Best Totango Podcasts (2024)

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Ep. 128 - From PLG to Enterprise: Strategic Shifts in SaaS Marketing - with Karen Budell, CMO at Totango + Catalyst 30:33

22d ago30:33

30:33

Transitioning from a Product-Led Growth (PLG) motion to an enterprise sales motion requires strategic alignment and effective change management within a SaaS Marketing team. In this week’s episode, we discussed the challenges and considerations in this transition with Karen Budell, the CMO of Totango + Catalyst, two SaaS software companies collabor…

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Ep. 132 - Overcoming SaaS Sales Challenges in Financial Institutions - with Will Robinson, CEO at Encapture 30:37

32m ago30:37

30:37

To drive sales and growth, SaaS companies need to have clear messaging, target the right prospects, and leverage industry expertise. In this episode of the SaaS Backwards Podcast, we spoke with Will Robinson, CEO of Encapture, a platform specializing in intelligent document processing for industries like banking, lending, and insurance. Will discus…

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#18: Employee Experience as Competitive Edge with Nico Simko, Clair 21:27

4d ago21:27

21:27

In today’s work environment, financial wellness benefits are increasingly recognized for their role in enhancing employee satisfaction, retention, and productivity. Also, as we delve deeper into the modern workforce’s expectations, particularly among younger generations, it’s clear that innovative solutions like on-demand pay are not just perks but…

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Ep. 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion, & Product Marketing - with Janet Jaiswal, Global VP of Marketing at Blueshift 32:11

22h ago32:11

32:11

Listen, assess, plan, execute, iterate. This week’s podcast guest Janet Jaiswal outlines these as the essential steps in developing and implementing successful marketing strategies in the SaaS industry. Janet Jaiswal is Blueshift's Global VP of Marketing and has 20 years of experience in B2B SaaS marketing, working with companies like IBM, eBay, an…

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Ep. 130 - Building and Leveraging Communities for SaaS B2B Success - with Kathleen Booth, SVP of Marketing and Growth at Pavilion 43:12

8d ago43:12

43:12

A community can be a "cheat code" for rapid learning and career advancement, and this week’s guest knows that better than most. In this episode, we had the pleasure of speaking with Kathleen Booth, SVP of Marketing and Growth at Pavilion, the world's largest private community for go-to-market leaders. Our conversation explores the concept of commun…

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#17: Relevance, Agility, and Fearlessness in B2B with Brian Rowley, BrightSign 28:23

18d ago28:23

28:23

In the highly competitive B2B market, brands that lead are often those that demonstrate relevance, agility, and fearlessness. Joining us today to discuss these qualities and the unique business model of BrightSign is Brian Rowley, CMO of BrightSign. Brian Rowley is the chief marketing officer at BrightSign. BrightSign is the provider of the most tr…

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Ep. 129 - Scaling SaaS: Shifting from PLG to Enterprise - with Juan Jaysingh, CEO of Zingtree 30:24

19d ago30:24

30:24

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 t…

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#16: Observability vs. monitoring and its effect on the customer experience with Gerardo Dada, CMO at Catchpoint 32:19

1M ago32:19

32:19

In today’s tech-driven landscape, the concepts of "observability" and "monitoring" play pivotal roles, especially for B2B companies involved in web-based applications and DevOps. Understanding these concepts is crucial for ensuring application reliability and providing superior customer experiences. We’re diving into why these distinctions matter, …

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Ep. 127 - Navigating the Challenges of User Acquisition in SaaS - with Mo Hallaba, CEO of Datawisp 35:25

29d ago35:25

35:25

SaaS entrepreneurs must be adaptable and willing to pivot based on feedback and market needs. In this episode of the SaaS Backwards Podcast, we spoke with Mo Hallaba, the CEO of Datawisp, a company that simplifies data analysis for business users. Mo discusses the challenges he faced in user acquisition for his gaming platform and how a networking …

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#15: Data-driven decision-making in B2B marketing and sales with Kunal Mangal, Verizon Business Group 32:42

1M ago32:42

32:42

Making intelligent decisions is critical for all businesses, but relying on good information is becoming more critical than relying on what worked yesterday. Today we're going to talk about data-driven decision making in B2B marketing and sales. I’d like to welcome Kunal Mangal, Associate Director of MarTech Strategy at Verizon Business Group, who …

