Best Ken Lempit Podcasts (2025)

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Ep. 168 - How Gen AI Is Rewiring B2B SaaS Feedback 33:24

19h ago33:24

33:24

Guest: Eli Portnoy, Founder & CEO at BackEngine As B2B SaaS companies scale, they often lose touch with the customers who got them there. In this episode, Eli Portnoy, founder and CEO of BackEngine, sits down with Ken Lempit to talk about the critical breakdown in customer feedback systems—and how generative AI can help leaders hear what really mat…

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Ep. 167 - How AI Is Changing the B2B SaaS Search and Buyer Journey 36:46

8d ago36:46

36:46

Guest: Ayse Guvencer, Fractional SaaS CMO & GTM Executive As AI changes how B2B buyers evaluate software, many marketers are missing the forest for the trees. In this episode, Ayse Guvencer, fractional CMO and GTM advisor to SaaS and MarTech startups, joins Ken Lempit to deliver a blunt reality check: AI is disrupting the search journey, pricing mo…

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Ep. 166 - Rethinking SaaS Go-to-Market in the Age of AI 42:14

15d ago42:14

42:14

Guest: Jim Curry, CoFounder at BuildGroup Is AI really transforming your SaaS business—or just adding noise? In this week’s episode, Jim Curry, co-founder of BuildGroup and former Rackspace exec, discusses how AI is transforming both the products and operations of SaaS businesses—and why most companies are missing the opportunity. Jim shares how Bu…

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Ep. 165 - Why Most SaaS Ads Fail (and What to Do Instead) 31:55

22d ago31:55

31:55

Guest: Ken Lempit, President & Chief Business Builder at Austin Lawrence Group Are your SaaS ads actually doing their job, or just burning budget? In this week’s episode of SaaS Backwards, Ken Lempit and Jason Myers of Austin Lawrence Group go deep on what GTM leaders get wrong about advertising in 2025: Why most SaaS ads look and sound the same (a…

1
Ep. 164 - Voice, AI & the Future of SaaS: Productivity, Innovation, and Risk 48:56

29d ago48:56

48:56

Guests: Ken Lempit, James Ollerenshaw, and Rob Curtis Voice is the new frontier in SaaS — but are we ready for the implications? In the third episode of our AI Series, Ken Lempit is joined again by James Ollerenshaw and Rob Curtis to explore how voice and AI are colliding to transform the way B2B SaaS companies operate — from the way products are b…

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Ep. 163 - Is Your SaaS Ready for the Agentic AI Era? 47:22

1M ago47:22

47:22

Guests: Ken Lempit, James Ollerenshaw, and Rob Curtis AI isn’t just a bolt-on anymore—it’s rewriting the rules of SaaS from the ground up. In this episode, Standup Hiro co-founder Rob Curtis and tech strategist James Ollerenshaw join host and GTM expert Ken Lempit to unpack how Agentic AI is forcing SaaS leaders to rethink everything: product desig…

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Ep. 162 - What Most SaaS Teams Get Wrong About Growth 33:59

1M ago33:59

33:59

Guest: Sjoerd Handgraaf, Chief Marketing Officer at Sharetribe The most overlooked growth lever in SaaS? Positioning. In this episode, Sharetribe CMO Sjoerd Handgraaf reveals how redefining product positioning transformed their trajectory—and why many SaaS companies are still getting it wrong. Handgraaf takes us inside Sharetribe’s journey from cha…

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Ep. 161 - Is User-Based Pricing Dead? How AI Is Reshaping SaaS Monetization 36:20

2M ago36:20

36:20

Guest: James D. Wilton, Founder & Managing Partner of Monevate The advent of AI is forcing a complete rethink of traditional SaaS pricing—particularly the long-standing dominance of user-based pricing. In this episode, pricing strategist James Wilton explains why AI-native products are undermining the foundations of per-seat pricing models. Unlike …

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Ep. 160 - AI Is Rewriting the SaaS Playbook—Are You Ready? 38:37

2M ago38:37

38:37

Guests: Ken Lempit, James Ollerenshaw, & Rob Curtis AI is transforming SaaS—but not in the way most leaders think. Forget the headlines claiming "SaaS is dead." The real shift isn't just in tools—it's in how fast software is built, marketed, and bought. In this episode, Rob Curtis (VC-backed founder), Ken Lempit (SaaS GTM strategist), and James Oll…

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Ep. 159 - Why Full-Cycle Reps Are Beating Your SDRs 32:03

