SaaS Backwards - Reverse Engineering SaaS Success
Join us as we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions.
Show episodes
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 identifi
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 w
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
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America Go-to-Market at Nektar Traditional marketing tactics are losing their edge, with MQLs falling short as costly, outdated signals of real buyer intent.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 G
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 thi
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 exper
