Explore every episode of the podcast The SaaSiest Podcast

In this episode, we sit down with Daniel Thulfaut, Head of Product at saas.group, one of Europe's most active SaaS acquirers. With 24 companies in the portfolio and more than €100M in ARR, Daniel has a unique perspective on how product organizations are evolving in the age of AI.

We discuss why many product managers have spent the last decade acting as backlog managers rather than true product leaders, and why AI is now forcing a return to the fundamentals of product management: customer understanding, strategic thinking, prioritization, and decision-making.

We also explore why "good enough" products are becoming easier than ever to build, why that raises the bar for SaaS companies, and what legacy SaaS businesses must do to stay competitive against a new generation of AI-native startups.

Topics we cover include:

• Why the traditional product manager role is changing rapidly • The difference between backlog management and real product leadership • Why AI makes customer discovery more important, not less • Why legacy SaaS companies struggle to realize the promised 10x AI productivity gains • The rise of the "product engineer" and what it means for teams • How feature flags, experimentation, and faster feedback loops change product development • Why shipping more features is not the same as creating more value • What CEOs and CPOs should do right now to prepare their product organizations for the future • Why understanding customer problems remains the most valuable skill in product management

One of the most interesting takeaways from the conversation is that AI is not replacing product thinking. If anything, it's making it more valuable. When building becomes easier, deciding what to build becomes the real competitive advantage.

If you're a founder, CEO, CPO, product leader, or anyone trying to navigate the future of SaaS, this episode is packed with practical insights and plenty of food for thought.

In this episode we sit down with Artti Aurasmaa, CEO of Staria, to discuss how the CFO role is evolving from financial reporting to strategic leadership.

Artti has spent more than 25 years helping companies scale internationally and today leads Staria, a €60M+ business serving growth companies across 50 countries. In this conversation, he shares why the future CFO must become a business partner, data steward, and forecasting expert rather than simply the person closing the books.

We discuss why forecasting accuracy may be the most important KPI for a modern CFO, how AI is changing finance teams, why strong data foundations matter more than the latest AI tools, and what separates companies that scale successfully from those that struggle.

You will also hear Artti's perspective on international expansion, the increasing complexity of global business, and why the best CFOs are moving from the back office to the front row.

Topics covered:

• Why the CFO role is becoming increasingly strategic
• The shift from historical reporting to future forecasting
• Why forecasting accuracy is a critical KPI
• How AI is changing the finance function
• Building the data foundation before deploying AI
• The future structure of finance teams
• International expansion and global compliance
• Why CFOs need stronger technical and data capabilities
• The rise of the "rockstar CFO"
• What growth companies need to scale successfully

Whether you're a CFO, founder, CEO, finance leader, or SaaS operator, this episode offers a practical look at how the finance function is changing and what it takes to stay ahead.

In this episode, we’re joined by George Storm, CRO at N.rich, for a conversation about why traditional B2B SaaS forecasting is no longer good enough in today’s market. George shares how N.rich, the European ABM platform, helps sales-led companies influence complex buying committees, warm up priority accounts, and progress accounts before sales ever reaches out. 

We spoke with George about why forecasting can’t be treated as a static quarterly exercise anymore, why revenue leaders need to account for macro signals like layoffs, budget freezes, acquisitions, interest rates, and market turbulence, and how to move from fixed-number forecasting to ranges, probabilities, and continuous forecast loops. He explains why CROs should think in “regimes” like calm, turbulent, and stormy markets, and how that changes the way you model win rates, sales cycles, ACV, and pipeline coverage.

Here are some of the key questions we address:

• Why is traditional SaaS forecasting broken?
• Why should forecasts be modeled as ranges instead of fixed numbers?
• How do macro signals like layoffs, acquisitions, and budget freezes impact pipeline confidence?
• Why can historical win rates be misleading in today’s market?
• What does it mean to forecast in calm, turbulent, or stormy weather?
• How can CROs build a continuous forecasting loop instead of relying on quarterly updates?
• What should revenue leaders monitor weekly to avoid surprise misses?

🎧 Tune in to hear how George thinks CROs can build more realistic, adaptive forecasting models in a market where hope is definitely not a strategy.

In this episode, we’re joined by Massimo Arrigoni, CEO of Beefree, the content creation platform behind thousands of SaaS products and one of the companies with a uniquely broad view of what’s actually happening across the software landscape. With customers embedding Beefree into products across industries, Massimo sees the SaaS market from the inside out.

And his take is clear: SaaS is not dead. But parts of the model are being challenged, valuations are being reset, and AI is forcing every company to rethink where real value lives. This is a conversation about what is actually changing, what is not, and why the future likely belongs to companies that understand the difference.

We spoke with Massimo about why people often mix up SaaS valuations, SaaS delivery, and SaaS business models when they talk about “the death of SaaS.” He explains why software sold to non-technical businesses is far less vulnerable than some people think, why “just build it yourself” is often a misleading argument, and why the real opportunity with AI is not replacing humans, but giving them back a better version of their jobs.

Here are some of the key questions we address:

• Is SaaS actually dying, or are we just seeing a market correction?
• Why are people confusing valuation resets with a broken business model?
• What parts of SaaS are most exposed to change, and which parts remain highly defensible?
• Why is “companies will just build it themselves” often the wrong assumption?
• What do you learn about the future of software when your product is embedded in thousands of SaaS applications?
• How are SaaS companies actually approaching AI right now: innovating, reacting, or just sprinkling it on?
• What kinds of products and use cases are most likely to stay sticky in an AI-first world?
• Why should leaders think of AI as something that may take your job and give you back a better one?
• What happens to entry-level jobs, and what should the next generation prepare for?

🎧 Tune in to hear Massimo’s thoughtful and grounded take on the future of software: SaaS isn’t disappearing, but the rules are changing fast. The winners will be the companies that understand where the real headaches still are, where humans still matter, and where AI can genuinely create leverage instead of just noise.

In this episode, we’re joined by Jens Levin, Founder & CEO of Sitoo, the retail SaaS platform powering in-store experiences for leading brands across the world. Today, Sitoo has 20M Euro in ARR, 40%+ growth, 300+ retailers, and deployments across 40+ countries.

But this is not a story about overnight success. Jens shares the reality behind building a company over 22 years, including 10 years of work before finding the real breakthrough. It’s a conversation about longevity, resilience, and why SaaS is not a sprint, but a long-distance team sport where focus and trust increase your chances of success.

We spoke with Jens about what changed when Sitoo found its “Holy Grail,” why saying no became more important than saying yes, and how the company evolved from founder-led hustle into a scalable global SaaS business. 

Here are some of the key questions we address:

• Why did it take 10 years for Sitoo to find true product-market fit?
• What changed when the company went all-in on one product and one focus area?
• Why does saying yes to everything keep you local, while focus helps you scale globally?
• How do you build a strong partner ecosystem without becoming a competitor?
• What happens when you scale from 3 people to 135+ employees?
• Why do so many SaaS companies hit a major shift around 80–100 employees?
• How do you move from founder-driven heroics to a scalable operating model?
• How do you keep motivation, culture, and momentum alive over two decades of building?

🎧 Tune in to hear Jens’ honest take on what it really takes to build something lasting: there is no overnight success, only years of iteration, the right people around you, and the discipline to stay focused long enough for the flywheel to start turning.

In this episode, we’re joined by Elena Verna, growth expert and currently leading growth at Lovable, one of the fastest-growing companies in tech. Elena shares why the old growth playbooks are breaking down, what growth means in an AI-native world, and why companies can no longer rely on features alone as their competitive advantage.

