Grow Your B2B SaaS

S7E20 - How SaaS Companies Will Scale in 2026: GTM Efficiency, RevOps, and Word-of-Mouth Growth with Koen Stam

How will SaaS Companies scale in 2026? The next era of SaaS growth won’t be won by adding more reps, more tools, or more noise. In this episode, go-to-market operator Koen Stam (Personio) breaks down why 2026 will mark a decisive shift from people-heavy scaling to process-first, data-driven, efficiency-led growth—and what founders must do now to stay ahead. Koen oversees international revenue operations across Benelux, DACH, the Nordics, Spain, and beyond, and he brings a rare operator’s lens to the future of GTM. He unpacks how founder-led, sales-led, and hybrid motions will evolve; why RevOps is about to become one of the most strategic functions in SaaS; and why fixing the data layer is the non-negotiable prerequisite to making AI actually work. You’ll learn why the biggest upside in 2026 will come from retention, expansion, and word of mouth, how to design motions that scale with simplicity and discipline, and what it really takes to build from 0 to 10K MRR and to 10M ARR with one product, one audience, and one crystal-clear process. A must-listen for founders, operators, and GTM leaders building for the next wave of SaaS. Key Timecodes * (0:00) - Intro: B2B SaaS go-to-market 2026, RevOps, AI, retention, expansion * (1:13) - Guest intro: Koen Stam, Personio, international RevOps, HR tech * (2:04) - 2026 GTM strategy: process-first, data-driven, efficiency-led growth * (2:47) - GTM motions: founder-led vs sales-led vs hybrid, authenticity, efficiency * (4:02) - Efficiency in SaaS: bow tie model, customer journey mapping, root causes * (5:35) - RevOps priority: data layer, metrics, RevOps to CRO * (6:38) - AI in GTM: fix data foundations, process over people * (7:26) - Retention & expansion: word-of-mouth, NRR, customer-led growth * (9:20) - Sponsor: Reditus affiliate and referral platform for B2B SaaS * (10:14) - Word-of-mouth playbook: product value, customer success, community events * (12:06) - Build GTM from scratch: founder-led content, AI amplification, simplify * (13:59) - Referrals & partners: partner ecosystem, trust, incentives, win-win * (15:26) - Zero to 10K MRR: one offer, one ICP, focus, execution * (16:54) - Scale to 10M ARR: one product, one market, process-first, data model * (17:37) - Connect with Koen: LinkedIn, Substack, AI learnings * (17:55) - Audience building: LinkedIn vs Substack, creator-led growth * (18:27) - Outro: subscribe, sponsor, Reditus, Grow Your B2B SaaS podcast

S7E19 - How SaaS GTM Will Change in 2026: Thought Leadership, Intent Signals & AI-Powered Growth with Glenn Miseroy

How SaaS GTM Will Change in 2026? In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes Glenn Miseroy, co-founder and CEO of Expandii, a cloud-based LinkedIn automation solution. Over the past six years, Expandii has grown to a team of 45 and scaled to 10 million ARR. The conversation digs into how go-to-market motions will evolve by 2026, why employee-led thought leadership will become central to growth, how AI will reshape ideation and timing, and why signal-based, intent-driven approaches must replace traditional lead lists. Glenn also shares how he would rebuild a go-to-market motion from scratch, how to operationalize signals across channels, and what founders should prioritize at different revenue stages—from zero to 10K MRR with founder-led growth to scaling toward 10 million ARR with clear ICP and aligned storytelling.Key Timecodes * (0:00) - B2B SaaS Podcast Intro: GTM 2026, intent signals, LinkedIn thought leadership, AI * (1:14) - Guest Intro: Glenn Miseroy, Expandi CEO, LinkedIn automation, 10M ARR * (1:49) - 2026 GTM Vision: employee-led thought leadership, hybrid PLG + SLG * (2:57) - AI for Thought Leadership: ideation, personalization, timing * (3:34) - Defining Intent Signals: website visitors, LinkedIn profile views, post engagement, followers * (4:13) - Signal-to-Intent: timing outreach with high-intent signals * (5:10) - Full-Funnel GTM: thought leadership reach to multichannel outreach * (5:42) - Rebuilding GTM 2026: team-led LinkedIn thought leadership strategy * (6:49) - Phase 2: capture engagement signals, route to sales, no more lead lists * (7:58) - Company-Level Intent + ABM: multi-contact warming, signal-based outreach * (9:15) - Enabling Employee Advocacy: content ops, Scripe, AI content calendar * (10:35) - Overcoming Posting Fear: ICP-first mindset on LinkedIn * (12:00) - Sponsor: Reditus affiliate referral platform for B2B SaaS * (12:57) - AI and Headcount: efficiency, enablement, process optimization * (13:44) - 2026 Growth Loop: thought leadership pipeline, AI personalization, timing triggers * (14:50) - Trigger-Based Outreach: new Head of Sales timing on LinkedIn * (15:14) - 0–10K MRR: founder-led growth on LinkedIn, capture intent signals * (16:39) - Scaling to 10M ARR: clear ICP, aligned messaging, storytelling * (17:58) - Messaging Framework: problem-led narrative vs “10X meetings” * (18:59) - Connect with Glenn: LinkedIn, Expandi website * (19:11) - Outro CTA: subscribe, sponsor, Reditus info

