SaaS Backwards - Reverse Engineering SaaS Success

Ken Lempit
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  • MARKETING
  • UPDATED WEEKLY
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.

  1. 5 DAYS AGO

    Ep. 142 - Why SaaS Pricing and Packaging Matters More Than You Think - with Dan Balcauski, Founder & Chief Pricing Officer at Product Tranquility

    Pricing and packaging can either bog down your go-to-market engine or fuel it to peak performance.This week’s SaaS Backwards podcast features Dan Balcauski, Founder and Chief Pricing Officer at Product Tranquility, a consultancy that helps high-volume B2B SaaS CEOs define pricing and packaging for new products. In this episode, Dan discusses the critical role pricing plays in a SaaS business model and why leadership teams must view it as a dynamic lever, not a "set-it-and-forget-it" elem...

    40 min

  2. NOV 8

    Ep. 141 - How Gifting Helps SaaS Companies Break Through the Noise - with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso

    Gifting can be a powerful outbound strategy that captures attention far more effectively than an email. In this week’s SaaS Backwards podcast episode, we spoke with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso, a gifting and direct mail platform that helps revenue teams 6x second call rates, double win rates, and close deals 29% faster.Kris shared how his background in software sales and experience with gifting inspired him to create Sendoso. He provided insights into the company’s ...

    22 min

  3. OCT 11

    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 Backwards podcast episode, we spoke with Dmitri Lisitski, Co-Founder and CEO at Influ2, a person-based advertising platform that allows you to reach specific people within target accounts and see who interacts with your ads.Dmitri takes us behind the scenes and disc...

    31 min

  4. SEP 20

    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 Loganathan, Founder and CEO of Letterdrop, a platform designed to help companies do just that.Parthi explains how Letterdrop’s AI assists companies in creating content that resonates with more buyers by leveraging the language their customers actually use, cutting dow...

    31 min

  5. SEP 13

    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 SaaS Backwards podcast guest Elio Narciso, saw an opportunity to improve how sales reps identify targets and prioritize their efforts.Elio is the Co-founder and CEO of Scalestack, an all-in-one data enrichment, prioritization, and activation platform that allows...

    36 min

  6. SEP 6

    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, CRO of Carabiner Group, explains how aligning demand and sales functions can create a more cohesive and effective go-to-market strategy.Cliff shares his belief that companies need to have a unified leader at the very top of everything go-to-market. He breaks dow...

    27 min

  7. AUG 30

    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.This highlights the need to go “back to the future,” or back to the basics, and adopt a personality-driven, people-forward sales approach to cut through the noise.In this episode, we spoke with Alex Grace, the founder and CEO of Velocity Sales Consulti...

    36 min

  8. AUG 23

    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, 2024 is the “year of the brand crisis.”Across the board, brands are spending 38% on brand marketing and 53% on demand, which is understandable given the shorter time frame to justify ROI. The problem is that buyers make decisions based largely on who they’re familiar with, so those who have established recognition and trust over time will be the winners. I...

    33 min
See All (142)

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About

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.

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