On the "B2B SaaS Podcast", I interview the world's best B2B SaaS founders, asking them everything about their businesses. Every episode is designed to be compact (~ 15 minutes), data-backed ( with real SaaS metrics like MRR, growth rate, churn etc.) & actionable. In every episode, I deep-dive into one key theme that's very interesting & insightful of a company's journey. The themes I typically focus on are growth ( lead generation, conversion), customer success ( churn & expansion), product, M&A, technology & people.
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July 11, 2024
<p>In this episode, Mikael Dia, Founder and CEO of <a href="https://funnelytics.io/" target="_blank">Funnelytics</a>, shares insights into the journey and growth of Funnelytics, a marketing analytics platform. Mikael discusses how Funnelytics helps businesses visualize customer journeys and overlay data to optimize conversions and identify bottlenecks.</p><p><strong>Product Overview:</strong></p><p>Funnelytics is a marketing analytics platform that allows businesses to visualize customer journeys on a digital whiteboard. It helps users see conversion rates, identify bottlenecks, and understand the flow through various touchpoints. The platform integrates with tools like HubSpot and uses a tracking script on websites to collect and visualize data.</p><p><strong>Customers:</strong></p><ul><li>Thousands of customers across various industries, including agencies, e-learning, SaaS, and e-commerce sectors.</li><li>Revenue Distribution**:** Approximately 30% from agencies, 30% from midsize in-house teams, and 30% from mapping-only users.</li><li>Customer Acquisition**:** Acquires approximately 50 new customers per week. Around 200 new free trials per week.</li></ul><br/><p><strong>Top of Funnel Channels:</strong></p><ul><li>Initially relied on paid advertising to promote the free mapping tool.</li><li>Currently, most traffic is organic, driven by word-of-mouth and users sharing their experiences.</li><li>Self-attribution from customers points to sources like YouTube, Instagram influencers, and LinkedIn.</li></ul><br/><p><strong>Conversion Strategy:</strong></p><ul><li>Uses a product-led approach with a free mapping tool and a free trial model.</li><li>Focus on optimizing the onboarding experience for new users.</li><li>Employs an SDR process to identify high-value leads from free trials and schedules kickoff calls to demonstrate the platform and assess fit for higher-level plans.</li></ul><br/><p><strong>0 to 1 Journey (Initial Days):</strong></p><p>Mikeal built the first version of Funalytics for his own agency needs. To gain early users, he:</p><ul><li>Launched a free mapping tool and built a community on Facebook.</li><li>Offered a lifetime deal for early access to the analytics feature, generating over $200,000 in 48 hours and closing seven figures in non-recurring revenue in the first 12 months.</li></ul><br/><p><strong>Company Funding & Team:</strong></p><ul><li>Funding**:** Raised $3 million in VC funding, primarily used to rebuild the platform for scalability.</li><li>Initial Development Cost**:** Built with a small team of developers, funded by lifetime deal revenue and early income.</li><li>Team Structure**:** Initially had three full-time engineers and one part-time engineer.</li></ul><br/><p><strong>Vision:</strong></p><p>Funalytics aims to become the command center for digital marketing teams globally, providing a universal language through its visual canvas and data integration. The company is focused on sustainable, profitable growth and is considering raising a Series A round to further scale its operations.</p><p><strong>Conclusion:</strong></p><p>Mikhail's journey with Funalytics highlights the importance of adaptability, leveraging user feedback, and maintaining a clear vision for growth. The episode provides valuable insights into building and scaling a successful SaaS product in the competitive marketing analytics space.</p>
April 29, 2024
