Grow Your B2B SaaS

Ever wondered who your perfect customer really is? In this episode on the Grow Your B2B SaaS Podcast [https://pod.link/1670431932], we explore the power of the Ideal Customer Profile (ICP) a must-know for B2B SaaS founders looking to grow smart. Our guest, Craig Brown [https://www.linkedin.com/in/craigobrown?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BqNIKjEcbQlKPw54HVkSa6w%3D%3D], founder of Troubadour [http://www.troubadour.co/] (a product marketing agency for SaaS startups), breaks it all down. With experience at HSBC, Beemri, and mentoring startups across the U.S., Craig brings a mix of deep business insight and stand-up comedian charm to the conversationKey Timecodes * (0:00) – Introduction and Common Startup Challenges * (0:49) – Guest Introduction: Craig Brown * (1:45) – Importance of Defining an Ideal Customer Profile (ICP) * (3:01) – Misconceptions About Identifying ICP * (4:57) – Common Mistakes in Defining ICP * (7:53) – Going Enterprise Too Early * (8:47) – Evolving ICP and Product Development * (9:19) – Step-by-Step Process to Nail ICP * (13:56) – How Narrow Should Your ICP Be? * (16:58) – Avoiding the Wrong Clients Through Messaging * (19:21) – Where Companies Get Stuck Defining ICP * (22:03) – Product-Market Fit: Not Just Revenue Milestones * (24:23) – Adjusting SaaS Messaging as the Company Grows * (27:16) – Product-Focused vs. Value-Focused Headlines * (29:01) – Best Advice on Defining ICP * (30:37) – Advice for SaaS Founders Starting Out * (31:50) – Growing to 10 Million ARR: Challenges and Advice * (34:24) – How to Find and Contact Craig Brown

In this episode of the Grow Your B2B SaaS podcast [https://pod.link/1670431932], Elliott Rayner [https://www.linkedin.com/in/elliottrayner?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3B%2F%2F%2BDRdQoSQ6kZ71VdtGybw%3D%3D] joins Joran to unpack a game-changing tool for B2B SaaS brands: strategic storytelling. As a CMO @ Owow [https://owow.io/], Elliott has deep roots in the sports and tech arenas, Elliott brings a fresh, insider perspective on how to craft narratives [https://www.getreditus.com/podcast/s6e3-how-to-build-a-high-impact-demand-gen-strategy-for-b2b-saas-with-clark-barron/] that cut through the noise. In a world brimming with sameness, he shows us how the right story can become your unfair advantage. Key Timecodes * (0:00) - Elliott on storytelling and strategic narrative * (0:46) - Introduction of Elliott Rayner by Joran * (1:28) - Importance of strategic narrative for B2B SaaS * (2:38) - Elliott on differentiated value, ICP, and credibility * (4:33) - The importance of the three pillars in storytelling * (5:38) - Misconceptions about strategic storytelling * (7:42) - Selling to humans in B2B * (8:05) - User experience as storytelling * (9:05) - Common storytelling mistakes in SaaS companies * (10:20) - Implementing a strategic narrative: step-by-step * (13:04) - Difference between strategic narrative and positioning * (14:09) - Elements of a good story * (15:34) - Common storytelling mistakes in SaaS * (17:25) - The role of conflict in storytelling * (18:08) - Example of storytelling in SaaS * (19:09) - Challenges in implementing storytelling * (21:04) - The importance of psychology in marketing * (22:39) - SaaS companies doing storytelling right * (24:51) - Understanding progress in storytelling * (27:30) - Aligning sales and marketing * (30:02) - AI as a risk and opportunity in storytelling * (31:59) - Dynamic vs. static personas and messaging * (32:10) - Elliott’s advice on strategic narrative * (32:39) - Advice for SaaS founders at different stages * (35:39) - Summary of key insights from the episode * (36:40) - Closing remarks and contact information

In this episode, Joran explores how SaaS founders can create a smart growth strategy to boost revenue and aim for a profitable exit. Joining him is Jonny Staker, a seasoned entrepreneur with over 23 years of experience in growing businesses. Jonny shares a unique approach that helps SaaS companies grow just enough to exit profitably without chasing endless scale. Key Timecodes (0:00) - Introduction to the episode: understanding your audience (0:30) - Overview of SaaS growth strategy  (0:43) - Guest intro: Jonny Staker's experience and Vanquish Consultancy Group (1:21) - Importance of a profitable exit (1:44) - Misconceptions about growth in SaaS companies (2:28) - Mistakes in outsourcing and automation (4:05) - Best practices for implementing a growth strategy (4:53) - 12 Pillars of high leverage outbound (6:21) - Approach to content and inbound leads (8:09) - Importance of ICP mastery and positioning (9:09) - Building effective and targeted lists (11:03) - LinkedIn example for better conversion (13:24) - Acceptance rates and tweaking processes (15:13) - Balancing time as a founder in sales (17:06) - Challenges in maintaining a sales conversion rate (18:00) - Strategic selling vs product presentation (19:55) - Importance of strategic selling for founders (22:15) - Best practices to grow SaaS revenue (23:55) - Overcoming challenges and obstacles in growth (26:32) - Importance of manual processes before automation (29:52) - Future of growth in sales with human engagement (30:36) - Best advice for SaaS founders on growth (31:17) - Advice for SaaS founders aiming for 10K MRR (32:39) - Moving to 10 million ARR and replicating founder efforts (34:35) - Summary of the episode's key points (36:31) - How to get in contact with Jonny Staker

