SaaS Scaling Secrets podcast

#MBA #Business #Dan Balcauski #B2B SaaS #Scale #Growth Strategies #Startup #Ceo Insights #Leadership #Organizational Culture #Product Management #Revenue Growth #Market Expansion #Technology #Entrepreneurship

32:48

America’s Sweethearts: Dallas Cowboys Cheerleaders is back for its second season! Kay Adams welcomes the women who assemble the squad, Kelli Finglass and Judy Trammell, to the Netflix Sports Club Podcast. They discuss the emotional rollercoaster of putting together the Dallas Cowboys Cheerleaders. Judy and Kelli open up about what it means to embrace flaws in the pursuit of perfection, how they identify that winning combo of stamina and wow factor, and what it’s like to see Thunderstruck go viral. Plus, the duo shares their hopes for the future of DCC beyond the field. Netflix Sports Club Podcast Correspondent Dani Klupenger also stops by to discuss the NBA Finals, basketball’s biggest moments with Michael Jordan and LeBron, and Kevin Durant’s international dominance. Dani and Kay detail the rise of Coco Gauff’s greatness and the most exciting storylines heading into Wimbledon. We want to hear from you! Leave us a voice message at www.speakpipe.com/NetflixSportsClub Find more from the Netflix Sports Club Podcast @NetflixSports on YouTube, TikTok, Instagram, Facebook, and X. You can catch Kay Adams @heykayadams and Dani Klupenger @daniklup on IG and X. Be sure to follow Kelli Finglass and Judy Trammel @kellifinglass and @dcc_judy on IG. Hosted by Kay Adams, the Netflix Sports Club Podcast is an all-access deep dive into the Netflix Sports universe! Each episode, Adams will speak with athletes, coaches, and a rotating cycle of familiar sports correspondents to talk about a recently released Netflix Sports series. The podcast will feature hot takes, deep analysis, games, and intimate conversations. Be sure to watch, listen, and subscribe to the Netflix Sports Club Podcast on YouTube, Spotify, Tudum, or wherever you get your podcasts. New episodes on Fridays every other week.…

SaaS Scaling Secrets

Series home•Feed

The SaaS Scaling Secrets podcast reveals the strategies and insights behind scaling B2B SaaS companies to new heights. Dan Balcauski, founder of Product Tranquility, leads conversations with successful SaaS CEOs, exploring their challenges, triumphs, and the secrets that propelled their businesses to the next level.

51 episodes

SaaS Scaling Secrets

updated about a year ago

Series home•Feed

51 episodes

All episodes

SaaS Scaling Secrets

1
Driving Growth in Private Equity-backed SaaS with Jim McGinnis, CEO of Vanco 38:21

18 weeks ago38:21

38:21

Dan Balcauski speaks with Jim McGinnis, the CEO of Vanco, a software and payments provider for faith groups, schools, and community organizations. Jim shares his extensive experience scaling SaaS businesses, including his success at MyCase, where he doubled the business in 18 months. They discuss challenges in convincing different customer segments to adopt new technologies, the importance of focus and operational metrics, and the necessity of employee engagement. Jim also highlights the advantages of private equity backing and his strategies for maintaining high customer satisfaction and innovation levels in a lagging market. 00:27 Guest Introduction: Jim McGinnis 02:34 Focus and Operational Changes at MyCase 04:07 Metrics and Growth Strategies 09:38 Private Equity and Enterprise Value 16:45 Aligning with Private Equity Investors 20:53 Innovations at Vanco 24:33 Employee Engagement and Its Impact 25:44 Measuring Employee Satisfaction 27:15 Effective Communication Strategies 31:09 Leadership and Team Building 33:16 Making Tough Leadership Decisions 35:19 Rapid Closeout Questions Guest Links https://www.linkedin.com/in/jamespmcginnis/ https://www.vancopayments.com/…