S7E18 - Preparing Your SaaS for an Exit: Valuation Drivers, Buyers & Metrics That Matter with René de Jong

How can you effectively prepare your SaaS for an exit? And what should you know about the valuation drivers, buyer types, and metrics that matter most? In a live episode of the Grow Your B2B SaaS podcast [https://pod.link/1670431932]recorded at SaaS Summit Benelux, host Joran sat down with René de Jong [https://www.linkedin.com/in/renedejong?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BoaCjFd13S3KzyN2a7bbYnw%3D%3D] to unpack what it takes for SaaS companies to scale and prepare for a successful exit in 2026. René helps entrepreneurs—specifically SaaS founders—design effective exit strategies [https://www.getreditus.com/podcast/s3e20-how-to-sell-enterprise-saas-learn-from-a-100m-arr-founder-with-jim-yu/] and navigate the full process of selling their businesses to third parties. Across the conversation, he offered clear and pragmatic insights on what separates the SaaS businesses that grow and sell well from those that struggle, how buyers evaluate companies in the current market, and why topics like the rule of 40, net revenue retention, AI-driven scalability [https://www.getreditus.com/podcast/s7e14-scaling-saas-in-2026-ai-adoption-pricing-shifts-efficient-growth-with-romy-kotler-de-groot/], and deal structure matter now more than ever. From early-stage focus at 0 to 10K MRR [https://www.getreditus.com/podcast/s3e22-how-to-grow-your-b2b-saas-to-10m-arr-advice-from-20-experts/] to strategies for moving toward 10 million ARR, René shared guidance grounded in what he sees every day in the market. This episode turns the full discussion into a clear, actionable narrative that stays true to the original conversation and is easier to follow and revisit. Key Timestamps * (0:00) - SaaS Summit Benelux intro, B2B SaaS scaling 2026, Rule of 40, NRR, ARR multiples, Earnouts, Strategic buyers, 0-10K MRR, 10M ARR * (0:50) - Guest intro, SaaS M&A advisor, SaaS exit strategy, SaaS acquisition process * (1:14) - Scaling your SaaS for 2026 * (1:20) - What separates SaaS winners in 2026 * (1:26) - Rule of 40, Efficient growth, ARR multiple valuation * (2:18) - Go-to-market strategy, New business team, Net Revenue Retention (NRR), Expense efficiency * (3:05) - NRR benchmarks, Churn, Customer concentration, Market standards * (4:01) - Efficient growth vs spend, AI scalability, Revenue per employee * (5:06) - AI native SaaS costs, VC vs mature SaaS valuation, EBITDA vs ARR * (6:38) - VC backing for AI native startups * (6:48) - Freemium model 2026, Valuation cycles, EBITDA focus, AI hype, ARR multiples * (8:05) - Sponsor: B2B SaaS affiliate marketing, Reditus * (8:49) - SaaS valuation benchmarks, ARR multiples range * (9:01) - 3.5x ARR cash at close, Earnout, Reinvest, Deal structure * (10:34) - Venture capital vs Private equity * (10:43) - Strategic buyers, One plus one equals three, Synergy valuation * (11:22) - Build list of strategic acquirers, Exit planning * (11:29) - Headline valuations vs reality, Purchase price, Earnouts, Deal terms * (11:51) - Earnout as bonus, Cash at closing, Burnout risk * (13:05) - 2026 growth loop, AI in land and expand, Product-led growth, AI agents * (14:10) - 0–10K MRR advice, Founder mindset, Learn fast, Mentors, SaaS community * (15:35) - Smart capital, Operator investors, Non-dilutive help * (16:06) - 10K MRR to 10M ARR, Focus, Buy-and-build strategy, Autonomous growth, 3–5 year plan * (17:43) - Contact info, LinkedIn, anno9082.nl * (18:03) - Outro, Subscribe, Sponsor the show, Reditus call-to-action

