The SaaS CFO’s Post

🎯 Targeting the Right Profile: It’s All About the Data In this episode of The SaaS CFO Podcast, I spoke with Aurora Maggio about the importance of identifying the right customer profile. Aurora shared that while they initially focused on company size—targeting those with 200+ employees—they soon discovered that the true differentiator is the amount of data a company collects. Aurora explained that smaller B2C companies with a high volume of data and touchpoints can be just as valuable as larger B2B firms. It's not about the number of employees, but the complexity and scale of their customer interactions. Additionally, for large B2B companies with high customer acquisition costs, reducing churn becomes critical. This insight highlights the importance of looking beyond surface-level metrics and focusing on what truly drives value for your SaaS product. Episode 150 is now available, links down below 👇 YouTube: https://lnkd.in/gGCivuKH Apple: https://rpb.li/tgVFdD Spotify: https://rpb.li/7pwzP5 #SaaS #CustomerProfile #DataDriven #TargetMarket #B2C #B2B #CustomerExperience #ProductManagement #CustomerRetention #ChurnReduction #SaaSFounders #BusinessStrategy #TechStartups #SaaSLeaders #MarketSegmentation #StartupGrowth #CustomerSuccess #VentureCapital #ProductStrategy #DataAnalytics

How well do you cope with the changes in consumer behavior? 👀 In this episode of Grow with the Flow we spoke with Max van den Ingh about why the world of B2B is invisible and how marketing to B2B differs from B2C, how he started Unmuted | B2B SaaS Marketing in the middle of COVID, how to set up a lean GTM motion as an earlier-stage business and more. See more in the trailer below and check out the links in the comments below for the full episode! 👇 #consumerbehavior #gtm #b2bgrowth #podcast

“The key advice I'd give to any leader in CS is to work really hard to build cross functional allies ... I literally met with every other VP every other week."  This is one of the many tips that I share on the Future Customer Value Podcast, hosted by Sagar Shukla, co-founder of Foresight. In this session, we discussed: ➡️ My journey in enhancing customer success in B2B SaaS ➡️ Innovative strategies for driving customer value ➡️ Collaborative approaches to achieving customer goals Don’t miss this episode and make sure to add the channel to your watchlist on YouTube, Spotify, or Amazon Music - see link in comments. About Future Customer Value and Foresight: Future Customer Value features global thought leaders sharing their pivotal Customer Value moments. Foresight is a platform that measures and enhances Customer Value for Enterprise SaaS and Services companies, built on an Enterprise Value Framework that aligns your use cases with your customer's desired business outcomes. #customersuccess #valuedelivery #outcomesengineering #cco #careerdevelopment

And that's on B2C2B Marketing 🚀 Check out the full SaaS Club | The SaaS Podcast episode, where host Omer Khan interviews Kumospace cofounder Brett Martin, covering topics of PLG, Churn, TikTok, Customer Acquisition, Prototypes to 7 figure ARR, Surviving a Reset, and more! #podcast #saas #socialmedia #influencermarketing #founder #b2b

Kelly Hopping (#CMO at Demandbase and host of the Next Gen CMO Podcast) just mentioned on #LinkedIn: As a CMO in the B2B tech space, I am always trying to determine the right mix of marketing investments to maximize brand awareness, customer engagement, and pipeline growth. Why are marketers stopping at pipeline growth - and more importantly, why is the CMO at an #ABM tech company stopping at pipeline growth. Maybe if they put a stronger focus on going beyond the pipeline -- and they educated their clients on how they should be investing to getting accounts to revenue, Demandbase wouldn't be seeing 50-60% client churn. Maybe, if CMOs put a stronger focus on revenue growth and aligning marketing with top level business performance metrics as Chris Walker of Passetto and Refine Labs talked about today -- then CMO Council would be giving ABM programs a higher grade than a C-. Their grade is so low because teams struggle to move accounts from contact to deal closure. What are your thoughts?