2M ago32:03

32:03

Guest: Guy Rubin, Founder & CEO at Ebsta Most B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening. The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn’t about more training or ne…

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Ep. 158 - 97% of SaaS Churn at First Opportunity is Decided in the First 90 Days—Onboarding Is the Key 31:57

3M ago31:57

31:57

Guest: Srikrishnan Ganesan, Co-Founder & CEO of Rocketlane Most B2B SaaS leaders know that onboarding is important but underestimate its impact. The reality is that 97% of churn at first opportunity is decided in the first 90 days, making onboarding the most critical stage in the customer journey and the defining factor in revenue growth and long-t…

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Ep. 157 - AI is Reshaping B2B Marketing—Are You Ready? 28:25

3M ago28:25

28:25

Guest: Christina Richards, Fractional CMO & Author of Rise of the AI-Powered CMO Most B2B marketers think they’re using AI effectively. The reality? Many are barely scratching the surface—and failing to leverage AI as a true revenue driver. Christina Richards, fractional CMO and author of Rise of the AI-Powered CMO, breaks down how AI is transformi…

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Ep. 156 - Why Traditional Sales Prospecting is Broken (And What to Do Instead) 36:54

3M ago36:54

36:54

Guest: Zach Wright, Co-Founder & CRO of Syft AI Most sales teams are still stuck in outdated prospecting tactics—mass email sequencing, generic outreach, and hoping something sticks. The reality? These methods are failing fast, and sellers who rely on them are drowning in low response rates and missed pipeline goals. Zach Wright, co-founder and CRO…

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Ep. 155 - You’re Probably Doing Discovery Wrong—And It’s Costing You Deals 33:52

3M ago33:52

33:52

Guest: Peter Cohan, Author of Doing Discovery Most sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall, go to a competitor, or die with “no decision.” Peter Cohan, author of Doing Discovery, breaks down why traditional discovery methods are failing and what Saa…

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Ep. 154 - Why Some SaaS Companies Are Turning to Billboards for Measurable Growth 28:30

4M ago28:30

28:30

Guest: Ty Tinker, Head of Analytics at AdQuick What if everything you thought about billboard advertising was wrong? Ty Tinker, Head of Analytics at AdQuick, breaks down the myth that out-of-home (OOH) advertising is unmeasurable and outdated. In reality, leading SaaS companies—including Dropbox, Salesforce, and Shopify—are embracing billboards, tr…

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Ep. 153 - The End of the Gumball Machine: Why B2B Marketing Needs a New Playbook 29:18

4M ago29:18

29:18

Guest: Jon Miller, Co-Founder & CEO of a Stealth AI Startup Jon Miller, co-founder of Marketo and former CMO of Demandbase, argues that B2B marketing’s traditional playbook—built on predictable demand generation, MQL scoring, and SDR-driven outbound—is broken. The “gumball machine” approach, where marketers expect predictable revenue by simply feed…

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Ep. 152 - The Critical Shift: Adapting Your Marketing to Align with Modern Buyer Behavior 38:20

4M ago38:20

38:20

Guest: Kerry Cunningham, Research & Thought Leadership at 6sense 85% of buyers initiate the first conversation with vendors—on their terms. If your marketing still revolves around capturing leads and pushing outbound sales, you're already behind. Kerry Cunningham, Head of Research at 6Sense, shares insights from their Buyer Experience Report 2024, …

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Ep. 151 - How Quiz Marketing Unlocks Revenue Opportunities 31:33

4M ago31:33

31:33

Guest: Maxwell Nee, CRO at ScoreApp Maxwell Nee, Chief Revenue Officer of ScoreApp, shares the strategies behind scaling a low ARR SaaS product to 9,000 paying customers worldwide. By leveraging the principles of quiz marketing, ScoreApp turns engagement into actionable insights, driving top-of-funnel lead generation, accelerating sales cycles, and…

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Ep. 150 - De-Risking Paid Social Campaigns: A New Approach with Ken Lempit 32:27

4M ago32:27

32:27

Guest: Ken Lempit, President & Chief Business Builder at Austin Lawrence Group In this episode, Austin Lawrence Group’s Ken Lempit shares a bold approach to overcoming the inefficiency of traditional advertising campaigns. He emphasizes a new strategy: combining foundational customer interviews with rapid, real-time testing via high-frequency organ…

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Ep. 149 - The Buyer Has Changed—Why Haven’t You? How Splashmetrics Delivers the Experience Buyers Actually Want 28:40

