September 12, 2023 • 27 mins
EPISODE SUMMARY
In the fast-paced world of Software as a Service (SaaS), closing deals and retaining customers can be challenging. Many businesses fall into the trap of relying solely on email communication, bombarding prospects and clients with messages that eventually get ignored or deleted. This approach leads to missed opportunities and unsuccessful deal closures. But what if there was a unique way to break free from the email overload and truly connect with your audience?
Arian Radmand, CEO and President of IgnitePOST has found a remarkable solution combining personalization and human touch to differentiate your SaaS company and foster lasting customer relationships. In this episode Arian shares with host and B2B SaaS sales coach Matt Wolach the power of personalization, humanizing your brand, leveraging psychology, and more based on Arian's insights.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 281, "Differentiate From Your Competition in Unique Ways - with Arian Radmand"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Arian Radmand, CEO & President at IgnitePOST
TOP TIPS FROM THIS EPISODE
- Talk to Your Customers
- Humanize Your Brand
- Delegate and Trust Your Team
EPISODE HIGHLIGHTS
- Leveraging Human Psychology
- Building a Mentoring Network
TOP QUOTES
Arian Radmand
[24:50] “Figure out what are the main pieces of your business that are critical to your success, and then go and look for the best people that you can possibly find to mentor you and give you counsel in those areas.”
[24:27] “One of the things that I have found super useful is putting together a mentoring counsel in areas that I'm deficient in. You can't be an expert in everything.
Matt Wolach
[19:04] “That's what buying and selling is- It's all about that human interaction.”
[26:15] “An awesome way to scale is to figure it out yourself and then put somebody in place who's better than that.”
LEARN MORE
To learn more about Ignite Post, visit: https://www.linkedin.com/company/ignitepost/
You can also find Arian Radmand on LinkedIn: https://www.linkedin.com/in/arianradmand/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time
Get even more tips by following Matt elsewhere:
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Matt Wolach (00:00):
I know we fall into such a trap of when we're
(00:13):
working with closing a deal, wewant to just email them email,
that email, email, and itbecomes so easy so that us and
even our teams are just kind ofpounding emails. And eventually
they stop working and peopledon't care and they start
deleting emails. And that's whywe're not closing deals that we
should Well, I talked to ArianRadmand. He's from IgnitePOST.
And he has found a really uniqueway to kind of separate and
(00:35):
differentiate from the groupthat's just pounding with emails
trying to get deals closed. Andwhat he does ignite post, they
send personalized letters, butthey do it at scale, because
they have robots that write itout with an actual pen. So it's
not perfect, it doesn't looklike a perfect font that a
printer printed, it looks like areal handwritten letter. And
what they're doing is you canput in what you want it to do,
(00:56):
and it'll send out mail it allout for you so that people feel
like they're getting thatamazing personal touch. And it's
really differentiating peopleare using it are differentiating
in a big way. He calls itmoments of surprise and delight,
which I love. And I think you'rereally going to like this, there
are ways that you candifferentiate in your marketing
you may not have thought of yetand Adrienne's got some great
(01:17):
ideas for you definitely checkthis out if you want to close
more deals.
Intro/ Outro (01:21):
Welcome to Scale Your SaaS, the podcast that
gives you proven techniques andformulas for boosting your
revenue and achieving your dreamexit brought to you by a guy
who's done just that multipletimes. Here's your host, Matt
Wallach.
Arian Radmand (01:37):
I'm doing awesome. This is great. Thanks
Matt Wolach (01:37):
And welcome to Scale Your SaaS Thank you very
so much for having me.
much for being here. Really gladyou're here. Thanks for coming
in. Listen, and we're here tohelp you scale your SaaS exactly
what the show is called so thatyou can learn how to sell more.
You can learn how to close moredeals, grow your company and all
the fun things that come fromthat. And I am elated to have
one of my own clients with ustoday. Arian Radmand. Arian,
how're you doing?
(02:02):
Absolutely. Ireally appreciate you being
here. Let me make sure everybodyknows who you are Ariane. So
Arian is the CEO and presidentat IgnitePOST. And IgnitePOST is
a service that helps brandscreate magic moments for their
customers, their real pen andink handwritten notes cut
through the digital noise tosurprise and delight customers
exactly where they are in theirshopping journeys. They do some
(02:22):
incredible stuff. I can't waitfor you to hear about it. He's
also the former co-founder andCTO at coach up Aryan knows his
stuff when it comes to growing abusiness. So Arian, I'm so glad
to have you here. Thanks forcoming on the show.
Arian Radmand (02:33):
Oh, thank you.
I'm excited to dive into this.
I'm sure there's a lot of goodstuff to get through.
Matt Wolach (02:39):
Oh, for sure. For sure. So tell me what's been
going on with you lately? Andwhat's coming up?
Arian Radmand (02:44):
Oh, wow. So do you want to know on the personal
side, professional sideanywhere, it doesn't matter?
Matt Wolach (02:50):
Either, either.
Whatever you feel like.
Arian Radmand (02:52):
Well, on on the personal side, super excited.
I'm getting married later onthis year. So getting married in
a couple of months here. So I'min the throes of wedding
planning. So you know how, howthat is. So a little bit crazy.
Matt Wolach (03:05):
If it's a couple of months away, it's definitely
crazy time.
Arian Radmand (03:08):
Yeah, I'm super excited. So I've got that going
on. And then with the businesswith Ignite post Q4 is typically
our busiest. So right nowthere's a lot of prep going on,
in terms of getting ready forQ4. So you know, we've got Black
Friday, Cyber Monday coming up.
So we've got some things in thework there some some prep going
on there. And then obviously,around the holidays with, you
know, Christmas cards andThanksgiving and everything that
(03:30):
gets super busy. So right nowI'd say you know, kind of end of
summer is a lot of prep work. Soa lot of a lot of stuff going
on. On in that realm, I'd say. Iwould imagine for sure. Yeah,
definitely. Now that youmentioned, and I bet it's a huge
time for you. I want to go back,though. So how did this whole
idea for Ignite posts comeabout? Yeah, so the whole idea
(03:51):
with Ignite post is really tohelp brands develop
relationships with theircustomers at scale. And
actually, the kind of conceptcame more moreso when I was at
my previous business atCoachella, essentially what we
were doing, we were connectingathletes and private coaches in
about 30 different sports allacross the nation. But from
(04:12):
doing that, what I really what Irealized is that the athlete and
coach pairs that reallyperformed the best and did the
best, there was a reason and itwas because they developed this
really strong bond and thisreally strong relationship over
the course of their training.