We talk about how growth has shifted from pure funnel optimization to trust, speed, and human connection. Elena breaks down the difference between growth loops and funnels, why Lovable products need to feel alive and constantly evolving, and what companies in crowded categories must do if they want to stay relevant when software is easier than ever to copy or rebuild.

Here are some of the key questions we address:

• What does growth actually mean in an AI-native company like Lovable?
• Why are traditional growth playbooks becoming less effective in today’s market?
• Why can features no longer be your only competitive advantage?
• How should companies think about retention, expansion, and resurrecting users in this new environment?
• What can B2B SaaS companies in crowded categories do to become more lovable and trusted?
• Why does speed to market matter more than perfection right now?
• How do you build teams that can operate in a world where AI changes customer expectations every month?
• What does Elena look for when hiring people into a fast-moving AI company?

🎧 Tune in to hear Elena’s take on modern growth, why trust and humanity matter more than ever, and how companies can rethink distribution, retention, and defensibility in a world where software is no longer hard to build.

In this episode, we’re joined by Lisen Zethraeus, CMO at Stratsys, to talk about how B2B SaaS companies can turn internal expertise into thought leadership that builds trust and creates demand. Stratsys has grown to 30M+ Euro in ARR, serves 600+ customers across and has built a strong position in areas like compliance, risk management, ESG, and governance.

We discuss how Stratsys puts real subject-matter experts at the center of its go-to-market strategy instead of relying on generic brand messaging. Lisen shares how they use expert-led webinars and studio events, how marketing works closely with sales and product, and why thought leadership only works when the whole company is committed to it.

Here are some of the key questions we address:

• What does thought leadership actually mean, beyond just publishing content?

• How do you identify the right internal experts to become trusted external voices?

• Why do people follow people more than brands, and how do you use that without “building personal brands” at the expense of the company?

• How does Stratsys use studio-style webinars and events to create authority and reach the right audience?

• How should marketing, sales, and product collaborate to create thought leadership that actually resonates?

• What metrics matter most when you want to know whether thought leadership is working?

• How do you keep subject-matter experts visible and relevant between the big event moments?

• How can AI help accelerate thought leadership production without losing authenticity?

🎧 Tune in to hear how Lisen and the Stratsys team have built a repeatable thought leadership engine, one that combines expertise, consistency, and strong collaboration to become a trusted voice in a complex B2B market.

In this episode, we’re joined by Adam Dorrell, CEO & Co-Founder of CustomerGaige, for a candid conversation about one of the hardest founder transitions: when, and how, to step out of the sales seat without losing the magic that makes founder-led selling so effective.

Adam shares the real story behind building CustomerGaige over 16 years, growing it into a recognized international player with a lean global team.

We dig into:

• Why founders often try to hire a sales leader too early, and what confidence has to do with it

• The painful lessons of cycling through sales leaders who took over the process too aggressively, and what it cost

• The unsexy truth: you can’t scale sales before you’ve truly nailed ICP + story + value prop

• How Adam and his co-founder ultimately found the right model:

• Where a Co-founder adds the most value to the salesprocess at this phase of the business

If you’re a founder trying to scale sales, or a sales leader working with founders, this is a practical and honest take on where founders should stay involved, and where they absolutely shouldn’t.

In this episode, we sit down with Rahul Yadav, CEO of Paligo, for a practical conversation on leadership alignment - and how to run executive offsites that drive real clarity, trust, and follow-through.

Rahul is only a few months into the role, but he’s already implemented a strong leadership rhythm: quarterly leadership offsites, annual full-company gatherings, and a surprisingly effective habit, daily 15-minute C-suite standups to keep priorities aligned and momentum high.

If you’ve ever left an offsite feeling energized, just to watch that energy fade in two weeks, this episode is for you.

We cover:

• Why most offsites fail: turning them into a “backlog dump” of unresolved operational issues

• Rahul’s simple offsite structure: Champagne goals → Risks → Commitments

• How to keep the agenda light to guarantee openness

• The “parking lot” technique to prevent rat-holing while still honoring important topics

• The rule-of-thumb cadence: Quarterly = strategic, Monthly = operational, Weekly = tactical

• How to create real candor with a new leadership team

• Why psychological safety is built through daily reps, not big speeches

• Rahul’s approach to transparency: sharing offsite outcomes immediately in all-hands + weekly CEO reflections

• A smart meeting role: introducing a Yoda who calls out time, airtime, and when the team is drifting off track

Rahul also shares how he thinks about leadership environments: fewer laptops, more reflection, more walking time, and more room to breathe because offsites aren’t just about decisions, they’re about building the trust that makes decisions stick.

🎧 Tune in for a tactical blueprint on how to run executive offsites that create alignment and action that will move your business forward.

In this episode, we’re joined by Roeland Delrue, Co-founder of Aikido Security, the fast-growing application security platform that just became a unicorn in under 4 years. 

Roeland shares what it really takes to scale a company at breakneck speed, from going 5× year-over-year, to balancing startups and enterprise in one GTM motion, to raising a Series B with a single goal: becoming “unignorable.” We unpack how Aikido uses product-led growth, brutal revenue focus, and buyer-first sales mentality to win in one of the most competitive markets in SaaS.

We spoke with Roeland about building for continuous wins, why revenue clarity beats buzzwords, and how Aikido joins the buyer’s journey instead of forcing rigid sales methodologies.

Here are some of the key questions we address:

• How did Aikido grow from $5M to $20M+ ARR in one year?

• What does it mean to build an unignorable company?

• Why brutal focus on revenue simplifies product, hiring, and prioritization decisions

• Why joining the buyer’s journey beats forcing MEDDICC-style sales processes

• How product-led trials reduce churn and increase win rates

• What it takes to scale from unicorn to decacorn (and why $100M ARR is the next real milestone)

🎧 Tune in to hear how Roeland is building one of Europe’s fastest-scaling security companies and why speed, product, and revenue discipline beat category buzzwords every time.

In this episode, we’re joined by Madhav Bhandari, VP Marketing at Storylane, the demo automation platform helping B2B teams show their product before prospects ever talk to sales. Storylane is a profitable, fully remote SaaS with 50 employees, and a clear path toward $20M+.

Madhav shares how Storylane broke out of the “race to average” in an insanely crowded martech and sales tech market, not by spending more, but by building a repeatable system for pattern interruption. We unpack how they used unconventional SEO, brand plays, and GTM experiments to grow brand searches from 1,500 to 12,000 per month, drive massive inbound, and turn marketing into a true growth engine.

We spoke with Madhav about why great products aren’t enough anymore, how to become the first vendor prospects discover, and how to build a marketing portfolio that consistently produces breakout ideas instead of chasing one-hit wonders.

Here are some of the key questions we address:

• Why visibility, not budget, is the real advantage in crowded SaaS markets

• What pattern interruption actually means and how to systematize it

• How Storylane grew brand searches 8x and created an unfair inbound advantage

• Why traditional SEO and blog strategies are too slow, and what replaced them

• How to build a marketing portfolio instead of chasing viral one-offs

• Where pattern interruption should live and why leadership must own it

🎧 Tune in to hear how Madhav turned differentiation into a repeatable muscle and why, in a world where products are easy to copy, GTM creativity is the real moat.

In this episode, we’re joined by Kate Sygrove, Director of Customer Success at Mouseflow, the SaaS platform for website behavioral analytics. Mouseflow is a $10M+ ARR business with 3,500 customers, 51 employees, and a CS org balancing enterprise white-glove with digital CS at scale.

