最佳Reverse Engineering播客 (2024)

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Ep. 146 - Why Your Demos May be Costing You Deals 35:44

7h ago35:44

35:44

Guest: Peter Cohan, Author of “Great Demo!” Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features? You’re not alone – and neither are your prospects. Peter Cohan, author of Great Demo!, joined us on the SaaS Backwards Podcast to unpack the biggest demo mistakes SaaS team…

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072 - EOF? 1:15:21

6d ago1:15:21

1:15:21

Here are some of the things we talked about: https://www.media.mit.edu/projects/seeing-around-objects/overview/ https://en.wikipedia.org/wiki/Light_field_camera Jiska’s inactivity reboot research 404 Media Article about inactivity reboot Joe Grand’s YouTube Ken Shiriff - https://www.righto.com/ John McMaster - https://siliconpr0n.org/ Piotr Esden-T…

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Ep. 145 - The Death of the MQL: A New Playbook for SaaS CROs 31:23

7d ago31:23

31:23

Guest: Randy Likas, Head of North America Go-to-Market at Nektar Traditional marketing tactics are losing their edge, with MQLs falling short as costly, outdated signals of real buyer intent. In this week’s episode, we explore tactics for CROs to tackle the “great ignore” with guest Randy Likas, Head of North America Go-to-Market at Nektar, a reven…

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Ep. 144 - Why Your GTM Strategy Breaks Without Alignment 29:01

16d ago29:01

29:01

Guest: Isabelle Papoulias, Fractional GTM & Business Operations Executive Pipeline isn't just a metric—it's a team sport. But when marketing, sales and customer success work in silos, it creates a fractured buyer journey and practically guarantees you’ll miss opportunities. So, who should be responsible for driving this cross-functional alignment? …

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Ep. 143 - Is the CRO the Key to Aligning Sales, Marketing, and Customer Success? 34:02

21d ago34:02

34:02

Guest: Warren Zenna, Founder of The CRO Collective Scaling a SaaS company is no walk in the park. At a certain point, operational complexity demands more than just growth—it demands cross-functional alignment. Enter the Chief Revenue Officer (CRO). In this episode, we dive into the evolving role of the CRO with expert Warren Zenna, founder of The C…

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Ep. 142 - Why SaaS Pricing and Packaging Matters More Than You Think - with Dan Balcauski, Founder & Chief Pricing Officer at Product Tranquility 39:37

28d ago39:37

39:37

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 c…

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Ep. 141 - How Gifting Helps SaaS Companies Break Through the Noise - with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso 22:27

1M ago22:27

22:27

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 s…

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Ep. 140 - Why Traditional ABM is Failing Your SaaS Business - with Dmitri Lisitski, Co-Founder & CEO at Influ2 31:15

2M ago31:15

31:15

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 …

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Ep. 139 - How SaaS B2B Companies Can Leverage Sales Calls for Content Creation - with Parthi Loganathan, Founder & CEO of Letterdrop 30:32

3M ago30:32

30:32

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 Lette…

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Ep. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at Scalestack 36:01

3M ago36:01

36:01

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 prior…

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071 - Snerd Niped 1:31:03

3M ago1:31:03

1:31:03

Thomas Roth (aka Stacksmashing) joined us again to chat about all the new projects he’s been working on. We talked about iPhone and Macbook reversing, HexTree.io, the RP2350 Hacking Challenge, and more! Here are links to some of the topics we covered: Getting JTAG on the iPhone 15 (video) https://t8012.dev/ 37C3 - Apple's iPhone 15: Under the C Mar…

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Ep. 137 - Why SaaS Companies Should Unify GTM under the CRO - with Cliff Simon, CRO of Carabiner Group 27:04

3M ago27:04

27:04

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 …

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Ep. 136 - Going Back to Personality-Driven Sales in SaaS - with Alex Grace, Founder & CEO of Velocity Sales Consulting 35:43

