Welcome to another episode – or should I say – welcome to the first episode of my new show called BUILT TO SCALE.
For those who are new or even for those who have heard a previous episode the goal in this bi-weekly podcast is to still have “meaningful conversations with interesting people.”
However, moving forward…
The conversation will mainly focus on B2B SaaS companies who are in – or have already navigated through – the $1M to $10M growth phase.
So why the change?
First, it’s not so much a change as it is a “re-focus.” In fact, in the first few minutes of episode 1, I did mention that I’d be talking about this subject more but in retrospect didn’t cover it as much as I wanted to in 2018.
So after giving it some thought over the past few months, I decided that the best way to fix this would be to rename the show. However, for those interested in the details, the specific reasons for this change are two-fold:
Reason #1: Help fill in a knowledge gap
The first reason stems from a pattern I’m seeing, which is that many B2B SaaS businesses seem to be struggling with their go-to-market strategy and execution.
However, to better understand the origins of this trend, you have to go back in time to 2011, when the book “The Lean Startup” by Eric Ries first came out.
Thanks to this book, there’s been a lot of focus and discussion on what it takes to achieve product-market fit (PMF). However, the whole “Lean Startup movement” kind of leaves you with the impression that as soon as you’ve reached PMF, you’re ready to hit the gas and scale which might be the playbook that has worked for B2C products, but it doesn’t seem to work as well in the B2B space.
Also, many B2B SaaS companies who have tried this approach typically end up with inconsistent results and waste a lot of resources (i.e cash) in the process.
One main reason for this it seems is that there’s a missing phase that companies need to successfully navigate through before they’re ready to hit the gas and scale which is nailing down your positioning and finding repeatable and predictable efficient growth.
So, moving forward, my goal with this podcast is to help fill in this knowledge gap by having conversations with the operators and subject matter experts who are either currently going through this growth phase – or have already done so.
Because having been the marketing leader of 2 B2B SaaS companies who were both in this growth phase the reality is that “scaling a business is hard work” but what can make it more difficult is trying to use strategies and tactics that might work for one stage of growth but not for another, which brings me to my second point for changing the name of the show.
Reason #2: Create an Operational Field Manual Specific for the $1-10M Growth Phase
I want this podcast to be a dedicated operational field manual of sorts, which is to say I want it to be an ever-evolving resource of specific operational best practices that have been proven to help B2B SaaS businesses successfully navigate from $1M to 10M and beyond.
I believe there are fundamental growth and go-to-market principles that all B2B SaaS businesses have successfully used when scaling from to $1-10M. Collectively, these principles make up what I commonly refer to as a “Growth Framework.”
So twice a month, my aim will be to bring you authentic, long-format conversations with operators and subject matter experts who not only understand the B2B SaaS business model but have also faced certain growth challenges and as a result have developed specific operational improvements for this particular growth phase, which has been tried, tested, and proven.
Finally, this won’t just be conversations with B2B founders, CEOs and investors but will also include “world-class” operators and subject matter experts in operations, product, marketing, sales, and customer success.
A new season of Built to Scale premiers in a few weeks. In the meantime, you can subscribe to the show on Apple Podcasts or wherever you listen.
That’s it. That’s all.
See you in a few weeks.
P.S. Please leave a review of the show on Apple Podcasts 🙂 🙏🏻
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Did you enjoy this episode? — Then check out the episode I did with friend and serial tech entrepreneur Dmitry Buterin. Dmitry has been the founder of three multi-million dollar businesses, including Wild Apricot — a leading membership management software company that he grew from 0 to $10M before it was acquired in late 2017 by Personify.