And so what I wanted to do is Ikind of wanted to replicate that
aspect of the relationshipbuilding, but give brands a way
(04:36):
to do this at scale. And Ireally noticed that there were
there were two major trendshappening, which was the whole
idea of why I thought it was soimportant. And the two major
trends were number one digitalsaturation. Right now everybody
is crushed in the sea of what Ilike to call digital noise.
Whether that is you know, anemail inbox that just is
(04:57):
exploding on a daily basiswhether
It's you know, digital ads thatget pushed our way on literally
every device and screen that weown SMS messages, you know, you
name it notifications, and Ididn't see that trend is
declining, if anything, it wasgoing to get worse, right,
there's going to be more of allof those things. So that was
number one. And then the secondthing I saw is that brands were
(05:19):
actually losing the ability andthe credibility to connect with
their customers in a way thatthey can get their message
across that their customer wouldactually believe and trust them,
right? The first thing that youdo, if you hear of any new
brand, or any new product oranything that you're thinking of
using, what do you do, you goand you read reviews, or you see
what everybody else is saying,but not what the actual flip
(05:40):
brand is saying. So that meansthat the two big major problems
out there were one, being ableto actually reach your customer
and cutting through the noise.
And then when you actually reachthem,
having touchpoints that willactually develop the
relationships so that they trustwhat you're saying, so that when
they decide to come back andpurchase, again, they purchase
from you, and they don't just gosomewhere else. So you know, I
(06:02):
guess that's a long winded wayof of kind of the journey of how
I got to where we are. And sowith Ignite post, that's
essentially what we aim to do.
We aim to help brands develop arelationship, a deeper
relationship. And the way theproduct works is really aimed at
solving those two majorproblems, those two major trends
that we saw. So that's what webuilt. And the way that we went
about it is we've done we areour platform is part hardware
(06:26):
and part software. So thesoftware is designed to
integrate into marketingautomation platforms, e commerce
platforms to meet our customersexactly where they are. So they
don't have to go learn a wholenew tool. So it's really
designed to integrate into theplatforms that they already use.
And then on the other side, ourhardware, so we have a fleet of
(06:49):
robots that will hold real bigballpoint pens and will write
out real handwritten notes andan actual handwriting style. And
the combination of the twoallows any brand to create a
very perfectly timed and craftedmoment that really drives users
to action. And so that was thewhole, the whole idea was kind
(07:10):
of putting those two together.
And that's really where thepower comes from.
Matt Wolach (07:16):
I love it. It's so wild for me to think of these
robots writing out letters. Andthe fact that it's with a real
pen means it's not perfect,because I think we've all seen
it where we order these cards,and we get it in a certain font
that looks like handwriting, butit's printed out perfect. And
there's no mistakes and there'snothing. And so, you know, it's
not really handwritten, butthese look legitimately
(07:39):
handwritten. So you're, you'reliterally personalizing at
scale, right? Oh, wow, look atthat. For those of you who are
seeing the video, you can seethem all right there. It looks
like a real handwritten letter.
You're personalizing at scale.
And I think that's a big thing.
You're, you're you're impacting.
Yeah, look at that. That'sinsane. That's amazing. I love
that you brought some visualaids, that's perfect. Yeah, if
(08:00):
you're listening on the podcastright now, go look at this on
YouTube, and you'll see itthere. And he's got the the
writing there on the card. It'sreally cool. I mean,
personalization, it's a greatway to, like you said, get
buyers to kind of believe in youand trust you. And it shows that
you care about them. It's notjust some mass blast thing. And
(08:22):
I think that that's reallyspecial. I'm sure that people
using ignite posts are seeingbenefits of that, right?
Absolutely. Absolutely. Yeah.
And it's interesting, too. Sowhen you say personalization,
there's so many differentlayers, like an onion, you can
pull back the different layersof personalization.
Arian Radmand (08:38):
And to your point to Yeah, we actually, when we
talk with customers, we actuallydon't even call our solution
direct mail, because it is sodifferent. And a lot of times,
if you say, Oh, we're a directmail service, people do think of
that kind of mass marketing,mass mail. And they do a lot of
what you mentioned, right?
Having these fonts that kind oflook handwritten, but you can
really tell this just came outof a printer, you're not fooling
(08:59):
anybody, if anything, you'reinsulting me. So.
So, you know, we purposely don'teven call this solution direct
mail just because it's sodifferentiated. And then the
results are different as well.
So you know, when we compareourselves to, you know, if we
work with a company that hasdone direct mail, before in the
past, our barometer, so wetypically perform about 10 times
(09:20):
better than direct mail. So justto kind of give you an idea of
where where we fall. So thoseare just some some kind of quick
stats. But yeah, I'm happy todive in more.
Matt Wolach (09:34):
I love that. I mean, 10 times better. I think
that that's echoed if you wereto look at say you're doing an
email campaign, right? If youwere just to do a mass blast,
email campaign and spray andpray and hope you're probably
going to have results that are1/10 as strong as if you
actually went and looked atsomebody did some
personalization showed them thatyou care about them and really
(09:55):
aimed at one person that is muchstronger. Same thing here this
field
Arian Radmand (10:00):
was very personal people get it, they see, hey,
this this, this person caresabout me I didn't even realize
it. I'm not just one of several1000. And I think that's exactly
pretty big. And it's, it's a wayto differentiate, right? Totally
weighted to differentiate. And,you know, keep in mind when we
talk about personalization.
Nowadays, everybody viewsthemselves as a VIP, right?
Everyone wants to be treatedlike a VIP, everyone thinks
(10:22):
they're, you know, that they'respecial, and they deserve to be
treated as such. And so a lot ofthe things we do when we work
with brands is figuring out howdo we inject those points within
the customer journey, to givepeople that feeling, right,
there's a very easy way to makesomebody to stand out from the
rest of the brands, becausenobody's doing it. And to make
your customers feel like a VIP,that leaves a lasting impression
(10:46):
so that you can turn you know, afirst time customer into a
raving fan that comes back againand again, and even refers you
right? So, you know, a lot ofthe work that we do with brands
is really examining the customerjourney, and figuring out where
are these points that we caninject some of these these
personalization. But really, howdo we inject some
(11:09):
some points that really hit homewith people. And the way we
actually do that, as is actuallyusing a lot of human psychology
and some like putting a littlebit of science behind it as
well. So there's a fewprinciples that we like to
follow when we're examining thecustomer journey and giving our
advice as to where we should,you know, put these touch points
in. So one of the things alongthe sides of personalization
(11:31):
that you you kind of asked aboutis, when you say there's
actually a lot of data out therethat shows that as a brand, if
you can connect your customerwith the artisan behind your
service or your product, that itcreates that kind of emotional
connection and bond that getspeople to come back again and
again, right. And this is thisis kind of how humans have
(11:53):
evolved over time, right? In thepast, what happened is, if you
wanted to go and buy, you know,a chair table, you actually went
and talked to the artisan andsaid, I want to I want to buy a
chair table, and you actuallytalk to the person that made the
thing that you're going to buy.
