Detecting and Managing Fundamental Change in SaaS Companies That Have Reached a Growth Plateau - EP 101 🇬🇧 | Stefan Zanetti
05/11/25 • 33 min
In this episode, I talk with Stefan Zanetti, a serial entrepreneur and pivot expert, about detecting and managing fundamental change in companies that have reached a growth plateau.
What to expect:
- Stefan's 25-year journey as an entrepreneur, including how he navigated companies through pivots after they'd already achieved product-market fit
- A practical framework for assessing when your business needs minor adjustments versus a fundamental change in business model
- Why the AI revolution is forcing many B2B SaaS companies to consider pivoting to managed service providers
- The importance of systematically exploring alternative paths, even when your business is growing
- How to avoid founder blind spots when your current business model starts showing warning signs
My highlights:
- Stefan's "wake up in the middle of the night" test: If you can't see how your business survives the next 12 months, it's time to pivot
- His E3 model for balancing resources: Exploit what works, Experiment with promising ideas, and Explore future possibilities
- The revelation that 90% of VC-backed startups don't meet their initial plans, and why the best time to discuss pivoting is right after funding
- How his Pivot Framework, based on Osterwalder's Business Model Canvas, maps 49 different pivot patterns from studying 300+ companies
About my guest:
Stefan Zanetti is a veteran entrepreneur with 25 years of experience in founding and scaling multiple companies. After stepping back from his operational roles 18 months ago (though he remains board president of his last venture), he focuses on helping founders systematically approach pivots. Drawing from his own hard-earned lessons, including one company that lost 75% of its revenue, Stefan has developed a comprehensive framework for detecting when a fundamental business model change is needed and executing it successfully.
Who should listen to this episode:
- Founders of SaaS companies experiencing slowing growth or market saturation
- CEOs assessing whether their current challenges demand tactical fixes or fundamental pivots
- Leadership teams evaluating the impact of AI on their business model viability
- Investors seeking frameworks to help portfolio companies navigate existential challenges
The success formula?
Don't wait until you hit the wall – create systems to evaluate the fundamentals of your business model regularly, involve outside perspectives to overcome blind spots, and be willing to make tough choices when adjusting sales and marketing strategies isn't enough to resolve your growth challenges.
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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃
My Homepage: www.rowing8.com
In this episode, I talk with Stefan Zanetti, a serial entrepreneur and pivot expert, about detecting and managing fundamental change in companies that have reached a growth plateau.
What to expect:
- Stefan's 25-year journey as an entrepreneur, including how he navigated companies through pivots after they'd already achieved product-market fit
- A practical framework for assessing when your business needs minor adjustments versus a fundamental change in business model
- Why the AI revolution is forcing many B2B SaaS companies to consider pivoting to managed service providers
- The importance of systematically exploring alternative paths, even when your business is growing
- How to avoid founder blind spots when your current business model starts showing warning signs
My highlights:
- Stefan's "wake up in the middle of the night" test: If you can't see how your business survives the next 12 months, it's time to pivot
- His E3 model for balancing resources: Exploit what works, Experiment with promising ideas, and Explore future possibilities
- The revelation that 90% of VC-backed startups don't meet their initial plans, and why the best time to discuss pivoting is right after funding
- How his Pivot Framework, based on Osterwalder's Business Model Canvas, maps 49 different pivot patterns from studying 300+ companies
About my guest:
Stefan Zanetti is a veteran entrepreneur with 25 years of experience in founding and scaling multiple companies. After stepping back from his operational roles 18 months ago (though he remains board president of his last venture), he focuses on helping founders systematically approach pivots. Drawing from his own hard-earned lessons, including one company that lost 75% of its revenue, Stefan has developed a comprehensive framework for detecting when a fundamental business model change is needed and executing it successfully.
Who should listen to this episode:
- Founders of SaaS companies experiencing slowing growth or market saturation
- CEOs assessing whether their current challenges demand tactical fixes or fundamental pivots
- Leadership teams evaluating the impact of AI on their business model viability
- Investors seeking frameworks to help portfolio companies navigate existential challenges
The success formula?
Don't wait until you hit the wall – create systems to evaluate the fundamentals of your business model regularly, involve outside perspectives to overcome blind spots, and be willing to make tough choices when adjusting sales and marketing strategies isn't enough to resolve your growth challenges.
- -
Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃
My Homepage: www.rowing8.com
Previous Episode
Behind the Mic 🎙️: Meet Björn in this ver special 100th episode celebration - EP 100 🇬🇧 | Hosted by Rico Wyder
In this special 100th episode, host Björn sits on the other side of the microphone as guest Rico Wyder interviews him about his journey as a podcaster, author, and entrepreneur.
