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Welcome to A Slice of SaaS, where we delve into strategies and stories driving successful SaaS operations. In this episode, we dive into the transformative concepts of Intent-Based Revenue Operations, managing effective change, and cultivating a growth-oriented team culture, with insights from Darren Fay, Sr. Director, of Revenue Operations at Henry Schein One.
Key Takeaways:
✅ Intent-Based Revenue Operations: Aligning operational tasks with key business metrics for enhanced effectiveness.
✅ Effective Change Management: Techniques for implementing new processes and systems within organizations smoothly.
✅ Cultural Growth in RevOps Teams: Building a culture that values growth, accountability, and proactive problem-solving.
✅ Leveraging Technology in RevOps: Using tools to streamline operations and increase efficiency.
✅ Aligning RevOps with Business Goals: Ensuring operational efforts are in harmony with the company's strategic objectives.
✅ Behavioral Changes for Personal and Professional Growth: How targeted behavioral changes can lead to significant outcomes.
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Connect with Darren on LinkedIn: https://www.linkedin.com/in/darren-fay/
Connect with Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
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Join us as we explore the journey of Stefan Mersch, from sales to spearheading the RevOps at Sastrify. With an extensive background in sales and a strategic mindset, Stefan provides a unique perspective on setting up and scaling effective revenue operations.
This episode sheds light on the critical aspects of establishing a robust RevOps function, offering valuable insights and actionable strategies for those looking to enhance their organizational efficiency.
Stefan emphasizes the significance of a sales background in RevOps, stating, “Understanding the challenges firsthand equips you to design better systems and processes that truly work.”
Key Takeaways:
✅ Transitioning from Sales to RevOps: Insights into how a sales background provides a solid foundation for RevOps roles.
✅ Key Challenges in Setting Up RevOps: Strategies to tackle initial setup challenges and drive effective integration across departments.
✅ Importance of Sales Background in RevOps: How experience in sales can lead to more practical and effective revenue operations management.
✅ Tool Selection and Process Optimization: Best practices for choosing the right tools and optimizing processes to support business growth.
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Connect with Stefan on Linkedin: https://www.linkedin.com/in/stefan-mersch/
Connect with Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
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Join Andreas Kongstad in this episode of "A Slice of SaaS," where he explores revenue operations with seasoned Partnerships Leader, Mike Stocker. Drawing from his extensive experience at companies like CallRail, RollWorks, Facebook (Meta), and Vidyard, Mike shares actionable strategies for leveraging partnerships to drive growth.
In this engaging conversation, Andreas and Mike delve into the strategic framework of the ‘Four Lenses of Partnership Success,’ a concept championed by Mike. They discuss the practicalities of building successful partnership programs, highlighting the importance of aligning initiatives with company objectives through each lens: retention, co-marketing, deal close rates, and overall business impact.
Throughout the discussion, Andreas and Mike provide insights on identifying ideal partners, measuring partnership impact across the four lenses, and optimizing performance to maximize revenue growth. They emphasize the need for patience and persistence in partnership investments, advocating for a strategic approach tailored to the unique needs of B2B SaaS companies.
Key Insights:
✅ Understand the significance of aligning partnership initiatives with company objectives through the ‘Four Lenses of Partnership Success’ for mutual benefit.
✅ Embrace a long-term mindset when investing in partnerships, emphasizing patience and persistence for sustainable growth across retention, co-marketing, deal close rates, and overall business impact.
✅ Explore practical strategies for identifying ideal partners, and optimizing partnership performance to drive revenue growth.
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Connect with Mike on Linkedin: https://www.linkedin.com/in/mikestocker/
Connect with Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin: https://www.linkedin.com/company/hubexhq
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In this episode of "A Slice of SaaS," dive into the world of Revenue Operations (RevOps) with a seasoned expert, Alexander Müller. With over a decade of experience in B2B sales and a track record of scaling teams from inception to hypergrowth, Alexander shares invaluable insights on optimizing Go-To-Market strategies for startups and scale-ups in the SaaS industry.
Discover how clear communication and strategic alignment can drive efficiency and success in RevOps. From building teams from scratch to navigating global expansions and fundraising efforts, Alexander brings real-world experience to the table. Learn how he leverages his background as an interm VP Sales to advise and consult B2B SaaS companies, empowering them to streamline their GTM processes and achieve remarkable growth milestones.
