Do you want to know what the secret sauce is of the most successful SaaS companies? This show follows founders and leaders of the most prominent European SaaS companies on their way to global success. Learn from their GoTo-Market strategies, how they scale, build winning teams and great products. If you are a SaaS founder or leader looking for tips and tricks from the best in class founders and companies then this is a show for you. Direct, informal and to-the-point discussions with a great level of hands-on advice for the listeners. The show is brought to you by two experienced SaaS professionals, Daniel Nackovski, and Thomas Sjöberg, founders of SaaSiest !
Episodes
Tuesday Oct 03, 2023
Tuesday Oct 03, 2023
In this episode, we speak with Jacob Top Møller, Founder, Top Møller Venture & Consult, about MEDDIC and why it has grown so popular in the SaaS industry!
In particular, we dig into the inner concepts of MEDDIC and what it really means to run this methodology in your revenue team:
- What does MEDDIC stand for?
- How is it different from other sales methodologies?
- Who is it for?
- How do you start with MEDDIC?
- What are the Pros and Cons of the methodology and pitfalls to be aware of?
These are some of the many topics we address with Jacob. Tune in to learn about MEDDIC and how it may be relevant for your organization too.
Thursday Sep 28, 2023
Thursday Sep 28, 2023
In this episode, we speak with Bridget Harris, CEO & Co-Founder, YouCanBookMe, the scheduling and booking platform that is fully customizable to each and every customer's needs, with more than 1m users across 100 countries!
We talk with Bridget about what it takes to bootstrap a business to a scale-up with millions in ARR - particularly looking into the challenging and rewarding elements of a journey of this kind :
- What is the true definition of a bootstrapped SaaS business?
- How does one decide whether to be bootstrapped or not?
- What is the best way to strike a balance between control & autonomy vs. extra fuel & adjusted timelines that VC investments can give you?
- What are some of the key benefits vs. critical limitations to be aware of when bootstrapping a business?
These are some of the many topics we address with Bridget. Tune in to learn from her amazing journey to get a look behind the scenes of a bootstrapped scale-up.
Wednesday Sep 20, 2023
Wednesday Sep 20, 2023
In this episode, we speak with Nils Vold, Partner, Verdane, the equity investment firm that partners with tech-enabled and sustainable businesses based out of Europe to help them reach the next stage of international growth!
We talk with Nils about how this latest disruption in tech, Generative AI, will impact the B2B SaaS world - particularly looking behind the short-term AI hype to understand the long-term effects:
- How is the introduction of Generative AI compared to other historical tech disruptions?
- What different levels of AI exist today?
- How will AI affect the different disciplines in SaaS?
- What are some of the risks and challenges with AI at this point that we need to navigate as SaaS operators?
- Will we see a dedicated Chief AI Officer in every organization?
These are some of the many topics we address with Nils. Tune in to get his perspective on how Generative AI will impact B2B SaaS and what you may want to think about getting in place today to be ready for the future.
Wednesday Sep 13, 2023
Wednesday Sep 13, 2023
In this episode, we speak with Osen Akkemik, Senior Director Customer Success, Genesys, the all-in-one Experience as a Service Platform that manages billions of of interactions for organizations in more than 100 countries - a true global leader in its space!
We talk with Osen about how to keep the CS team motivated, energized, and incentivized - particularly what methods they are using to keep staff churns down in the CS team:
- How do you keep people engaged and motivated?
- What is the role of the open door policy?
- Why do 1–1 ones with the Director matter for the individual CSMs?
- What is the power of individual career plans and personal journey tracks?
- What are are 3 main tips to avoid churn in the CSM org?
These are some of the many topics we address with Osen. Tune in to learn from her experience in managing a large Customer Success organization to learn what you can be doing on your end to keep your CS organization continuing to excel with energy.
Tuesday Sep 05, 2023
Tuesday Sep 05, 2023
In this episode, we speak with Marie Ahlberg, CFO, Quinyx, the all-in-one Frontline Platform that helps over one million workers keep track of their daily schedules for a better work-life balance, trusted by enterprises worldwide.
We talk with Marie about the role of the CFO - particularly how the role and responsibility evolve as the business evolves! Topics that are being addressed in this episode are:
- At what point do you need a CFO? Why?
- What is the dynamic and role split between the CFO and CEO?