Kate shares a practical playbook for one of the biggest CS challenges in SaaS right now: getting heard at the exec table. We unpack what it actually means to “speak the language of the CFO,” how to turn CS insight into predictive numbers the business can plan around, and why CS leaders need to pair hard data + soft data to drive decisions on churn, retention, and roadmap priorities.

Here are some of the key questions we address:

• What does it mean to “speak CFO” as a CS leader and, why does prediction matter so much?

• How do you convert customer sentiment into a forecast model that the exec team can use?

• Why is hard data + soft data the only reliable way to judge account health?

• How do you reframe CS initiatives into business outcomes like revenue protected, time-to-value, and scalability?

• What should CS leaders demand from Sales/Marketing/Product to make collaboration actually work?

• What changes when you transition from CSM → CS leader, and how do you prepare for the jump?

🎧 Tune in to hear Kate’s concrete frameworks for making CS visible, measurable, and influential and how to show up in leadership meetings with a clearer business case than ever.

In this episode, we’re joined by Youssef Hounat, product leader, ex-auditor, and (unexpectedly) freestyle-rap-ready builder of tools for accountants. He went from training at Ernst & Young to helping scale DataSnipper into one of the Netherlands’ unicorns, and now he’s building again as Head of Product at ComplianceWise.

We unpack what’s actually changing inside product teams: AI stops being a rewrite/search tool and becomes a teammate that takes real work off your plate. Youssef shares how the best teams reduce context switching, turn customer research into a habit, and use agentic workflows + MCPs to connect tools like email, Jira, Figma, and docs without becoming a “fleshy meat puppet” copy-pasting between 10 tabs.

Here are some of the key questions we address:

• Why do 99% of teams still use AI wrong, and what mindset shift fixes it?
• How do you turn customer research into a continuous habit using transcripts + automated pipelines?
• What’s a real example of AI helping product push back on “build this to close the deal” and finding the true request underneath?
• How do top teams use MCP + coding agents to move from idea → PRD → Jira tickets without leaving the terminal?
• What’s the difference between a prototype you build to learn vs a product you build to earn — and why vibe-coded output can’t go straight to production?
• How do you avoid reinventing the wheel and start with small weekly automations that compound?
• What’s the real risk behind shadow AI usage  and how do you get IT onside instead of blocked?

🎧 Tune in to hear Youssef’s practical playbook for building an AI-enabled product org—where humans do the high-leverage thinking, and the machines handle the busywork. Plus: a freestyle rap that might be the strongest case for accounting tech you’ve ever heard.

In this episode, we’re joined by Jeppe Schytte-Hansen, CEO and Co-founder of Omnidocs, a SaaS company that’s moving fast: €22M+ in revenue, 1,500 customers, 155 employees, and four acquisitions in the last 18 months after bringing in private equity for the first time. Jeppe breaks down what it really takes to turn a steady, profitable SaaS into a buy-and-build platform, from product alignment and enablement to the emotional reality of killing someone’s “version 2.0” and managing the slowdown that almost everyone underestimates.

We spoke with Jeppe about choosing PE over VC, building a 14-point M&A framework, and why one plus one rarely equals two in the first year. He explains the “integration foxtrot” (quick–slow–quick–slow), how to preserve culture across six offices and four countries, and why Omnidocs is betting big on the shift from traditional documents to “fluid formats” in the coming years. 

Here are some of the key questions we address:

• What is the 14-criteria M&A evaluation framework, and what are the two instant disqualifiers?

• Why does every buy-and-build strategy start with a slowdown, and how do you shorten it?

• What makes product alignment the hardest part of M&A, and how do you decide when to kill a nearly-finished product?

• How do you structure integration squads and seven integration tracks across acquired companies?

• What does it take to enable sales teams to manage multiple products without slowing down new logo acquisition?

• How do you avoid overestimating cross-sell potential, especially in the first 12–18 months?

• Which are key roles and people to drive a successful pre, during and post-acquisition process?

🎧 Tune in to hear how Jeppe is transforming Omnidocs from a steady SaaS into a multi-product, pan-European platform proving that buy-and-build is far more than a financial strategy; it’s an operational discipline.

In this episode, we sit down with Fabian Veit, CEO of Make.com, to talk about what it really takes to scale not just one but two hyperscale SaaS companies - first in a classic enterprise sales-led motion, and now in a PLG + AI/automation world.

Fabian shares how Make has 15x’d revenue and grown from ~50 to nearly 400 people, while racing past 100k+ paying customers and aiming for €100M+ ARR, and why that requires a fundamentally different mindset than selling multi-million euro deals into the Fortune 2000. He contrasts the “one deal can make your quarter” reality of enterprise sales with the high-volume, product-first, self-serve motion of Make, where thousands of users sign up every month and the product has to carry the weight.

We also dig into what it means to build in the middle of the AI & agentic wave when your platform is literally how people wire AI into their business processes. Fabian explains why most AI projects are actually 80–90% integrations & automation, where AI is the smart layer inside the flow, not the whole show, and how Make is evolving from classic “if-this-then-that” workflows into visual AI agents that power real operations.

You’ll hear Fabian talk about:

• PLG vs Sales-Led: What changed when he went from 9–12 month, high-touch enterprise cycles at Celonis to Make’s “sign up free, upgrade yourself” engine.

• Rebuilding While Scaling: Why everything is always breaking in hypergrowth, and how he decides what to fix for 5× future scale, not just today.

• Brand & Positioning Pivots: The risky shift from Integromat to Make.com, losing SEO in the short term to win a much bigger global brand in the long term.

• Culture at Hyperspeed: How they keep their values intact with hundreds of new hires through explicit values & operating principles, and a brutal honesty policy inspired by Radical Candor.

• The AMA Channel: An internal Ask Me Anything Slack channel where anyone can ask leadership anything (even anonymously), and why Fabian believes answering every question publicly is non-negotiable for trust.

We wrap up with Fabian’s view on where we are in the AI hype cycle, why he compares this moment more to the industrial revolution than just another tech fad, and what kinds of human skills will matter even more in an AI-driven world.

In this episode, we’re joined by Pieter Boon, Co-founder at ImpactPilot, the customer success intelligence platform built for HubSpot. Pieter shares how he’s helping SaaS companies turn their CS orgs into true growth engines, measuring impact instead of activity through a framework called the Impact Driver Methodology.

Built on lessons from Google’s 10,000-person post-sales organization, this approach gives CS teams concrete ways to track success before renewal, using impact points tied to real customer outcomes like ROI proof, API adoption, or multi-year deals. It’s about replacing vague check-ins with measurable wins that move both customer and company forward.

We dive deep into how teams implement and operationalize the system, from designing the right impact drivers to setting incentives, avoiding false positives, and keeping customer value at the center. Pieter also reveals data from Impact Pilot users showing that customers with high impact scores are 7× more likely to renew or expand, and how that changes how you coach, measure, and reward CS teams.

Here are some of the key questions we address:

• What is the Impact Driver Methodology, and how does it solve the lagging-indicator problem in CS?

• How do you define and prioritize impact drivers that actually move the needle for customers?

• How can CS leaders design incentive models that balance company outcomes with customer value?

• What KPIs matter between onboarding and renewal, and how do you quantify “impact”?

• How can you use impact scoring to predict churn and expansion before it happens?

• What pitfalls to avoid, like rewarding “touches” instead of outcomes or overemphasizing feature use?

• How can early-stage SaaS teams implement this framework (and even start with a simple spreadsheet)?

• What’s next for CS as a function, and why Pieter believes it’s becoming the new growth engine for SaaS.