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Ep. 126 - Driving SaaS Growth with Audience Research - with Rand Fishkin, Co-Founder of SparkToro 32:21

1M ago32:21

32:21

With the growing frustration among marketers with traditional pay-per-click and social media advertising, what can a SaaS CMO do to get their message in front of the right people at the right time? In this episode of the SaaS Backwards Podcast, Co-Founder and CEO of SparkToro Rand Fishkin joins us to discuss how they’re solving this problem by prov…

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#14: Customer-Led Growth Success with Chris Dishman, SVP Customer Success, Totango 26:09

2M ago26:09

26:09

To fuel growth in 2024, organizations need to pivot to a customer-centric model by leveraging a customer growth platform that continuously delivers value and nurtures long-term revenue through exceptional post-sale experiences. Today we’re going to talk about how customer success managers can prove tangible value to the C-Suite while adopting a cus…

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Ep. 125 - Harnessing the Power of Network Effects in SaaS Growth - with Doug Heckmann, Chief Solutions Officer at Surefront 37:01

1M ago37:01

37:01

Utilizing the network effect by onboarding partners of customers simultaneously can lead to organic growth and increased platform adoption in SaaS companies. In this episode, Doug Heckman, Chief Solutions Officer at Surefront, discusses how they leveraged the network effect to drive and accelerate the adoption of their collaborative platform. By pr…

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#13: Augmenting the sales experience using AI, with Arnab Mishra and Sam Zaeyd at Xactly 31:33

2M ago31:33

31:33

We are here at Xactly Upside, the Xactly user conference, here in San Francisco. We’ve seen some amazing product announcements, heard from customers, and had a chance to interact and learn from an amazing user community. Today we’re going to talk about opportunities and challenges of today’s Chief Revenue Officer, and some of the ways that artifici…

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Ep. 124 - From Content Overload to Quality: The Future of SaaS Thought Leadership 33:22

2M ago33:22

33:22

The role of thought leadership is changing in content marketing, especially for SaaS companies. In this special episode hosted by Jason Myers, our usual host Ken Lempit, President and Chief Strategist of Austin Lawrence, takes the guest seat to dive deep into the evolving landscape of content marketing and thought leadership for SaaS companies. Ken…

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#12: Building a culture of experiementation, with Kirsty Dawe, Webeo 31:09

2M ago31:09

31:09

Today we’re going to talk about building a culture of experimentation and how it can benefit B2B brands. To help me discuss this topic, I’d like to welcome Kirsty Dawe, CEO at Webeo. Resources Webeo website: https://www.webeo.com/ The B2B Agility podcast website: https://agilebrandguide.com/latest-podcasts/b2bagility/ Get the latest news and update…

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Ep. 123 - Mastering SaaS Growth: Insights from a Fractional CMO - With Amy Osmond Cook, Co-Founder & CMO at Fullcast 33:51

2M ago33:51

33:51

In SaaS companies, there’s a need for sales and marketing teams to work together closely toward common goals and understand each other’s perspectives. Amy Osmond Cook, co-founder and CMO at Fullcast recognizes this need. Fullcast’s platform ensures all teams can access the same data to establish seamless communication and strategic alignment, elimi…

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Ep. 122 - From SaaS Startup to Restaurant Revolution - with Dave Dittenber, CEO & Co-Founder of BYOD 35:08

2M ago35:08

35:08

Building a strong foundation is essential for long-term business success, especially when faced with unexpected challenges. We spoke with Dave Dittenber, Co-Founder and CEO of BYOD, who faced the ultimate challenge with the unexpected passing of his Co-Founder, Frank Luijckx. He recounts the loss and emphasizes how Frank’s forward-thinking and meti…

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#11: Why Good B2B Startups Fail, with James McCormick 35:49

2M ago35:49

35:49

Today we’re going to talk about B2B startups, and why companies that may have amazing ideas still fail to gain traction and ultimately don’t succeed. And just as importantly, what existing B2B startups and young companies can do differently to change their potential. To help me discuss this topic, I’d like to welcome James McCormick, CMO and Managi…

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Ep. 121 - The Art of the Exit: SaaS Strategies and Insights - with Jeremy Lessaris, CEO of Payment Brokers 36:46