Now fast forward in the age ofyou know, Amazon, you can go and
buy, you know, a blender oranything, I never even interact
(12:14):
with a human being right you go,you can search, you can buy
something, and it will getdelivered. And you have no idea
of the effort or who went intoactually making that product. So
one of the things that we do,one of the most effective things
that we do with brands is figureout points along the customer
journey where we can actuallyconnect them with the people
(12:35):
behind the company that actuallyare performing the service or
making the product. And what wefound is that that humanizes the
brand a little bit more. And aspeople we want to buy from other
people, right. And so if you cando that, and this is a very
simple, easy way to do this atscale is to simply have a note
come from whoever the artisanwas at the brand that was went
(12:58):
into actually making the productor packing the product or
whatever you want. It's a verysimple, easy way to scale
connect your brand, humanize thebrand, with the with your
customer. And then the customerbecomes a customer for life
because they feel they feel thatbond. They feel that connection.
So but to your point, it allstarts with this this idea of
(13:20):
personalization and how do we godeep? And how do we really give
someone that unique VIPpersonalized experience.
Intro/ Outro (13:29):
We'll be right back.
Unknown (13:32):
Scale Your SaaS is supported by Torowave.
Matt Wolach (13:37):
Lots of software leaders I talked to are looking
to scale their SaaS and I keephearing over and over about one
major struggle getting ghostedby buyers after the demo. How
frustrating is it when you havea great demo? You're feeling
good they like it. It seems likea done deal. And then crickets
nothing reach out they're notresponding to you at all. And
when these software companiesthey asked me to dive in, I
(13:58):
noticed that the sellers arefollowing up the wrong way or
actually I should say with thewrong medium. What they're doing
is they're hammering emails overand over again. I got a
newsflash for you emaileffectiveness is dwindling down
and down every year. So why beatyour head against the wall
losing all kinds of businessstart texting mixing texts along
(14:19):
with emails and calls and watchyour conversion rates go up in
fact conversion rates go up byabout 50% When you use texting
as part of the follow up peopleare used to it and did you know
though response rate on texts is98% 98%. So why throw emails
into a black hole knowing thatthey're never gonna get returned
(14:39):
text buyers and get results butdon't use your own phone all
kinds of security and complianceissues if you do also none of
that data is with your company.
That's not good. Instead usethis system Toro wave Toro wave
is designed for sales. It makestexting with buyers super simple
and fast and it helps drive moredeals deals that you've been
losing until now for being alistener you get 50 per
(15:00):
send off your first month ofusing Torowave 50% off, just go
to Toro wave.com/scale It's t or o wav.com/scale get signed up
and start winning more dealslike Tracy who closed $170,000
In three days after startingagain go to Torowave.com/scale
(15:20):
Catch up and win by texting withTorowave.
And we're back. I love that, Itotally believe in that. And
that's something we talk about alot is how do we remove the
feeling of this as thiscorporate a amorphous brand that
people can't really connectwith, to there are people here
(15:42):
and you can connect with thosepeople. And you're right, when
you feel connected to them, thebuying is much stronger, much
more often much higher. i Oneexample I think of is when I was
in college, we lived in anapartment. And there was one
shop that was right downstairsthat was a little more
expensive. It was like, like aconvenience store like drinks
(16:03):
and whatnot. Yeah, a little moreexpensive. But then there was
another one up just a blockaway. Not far, that was much
cheaper. But my buddy, myroommate would always go to the
more expensive one because hehad a connection with the owner
of the shop. And he totally justlike taking care of him. And,
and so it was so funny, even incollege, when you're poor, and
you have no money, he waswilling to spend extra money
(16:25):
just because of that personalconnection. And it, it really
resonated with me. And when youtalk about it, it's so true. And
you know, we talk about it withour members and our clients.
How, how do we tell that companyfounding histories, we can
connect people to the founder tothe people at the organization,
as opposed to just hoping thatthey like a brand? That's,
(16:46):
that's a very difficult thing todo to get them to like a brand.
Give them like the people thereis much, much easier. I'm glad
you guys are doing that soundslike that's really, really
working. Totally, it definitelyworking. And you know, it's
interesting, too, because a lotof the recommendations that we
give brands when we work withthem really stemmed from just
how human behavior, right? Howdo humans behave. And that's
(17:07):
really where we start, and theneverything else flows from that.
So it's interesting, becausepeople forget, you know, this
thing called the internet hasonly been around screens right
have only been around for acouple decades here. But humans
have been around for millennia.
And so as humans, we have notevolved to, you know, operate on
online and everything. We aresocial creatures and beings that
(17:31):
learn about our environment byactually interacting and
experiencing it and touching it,you know, tact tactile feedback.
And so that's one of the thingsthat we also talk with our
customers about a lot is listen,this is just how humans have
evolved, right? If you putsomething in the hands of a
person, it's going to mean moreto them. Because the, you know,
(17:53):
our reptilian brain kicks in.
And when you get tactilefeedback on something, and you
actually can hold somethingphysically, it actually connects
with you subconsciously, more,so it strengthens that bond
between whomever sent you thisthing. And, and the actual
recipient. So, you know, a lotof the stuff that we do starts
(18:16):
from human psychology and kindof looking at, well, what is
human behavior? And how do weleverage some of those things,
because those are just thingsthat are innate as humans that
we can't turn off, becausethat's how we have evolved over
time. So a lot of a lot of thetechniques that we use, and even
kind of some of the otherexamples that I gave them really
stem from that of all right, asa human, we're already hardwired
(18:37):
to really value things that getsent to me. So how do we, you
know, super personalize thosethings? And how do we position
it and time it so that thatmoment really becomes something
that's super impactful, becauseas a human, we can't shut off
that area of our brain and kindof ignore it and have it not be
impactful. So if you're a littlebit thoughtful with your timing
(18:57):
and what you're sending, it's,it's very valuable for Brandon
for business.
I love it. I totally agree. Wesometimes we forget about that
human side of it. But that'swhat buying and selling is. It's
all about that humaninteraction. I want to know if
this is I'm loving thisconversation. But I want to
know, I mean, you did a greatjob of getting this company off
(19:19):
the ground, taking it forwardserving a lot of people becoming
successful. What were some ofthe early things that you did
Ariane that really helped youguys kind of get going and get
some momentum?
