Scott Kenyon

SaaS operators take note! Ray Rike shares his expertise on the metrics that matter most across the customer lifecycle. Tune in on this episode of The Transaction as he dives into CAC ratios, pipeline efficiency, and the importance of go-to-market alignment. Watch the full episode now on https://lnkd.in/g3jP5p8q #SaaSGrowth #RevenueMetrics #GTMStrategy

3

1 Comment

Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise 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 the SaaS Backwards Podcast, we had the pleasure of hosting Juan Jaysingh, founder and CEO of Zingtree, an AI-enabled customer experience automation platform. Juan provided insights into why and how his company made the shift from a PLG model to an enterprise sales motion, emphasizing the need to focus on large enterprise customers who benefit the most from Zingtree's complex, no-code workflow solutions. In our conversation, Juan detailed the challenges and organizational changes required to make this transition, including adjustments in personnel, product development, and customer service. Juan's experience and insights provide valuable lessons for CEOs, CMOs, and other professionals in the SaaS industry looking to understand the challenges and strategies involved in transitioning from a product-led growth model to an enterprise sales motion. Key takeaways from this episode: ◾ Challenges and considerations for SaaS companies transitioning from PLG to enterprise sales ◾ How to improve customer experience by providing SaaS solutions that can be implemented quickly and show immediate impact ◾ How Zingtree incorporates AI into its platform to enhance customer support workflows and provide relevant information to agents https://lnkd.in/gMDqy7zg

1

It's easy for companies today (especially tech companies) to get carried away adding new SaaS tools without a clear strategy. But unchecked SaaS spending can quickly spiral out of control. In this clip, CFO Keri Holm explains how her team regularly reviews their SaaS tools with leadership to make sure any new additions fit their needs. They also constantly audit their tech stack to get rid of unnecessary or overlapping tools. The full episode of The Efficiency Code dives deeper, covering Keri's advice for building a finance team from scratch, budgeting tips that actually work, and smart ways to improve cash collection without frustrating your team. No matter where you are in your finance journey, you're sure to pick up practical ideas you can apply right away. Watch the full episode here, or search The Efficiency Code wherever you get your podcasts: https://vrtc.io/48RrWxX

9

Does your company operate in a "make every month" cadence? Most SaaS companies do-- you aren't alone. Few companies have accurate forecasts outside of a 90-day time horizon and we dig into the reasons for that and how to improve forecasting processes. One reason is this make-every-month cadence of pulling deals in, but also that forecasting is siloed with sales. Let's talk about how to improve forecasting and break this cycle: https://sta.mx/o41f

13

1 Comment

Running a business in Sacramento isn’t just about profits—it’s about connecting with a community that values authenticity and personal touch. But managing marketing, customer relationships, and daily operations can leave you stretched too thin. That’s where HivePowered.Ai steps in! Our Marketing Automation tools are designed to fit seamlessly into Sacramento’s hustle and heart, giving you: ✅ Time-saving automation for email campaigns & lead nurturing ✅ Personalized customer journeys that feel authentic ✅ The freedom to focus on your business AND enjoy Sacramento life Ready to reclaim your time and grow your business with ease? Let’s get your marketing flowing like the American River—smooth and powerful. 🌐 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 𝗛𝗶𝘃𝗲 𝘁𝗼𝗱𝗮𝘆 and discover how we can help you elevate your business in Sacramento! https://lnkd.in/dM3PGFMt #hivepoweredai #jointheswarm #marketingautomation

1

Running a business in Sacramento isn’t just about profits—it’s about connecting with a community that values authenticity and personal touch. But managing marketing, customer relationships, and daily operations can leave you stretched too thin. That’s where HivePowered.Ai steps in! Our Marketing Automation tools are designed to fit seamlessly into Sacramento’s hustle and heart, giving you: ✅ Time-saving automation for email campaigns & lead nurturing ✅ Personalized customer journeys that feel authentic ✅ The freedom to focus on your business AND enjoy Sacramento life Ready to reclaim your time and grow your business with ease? Let’s get your marketing flowing like the American River—smooth and powerful. 🌐 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 𝗛𝗶𝘃𝗲 𝘁𝗼𝗱𝗮𝘆 and discover how we can help you elevate your business in Sacramento! https://lnkd.in/dM3PGFMt #hivepoweredai #jointheswarm #marketingautomation

