We will discuss everything on growing your B2B SaaS, hosted by Joran Hofman, Founder of Reditus.
When growing your B2B SaaS you run into a lot of things; we will cover how to generate your first-paying clients, achieve product-market fit, create a go-to-market plan, and more in-depth information about any marketing channel. Or, when thinking about funding, we will cover bootstrapped stories to fund your SaaS with external money.
As Joran is a founder himself of a B2B SaaS, he will ask the questions for you.
B2B SaaS, SaaS, Grow My SaaS, SaaS Advice, SaaS founder, SaaS podcast.
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Données mises à jour le 04/07/2026
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S7E23 – How to grow your B2B SaaS to 10M ARR? Advice from 21 experts
Saison 7 · Épisode 23
mardi 23 décembre 2025 • Durée 31:05
Season seven of the Grow Your B2B SaaS podcast centered on one core ambition: how to grow from early validation at 10K MRR to meaningful scale at 10M ARR. Across the season, founders, operators, and leaders shared practical guidance on product-market fit, hiring, go-to-market systems, partnerships, pricing, revenue operations, community, expansion revenue, and more. This summary distills their insights as shared in the episodes—nothing theoretical, nothing added beyond what they discussed—into a single, coherent narrative designed to help you focus, execute, and build momentum.
From the outset, the thesis is clear. There are patterns you’ll hear repeatedly—focus, alignment, ICP clarity, hiring for stage-fit, segmentation, community, and systems. There are also points of debate that reflect the realities of stage and context. What follows is a structured walkthrough of the advice discussed in the season, episode by episode, following the journey from 10K MRR through the climb toward 10M ARR.
S7E21: How AI Will Rewrite SaaS GTM in 2026: Pricing, Efficiency & Sales Automation with Jacco van der Kooij
S7E22 – How to grow your B2B SaaS to 10M ARR? Advice from 21 experts
Saison 7 · Épisode 22
jeudi 18 décembre 2025 • Durée 28:07
Every episode of season seven asked the same question: what advice would you give a SaaS founder who is just starting out and aiming to go from zero to 10K MRR? This summary brings together the most practical and battle-tested suggestions from dozens of founders, operators, and go-to-market leaders. The focus is squarely on what works early on—how to find your first customers, validate demand, price correctly, and build momentum without burning too much cash. Across the conversations, certain patterns emerged repeatedly, alongside a few conflicting insights that provide nuance. The episodes cover founder-led growth, go-to-market motion, pricing tactics, product-market fit, and building early traction, all directly from people who have done it. If your goal is 10K MRR for a B2B SaaS, this is the guidance they shared. And once you get there, the next episode in the series digs into the leap from 10K MRR to 10 million ARR. For now, here is the zero-to-10K playbook, as told by the guests.
S7E21 - How AI Will Rewrite SaaS GTM in 2026: Pricing, Efficiency & Sales Automation with Jacco van der Kooij
Saison 7 · Épisode 21
mardi 16 décembre 2025 • Durée 20:25
In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes back Jacco van der Kooij, founder of Winning by Design, to unpack how AI-native SaaS companies are changing the rules of growth, pricing, and go-to-market in 2026. The conversation covers why real-time user-level data is becoming the defining competitive advantage, the pitfalls and promise of usage-based pricing for AI products, the existential challenge of inference costs for freemium models, and the enduring importance of subscriptions with smart hybrid elements. It also dives into how AI will replace the majority of sales tasks, the 30 percent of human expertise that remains essential, and why advocacy and community-driven growth loops will shape pipeline generation. From early-stage foundations to scaling to $10 million ARR, Jacco breaks down what founders need to get right now to thrive in the years ahead.
(15:00) - Growth loop: usage patterns, word of mouth, advocacy pipeline
(16:26) - Community-led growth: user conferences, LinkedIn sharing, Clay example
S7E20 - How SaaS Companies Will Scale in 2026: GTM Efficiency, RevOps, and Word-of-Mouth Growth with Koen Stam
Saison 7 · Épisode 20
jeudi 11 décembre 2025 • Durée 19:00
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.
(9:20) - Sponsor: Reditus affiliate and referral platform for B2B SaaS
(10:14) - Word-of-mouth playbook: product value, customer success, community events
S7E19 - How SaaS GTM Will Change in 2026: Thought Leadership, Intent Signals & AI-Powered Growth with Glenn Miseroy
Saison 7 · Épisode 19
mardi 9 décembre 2025 • Durée 19:43
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
(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
S7E18 - Preparing Your SaaS for an Exit: Valuation Drivers, Buyers & Metrics That Matter with René de Jong
Saison 7 · Épisode 18
jeudi 4 décembre 2025 • Durée 18:37
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 recorded at SaaS Summit Benelux, host Joran sat down with René de Jong 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 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, and deal structure matter now more than ever. From early-stage focus at 0 to 10K MRR 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.