SaaS Scaling Secrets

1
Making Business Interesting and Successful with Matt Lhoumeau, CEO of Concord 42:26

19 weeks ago42:26

42:26

Dan Balcauski speaks with Matt Lhoumeau, Co-founder and CEO of Concord, about the journey of building a leading contract management platform. Matt shares his experiences from moving to the US with limited resources to creating a successful SaaS business. They discuss pivotal moments, such as dropping out of high school and entering prestigious French institutions, the importance of simplicity in product design, and the challenges of maintaining focus in a dynamic industry. The episode also touches on navigating board expectations, dealing with Covid-related setbacks, and future-proofing products in the context of AI advancements. 00:53 Meet Matt Lhoumeau: From France to Austin 05:05 The Birth of Concord: Solving Contract Management 08:42 Challenges and Focus: Lessons from the Pandemic 18:02 Navigating Boardroom Conflicts and Strategic Decisions 23:39 The Importance of Simplicity in Product Management 26:20 Learning from Past Mistakes 28:19 Innovating Ahead of the Market 30:33 Adapting to AI and Future Technologies Guest Links concord.app https://www.linkedin.com/in/mattlhoumeau/…

SaaS Scaling Secrets

1
Riding the Opportunity Wave with Rytis Lauris, CEO of Omnisend 39:05

20 weeks ago39:05

39:05

Dan Balcauski speaks with Rytis Lauris, Co-founder and CEO of Omnisend. They discuss how Rytis bootstrapped Omnisend to $50 million ARR, the challenges of scaling during rapid market changes, and the strategies Omnisend employed to maintain and grow its customer base. Rytis shares insights on the importance of customer communication, the balance between qualitative and quantitative data, and delegation for successful scaling. 00:27 Meet Rytis Lauris: CEO of Omnisend 02:13 The Journey of Omnisend 08:06 The Impact of COVID-19 on E-commerce 13:57 Scaling Challenges and Solutions 20:02 Embracing Vulnerability in Business 21:29 Remote Work and Organizational Restructuring 24:00 Delegation and Leadership Lessons 29:58 Balancing Data and Customer Interaction 37:56 Final Thoughts and Advice for SaaS CEOs Guest Links https://www.omnisend.com/ https://www.linkedin.com/company/omnisend/ https://www.linkedin.com/in/rytisl/ Who's Got the Monkey (HBR)…

SaaS Scaling Secrets

1
Unlocking Human Potential with Jim Morrisroe, CEO of 15Five 37:59

21 weeks ago37:59

37:59

Dan Balcauski speaks with Jim Morrisroe, CEO of 15Five, on the SaaS Scaling Secrets podcast. Jim shares his journey from enterprise sales leader to CEO, emphasizing transformation moments, including his tenure at Zimbra and overcoming personal challenges. They discuss the importance of data-driven, targeted employee engagement, managing multi-generational workforces, and navigating the complexities of remote work environments. Jim highlights the critical role of effective leadership and mentorship in driving productivity and company success, offering valuable strategies for B2B SaaS companies aiming to scale. 00:30 Meet Jim Morrisroe: A Journey in Tech Leadership 01:35 The Zimbra Experience: From Minor Leagues to Major Leagues 03:11 Building High-Performance Teams 06:30 The Vulnerable Side of Leadership 12:27 Joining 15Five: A New Beginning 15:06 Employee Engagement and Performance 21:33 Remote Work and Productivity 28:45 Generational Differences in the Workforce Guest Links 15Five.com https://www.linkedin.com/in/jmorrisroe/…

SaaS Scaling Secrets

1
Breaking Through Growth Plateaus with Vivek Bhaskaran, CEO of QuestionPro 42:32

22 weeks ago42:32

42:32

Dan Balcauski speaks with Vivek Bhaskaran, founder and CEO of QuestionPro. Vivek shares how he bootstrapped QuestionPro from zero to $32 million in ARR, serving over 20 million users without raising external capital. They discuss Vivek's entrepreneurial journey, from selling cigarettes in Russia to building a successful portfolio of companies. Vivek emphasizes the significance of hustle, transparency, and unorthodox growth tactics like M&A in scaling a SaaS business. 03:34 Journey from Cigarettes to Software 05:42 The Birth and Growth of QuestionPro 06:32 Challenges and Growth Plateaus 20:24 The Decision to Bootstrap 21:46 The Importance of Sleep and Health 22:53 Strategies for Successful M&A 28:50 Structuring Deals for Bootstrapped Companies 31:47 Lessons from Creating a Separate Brand Guest Links https://www.linkedin.com/in/vivekbhaskaran/ https://www.questionpro.com/…