🎧 Tune in to hear how Pieter is redefining Customer Success for the revenue era where impact, not activity, drives retention, expansion, and long-term customer health.

In this episode, we’re joined by Jakob Lilholm, Co-founder & CEO at Formalize, the Danish-based compliance SaaS that went from a single-point whistleblowing tool to a multi-product GRC platform used by 8,000+ customers across ~80 countries. Jakob shares how his team timed EU regulatory tailwinds, built whistleblowing software, and then layered products on top, shifting from high-volume transactional sales to a focused, consultative motion for regulated industries.

Fresh off announcing a €30M Series B, Jakob walks through the internal rewiring it took: carving out an innovation pod with its own OKRs, resisting flattering false positives from the existing base, and proving platform demand with new-logo sales first, going from ~€100k ARR on the platform to >50% of company revenue in a year. 

Here are some of the key questions we address:

• When do you expand from a point solution to a platform? We discuss the timing model Formalize used (EU roadmap + S-curve “next wave” before the first peaks).

• What’s the right ICP for a platform? Why did they end up narrowing their ICP and say “not yet” to others?

• How do you avoid false positives when you already have thousands of customers? Jakob explains why he decided to validate platform fit with new logos first.

• What org design supports a second act like this?

• How do you shift GTM, pricing, and messaging? What is the process moving from low ACV sales to higher-ACV, consultative deals without breaking the engine?

• Which metrics matter in the first year of a platform bet? How do you prove value creation, track conversion quality, and know when to re-inject the core team?

🎧 Tune in to hear how Jakob and team rewired a fast-growing SaaS from a single product to a multi-product platform play, aligning product, GTM, and finance while keeping the culture hungry enough to chase unicorn status by 2028.

In this episode, we’re joined by Rav Dhaliwal, recovering software exec turned early-stage VC at Crane. A longtime CS leader and board-level advisor, Rav breaks down how AI is reshaping Customer Success, from onboarding and telemetry-driven predictions to agentic workflows, while pushing CS to converge with account management and get far more revenue-centric.

We spoke with Rav about what AI should (and shouldn’t) automate, how to keep relationships authentic, and how leaders actually drive adoption, treating AI not as a tool drop but a behavioral change program. 

Here are some of the key questions we address:

• Will AI compress or redefine CS, and where does it create leverage vs. require human expertise?

• What does the CS–Account Management convergence look like in practice (discovery, multi-threading, commercial acumen)?

• Which AI use cases move the needle now: telemetry-based churn/upsell prediction, voice sentiment, and agentic next-best-action?

• How do you avoid the “AI for efficiency only” trap and tie it to revenue, cost, and risk outcomes that customers actually buy?

• What’s the playbook for AI adoption in GTM/CS? How do leaders run a change program (not a tool rollout) and measure progress?

• Where are the authenticity risks and how do you keep the customer relationship human?

• How far can we push AI-led onboarding and what’s the 90% automated vs. 10% bespoke split likely to be?

🎧 Tune in to hear Rav’s pragmatic take on CS in the age of AI: more signal, smarter workflows, tighter revenue alignment and leadership that treats AI as an operating change, not a shiny tool. Also, watch out for his new book coming out shortly on Founder-Led Sales!

In this episode, we’re joined by Inês Lourenco, VP of Growth at Usercentrics, the privacy-led MarTech company that is powering consent on 2M+ websites & apps across 200 countries for 600k customers. 

Inês unpacks how she built a 50-person growth org of cross-functional pods (Monetization & Pricing, Acquisition & Virality, Activation, Partner Experience, CMS Integrations, and Retention) around a simple thesis: growth = product distribution. She details the early, scrappy phase with manual signal detection, nightly queries, and “product specialist” outreach - through to a scalable system that routes users to self-serve, low-touch, or high-touch paths based on predicted AOV, with a hard-earned lesson to start with activation before everything else.

We spoke with Inês about turning signals into revenue, structuring pods, and creating an operating cadence where every pod owns its metric such as ARPA growth, NRR/GRR, activation time, and virality share, while collaborating tightly with Product, Marketing, Sales, and CS. 

Here are some of the key questions we address:

• How do you define growth as product distribution and design pods that actually move revenue, not vanity metrics?
• What signals predict AOV early, and how do you route users to self-serve vs. low/high-touch experiences accordingly?
• Why did “product specialist” outreach outperform SDR-style messaging, and how do you structure those “baby-step” nudges?
• If you’re starting from scratch, why begin with an Activation pod and what are the first experiments to run?
• How do you set pod-level metrics (ARPA growth, activation time, virality share, NRR/GRR) and avoid cross-metric collateral damage?
• What collaboration model keeps Growth aligned with Product, Marketing, Sales, and CS, and who should Growth report to?
• When shouldn’t you build a growth team (and what to do instead if your top of funnel is small)?
• How do you evolve from consent management to a privacy-led marketing platform, while staying profitable and fast?

🎧 Tune in to learn how Inês turned signals into a system, building a growth engine that’s rigorous, cross-functional, and activation-first, proving that modern growth isn’t a channel, it’s product distribution by design.

In this episode, we’re joined by Peter Sunna (ex-Contentful, Commercetools), now leading product at Kognic, an annotation platform that helps cars “see” via camera & LiDAR for ADAS and autonomous driving. Peter shares why he downplays traditional roadmaps in favor of a company-wide “How We Win” operating system, aligning teams on target segment, differentiation, and the strategic power to compound. 

We dive into the automotive software shift, safety-critical AI, and how to build defensibility when AI keeps redefining what’s feasible, sometimes in months. Peter explains how to keep Sales, Product, Marketing, and CS selling and building the same thing so strategy drives the plan, not a feature laundry list.

Here are some of the key questions we address:

• How do you replace feature roadmaps with a "How We Win" system that aligns every team and still tells customers what matters next?

• What does differentiation look like in practice and which power are you compounding (process, network effects, brand, switching costs, etc.)?

• When you’re early and have no moat, how do you use counter-positioning and when do you evolve to a more durable power?

• Depth vs. breadth: should you go deeper on a few use cases or widen to adjacent ones, and how do you decide?

• How do you sell a new workflow into enterprises (crossing the chasm) when existing org structures resist change?

• With AI rapidly changing what’s feasible, how do you plan, defend your margins, and avoid being automated away?

🎧 Tune in to hear how Peter turns strategy into an everyday operating cadence proving that in B2B, roadmaps don’t win markets; clarity on how you win does.

In this episode, we’re joined by Frida Ahrenby, CMO at Rillion, the AP automation platform expanding aggressively in the US with a new Austin hub. Frida breaks down how she rebuilt marketing from zero to a lean, 10-person, high-output team, starting with a performance+ops backbone, overhauling content/SEO, and leaning hard into field marketing for CFO buyers, while keeping creativity human in an AI-accelerated org.

We spoke with Frida about sequencing the first hires, structuring around three pods (Demand Gen incl. Field, Brand/Content/Design, Product & Customer Marketing), and using AI to multiply output without outsourcing originality. She shares how to avoid silos and title inflation, decide what must be owned in-house to truly own the number, and what it really takes to crack the US market from a European base.

Here are some of the key questions we address:

• How do you build a lean, unsiloed marketing org that still scales output (and keeps standards high) with AI in the mix?

• What’s the exact hiring sequence from a blank slate: why start with performance/ops, then content/SEO, then expand demand?

• Own it in-house or outsource? A simple rule for speed, agility, and true metric ownership and when agencies still help.

• Which marketing roles will compress vs. which remain decisively human in the AI era?