5M ago28:40

28:40

Guest: Steve Brothers, CEO of Splashmetrics With 77% of millennial buyers avoiding sales interactions until they’ve already made a purchase decision, buyers are consistently clear about what they need: fast, personalized, and self-directed answers. Yet vendors stubbornly stick to outdated practices, forcing buyers into their processes rather than m…

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Ep. 148 - From Pain Points to Purchase: Understanding Customer Motivation 31:37

5M ago31:37

31:37

Guest: Beth McHugh, Fractional Product Leader When deals stall, buying committees often default to doing nothing. Why? Because they didn’t all agree that the problem was worth solving. In this episode, Beth McHugh explains why pain points alone rarely drive action and how the Jobs to Be Done (JTBD) methodology identifies the “struggling moments” th…

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Ep. 147 - How to Discover What Really Drives Customer Decisions 34:58

5M ago34:58

34:58

Guest: Bob Moesta, Author of “Demand-Side Sales 101” In this episode, Bob Moesta, author of Demand-Side Sales 101, reveals why uncovering your customers’ “struggling moments” is the single most efficient step for any business. Whether it’s product development, marketing, or sales, understanding the root causes behind why customers make a change tra…

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Ep. 146 - Why Your Demos May be Costing You Deals 35:44

6M ago35:44

35:44

Guest: Peter Cohan, Author of “Great Demo!” Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features? You’re not alone – and neither are your prospects. Peter Cohan, author of Great Demo!, joined us on the SaaS Backwards Podcast to unpack the biggest demo mistakes SaaS team…

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Ep. 145 - The Death of the MQL: A New Playbook for SaaS CROs 31:23

6M ago31:23

31:23

Guest: Randy Likas, Head of North America Go-to-Market at Nektar Traditional marketing tactics are losing their edge, with MQLs falling short as costly, outdated signals of real buyer intent. In this week’s episode, we explore tactics for CROs to tackle the “great ignore” with guest Randy Likas, Head of North America Go-to-Market at Nektar, a reven…

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Ep. 144 - Why Your GTM Strategy Breaks Without Alignment 29:01

6M ago29:01

29:01

Guest: Isabelle Papoulias, Fractional GTM & Business Operations Executive Pipeline isn't just a metric—it's a team sport. But when marketing, sales and customer success work in silos, it creates a fractured buyer journey and practically guarantees you’ll miss opportunities. So, who should be responsible for driving this cross-functional alignment? …

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Ep. 143 - Is the CRO the Key to Aligning Sales, Marketing, and Customer Success? 34:02

6M ago34:02

34:02

Guest: Warren Zenna, Founder of The CRO Collective Scaling a SaaS company is no walk in the park. At a certain point, operational complexity demands more than just growth—it demands cross-functional alignment. Enter the Chief Revenue Officer (CRO). In this episode, we dive into the evolving role of the CRO with expert Warren Zenna, founder of The C…

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Ep. 142 - Why SaaS Pricing and Packaging Matters More Than You Think - with Dan Balcauski, Founder & Chief Pricing Officer at Product Tranquility 39:37

7M ago39:37

39:37

Pricing and packaging can either bog down your go-to-market engine or fuel it to peak performance. This week’s SaaS Backwards podcast features Dan Balcauski, Founder and Chief Pricing Officer at Product Tranquility, a consultancy that helps high-volume B2B SaaS CEOs define pricing and packaging for new products. In this episode, Dan discusses the c…

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Ep. 141 - How Gifting Helps SaaS Companies Break Through the Noise - with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso 22:27

7M ago22:27

22:27

Gifting can be a powerful outbound strategy that captures attention far more effectively than an email. In this week’s SaaS Backwards podcast episode, we spoke with Kris Rudeegraap, Co-CEO and Co-Founder at Sendoso, a gifting and direct mail platform that helps revenue teams 6x second call rates, double win rates, and close deals 29% faster. Kris s…

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Ep. 140 - Why Traditional ABM is Failing Your SaaS Business - with Dmitri Lisitski, Co-Founder & CEO at Influ2 31:15

8M ago31:15

31:15

Building meaningful connections with individuals using different channels can be more effective than running an ABM program that only provides a shallow understanding of what’s happening within an account. In this week’s SaaS Backwards podcast episode, we spoke with Dmitri Lisitski, Co-Founder and CEO at Influ2, a person-based advertising platform …

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Ep. 139 - How SaaS B2B Companies Can Leverage Sales Calls for Content Creation - with Parthi Loganathan, Founder & CEO of Letterdrop 30:32