Arian Radmand (19:32):
Yeah, talking with customers, for sure. That's
something that I feel isunderstated and everybody says
it butit actually making making a
point to talk with, especiallywhen you're early and you only
don't have that many customersreally developing a good
relationship with them andreally getting as much
information out of them as aspossible is something that's
super critical. So that'ssomething that that I would do
(19:53):
for sure. And even like to thisday, I still have that kind of
built into my routine or evenOn my way home every now and
then I'll just pick up the phoneand call a couple of customers
with no other reason other thanto just kind of check in and see
how things are going. But Ican't under like, understate the
value of just talking withcustomers and just not even not
even probing and kind of lookingfor more business just in
(20:15):
general trying to understandwhat are you doing, what's
working, what's not working, andjust kind of telling me more,
and just uncovering and kind ofpeeling back the different
things they're doing. And fromthat, taking some of the
learnings that you find fromtalking with customers, and
then, you know, putting it intoyour product, or using that as
data points when you are makingdecisions as to what to build
(20:36):
and how to build is superimportant.
Like, I'll give you like, Onegreat example is a lot of the
things that we actually builtwith Ignite post in our software
has very little to do with theactual, with with our actual
technology. So one of the thingsthat we did is we found that a
lot of the people we weretalking to were marketing folks,
(20:58):
and they weren't like softwareengineers, they weren't
developers, my backgrounds insoftware engineering. So a lot
of the integrations andeverything that we built, were,
were designed to be kind of moredeep integrations that work
really, really well. But a lotof times were a little bit too
technical for the people thatwere actually using the product.
And so what we found is that weneeded to scale that back a
(21:19):
little bit. So what we, what wedid is we talked to a bunch of
people and found that everybodywho was a marketer, they were
used to the world of emails,right, they could create and
send emails and trigger emailswhenever they wanted. But to get
them to actually use ourintegration or use our API that
was something that was justunfamiliar with the to them. So
what we did in the product isactually built away, like we
(21:40):
kind of met them where theyweren't. So we built a way that
as a marketer, they couldtrigger our handwritten cards,
simply by triggering emails thatthey were already used to doing
whenever they needed card set.
And so, you know, to your point,like some of the early things
that we did that helped us grow,were just removing friction
points. And sometimes it wasjust kind of thinking outside of
the box of okay, well, you don'tknow how to use this, this
(22:03):
interface fine. What do youknow, and hear what we'll give
you will make it super easy foryou. So just talking with
customers, understanding whatthey're doing, and just be
willing to do things that areunconventional just to make
things easier for people, Ithink was was a huge help
getting started on getting offthe ground. Yeah, I mean, I
think that's amazing. I'vepreached, talk to your
customers, talk to yourcustomers, talk to your
(22:24):
customers. And it sounds likeyou guys have learned a lot
about how to improve theproduct, and also maybe how to
sell them more. But my guess isthat you've improved your churn
rate and your retention rate,because these conversations,
people feel like, Oh, I know,Ari, and he's the CEO, you know,
they feel like they know you andare more connected. So have you
seen that? Have you done anystudies on that? Or is it just
(22:46):
more anecdotal that you feellike the churn rate is better is
lower? Because you have thatconnection with your customers?
Yeah, so I don't have any data.
Anecdotally, I can tell youthat, that seems to be the case,
especially when people willstart to get to know you. And
they start reaching out for someother suggestions of like, Hey,
I'm thinking about doing thingsXY and Z. What are your
(23:08):
thoughts, right? So anecdotally,when people start just reaching
out and kind of wanting toengage with you to just riff on
ideas, and just think about whatare some other things we can do,
anecdotally, that that's how Ican tell those things are
working. However, we havedefinitely worked with
customers, and help themincrease their retention rates
and reduce their churn rates,for sure. And that we actually
(23:30):
have a lot of hard data on. Sothat's an interesting segment as
well, because our solution isreally a retention solution.
That's our bread and butter, alot of the brands we work with,
that's exactly what they usethis for is to help reduce churn
to help extend customer LTV, bydeveloping that relationship.
(23:50):
And by injecting those points ofsurprise and delight at a time
where it would it would makesense so that we have a lot of
data on for our own business.
It's more anecdotal, but wedefinitely are seeing people
come back again and again, andthen also look for other
opportunities. Once they kind ofget their initial experiences
set up. They look for otheropportunities to expand as well.
(24:11):
So those are the trends that welike to see.
Matt Wolach (24:16):
Fantastic stuff. As we wrap up here. What advice
would you give to other earlystage software leaders as they
try to, you know, grow theircompany and make things happen?
Yeah.
Arian Radmand (24:27):
There's probably a bunch of advice, I would say.
So one of the things that I havefound super useful is putting
together a mentoring counsel inareas that you know, I'm
deficient in. So you know, youcan't be an expert in
everything. And so one of thebiggest pieces of advice I would
have is figure out what are themain pieces of of your business
(24:48):
that are going to be importantor critical to your success, and
then go and look for the bestpeople that you can possibly
find to mentor you and give youcounsel in those areas. So that
was one thing thatI did early on that was a
learning actually from myprevious business that I carried
into this one is to make surethat for all of those kind of
critical areas, I have somebodythat I can literally just pick
(25:09):
up the phone and call and talkthrough, that knows a lot more
than I do. And then I guess, topiggyback on that point to the
other thing is being able tofigure out how to delegate and
shift responsibilities as yougrow the business, to your team
members. And so having a team,being able to know what team to
(25:30):
put around you, and trusting toshift responsibilities to them
is also critical to grow, likeour team here is amazing.
Everyone at the company, intheir role is much better at the
role than I was, but you have tostart by by doing it all
yourself, because you don't knowwhat roles you need. You don't
know, you know who to hireunless you actually start doing
(25:51):
it yourself first. So you've gotto start there. But then you
know, as as quickly as, as youpossibly can, getting people the
right people in the right placethat know a lot more than you do
about those specific rules.
Super important. So like that's,that's my whole concept is, how
do I go and put better peoplethan me in the roles that and
(26:12):
then set them up for success?
Matt Wolach (26:15):
I love it. Super great advice. That's an awesome
way to scale is to figure it outyourself and then put somebody
in place who's better than that.
And wow, now you've got a teamof experts who is absolutely
crushing it, and it's a greatway to grow. And also, everybody
out there, you heard him saybasically just go find Matt and
help him. Have him help youExactly. Right. Right. That's
what he said. Okay, cool. Yeah.
(26:35):
Verbatim. Well, this is great.
This is great. All right. AndI've learned a lot. I really
appreciate you coming on.
Obviously, I think we have agreat relationship already. But
it was fun to hear your storyand and share it with our
audience. How can our audiencelearn more about you and ignite
post?
Arian Radmand (26:47):
Yeah, well, so the easiest way, one of the
coolest things is I wouldactually say visit
ignitepost.com. And you can haveone of our robots write you out
a sample and mail it to yourhouse. So if you visit ignite
post.com, you'll see there's abutton that says get a sample,
click on it. Fill out your info,and one of our robots will write
and mail your samples. That'sthe easiest way to get in touch
(27:09):
with us and to see what we'reall about.
