SaaS Backwards - Reverse Engineering SaaS Success

Guest: Srikrishnan Ganesan, Co-Founder & CEO of Rocketlane

Most 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 first 90 days, making onboarding the most critical stage in the customer journey and the defining factor in revenue growth and long-term customer success.

In this episode, Sri Ganesan, Co-Founder and CEO of Rocketlane, shares how SaaS companies can transform onboarding from a fragmented process into a strategic advantage. From community-led growth to automation-driven efficiency, he reveals what top SaaS companies do differently to drive retention, expansion, and revenue acceleration.

Key Takeaways:

• Onboarding Determines Retention & Growth: The first 90 days define whether customers will churn or expand.
• Community-Led Growth Builds Credibility: Building an engaged audience before launch fosters trust and momentum.
• Automation Eliminates Inefficiency: Siloed tools slow teams down; all-in-one platforms drive success.
• Market Validation is Critical: The biggest factor in startup success isn’t the product—it’s picking the right market.

Sri shares actionable strategies for SaaS CMOs and CROs to create onboarding experiences that drive retention, expansion, and revenue acceleration—making this episode a must-listen.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

Building a business with the intention of a future sale requires meticulous planning and organization from the outset.

In this episode, Payment Brokers Founder and CEO Jeremy Lessaris, a serial founder with multiple successful exits, emphasizes the importance of the early organization of books, records, contracts, and agreements as a critical factor in boosting valuation and streamlining the exit process.

Jeremy also stresses the significance of maintaining a well-organized data room for due diligence during a business sale. He recommends creating a dashboard with KPIs and metrics to provide a clear overview of the company's performance and demonstrate the business's progress to potential buyers.

Throughout this episode, Jeremy explains how SaaS entrepreneurs can position their companies for a seamless exit process and maximize their valuation when it comes time to sell.
This episode is ideal for SaaS CEOs and CMOs seeking strategies for accelerating growth, enhancing profitability, and understanding the importance of building a business with a focus on revenue and profitability from the start.

Key takeaways from this episode:

• Focusing on revenue generation early
• Keeping costs low while striving to reach revenue milestones
• The value of mentorship in helping entrepreneurs navigate business challenges

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.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

Enterprise search has been around for quite some time, and it often conjures images of outdated intranet searches within the confines of an organization's internal networks.

So how do you shift the focus from “old school” methods to a more dynamic, AI-powered approach that connects various applications, enabling intelligent query responses and contextually relevant summaries?

That’s the gist of the conversation with Brandon Most, Head of Marketing at GoLinks. In this episode, he also delves into the unique challenges of marketing multiple products with distinct brand identities and how to manage this strategically within the market's shifting dynamics.
Overall, this episode covers product-led growth, enterprise search solutions, marketing strategies, analyst relations, and the importance of professional networking. CEOs, CMOs, and professionals in the SaaS industry, especially those interested in innovative marketing approaches, product differentiation, and building strong industry connections, can benefit from Brandon's practical advice and experiences.

Key Takeaways from this episode:

• The transition from a product-led growth model to an enterprise motion, adapting to market changes and budget shifts.
• The nuances of executing a multi-product marketing strategy and the importance of qualified pipeline metrics over mere volume.
• The role of peer review sites in generating demand and supporting SEO efforts.

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.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

If you went to the doctor for a sore throat and she said, “Last time I had one, this is what helped me get better” versus “I looked at the clinical trial evidence for 5000 people with your symptoms in your age range, geographics, and background,” which of those solutions is more viable?

That’s how Sahil Patel, CEO of Spiralyze views the world of A/B testing.

Spiralyze crawls and scrapes 34,000 websites that A/B test to find the repeat winners, analyze why they won, and run those same tests for its clients.

And the results are impressive–they often demonstrate a 20 to 30 percent lift in conversions from the traffic they’re already getting.

Even their homepage message guarantees a 30% conversion lift in 90 days.

Having been a client of Spiralyze at his previous company, Patel’s journey as their CEO harkens back to Victor Kiam’s famous 1979 ad boasting that he liked Remington razors so much that he “bought the company.”
This episode is ideal for CEOs and CMOs of B2B SaaS companies looking to gain insights on conversion rate optimization, A/B testing, and making specific quantitative claims to attract and convert leads effectively.

Key Takeaways from this episode:

• Is that video on your homepage hero helping you or hurting you?
• Why an email box next to your demo CTA will convert higher than sending to a landing page
• Why making bold, quantitative, and specific claims on your website will boost your credibility

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.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

Feedback is not just a tool for improving products, but a strategic asset that can drive growth, innovation, and competitive advantage.

In this episode, Satya Ganni, CEO of Beamer and Userflow, explains the importance of feedback in reducing churn in product-led SaaS companies.

Feedback provides valuable insights into customer needs, preferences, and pain points, which makes it a critical component of product management success.

By listening to customer feedback, Beamer is able to identify areas for improvement, prioritize feature development, make informed decisions about product strategy, reduce churn, and drive success.

Actively soliciting and incorporating customer feedback can also help companies ensure that their products meet their target audience's needs and continuously improve to stay ahead of the competition.

Additionally, Satya discusses the recent merger of Beamer and Userflow, two product adoption and engagement platforms for product-led SaaS companies, to create a leading platform in their industry.
This episode includes insights on customer feedback, reducing churn, and the key pillars of PLG, making it valuable for entrepreneurs and executives looking to enhance their product adoption and engagement strategies in the SaaS industry.

Key takeaways from this episode:

• The challenges and opportunities of merging Beamer and Userflow
• The foundational pillars that product-led SaaS companies should prioritize to achieve success
• How addressing churn factors helps retain customers and build long-term relationships

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.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.