3M ago36:46

36:46

Building a business with the intention of a future sale requires meticulous planning and organization from the outset. In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a serial founder with multiple successful exits, emphasizes the importance of the early organization of books, records, contracts, and agreements as a critical facto…

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Ep. 120 - The Role of AI in SaaS Solutions: A Deep Dive - with Brandon Most, Head of Marketing at GoLinks 33:02

3M ago33:02

33:02

Enterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks. So how do you shift the focus from “old school” methods to a more dynamic, AI-powered approach that connects various applications, enabling intelligent query responses and cont…

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#10: Thriving among change with Steve Blum, Autodesk 31:54

3M ago31:54

31:54

Today we’re going to talk about building a change maker culture and how you can help your teams to thrive among change, instead of being disrupted by it. To help me discuss this topic, I’d like to welcome Steve Blum, Chief Operating Officer of Autodesk. Resources Autodesk website: https://www.autodesk.com B2B MarCom Summit: https://www.b2bsummit.co…

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Ep. 119 – How SaaS CROs Can Overcome Challenges and Drive Growth - with Guy Mounier, Co-Founder and CEO of Aptivio 30:52

3M ago30:52

30:52

With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling. The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget o…

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Ep. 118 - Navigating SaaS Growth and Innovation in AI Video - With Jeremy Toeman, Founder of Aug X Labs 32:25

3M ago32:25

32:25

We all know video is important to grow exposure, but creating enough is still challenging. The tools are complex, production is expensive, and it can be overwhelming just to come up with ideas. In this episode, Aug X Labs founder Jeremy Toeman talks about his personal frustration with the complex tools just to make basic videos that can be used on …

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#9: Building incentivization that performs with Arnab Mishra, Xactly 23:10

3M ago23:10

23:10

New data from Xactly’s 2024 Sales Compensation Report revealed that an alarming 91% of companies do not expect their AEs to meet or exceed quota. What’s more is that despite this lack of confidence, 70% of organizations still rely on spreadsheets for compensation planning, creating revenue forecasts and incentive plans filled with holes. Today we’r…

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Ep. 117 - How SaaS Companies Can Convert 30% More Web Traffic in 90 Days - with Sahil Patel, CEO of Spiralyze 31:37

3M ago31:37

31:37

If you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background,” which of those solutions is more viable? That’s how Sahil Patel, CEO of Spiralyze views the world of A/…

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#8: The Top 3 in-demand marketing jobs for 2024 with Sue Keith, Ceres Talent 25:57

4M ago25:57

25:57

In this special episode, brought to you by Ceres Talent, a marketing recruiting firm run by modern-day marketing matchmakers, we’re going to talk about a few things, including a brief review of the state of the marketing hiring landscape, the top in-demand jobs for 2024, and what hiring managers should keep in mind about AI and hiring for marketing…

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Ep. 116 - Leveraging Feedback for SaaS Product Management Success - with Satya Ganni, CEO of Beamer & Userflow 30:07

4M ago30:07

30:07

Feedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage. In this episode, Satya Ganni, CEO of Beamer and Userflow, explains the importance of feedback in reducing churn in product-led SaaS companies. Feedback provides valuable insights into customer needs, preferences, a…

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#7: Building a high-performance B2B marketing team with Allison Breeding, Apptio, an IBM Company 24:44

4M ago24:44

24:44

The pressure is on for Chief Marketing Officers. They are expected to take their organizations to new heights – especially during this time of economic uncertainty and budget cuts. Yet, marketers are still expected to get results with fewer resources, and they can’t do this all alone. CMOs need a team beneath them to empower them, build them up, an…

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Ep. 115 - Data, Combating SaaS Churn, and Increasing Productivity - with Jason Radisson, CEO & Founder of Movo 36:16

4M ago36:16

36:16

In this episode, we delved into the transformative power of algorithms in business with Jason Radisson, CEO & founder of Movo, a platform that provides real-time scheduling flexibility and improved workforce management for large companies with frontline workers. Jason recounted his time at Harrah's Entertainment, where they used data to optimize cu…

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Ep. 114 - Navigating SaaS Growth: Warmly's Strategic Pivot to Category Creation - with Alan Zhao, Head of Marketing 38:26