SaaS Scaling Secrets

1
When Grit Isn’t Enough with Dean Guida, CEO of Infragistics 37:51

23 weeks ago37:51

37:51

Dan Balcauski speaks with Dean Guida, founder of Infragistics, about his journey from Wall Street side project to a global leader in UX development tools and his latest venture, Slingshot. They discuss key transformative moments, the principles behind sustainable tech companies, and the critical importance of culture in scaling businesses. Dean shares insights from his recent book 'When Grit is Not Enough' and explores the challenges of change management, the role of data in driving business outcomes, and the intricacies of implementing OKRs. This episode is essential for understanding the balance of grit, collaboration, and strategic execution needed to build and scale successful SaaS companies. 00:58 Dean Guida's Entrepreneurial Journey 02:41 Infragistics: A Multi-Faceted Company 04:14 Insights from 'When Grit is Not Enough' 06:27 Building a Resilient Company 13:04 The Importance of Culture in Business 19:29 Maintaining Company Culture Across Regions 20:22 The Role of Leadership in Culture 21:06 Effective Communication and Storytelling 23:24 Implementing OKRs Successfully 28:11 Introducing Slingshot: A New Direction 33:00 Challenges of Organizational Tools Guest Links Company website: www.infragistics.com Company LinkedIn: https://www.linkedin.com/company/infragistics/ Company Twitter: @Infragistics Personal website: https://www.deanguida.com/ Personal LinkedIn: https://www.linkedin.com/in/deanguida/ Dean’s book, When Grit is not Enough…

SaaS Scaling Secrets

1
Plugging the Revenue Leaks in SaaS Pricing with Griff Parry, CEO of m3ter 44:26

24 weeks ago44:26

44:26

Dan Balcauski speaks with Griff Perry, co-founder of M3ter, about the challenges of revenue leakage in SaaS companies. Griff, a two-time founder who sold his first startup to Amazon, discusses his journey and the evolution of his career from strategy consultant to SaaS entrepreneur. They explore the complexities of monetization, the importance of infrastructure in billing operations, and how M3ter helps SaaS companies eliminate revenue leakage and enable pricing flexibility. Additionally, they touch on the impact of AI in the software industry, the importance of breaking down silos within organizations, and the value of continuously experimenting with pricing strategies. The conversation provides valuable insights into the intersection of technology, business operations, and strategic pricing in the SaaS industry. 00:58 Meet Griff Perry: A Journey of Leadership 04:43 The Birth of Game Sparks and Its Evolution 06:21 Founding M3ter: Addressing SaaS Pricing Challenges 09:03 Understanding M3ter's Role in Modern SaaS 12:38 The Complexity of Usage-Based Pricing 16:26 Challenges and Solutions in SaaS Billing 24:08 Revenue Leakage and Underbilling 25:16 Monetization Capabilities 28:24 Aligning Teams for Pricing 35:05 AI in Monetization 38:31 Scaling Monetization Capabilities Guest Links www.linkedin.com/in/griffinparry/ griff@m3ter.com m3ter.com…

SaaS Scaling Secrets

1
Ditching Traditional SaaS Playbooks with Sri Ganesan, CEO of Rocketlane 41:53

25 weeks ago41:53

41:53

Dan Balcauski interviews Sri Ganesan, the co-founder and CEO of Rocketlane. They discuss the founding journey of Rocketlane, a top-rated platform for customer onboarding and implementation. Sri shares his background, from his early interest in math and coding to scaling FreshWorks following the acquisition of his first startup, Konotor. They explore the challenges and strategies of expanding Rocketlane's market reach from customer onboarding to professional services automation (PSA), the benefits of in-person sales engagements, and the importance of having a motivated and passionate team. Sri highlights the significance of hiring well and focusing on product development and marketing growth. This episode offers deep insights into strategic scaling and category creation in the B2B SaaS industry. 00:30 Meet Sri Ganesan: Journey from Konotor to Rocketlane 04:07 The Evolution of Rocketlane 05:35 Challenges and Surprises in Scaling 09:50 Navigating Market Categories 19:05 Building Category Leadership 22:25 The Aggressive Approach to Marketing and Product Development 23:24 Challenges in Adopting Non-Lean Strategies 24:20 Leveraging International Talent for Growth 26:12 Scaling and Building a Global Team 28:06 The Importance of In-Person Meetings 34:39 Hiring Company Builders Guest Links https://rocketlane.com sri@rocketlane.com https://x.com/@srikrishnang…

