Grow Your B2B SaaS Podcast’s Post

Transcript

Undeniable obsession There's a lot more alignments that you need to do. I I like to spend a lot of time understanding what's working because the leads that you want to be in this stage is an overpaid product managers. If you can't build a dream team, you will not be able to reach like 10 million in AR. Welcome back to the podcast. My name is John Hoffman. I'm the host of the podcast and also the founder of Reality. So I am going on the exact same journey as you are in this video. It's a summary video. We summarized the answers of 20 industry experts on the question what kind of advice would you give us as founder growing to 10 million ARR. If you haven't reached a 10K MRR yet, go and watch that video because this is going to be purely towards the companies who already reached the 10K motor and now grown beyond that. Let's just dive right in. What's really cool is that there is less resistance whereas if it's like no, no, here's how we're going to scale to 10 mil and this is the product that motion and. Like this, fancy consulting comes in and and shares it all. It almost never gets implemented. Here's how we're positioned. Here's what we're ultimately like. Here's what we're proving to the market. Here are maybe not just one best paying customer, but here's our top two to three segments. Fine. What makes you unique? Find something that allows you to tell the story, that makes you unique, to understand your prospect and their world better than anybody else. And you need to define, document, demonstrate, deliberately practice the skills necessary to to do it without those. Nothing else matters it it it we don't need to talk subject lines yet we don't need to talk you know cold calling yet. Like you need to know those things first to then be able to build upon it where all users coming from. So if one of those channels drops off I can find out why. Sometimes it could be as simple as like it's just a broken link that happened or a budget ran out somewhere and then you know which which customers are we able to retain best making sure that we're we're going out and targeting. More of those types of customers, but really like learning from the data of of your success and just doubling down on the things that are working. One thing is you have to build a business and an organization around the product. You have to make yourself more obsolete from day-to-day operations. You cannot have really the cowboy mentality anymore like we'll see it when we speak to a customer. If it's still perfect, you need to have something structured. So now it becomes more strategic. How do we talk about our pricing and terms and conditions? How can we upsell? The term if you feel like it, how do we deal with indexation? It might be uncomfortable for you to go on YouTube and sit on a video like this or join a podcast episode like we're doing right here. And it might feel like you're crossing a boundary if you have to go up and do public speaking and standing in front of a bunch of people and talk. But don't fool yourself into thinking that just because you're a SaaS products is starting to make money that you as the founder don't have to show up anymore. You absolutely do. It's all about creating leverage, being focused on high leverage. Opportunities and building processes so that you can outsource the groundwork to other team members or partners or like whoever you are working with. Hiring the right people stuff is because like when you don't have experience in hiring, you're going to make mistakes. And I guess even when you have experience, you're going to make mistakes. But for me, people are everything. Keep on. Speaking to customers. Because that is the real driver for any company parallel obsession with how do we deliver a profitable, sustainable, successful go to market motion where our business continue to grow and scale in this new world where it's not growth at all costs. And we're not going to burn hundreds of millions of dollars to maybe get to you know 102030 million AR. You need to have a predictable repeatable sales process that a 25 year old. That can follow, right. So here's how we do our first call. Here's how we set it up here. The questions we ask, here's what we're trying to do, make sure you've got your numbers in order because investors are going to go through your data points very in a huge amount of detail. You need marketing processes, you need your sales processes, you need your team processes. It can't happen without that. And I can't tell you how many clients I take on in the three to 4 million range and they're they're just kind of all over the place, very scattered and they don't have process for this. They don't process that and they admit it. They realize it. And that's kind of what happens when you grow quickly. Do not think this is a cookie cutter recipe. The way you're going to grow to the next stage to 10 million, then to the 100 million is going to be very different to the way you grow until now. And the only way to do that is to measure now you can get those bigger players that you might not have been able to get a hold of in the early phases of your company, so. Leveraging the fact that other affiliates are having success with your program is a really good step here. We still had to learn to put our eggs in other baskets as well because you can't really build the business just one channel because that Channel can always start breaking 10 emails a day from institutional investors if you're still a bootstrapper, 10 million. There are so many different types of people that want to give you money. From what I understand, they don't provide that much value. I think at best they can be not a part of your world and at worst they can ruin your life. Sort of. It's like this pitch of like, oh, we're going to give you go to market advice or whatever. You don't need it. No, nobody. No, You know, they're not really going to help you hire that much kick that bootstrapping thing down the road. A few more years you could get to this dream world where. There's a lot of revenue. The business is substantially derisked, like you're paying yourself a lot every year and if you hit ten, you're on your way. You really want to then take that pattern and solve the problem of how do you make it repeatable, need to then be able to take the target market, right, the sales pitch, the value proposition, the sales pitch, the onboarding, the implementation and turn it into a methodology. And have it be something that can be easily taught to people. This is the end of the summary episode. If you like this content, make sure to actually watch the full summary episode on all major podcast platforms because this is a summary of the summary. And in general, if you like the content we're pushing out with the podcast, make sure to give us a subscribe, follow like anything you can do to actually help us to reach more SAS founders. If you're looking to grow your mother as a BDB SAS, check out Ready. This one thing I do want to say for season four, we're going to interview more. SAS founders on their journey, so if there's anything you want to know which is going to make your life easier, help you to avoid mistakes, maybe even grow faster, let me know. Ping me on LinkedIn And more than happy to discuss those topics in season four. For now, have a good day.