4M ago35:43

35:43

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-driv…

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Ep. 135 - Why B2B SaaS Companies Should Spend More on Brand - with Vinay Bhagat, Founder & CEO of TrustRadius 33:05

4M ago33:05

33:05

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 …

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Ep. 134 - Measuring Marketing Effectiveness: Strategies and Insights for SaaS Success - with Steve Oriola, CEO of Unbounce 30:53

4M ago30:53

30:53

In this episode of the SaaS Backwards Podcast, we spoke with Steve Oriola, CEO of Unbounce, a landing page platform empowering marketers by combining their expertise with AI insights to create and optimize high-converting marketing campaigns. Steve discussed Unbounce’s recent acquisition of Insightly, a robust CRM with advanced AI and machine learn…

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Ep. 133 - Why Efficient B2B SaaS Advertising Requires a Holistic Approach 29:27

5M ago29:27

29:27

Paid advertising is often one of the largest budget items for SaaS companies, making it a critical channel for facilitating sales and driving growth. In this episode of the SaaS Backwards Podcast, we flipped the script and had our very own Ken Lempit, President and Chief Business Builder at Austin Lawrence Group, as the guest. Ken shared his insigh…

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Ep. 132 - Overcoming SaaS Sales Challenges in Financial Institutions - with Will Robinson, CEO at Encapture 30:37

5M ago30:37

30:37

To drive sales and growth, SaaS companies need to have clear messaging, target the right prospects, and leverage industry expertise. In this episode of the SaaS Backwards Podcast, we spoke with Will Robinson, CEO of Encapture, a platform specializing in intelligent document processing for industries like banking, lending, and insurance. Will discus…

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Ep. 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion, & Product Marketing - with Janet Jaiswal, Global VP of Marketing at Blueshift 32:11

5M ago32:11

32:11

Listen, assess, plan, execute, iterate. This week’s podcast guest Janet Jaiswal outlines these as the essential steps in developing and implementing successful marketing strategies in the SaaS industry. Janet Jaiswal is Blueshift's Global VP of Marketing and has 20 years of experience in B2B SaaS marketing, working with companies like IBM, eBay, an…

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Ep. 130 - Building and Leveraging Communities for SaaS B2B Success - with Kathleen Booth, SVP of Marketing and Growth at Pavilion 43:12

5M ago43:12

43:12

A community can be a "cheat code" for rapid learning and career advancement, and this week’s guest knows that better than most. In this episode, we had the pleasure of speaking with Kathleen Booth, SVP of Marketing and Growth at Pavilion, the world's largest private community for go-to-market leaders. Our conversation explores the concept of commun…

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Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise - with Juan Jaysingh, CEO of Zingtree 30:24

6M ago30:24

30:24

The transition from product-led growth (PLG) to an enterprise sales motion is a strategic shift that many SaaS companies are making in order to accelerate growth and enhance profitability. This transition is driven by a variety of factors, including the need to scale, reach new markets, and meet the evolving needs of customers. In this episode of t…

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Ep. 128 - From PLG to Enterprise: Strategic Shifts in SaaS Marketing - with Karen Budell, CMO at Totango + Catalyst 30:33

6M ago30:33

30:33

Transitioning from a Product-Led Growth (PLG) motion to an enterprise sales motion requires strategic alignment and effective change management within a SaaS Marketing team. In this week’s episode, we discussed the challenges and considerations in this transition with Karen Budell, the CMO of Totango + Catalyst, two SaaS software companies collabor…

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Ep. 127 - Navigating the Challenges of User Acquisition in SaaS - with Mo Hallaba, CEO of Datawisp 35:25

6M ago35:25

35:25

SaaS entrepreneurs must be adaptable and willing to pivot based on feedback and market needs. In this episode of the SaaS Backwards Podcast, we spoke with Mo Hallaba, the CEO of Datawisp, a company that simplifies data analysis for business users. Mo discusses the challenges he faced in user acquisition for his gaming platform and how a networking …