2

𝐃𝐎𝐍'𝐓 𝐂𝐎𝐌𝐏𝐀𝐑𝐄 𝐘𝐎𝐔𝐑 𝐂𝐇𝐀𝐏𝐓𝐄𝐑 𝐎𝐍𝐄 𝐓𝐎 𝐒𝐎𝐌𝐄𝐎𝐍𝐄 𝐄𝐋𝐒𝐄'𝐒 𝐂𝐇𝐀𝐏𝐓𝐄𝐑 𝐓𝐖𝐄𝐍𝐓𝐘 B2B SAAS PRICING Pricing has always been a struggle for me and seemingly most people, particularly with SAAS or service business models. Chad McAllister, PhD talks with Marcos Rivera founder of Pricing I/O about his new book Street Pricing. Good discussion on price and value. "For pricing and engagement, we go through the 5Q Framework. 5Q stands for five questions. The big question in your mind—how much should I charge?—is one of the last things to figure out. First, you have to understand what experience you’re pricing for, who’s buying your product, what their motivations are, and your purpose in pricing. -Why? Why are you creating this pricing? -Who? Who is the customer you want to win? -What? What is the offer mix? -How? How much should we charge for this? -Which? Which parts of pricing are working and which parts are not working?" https://lnkd.in/gg5xyCxR

2

1 Comment

High Alpha data: What's keeping founders up at night? 🎯 Nailing GTM Strategy → A challenge at every ARR stage 🔥 Managing Cash Burn → Early-stage founders feel the heat the most 🏆 Keeping up with competitors → Worries double as companies grow Founders—sound familiar?

13

Your software should be an asset, not a hindrance. At Colibri, we specialize in creating custom software that adapts to your business processes, not the other way around. From integration with big ERPs to developing unique business solutions, we're here to help you succeed. colibridata.io #BusinessSoftware #CustomSolutions #EnterpriseIT #TechInnovation #BusinessGrowth #EfficientOperations #ColibriTech

2

Public SaaS Companies Weekly Report - Week 44, 2024 See how 70 leading public SaaS companies opened and closed the week, with clear data on winners and losers. Is your favorite stock on the rise? Top 5 Performing companies: 1. Paycom 2. Confluent 3. Twilio 4. 8x8 5. Paylocity Link to the full article: https://lnkd.in/g53BMihu

5

Meet Eric Boggs, CEO & Founder of RevBoss #Top3Tips by Eric: 1️⃣ Just Do It: Embracing the "just do it" attitude can often lead to the most transformative experiences and outcomes. While careful planning and iteration are valuable, they shouldn't become barriers to action. Tips 2️⃣ + 3️⃣ coming later TODAY Tune in NOW: Ep. 132 on Biz/Dev Podcast https://lnkd.in/etmP7Emv #businessgrowth #optimizeleads

1

How can your SaaS startup grow faster? A closer look at your pricing strategy might hold the answer. 🔍 Maxio CEO Randy Wootton is joined by Ray Rike, CEO of Benchmarkit to discuss the impact of pricing models on emerging SaaS ventures, based on the data on the Maxio Institute’s B2B Growth Report. A peek into the report reveals that for companies below $1M, those employing fixed-rate pricing outpaced their usage-based counterparts significantly, boasting growth rates of 44% and 41% in the first two quarters of 2024, compared to just 24% and 18% for those with usage-based models. 📈 Yet, the tables turn as companies scale above $1M. Here, usage-based pricing models start to dominate, driving faster growth than traditional subscription models. 🔗 Tune in the to the full episode for more insights: https://lnkd.in/gtgsR5JA

6

1 Comment

🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

2

🌟 Whether your SaaS business is generating $1M or $100M in ARR, one thing remains constant—the foundation of Customer Acquisition Cost (CAC). 🧮 In my latest SaaS Metric School session, I dive into why getting your CAC right is critical for scaling efficiently and sustainably. From isolating fully burdened sales and marketing expenses to setting up your SaaS P&L correctly, these fundamentals don’t change with growth. If your CAC is off, so are your key metrics like CAC payback and LTV to CAC ratio. This can lead to poor decision-making and missed opportunities. But when you master these fundamentals, you set your SaaS company up for long-term success. 🚀 How are you managing your CAC? Let's discuss how to optimize this crucial metric for your business. Episode 148 is now on YouTube: https://lnkd.in/g4Ru8QBd #SaaS #SaaSMetrics #CustomerAcquisition #CAC #ARR #BusinessGrowth #StartupGrowth #SaaSFinance #SalesEfficiency #MarketingEfficiency #LTV #Forecasting #DataDriven #SaaSStrategy #FinancialManagement #GrowthStrategy #SaaSSuccess #SaaSLeaders #ScaleUp #BenMurray

3

In our conversation with David Eckstein, CFO of Vanta, he emphasized the importance of breaking down silos between finance and sales—and among all leadership teams. "At my last company, we brought all C-levels to the sales QBR... Salespeople covet insights from finance and engineering, and it’s critical to make that full round trip." 💼 Learn how cross-functional collaboration can be a game-changer. https://lnkd.in/equ5BqH4

2

If you're a founder, ask yourself: - Are you getting in front of your customers to get meaningful product feedback? - Are you positioning yourself as a thought leader in your field? - Are you maximizing your company’s valuation with efficient growth? Founder-led sales can do all of this and more. It creates a direct feedback loop with customers, motivates teams, and efficiently generates ARR without the need for heavy sales and marketing spending. Read about the benefits of founder-led sales: https://hubs.la/Q02Yf8150 #sales #salesstrategy #founders #saas #growth #startup

1