Subscription Heroes Scott Hurff

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.

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.

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

In this episode, Jay Nathan (COO, Churnkey) and Baird Hall (Co-Founder, Churnkey) sit down with Alex Nazarevich, Vice President of Growth at Unbounce, for an insightful podcast discussion on marketing.
We dive into all of the modern marketing intricacies, from balancing effectiveness/efficiency to leveraging AI and crafting actionable content. We also explore practical tips for cutting through the digital noise and staying ahead of emerging trends.
About Alex Nazarevich:
Alex Nazarevich is the Vice President of Growth at Unbounce, where he leads acquisition and customer marketing teams. With a background in e-commerce and digital marketing, Alex is known for strategically reducing Customer Acquisition Costs (CAC) while optimizing the Lifetime Value to CAC ratio. He fosters a culture of data literacy and experimentation, contributing to Unbounce's industry success.
Here is what we cover in the podcast episode:

Transitioning from B2C to B2B marketing: Alex discusses the rhythm, schedules, and metrics differences.
Selling the ideal version: They explore marketing as selling an idealized version of the customer, in both B2C and B2B.
Avoiding feature-focused selling: The importance of focusing on customer needs and aspirations over product features.
Establishing a brand framework: Alex emphasizes the significance of defining brand identity and customer personas for effective marketing.
Growth strategy and segmentation: Insights into driving growth by segmenting customers and solving specific use cases.
Leveraging webinars for engagement: The role of webinars in driving customer engagement, education, and retention.
Financial literacy in marketing: The importance of understanding financial metrics like LTV to CAC ratio and collaborating with finance teams.
AI as a marketing tool: Viewing AI as a tool to enhance marketing efforts, not replace human expertise, in tasks like content creation and campaign management.
OKRs and prioritization: Alex shares insights into using OKRs (Objectives and Key Results) to align team priorities and foster cross-department collaboration.

This episode provides valuable insights for marketers navigating the dynamic B2B marketing landscape and actionable strategies for driving growth and success.

In this episode, Jay Nathan (COO, Churnkey) and Baird Hall (Co-Founder, Churnkey) have a candid conversation with Todd Olson, Founder & CEO of Pendo, a comprehensive product experience platform. 
Todd founded the company in 2013. The Raleigh, N.C.-based company has since raised $356 million in venture capital, landed more than 2500 customers, and now employs 750 people across eight offices globally. Pendo has appeared on the Forbes Cloud 100 and Inc. Best Workplaces lists for the last six years.
In this episode we explore the intricate dynamics of pricing strategies and the balance between product-led and sales-led growth. Todd shares insights on the significance of pricing elasticity, customer commitment, and aligning pricing with value perception. Additionally, the discussion delves into the evolution of Pendo's go-to-market strategy, the challenges of product installation, and the nuanced approach to balancing product-led expansion with sales-led acquisition.
 
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About Todd Olson:
 
Todd Olson is the CEO and co-founder of pendo.io, a widely recognized platform focused on improving digital product experiences. His expertise lies in product management and entrepreneurship, with a strong emphasis on user-centric design and product development methodologies. Through his leadership at Pendo, Todd has played a pivotal role in helping companies understand and enhance their digital product experiences.
Here is what we cover:

Todd's experience with pricing strategies and the importance of understanding elasticity.
Significance of increasing prices to filter out less committed customers.
Importance of charging enough to ensure customer commitment and responsiveness.
Considerations for pricing based on customer value perception rather than solely on costs.
Todd's perspective on balancing product-led and sales-led growth strategies.
Challenges of product installation in B2B markets and its impact on the product-led approach.
Importance of aligning go-to-market strategies with customer needs and market dynamics.

Now that the days of cheap money and spending your way out of problems is over, SaaS companies are in a sudden search for newfound efficiencies. But how do you pull that off while maintaining and creating deep customer relationships? 
Jay Nathan has the answers.


Jay's one of the foremost customer success experts in the world, and he knows how to lead and scale SaaS customer success teams in a world where there's no more free money. On top of that, he's one of the foremost thought leaders in the CS space—having co-founded Gain Grow Retain, one of the alrgest and most vibrant Customer Success Leadership communities in the world—and through his leadership as EVP & CCO at Higher Logic. 


In this episode, we dive into the specifics of building scalable customer success programs, the customer-centric companies he admires, and drop some breaking news: Jay is joining us at Churnkey as our first strategic advisor as we cross the $1 billion mark of protected subscription revenue. 
How to listen

Apple Podcasts
Spotify
️ Google Podcasts

Here's what we cover

How Jay uses his prolific writing to solve problems in his own life and career
The market correction's impact on SaaS companies
Scaling customer success teams and operations
The power of online communities in customer success
Customer-centricity: Amazon and Southwest Airlines case studies
✨ Jay’s recent appointment to Churnkey's Board of Advisors
How he decides which companies to invest his time and money in
Importance of being customer-centric in the SaaS industry

Resources

Jay Nathan on LinkedIn
Jay's email list 
Gain Grow Retain, Jay's Customer Success community 
Higher Logic

This episode is sponsored by Churnkey, the world's most powerful customer-centric retention platform.