How’d You Get That Number?! is the show that asks B2B SaaS leaders one simple question: where did that goal actually come from?
Hosted by Daren Ladua and brought to you by Outset, each episode unpacks how career-defining KPIs, revenue targets, and growth goals were set in the first place and what happened next.
If you're building go-to-market teams or chasing big numbers, this is the real story behind the metrics.
What does it take to scale a startup while prioritizing character, growth, and cutting edge technology?
In this episode, Sean Vassilaros, cofounder and CEO of KANNY, shares his entrepreneurial journey. He reflects on the challenges of raising funds, building a high character team, and how integrity, accountability, and respect play a pivotal role in hiring decisions.
Sean discusses the development of KANNY, from raising $800K in a friends and family round to building an MVP in just six weeks using AI powered development tools. He emphasizes the importance of short term goals in a startup and how focusing on three key metrics: product development, sales activity, and customer acquisition drives success. He also explores the concept of "return on character" and why it’s crucial for leaders to build teams based on high character values by holding teams accountable and ensuring they make decisions with integrity and respect.
Timestamps:
(00:00) Intro
(01:49) Sean Vassilaros’s background and journey
(03:12) The birth of KANNY
(05:45) Challenges and innovations in development
(06:20) Fundraising and building the MVP
(08:37) Accelerating development with AI
(17:13) Current status and future goals for KANNY
(22:16) Balancing work and philanthropy
Connect with our guest:
Sean Vassilaros on LinkedIn: https://www.linkedin.com/in/seanv/ (https://www.linkedin.com/in/seanv/)
Learn more about KANNY: https://www.kanny.com/ (https://www.kanny.com/)
Connect with Daren:
Daren Lauda on LinkedIn: https://www.linkedin.com/in/darenlauda/ (https://www.linkedin.com/in/darenlauda/)
Learn more about Outset: https://outsetops.com/ (https://outsetops.com/)
This episode is sponsored by:
Learn more about ekai: https://yourekai.com/ (https://yourekai.com/)
9 Oct 2025
What it Takes to Build Winning Sales Teams
What does it take to build and scale sales teams while balancing grit, empathy, and the rise of AI?
In this episode, Joe Moriarty, chief customer officer at Codio, shares his journey from QA tester to sales leader and founder. He reflects on the challenges of bootstrapping, doubling revenue under pressure, and the lessons learned from hiring his first sellers and working with outsourced BDRs.
Joe talks about the importance of curiosity, coachability, and attitude when building teams, and why empathy remains one of the most powerful differentiators in sales. He also opens up about the promise and pitfalls of AI in prospecting and content creation, and why human connection will continue to be essential for winning deals.
Timestamps:
(00:00) Intro
(01:34) Moving from QA into sales
(04:10) Overcoming challenges at Raven360
(06:35) Hiring and assessing sales team performance
(11:00) Why empathy matters in sales
(13:27) AI’s role in modern selling
(16:23) Wins with AI outbound resources
(17:56) Iterating and refining sales messaging
(19:05) Hiring and onboarding BDR teams
(21:51) Challenges of fractional CRO work
(24:16) Running rapid experiments in sales
(27:22) Using AI for GTM strategies
Connect with our guest:
Joe Moriarty on LinkedIn: https://www.linkedin.com/in/joemoriarty/ (https://www.linkedin.com/in/joemoriarty/)
Learn more about Codio: https://www.codio.com/ (https://www.codio.com/)
Connect with Daren:
Daren Lauda on LinkedIn: https://www.linkedin.com/in/darenlauda/ (https://www.linkedin.com/in/darenlauda/)
Learn more about Outset: https://outsetops.com/ (https://outsetops.com/)
This episode is sponsored by:
Learn more about HLX: https://teamhlx.com (https://teamhlx.com)
12 Sept 2025
How to Turn a $695 Product into a Multimillion-Dollar Success Story
What does it take to tackle a seemingly impossible business challenge?
In this episode, Daren Lauda, host of How’d You Get That Number, shares a wild and unexpected story from his early career. Daren reflects on a moment when he was asked to turn a $695 XML editing tool into a multimillion-dollar project—something that seemed unthinkable at the time. But, as he reveals, leaning into the challenge transformed the company and set the stage for its eventual acquisition.
Timestamps:
(00:42) Intro
(01:17) The $695 to $50,000 transformation
(02:32) The impact of leaning in
(06:11) Shifting to operating margin expansion
Connect with Daren:
Daren Lauda on LinkedIn: https://www.linkedin.com/in/darenlauda/ (https://www.linkedin.com/in/darenlauda/)
Learn more about Outset: https://outsetops.com/ (https://outsetops.com/)
17 Jul 2025
How to Grow a Marketing Community That Drives Business Success
What does it take to scale a community-led business without burning out or selling out?
In this episode, Mike Rizzo, founder of MarketingOps.com, shares how he transformed a personal need for connection into a thriving community of thousands of marketing operations professionals. Mike opens up about the scrappy early days, the pressure of funding a million-dollar conference, and the moment he realized they needed to shift from sponsorships to a sustainable membership model.
He talks about the tactical side of building community infrastructure, the lessons he learned from using Slack, and why he believes your go-to-market stack should be treated like a product.
Timestamps:
(00:00) Intro
(02:17) Mike’s start in marketing ops
(03:23) Founding MarketingOps.com
(05:06) Why Mike committed to a $1M event
(08:12) Cash flow stress and high-stakes decisions
(11:06) Defining community success
(14:38) Growth via automation and feedback loops
(17:24) The challenges of using Slack for community
(19:36) Building the chairperson program
(22:00) Going all in after layoffs
(25:02) Shifting to a membership model
(30:10) What makes MOps-Apalooza different
(32:11) Why GTM needs product thinking
(35:02) The vision for certified GTM professionals
Connect with our guest:
Mike Rizzo on LinkedIn: https://www.linkedin.com/in/mikedrizzo/ (https://www.linkedin.com/in/mikedrizzo/)
Learn more about MarketingOps.com: https://marketingops.com/ (https://marketingops.com/)
Connect with Daren:
Daren Lauda on LinkedIn: https://www.linkedin.com/in/darenlauda/ (https://www.linkedin.com/in/darenlauda/)
Learn more about Outset: https://outsetops.com/ (https://outsetops.com/)
This episode is sponsored by:
Learn more about ekai: https://yourekai.com/ (https://yourekai.com/)
4 Jul 2025
Why Focusing Only on Demand Generation Can Hurt Your Business
Rachel Trindade, CMO at FlavorCloud, explores the challenges of balancing demand generation with brand-building to achieve ambitious revenue targets for B2B SaaS companies in an interview with Daren Lauda.
5 Jun 2025
Funnel Math SaaS Leaders Can't Ignore: How One Centaur Set Its Growth Goals
Sean Crafts, partner at BLDG Labs and HLX, discusses his journey building SaaS companies and shares how aligning data across teams helps create realistic revenue plans, especially when ambitious growth targets are missed; this is an interview with Daren Lauda.
27 May 2025
Introducing ‘How’d You Get That Number?’
Host Daren Ladua introduces the podcast, which explores the origins of B2B SaaS leaders' KPIs, revenue targets, and growth goals, revealing the stories behind the metrics.
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