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070 - I Have a DediProblem 1:56:13

6M ago1:56:13

1:56:13

We talked to Jesse Michael (@jessemichael) and Mickey Shkatov(@hackingthings) about BIOS/UEFI reverse engineering and more! Here’s a list of some of the things we talked about: Eclypsium Driving Down the Rabbit Hole (DEFCON 25 talk about Nissan Leaf exploit) Intel WiGig BIOS Port 0x80 UEFI https://github.com/tianocore/edk2 for UEFI DediProg SF100(A…

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Ep. 126 - Driving SaaS Growth with Audience Research - with Rand Fishkin, Co-Founder of SparkToro 32:21

6M ago32:21

32:21

With the growing frustration among marketers with traditional pay-per-click and social media advertising, what can a SaaS CMO do to get their message in front of the right people at the right time? In this episode of the SaaS Backwards Podcast, Co-Founder and CEO of SparkToro Rand Fishkin joins us to discuss how they’re solving this problem by prov…

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Ep. 125 - Harnessing the Power of Network Effects in SaaS Growth - with Doug Heckmann, Chief Solutions Officer at Surefront 37:01

7M ago37:01

37:01

Utilizing the network effect by onboarding partners of customers simultaneously can lead to organic growth and increased platform adoption in SaaS companies. In this episode, Doug Heckman, Chief Solutions Officer at Surefront, discusses how they leveraged the network effect to drive and accelerate the adoption of their collaborative platform. By pr…

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Ep. 124 - From Content Overload to Quality: The Future of SaaS Thought Leadership 33:22

7M ago33:22

33:22

The role of thought leadership is changing in content marketing, especially for SaaS companies. In this special episode hosted by Jason Myers, our usual host Ken Lempit, President and Chief Strategist of Austin Lawrence, takes the guest seat to dive deep into the evolving landscape of content marketing and thought leadership for SaaS companies. Ken…

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Ep. 123 - Mastering SaaS Growth: Insights from a Fractional CMO - With Amy Osmond Cook, Co-Founder & CMO at Fullcast 33:51

7M ago33:51

33:51

In SaaS companies, there’s a need for sales and marketing teams to work together closely toward common goals and understand each other’s perspectives. Amy Osmond Cook, co-founder and CMO at Fullcast recognizes this need. Fullcast’s platform ensures all teams can access the same data to establish seamless communication and strategic alignment, elimi…

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Ep. 122 - From SaaS Startup to Restaurant Revolution - with Dave Dittenber, CEO & Co-Founder of BYOD 35:08

7M ago35:08

35:08

Building a strong foundation is essential for long-term business success, especially when faced with unexpected challenges. We spoke with Dave Dittenber, Co-Founder and CEO of BYOD, who faced the ultimate challenge with the unexpected passing of his Co-Founder, Frank Luijckx. He recounts the loss and emphasizes how Frank’s forward-thinking and meti…

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Ep. 121 - The Art of the Exit: SaaS Strategies and Insights - with Jeremy Lessaris, CEO of Payment Brokers 36:46

7M ago36:46

36:46

Building a business with the intention of a future sale requires meticulous planning and organization from the outset. In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a serial founder with multiple successful exits, emphasizes the importance of the early organization of books, records, contracts, and agreements as a critical facto…

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Ep. 120 - The Role of AI in SaaS Solutions: A Deep Dive - with Brandon Most, Head of Marketing at GoLinks 33:02

8M ago33:02

33:02

Enterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks. So how do you shift the focus from “old school” methods to a more dynamic, AI-powered approach that connects various applications, enabling intelligent query responses and cont…

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Ep. 119 – How SaaS CROs Can Overcome Challenges and Drive Growth - with Guy Mounier, Co-Founder and CEO of Aptivio 30:52

8M ago30:52

30:52

With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling. The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget o…

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069 - Canned Cheese and Onion Rings 1:22:58