Matt Wolach (27:12):
That's super cool.
I definitely recommend that it'ssome really slick stuff that
they're doing over there, Arian.
This has been great. Thanks somuch for coming on the show.
Hey, Matt, thanks so much forhaving me. This was awesome. I
was always love chatting withyou.
Likewise, everybody out therethanks for being here. By the
way, we are looking for reviews.
If you think this show ishelpful for you. Please give us
a review on Apple or Spotify.
(27:32):
That's really helpful for us letus know what we can do to
improve but also shows otherpeople that this is a great show
that's going to help them Scaletheir SaaS. So thank you very
much for coming, and we will seeyou next time. Take care.
Intro/ Outro (27:45):
Thanks for listening to Scale Your SaaS for
more help on finding great leadsand closing more deals. Go to
Mattwolach.com
I know we fall into such a trap of when we're
(00:13):
working with closing a deal, wewant to just email them email,
that email, email, and itbecomes so easy so that us and
even our teams are just kind ofpounding emails. And eventually
they stop working and peopledon't care and they start
deleting emails. And that's whywe're not closing deals that we
should Well, I talked to ArianRadmand. He's from IgnitePOST.
And he has found a really uniqueway to kind of separate and
(00:35):
differentiate from the groupthat's just pounding with emails
trying to get deals closed. Andwhat he does ignite post, they
send personalized letters, butthey do it at scale, because
they have robots that write itout with an actual pen. So it's
not perfect, it doesn't looklike a perfect font that a
printer printed, it looks like areal handwritten letter. And
what they're doing is you canput in what you want it to do,
(00:56):
and it'll send out mail it allout for you so that people feel
like they're getting thatamazing personal touch. And it's
really differentiating peopleare using it are differentiating
in a big way. He calls itmoments of surprise and delight,
which I love. And I think you'rereally going to like this, there
are ways that you candifferentiate in your marketing
you may not have thought of yetand Adrienne's got some great
(01:17):
ideas for you definitely checkthis out if you want to close
more deals.
Intro/ Outro (01:21):
Welcome to Scale Your SaaS, the podcast that
gives you proven techniques andformulas for boosting your
revenue and achieving your dreamexit brought to you by a guy
who's done just that multipletimes. Here's your host, Matt
Wallach.
Arian Radmand (01:37):
I'm doing awesome. This is great. Thanks
Matt Wolach (01:37):
And welcome to Scale Your SaaS Thank you very
so much for having me.
much for being here. Really gladyou're here. Thanks for coming
in. Listen, and we're here tohelp you scale your SaaS exactly
what the show is called so thatyou can learn how to sell more.
You can learn how to close moredeals, grow your company and all
the fun things that come fromthat. And I am elated to have
one of my own clients with ustoday. Arian Radmand. Arian,
how're you doing?
(02:02):
Absolutely. Ireally appreciate you being
here. Let me make sure everybodyknows who you are Ariane. So
Arian is the CEO and presidentat IgnitePOST. And IgnitePOST is
a service that helps brandscreate magic moments for their
customers, their real pen andink handwritten notes cut
through the digital noise tosurprise and delight customers
exactly where they are in theirshopping journeys. They do some
(02:22):
incredible stuff. I can't waitfor you to hear about it. He's
also the former co-founder andCTO at coach up Aryan knows his
stuff when it comes to growing abusiness. So Arian, I'm so glad
to have you here. Thanks forcoming on the show.
Arian Radmand (02:33):
Oh, thank you.
I'm excited to dive into this.
I'm sure there's a lot of goodstuff to get through.
Matt Wolach (02:39):
Oh, for sure. For sure. So tell me what's been
going on with you lately? Andwhat's coming up?
Arian Radmand (02:44):
Oh, wow. So do you want to know on the personal
side, professional sideanywhere, it doesn't matter?
Matt Wolach (02:50):
Either, either.
Whatever you feel like.
Arian Radmand (02:52):
Well, on on the personal side, super excited.
I'm getting married later onthis year. So getting married in
a couple of months here. So I'min the throes of wedding
planning. So you know how, howthat is. So a little bit crazy.
Matt Wolach (03:05):
If it's a couple of months away, it's definitely
crazy time.
Arian Radmand (03:08):
Yeah, I'm super excited. So I've got that going
on. And then with the businesswith Ignite post Q4 is typically
our busiest. So right nowthere's a lot of prep going on,
in terms of getting ready forQ4. So you know, we've got Black
Friday, Cyber Monday coming up.
So we've got some things in thework there some some prep going
on there. And then obviously,around the holidays with, you
know, Christmas cards andThanksgiving and everything that
(03:30):
gets super busy. So right nowI'd say you know, kind of end of
summer is a lot of prep work. Soa lot of a lot of stuff going
on. On in that realm, I'd say. Iwould imagine for sure. Yeah,
definitely. Now that youmentioned, and I bet it's a huge
time for you. I want to go back,though. So how did this whole
idea for Ignite posts comeabout? Yeah, so the whole idea
(03:51):
with Ignite post is really tohelp brands develop
relationships with theircustomers at scale. And
actually, the kind of conceptcame more moreso when I was at
my previous business atCoachella, essentially what we
were doing, we were connectingathletes and private coaches in
about 30 different sports allacross the nation. But from
(04:12):
doing that, what I really what Irealized is that the athlete and
coach pairs that reallyperformed the best and did the
best, there was a reason and itwas because they developed this
really strong bond and thisreally strong relationship over
the course of their training.
And so what I wanted to do is Ikind of wanted to replicate that
aspect of the relationshipbuilding, but give brands a way
(04:36):
to do this at scale. And Ireally noticed that there were
there were two major trendshappening, which was the whole
idea of why I thought it was soimportant. And the two major
trends were number one digitalsaturation. Right now everybody
is crushed in the sea of what Ilike to call digital noise.
Whether that is you know, anemail inbox that just is
(04:57):
exploding on a daily basiswhether
It's you know, digital ads thatget pushed our way on literally
every device and screen that weown SMS messages, you know, you
name it notifications, and Ididn't see that trend is
declining, if anything, it wasgoing to get worse, right,
there's going to be more of allof those things. So that was
number one. And then the secondthing I saw is that brands were
(05:19):
actually losing the ability andthe credibility to connect with
their customers in a way thatthey can get their message
across that their customer wouldactually believe and trust them,
right? The first thing that youdo, if you hear of any new
brand, or any new product oranything that you're thinking of
using, what do you do, you goand you read reviews, or you see
what everybody else is saying,but not what the actual flip
(05:40):
brand is saying. So that meansthat the two big major problems
out there were one, being ableto actually reach your customer
and cutting through the noise.