Key Insights:
✅ Strategic Alignment for Success: Learn how clear communication and strategic alignment are essential drivers of efficiency and success in Revenue Operations (RevOps). Alexander emphasizes the importance of aligning teams and processes to maximize productivity and achieve remarkable growth milestones.
✅ Scaling with Confidence: Discover practical strategies for scaling teams from inception to hypergrowth in the competitive landscape of B2B SaaS.
✅ Empowering Growth through Expertise: Gain valuable insights into streamlining GTM processes, driving efficiency, and empowering businesses to achieve remarkable growth in the dynamic world of SaaS.
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Connect with Alexander on LinkedIn: https://www.linkedin.com/in/alexander-p-mueller/
Connect with Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin: https://www.linkedin.com/company/hubexhq
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Welcome to Episode 15 of 'A Slice of SaaS', your go-to podcast for insightful discussions on B2B SaaS.
In this episode, hosted by Andreas Kongstad, Founder of Hubex, we dive deep into the future of sales with special guest Frank Sondors, Founder of Salesforge & Mailforge. Frank brings a wealth of experience, offering actionable insights into leveraging AI, implementing consumption-based pricing, and embracing lean strategies for sales optimization.
Key Insights:
AI's pivotal role in modern sales strategies
The shift towards consumption-based pricing models
Unlocking efficiency through lean sales approaches
Harnessing automation for accelerated sales growth
Tune in for a power-packed conversation that will reshape your approach to sales
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Connect with Frank on LinkedIn: https://www.linkedin.com/in/franksondors/
Connect with Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin: https://www.linkedin.com/company/hubexhq
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In the 14th episode of "A Slice of SaaS," Stuart Balcombe, Head of Growth at Arrows, shares practical insights on optimizing B2B SaaS customer onboarding processes. He emphasizes aligning strategies with customer goals and prioritizing tasks based on their needs, steering clear of flashy features. Stuart stresses the importance of balancing metrics with human touchpoints for enhanced customer satisfaction and retention.
Additionally, he discusses the necessity of establishing effective feedback loops within organizations to drive continuous improvement across departments.
🔑Key Insights:
1️⃣Prioritize customer needs over flashy features in onboarding processes.
2️⃣Strike a balance between metrics and human interaction for better customer satisfaction.
3️⃣Establish robust feedback loops across departments for continuous improvement.
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Follow Stuart on Linkedin: https://www.linkedin.com/in/stuartbalcombe/
Follow Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
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Welcome to the 13th episode of A Slice of SaaS!
In this episode, we sit down with Nicolas Iannone, the founder of Pixelwerk, to discuss the intricacies of scaling and integrating SaaS acquisitions.
Nicolas also shares his journey from founding Pixelwerk to navigating its acquisition by a larger company.
Key insights from the episode:
✔ Customer-Centric Growth: Nicolas emphasizes the importance of maintaining a customer-centric mindset from day one, focusing on solving pain points and optimizing the customer journey.
✔ Balancing Quick Wins and Long-Term Strategy: He highlights the significance of striking a balance between quick wins and long-term strategy, especially during periods of rapid growth.
✔ Data-Driven Decision-Making: Nicolas discusses the critical role of data-driven decision-making, emphasizing the need to evaluate KPIs, understand customer processes, and anticipate challenges.
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Follow Nicolas on Linkedin: https://www.linkedin.com/in/nicolasiannone/
Follow Andreas on Linkedin: https://www.linkedin.com/in/andreaskongstad/
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Welcome back to another engaging episode of "A Slice of SaaS"! In this highly anticipated installment, host Andreas Kongstad sits down with Bryan Mueller, Founder of Monarch, to delve deep into the foundational principles that drive successful sales and marketing strategies in the ever-evolving world of SaaS.
🎯 Key Takeaways:
🔍 Customer-Centric Approach: Bryan emphasizes the paramount importance of adopting a customer-centric mindset, sharing invaluable insights on how understanding and addressing customer needs form the bedrock of effective sales and marketing initiatives.
🚀 Back to Basics: Gain valuable wisdom from Bryan's extensive experience as he elucidates why mastering fundamental principles is the key to unlocking success in complex strategies, offering actionable advice derived from real-world scenarios.
💡 The Power of Empathy: Explore the transformative impact of empathy in both personal and professional realms, as Bryan underscores the profound value of prioritizing others' needs and experiences.
