SaaS Backwards


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 focus on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today.Moderated by Ken Lempit, Austin Lawrence Group's president and chief business builder. Ken has more than 30 years of experience helping software companies to grow and their founders to achieve their visions.

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SaaS Backwards Episode 131 - Scaling SaaS Companies: SEO Strategies, ICP Expansion, & Product Marketing - with Janet Jaiswal, Global VP of Marketing at Blueshift

SaaS Backwards Episode 130 - Building and Leveraging Communities for SaaS B2B Success - with Kathleen Booth, SVP of Marketing and Growth at Pavilion

SaaS Backwards Episode 129 - Scaling SaaS: Shifting from PLG to Enterprise - with Juan Jaysingh, CEO of Zingtree

SaaS Backwards Episode 128 - From PLG to Enterprise: Strategic Shifts in SaaS Marketing - with Karen Budell, CMO at Totango + Catalyst

SaaS Backwards Episode 127 - Navigating the Challenges of User Acquisition in SaaS - with Mo Hallaba, CEO of Datawisp

SaaS Backwards Episode 126 - Driving SaaS Growth with Audience Research - with Rand Fishkin, Co-Founder & CEO of SparkToro

SaaS Backwards Episode 125 - Harnessing the Power of Network Effects in SaaS Growth - with Doug Heckmann, Chief Solutions Officer at Surefront

SaaS Backwards Episode 124 - From Content Overload to Quality: The Future of SaaS Thought Leadership

SaaS Backwards Episode 123 - Mastering SaaS Growth: Insights from a Fractional CMO - With Amy Osmond Cook, Co-Founder & CMO at Fullcast

SaaS Backwards Episode 122 - From SaaS Startup to Restaurant Revolution - with Dave Dittenber, CEO & Co-Founder of BYOD

SaaS Backwards Episode 121 - Beginning a SaaS business with the end in mind - with Jeremy Lessaris, CEO of Payment Brokers

SaaS Backwards Episode 120 - How the old can be new again - with Brandon Most, Head of Marketing at GoLinks

SaaS Backwards Episode 119 - Why CROs are struggling and what they can do about it – with Guy Mounier, Co-Founder and CEO of Aptivio

SaaS Backwards Episode 118 - What if creating a video was as easy as writing an email? With Jeremy Toeman, Founder of Aug X Labs

SaaS Backwards Episode 117 - How to convert 30% more web traffic in 90 days - with Sahil Patel, CEO of Spiralyze

SaaS Backwards Episode 116 - The Role of Feedback in Product Management Success - with Satya Ganni, CEO of Beamer & Userflow

SaaS Backwards Episode 115 - Data, Churn, and Increasing Productivity - with Jason Radisson, CEO & founder of Movo

SaaS Backwards Episode 114 - Beyond “Drift but Cheaper”: Inside Alan Zhao’s Strategic Pivot to Category Creation for Warmly

SaaS Backwards Episode 113 - The Art of Enterprise Sales – with Brian Burns, host of the Brutal Truth about Sales Podcast

SaaS Backwards Episode 112 - Stumbling onto product market fit by accident – with Morten Poulsen, CEO of Plytix

SaaS Backwards Episode 111 - How cultivating connections in a hybrid world positively affects collaboration and retention - with Jonathan Fields, CEO & Co-founder of Assembly

SaaS Backwards Episode 110 - The Dangerous 8 mistakes SaaS companies make in their messaging

SaaS Backwards Episode 109 - Should you outsource the SDR function? With Gabriel Lullo, CEO of Alleyoop

SaaS Backwards Episode 108 - Can better relationships save publishers? With Dan Rua, CEO of Admiral

SaaS Backwards Episode 107 - SaaS Marketing Predictions for 2024

SaaS Backwards Episode 106 - Pricing as a lever for growth - with Patrick Meegan, Senior Partner at Maple Street Advisors

SaaS Backwards Episode 104 - Strategies for Maximizing Value in SaaS Exits– with Marty Magida, Managing Director of Berkery Noyes & Co.