And then when you actually reachthem,
having touchpoints that willactually develop the
relationships so that they trustwhat you're saying, so that when
they decide to come back andpurchase, again, they purchase
from you, and they don't just gosomewhere else. So you know, I
(06:02):
guess that's a long winded wayof of kind of the journey of how
I got to where we are. And sowith Ignite post, that's
essentially what we aim to do.
We aim to help brands develop arelationship, a deeper
relationship. And the way theproduct works is really aimed at
solving those two majorproblems, those two major trends
that we saw. So that's what webuilt. And the way that we went
about it is we've done we areour platform is part hardware
(06:26):
and part software. So thesoftware is designed to
integrate into marketingautomation platforms, e commerce
platforms to meet our customersexactly where they are. So they
don't have to go learn a wholenew tool. So it's really
designed to integrate into theplatforms that they already use.
And then on the other side, ourhardware, so we have a fleet of
(06:49):
robots that will hold real bigballpoint pens and will write
out real handwritten notes andan actual handwriting style. And
the combination of the twoallows any brand to create a
very perfectly timed and craftedmoment that really drives users
to action. And so that was thewhole, the whole idea was kind
(07:10):
of putting those two together.
And that's really where thepower comes from.
Matt Wolach (07:16):
I love it. It's so wild for me to think of these
robots writing out letters. Andthe fact that it's with a real
pen means it's not perfect,because I think we've all seen
it where we order these cards,and we get it in a certain font
that looks like handwriting, butit's printed out perfect. And
there's no mistakes and there'snothing. And so, you know, it's
not really handwritten, butthese look legitimately
(07:39):
handwritten. So you're, you'reliterally personalizing at
scale, right? Oh, wow, look atthat. For those of you who are
seeing the video, you can seethem all right there. It looks
like a real handwritten letter.
You're personalizing at scale.
And I think that's a big thing.
You're, you're you're impacting.
Yeah, look at that. That'sinsane. That's amazing. I love
that you brought some visualaids, that's perfect. Yeah, if
(08:00):
you're listening on the podcastright now, go look at this on
YouTube, and you'll see itthere. And he's got the the
writing there on the card. It'sreally cool. I mean,
personalization, it's a greatway to, like you said, get
buyers to kind of believe in youand trust you. And it shows that
you care about them. It's notjust some mass blast thing. And
(08:22):
I think that that's reallyspecial. I'm sure that people
using ignite posts are seeingbenefits of that, right?
Absolutely. Absolutely. Yeah.
And it's interesting, too. Sowhen you say personalization,
there's so many differentlayers, like an onion, you can
pull back the different layersof personalization.
Arian Radmand (08:38):
And to your point to Yeah, we actually, when we
talk with customers, we actuallydon't even call our solution
direct mail, because it is sodifferent. And a lot of times,
if you say, Oh, we're a directmail service, people do think of
that kind of mass marketing,mass mail. And they do a lot of
what you mentioned, right?
Having these fonts that kind oflook handwritten, but you can
really tell this just came outof a printer, you're not fooling
(08:59):
anybody, if anything, you'reinsulting me. So.
So, you know, we purposely don'teven call this solution direct
mail just because it's sodifferentiated. And then the
results are different as well.
So you know, when we compareourselves to, you know, if we
work with a company that hasdone direct mail, before in the
past, our barometer, so wetypically perform about 10 times
(09:20):
better than direct mail. So justto kind of give you an idea of
where where we fall. So thoseare just some some kind of quick
stats. But yeah, I'm happy todive in more.
Matt Wolach (09:34):
I love that. I mean, 10 times better. I think
that that's echoed if you wereto look at say you're doing an
email campaign, right? If youwere just to do a mass blast,
email campaign and spray andpray and hope you're probably
going to have results that are1/10 as strong as if you
actually went and looked atsomebody did some
personalization showed them thatyou care about them and really
(09:55):
aimed at one person that is muchstronger. Same thing here this
field
Arian Radmand (10:00):
was very personal people get it, they see, hey,
this this, this person caresabout me I didn't even realize
it. I'm not just one of several1000. And I think that's exactly
pretty big. And it's, it's a wayto differentiate, right? Totally
weighted to differentiate. And,you know, keep in mind when we
talk about personalization.
Nowadays, everybody viewsthemselves as a VIP, right?
Everyone wants to be treatedlike a VIP, everyone thinks
(10:22):
they're, you know, that they'respecial, and they deserve to be
treated as such. And so a lot ofthe things we do when we work
with brands is figuring out howdo we inject those points within
the customer journey, to givepeople that feeling, right,
there's a very easy way to makesomebody to stand out from the
rest of the brands, becausenobody's doing it. And to make
your customers feel like a VIP,that leaves a lasting impression
(10:46):
so that you can turn you know, afirst time customer into a
raving fan that comes back againand again, and even refers you
right? So, you know, a lot ofthe work that we do with brands
is really examining the customerjourney, and figuring out where
are these points that we caninject some of these these
personalization. But really, howdo we inject some
(11:09):
some points that really hit homewith people. And the way we
actually do that, as is actuallyusing a lot of human psychology
and some like putting a littlebit of science behind it as
well. So there's a fewprinciples that we like to
follow when we're examining thecustomer journey and giving our
advice as to where we should,you know, put these touch points
in. So one of the things alongthe sides of personalization
(11:31):
that you you kind of asked aboutis, when you say there's
actually a lot of data out therethat shows that as a brand, if
you can connect your customerwith the artisan behind your
service or your product, that itcreates that kind of emotional
connection and bond that getspeople to come back again and
again, right. And this is thisis kind of how humans have
(11:53):
evolved over time, right? In thepast, what happened is, if you
wanted to go and buy, you know,a chair table, you actually went
and talked to the artisan andsaid, I want to I want to buy a
chair table, and you actuallytalk to the person that made the
thing that you're going to buy.
Now fast forward in the age ofyou know, Amazon, you can go and
buy, you know, a blender oranything, I never even interact
(12:14):
with a human being right you go,you can search, you can buy
something, and it will getdelivered. And you have no idea
of the effort or who went intoactually making that product. So
one of the things that we do,one of the most effective things
that we do with brands is figureout points along the customer
journey where we can actuallyconnect them with the people
(12:35):
behind the company that actuallyare performing the service or
making the product. And what wefound is that that humanizes the
brand a little bit more. And aspeople we want to buy from other
people, right. And so if you cando that, and this is a very
simple, easy way to do this atscale is to simply have a note
come from whoever the artisanwas at the brand that was went
(12:58):
into actually making the productor packing the product or
whatever you want. It's a verysimple, easy way to scale
connect your brand, humanize thebrand, with the with your
customer. And then the customerbecomes a customer for life
because they feel they feel thatbond. They feel that connection.