SaaS Scaling Secrets

1
Harnessing the Power of Usage-based Pricing with Adam Howatson, CEO of LogiSense 1:14:39

26 weeks ago1:14:39

1:14:39

Dan Balcauski speaks with Adam Howatson, CEO of LogiSense. They discuss Adam's extensive journey in software, from founding his first company in high school to leading LogiSense. The conversation delves into the complexities of usage-based and outcome-based monetization, which LogiSense specializes in, and how it aids major enterprises. Adam shares practical examples, the advantages of transitioning to such models, and the necessary organizational changes. They also explore how Gen AI impacts monetization strategies and offer advice for CEOs considering a move to usage-based pricing. 00:31 Adam Howatson's Early Journey in Software 07:51 LogiSense and Usage-Based Monetization 10:27 Challenges in Usage-Based Pricing 15:00 Complexities of Usage-Based Monetization 24:04 Infrastructure for Usage-Based Revenue 39:06 Navigating Customer and Auditor Expectations 39:51 Building vs. Buying Monetization Infrastructure 40:46 Understanding Outcome-Based Pricing 42:10 Real-World Examples of Outcome-Based Monetization 46:33 Forecasting in a Usage-Based Model 55:24 Organizational Changes for Usage-Based Monetization 01:02:50 Future of Monetization and AI Impact 01:11:58 Rapid Fire Questions and Closing Thoughts…

SaaS Scaling Secrets

1
Growing Pains and SaaS Gains with Avi Freedman, CEO of Kentik 39:14

27 weeks ago39:14

39:14

Dan Balcauski hosts Avi Freedman, Co-founder and CEO of Kentik, on SaaS Scaling Secrets. They discuss Kentik's evolution under Avi's leadership as a network intelligence platform, his extensive background in recurring revenue, and lessons learned from his entrepreneurial journey. Avi recounts his career from founding the first internet service provider in Philadelphia to serving at Akamai, shares his 'superhero transformation moment,' and delves into the challenges of leading Kentik. The conversation explores the nuances of product-market fit, the impact of early-stage funding, the importance of self-service customer onboarding, and the perpetual complexities of pricing and packaging in SaaS businesses. 00:58 Avi Freedman's Journey in SaaS 05:59 Challenges and Insights in Leading Kentik 08:01 Product Market Fit and Customer Engagement 13:19 Funding and Bootstrapping Experiences 21:12 Scaling Challenges in Sales 22:17 Customer Engagement Strategies 23:16 Product Investments and Improvements 26:16 Pricing and Packaging Insights 29:46 Balancing Technical Expertise and Leadership 34:19 Reflections on Leadership and Growth Guest Links avi@kentik.com avi@avi.net Avi on X/Twitter Avi on LinkedIn avi.net…

SaaS Scaling Secrets

1
Innovating in a Regulated Market with Mike Meng, CEO of Stellar Health 37:49

30 weeks ago37:49

37:49

Dan Balcauski speaks with Mike Meng, CEO and Co-founder of Stellar Health. They discuss how Stellar Health is revolutionizing value-based care in the healthcare industry through innovative SaaS solutions. Mike shares his journey from a healthcare investor to an entrepreneur, his transformative moments, and the challenges faced in scaling in a regulated market. They delve into the intricacies of building trust with medical professionals, the unique dynamics of the healthcare market, and the importance of maintaining relationships and focusing on intrinsic motivations. This episode offers profound insights into the intersection of technology and healthcare, emphasizing the need for innovation while ensuring patient care quality. 01:10 Mike's Journey into Healthcare SaaS 04:03 The Mission of Stellar Health 05:57 Challenges in Scaling Healthcare SaaS 13:00 Building Trust in the Healthcare Industry 16:00 Navigating the Healthcare Ecosystem 19:38 Focusing on Depth Over Breadth 22:01 Monetization and Pricing in Healthcare 23:06 Value-Based Care Payments 25:20 The Role of ROI in Healthcare 28:18 Innovation in a Regulated Industry 30:53 The Future of AI in Healthcare Guest Links stellar.health https://www.linkedin.com/company/stellarhealth…