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Follow Bryan on Linkedin:
https://www.linkedin.com/in/bryan-mueller-monarch/
Follow Andreas on Linkedin:
https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin:
https://www.linkedin.com/company/hubexhq/
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In this episode of "A Slice of SaaS," we dive deep into the world of Revenue Operations (RevOps) with Sascha Skydsgaard, Chief Revenue Officer (CRO) at TimeLog.
Join us as Sascha shares invaluable insights into the challenges and triumphs of building a cohesive framework for sustainable growth. From redefining team roles to embracing new metrics and KPIs, learn how TimeLog paved the way for enhanced collaboration and success in the competitive SaaS landscape.
Key takeaways from the episode:
🌐 Unified Revenue Structure: Discover how TimeLog transitioned from siloed teams to a unified revenue organization, led by Sascha Skydsgaard, Chief Revenue Officer.
🔄 Cultural Shift and Mindset Change: Explore the challenges and benefits of fostering a culture of collaboration and shared responsibility across departments.
📊 Embracing New Metrics and KPIs: Learn about the importance of aligning metrics and KPIs with overall revenue goals, and how this shift impacted decision-making and performance tracking.
🛠️ Role Redefinition and Process Optimization: Understand the process of redefining team roles and optimizing processes to support the new revenue structure, driving efficiency and effectiveness.
📝 The Power of Documentation and Playbooks: Gain insights into the value of documenting processes and creating playbooks to ensure alignment, consistency, and ongoing improvement within the organization.
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Follow Sascha on Linkedin:
https://www.linkedin.com/in/saschaskydsgaard/
Follow Andreas on Linkedin:
https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin:
https://www.linkedin.com/company/hubexhq/
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Welcome to the 10th episode of A Slice of SaaS, your go-to podcast for insightful discussions in the realm of Revenue Operations and B2B SaaS. In this milestone episode, our co-founder and host, Andreas Kongstad, chats with Sindre Haaland, CEO & Founder at SalesScreen, about the influence of gamification on motivation in sales (and beyond).
🔍 Key Insights:
✅ Gamification's impact on motivation in sales and customer success roles
✅ The pivotal role of recognition in employee satisfaction and retention
✅ The need for adaptive gamification strategies to keep engagement high
✅ Making competitions inclusive through elements of chance and frequent resets
✅ The role of transparent metrics in driving accountability and behavioral change
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Follow Sindre on Linkedin:
https://www.linkedin.com/in/shaaland/
Follow Andreas on Linkedin:
https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin:
https://www.linkedin.com/company/hubexhq/
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Join us on another episode of A Slice of SaaS - We've got a special guest today—Matt Bolian, Co-Founder and CEO of Supered.
Matt brings a wealth of experience and insights to the table, redefining the role of Sales Development Representatives (SDRs) in the digital age.
Key Points:
✔️ SDRs Redefined: Matt shares his take on the transformation of Sales Development Representatives, envisioning them as strategic players guiding value through branding and community engagement.
✔️ 'Surroundbound' Strategy: Explore Matt's groundbreaking approach, 'surroundbound,' reshaping how SDRs connect with potential customers across digital platforms.
✔️ Content-Driven Future: Discover the shift towards a content-driven SDR role, leveraging the power of edutainment and dynamic marketing-sales strategies.
✔️ Challenges & Triumphs: As the Co-Founder and CEO of Supered, Matt offers insights from his journey, providing practical lessons and strategies for success.
Follow Matt on Linkedin:
https://www.linkedin.com/in/matthewbolian/
Follow Andreas, Hubex co-founder, on Linkedin:
https://www.linkedin.com/in/andreaskongstad/
Follow Hubex on Linkedin:
https://www.linkedin.com/company/hubexhq/
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Welcome to the 8th episode of 'A Slice of SaaS'! In this edition, we're thrilled to host Matthew Volm, the CEO, and Co-Founder of RevOps Co-op.
We kick off the conversation with Matthew by exploring the incredible journey of building a RevOps community that he started three years ago.
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Beyond traditional marketing and sales, RevOps now encompasses customer success, with a keen focus on retention and expansion as integral components of revenue strategy.
Explore the prevailing trend of tech stack consolidation, where companies increasingly opt for versatile solutions over niche tools to streamline their go-to-market strategies efficiently.
The episode also discusses career progression within RevOps. Matthew shares his thoughts on entry points, potential paths for advancement, and the allure of leadership roles.
Key Takeaways:
✔️Expanding RevOps Scope: Beyond marketing and sales.