SaaS Backwards Episode 103 - First getting agreement on a problem worth solving – with Chuck Fuerst, CMO of ReverseLogix

SaaS Backwards Episode 102 - How to use win/loss data to close deals faster – with Spencer Dent, founder of Clozd

SaaS Backwards Episode 101 - A dedicated finance team in your pocket for a flat monthly fee - with Swapnil Shinde, CEO of Zeni

SaaS Backwards Episode 100 - Where thought leadership is falling short with today’s customer and how to fix it - with Brent Adamson, co-author of the Challenger Sale and Challenger Customer

SaaS Backwards Episode 99 - The data-driven, revenue-focused marketing leader – with Brandee Sanders, CMO of

SaaS Backwards Episode 98 - How to operationalize strategic initiatives digitally - with Ulf Arnetz, CEO of Howwe

SaaS Backwards Episode 97 - To ensure enterprise sales success today, you’d better sell the CFO – With Chris Orlob, Co-founder of

SaaS Backwards Episode 96 - Can the attribution challenge be solved with today’s tech? With Steffen Hedebrant, Co-founder and CMO of

SaaS Backwards Episode 95 - How to find where your audience hangs out today – with Rand Fishkin, CEO of SparkToro

SaaS Backwards Episode 94 - Solving the Attribution Challenge--Christopher P. Willis shares his Global Active Awareness Scoring Methodology

SaaS Backwards Episode 93 - Can you find gold in the data you're already collecting? - with Dan Miles, COO of TVEyes

SaaS Backwards Episode 92 - Personalization at scale—can we finally get rid of the templates? With David Howard, VP Marketing at BuzzBoard

SaaS Backwards Episode 91 - The Value of in-person Events for SaaS Leaders Post Covid – with Fred Rockwell, Founder of the Ascent Conference

SaaS Backwards Episode 90: Why most SaaS companies get positioning wrong – with Anthony Pierri

SaaS Backwards Episode 89: Why cybersecurity is a behavioral problem – with Dr. James Norrie, CyberconIQ

SaaS Backwards Episode 88: The Journey from Chiropractor to SaaS owner – with Brian Capra, Owner of Genesis Chiropractic Software

SaaS Backwards Episode 87: What B2B sales leaders need from marketing—with Benjamin Page-Fort

SaaS Backwards Episode 86: What’s wrong with SaaS marketing and how to fix it – with ALG’s Ken Lempit

SaaS Backwards Episode 85: When you should specialize – with Corey Quinn, fractional CMO and GTM Strategist

SaaS Backwards Episode 84: The decline of inbound and the rise of owned media – with Anthony Kennada, founder of Audience Plus

SaaS Backwards Episode 83: Content is still King, but you gotta be efficient - with Steven MacDonald, CEO at SocialCloser

SaaS Backwards Episode 82: Repositioning to differentiate - with Shannon Curran, VP Marketing at MadKudu

SaaS Backwards Episode 81: Building Pipeline Efficiency with SalesIntel CEO Manoj Ramnani

SaaS Backwards Episode 80: 82i’s CEO Jason Shapiro talks about being a “Cofounder for Hire”

SaaS Backwards Episode 79: Driving Success with an Educational Content Strategy – with Alex George, Head of Marketing with Hint Health

SaaS Backwards Episode 78: Today’s SaaS must “prove it or lose it” – with TrustRadius’ VP of Marketing Allyson Havener

SaaS Backwards Episode 77: What VCs are looking for today—with Sanjit Singh Dang, U First Capital

SaaS Backwards Episode 76: Education in their marketing DNA – with Olga Noha CMO of SplitMetrics

SaaS Backwards Episode 75: Preparing for the war of founding a SaaS with Guy Benjamin, CEO and co-founder of Healthee

SaaS Backwards Episode 74: Inside the PLG motion and out, with Freshworks CMO Stacey Epstein

