Your sales demo is often a prospects first look into your SaaS product. It's also a focused opportunity to tell your story, build the benefits of your offering and start a relationship. In this episode, Aaron and Darren discuss their sales demos in depth and look at where they can keep improving to land more customers.
As you grow your SaaS business you'll need to create and implement process to scale, succeed, optimize as well as train new employees. Processes small and large can save you time, energy and emotions, but it's not easy to do while in the macro process of building your business.
Marketing your SaaS offering is a massive need for success. Darren and Aaron dive in to how they have developed marketing strategies over the years, with both focusing on inbound marketing, content, SEO and speaking events.
For bootstrapped SaaS companies, service can be a massive differentiator against your larger and well funded competitors. Aaron and Darren look at customer support and customers success, their differences, the building blocks and what to pay attention to as you grow how your service and support your customers.
Being the CEO of a SaaS start-up is a giant journey. Darren and Aaron discuss a recent podcast from a16z with David Ulevitch that lays out this journey into four specific phases a SaaS CEO goes through. We are each in a different stage of the 4 right now and we discuss how that looks to us and where we are trying to get to.
Churn is a constant focus of any SaaS business, even more so of any bootstrapped SaaS. Getting customers is hard and keeping them is a must to succeed. Aaron and Darren discuss how to track, view and learn from your churn so you can continue to make customers happy, keep them and grow.
Sales efforts are critical to the growth of a SaaS company. Aaron and Darren talk sales, processes and sales staff. For GatherUp, things are starting to move from 100% inbound sales to adding some outbound sales and Aaron has some hiring challenges in building a sales team.
Competitors are part of business. In this episode Darren and Aaron talk about their competitors, how closely they follow what they are up to and what the look at. Competition in SaaS is fierce so you can't ignore it, but you can't obsess over your competitors either.
Aaron and Darren dive into the design process for new features and product updates. Whitespark and GatherUp take different approaches to the design process and we look at each company's process to see what works best and why for each team.
Aaron and Darren catch up from their last few weeks and dive deep on building and managing remote teams, specifically remote development teams, via a listener question. Darren updates that Whitespark's free review tool has finally launched! Aaron recaps GatherUp's first large conference as an exhibitor at IFA 2019 in Las Vegas.
Aaron recaps some of the highlights and best presentations from SaaStr Annual in San Jose, the largest SaaS conference on earth. Darren and Aaron then look at the rebuild vs. buy decision on their billing systems and is having your billing system as essentially your 2nd product a good idea.
We dive into what our sprint cycles look like at our companies and how we plan and build features. Aaron talks about GatherUp's new sprint format for 2019 and Darren updates us on a free review research tool they are almost ready to launch.
Aaron and Darren officially launch The SaaS Venture podcast. Our topic is "The Hard Things" and we each share one of the harder things we accomplished in 2018. For Aaron it was rebranding the company to GatherUp from GetFiveStars. For Darren it was putting together the Local Search Ranking Factors, a massive local SEO study done annually.