---
title: SaaS Backwards Episode 103 - First getting agreement on a problem worth solving – with Chuck Fuerst, CMO of ReverseLogix
description: In this episode of the SaaS Backwards podcast, Chuck Fuerst, CMO at ReverseLogix, looks behind the scenes at some of the challenges and opportunities in the returns management system category.
---

[SaaS Backwards Podcast ](https://podcast.austinlawrence.com)

# [SaaS Backwards Episode 103 - First getting agreement on a problem worth solving – with Chuck Fuerst, CMO of ReverseLogix](https://podcast.austinlawrence.com/first-getting-agreement-on-a-problem-worth-solving-with-chuck-fuerst-cmo-of-reverselogix)

 Written by [Jason Myers](https://podcast.austinlawrence.com/author/jason-myers) | Dec 15, 2023 8:53:07 PM

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](https://www.reverselogix.com/), 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, their go-to-market strategy requires problem agreement to be considered. And because companies enter at different stages of problem awareness, the company has adopted a modular approach to pricing and packaging that allows them to take advantage of a land-and-expand strategy.

Overall, Fuerst emphasizes their need to stay close to customers, understand their pain points, and deliver value through a comprehensive solution that addresses their needs one step at a time.

Key Takeaways from this episode:

- How active listening shapes their messaging and positioning
- Building credibility and validation through analyst relations
- How ReverseLogix takes a modular approach to pricing to fit their land and expand strategy

**Other resources to check out:**

[Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.](https://blog.austinlawrence.com/blog/leveraging-the-buyers-voice-to-increase-saas-sales-engagement)

[The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.](https://blog.austinlawrence.com/blog/the-lead-gen-mistake-i-guarantee-youre-making)

[And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. *Valued at $20K in free consulting.*](https://info.austinlawrence.com/free-content-audit)

[View full post](https://podcast.austinlawrence.com/first-getting-agreement-on-a-problem-worth-solving-with-chuck-fuerst-cmo-of-reverselogix)

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