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.
SaaS Backwards - Reverse Engineering SaaS Success
Ep. 119 – How SaaS CROs Can Overcome Challenges and Drive Growth - with Guy Mounier, Co-Founder and CEO of Aptivio
With a startling low average tenure of 18 months, today’s Chief Revenue Officer (CRO) is struggling.
The pressure primarily stems from the need to drive growth in a capital-efficient manner. This includes rapidly accelerating revenue growth while managing and optimizing the cost of sales and marketing operations, often within a constrained budget or shifting economic conditions.
It's this intense focus on both top-line growth and cost efficiency that’s contributing to the high turnover and short average tenure of CROs, as they must quickly demonstrate success in these areas.
So, what can they do about it?
In this episode, Guy Mounier, Co-founder and CEO of Aptivio returns to the podcast to talk about:
- How CROs can gain the visibility they need into their go-to-market motion so they can pull the right levers
- Why working with recruiters may help to ensure a company is ready for a CRO before hiring
- What the future sales tech stack and use of AI may look like
Sales leaders, especially CROs, looking to improve their organization's revenue growth and profitability can benefit greatly from this episode. The insights shared provide valuable information on how CROs can optimize their go-to-market strategies and leverage technology to drive success in their organizations.
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.
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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
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