SaaS Backwards
CEOs and CMOs of fast-growing SaaS companies share what’s working (and not working) in B2B SaaS marketing, go-to-market strategies, and lessons learned from scaling SaaS businesses.
Ep. 195 - Why Code No Longer Drives SaaS Value in the AI Era
In this episode Tim Schumacher, co‑founder of SaaS Group, discusses why traditional code‑centric SaaS value is being upended by AI. He explains how AI creates both existential fear for founders of thin‑margin, UI‑only products and new opportunities for businesses with proprietary data and strong product‑led growth. Schumacher emphasizes that exit decisions should start with personal motivations rather than trying to time the market, and that SaaS Group looks for companies with sticky customers, high net‑revenue retention, and the ability to leverage AI for operational gains. He also shares how SaaS Group supports acquired firms with shared playbooks, AI‑driven product investment, and a community of founders.
Ep. 190 - The SaaS Founder Bottleneck: Why Founder-Led Sales Stops Scaling
In this episode, fractional CMO Javier Lozano explains why founder‑led sales can’t sustain growth and how to transition to a repeatable, data‑driven go‑to‑market engine. He emphasizes extracting the founder’s successful sales insights, building positioning and a "blue ocean" narrative, and...
Ep. 181 - How Fast-Growing SaaS Companies Are Modernizing Their Revenue Stack
In this episode, Mark Walker, CEO of Nue.io, explains how legacy CPQ and billing systems are failing fast‑growing SaaS and AI companies, prompting a shift to unified, flexible revenue infrastructures that can handle complex, consumption‑based and bank‑billed models. He highlights...
Ep. 180 - Your SaaS Buyer Doesn’t Need Convincing—They Need Confidence
In this episode, Brent Adamson—co‑author of *The Challenger Sale* and founder of A to B Insight—explains that most SaaS deals fail not because of competition but due to buyer indecision, and that sales teams must shift from teaching buyers what...
Ep. 179 - The Smart SaaS Funding Path No One Talks About
In this episode, Ken Lempit talks with Melanie Nabar, Vice President of Volition Capital, about growth‑equity financing as a middle‑ground alternative to traditional venture or private‑equity routes for B2B SaaS companies. Nabar explains how growth equity can provide capital for...