• What skills win now: how to hire for smart, analytical, creative demand gen, and deeply curious content that drives revenue?

🎧 Tune in to hear how Frida designed a tighter, faster marketing engine and why cracking the US is a marathon you run with data, creativity, and relentless focus, not headcount.

In this episode, we’re joined by Barbara Matthews, Chief People Officer at Remote, the Series C company with 1800 employees across 85 countries building an end-to-end global HR platform. Barbara shares how her team compressed a 6–8 week performance cycle into 48 hours using monthly manager “trend” nudges, lightweight pre-calibration, and AI-generated self/manager summaries, while scaling a transparent, high-performance culture in a fully async org.

We spoke with Barbara about designing performance to be continuous, objective, and fast, and how you can align leaders on what “good” vs. “great” looks like, avoid surprises for employees, and turn HR from a slow ritual into a real-time operating system.

Here are some of the key questions we address:

• How do you build a high-performance culture (with transparency) across 85 countries without burning people out?
• What does it take to shrink performance reviews to 48 hours, and what’s the exact sequence from self-assessments to calibrations, promos, and comp?
• How do monthly nudges and a simple 5-point trend score improve alignment and reduce end-of-cycle thrash?
• Where does AI add the most value in performance, and where should humans stay firmly in the loop?
• What is pre-calibration, and how do you align managers on role expectations so ratings are fair and consistent?
• How do you keep feedback truly continuous in an async environment - training managers, closing loops, and avoiding “annual surprise” syndrome?
• When promotions aren’t available, what retention levers can be used to keep top talent engaged and growing?

🎧 Tune in to hear how Barbara re-engineered performance for speed and clarity, proving that modern people ops is a product you design, not a form you fill.

In this episode, we’re joined by Ruan Smit, SEO & Growth leader at Sendcloud, the leading shipping platform helping 30,000+ e-commerce brands connect carriers, print labels, and turn delivery into a competitive advantage. With a blend of technical SEO, AI know-how, and real-world growth experience across agencies, e-commerce, and SaaS, Ruan shares what actually moves the needle when AI is rewriting search.

We spoke with Ruan about how to gain visibility when AI Overviews and LLMs answer first, and how Sendcloud structures content, tech, and brand citations to appear where customers look—without losing focus on the pages that drive revenue.

Here are some of the key questions we address:

• How do you prioritize GEO (Generative Engine Optimization) without sacrificing the SEO “money pages” that pay the bills?
• What specific page structures (summaries, headings, FAQs, schema) increase your chances of appearing in Google’s AI Overview?
• Where should teams invest to earn brand citations LLMs trust, and how do you do it without sounding salesy?
• When does domain consolidation outperform country-by-country sites, and what are the must-do steps for clean migrations and 301s?
• How do you track performance in a zero-click world—what proxies (impressions, BOFU outcomes, referrers) matter most?
• What’s the practical workflow for “reverse-engineering” AI Overviews to refresh content that actually ranks and converts?
• Are videos still worth it for discovery, and why is hosting on YouTube more important than ever for LLM sourcing?

🎧 Tune in to hear how Ruan blends solid SEO fundamentals with GEO tactics, proving that sustainable growth in the AI era comes from clear structure, smart measurement, and showing up helpfully wherever your buyers look.

In this episode, we’re joined by Lukas Saari, CEO and Co-Founder of Tandem Health, the AI-driven platform transforming how clinicians and healthcare teams work together to deliver better patient outcomes. By combining customer obsession with advanced automation, Tandem Health empowers providers to streamline workflows, reduce administrative burden, and keep the human touch at the center of care.

We spoke with Lukas about how AI is reshaping one of the most traditional industries and how Tandem Health has built trust with customers by deeply understanding their real-world pain points.

Here are some of the key questions we address:

• How do you build trust with customers in industries where credibility and experience matter most?

• Why should commercial and product teams include people who’ve actually lived their customers’ pain points?

• How does every new onboarding experience fuel product innovation?

• What role does deep customer understanding play in deciding where to take the product next?

• Why must SaaS founders think in terms of “jobs to be done” rather than features, and how does that mindset unlock customer value?

🎧 Tune in to hear how Lukas combines customer empathy, sharp execution, and a forward-looking approach to AI adoption, proving that scaling in SaaS isn’t just about technology, but about truly understanding the people you serve.

In this episode, we’re joined by Marili 't Hooft-Bolle, CEO, Trengo, the AI-powered omnichannel customer engagement platform that unifies messaging across email, WhatsApp, live chat, social media, and more into a single shared inbox, helping teams automate repetitive tasks while preserving the human touch. Trusted by thousands of businesses worldwide, it empowers brands to deliver seamless, delightful customer interactions across every channel.

We spoke with Marili about how AI is changing the way they operate at Trengo - and how it has led to a future-proof mentality across the business in everything they do.

Here are some of the key questions we address:

• How do you, as a CEO, drive AI adoption across the teams in their daily operations?
• Why you may need to "update" your cultural and performance values to support the new AI era for operators?
• What is the process to make sure new AI initiatives are focused on must-haves vs nice-to-haves?
• How does she see the roles of product, engineering, and marketing need to adjust in this new era to fully leverage AI?
• Why does she encourage everyone to be ready to dedicate some "learning money" on their journey to find the best AI leverage for their business?

🎧 Tune in to hear how Marili combines empathy, discipline, and sharp business acumen to guide her team through the reality of scaling in a rapidly evolving tech environment, proving that great companies are built not just on strategy, but on people who grow with intention.

In this episode, we’re joined by Sander van Gelderen, CMO at Effectory, an employee listening solution platform helping organizations measure and improve engagement, enablement, and productivity at scale, serving 700+ recurring customers across the Benelux, DACH, and now the Nordics.

We spoke with Sander about how Effectory transformed from a project-based consultancy into a recurring revenue SaaS business and how his team is reshaping their go-to-market motion through Account-Based Experience (ABX). The goal? Closing the gap between marketing and sales, reducing waste, and targeting only the accounts truly in-market.

Here are some of the key questions we address:

• What is ABX and how does it differ from ABM in practice?

• How do you unify marketing and sales targeting to remove friction?

• What were the warning signs that the traditional MQL model wasn’t working?

• How do you implement ABX without losing velocity or your team’s trust?

• What process and tech changes are required to make ABX work?

• How should marketing compensation evolve in an ABX world?

• What are the real trade-offs and pitfalls no one talks about?

🎧 Tune in to hear how Sander and his team are aligning people, process, and technology, proving that better targeting isn’t just possible, it’s essential for sustainable growth.

In this episode, we’re joined by Charles Tenot, CEO of Lemlist - the bootstrapped sales engagement platform scaling past €36M ARR while staying lean, profitable, and fast-moving. Charles took the reins to help Lemlist break through a growth plateau, and under his leadership, the company has nearly tripled ARR and built a truly efficient, remote-first team of 110.

We spoke with Charles about what it really takes to build a high-performing executive team in today’s world of constant change and why being “close to the craft” might be the ultimate leadership advantage.

Here are some of the key questions we address:

• What defines a truly efficient executive team, and why do most companies get it wrong?

• Why is “disagree and commit” the wrong mindset at the C-level?

• How can CEOs avoid building silos across product, marketing, and sales?

• What red flags should you watch for when hiring experienced leaders?

• How do you bring execs back to the craft without micromanaging?

• Why does Charles prefer to hire all C-levels himself, and how does he do it?

🎧 Tune in to hear how Charles is reshaping SaaS leadership at Lemlist, proving you can scale fast without breaking what made you great to begin with.