S7E17 - How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM With Roelof Otten
Saison 7 · Épisode 17
mardi 2 décembre 2025 • Durée 17:49
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
S7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines with Richard Schenzel
Saison 7 · Épisode 16
jeudi 27 novembre 2025 • Durée 18:00
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
(0:02) – 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
S7E15 - SaaS Monetization in 2026: Tiering, Usage, AI Add-Ons & Pricing Experiments with Krzysztof Szyszkiewicz
Saison 7 · Épisode 15
mardi 25 novembre 2025 • Durée 20:16
SaaS monetization in 2026 is being reshaped by smarter tiering strategies, flexible usage-based models, AI-powered add-ons, and bold pricing experiments that help companies grow revenue while meeting evolving customer expectations. In this episode of the Grow Your B2B SaaS podcast, host Joran speaks with Krzysztof “Chris” Szyszkiewicz, the co-founder of ValueShips, a boutique pricing consultancy that works primarily with technology companies, particularly within SaaS and AI. The conversation, recorded live at the SaaS Summit in Benelux, explores where SaaS pricing is heading in 2026 and how companies can gain an advantage by rethinking monetization, packaging, and expansion strategy.
Chris offers practical insights on output and success-based pricing, the rise of AI add-ons, the importance of structuring tiers based on willingness to pay, and the need to view pricing as a continuous process. He also explains how to run pricing experiments, avoid common traps, and use straightforward frameworks to protect margins, especially in AI-driven products where usage costs can escalate quickly. For any SaaS company preparing for growth in 2026, this discussion provides a grounded and actionable blueprint for building a pricing system that supports scale.
Key Timestamps
(0:00) – SaaS Pricing in 2026 Is Gonna Get Wild
(0:53) – Live From SaaS Summit Benelux
S7E14 - Scaling SaaS in 2026: AI Adoption, Pricing Shifts & Efficient Growth with Romy Kotler - de Groot
Saison 7 · Épisode 14
jeudi 20 novembre 2025 • Durée 19:31
How will B2B SaaS Scaling be like in 2026, with AI Adoption, Pricing Shifts for Efficient Growth? This is quickly becoming the central focus for B2B SaaS leaders, as companies navigate rapid changes in technology, customer expectations, and competitive pressure. Recorded live at the SaaS Summit in Amsterdam, this episode of the Grow Your B2B SaaS podcast features a candid conversation with Romy de Groot, Chief of Staff at Atlassian. Drawing on her experience across startups, scale-ups, and Booking.com during the pandemic, Romy explains what will truly separate the SaaS companies that thrive in 2026 from those that fall behind, as AI transforms product development, pricing models evolve, and efficient growth becomes the new baseline for success.Key Timecodes
(0:00) - How Atlassian Scales SaaS With AI: Live From SaaS Summit Amsterdam
(0:51) - The Ex-Booking.com Strategist Driving Atlassian’s Growth
(1:09) - What Will Make or Break B2B SaaS in 2026
(1:57) - The Death of Traditional SaaS Pricing?
(2:17) - The Enterprise Contract Nightmare No One Talks About
(2:58) - Per-Seat Pricing Is Dying—Here’s What’s Replacing It
(3:27) - Freemium Is Broken in the AI Era—Here’s Why
(0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission
(0:17) – Connect With Richard Schenzel on LinkedIn
(0:57) – Meet the Pricing Guy Behind ValueShips
(1:11) – What Will SaaS Pricing Look Like in 2026?
(1:19) – Expansion Revenue Is the New Growth Hack
(2:32) – Scale Smarter With Usage Metrics
(3:45) – Stop Guessing: Do Real WTP Research
(4:10) – Switching to Hybrid Pricing Without Chaos
(4:23) – Test AI Add-Ons Before Going All-In
(5:43) – The New AI-Native SaaS Models
(5:58) – Freemium Isn’t Free
(7:08) – Booking.com-Style Pricing Comes to SaaS
(8:04) – Pricing Is a Process
(9:44) – Ad Break: Reditus
(9:57) – A/B Test Your Pricing Like a Pro
(10:30) – How to Test Pricing on Existing Customers
(11:38) – The Churn Math You Must Know
(12:41) – The Most Expensive Pricing Mistakes
(13:45) – Don’t Blow Up Your Pricing Model for AI
(14:47) – When Credits Pricing Works
(15:01) – Keep AI Costs From Killing Margins
(16:10) – Utility-Style Billing 101
(16:48) – Early-Stage Pricing to Hit 10K MRR
(18:15) – Scale to $10M ARR Without Revenue Leaks
(19:24) – Final Takeaways
(19:27) – Connect With Chris
(19:40) – Outro & Subscribe
(4:11) - VCs Are Done Funding Your Freemium Dreams
(4:27) - Will AI Kill Startup Hiring? The Brutal Truth
(5:33) - The 2026 Efficiency Playbook Every SaaS Founder Needs
(6:26) - AI Can Now Automate Your Boring Work—But Not What You Think
(7:23) - GTM Teams vs AI: The Speed War Is On
(8:12) - No-Code + AI: Build Fast, Break Faster?
(8:43) - Why Every B2B SaaS Needs an Affiliate Engine Now
(9:28) - If You Built a GTM From Scratch in 2026—Start Here
(10:36) - Do You Even Need VC Money Anymore?
(11:13) - Your $500 MVP Won’t Survive an $8M Pre-Seed Competitor
(11:40) - The Smart Founder’s Equity Strategy for 2026
(12:27) - There Is No SaaS Silver Bullet—Stop Searching
(12:52) - How to Make Strategy When Nothing Is Certain
(13:33) - The Real 0→10K MRR Blueprint (That Actually Works)
(14:41) - How to Scale From $10M to Hypergrowth—What Changes
(16:58) - From $10M to a Billion? The Founder Mindset Shift
(17:24) - Set Your Number: How Your Exit Target Shapes Everything
(18:55) - Connect With Romy De Groot
(18:56) - Subscribe or Miss the Next Big SaaS Insights
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