SaaS Backwards Episode 73: Nailing product-market fit, adaptability, and brand building, with Aviso CMO Amit Pande

SaaS Backwards Episode 72: Developing a scrappy go-to-market attitude with Insightly’s CMO Chip House

SaaS Backwards Episode 71: Can AI help your team write better sales emails? With Lavender AI’s Jen Allen-Knuth and Will Aitken

SaaS Backwards Episode 70: Bringing the buzz back to the sales floor (even virtually) with Colin Specter of Orum

SaaS Backwards Episode 69: Why you must think differently to scale B2B video content with Michael Hoffman, CEO of Gather Voices

SaaS Backwards Episode 68: Key to marketing success: owning a pipeline number, with Fractional CMO Andrew Bolis

SaaS Backwards Episode 67: Unleashing B2B creativity to punch above your weight with ClickUp's Chief Creative Officer, Melissa Rosenthal

SaaS Backwards Episode 66: Finding the best route for growth—with Steve Benson, CEO of Badger Maps

SaaS Backwards Episode 65: No longer screaming into the wind about AI Governance, with Susan Peich head of marketing at Monitaur AI

SaaS Backwards Episode 64: Can AI solve the attribution conundrum for marketers? With Molly St. Louis, Head of Marketing at DealTale

SaaS Backwards Episode 63: Tyranny of the KPIs and how to fight back - with Matt Trifiro, CEO of

SaaS Backwards Episode 62: When staying independent isn’t viable–with Ted Hawksford, CEO of LiquidPlanner

SaaS Backwards Episode 61: Breaking through the buyer-seller trust gap with customer-led growth – with SlapFive Founder & CEO Jeff Ernst

SaaS Backwards Episode 60: Selling SaaS to Laggards: How is changing the real estate transaction with Jason Doshi, CEO and Co-Founder of

SaaS Backwards Episode 59: From Interviewing 3,000 Stakeholders to Revolutionizing Clinical Trials with Harsha Rajasimha, Founder & CEO Jeeva Informatics Solutions

SaaS Backwards Episode 58: Managing the transition from big company to startup —with Aseem Chandra, co-founder and CEO of Immersa

SaaS Backwards Episode 57: Measured growth when you’ve got a tiger by the tail, with David Kaszycki Co-Founder & CEO of Beam Dynamics

SaaS Backwards Episode 56: Do you really need an MVP? With SPSoft Founder & CEO, Michael Lazor

SaaS Backwards Episode 55: A mini master class on M&A to grow your SaaS with Ari Kahn, President and CEO of Bridgeline Digital

SaaS Backwards Episode 54: Brandon Metcalf is the poster child for modern SaaS inbound

SaaS Backwards Episode 53: Finding PLG Nirvana while avoiding a Hype Cycle beat down

SaaS Backwards Episode 52: CEO Yosh Eisbart talks about how Fulfilld is crossing their chasm

SaaS Backwards Episode 51: When status quo bias works in your favor

SaaS Backwards Episode 50: What it means to be “buyer centric” for marketing and sales teams

SaaS Backwards Episode 49: The single thing SaaS companies must get right for growth

SaaS Backwards Episode 48: Aptivio CEO Guy Mounier’s mission to democratize Revenue AI

SaaS Backwards Episode 47: Finding your next marketing gig with VP of Marketing at, Justin Schmidt

SaaS Backwards Episode 46: From fad to must have—how CampusESP bootstrapped a new category, with CEO Dave Becker

SaaS Backwards Episode 45: No second chances to make onboarding first impressions with CEO of Click Boarding, Mike Ehrle

SaaS Backwards Episode 44: Leveraging the buyer’s voice to increase SaaS sales engagement

SaaS Backwards Episode 43: Cake Equity Cofounder Jason Atkins talks about forming a SaaS to make equity easier to handle.

SaaS Backwards Episode 42: Finding the low hanging fruit in the SaaS startup marketing strategy.