In this episode, we’re joined by Ronni Zehavi, Co-Founder and CEO of HiBob—one of the fastest-growing HR tech platforms on the planet. With nearly 5,000 customers across the globe, HiBob is redefining HR through its modular, AI-powered platform “Bob,” built for modern, multinational, midsize businesses.

We spoke with Ronni about what it really takes to build a high-growth SaaS business that's not just growing fast—but growing right. From IPO readiness and leadership transitions to why putting people first is still your strongest moat in the AI era, Ronni shares the inside story of HiBob's 10-year journey to becoming a category leader.

Here are some of the key questions we address:

• What’s the real reason HiBob is preparing for an IPO—and why now?
• What are the internal changes a company must make to be IPO-ready? (Think finance ops, governance, reporting, culture)
• How do you lead a company through different stages of scale without burning out—or stalling?
• Why are line managers the true AI-era heroes inside organizations?
• What’s the biggest mistake CEOs make on the path from $50M to $250M ARR?
• What does “people-first” actually mean in practice—and how does it translate to business growth?
• How is HiBob using AI internally, and how are they helping customers do the same?
• What should you know about secondary events, long-term vision, and building a sustainable culture?

🎧 Tune in to hear how Ronni and his team are scaling HiBob into a global category leader—without compromising on values, velocity, or vision.

In this episode, we’re joined by Jennifer Peters, Head of Customer Success at Vesper, the commodity data platform working to bring transparency to the global commodity marketplace. Vesper provides market data, benchmarks, and forecasting to allow you to make confident decisions in volatile food markets.

We spoke with Jennifer about what it really means to design and implement an effective customer journey, and why managing a customer portfolio doesn’t automatically mean you’re managing that journey well.

Here are some of the key questions we address:

• What’s the difference between managing customer portfolios and managing the full customer journey?
• Where does the customer journey actually begin, and why is that moment so often misunderstood?
• How do you make your onboarding flow keep pace with a fast-evolving product?
• Why is launching a new feature once never enough?
• What kind of adoption and usage metrics should CS teams monitor to prevent churn?
• How do you operationalize customer success playbooks so they trigger action, not just insight?
• What’s the role of CS in ensuring goals set during the sales cycle don’t disappear after onboarding?
• How do you keep stakeholders across sales, marketing, and product aligned on the journey you're all supporting?

Tune in to hear how Jennifer and her team are building a proactive customer success engine at Vesper - and what any SaaS org can learn about keeping customers engaged, growing, and renewing long after the contract is signed.

In this episode, we’re joined by Emelie Linheden, VP of Marketing at Younium, a Subscription Management tool that helps B2B SaaS companies in Europe and North America streamline subscription management, invoicing and billing, financial reporting, and data insights.

We talked with Emelie about how Younium's event strategy has fueled their growth, and specifically how you make the most out of your investment in external events. Here are some of the key questions we address:

- What are the most important criteria you use when deciding which external events to sponsor?

- What are the key things a team needs to do in the 4-6 weeks leading up to an event?

- How do you build a pre-event outreach strategy to ensure you're not just showing up cold?

- What’s your approach to lead capture, note-taking, and team coordination on-site?  

- Who “owns” post-event results and how do you ensure accountability?

- What’s your timeline and process for post-event follow-up?

- How do you turn an event into a broader campaign that lasts beyond the week of the show?

- What KPIs do you track to evaluate event success—and how early do you define them?

Tune in to learn from Emelie how you also can make the most out of your event budget and plan, to ultimately drive real business value for your organization.

In this episode, we’re joined by Karolina Wrońska-Boukhalfa, Director of Customer Success, Dixa, the Value Experience Customer Service Platform empowering companies to deliver effortless, personalized experiences that drive customer loyalty. Trusted by leading consumer brands of the world, Dixa supports over 30 million conversations annually.

We talk to Karolina about how they go about segmenting customers, and specifically how to interact with each segment to drive real business value when you have a big pool of customers, and at times with very different characteristics. Here are some of the key questions we address:

- How do you personally decide what dimensions to segment on — revenue, usage, potential, lifecycle stage? Can you walk us through a real segmentation model you’ve used that worked well?

- Once you’ve segmented your customer base, how do you make that segmentation actionable across the team? Any tips for operationalizing it across CS, Sales, and Product?

- Have you ever had to rework your segmentation model because it wasn’t driving the outcomes you wanted? What triggered the change, and what did you learn? 

- In lower-revenue or long-tail segments, how do you ensure customers still feel seen and supported without scaling your CS costs?  

- For a CS leader who’s never done structured segmentation before, or for the ones that need to revisit this exercise, what would be your first three steps to get started?

Tune in to learn how Karolina and her team are making sure that every customer is getting the attention they deserve and need to not just stick around but also to expand their commitment to Dixa.

In this episode, we’re joined by Søren Schønnemann, CEO, Factbird, the SaaS provider that helps manufacturers maximize their performance through manufacturing intelligence from Operator to Process Engineer to Plant Manager, 

We talk to Søren about the hiring strategy and organizational evolution that he's taken the company on to support their rapid growth, from 8 to 90 people while going from startup to breaking 10m Euro in ARR in less than 4 years. Here are some of the key questions we address:

- Why was his first 2 hires a Talent Aqcuistion specialist and a Sales Ops way before they had a commerial and GTM team in place?

- How has his hiring philosphy evolved as the company needs evolved?

- How do you balance the need for personal growth of staff vs the need of organization growth?

- What have been some of the most tricky challenges through this growth spurt and how did they handle them?

- Which are his biggest lessons learned from growing the organization at this pace, and what would he do differently next time?

Tune in to learn how Søren and his team have supported the need of the organization with a unique look at who to hire at what point in time, spoiler alert it is not sales people to start with, to get to the 10m Euro mark.

In this episode, we’re joined by Karel Callens, CEO & Founder, Luzmo, an embedded analytics platform, purpose-built for SaaS companies. They bring complex data to life with beautiful, easy-to-use dashboards, embedded seamlessly in any SaaS or web platform and are doing serving many well known customers across Europe and US. 

We explore with Karel the concept of stacking S-curves on top of each other, making sure to always make the most of opportunities ahead and support an upward trajectory, even when that means pivoting, changing ICPs and more to make sure to fuel future growth! Here are some of the key questions we address:

- How do you know it’s time to evolve or expand your ICP?

- What’s the actual process you use when making that kind of pivot or expansion?

- When you make a move to a new ICP, what happens to the existing one?

- What impact does this kind of ICP shift have on the org structurally and culturally?

- How do you align Sales, Marketing, Product, and CS around what might feel like a moving target

- What have been your biggest missteps in making these transitions - and what did you learn from them?

- We talked about stacking S-curves”—how do you plan that kind of growth without losing focus or diluting execution?

Tune in to learn how Karel and his team have set up a process to future-proof their business and always be ready for the next thing, not just to follow but to lead and control their business destiny. 

In this episode, we’re joined by Massimo Arrigoni, CEO, Beefree, a powerful design suite that lets you create no-code beautiful, high-performing emails that work with any marketing platform. Today the Beefree platform is embedded in over 1000 SaaS products powering the email component for some of the most well-known SaaS companies in the world. 

We explore how an embedded and white label product strategy has fueled Beefree's growth and specifically what the learnings are from this journey. Here are some of the key questions we address: 

- What does it really take from a company to offer an embedded white-label product?

- How do you determine if a part of your product is a good candidate to be sold as an embeddable component?