Building a high-performance team is essential for any business, especially in the B2B SaaS industry. In the latest episode of the "Grow Your B2B SaaS [https://pod.link/1670431932]" podcast, Mina Golesorkhi [https://www.linkedin.com/in/mina-golesorkhi?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BH2DAqFw0TuWHN5FWq2L1dw%3D%3D] shares her expertise on this topic. Mina has extensive experience, starting as an in-house talent partner and later becoming the head of people and culture. She has worked with over 160 startups across different sectors, helping them hire the right talent [https://www.getreditus.com/podcast/s2e20-why-you-should-hire-globally-as-a-saas-company-with-amir-reiter/]. She also co-founded a consulting agency and created Hi Remi.ai [https://www.hi-remi.ai/], a recruitment solution. In this episode, she explains how to hire the right people to create a high-performance culture [https://www.getreditus.com/podcast/s2e3-how-to-build-a-strong-culture-with-mads-wedderkopp/]. Key Timecodes * (0:00) - Building a High-Performance Team with Mina Golesorkhi * (0:46) - Introduction to Mina Golesorkhi * (1:21) - Defining a High-Performance Team * (2:18) - The Importance of Hiring in Building a High-Performance Team * (3:53) - Key Factors to Consider When Hiring * (4:15) - Misconceptions SaaS Founders Have About Hiring * (5:25) - Hiring for Company Stage Fit * (6:59) - Avoiding Bias in Hiring * (7:10) - Techniques to Remove Bias in the Hiring Process * (8:07) - Starting with Clear Goals for Hiring * (8:52) - Common Hiring Mistakes SaaS Companies Make * (10:12) - Challenges in Management Hiring * (11:44) - Utilizing Interim Management and Consulting * (12:06) - Video Game Analogy for Hiring Stages * (13:04) - Implementing a Comprehensive Hiring Process * (14:14) - Importance of Scorecards in Hiring * (15:23) - Empowering Hiring Managers * (16:35) - Closing the Candidate * (17:44) - Freeing Up Founders' Time Through Hiring * (18:55) - Identifying the Genius Zone * (19:49) - Letting Go When Hiring * (20:34) - Safety in Delegation * (20:48) - Corporate Beliefs in Hiring * (22:10) - Challenges and Obstacles in Hiring * (22:26) - The Time-Consuming Nature of Hiring * (23:38) - Outbound Recruitment and Headhunting * (24:12) - Future of Hiring with AI * (24:57) - Leveraging AI for Efficiency * (26:08) - Bringing Human Touch to AI-Driven Processes * (26:40) - Future Risks and Opportunities in Hiring * (28:02) - Involving Recruitment as a Business Partner * (30:19) - Best Advice on Hiring * (31:36) - Advice for Growing a B2B SaaS * (32:25) - Importance of Management in Scaling * (34:09) - Summary and Closing Remarks

In this episode, we talk about how top B2B SaaS companies are winning with SEO [https://www.getreditus.com/podcast/s5e19-build-a-profitable-saas-seo-strategy-leverage-customer-insights-to-drive-sustainable-organic-growth-with-sam-dunning/]in 2025. Our guest, Tom Shapiro [https://www.linkedin.com/in/tomshapiro?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3Be8NDoe%2FcTX2PXSyZmTJYEg%3D%3D], is the founder and CEO of Strata Beat [https://stratabeat.com/]. He shares his knowledge and experience, including how he helped grow iProspect from $12 million to $75 million in yearly revenue. As an expert in neuroscience, psychology, and behavioral intelligence, Tom offers a fresh way to think about SEO and audience engagement. Key Timecodes * (0:48) - Guest Introduction: Tom Shapiro and his background * (1:32) - Discussion on SEO performance report by Strata Beat * (2:17) - Explanation of AI Overview by Google * (3:01) - Importance of ranking in AI Overviews * (4:27) - Misconceptions about AI overviews and SEO * (5:52) - Strategies for optimizing for AI Overviews * (7:04) - Reverse engineering approach for AI Overviews * (8:08) - Audience segmentation and its impact on SEO * (9:53) - Explanation of audience segmentation * (12:27) - Content strategies for effective audience segmentation * (14:01) - Adding free tools to websites and their SEO impact * (15:31) - Evaluating the effectiveness of free tools * (17:02) - Benefits of free tools for lead generation * (18:34) - Creating simple vs. sophisticated free tools * (19:47) - Original research and its benefits * (21:09) - Uses of original research beyond SEO * (22:10) - Effort involved in producing original research * (24:30) - Blogging frequency and maximizing organic traffic * (25:59) - Impact of custom graphics in blogs * (27:42) - Importance of internal links for SEO * (28:53) - Best practices for internal linking * (30:13) - Summary of top SaaS companies' SEO strategies * (31:30) - Content hubs and different content types * (33:10) - Contrarian views on SEO and AI Overviews * (34:36) - Importance of targeting relevant keywords * (36:13) - Strategies for SaaS founders in 2025 * (37:27) - Importance of ICP research * (39:00) - Advice for SaaS founders aiming for 10K MRR * (40:41) - Advice for SaaS founders aiming for 10 million ARR * (43:21) - Testing and optimizing CTAs * (44:56) - Conclusion and contact information for Tom Shapiro * (46:22) - Summary of the episode and closing remarks