<p>In this episode, Sahil Patel, CEO of <a href="https://www.spiralyze.com/" rel="noopener noreferrer" target="_blank">Spiralize</a>, discusses predictive conversion rate optimization for B2B SaaS companies.</p><p><strong>What Spiralize Does:</strong></p><ul><li>Spiralize offers predictive conversion rate optimization by scraping and analyzing A/B tests from 34,000 websites.</li><li>They identify successful A/B tests and implement them for clients to optimize conversions.</li></ul><br/><p><strong>Understanding A/B Testing:</strong></p><ul><li>Sahil explains A/B testing using the analogy of a clinical drug trial, emphasizing the importance of statistically significant results.</li></ul><br/><p><strong>Scraping and Analysis Process:</strong></p><ul><li>Spiralize utilizes their proprietary software to crawl the internet, capturing visual differences in A/B tests.</li><li>They identify common elements across successful tests to determine proven winners.</li></ul><br/><p><strong>Expertise and Value Proposition:</strong></p><ul><li>Sahil highlights the expertise Spiralize brings by analyzing data from thousands of websites, providing insights beyond what individual companies can achieve.</li><li>Spiralize offers a blend of product and service to address the challenges and complexities of A/B testing.</li></ul><br/><p><strong>Customer Base and Business Model:</strong></p><ul><li>Spiralize primarily serves B2B SaaS companies with at least 500 employees, spending $50,000 to $70,000 monthly on marketing.</li><li>The company operates on a performance-based model, starting with a 90-day pilot followed by a monthly fee.</li></ul><br/><p><strong>Acquisition Strategy and Market Focus:</strong></p><ul><li>Spiralize relies on client referrals and relationships with CMOs, leveraging the frequent job changes in the industry.</li><li>They target the B2B SaaS market due to its relative newness in conversion rate optimization, offering more opportunities for growth.</li></ul><br/><p><strong>Team Structure and Engineering Role:</strong></p><ul><li>Spiralize employs a team of software engineers to improve their proprietary software and assist clients in building and running A/B tests.</li><li>Engineers focus on implementing significant changes in user experience rather than minor adjustments, maximizing impact.</li></ul><br/><p><strong>Future Vision and Goals:</strong></p><ul><li>Sahil envisions CRO becoming as essential as SEO, with Spiralize leading the industry in the next five to ten years.</li><li>The company aims to democratize conversion rate optimization, making it a standard practice for all websites.</li></ul><br/>
April 22, 2024
<p>Join host Upendra Varma in an insightful conversation with David Daneshgar, Co-founder and CEO of <a href="https://www.whippy.ai/" rel="noopener noreferrer" target="_blank">Whippy</a>, an automation platform revolutionizing communication with AI.</p><ul><li>Discover how Whippy addresses manual work challenges across various industries, leveraging automation in HR, customer support, sales, and marketing.</li><li>Gain insights into Whippy's positioning strategy, which involves solving real problems for specific niches, leading to focused go-to-market approaches.</li><li>Explore Whippy's impressive growth metrics, with over 600 paid accounts and an ARR exceeding $3 million, primarily in the SMB sector.</li><li>Understand Whippy's expansion into enterprise markets, with deals ranging upwards of $100K ARR, driven by a robust API catering to large-scale automation needs.</li><li>Delve into Whippy's go-to-market strategy, predominantly outbound-driven, emphasizing cold outreach to identify high-value verticals and refine messaging.</li><li>Learn about Whippy's customer-centric approach, tailoring solutions to niche industries like personal injury law, ensuring competitive advantage and high ROI.</li><li>Gain insights into Whippy's sales cycle, with SMB deals closing within 60-90 days and enterprise cycles extending up to a year, highlighting the importance of sandbox testing and contract lifecycles.</li><li>Explore Whippy's future growth trajectory, focusing on diversifying channels beyond outbound, including inbound, referrals, partnerships, and integration alliances.</li><li>Understand Whippy's team composition, with a significant emphasis on engineering talent and strategic hiring in sales, customer success, and marketing.</li><li>Discover Whippy's commitment to compliance and security, investing in certifications like SOC 2 and HIPAA to facilitate enterprise expansion.</li><li>Gain valuable perspectives on bootstrapping versus external funding, with Whippy opting to stay bootstrapped to maintain flexibility and strategic decision-making power.</li></ul><br/><p>Tune in to uncover the secrets behind Whippy's remarkable journey from a poker world champion's entrepreneurial vision to a thriving multimillion-dollar SaaS venture.</p>
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