- What are the key differences between a traditional SaaS GTM strategy and an embedded/white-label model?

- How do you price an embeddable SaaS component to reflect the value it provides without overcomplicating contracting?

- How do you mitigate the risks or limitations of not being a domain expert in the industries you're embedding into? Tune in to learn how Massimo and Beefree have leveraged an embedded strategy to grow to 15m+ USD in ARR, 30% year on year growth with practically 0 churn and a happy customer base all over the world. 

In this episode, we’re joined by Anna Jäger, VP Marketing at Sinch, a global leader in customer communications with over $3B in revenue and operations in 60+ countries. Anna shares hard-earned lessons from expanding into the U.S. - one of the most competitive and complex SaaS markets in the world.

We explore how marketing strategies, buyer expectations, and team dynamics shift dramatically when crossing the Atlantic, and why failing fast, bold messaging, and the right hires are essential to making it work. Here are some of the key questions we address: 

- What makes U.S. marketing radically different from EMEA?

- Why do ROI-driven messages matter more in the States?

- Should your first U.S. hires be local or from your European team?

- What budget and timeline should you plan for?

- How do you build one unified brand across very different regions?

Tune in to learn how Anna and her team cracked the code and what you can take away for your own U.S. expansion journey.

In this episode, we sit down with Ashley Faus, Head of Lifecycle Marketing at Atlassian, to unpack what lifecycle marketing really means and how one of the world's best-known SaaS companies makes it work at scale.

Ashley walks us through Atlassian’s approach to lifecycle marketing across its vast product suite, shares key moments that matter most in the customer journey, and breaks down what a successful campaign looks like in action.

In this episode, you'll learn:

• What lifecycle marketing is (and what it isn’t)

• How to identify the most critical touchpoints in the customer journey

• The metrics that matter most

• The pitfalls even experienced marketers fall into

Whether you're running onboarding flows, retention campaigns, or upsell motion - this episode is packed with takeaways for any marketer looking to drive sustainable growth.

In this episode, we sit down with GTM strategist and best-selling author Maja Voje to dive deep into the concept of the Early Customer Profile (ECP) - and why it’s more important than ever in the AI era. Maja explains what defines an ECP, where to find them, how to speak their language, and how to avoid the most common mistakes when launching new (especially AI-driven) products.

We explore how to validate willingness to pay, protect yourself from underpricing, and structure a GTM team for success. This episode is a must-listen for anyone launching new products or features - whether you're an early-stage startup or an established company entering new territory. Here are some of the questions we addressed with Maja:

• What is an Early Customer Profile (ECP) and how does it differ from an Ideal Customer Profile (ICP)?

• Where and how can you find your ECPs - especially in AI-related markets?

• How should you message and sell to early adopters who are skeptical or risk-sensitive?

• How do you validate willingness to pay before fully launching a product?

• What pricing models work best in early-stage AI product launches - and how do you avoid underpricing?

• What are the most common GTM pitfalls when launching new products or features?

• Who should be on your internal "launch squad" to successfully bring a new AI product to market?

Tune in and find out how you can successfully launch your new AI feature set.

In this episode, we speak with Frederic Laziou, CEO, Puzzel, a leading European provider of cloud-based contact center solutions, helping businesses deliver seamless customer service across multiple channels. Their AI-powered CX platform integrates voice, email, chat, and social media, enhancing efficiency and personalization. With 25+ years of experience, Puzzel continues to innovate, ensuring businesses stay ahead in customer engagement. 

We talked with Frederic about their journey well on their way to reaching 100m Euro in ARR, how M&A has been an important strategy, and a focus on defining a product operating model that supports sustainable and continued growth. Specifically in this episode, we discuss how a focus on building the right things from a product perspective is key, which also at times means sunseting product programs and features that don't support the P&L in a positive manner.

• How do you assess which features are adding real value versus those that are just adding complexity?
• Once you identify redundant or low-value features, what practical steps do you take to sunset them? 
• How do you communicate this to customers, and what challenges can you expect to face in ensuring a smooth transition?
• What are the biggest cultural or leadership challenges shifting from a "feature factory" mindset to an outcome-driven approach? 

This and much more. Tune in to learn mode from Frederic and his team's journey moving away from a feature factory to an outcome-driven product approach that drives tangible financial value to both the customer and the business.  

In this episode, we speak with Maja Lindström, CPO, Talentech, a leading developer of HR providing a seamless talent journey through a centralized platform. With main hubs in Oslo, Amsterdam, Stockholm, Helsinki, and Copenhagen, Talentech's scalable solutions support every stage of the talent pipeline, offering personalization and flexibility to meet tomorrow's challenges.

We talked with Maja about their M&A journey, 8 acquisitions to date and counting, and how you make the unifying process work from a product and technical staff perspective. Some of the questions we discuss in this episode are: 

• First, what are the different underlying strategies that can fuel an M&A strategy of this nature?
• What is the process of "onboarding" separate product teams into a new unified and larger team working on a platform strategy?
• What are the most common pitfalls to avoid here, and why?
• What is the process of integrating different products, at times on different tech stacks and different maturity levels?
• To be successful with this amount of frequent and large acquisitions, it requires a lot from the organization. Which are the key players, processes and characteristics needed from an organization to be successful in a process like this?
• How do you find a balance between product autonomy vs central platform thinking to avoid losing speed in deployment and releases?

This is for all the product leaders out there and people considering an M&A strategy. Tune in to learn mode from Maja's journey of acquiring and integrating 8 product organizations into one platform unit.

In this episode, we speak with Mie Elmkvist Schneider, VP of Sales & CS, Queue-it, a leading developer of virtual waiting room services, empowering 1,000+ organizations worldwide to build and nurture trust with 25+ billion visitors annually by delivering reliable, fair, and transparent online experiences. 

We talked with Mie about the important measures and KPIs to track for a sales leader when focusing on profitability. Some of the questions we discuss in this episode are: 

• What does your Sales Leadership Dashboard look like - what metrics are you keeping track of?
• What are the key metrics when focusing on profitability vs growth?
• Which are key metrics to focus on in new client acquisition vs existing customer expansion?
• Who is involved, why, and how in the ongoing process of monitoring these KPIs, and triggering necessary actions if/when needed based on deviations?
• What tool stack do you use to track this?

This is for all the sales leaders out there, tune in to see if your dashboard aligns with Mie's and if there are any KPIs that you also need to double down on.

This is a special episode with our very own MC, our new Head of Community Management over here at SaaSiest!  We're building this community in the open together with all of you, and in this episode, we want to invite you on the inside, for you to start getting to know MC! And yes she does have full name, it is Marie Claire, but everyone calls her MC and we hope you will too 😀! With MC's arrival, we can now get even closer to you, and create even more personal experiences and content helping you accelerate your career. As you can imagine we are thrilled to have her here and we are confident you will see the great impact from her work very soon. So, who is this MC? What makes her all that special ❤️ Tune in and find out for yourself - you'll get to know the real MC, her story, what she'll be focusing on, and why that matters to you!  Welcome MC!

In this episode, Nataly Kelly, CMO, Zappi, a leading consumer insights platform that connects brands with consumers. Through AI-powered software that delivers connected insights, Zappi empowers brands to make faster, smarter, and consumer-driven decisions by leveraging real-time, continuous consumer feedback. 

We talked with Nataly about the pressure CMOs have to AI-enable their organization, both from internal demands as well as external requirements to stay competitive and efficient.

