Freshdesk's Arun Mani on European SaaS expansion, self-reinvention and diversity

Pricing & Jobs to be Done with Matt Lerner of Startup Core Strengths: In this episode of SaaS Open Mic, I speak with Matt Lerner, the founder and CEO of Startup Core Strengths. He shares his perspective on establishing and optimizing pricing using the Jobs to Be Done framework. by SaaS Open Mic by ChartMogul

34 min listen

5 SaaS Metrics That Matter to Investors With Jess Bartos Of Salesforce Ventures: In this episode of SaaS Open Mic, I’m speaking with Jess Bartos, an investor with Salesforce Ventures. We discuss the SaaS metrics that investors like Jess use to evaluate the potential of a company, no matter the market conditions. If you’re looking to secure VC funding, you should understand your growth trajectory, net dollar retention, gross margin, rule of 40, and burn multiples. by SaaS Open Mic by ChartMogul

24 min listen

Revenue-Based Financing with Miguel Fernández of Capchase: How are experienced founders raising funds? What are the best options for financing based on the stage of the company? How did fundraising change in the last few years? In this episode of the SaaS Open Mic, I speak with Miguel Fernández, the CEO and co-founder of Capchase. We speak about current drivers and tendencies in funding and fundraising, revenue-based financing, and the metrics that distinguish the fastest-growing companies. by SaaS Open Mic by ChartMogul

29 min listen

B2B SaaS Revenue Attribution with Lars Grønnegaard of Dreamdata: Blog posts, case studies, ads, and conferences are fantastic ways of attracting leads and generating revenue. But, how do you know which of your top-of-the-funnel activities led to that revenue? With a complex sales cycle, that´s not an easy task. If this challenge sounds familiar to you, listen to this episode of SaaS Open Mic. My guest today is Lars Grønnegaard, the co-founder and CEO of Dreamdata. by SaaS Open Mic by ChartMogul

23 min listen

Hiring Global Talent With Liina Laas of Deel: Deel, the payroll and compliance company, recently raised $425 million in series D at a valuation of $5.5 billion. Deel’s exponential growth comes as no surprise considering how remote work has boomed during the pandemic. My guest on this episode of SaaS Open Mic is Liina Laas, the Head of Expansion at Deel. She focuses on expansion in the Central and Eastern European regions. In our conversation, Liina and I looked at trends in hiring. We also talked about best practices for hiring global talent. by SaaS Open Mic by ChartMogul

22 min listen

When SaaS Companies Acquire Communities with James Mayes of Mind the Product: Mind the Product is the world’s largest community of product managers. It recently announced its acquisition by Pendo. In this episode of SaaS Open Mic, I speak with James Mayes, the co-founder and CEO at Mind the Product. We talk about why Mind the Product decided to exit, why they sold to Pendo, and what’s next for the community. James also shares advice on what communities and SaaS companies should consider before merging. by SaaS Open Mic by ChartMogul

24 min listen

Rapidly Scaling a Team With Gilles Bertaux of Livestorm: When faced with rapid growth, how does a company adjust, adapt, and evolve? In this SaaS Open Mic podcast, we speak with Gilles Bertaux, CEO and Co-founder of Livestorm. He shares his lessons from the last two years of running and rapidly scaling the company. Gilles explains how the team was able to grow sustainably and successfully while experiencing unprecedented growth. To support the rapid customer and revenue growth, they needed to build out the team. However, in order to hire and onboard rapidly, they needed to strengthen their frameworks and create a model that would support that hiring velocity. by SaaS Open Mic by ChartMogul

27 min listen

Running Pricing Experiments with Marc Boscher of Unito: As Unito began to expand and grow, their pricing needed to adapt. However, first, the Unito team had to consider what a sustainable pricing migration could look like without disrupting existing customers and blocking the company’s continued success. So, they made pricing experiments part of their DNA. They created a dedicated pricing squad, performed continuous surveys, interviews, and pricing tests. In this SaaS Open Mic episode, I speak with Marc Boscher, CEO and co-founder of Unito. Listen to the podcast to learn more about how a continuous testing approach can get you through a pricing migration without taking huge risks. by SaaS Open Mic by ChartMogul

25 min listen

Pricing Migration with Tyler Daley from ChartMogul: Getting pricing right is one of the most challenging aspects of running a SaaS business. At ChartMogul, we’ve experienced it first hand. In 2018, ChartMogul went through a pricing migration that heavily impacted our business. To find out what drove us to start a pricing migration and what we’ve learned in the process, listen in to this latest Open SaaS Mic. On this final episode of this season, I speak with Tyler Daley, Director of Strategic Accounts and Retention at ChartMogul who has been the point person during this process. by SaaS Open Mic by ChartMogul