What to expect:
- The story behind how Björn started the podcast two years ago and his reflections on reaching 100 episodes
- A deep dive into Björn's personality through his self-described three key traits: playful spirit, structured approach, and sporting passion
- His unexpected path into sales, from selling ads for a school magazine to working at a mobile phone store without owning a mobile phone
- Candid insights about his experience writing his book "Funky Flywheels" and why he wanted to create a resource he wished he'd had when starting his companies
- How Björn manages his work-life balance and the importance of intentional breaks from social media and business
Highlights:
- Björn's unique colour-coded wardrobe system that reflects his structured yet playful personality
- His practical approach to finding the right amount of structure when working with early-stage startups
- The story of how he narrowly avoided burnout in December despite having his most successful year professionally
- How trail running has become his secret weapon for mental recovery and relaxation
About the guest/host:
Björn is a go-to-market specialist, author of "Funky Flywheels," and the regular host of this podcast. With a background in founding three companies and supporting over 150 startups, he specialises in helping early-stage companies (€1-10M ARR) establish effective sales processes and structures. Turning 45 this year, he balances his professional pursuits with family life, regular trail running, and his weekly challenge of climbing Uetliberg, Zurich's local mountain, at least once a week.
Who should listen to this episode:
- Regular listeners curious to learn more about the voice behind the microphone
- Founders interested in Björn's personal journey and the philosophy behind his structured approach
- Anyone struggling with work-life balance and looking for practical insights on recharging
- Go-to-market professionals who want to understand the person behind the frameworks
The success formula?
Find the balance between playfulness and structure, establish consistent routines while remaining flexible, prioritise physical and mental health, and always stay curious about new challenges, like Björn's upcoming exploration of Gen AI applications in Q2.
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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃
My Homepage: www.rowing8.com
Next Episode
Vertriebsaufbau nach Gründertyp - so stellst du die richtigen Sales-Profile ein - EP 102 🇩🇪 | Classics mit Dominic Blank
In dieser Folge tauche ich mit Dominic Blank – Mitgründer von Hyrise - in die Kunst des strategischen Vertriebsaufbaus ein. Als mehrfacher Gründer teilt Dominic wertvolle Erkenntnisse zum entscheidenden Übergang vom Founder Sales zur strukturierten Vertriebsorganisation.
Was dich erwartet:
- Die Gründer-Typologie: Wie tech-orientierte und vertriebsaffine Gründer völlig unterschiedliche Vertriebsstrategien benötigen
- Der kritische Wendepunkt: Wann genau der richtige Moment für den Aufbau deiner Vertriebsorganisation gekommen ist
- Die 5 essentiellen Grundlagen vor jeder Vertriebseinstellung: Problem, Lösung, Zielgruppe, Messaging und Verkaufsprozess
- Insider-Einblicke: Welche Vertriebsprofile in welcher Unternehmensphase den größten Impact haben
- Dominics persönliche Learnings aus dem Aufbau von Hyrise und der Begleitung zahlreicher B2B-Tech-Unternehmen
Meine Highlights:
- Warum das erste Vertriebsprofil je nach Gründertyp völlig unterschiedlich aussehen sollte
- Die brillante "Penicillin vs. Aspirin"-Methode zur Identifikation echter Kundenschmerzen
- Die Founder-Falle: Warum du mental niemals komplett aus dem Vertrieb aussteigen kannst (und solltest!)
Über den Gast:
Dominic Blank treibt als Mitgründer von Hyrise die Vertriebsexzellenz in der Tech-Branche voran. Mit seinen zwei Kernservices – dem strategischen Recruiting von Vertriebstalenten und dem zielgerichteten Training bestehender Teams – hat er den kompletten Überblick über erfolgreiche Sales-Strukturen. Seine Expertise aus mehrfachen eigenen Gründungen macht ihn zum idealen Sparringspartner für Unternehmen in der kritischen Wachstumsphase vom Founder-Led-Sales zum skalierbaren Vertriebsteam.
Wer diese Folge unbedingt hören sollte:
- Gründer an der Schwelle vom persönlichen Verkauf zum ersten Vertriebsteam
- Tech-Visionäre, die endlich einen strukturierten Vertriebsprozess aufbauen wollen
- Sales-Verantwortliche, die ihre Teams nach bewährten Prinzipien skalieren möchten
- Alle, die mehr Systematik und weniger Bauchgefühl in ihren Vertriebsprozess bringen wollen
Das Erfolgsrezept? Eine messerscharfe Zielgruppendefinition, tiefes Problemverständnis und ein systematischer Ansatz zur Vertriebsskalierung – gepaart mit kontinuierlichem Enablement für nachhaltige Performance.
Song by StockTune
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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃
My Homepage: www.rowing8.com
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