities in parallel, and how AI is changing software development. Expanding From New Zealand Into Global MarketsMark explains the company’s international footprint across the US, UK, Australia, Canada, and New Zealand, and what it takes to manage a distributed team across time zones. B2B SaaS Marketing and Customer AcquisitionWe discuss content marketing, podcasts, LinkedIn, SEO, generative engine optimisation (GEO), paid social, and how Projectworks moves prospects from content engagement to demos and trials. Why Customer Proof MattersAndrew shares practical advice on using customer stories, case studies, testimonial videos, and targeted LinkedIn advertising to help prospects understand the real value of a product. LinkedIn Outreach That Creates ConversationsLearn why personalised outreach, targeting companies experiencing growth, and leading with value can outperform generic sales messages. AI, Product Development, and What Comes NextMark discusses expanding product development with AI and the challenge of helping sales, implementation, and customer teams keep up as the platform evolves. If you’re building a B2B SaaS company, scaling a consulting firm, raising capital, or trying to turn marketing activity into qualified sales opportunities, this episode offers practical insights on growing more profitably. Featured Guest: Mark OrttungMark Orttung is the CEO of Projectworks, a platform that helps consulting, architecture, and engineering firms manage projects, people, and finances. Before joining Projectworks, Mark led Nexient, growing the consulting business from roughly 200 to 1,100 employees before its sale to NTT DATA. His experience also includes leadership at BILL. 🌐 Website: https://projectworks.com🔗 LinkedIn: https://www.linkedin.com/in/mark-orttung/ About Funded, Now What?!Funded, Now What?! is the world's leading podcast for startup founders and growth leaders. Hosted by Andrew Lee Miller (@AndrewStartups), the show explores how fast-growing startups raise capital, scale their businesses, and build marketing strategies that drive growth. 🌐 Book a Growth Audit: https://www.growthexpertz.com▶️ Subscribe on YouTube: https://www.youtube.com/@growthexpertz🔗 Connect with Andrew: https://www.linkedin.com/in/andrewstartups/📘 Startup Growth Book: https://cutt.ly/Ftb3156K📩 Contact: justin@growthexpertz.com 00:00 Introduction to Mark Orttung and ProjectWorks 02:16 Understanding Resource Planning and Its Benefits 03:49 Data Insights on Planning and Growth Metrics 05:02 Leadership Transition and Company Culture 09:29 Managing a Global Remote Team 11:29 Strategic Use of Fundraising and Capital Allocation 15:30 Customer Acquisition and Marketing Strategies 21:36 Effective Use of LinkedIn and Content Marketing 27:06 Outbound Sales and Automation Tactics 32:11 Creating Value with Targeted Ads and Content 35:39 Customer Success Stories and Social Proof 37:49 Final Thoughts and Key Takeaways from Mark #B2BSaaS #SaaSGrowth #StartupMarketing #CustomerAcquisition #LinkedInMarketing #ProjectManagementSoftware #FundedNowWhat Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