4M ago38:26

38:26

As a startup with shaky product market fit, prospective customers often want to associate you with a mature category so they can determine where it might fit in their tech stack—or not. But for Warmly, the existing categories represented only a small subset of their capabilities—albeit cheaper than the mature tools. And they couldn’t just settle fo…

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#6: Memorable B2B brands in a shifting demand gen landscape with Kristin Russel, CMO at Symplr 26:51

4M ago26:51

26:51

Today we’re going to talk about what it takes to build a memorable B2B brand, creating new categories in established industries, and the latest trends in demand generation amidst increased automation, demands for self-service tools, and more. To help me discuss these topics, I’d like to welcome Kristin Russel, Chief Marketing Officer at Symplr. Res…

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Ep. 113 – The Art of Enterprise Sales in SaaS – with Brian Burns, host of the Brutal Truth about Sales Podcast 29:44

4M ago29:44

29:44

As a seasoned sales expert and popular sales podcaster, Brian Burns has more than a few opinions about how companies are selling to the enterprise today. Most notably, because reps haven’t been taught the difference, they try to make up for the lack of pipeline by increasing outreach activity. That may have worked in 2011 when the Predictable Reven…

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Ep. 112 - Stumbling onto SaaS Product-Market Fit by Accident – with Morten Poulsen, CEO of Plytix 36:07

5M ago36:07

36:07

Originally, the founders of Plytix set out to create an analytics platform for e-commerce that measured the performance of a product (instead of a website) so brands could see how end users interact with them, even when sold on a third-party website. But even after positive early traction and investment, they were stalled—many of the brands didn’t …

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#5: The importance of customer stories with Evan Huck, UserEvidence 26:26

5M ago26:26

26:26

New customers want to hear success stories from previous customers - and nowhere is this more prevalent than in a B2B environment. When it comes to creating customer stories, Go-to-Market or GTM teams struggle to find a solution that is both cost-and time-effective leaving these teams with a shortage of customer examples to use. The need for custom…

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Ep. 111 - Boosting SaaS Collaboration & Retention in a Hybrid World - with Jonathan Fields, CEO & Co-founder of Assembly 33:54

5M ago33:54

33:54

Having moved from a miserable culture in investment banking to an incredibly positive one at tech startup ZipRecruiter, Jonathan Fields learned early in his career the profound impact culture has on an organization. So inspired, in fact, that he and his co-founders worked nights and weekends to create a platform that could make those elements scala…

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#4: B2B Brand Stories with Tiffany Grinstead, Nationwide Insurance 32:09

5M ago32:09

32:09

Today we’re going to talk about using personalization to create more engaging and inspiring stories for B2B brands. To help me discuss this topic, I’d like to welcome Tiffany Grinstead, Vice President - Personal Lines Marketing at Nationwide Insurance. Resources The B2B Agility podcast website: https://agilebrandguide.com/latest-podcasts/b2bagility…

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Ep. 110 – The Dangerous 8 Mistakes SaaS Companies Make in their Messaging 30:26

6M ago30:26

30:26

Are you making one or more of these mistakes in your messaging? Given the number of websites that we review regularly, chances are that you are—and that means leaving revenue on the table. In this episode, Ken and Jason from Austin Lawrence Group discuss the eight common mistakes that SaaS companies make with real-life examples. So if you’re a SaaS…

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#3: Team agility and AI maturity with Tommi Marsans, Verizon Business Group 25:35

6M ago25:35

25:35

Today we’re going to talk about maintaining agility in teams, and the AI maturity that leaders in the B2B enterprise space should be striving to achieve in the months ahead. To help me discuss this topic, I’d like to welcome Tommi Marsans, Marketing Technology Strategist at Verizon Business Group. Resources Verizon Business Group: https://www.veriz…

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Ep. 109 – Should SaaS Companies Outsource the SDR Function? With Gabriel Lullo, CEO of Alleyoop 32:10

6M ago32:10

32:10

Business development poses big challenges for today’s SaaS. It becomes twice as ineffective every year as people learn how to ignore you. And it’s such a grind that it’s hard to find good people who want to stick with the sales development rep (SDR) position over the long term. To get engagement on the phone today takes the right experience, techno…

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Ep. 108 - Building Strong Visitor Relationships in SaaS - With Dan Rua, CEO of Admiral 33:50

