SaaS Backwards Episode 165 - Why Most SaaS Ads Fail (and What to Do Instead)

Guest: Ken Lempit, President & Chief Business Builder at Austin Lawrence Group

Are your SaaS ads actually doing their job, or just burning budget?

In this week’s episode of SaaS Backwards, Ken Lempit and Jason Myers of Austin Lawrence Group go deep on what GTM leaders get wrong about advertising in 2025:

• Why most SaaS ads look and sound the same (and fall flat)
• Where messaging fails long before the click
• How to align sales and marketing in a high-consideration buying cycle
• The overlooked power of direct mail and live events
• When to pull back on spend—and how to know it’s time

If you’re spending more but converting less—or just tired of “safe” campaigns with no spark—this conversation will challenge your assumptions and give you a new playbook.

Watch the episode video here.

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.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

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