8M ago30:32

30:32

We often emphasize the importance of understanding what’s being talked about in sales conversations to shape content strategy and tell unique, compelling stories. In this week's SaaS Backwards podcast episode, we talk with Parthi Loganathan, Founder and CEO of Letterdrop, a platform designed to help companies do just that. Parthi explains how Lette…

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Ep. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at Scalestack 36:01

9M ago36:01

36:01

The ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets. Recognizing the struggles enterprises face in managing vast amounts of data, this week’s SaaS Backwards podcast guest Elio Narciso, saw an opportunity to improve how sales reps identify targets and prior…

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Ep. 137 - Why SaaS Companies Should Unify GTM under the CRO - with Cliff Simon, CRO of Carabiner Group 27:04

9M ago27:04

27:04

Consolidating sales and marketing into the office of the CRO might be a controversial topic, but it can be healthy for demand and sales functions to become enmeshed. In this episode of the SaaS Backwards podcast, our guest Cliff Simon, CRO of Carabiner Group, explains how aligning demand and sales functions can create a more cohesive and effective …

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Ep. 136 - Going Back to Personality-Driven Sales in SaaS - with Alex Grace, Founder & CEO of Velocity Sales Consulting 35:43

9M ago35:43

35:43

With all the current tools and technology available to salespeople, many have naturally slipped into a less personal approach than what used to be the norm. As a result, their calls and emails are ignored, and they struggle to get quality leads. This highlights the need to go “back to the future,” or back to the basics, and adopt a personality-driv…

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Ep. 135 - Why B2B SaaS Companies Should Spend More on Brand - with Vinay Bhagat, Founder & CEO of TrustRadius 33:05

9M ago33:05

33:05

According to this year’s B2B TrustRadius Buying Disconnect Report, where they surveyed 200 B2B brands and over 2000 tech buyers, 2024 is the “year of the brand crisis.” Across the board, brands are spending 38% on brand marketing and 53% on demand, which is understandable given the shorter time frame to justify ROI. The problem is that buyers make …

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Ep. 134 - Measuring Marketing Effectiveness: Strategies and Insights for SaaS Success - with Steve Oriola, CEO of Unbounce 30:53

10M ago30:53

30:53

In this episode of the SaaS Backwards Podcast, we spoke with Steve Oriola, CEO of Unbounce, a landing page platform empowering marketers by combining their expertise with AI insights to create and optimize high-converting marketing campaigns. Steve discussed Unbounce’s recent acquisition of Insightly, a robust CRM with advanced AI and machine learn…

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Ep. 133 - Why Efficient B2B SaaS Advertising Requires a Holistic Approach 29:27

10M ago29:27

29:27

Paid advertising is often one of the largest budget items for SaaS companies, making it a critical channel for facilitating sales and driving growth. In this episode of the SaaS Backwards Podcast, we flipped the script and had our very own Ken Lempit, President and Chief Business Builder at Austin Lawrence Group, as the guest. Ken shared his insigh…

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Ep. 132 - Overcoming SaaS Sales Challenges in Financial Institutions - with Will Robinson, CEO at Encapture 30:37

11M ago30:37

30:37

To drive sales and growth, SaaS companies need to have clear messaging, target the right prospects, and leverage industry expertise. In this episode of the SaaS Backwards Podcast, we spoke with Will Robinson, CEO of Encapture, a platform specializing in intelligent document processing for industries like banking, lending, and insurance. Will discus…

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Ep. 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion, & Product Marketing - with Janet Jaiswal, Global VP of Marketing at Blueshift 32:11

11M ago32:11

32:11

Listen, assess, plan, execute, iterate. This week’s podcast guest Janet Jaiswal outlines these as the essential steps in developing and implementing successful marketing strategies in the SaaS industry. Janet Jaiswal is Blueshift's Global VP of Marketing and has 20 years of experience in B2B SaaS marketing, working with companies like IBM, eBay, an…

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Ep. 130 - Building and Leveraging Communities for SaaS B2B Success - with Kathleen Booth, SVP of Marketing and Growth at Pavilion 43:12

11M ago43:12

43:12

A community can be a "cheat code" for rapid learning and career advancement, and this week’s guest knows that better than most. In this episode, we had the pleasure of speaking with Kathleen Booth, SVP of Marketing and Growth at Pavilion, the world's largest private community for go-to-market leaders. Our conversation explores the concept of commun…

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Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise - with Juan Jaysingh, CEO of Zingtree 30:24