6M ago33:50

33:50

We’ve all been frustrated by those pesky ads that pop up when trying to read an article. We understand that publishers are trying to capture more of that lost ad revenue, but the solution is not to create such a poor experience that it drives consumers away. And the rise of ad blockers is not the only problem for publishers. The decline of traditio…

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#2: Better Customer Journey Mapping with Percy Rose, Hewlett Packard Enterprise 36:03

6M ago36:03

36:03

Today we’re going to talk about why customer journey mapping matters, and how it can improve customer loyalty, and drive other customer and business outcomes. To help me discuss this topic, I’d like to welcome Percy Rose, Customer Success Strategy Executive, Hewlett Packard Enterprise. Resources The B2B Agility podcast website: https://agilebrandgu…

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Ep. 107 - SaaS Marketing Predictions for 2024 27:49

6M ago27:49

27:49

In this episode, SaaS Backwards host Ken Lempit switches places to the guest seat to discuss upcoming trends in SaaS marketing for the new year and what companies will have to do to be successful. Ken is the Chief Strategist of the Austin Lawrence Group, a growth marketing agency specializing in B2B SaaS, and has a 30-year track record in software …

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Ep. 106 - Unlocking Growth Through Effective Pricing in SaaS - with Patrick Meegan, Senior Partner at Maple Street Advisors 34:00

7M ago34:00

34:00

Pricing is often the most overlooked “P” in the SaaS marketing mix. We see it in our marketing practice often. Companies may be averse to raising prices for fear of losing customers, focusing on other priorities like product development, or simply don’t understand the impact on the business. In this episode, we caught up with Pat Meegan, Senior Par…

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Ep. 105 - Finding SaaS Product-Market Fit - With Anvil Co-Founder Mang-Git Ng 27:56

7M ago27:56

27:56

When going through a repetitive and time-consuming mortgage application process in 2017, Mang-Git Ng was surprised that the process wasn’t automated. He realized that there were many industries that still operated in the internet dark ages and that moving all these PDFs and paper documents to online forms could solve a major problem. But after he a…

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Ep. 104 - Strategies for Maximizing Value in SaaS Exits– with Marty Magida, Managing Director of Berkery, Noyes & Co. 31:08

7M ago31:08

31:08

Because of the challenges in the current financing environment and the cautious approach of strategic buyers and private equity firms for SaaS companies, we invited Marty Magida on to discuss practical strategies to enhance company value and navigate the complexities of the M&A market. Magida is the managing director of Berkery, Noyes & Co an indep…

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#1: B2C Expectations in a B2B World with Chris Costello, Amazon Business 20:26

7M ago20:26

20:26

Business-to-business (B2B) marketing presents a unique set of challenges and has often been treated as a completely different marketing practice from business-to-consumer (B2C) marketing. But there’s one important thing to remember, and that is that all of the business customers are also B2C customers outside of their work life. Today we’re going t…

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Ep. 103 – How a SaaS Company Gets Agreement on a Problem Worth Solving – with Chuck Fuerst, CMO of ReverseLogix 32:20

7M ago32:20

32:20

You’ve probably never thought about what goes on behind the scenes when you return a product, but there’s a lot to it. In this episode of the SaaS Backwards podcast, Chuck Fuerst, CMO at ReverseLogix, gives a look behind the scenes at some of the challenges and opportunities in the returns management system category. And because it’s so complicated…

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Ep. 101 - A Dedicated SaaS Finance Team in Your Pocket - With Swapnil Shinde, CEO of Zeni 16:58

7M ago16:58

16:58

As a CEO, you probably don’t care much about how your accounting and bookkeeping is done. But you do want insights you can drive once your month is closed out. Burn rate and cash flow comes to mind. At the Ascent conference in New York, we caught up with Swapnil Shinde, CEO of Zeni, a SaaS that claims to have the world’s first finance operations pl…

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Ep. 102 - How SaaS Companies Can Use Win/Loss Data to Close Deals Faster – with Spencer Dent, Founder of Clozd 13:15

7M ago13:15

13:15

You may have noticed that deals today take longer to close and scrutinized heavily. So, what do SaaS companies need to do? Spencer Dent, Founder of Clozd says to make sure you understand the how the decision-making process, people involved, and priorities have changed. And since the CFO plays a bigger role, it’s less about ease of integration and m…

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