On last week's Master B2B Friday 15 podcast, Brian Beck and I talked about the reasons B2B executives struggle to set digital priorities in their organizations. One of the more striking things to come out of the podcast conversation is that the real struggle is overcoming INTERNAL factors - sure, there are external forces like the overall market, changing customer needs, the macro economy, etc etc etc. But when we speak with B2B practitioners, what we hear FAR more often is that they struggle with internal buy-in, internal communication, and internal alignment. As Brian said, "Digital transformation is very difficult. And even when you focus on the e-commerce channel - because you have constraints - you're trying to prioritize. Let's assume I know what the customer wants or what they need based on data. In my roles in the past at Harbor Freight Tools and other places, we'd go out and we'd collect customer feedback. That would be analytics data. We would get more data through focus groups, through customer interviews, surveys, et cetera. So we'd have a clear idea as to what the needs were and how to grow... ...But you're dealing with limited budgets, organizational alignment that's required, technology stacks that can be limiting. You've got all these legacy systems. You need to have leadership on board in terms of what we're investing in and what kind of return it's going to drive. And then you need a team to execute." Definitely check out the podcast, because we also share a really helpful framework for how you can overcome those internal struggles that keep you from setting a digital agenda that you believe in.

Should growth be a separate function? 🤔 Sean Ellis Ethan Garr Short answer - Definitely! Most of the time the growth marketer is forced to execute the day-to-day activities of a specialized marketer when they should be focusing on testing, focus on process creation, and lastly optimization of current efforts. If your growth team is stuck to the day-to-day, you can't expect them to also have time to run deep experimentation meaning macro experiments. To avoid confusion about who should own the department, I believe the growth team should report directly to the CEO. Hot take 🔥 I would combine product marketing with the growth function to supercharge the team with competitor and customer insights. The faster the data goes to the growth function, the better it is. So what should your growth team do? ❌ maintaining the current efforts  ✅ Moving the needle Make sure to check the full episode of Grow Your B2B SaaS Podcast #growth #growthteams #saas

Often B2B review sites offer content that's so high-level, it fails to provide prospective buyers with the operational wisdom they need. Rather than overwhelming viewers with thousands of brief, high-level commentaries, it’s far more beneficial to provide around 100 in-depth reviews. These reviews could cover critical aspects such as integration support, ROI insights, user experience, customer support quality, scalability, and real-world use cases. As discussed in my recent podcast with Vinay Bhagat, Founder & CEO, understanding the nuances of a product's performance in different scenarios is crucial. Highlighting its strengths and weaknesses, and assessing its impact on business operations. This ensures that each review offers substantial, actionable insights, rather than just superficial opinions. #b2breviews #saas

🎙 Episode #72: This B2B SaaS executive talks GTM, customer experience, & demo automation strategies 👇🏾 In this episode of #TheGTMPack podcast, we interview James Kaikis, Head of Go-To-Market at TestBox based in Chicago, IL. James is an entrepreneur & GTM expert who has worked with some of the most innovative B2B sales software companies including brands like Salesforce & Showpad. In this conversation, we dig into: 💡 His learnings from being the successful founder of the now exited PreSales Collective 💡 How GTM professionals should approach pipeline creation in 2024 💡 How has the presales function has evolved & where it's trending towards & more! Check out the entire episode on YouTube or Spotify using the links in the comments below 👇🏾 #b2b #gtm #demoautomation #sales

The best marketers are agile – and I'm not talking about at the campaign level. I'm talking about at the strategic level. We've seen major changes in the market in the last few years. And some companies that had product-market fit lost it. To avoid falling out of product-market fit, you must stay agile, continuously innovate, understand market trends, and maintain a strong connection with your customers. I talked about this and few other things on the SalesIntel.io podcast with Manoj Ramnani. 1) 2023 learnings 2) Chili Piper's 2024 experiments 3) Where I'm placing bets to sustain growth (we have something BIG we're launching tomorrow 🚀) Listen at https://hubs.ly/Q02z4nQN0 #marketing #SaaS #B2B Chili Piper