This episode of SaaS Talk features Craig Davis, who's spent over a decade and a half selling software to enterprise Life Science companies worldwide.
Varun and Craig talk about what it takes to be a successful sales rep in today's market, the importance of networking, and building trust, Craig's stint in stand-up comedy, and how that has helped him become a better salesperson and more. Tune in to find out!
30 Jun 2021
ABM and Field Marketing with Nick Bennett
Varun Uday had a chat with Nick Bennett, the Director of Field and Account-Based Marketing at Alyce about the buzz surrounding ABM in SaaS.
The conversation touched upon aspects of ABM and Field Marketing such as - Targeting, Personalization, Collaborating with Sales, Events, Gifting and a whole lot more!
24 Mar 2021
Tales from a Marketer turned SaaS Founder
Swpely spent $0 on their marketing and in less than a month of their launch, have about 1000 users in their kitty!
Tech and Marketing people bring very different ideas to the table so when Jay Desai, a marketing genius launched Swpely, I just knew that I had to talk to him about it and he was kind enough to hop on to SaaS Talk!
What we spoke about:
How Jay’s audience building on LinkedIn helped him in launching Swpely
What’s Swpely and where did the idea stem from?
The research process and how he knew Swpely was it
About Swpely’s $0 marketing spend this year
How the Beta stage will affect Swpely’s product roadmap
About Swpely’s referral program that accounts for 20% of their signups.
1 Dec 2020
Everything Micro SaaS with Preetam Nath
We've all heard of SaaS. But Micro SaaS? What's that? Varun Uday uncovers the smaller world of Micro SaaS with the CEO of DelightChat, Preetam Nath.
What we spoke about:
- What is Micro SaaS and what is it not?
- How do you come up with Micro SaaS ideas?
- Is revenue generation not important here?
- What comes first? Minimum Viable Audience or Minimum Viable Product?
- How to get the first 10 customers and then moving on to 1000
- Does Micro SaaS have a glass ceiling?
- Cool Micro SaaS products out there that Preetam likes
Check out DelightChat (https://www.delightchat.io/)
And Preetam Nath (https://www.linkedin.com/in/ACoAAAm3M9ABRCON14Nv810ssOE4UyzFblexJWs?lipi=urn%3Ali%3Apage%3Ad_flagship3_feed%3BgCI9nB0FQ4WK5rQSzPZRUw%3D%3D)
26 Nov 2020
Building an audience first
Audience first of product first? New age SaaS founders are finding themselves in a soup when it comes to this part. Although, after talking to many people, I’ve come to realise there’s no right way to do it. Each approach brings its own goods with it.
To find out more, I spoke to Stewart Hillhouse over the weekend about taking the audience-first approach and the merits of it.
We covered quite a lot. Let me break it down for you -
Stewart's views on building an audience first as opposed to a product
Areas to focus on while building an audience
Why do companies take this approach?
Why consistency is key
Metrics Stewart tracks as the Head of Audience Growth
20 Oct 2020
Podcasting for B2B brands
Emily Kingland, the Lead Content Writer at Sweet Fish Media talks to Varun Uday about podcasting in the B2B space and the intricacies of it.
14 Oct 2020
Making your cold outreach strike gold
Matt Aird, the CEO of Sales Science talks to Varun Uday about the science behind a sales cold outreach campaign and best practices to make it strike gold for you.
29 Aug 2020
Taking your SaaS product to the Southeast Asian market
In this episode of SaaS Talk, Varun Uday talks to Rohit Srivastav, the Head of Growth @ Netcore Solutions about how to go about conquering the Southeast Asian market.
Topics discussed were:
4:55 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=295s) Why are billions of dollars being invested in the Southeast Asian tech sector in recent years?
6:39 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=399s) How do you ensure scalable growth given the diversity in the region?
9:33 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=573s) Do sales teams deal with a language barrier?
10:44 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=644s) Do you treat Singapore as a gateway to SEA?
13:43 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=823s) Importance of having a local presence
15:46 (https://www.youtube.com/watch?v=SgFf3VbTLDs&t=946s) Rohit's advice for startups looking to enter SEA
13 Aug 2020
Your SaaS content marketing essentials
Content marketing is extremely important in SaaS businesses and it oftentimes acts as the sole lead generation channel in many startups. Here's Varun Uday having a conversation with Sam Grover, a SaaS content strategist, and ex Global Messaging Specialist at Xero about the following topics:
2:39 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=159s) How does content contribute to the marketing pipeline?
6:25 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=385s) Nurturing leads through different stages of the funnel
8:29 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=509s) Importance of a content calendar and how to go about it
15:30 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=930s) Distributing content
17:30 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=1050s) Measuring the ROI of content marketing
22:26 (https://www.youtube.com/watch?v=6_Fhaa0EGt4&t=1346s) How to keep the content engine running
8 Aug 2020
Growth marketing for SaaS startups
In this episode of SaaS Talk, Varun Uday talks to Ashwin Krishna about getting started with growth marketing in an early-stage startup.
Topics discussed in this conversation are:
@3:45 What is growth marketing and at what stage of a company does a growth marketer get hired
@6:50 How does a startup at level 0 start off with growth marketing?
@17:52 What is your typical day like as a growth marketing head?
@22:28 How do you go about planning for growth and who else is involved?
@26: 43 Experimenting with new channels for growth
@31:28 Expanding into new geographies
@36:10 Metrics for growth marketing
22 Jul 2020
How marketing is changing in the post pandemic world
This is me, Varun Uday having a conversation with Vyshak Simha, who is the Chief Marketing Officer of Kaizen Institute about how marketing and consumer behaviors have changed in the post-pandemic world. Post Covid-19, marketing has changed drastically given the changes in the economy and the way products and services are being bought and consumed. The pandemic has also brought about changes in the way marketing teams are conducting events.
Topics covered are:
1. Marketing in the post-pandemic world
2. Traditional events vs virtual events
3. Virtual events best practices
22 Jul 2020
How to market to Enterprises | Enterprise Marketing | ABM Campaigns
In this podcast I, Varun Uday, talk to Devdutt Manay about marketing software to Enterprise customers and ways to break into the Enterprise segment. There is a marked difference between the way Enterprises and SME customers view the buying process and that's exactly what we're discussing here.
Here are the topics discussed:
0:25 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=25s) Difference between marketing to Enterprises and SME's
2:50 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=170s) Difference between the way Enterprises and SME's buy products/services
4:55 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=295s) How much say should marketing have while scaling a product to be Enterprise-Grade?
7:14 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=434s) Importance of collaborating with Sales and Product teams while targeting Enterprises
8:43 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=523s) Crafting your messaging for Enterprises while not scaring away SME customers
11:22 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=682s) Nurturing Enterprise leads during long sales cycles
15:43 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=943s) Account Based Marketing (ABM) campaigns for Enterprises
19:45 (https://www.youtube.com/watch?v=Hww7iXJAah0&t=1185s) Marketers to follow and marketing books to read
22 Jul 2020
What is product marketing and how it helps sales and support teams
This is me Varun Uday, having a conversation with Sahith Krishna, the Product Marketing Manager as well as the Head of Inbound Marketing at Exotel about the importance of Product Marketing and how an effective Product Marketing engine can benefit the sales and support teams.
The topics covered in this podcast are:
- The importance of Product Marketing for SaaS products
- Creating an effective user onboarding experience
- How Product Marketing helps the sales and support teams be better at what they do.
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