Some of the questions we discuss in this episode are: 

• What’s the biggest misconception about adopting AI in marketing that you’ve seen among CMOs?
• With so many potential AI applications, how can CMOs determine where AI will deliver the most value for their specific organization?
• How should CMOs balance the pressure to adopt AI quickly with the risk of making investments that don’t deliver results?
• What metrics or indicators should CMOs use to evaluate the success of their AI initiatives?
• What are some of the common mistakes CMOs make when integrating AI into their marketing strategy, and how can they avoid them? 

It is clear that it is not about AI or not AI, it is about how and where to leverage AI for the greatest outcome of the business. Tune in to hear Nataly's thoughts on this from the CMO perspective.

In this episode, we speak to Diane Wiredu, a messaging expert and the founder of messaging consultancy Lion Words. She's been helping SaaS companies for a decade to achieve 'message-market fit. So they can cut through the noise, market more effectively, and sell more.

We speak to Diane about Message-Market fit, what it is, why it is important, and how to achieve it! We particularly discuss her take on the process of developing the right message representing your business, and the unique value it provides to customers.

Some of the questions we discuss in this episode are:

• What is Message-Market fit? Why is it important?
• Why do so many companies fail with this - common red flags?
• What are the 5 process steps to achieve a good Message-Market fit?
• How do you balance internal vs external factors when defining the right messaging?
• How do you launch the new messaging, from inception to publishing it externally?

These are some of the questions we address with Diane, tune in if you also want to learn more about how to achieve Message-Market fit.

In this episode, we speak to Dirk Sahlmer, Head of Origination, at SaaS Group, a conglomerate of independent SaaS businesses founded by experienced industry veterans with proven entrepreneurial, investing, and product backgrounds.

Dirk speaks to 500+ SaaS CEOs a year and has a firm take on what good looks like! We particularly discuss his take on Exit Readiness from a founder and business perspective, which KPIs to have in order, what process to be ready for, and more.

Some of the questions we discuss in this episode are:

• When is a good time to sell your SaaS business?
• Which are the key value drivers defining the value of your business?
• What common red flags will lead an acquirer to pass on you? 
• What type of historical and current data do you need to have available at all times, ready to share with an acquirer?  

These are some of the questions we address with Dirk, and if you’re a founder looking to sell your SaaS you'll find this episode useful. Tune in!

We talked to Wendy about the critical aspects of leadership in revenue organizations, emphasizing the importance of honest communication, accountability, and self-awareness. We discussed the critical aspects of what a good leader looks like,  mapping it out on her Flamingo Leadership Framework:

Some of the questions we discuss in this episode are:

• What is the single most important trait to have as a SaaS Revenue leader?
• What sets strong-performing leaders apart from average ones?
• How can you use the Flamingo Leadership framework to evolve leaders in your organization?
• How do you as a leader create a feedback culture? 
• Why should employees choose the boss instead of the job?

If you’re interested in learning more about effective leadership or if you just want to find out if you're a pigeon, flamingo, or peacock  - tune in!

In this episode, Adam Holmgren, Head of Demand Gen, Rillion, the Accounts Payable Automation Software supporting over 3,000 companies across over 50 countries.

We talked with Adam about the process and structure of running successful LinkedIn ad Campaigns, particularly looking into the flow and goals of the different layers of a campaign.  

Some of the questions we discuss in this episode are: 

• How the Linkedin Ad Platform is fundamentally different from other platforms and thus requires a different approach?
• What is the best way to define and continuously refine target lists for best outcomes?
• Which are the 3 key layers in a successful campaign?
• Understanding why your goal is not to drive traffic to your site in the first cold layer of the campaign process?
• How do you design a good retargeting strategy to continue to drive the demand?
• What is the look and feel of a good ad? What is the breakthrough of a few examples?
• How should you measure ROI on LinkedIn ad spend?

If you’re keen to step up your Linkedin Ad game this is a must listen to episode - Tune in!

In this episode, Malin Schmidt, founder and CEO of Kodiak Hub, takes us on her journey from the shipping and oil industries to building a game-changing SaaS platform transforming global supply chains. Malin shares how Kodiak Hub is empowering strategic Enterprise buyers, tackling skepticism, and redefining procurement with transparency and trust at the core. 

We dive into the challenges of competing with large legacy players, and how understanding enterprise dynamics is key to their success. At the heart of Malin’s insights? Building scalable, sustainable growth while staying true to Kodiak Hub’s mission of creating solutions that actually deliver value.

Some of the questions we discuss in this episode are:

• What are the key ways to demonstrate a superior value-to-investment ratio and outplay competitors with more resources?
• How can smaller players effectively get trust and demonstrate a great understanding of the complex dynamics of enterprise stakeholders better than legacy giants?
• What onboarding strategies can help deliver faster time-to-value compared to larger competitors?
• Why openness and seamless interconnectivity through efficient APIs is crucial for winning against established systems?
• How does the “Land & Expand” strategy enable smaller players to build trust and grow within enterprise accounts?

If you’re curious about how you also can win in the Enterprise space against the legacy giants then this is a must-listen episode. Tune in!

What’s the secret to turning partnerships into a SaaS growth engine?

In this episode, Victor Wrede, Co-founder and CSO of Scrive, reveals how the company is transforming business workflows with electronic signatures and digital contracts. He shares the strategies behind building strong partnerships, integrating seamlessly into customer workflows, and creating solutions that stand out in competitive markets.

Victor also opens up about the lessons learned from navigating partner dynamics, the importance of joint initiatives, and the fine balance between direct sales and partner-driven growth.

What you’ll take away:

• How Scrive creates efficiency through streamlined solutions
• The game-changing impact of strategic partnerships in SaaS
• Insights on thriving in dynamic marketplaces
• The role of collaboration in driving long-term success
• Practical advice for scaling through innovation and teamwork

If you’re ready to take your SaaS growth to the next level, this episode is filled with ideas and strategies to help you get there. Grab a coffee, tune in, and let’s dive into the world of smarter partnerships!

What if AI is not just the future of SaaS but the catalyst for redefining its very essence? 

In this thought-provoking episode of the SaaSiest podcast, we explore the vast and transformative potential of AI with Christina and Henrik from Verdane, a leading venture capital firm shaping the future of SaaS. They take us on a journey through the changing landscape of technology, discussing how AI is not only influencing the products SaaS companies deliver but is also revolutionizing the way these businesses scale and compete.

Is AI just a tool for automation, or does it hold the key to unlocking deeper innovation? From optimizing decision-making processes to enhancing customer experiences, this episode uncovers how AI is becoming the backbone of intelligent, data-driven growth. 

Here are some of the thought-provoking insights you'll hear:

• Discover how AI is becoming a core strategy for scaling smarter and faster.
• How AI is amplifying human intelligence, unlocking new opportunities.
• The power of AI to drive smarter, more precise business decisions.
• What’s next for AI in SaaS, and how should companies prepare?

If you’re wondering how to navigate this AI-driven future and what steps you can take to stay ahead, don’t miss this episode! 

Ever wondered how product marketing can truly drive a company’s growth and alignment?

In this episode, Samuel Winderö, Global Director of Marketing and Communication at Avinode Group, takes us through his journey in product marketing and explains why it's crucial to integrate product marketing early in the development process. He shares how Avinode Group is thriving in the business aviation sector and the importance of aligning product development with customer needs for effective positioning.

What’s in this episode:

• How product marketing connects product and marketing teams
• Why early integration of product marketing is a game-changer
• Avinode Group's success in the business aviation industry
• Key skills every product marketer needs to succeed
• The evolving role of product marketing as companies grow

Want to know how product marketing can transform your business? This episode is packed with insights you don’t want to miss!