8M ago1:22:58

1:22:58

Ian from DangerousPrototypes (@DangerousProto) joined us to chat about the new BusPirate 5, DirtyPCB’s, and more! Check out this BusPirate 5 post for pictures of many things we mentioned on the show. Ian’s Halloween onion rings (And other instructables) BusPirate Taobao Ian’s Maker Faire 2012 Video Seedstudio BusBlaster Haxelerator Bunnie’s “The Es…

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Ep. 118 - Navigating SaaS Growth and Innovation in AI Video - With Jeremy Toeman, Founder of Aug X Labs 32:25

8M ago32:25

32:25

We all know video is important to grow exposure, but creating enough is still challenging. The tools are complex, production is expensive, and it can be overwhelming just to come up with ideas. In this episode, Aug X Labs founder Jeremy Toeman talks about his personal frustration with the complex tools just to make basic videos that can be used on …

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068 - The Monkey Button 1:08:52

8M ago1:08:52

1:08:52

We talked to Laurie Wired (X/Twitter, YouTube, Github) about malware reverse engineering, making youtube videos, and more! Check out her excellent series on Reverse Engineering 101 as well as her many Conference Talks. Here are links to some other topics we covered: Serial Experiments Lain EIEIO instruction Java Native Interface (JNI) .ipa file Vir…

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Ep. 117 - How SaaS Companies Can Convert 30% More Web Traffic in 90 Days - with Sahil Patel, CEO of Spiralyze 31:37

8M ago31:37

31:37

If you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background,” which of those solutions is more viable? That’s how Sahil Patel, CEO of Spiralyze views the world of A/…

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Ep. 116 - Leveraging Feedback for SaaS Product Management Success - with Satya Ganni, CEO of Beamer & Userflow 30:07

9M ago30:07

30:07

Feedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage. In this episode, Satya Ganni, CEO of Beamer and Userflow, explains the importance of feedback in reducing churn in product-led SaaS companies. Feedback provides valuable insights into customer needs, preferences, a…

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Ep. 115 - Data, Combating SaaS Churn, and Increasing Productivity - with Jason Radisson, CEO & Founder of Movo 36:16

9M ago36:16

36:16

In this episode, we delved into the transformative power of algorithms in business with Jason Radisson, CEO & founder of Movo, a platform that provides real-time scheduling flexibility and improved workforce management for large companies with frontline workers. Jason recounted his time at Harrah's Entertainment, where they used data to optimize cu…

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Ep. 114 - Navigating SaaS Growth: Warmly's Strategic Pivot to Category Creation - with Alan Zhao, Head of Marketing 38:26

9M ago38:26

38:26

As a startup with shaky product market fit, prospective customers often want to associate you with a mature category so they can determine where it might fit in their tech stack—or not. But for Warmly, the existing categories represented only a small subset of their capabilities—albeit cheaper than the mature tools. And they couldn’t just settle fo…

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Ep. 113 – The Art of Enterprise Sales in SaaS – with Brian Burns, host of the Brutal Truth about Sales Podcast 29:44

9M ago29:44

29:44

As a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today. Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity. That may have worked in 2011 when the Predictable Reven…

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067 - I Don't Know What I'm Doing 15:28

10M ago15:28

15:28

Jen and Alvaro briefly chat with Jacob Creedon outside a restaurant. Sorry for the terrible sound quality 😅! We’ll try to get back on track this year :) ImHex - Hex editor Jacob mentioned.

