SaaS Backwards - Reverse Engineering SaaS Success
Join us as we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions.
Podcasting since 2020 • 149 episodes
SaaS Backwards - Reverse Engineering SaaS Success
Latest Episodes
Ep. 149 - The Buyer Has Changed—Why Haven’t You? How Splashmetrics Delivers the Experience Buyers Actually Want
Guest: Steve Brothers, CEO of SplashmetricsWith 77% of millennial buyers avoiding sales interactions until they’ve already made a purchase decision, buyers are consistently clear about what they need: fast, personalized, ...
•
Season 4
•
Episode 2
•
28:40
Ep. 148 - From Pain Points to Purchase: Understanding Customer Motivation
Guest: Beth McHugh, Fractional Product LeaderWhen deals stall, buying committees often default to doing nothing. Why? Because they didn’t all agree that the problem was worth solving.In this episode, Beth McHugh ex...
•
Season 4
•
Episode 1
•
31:37
Ep. 147 - How to Discover What Really Drives Customer Decisions
Guest: Bob Moesta, Author of “Demand-Side Sales 101”In this episode, Bob Moesta, author of Demand-Side Sales 101, reveals why uncovering your customers’ “struggling moments” is the single most efficient step for...
•
Season 3
•
Episode 47
•
34:58
Ep. 146 - Why Your Demos May be Costing You Deals
Guest: Peter Cohan, Author of “Great Demo!”Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features? You’re not alone – and neither a...
•
Season 3
•
Episode 46
•
35:44
Ep. 145 - The Death of the MQL: A New Playbook for SaaS CROs
Guest: Randy Likas, Head of North America Go-to-Market at NektarTraditional marketing tactics are losing their edge, with MQLs falling short as costly, outdated signals of real buyer intent.In this week’s episode, ...
•
Season 3
•
Episode 45
•
31:23