SaaS Sessions

In this episode, I hosted Luke Diaz, Director of Customer Success at AppZen.

Luke is passionate about building and leading high-performance customer-success orgs.

We explored strategies for achieving best-in-class gross and net retention, emphasizing the importance of customer onboarding, churn post-mortems, and aligning compensation plans.

We also discussed how to use the voice of the customer to prevent churn.

All this and more w...

In this episode, I hosted Phil Putnam, VP of Sales Enablement at Notified to talk about Sales Enablement.

Phil has spent over a decade working in SaaS in various roles.

Phil talks about his responsibility as a sales enablement leader at Notified and what exactly he does in his role.

He also shares how you can build a new enablement practice in your org. Phil shares about what you should do, what you shouldn't do,...

In this episode, I hosted Abby Hehemann, Director of Product Marketing at GetResponse to talk about setting up a customer marketing framework.

With over 14 years of experience, Abby is a specialist in strategic product positioning and value-driven messaging.

Abby shares the customer marketing framework that she and her team use at GetResponse and how you can build on yourself.

She also shares her thoughts on what ma...

In this episode, I hosted Ankit Chaturvedi, VP & Global Head of Marketing at RateGain.

RateGain is India’s first publicly listed SaaS company. They help Hotels and Travel companies accelerate their revenue through acquisition, retention, and wallet share expansion. If you’ve ever booked travel online, you’ve experienced RateGain. 

Ankit has over 15+ years of experience, and he shares his thoughts on marketing teams having Reven...

In this episode, I hosted Semir Jahic who is a Global Expansion Leader at Clari. He is also an LP at Stage 2 Capital. Semir was the first hire for Clari in Europe and helped them expand into the region. Since then, he's helping Clari expand its operations globally. Expanding your SaaS business globally is a challenge. And Semir points out the traits of the right market for expansion. He also talks about some delaying factors that y...

In this episode, I hosted Aditi Sinha, Co-founder of Locale.ai to talk about pivoting at an early stage.

Aditi talks about the story behind building Locale and how over time they decided to pivot their original product.

She also shares how they go the idea for the pivot and why it was necessary for the growth. And how they communicated it to their internal employees, customers, and investors.

Pivots come with new challenges - and ...

In this episode, we hosted Erik Newton, CMO at Hubilo to talk about the art of lead nurturing.

Erik points out that the average marketing touches required to win a deal in B2B have gone up significantly. And hence lead nurturing has become more important than ever.

We discussed what constitutes a lead nurture program. How to build one? And what role does marketing automation play in these programs?

Erik also shares his successful l...

In this episode, I hosted Vikram Bhaskaran, Fractional CMO (former VP of Marketing, Chargebee). He has over a decade of experience in B2B SaaS Marketing at companies like FusionCharts, Freshworks, and Chargebee.

I spoke to Vikram about marketing funnels and what role they play in a marketing function of a B2B SaaS. Discussed the full-funnel breakdown and different stages involved in a sales-led model and a PLG model.

Vikram also s...

In this episode, we hosted Kanika Khurana, Chief of Staff - Driving Strategic Priorities at Chargebee.

As a Chief of Staff, Kanika shares the roles and responsibilities that are required for anyone who wants to get into this role.

From her experience, she shared when should a company actually hire for this role? And also how do you measure success for it?

For someone who is trying to get hired as a Chief of Staff, yo...

In this episode, we hosted Girish Redekar, Cofounder at Sprinto to talk about the importance of security and compliances for SaaS startups whether you're selling to other startups or SMBs or enterprise companies.

Girish is a second time founder with Sprinto. Previously he was the founder of RecruiterBox which saw an amazing exit. Post the exit, Girish worked on several amazing ideas and Sprinto was the one they picked.

Sp...

We hosted Abhash Kumar, VP of Marketing at Springworks to talk about building a culture OS in this episode. 

Abhash has nearly a decade of experience at high-growth companies like BYJU's, YourStory, and now at Springworks. Springworks is one of the fastest-growing HR tech companies in India known not only for tech but also for their innovative culture OS.

Abhash shares the playbooks and all the secrets behind the amazing cultu...

We hosted Kausambi Manjita, Founder & CEO at Mason, in this episode. She was a guest on the S4E5 of the show previously.

Mason is the no-code automation engine - made for commerce. In the episode, Kaus talks about tapping on the no-code wave focusing on the eCommerce vertical.

She also shares their exciting experience in pivoting from Kubric to Mason.

Connect with Kaus on LinkedIn - https://www.linkedin.com/...

In this episode, we hosted Ruchin Kulkarni, Co-founder of Toplyne.io to talk about product-led growth.

Toplyne helps sales teams at product-led companies convert their freemium users!

Prior to this, Ruchin was with Sequoia overlooking the growth stage investing in SaaS, dev tools, and enterprise software.

While at Sequoia, he worked with a bunch of PLG companies. Ruchin shared about the opportunities he saw in the PLG space in Indi...

In this episode, we hosted Praveen Das, Co-founder of Factors.ai, to answer frequent questions about marketing data and analytics.

We start with discussing how B2B marketing has changed over the years, and how the change has affected data capturing. Also, how new types of GTM influence analyzing the data.

Are we in the Data 3.0 world? Data 1.0 was about capturing; Data 2.0 was about stitching it and building relationships. Is Data ...

In this episode, we hosted Arjun Pillai, former Founder & CEO at Insent.ai and currently SVP Products and Growth at ZoomInfo, to talk about Insent's exit to ZoomInfo.

Insent.ai is Arjun's second exit. He exited his first company, Profoundis, to FullContact back in 2016. Post which, he went on to build Insent.ai, which got acquired within three years.

We talked about the entire journey of the acquisition, right from the initial ...

In this episode, we invited Sairam Krishnan, Marketer in Residence at Accel, to talk about Storytelling.

Sairam has over a decade of experience in Marketing with companies like Freshworks, Wingify, iMocha, and currently Accel.

We start by talking about what got Sairam interested in storytelling when he joined Freshworks back in 2011.

Sairam talks about how to tell a story for each audience. Whether you're an investor, founder, or e...

In this episode, we hosted Sreedhar Peddineni, Co-founder at GTM Buddy.

Sreedhar has been in the SaaS industry for over 2 decades now. He started his first company, Host Analytics back in 2001.

In 2011, he cofounded Gainsight (previously JBara Software) along with Jim Eberlin.

After a great exit with Gainsight, Sreedhar is currently building GTM Buddy where they are enabling the sales team achieve their true potential.

With Sreedha...

In this episode, we hosted Shilpa Singh, Head of GTM/Commercial Strategy at Amazon to talk about creating a GTM playbook for targeting the enterprise segment.

We discuss how a SaaS company can enter the enterprise segment and what are the best practices companies can follow.

Shilpa also shares the building blocks of a GTM strategy required to target the enterprise segment.

Moving upmarket means a lot of change, we discussed all the...

In this episode, we hosted Arundhati Balachandran, Senior Director, Customer Success at Chargebee, to discuss being data-driven in the customer success world. 

Arundhati made the shift from Sales to Customer Success at Chargebee and is now leading the team. 

She talks about the imp metrics for CS teams and the less popular but critical metrics they track at Chargebee.

She also emphasizes the Net Retention Rate and its imp...