29 min listen

Building Repeatable Sales Processes with Ross Rich from Accord: Ross Rich knows something about sales processes as the CEO and co-founder of Accord. Accord is a customer-facing collaboration workspace for B2B sales, onboarding, and success. by SaaS Open Mic by ChartMogul

26 min listen

From Service to SaaS with Jeb Banner of Boardable: This week, I speak with Jeb Banner is the CEO of Boardable. Boardable is a board management and meeting software for mission-driven organizations. We talk about how to turn a service business into a SaaS business. by SaaS Open Mic by ChartMogul

35 min listen

Flipping the Agency Model on Its Head with John Thornton from Black Propeller: Most marketing agencies base their fees on a percentage of what their clients intend to spend on advertising. John Thornton, the founder and CEO of Black Propeller, realized that the traditional agency model could be simplified for his team and his customers. That’s when he started looking at the typical agency retainer from a different perspective, and started running his agency like a SaaS business. by SaaS Open Mic by ChartMogul

19 min listen

The Future of Product-led Sales with Alexa Grabell from Pocus: In this episode of SaaS Open Mic, I talk to Alexa Grabell, the founder/CEO of Pocus, about the future of product-led sales. Pocus identifies top opportunities and surfaces insights that help sales reps convert self-serve users to paid customers. by SaaS Open Mic by ChartMogul

24 min listen

The Secrets of Scaling to Acquisition with Thomas Smale from FE International: This week I talk to Thomas Smale of the M&A consulting firm FE International about what it takes to scale companies at any stage of growth and get them acquired. by SaaS Open Mic by ChartMogul

25 min listen

Replace Your Sales-Led Motions with Product-Led Growth with Userflow's Esben Friis-Jensen: In this episode of SaaS Open Mic, I talk to Esben Friis-Jensen, Co-founder and Chief Growth Officer at Userflow, a fast and user-friendly onboarding flow builder for SaaS and online businesses. by SaaS Open Mic by ChartMogul

28 min listen

Creating Thriving Culture While Working Remotely: Whether your team is fully remote or working in a hybrid model, it can be a struggle to manage workplace culture and create a sense of community – especially in times like these. Tatiana Correa, the founder of Revolv Culture Solutions has many years of experience building culture and communities for companies that have their workforces scattered all over the globe. by SaaS Open Mic by ChartMogul

24 min listen

Increasing net dollar retention to build a compelling enterprise SaaS play: Assembly is a software platform for ecommerce businesses. Their suite of products addresses the everyday challenges facing ecommerce entrepreneurs — from optimizing Amazon listings to tracking sales performance across channels. In this week's episode, I talk to Co-Founder and President of Assembly, Adam Crawshaw. Adam tells his own unique story of SaaS entrepreneurship, which, interestingly, started with a podcast much like this. Adam and team are now on a mission to make Assembly an enterprise-ready solution. How, you ask? Listen in or check out the show notes for more detail. by SaaS Open Mic by ChartMogul

23 min listen

Building a successful SaaS partnership program with Recurly's Jenna Wyer: The concept of partnerships exists at most early stage startups, but often in an unstructured and unproductive format. Jenna Wyer, VP of Partnerships and Head of Payments at Recurly, joins me on this week’s episode of SaaS Open Mic. We discuss what it takes to build a successful partnership program. by SaaS Open Mic by ChartMogul

25 min listen

Building sales at a product-led company with Thinkific's Adam Jones: This week on the SaaS Open Mic Podcast, I spoke with someone from my Vancouver sales network. Adam Jones, VP of Sales at Thinkific, tells a story of how he built and led a revenue model from start to IPO. What’s especially interesting for our listeners is that Thinkific’s sales organization and strategy was layered on 6 years into building the business. And just 5 years later, that same sales organization helped them take the company public. Listen in to hear how Adam’s sales leadership compliments a product-led business model. by SaaS Open Mic by ChartMogul

25 min listen

You don't need an exit strategy with legaltech entrepreneur Matt Spiegel: In this episode of SaaS Open Mic, I talk to Matt Spiegel, a criminal defense lawyer turned 2x legaltech SaaS entrepreneur. Our interview follows the story of how Matt's personal experience fielding client calls in between court trials led him to build a business designed to help lawyers like him. We discuss the differences in building a startup when the business idea hits you from personal experience versus proactive market research. Matt also shares his thoughts on how too much focus on your exit strategy can lead to cutting corners. by SaaS Open Mic by ChartMogul

33 min listen

Popmenu secures product market fit pre-COVID, growth soars: Daydreaming of software success and lavish restaurant food? Tune into our latest episode of SaaS Open Mic, where I talk to Brendan Sweeney (@popmenu.com), CEO and Co-Founder of Popmenu, a restaurant technology company. We discuss the beloved topic of finding product market fit, designing features for your customers, and interestingly, SaaS adoption in new and different industries. by SaaS Open Mic by ChartMogul

