In this episode of the SaaS Sales Performance Podcast, Matt sits down with Roee Hartov (Berlin) to unpack how revenue leaders can drive productivity and profitability in today’s tighter market.
Roee maps a simple but powerful approach: standardise processes, deploy the right tools, and upskill teams—then measure everything through a clear data model. Expect candid takes on AI’s real impact (today vs. hype), why many SaaS unicorns face hard choices, and how to sequence change so it sticks.
You’ll learn
Why the 2021–2025 shift demands efficient growth and pre-IPO profitability
How to implement process fixes that compound (e.g., closing next steps to stop ghosting)
The role of a data model (e.g., bowtie) to track stage conversions and diagnose gaps
Where AI helps now: coaching, call insights, early forecasting—and where it’s headed
Why the frozen middle (50–100% to target) is the highest-ROI cohort for upskilling
00:00 — Intro & Context: From growth-at-all-costs to efficient GTM
01:03 — Market Reset: Cost discipline, profitability before IPO, and the Docusign watershed
03:07 — Unicorn Math: 1,200 private SaaS unicorns vs. ~346 public—what happens next
06:46 — AI & Deflationary Pressure: How disruption reshapes SaaS buying
08:26 — The Framework: Productivity via Processes, Tools, Skills
09:37 — Process Wins: Small changes with compound effect (close, summary, next steps)
14:21 — Measure What Matters: Data models (bowtie), stage conversion, trend tracking
17:14 — ICP is a Moving Target: Why benchmarks must evolve with the market
20:00 — Tools & AI: Coaching, call analysis, forecasting; the self-serve frontier
23:10 — Team of the Future: Fewer heads, deeper skills; the SDR role transforms
28:37 — Upskilling Strategy: Focus on the middle performers; will vs. skill
29:28 — Wrap & Connect: Reach Roee on LinkedIn for models/resources