So but to your point, it allstarts with this this idea of
(13:20):
personalization and how do we godeep? And how do we really give
someone that unique VIPpersonalized experience.
Intro/ Outro (13:29):
We'll be right back.
Unknown (13:32):
Scale Your SaaS is supported by Torowave.
Matt Wolach (13:37):
Lots of software leaders I talked to are looking
to scale their SaaS and I keephearing over and over about one
major struggle getting ghostedby buyers after the demo. How
frustrating is it when you havea great demo? You're feeling
good they like it. It seems likea done deal. And then crickets
nothing reach out they're notresponding to you at all. And
when these software companiesthey asked me to dive in, I
(13:58):
noticed that the sellers arefollowing up the wrong way or
actually I should say with thewrong medium. What they're doing
is they're hammering emails overand over again. I got a
newsflash for you emaileffectiveness is dwindling down
and down every year. So why beatyour head against the wall
losing all kinds of businessstart texting mixing texts along
(14:19):
with emails and calls and watchyour conversion rates go up in
fact conversion rates go up byabout 50% When you use texting
as part of the follow up peopleare used to it and did you know
though response rate on texts is98% 98%. So why throw emails
into a black hole knowing thatthey're never gonna get returned
(14:39):
text buyers and get results butdon't use your own phone all
kinds of security and complianceissues if you do also none of
that data is with your company.
That's not good. Instead usethis system Toro wave Toro wave
is designed for sales. It makestexting with buyers super simple
and fast and it helps drive moredeals deals that you've been
losing until now for being alistener you get 50 per
(15:00):
send off your first month ofusing Torowave 50% off, just go
to Toro wave.com/scale It's t or o wav.com/scale get signed up
and start winning more dealslike Tracy who closed $170,000
In three days after startingagain go to Torowave.com/scale
(15:20):
Catch up and win by texting withTorowave.
And we're back. I love that, Itotally believe in that. And
that's something we talk about alot is how do we remove the
feeling of this as thiscorporate a amorphous brand that
people can't really connectwith, to there are people here
(15:42):
and you can connect with thosepeople. And you're right, when
you feel connected to them, thebuying is much stronger, much
more often much higher. i Oneexample I think of is when I was
in college, we lived in anapartment. And there was one
shop that was right downstairsthat was a little more
expensive. It was like, like aconvenience store like drinks
(16:03):
and whatnot. Yeah, a little moreexpensive. But then there was
another one up just a blockaway. Not far, that was much
cheaper. But my buddy, myroommate would always go to the
more expensive one because hehad a connection with the owner
of the shop. And he totally justlike taking care of him. And,
and so it was so funny, even incollege, when you're poor, and
you have no money, he waswilling to spend extra money
(16:25):
just because of that personalconnection. And it, it really
resonated with me. And when youtalk about it, it's so true. And
you know, we talk about it withour members and our clients.
How, how do we tell that companyfounding histories, we can
connect people to the founder tothe people at the organization,
as opposed to just hoping thatthey like a brand? That's,
(16:46):
that's a very difficult thing todo to get them to like a brand.
Give them like the people thereis much, much easier. I'm glad
you guys are doing that soundslike that's really, really
working. Totally, it definitelyworking. And you know, it's
interesting, too, because a lotof the recommendations that we
give brands when we work withthem really stemmed from just
how human behavior, right? Howdo humans behave. And that's
(17:07):
really where we start, and theneverything else flows from that.
So it's interesting, becausepeople forget, you know, this
thing called the internet hasonly been around screens right
have only been around for acouple decades here. But humans
have been around for millennia.
And so as humans, we have notevolved to, you know, operate on
online and everything. We aresocial creatures and beings that
(17:31):
learn about our environment byactually interacting and
experiencing it and touching it,you know, tact tactile feedback.
And so that's one of the thingsthat we also talk with our
customers about a lot is listen,this is just how humans have
evolved, right? If you putsomething in the hands of a
person, it's going to mean moreto them. Because the, you know,
(17:53):
our reptilian brain kicks in.
And when you get tactilefeedback on something, and you
actually can hold somethingphysically, it actually connects
with you subconsciously, more,so it strengthens that bond
between whomever sent you thisthing. And, and the actual
recipient. So, you know, a lotof the stuff that we do starts
(18:16):
from human psychology and kindof looking at, well, what is
human behavior? And how do weleverage some of those things,
because those are just thingsthat are innate as humans that
we can't turn off, becausethat's how we have evolved over
time. So a lot of a lot of thetechniques that we use, and even
kind of some of the otherexamples that I gave them really
stem from that of all right, asa human, we're already hardwired
(18:37):
to really value things that getsent to me. So how do we, you
know, super personalize thosethings? And how do we position
it and time it so that thatmoment really becomes something
that's super impactful, becauseas a human, we can't shut off
that area of our brain and kindof ignore it and have it not be
impactful. So if you're a littlebit thoughtful with your timing
(18:57):
and what you're sending, it's,it's very valuable for Brandon
for business.
I love it. I totally agree. Wesometimes we forget about that
human side of it. But that'swhat buying and selling is. It's
all about that humaninteraction. I want to know if
this is I'm loving thisconversation. But I want to
know, I mean, you did a greatjob of getting this company off
(19:19):
the ground, taking it forwardserving a lot of people becoming
successful. What were some ofthe early things that you did
Ariane that really helped youguys kind of get going and get
some momentum?
Arian Radmand (19:32):
Yeah, talking with customers, for sure. That's
something that I feel isunderstated and everybody says
it butit actually making making a
point to talk with, especiallywhen you're early and you only
don't have that many customersreally developing a good
relationship with them andreally getting as much
information out of them as aspossible is something that's
super critical. So that'ssomething that that I would do
(19:53):
for sure. And even like to thisday, I still have that kind of
built into my routine or evenOn my way home every now and
then I'll just pick up the phoneand call a couple of customers
with no other reason other thanto just kind of check in and see
how things are going. But Ican't under like, understate the
value of just talking withcustomers and just not even not
even probing and kind of lookingfor more business just in
(20:15):
general trying to understandwhat are you doing, what's
working, what's not working, andjust kind of telling me more,
and just uncovering and kind ofpeeling back the different
things they're doing. And fromthat, taking some of the
learnings that you find fromtalking with customers, and
then, you know, putting it intoyour product, or using that as
data points when you are makingdecisions as to what to build
(20:36):
and how to build is superimportant.