✔️Tech Stack Trends: Embracing consolidated solutions.
✔️Career Progression in RevOps: Entry points and leadership paths.
✔️Community Engagement: Unveiling the secrets of RevOps Co-op's success.
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Embark on a journey of innovation and strategic transformation as Andreas engages in a captivating conversation with Elif Schmidt, CEO of Oxceed, in Episode 07 of "A Slice of SaaS."
📅 Deep-Dive Discussion:
🤔 Defying Boredom: Explore how Oxceed injects fun and uniqueness into the FinTech SaaS space, breaking the stereotype of boring financial tools.
💡 Strategic Investments: Delve into the transformative investments Oxceed made to redefine its identity, messaging, and approach to align with customer needs.
🔍 Behind the Scenes Insights: Elif sheds light on the meticulous process of customer interviews, strategic partnerships, and dedicated efforts to understand Oxceed's core problems and customer pain points.
🌟 Key Takeaways:
🚀 Long-Term Impact: Discover how Oxceed's deep customer understanding has reshaped its long-term strategy, emphasizing support for CFOs in risk reduction and time-saving.
🔄 Product Prioritization: Explore the delicate balance between launching new features and improving existing ones to stay ahead in a competitive market.
🤝 Collaborative Approach:
Learn how Oxceed fostered internal collaboration, with Elif actively engaging in customer calls and encouraging team-driven solutions during challenging times.
🔊 Team Alignment Strategies:
Discover the strategies employed by Oxceed to ensure seamless alignment across product, sales, marketing, and customer success teams, translating customer insights into actionable strategies.
👍 Subscribe, Like, and Share!
Don't miss this enriching episode. Subscribe, hit the like button, and share your thoughts in the comments section!
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In this insightful episode, we sit down with Egil Østhus, the visionary CEO and co-founder of Unleash. Egil shares a wealth of knowledge and experience in the realm of B2B and SaaS.
The conversation kicks off with the importance of defining target personas and tailoring product bundles to specific market needs. Egil sheds light on Unleash's approach to balancing the demands of open-source developers with the requirements of enterprise clients.
Throughout the episode, Egil emphasizes the paramount importance of building a strong, cohesive team as the foundation for success in the B2B and SaaS landscape.
Key takeaways:
✅ Persona Definition: A clear definition of target personas is vital for B2B and SaaS success.
✅ Balancing Act: Unleash navigates the delicate balance between open source and enterprise needs.
✅ Customer-Centric Adaptation: Real-world feedback informs strategic adaptations, focusing on addressing customer pains.
✅ Cohesive Management: A united management team with diverse perspectives is crucial for effective decision-making.
✅ Team Building: Building a strong, collaborative team is foundational to success in the B2B and SaaS landscape.
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In this transformative episode, Andreas engages in a profound conversation with Roman Geugelin, Co-Founder of Pyne, unraveling the intricate world of revenue operations. Roman shares his invaluable experience, drawing insights from his previous roles. The episode delves into the contextual nuances of revenue operations, exploring its dynamic role in the context of company goals and growth strategies.
Roman discusses the critical importance of a revenue operations philosophy, challenging common misconceptions about its initiation. Leadership emerges as a central figure in fostering a shared understanding of revenue operations as a holistic system, transcending individual departmental operations.
The conversation extends to the practical considerations of building operational systems, recognizing the pivotal role of buy-in from both executing teams and leadership. Andreas and Roman emphasize that the success of revenue operations is not solely reliant on the implementation of systems but deeply tied to a unified vision embedded in the company's leadership.
Tune in for insightful discussions on revenue operations, holistic growth strategies, and the pivotal role of leadership in shaping a company's operational success.
Key Takeaways:
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In this episode, Andreas interviews Jere Leinonen, an expert in customer success and revenue operations, about the significance of having a clear Ideal Customer Profile (ICP) for SaaS companies. Jere discusses how focusing on ICPs can lead to better retention rates, higher ACVs (Annual Contract Values), and more sustainable growth. They delve into the strategies and metrics necessary to align an organization around its ICP and how the role of revenue operations facilitates this alignment.