SaaS Scaling Secrets

1
Leading an AI-powered Turnaround with Avi Kedmi, CEO of SysAid 43:16

31 weeks ago43:16

43:16

Dan Balcauski sits down with Avi Kedmi, CEO of SysAid, to explore Avi's remarkable journey from a Java developer to a seasoned tech leader. Avi shares insights on driving a 22-year-old company through AI-driven transformation while maintaining growth and profitability. The discussion delves into the importance of a clear vision and mission, the strategic return of SysAid's founder, and the critical role of product excellence in scaling a B2B SaaS company. Avi also provides his perspective on the current AI landscape and its transformative potential, drawing from his extensive experience in machine learning. Tune in to discover invaluable tips for scaling success and the future of AI in IT service management. 00:55 Avi Kedmi's Journey in Tech 03:36 SysAid's Elevator Pitch 04:43 Joining SysAid and Initial Challenges 09:49 The Importance of Product in B2B SaaS 11:39 Mission and Vision: Driving Change 19:09 Bringing the Founder Back 22:35 The Power of OKRs and Feedback 22:50 Impact of Strategic Decisions 23:47 Accelerating Innovation and Execution 24:08 Balancing Innovation and Profitability 27:56 AI's Role in Business Transformation 36:10 Monetizing AI Capabilities 39:01 Personal Influences and CEO Insights Guest Links https://www.linkedin.com/in/avikedmi/ https://www.sysaid.com/…

SaaS Scaling Secrets

1
Scaling Beyond Steroids with Jason Ray, CEO of Paperless Parts 43:00

32 weeks ago43:00

43:00

Dan Balcauski speaks with Jason Ray, co-founder and CEO of Paperless Parts, a Boston-based SaaS company revolutionizing the custom part manufacturing industry. Jason shares his journey from Navy logistics to entrepreneurial success, highlighting the challenges of scaling a SaaS company, identifying real customer pain points, and learning from rapid growth funded by venture capital. Jason emphasizes the critical role of a great CFO, the evolving responsibilities of a CEO, and the resilience needed to persist through difficult phases. Tune in for invaluable insights on scaling a SaaS business, building the right team, and maintaining perseverance. 00:30 Meet Jason Ray: From Navy to SaaS 01:21 The Search Fund Journey 01:55 Discovering the Software Opportunity 05:05 Building the Marketplace 07:34 Pivot to Quoting Tool 14:37 Challenges in Scaling 21:39 The Importance of Financial Outcomes for Employees 22:42 Challenges in Scaling from 5 to 15 Million ARR 26:29 The Role of a CFO in Business Growth 30:40 The Impact of Venture Capital on Business Strategy 34:49 Navigating Financial Constraints and Growth Expectations 39:42 Reflections on Success and Mentorship 41:25 Final Thoughts and Advice for SaaS CEOs Guest Links Connect with Jason Ray on LinkedIn Paperless Parts…

SaaS Scaling Secrets

1
Secrets of Channel Growth with Robert Johnston, CEO of Adlumin 36:51

34 weeks ago36:51

36:51

Dan Balcauski interviews Robert Johnston, CEO and co-founder of Adlumin, a cybersecurity company. The discussion traces Robert's journey from his early cybersecurity interests at the Naval Academy to pivotal experiences in the Marine Corps and NSA. Robert details the challenges and sacrifices in launching Adlumin and highlights the company’s evolution, focusing on mid-market security operations. Key topics include achieving product-market fit and scaling through an optimized channel strategy. Additionally, Robert shares insights on effective leadership, decision-making under uncertainty, the crucial role of early investors, and strategies for maintaining personal and business well-being. This episode offers valuable lessons on the intersection of military discipline and tech entrepreneurship, emphasizing the significance of distribution in B2B SaaS. 01:04 Robert's Journey in Cybersecurity 02:07 Founding Adlumin: The Early Days 03:41 The Reality of Starting a SaaS Business 05:36 Military Experience and Leadership 08:50 Adlumin's Current Form and Strategy 10:53 Challenges in Scaling Adlumin 11:24 Nailing the Go-to-Market Strategy 14:37 Success in the Channel Market 18:56 Adlumin's Channel-Only Strategy 19:35 Transitioning to a 100% Channel Model 20:39 Evolving the Channel Program 21:32 Leadership and Military Background 22:13 Hands-On Leadership Approach 26:21 Delegation and Decision-Making 30:10 The Importance of Product Management 32:57 Defining Success and Key Influences 36:00 Advice for SaaS CEOs 36:20 Conclusion and Final Thoughts Guest Links Adlumin.com Robert Johnston on LinkedIn…

SaaS Scaling Secrets

1
Why Slower Growth Could be Your Fast-Track to Success with Roan Lavery, CEO of FreeAgent 45:44

35 weeks ago45:44