Like, I'll give you like, Onegreat example is a lot of the
things that we actually builtwith Ignite post in our software
has very little to do with theactual, with with our actual
technology. So one of the thingsthat we did is we found that a
lot of the people we weretalking to were marketing folks,
(20:58):
and they weren't like softwareengineers, they weren't
developers, my backgrounds insoftware engineering. So a lot
of the integrations andeverything that we built, were,
were designed to be kind of moredeep integrations that work
really, really well. But a lotof times were a little bit too
technical for the people thatwere actually using the product.
And so what we found is that weneeded to scale that back a
(21:19):
little bit. So what we, what wedid is we talked to a bunch of
people and found that everybodywho was a marketer, they were
used to the world of emails,right, they could create and
send emails and trigger emailswhenever they wanted. But to get
them to actually use ourintegration or use our API that
was something that was justunfamiliar with the to them. So
what we did in the product isactually built away, like we
(21:40):
kind of met them where theyweren't. So we built a way that
as a marketer, they couldtrigger our handwritten cards,
simply by triggering emails thatthey were already used to doing
whenever they needed card set.
And so, you know, to your point,like some of the early things
that we did that helped us grow,were just removing friction
points. And sometimes it wasjust kind of thinking outside of
the box of okay, well, you don'tknow how to use this, this
(22:03):
interface fine. What do youknow, and hear what we'll give
you will make it super easy foryou. So just talking with
customers, understanding whatthey're doing, and just be
willing to do things that areunconventional just to make
things easier for people, Ithink was was a huge help
getting started on getting offthe ground. Yeah, I mean, I
think that's amazing. I'vepreached, talk to your
customers, talk to yourcustomers, talk to your
(22:24):
customers. And it sounds likeyou guys have learned a lot
about how to improve theproduct, and also maybe how to
sell them more. But my guess isthat you've improved your churn
rate and your retention rate,because these conversations,
people feel like, Oh, I know,Ari, and he's the CEO, you know,
they feel like they know you andare more connected. So have you
seen that? Have you done anystudies on that? Or is it just
(22:46):
more anecdotal that you feellike the churn rate is better is
lower? Because you have thatconnection with your customers?
Yeah, so I don't have any data.
Anecdotally, I can tell youthat, that seems to be the case,
especially when people willstart to get to know you. And
they start reaching out for someother suggestions of like, Hey,
I'm thinking about doing thingsXY and Z. What are your
(23:08):
thoughts, right? So anecdotally,when people start just reaching
out and kind of wanting toengage with you to just riff on
ideas, and just think about whatare some other things we can do,
anecdotally, that that's how Ican tell those things are
working. However, we havedefinitely worked with
customers, and help themincrease their retention rates
and reduce their churn rates,for sure. And that we actually
(23:30):
have a lot of hard data on. Sothat's an interesting segment as
well, because our solution isreally a retention solution.
That's our bread and butter, alot of the brands we work with,
that's exactly what they usethis for is to help reduce churn
to help extend customer LTV, bydeveloping that relationship.
(23:50):
And by injecting those points ofsurprise and delight at a time
where it would it would makesense so that we have a lot of
data on for our own business.
It's more anecdotal, but wedefinitely are seeing people
come back again and again, andthen also look for other
opportunities. Once they kind ofget their initial experiences
set up. They look for otheropportunities to expand as well.
(24:11):
So those are the trends that welike to see.
Matt Wolach (24:16):
Fantastic stuff. As we wrap up here. What advice
would you give to other earlystage software leaders as they
try to, you know, grow theircompany and make things happen?
Yeah.
Arian Radmand (24:27):
There's probably a bunch of advice, I would say.
So one of the things that I havefound super useful is putting
together a mentoring counsel inareas that you know, I'm
deficient in. So you know, youcan't be an expert in
everything. And so one of thebiggest pieces of advice I would
have is figure out what are themain pieces of of your business
(24:48):
that are going to be importantor critical to your success, and
then go and look for the bestpeople that you can possibly
find to mentor you and give youcounsel in those areas. So that
was one thing thatI did early on that was a
learning actually from myprevious business that I carried
into this one is to make surethat for all of those kind of
critical areas, I have somebodythat I can literally just pick
(25:09):
up the phone and call and talkthrough, that knows a lot more
than I do. And then I guess, topiggyback on that point to the
other thing is being able tofigure out how to delegate and
shift responsibilities as yougrow the business, to your team
members. And so having a team,being able to know what team to
(25:30):
put around you, and trusting toshift responsibilities to them
is also critical to grow, likeour team here is amazing.
Everyone at the company, intheir role is much better at the
role than I was, but you have tostart by by doing it all
yourself, because you don't knowwhat roles you need. You don't
know, you know who to hireunless you actually start doing
(25:51):
it yourself first. So you've gotto start there. But then you
know, as as quickly as, as youpossibly can, getting people the
right people in the right placethat know a lot more than you do
about those specific rules.
Super important. So like that's,that's my whole concept is, how
do I go and put better peoplethan me in the roles that and
(26:12):
then set them up for success?
Matt Wolach (26:15):
I love it. Super great advice. That's an awesome
way to scale is to figure it outyourself and then put somebody
in place who's better than that.
And wow, now you've got a teamof experts who is absolutely
crushing it, and it's a greatway to grow. And also, everybody
out there, you heard him saybasically just go find Matt and
help him. Have him help youExactly. Right. Right. That's
what he said. Okay, cool. Yeah.
(26:35):
Verbatim. Well, this is great.
This is great. All right. AndI've learned a lot. I really
appreciate you coming on.
Obviously, I think we have agreat relationship already. But
it was fun to hear your storyand and share it with our
audience. How can our audiencelearn more about you and ignite
post?
Arian Radmand (26:47):
Yeah, well, so the easiest way, one of the
coolest things is I wouldactually say visit
ignitepost.com. And you can haveone of our robots write you out
a sample and mail it to yourhouse. So if you visit ignite
post.com, you'll see there's abutton that says get a sample,
click on it. Fill out your info,and one of our robots will write
and mail your samples. That'sthe easiest way to get in touch
(27:09):
with us and to see what we'reall about.
Matt Wolach (27:12):
That's super cool.
I definitely recommend that it'ssome really slick stuff that
they're doing over there, Arian.
This has been great. Thanks somuch for coming on the show.
Hey, Matt, thanks so much forhaving me. This was awesome. I
was always love chatting withyou.
Likewise, everybody out therethanks for being here. By the
way, we are looking for reviews.
If you think this show ishelpful for you. Please give us
a review on Apple or Spotify.
(27:32):
That's really helpful for us letus know what we can do to
improve but also shows otherpeople that this is a great show
that's going to help them Scaletheir SaaS. So thank you very
much for coming, and we will seeyou next time. Take care.
Intro/ Outro (27:45):
Thanks for listening to Scale Your SaaS for
more help on finding great leadsand closing more deals. Go to
Mattwolach.com
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Therapy Gecko
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.