Key Takeaways:
Interesting Quotes:
Connect with Jere Leinonen here: https://www.linkedin.com/in/jereleinonen/
Connect with Andreas Kongstad here: https://www.linkedin.com/in/andreaskongstad/
Learn more about Revenue Operations at https://www.hubex.io/
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In this episode, Andreas Brekstad, Head of Revenue Operations, discusses the challenges of managing and cleaning data in the context of revenue operations. He emphasizes the importance of data cleanliness, the difficulties in balancing data removal with maintaining valuable contacts, and the process of data enrichment. Andreas also highlights the significance of conducting audits to assess the company's tech stack, prioritize systems, and calculate the return on investment of making changes. He further discusses the integration of systems and the challenges of maintaining data consistency across different platforms. Lastly, he shares valuable insights on accepting imperfect data and finding the right balance between automation and simplicity in tools and systems.
Key Takeaways:
1. Data cleanliness is crucial in revenue operations, although achieving "clean" data is challenging due to multiple factors.
2. Balancing data removal with maintaining valuable contacts requires a thorough understanding of the data and its significance.
3. Tools like Clearbit and HubSpot Insight Database can aid in data enrichment, but they may have limitations based on the available data sources.
4. Conducting audits is essential for assessing tech stack, prioritizing systems, and determining the return on investment for making changes.
5. Integration between systems is key to ensuring data consistency and efficient operations in revenue operations.
Connect with Andreas Brekstad here: https://www.linkedin.com/in/andreas-brekstad/
Connect with Andreas Kongstad here: https://www.linkedin.com/in/andreaskongstad/
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In this episode, Emilia Janis, Partner Program Manager at Oneflow, shares her insights on why every company, especially SaaS companies, should have a partner program. Emilia emphasizes the importance of leveraging your network and ecosystem to accelerate growth and create happier customers. She discusses the organic development of Oneflow's partner program, the need for aligning goals with partners, and the key role of active listening and understanding in building successful partnerships. Emilia also highlights the concept of "nearbound" revenue and the value of involving multiple teams from both organizations to create strong partnerships. Finally, she emphasizes the need to invest dedicated resources into partner programs and embrace the uncertainties and challenges that come with building successful partnerships.
Key Takeaways:
1. Every SaaS companies should have a partner program to leverage their network and ecosystem for faster growth and happier customers.
2. Aligning goals with partners and actively listening to their needs and objectives is crucial for building successful partnerships.
3. Involving multiple teams from both organizations fosters stronger partnerships and creates advocates for your product or solution.
4. Keep the partner program simple and transparent, avoiding overcomplication and focusing on meaningful collaboration.
5. Invest dedicated resources into your partner program to see significant results and consider partnerships as a key revenue stream alongside outbound and inbound efforts.
Connect with Emilia here: https://www.linkedin.com/in/emilia-janis-4815b8108/
Connect with Andreas here: https://www.linkedin.com/in/andreaskongstad/
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In this podcast interview, Barrett discusses the key considerations and steps for building a successful partner program. He emphasizes the importance of understanding the value triangle, where the partnership between your organization, a third party, and your technology creates better outcomes for customers. Barrett suggests asking customers about the organizations and tools they are already working with to identify potential partners. He also highlights the need for alignment within the organization and the importance of measuring the success of the partner program through metrics such as revenue generated, partner influence, and partner engagement. Additionally, Barrett addresses the concern of potentially losing direct customer feedback channels and suggests that a balance can be achieved by involving partners in competitor analysis and gathering insights during QBRs.
Key takeaways:
1. The first question to ask when building a partner program is, "Who are the organizations and tools that are already helping our customers?"
2. Building a partner program should be focused on creating better outcomes for customers through collaboration with partners.
3. It's important to align different teams within the organization, such as sales, marketing, and customer success, around the goal of partnering with other organizations.
4. Partner programs should be measured by metrics such as partner-generated revenue, partner-influenced revenue, and partner engagement.
5. Partner programs should not replace direct customer feedback channels, but rather work in conjunction with them to gather insights and feedback.
Interesting quotes:
1. "You should be asking very specifically who else are you working with that either uses and/or delivers value alongside or with our tool."
2. "The value triangle is where you, a third party, and your technology together make your customer have a stronger outcome."
3. "Partnerships should be tied to revenue. I think it's in many ways irresponsible not to."
4. "Your market opportunity lies in the amount of reach and trust that you can build across all of those prospective customers."
5. "You're either the smartest person in the room, so you make the most money, or you're not, and what you don't make in money, you make up for in knowledge gain."
Connect with Barrett here: https://www.linkedin.com/in/barrettjking/
Connect with Andreas here: https://www.linkedin.com/in/andreaskongstad/
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