- What does the evolution of the CFO role look like over time?
- How does the CFO team evolve over time and why?
- How to find balance between the short-term tactical execution vs long-term strategic advisor role?
These are some of the many topics we address with Marie. Tune in to learn from her journey as a CFO through the phases of startups to large enterprises with global presence. Great insights on how the role and responsibility need to evolve to support the business objectives in the best way possible.
Thursday Aug 31, 2023
Thursday Aug 31, 2023
In this episode, we speak with Nick Mehta, CEO, Gainsight, the Customer Success & Engagement platform that has pioneered the CS profession, a powerhouse in the space with an ARR of 200M+ USD and customers all over the world.
We talk with Nick about churn, logo, and client retention - particularly what preventive actions you can put in place to secure success and minimize the risk of churn! Topics that are being addressed in this episode are:
- Why the question "Why did the customer churn" is the wrong one to ask
- The better process to find out why customers may churn - Get the process
- How do you demonstrate ROI to clients to underscore your value?
- How the role of the CSM is evolving over time and based on needs
These are some of the many topics we address with Nick. Tune in to learn from his experience in the field of CS and what companies do to become sticky, must-haves, and avoid churn!
Friday Aug 25, 2023
Friday Aug 25, 2023
In this episode, we speak with Andreas Fabricius, Co-CEO & CCO, Playable, is a platform that powers over 650 global brands designed to build playable marketing activities that drive engagement with a brand’s products and services
We talk with Andreas about handling the ups and downs in a growth journey, particularly how they handled a tough period for the business to eventually come out on top better and stronger! Topics that are being addressed in this episode are:
- How should you react to changes that have a significant impact on the business
- What is the role of the leadership team during these times
- How to balance trust and transparency with the team in an unknown environment
- What are some of the learnings coming out of an exercise like this
These are some of the many topics we address with Andreas. Tune in to learn from his experience about the rollercoaster of running a SaaS company, you'll recognize some of the ups and downs shared here.
Thursday Aug 17, 2023
Thursday Aug 17, 2023
In this episode, we speak with Emma Aidanpää-Salmi, VP Customer Success, Relex Solutions, the unified supply chain and retail planning platform that helps retailers and consumer brands sell more and waste less, with 100m+ in ARR and a leader in its space.
We talk with Emma about the evolution of the CS discipline and how this new setup of CS teams best brings value to an organization! Topics that are being addressed in this episode are:
- How should a successful CSM team be measured going forward
- How should CS leaders balance between growth and satisfaction/value metrics for their CSM-team
- What are the key metrics that you measure your CSM team on
- How should the sales responsibilities be split between CS and Sales and why
- How should we compensate our CSMs if/when they do contribute to Sales
These are some of the many topics we address with Emma, tune in to learn from her experience in running a global CSM team that contributes to customer adoption, and satisfaction while also ensuring revenue growth for each account.
Tuesday Aug 01, 2023
Tuesday Aug 01, 2023
In this episode, we speak with Stine Mangor Tornmark, CEO & Co-founder, Openli, the compliance platform that helps its customers scale their privacy efforts and get on top of their vendors.
We talk with Stine about how she one day had an epiphany, while in the audience at SaaSiest, to do Community-Led growth, and how that changed everything! Topics that are being addressed in this episode are:
- What is the definition of Community-Led growth
- How do you know if this is the right approach for your business
- What is the process of vetting members
- How do you ensure continuous engagement
- How is an organization impacted when moving to a Community-Led approach
These are some of the many topics we address with Stine, tune in to learn from her experience in scaling fast in a niche space via Community-Led growth.
Wednesday Jul 19, 2023
Wednesday Jul 19, 2023
In this episode, we speak with Hélène Hulthin Hagnéré, Founder, SCHHH, a Customer Success consultancy supporting organizations to transform their CS journey.
We talk with Hélène about all things CS and specifically Win-backs! Topics that are being addressed in this episode are:
- What is a win-back
- Why would you not want to save customers
- How do you recommend setting up a CS org for best throughput
- Shall CSMs have a revenue quota
- What is the main CS KPI to track
- Is CS closer allied with product or sales
These are some of the many topics we address with Hélène, tune in to learn from her experience in scaling and running efficient CS organizations over the past 15 years.