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Ep. 112 - Stumbling onto SaaS Product-Market Fit by Accident – with Morten Poulsen, CEO of Plytix 36:07

10M ago36:07

36:07

Originally, the founders of Plytix set out to create an analytics platform for e-commerce that measured the performance of a product (instead of a website) so brands could see how end users interact with them, even when sold on a third-party website. But even after positive early traction and investment, they were stalled—many of the brands didn’t …

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Ep. 111 - Boosting SaaS Collaboration & Retention in a Hybrid World - with Jonathan Fields, CEO & Co-founder of Assembly 33:54

10M ago33:54

33:54

Having moved from a miserable culture in investment banking to an incredibly positive one at tech startup ZipRecruiter, Jonathan Fields learned early in his career the profound impact culture has on an organization. So inspired, in fact, that he and his co-founders worked nights and weekends to create a platform that could make those elements scala…

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Ep. 110 – The Dangerous 8 Mistakes SaaS Companies Make in their Messaging 30:26

11M ago30:26

30:26

Are you making one or more of these mistakes in your messaging? Given the number of websites that we review regularly, chances are that you are—and that means leaving revenue on the table. In this episode, Ken and Jason from Austin Lawrence Group discuss the eight common mistakes that SaaS companies make with real-life examples. So if you’re a SaaS…

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Ep. 109 – Should SaaS Companies Outsource the SDR Function? With Gabriel Lullo, CEO of Alleyoop 32:10

11M ago32:10

32:10

Business development poses big challenges for today’s SaaS. It becomes twice as ineffective every year as people learn how to ignore you. And it’s such a grind that it’s hard to find good people who want to stick with the sales development rep (SDR) position over the long term. To get engagement on the phone today takes the right experience, techno…

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Ep. 108 - Building Strong Visitor Relationships in SaaS - With Dan Rua, CEO of Admiral 33:50

11M ago33:50

33:50

We’ve all been frustrated by those pesky ads that pop up when trying to read an article. We understand that publishers are trying to capture more of that lost ad revenue, but the solution is not to create such a poor experience that it drives consumers away. And the rise of ad blockers is not the only problem for publishers. The decline of traditio…

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Ep. 107 - SaaS Marketing Predictions for 2024 27:49

11M ago27:49

27:49

In this episode, SaaS Backwards host Ken Lempit switches places to the guest seat to discuss upcoming trends in SaaS marketing for the new year and what companies will have to do to be successful. Ken is the Chief Strategist of the Austin Lawrence Group, a growth marketing agency specializing in B2B SaaS, and has a 30-year track record in software …

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Ep. 106 - Unlocking Growth Through Effective Pricing in SaaS - with Patrick Meegan, Senior Partner at Maple Street Advisors 34:00

11M ago34:00

34:00

Pricing is often the most overlooked “P” in the SaaS marketing mix. We see it in our marketing practice often. Companies may be averse to raising prices for fear of losing customers, focusing on other priorities like product development, or simply don’t understand the impact on the business. In this episode, we caught up with Pat Meegan, Senior Par…

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Ep. 105 - Finding SaaS Product-Market Fit - With Anvil Co-Founder Mang-Git Ng 27:56

12M ago27:56

27:56

When going through a repetitive and time-consuming mortgage application process in 2017, Mang-Git Ng was surprised that the process wasn’t automated. He realized that there were many industries that still operated in the internet dark ages and that moving all these PDFs and paper documents to online forms could solve a major problem. But after he a…

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Ep. 104 - Strategies for Maximizing Value in SaaS Exits– with Marty Magida, Managing Director of Berkery, Noyes & Co. 31:08

12M ago31:08

31:08

Because of the challenges in the current financing environment and the cautious approach of strategic buyers and private equity firms for SaaS companies, we invited Marty Magida on to discuss practical strategies to enhance company value and navigate the complexities of the M&A market. Magida is the managing director of Berkery, Noyes & Co an indep…

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Ep. 103 – How a SaaS Company Gets Agreement on a Problem Worth Solving – with Chuck Fuerst, CMO of ReverseLogix 32:20

12M ago32:20

32:20

You’ve probably never thought about what goes on behind the scenes when you return a product, but there’s a lot to it. In this episode of the SaaS Backwards podcast, Chuck Fuerst, CMO at ReverseLogix, gives a look behind the scenes at some of the challenges and opportunities in the returns management system category. And because it’s so complicated…

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