29 min listen

Build a company that people root for with Andrew Gazdecki: We're back with a new season of SaaS Open Mic. To kick things off, I talk to Andrew Gazdecki (@agazdecki), former CEO of Bizness Apps & Altcoin (both acquired). His most recent venture is MicroAquire, a marketplace designed to help startups get acquired. Andrew shares his goal to make a thousand millionaires by helping entrepreneurs exit. “The genesis of the idea was, I looked at the market, I saw a lot of options for startups looking to sell.” Tune in for advice about building, selling, and still loving your SaaS businesses. by SaaS Open Mic by ChartMogul

30 min listen

David Skok on choosing the right metrics for the right growth stage: This interview is with one of my most-requested guests and someone who’s had an outsized influence on my thinking about SaaS metrics and the wider SaaS industry. David Skok is a former entrepreneur turned VC, who founded four companies before he turned his focus to investing. He’s now General Partner at Matrix Partners. David was thinking about SaaS metrics before I was even starting out on my career. His industry-defining post, SaaS Metrics 2.0 is the go-to reference for entrepreneurs and VCs alike, and serves as a guiding light for anyone who has a need to understand the principles and measurements behind a SaaS business. This conversation was recorded at this year’s SaaStock conference in Dublin, where I was super excited to sit down with David in the SaaStock podcasting studio. There’s so much in here for anyone building or growing a SaaS business, we dive deep on certain metrics and measurements, we talk abou by SaaS Open Mic by ChartMogul

32 min listen

Scaling customer feedback with Hannah Chaplin of Receptive: Receptive is a SaaS company helping businesses build better products by collecting and acting on customer feedback more effectively. Hannah Chaplin founded the company, along with her co-founder Dan, back in 2015. Like many other B2B SaaS products, Receptive began its life as a project inside of an existing organization that was eventually spun out into a full-scale business. Hannah and Dan found that they'd struck a chord with businesses that were really struggling with capturing, prioritising and acting on customer feedback to try and answer a critical question: What should we build? by SaaS Open Mic by ChartMogul

35 min listen

Christoph Janz on SaaS fundraising in 2018 and how startups should use data: This week's episode of SaaS Open Mic was recorded live at the Berlin edition of Mogul I/O, our event series bringing industry leaders together around the topic of sustainable growth. by SaaS Open Mic by ChartMogul

32 min listen

How Maxime Berthelot grew PixelMe to $5k MRR and kept his day job at Buffer: If you’ve ever thought about bootstrapping your own side project to meaningful revenue and scale, this episode is for you. Today I’m talking to Maxime Berthelot of Buffer and PixelMe. PixelMe was conceived next to a pool in Bali, but this is not a digital nomad story — both founders are based in France. In fact, Maxime didn’t even quit his day job as Product Manager of Growth at Buffer. Yet the pair have managed to validate their concept and reach $5K in monthly recurring revenue. I spoke with Max about: - Validating the product without writing code - Hacking his way to those first few paying customers - The radical transparency at both Buffer and PixelMe - Balancing time on his side project with his primary job …and much, much more! by SaaS Open Mic by ChartMogul

41 min listen

Improving customer feedback in SaaS with Canny: we all know that SaaS companies should be collecting customer feedback. But how you should actually manage, process, quantify, categorize and action that feedback data is far from simple. Especially when you’re operating at scale. Canny Co-Founders Sarah and Andrew left their jobs at Facebook to bootstrap Canny as a SaaS business, because they believe there was a better way to handle customer feedback and feature requests. by SaaS Open Mic by ChartMogul

29 min listen

How Ulysses pulled off a controversial pivot to subscription: When Max Seelemann and his team at Ulyssess announced their pivot to a subscription model in August 2017, they knew it would cause some controversy among users and the wider tech industry. In fact, Max wanted to create a wave in the industry and the operation was poised to make the most of any resulting publicity. by SaaS Open Mic by ChartMogul

58 min listen

Going global from day one with Vasco Pedro, CEO of Unbabel: One of the biggest barriers to SaaS businesses going truly global from day one is localization. That is, the process of adapting your product to meet the language and cultural requirements of a specific target market. Vasco Pedro is Founder and CEO of Unbabel, a company helping businesses go global from day one through both AI and human-powered translation as a service. by SaaS Open Mic by ChartMogul

50 min listen

The Problem With SaaS Marketing ft. Gia & Claire of Forget The Funnel: Welcome back to this new season of SaaS Open Mic! In this first episode I'm talking to Claire Suellentrop and Georgiana Laudi of Forget The Funnel -- both strong proponents of a more holistic approach to modern SaaS marketing. by SaaS Open Mic by ChartMogul

56 min listen

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Freshdesk's Arun Mani on European SaaS expansion, self-reinvention and diversity

Freshdesk's Arun Mani on European SaaS expansion, self-reinvention and diversity

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