
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 • 159 episodes
SaaS Backwards - Reverse Engineering SaaS Success
Latest Episodes
Ep. 159 - Why Full-Cycle Reps Are Beating Your SDRs
Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now res...
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Season 4
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Episode 12
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32:03

Ep. 158 - 97% of SaaS Churn at First Opportunity is Decided in the First 90 Days—Onboarding Is the Key
Guest: Srikrishnan Ganesan, Co-Founder & CEO of RocketlaneMost B2B SaaS leaders know that onboarding is important but underestimate its impact.The reality is that 97% of churn at first opportunity is decided in the firs...
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Season 4
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Episode 11
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31:57

Ep. 157 - AI is Reshaping B2B Marketing—Are You Ready?
Guest: Christina Richards, Fractional CMO & Author of Rise of the AI-Powered CMOMost B2B marketers think they’re using AI effectively. The reality? Many are barely scratching the surface—and failing to leverage...
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Season 4
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Episode 10
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28:25

Ep. 156 - Why Traditional Sales Prospecting is Broken (And What to Do Instead)
Guest: Zach Wright, Co-Founder & CRO of Syft AIMost sales teams are still stuck in outdated prospecting tactics—mass email sequencing, generic outreach, and hoping something sticks. The reality? These methods are failing fa...
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Season 4
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Episode 9
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36:54

Ep. 155 - You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
Guest: Peter Cohan, Author of Doing DiscoveryMost sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall, go to a competitor, or...
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Season 4
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Episode 8
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33:52