11M ago30:24

30:24

The transition from product-led growth (PLG) to an enterprise sales motion is a strategic shift that many SaaS companies are making in order to accelerate growth and enhance profitability. This transition is driven by a variety of factors, including the need to scale, reach new markets, and meet the evolving needs of customers. In this episode of t…

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Ep. 128 - From PLG to Enterprise: Strategic Shifts in SaaS Marketing - with Karen Budell, CMO at Totango + Catalyst 30:33

11M ago30:33

30:33

Transitioning from a Product-Led Growth (PLG) motion to an enterprise sales motion requires strategic alignment and effective change management within a SaaS Marketing team. In this week’s episode, we discussed the challenges and considerations in this transition with Karen Budell, the CMO of Totango + Catalyst, two SaaS software companies collabor…

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Ep. 127 - Navigating the Challenges of User Acquisition in SaaS - with Mo Hallaba, CEO of Datawisp 35:25

12M ago35:25

35:25

SaaS entrepreneurs must be adaptable and willing to pivot based on feedback and market needs. In this episode of the SaaS Backwards Podcast, we spoke with Mo Hallaba, the CEO of Datawisp, a company that simplifies data analysis for business users. Mo discusses the challenges he faced in user acquisition for his gaming platform and how a networking …

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Ep. 126 - Driving SaaS Growth with Audience Research - with Rand Fishkin, Co-Founder of SparkToro 32:21

12M ago32:21

32:21

With the growing frustration among marketers with traditional pay-per-click and social media advertising, what can a SaaS CMO do to get their message in front of the right people at the right time? In this episode of the SaaS Backwards Podcast, Co-Founder and CEO of SparkToro Rand Fishkin joins us to discuss how they’re solving this problem by prov…

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Ep. 125 - Harnessing the Power of Network Effects in SaaS Growth - with Doug Heckmann, Chief Solutions Officer at Surefront 37:01

1y ago37:01

37:01

Utilizing the network effect by onboarding partners of customers simultaneously can lead to organic growth and increased platform adoption in SaaS companies. In this episode, Doug Heckman, Chief Solutions Officer at Surefront, discusses how they leveraged the network effect to drive and accelerate the adoption of their collaborative platform. By pr…

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Ep. 124 - From Content Overload to Quality: The Future of SaaS Thought Leadership 33:22

1y ago33:22

33:22

The role of thought leadership is changing in content marketing, especially for SaaS companies. In this special episode hosted by Jason Myers, our usual host Ken Lempit, President and Chief Strategist of Austin Lawrence, takes the guest seat to dive deep into the evolving landscape of content marketing and thought leadership for SaaS companies. Ken…

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Ep. 123 - Mastering SaaS Growth: Insights from a Fractional CMO - With Amy Osmond Cook, Co-Founder & CMO at Fullcast 33:51

1y ago33:51

33:51

In SaaS companies, there’s a need for sales and marketing teams to work together closely toward common goals and understand each other’s perspectives. Amy Osmond Cook, co-founder and CMO at Fullcast recognizes this need. Fullcast’s platform ensures all teams can access the same data to establish seamless communication and strategic alignment, elimi…

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Ep. 122 - From SaaS Startup to Restaurant Revolution - with Dave Dittenber, CEO & Co-Founder of BYOD 35:08

1y ago35:08

35:08

Building a strong foundation is essential for long-term business success, especially when faced with unexpected challenges. We spoke with Dave Dittenber, Co-Founder and CEO of BYOD, who faced the ultimate challenge with the unexpected passing of his Co-Founder, Frank Luijckx. He recounts the loss and emphasizes how Frank’s forward-thinking and meti…

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Ep. 121 - The Art of the Exit: SaaS Strategies and Insights - with Jeremy Lessaris, CEO of Payment Brokers 36:46

1y ago36:46

36:46

Building a business with the intention of a future sale requires meticulous planning and organization from the outset. In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a serial founder with multiple successful exits, emphasizes the importance of the early organization of books, records, contracts, and agreements as a critical facto…

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Ep. 120 - The Role of AI in SaaS Solutions: A Deep Dive - with Brandon Most, Head of Marketing at GoLinks 33:02

1y ago33:02

33:02

Enterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks. So how do you shift the focus from “old school” methods to a more dynamic, AI-powered approach that connects various applications, enabling intelligent query responses and cont…

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Ep. 119 – How SaaS CROs Can Overcome Challenges and Drive Growth - with Guy Mounier, Co-Founder and CEO of Aptivio 30:52

1y ago30:52

30:52

With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling. The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget o…

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