SaaS Backwards Episode 41: Lead generation isn’t going away, but it needs to evolve

SaaS Backwards Episode 40: How Amber Bogie Brought Full Funnel Marketing to Reachdesk

SaaS Backwards Episode 39: Enabling sales is the name of the game for marketers in funded SaaS startups

SaaS Backwards Episode 38: Marketing as an investment portfolio

SaaS Backwards Episode 37: A clean slate for demand generation

SaaS Backwards Episode 36: How Challenger Sale fits into your demand gen strategy

SaaS Backwards Episode 35: Preparing for recession marketing starts now—with Fractional CMO Annie Wissner

SaaS Backwards Episode 34: Finding the single source of truth to simplify every supply chain

SaaS Backwards Episode 33: Finding win-win opportunities in the margins with Dan Johnston, CEO of WorkStep

SaaS Backwards Episode 32: Soul Searching to Scaling in Short Order with CEO Krish Ramineni

SaaS Backwards Episode 31: Straight talk about ABM—whether it’s the right go-to-market strategy and how to pull it off

SaaS Backwards Episode 30: How to automate and scale referrals for your B2B SaaS

SaaS Backwards Episode 29: How to successfully bootstrap a SaaS to provide more founder opportunities

SaaS Backwards Episode 28: How to successfully launch Account-Based Experiences with Bazaarvoice’s Jen Leaver

SaaS Backwards Episode 27: Building a SaaS Success in Healthcare; Akasa uses AI to Solve an Intractable Revenue Problem

SaaS Backwards Episode 26: What would happen if you move BDRs under marketing?

SaaS Backwards Episode 25: Predictions on the death of the SDR and birth of buyer centric revenue with Nelson Gilliat

SaaS Backwards Episode 24: The Product-Led Growth Go-to-Market Motion; Digging Deep with Correlated's Breezy Beaumont

SaaS Backwards Episode 23: Another Eight-Year Overnight Success Story; Ambition CEO on Virtues of Waiting for a Big Raise

SaaS Backwards Episode 22: A Half-hour Master Class in SaaS Marketing with Jay Gaines, Head of Marketing at AgentSync

SaaS Backwards Episode 21: Gaining CEO Alignment for the Turnaround: PathFactory COO on Being a Change Agent in the Number Two Role.

SaaS Backwards Episode 20: The Perils of Being a One-Woman Army (Marketing is a Team Sport)

SaaS Backwards Episode 19: How Not to Join the 66% Who Fail at ABM; Personal ABM Founder on What it Takes to Succeed

SaaS Backwards Episode 18: Making Bank on the Supply Chain: News and Data Power Growth at FreightWaves

SaaS Backwards Episode 17: The Dark Funnel and Moving Away from the Fakery of the MQL with Latané Conant CMO at 6Sense

SaaS Backwards Episode 16: Get SaaS KPIs in Order so Marketing can Lead to Higher Revenues with Kazoo HR CMO Casey Carey

SaaS Backwards Episode 15: Mind the Gap(s) - Affiliate / Influencer Marketing SaaS Refersion Bootstraps to Liquidity Event

SaaS Backwards Episode 14: Healthy Decisions Help Services Firm Grow Through Planned Transition to SaaS - Optimove CMO Tells All

SaaS Backwards Episode 13: Harnessing the Power of Community and Pivot from Services to SaaS with Terry Sydoryk of Chaordix

SaaS Backwards Episode 12: Powering SaaS Scale-Ups as a Fractional CTO/COO with Michael Richardson of Tech-Azur

SaaS Backwards Episode 10: Perils and Triumphs of SaaS Bootstrapping (with a Pivot) with CEO of Enablix Gaurav Harode

SaaS Backwards Episode 9: The CMO as a Servant Warrior, Armed with Data with Neil Becker of Behavox

SaaS Backwards Episode 8: Cyclr CEO Fraser Davidson on How His iPaaS Creates Connectivity and Opportunity for Other SaaS Firms

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