S7E17 - How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM With Roelof Otten

In this special live episode from SaaS Summit Benelux in Amsterdam, Joran sits down with Roelof Otten, founder of SaaSmeister, to explore How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM. Together, they break down the biggest shifts coming to B2B SaaS go-to-market—from the rise of hybrid motions and the evolution of sales roles to the transformative impact of AI-powered demos, agents, and conversational interfaces. Roelof shares actionable, stage-specific insights for founders at every level. You’ll hear why PLG is becoming a company-wide strategy instead of a product feature, how onboarding is expanding beyond the UI, why freemium is harder for AI-native products, and what it really takes to build data tracking that supports growth instead of slowing it down. Whether you’re moving from sales-led to product-led, building a hybrid GTM, or preparing your SaaS product for an AI-first future, this episode offers a clear roadmap for navigating the changes ahead and meeting buyers where they want to be in 2026. Tune in to learn how to implement PLG effectively, empower your sales team in a consultative model, integrate AI responsibly, and build growth loops that compound over time. Key Timecodes * (0:00) – B2B SaaS, PLG, AI onboarding, AI demos, product-qualified pipeline, GTM 2026, SaaS Summit * (0:52) – B2B SaaS podcast * (0:58) – Roelof Otten, SaaSmeister, PLG * (1:07) – GTM 2026, PLG trends * (1:42) – Hybrid GTM, PLG, sales-led * (2:36) – AI GTM, AI agents, AI demos * (3:12) – Interactive demos, AI sales assistant * (3:50) – Buyer enablement, AI demo * (4:20) – In-product AI, trial support * (4:36) – PLG transformation, sales alignment * (5:21) – Consultative sales, upsell, PQLs * (5:43) – PLG funnel, activation, expansion * (6:00) – Conversational UI, AI UX * (6:52) – UX transition * (7:25) – AI platform, data layer, models * (7:37) – MCP, AI integrations, ChatGPT, Claude * (8:10) – AI privacy, security, compliance * (8:46) – Build vs buy AI, LLMs * (9:22) – PLG first, SaaS trial * (9:38) – Reditus, SaaS affiliate * (10:22) – AI costs, freemium * (10:35) – Freemium strategy, CAC, churn * (11:39) – Referrals, partnerships, affiliate growth * (12:33) – In-app referrals, incentives * (13:06) – Onboarding, nurture, reactivation * (13:57) – Signup friction, JTBD, ICP * (14:57) – Personalized onboarding * (15:14) – Founder-led sales, JTBD, messaging * (15:45) – ICP focus, activation metrics * (16:39) – Product analytics, event tracking * (17:01) – Roelof Otten, SaaSmeister * (17:15) – Podcast outro, sponsor, Reditus

S7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines  with Richard Schenzel

In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance. The conversation centered on how go-to-market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales-led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI-driven world. Key Timestamps (0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales-Led & ACV Truths (0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect (0:01) – GTM in 2026: AI-Driven Plays, Blended Motions & ACV Strategy (0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality (0:02) – PLG vs Sales-Led: How ACV Decides Your Entire GTM Motion (0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency (0:04) – Bow-Tie Model Power: Where AI Creates Massive GTM ROI (0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS (0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation (0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles(0:07) – Train the Machines: Why People Still Win in AI-Driven GTM (0:07) – Ad Break: Reditus – The AI Affiliate Engine for B2B SaaS (0:08) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind (0:09) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster(0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People (0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures(0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function (0:13) – Bow-Tie Data Mastery: Fix GTM Bottlenecks Faster With AI (0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps (0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap (0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission (0:17) – Connect With Richard Schenzel on LinkedIn