The SaaS Operator Podcast

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

How Jamie Shanks is blending Learning and Sales Intelligence at Pipeline Signals

The SaaS Operator Podcast

10/17/23 • 18 min

In this episode of The Venture-Scale SaaS Operator, Jamie Shanks talks about Pipeline Signals, a sales intelligence and training company that helps account-based sellers close the pipeline gap by providing real-time insights, training, and a community for sellers. He shares the significance of a customer-centric approach, including monthly business case reviews and feedback-driven product development.

Tune in to learn more about:

~ The versatile blend of software and services offered by Pipeline Signals

~ Maintaining control over your company's destiny and profitability through offshore talent

~ Scaling customer success teams and the economics of serving larger clients

Timestamps:

(00:00) - Intro
(00:27) - Pipeline Signals' Purpose
(01:23) - Target Customers
(02:15) - Account-Based Selling Process (SPEAR)
(04:29) - Typical Deal Size for Account-Based Selling
(05:45) - Founding Story of Pipeline Signals
(07:39) - Different Product Offerings
(10:05) - Customer-Centric Approach
(13:04) - Economics of Managing a Customer Success Team
(14:28) - Scaling Customer Success Team
(15:05) - Software Team Structure
(15:35) - Decision to go Offshore
(16:39) - Offshore Talent Advice
(17:51) - Outro

The SaaS Operator Newsletter

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Follow Jamie Shanks

On LinkedIn: https://www.linkedin.com/in/jamestshanks

Mentioned In The Episode

Pipeline Signals - Signal Intelligence Monitoring Firm

ReactSquad.io - React.js Agency for Startups

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

“I Wish I Took Up More Space” - Alexandra Kammer on Building Confidence as a Female Founder

The SaaS Operator Podcast

06/11/24 • 21 min

On this episode of The SaaS Operator Podcast, we hosted Alexandra Kammer. She is co-founder of Aivy, an HR tech company that streamlines hiring for startups. This episode covers what happens behind the scenes at Aivy & their three-step pre-hiring process.

Alexandra walks us through her journey from graduate school to co-founding her startup. She also gives us the gist of her experience on Germany's Shark Tank, Die Höhle der Löwen.

Alexandra’s story is one of overcoming self-doubt caused by sexism and embracing confidence. We hope you find it as empowering as we did.

Tune in to learn about:

~ Alexandra’s journey from grad school to Germany's Shark Tank

~ How Aivy helps startups speed up their pre-hiring process

~ Thriving as a female founder amidst sexism

~ Overcoming insecurity and building confidence

Timestamps:

(00:00) - Intro
(00:10) - What Aivy does
(01:21) - Aivy's three-step pre-hiring process
(03:18) - Aivy’s growth so far: choosing sustainable growth over hypergrowth
(04:54) - Distribution of the product and GTM teams at Aivy
(06:14) - Aivy's transition from enterprise onboarding to self-serve
(07:29) - How early clients influenced Aivy’s path
(09:13) - Leveraging Aivy's First Mover Advantage
(10:25) - Going from grad school to startup
(13:06) - Experience at Die Höhle der Löwen (Germany’s Shark Tank)
(14:43) - Thriving as a female founder amidst gender bias
(16:30) - Struggles with early hires and how they solved that
(18:42) - If she had to start all over, what would Alexandra do differently?
(20:05) - Where to find Alexandra and Aivy online

The SaaS Operator Newsletter

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Follow Alexandra:

On LinkedIn: https://www.linkedin.com/in/alexandra-kammer/

On Instagram: https://www.instagram.com/aivy.app/

Mentioned In The Episode

Aivy.app - HR SaaS for 5x better pre-selection.

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

How To Build A SaaS in Multilingual Markets with Accountable’s Co-Founder, Nicolas Quarre

The SaaS Operator Podcast

06/12/24 • 30 min

On this episode of The SaaS Operator Podcast, we're joined by Nicolas Quarré. He’s the co-founder of Accountable, a startup that helps self-employed people manage their taxes.

Nicolas discusses the challenges and successes of building Accountable. He explains their decision to launch in Belgium and their approach to expanding across Europe.

Nicolas also shares why he decided to go the VC route, choosing the right investors and marketing tactics to bet on.

Tune in to learn more about:

~ Accountable’s founding story, challenges and success

~ Building a SaaS in Belgium and Germany

~ How to expand across Europe's multilingual markets

~ Nicolas’ key learnings on fundraising as a VC-backed founder

(00:00) - Intro
(00:24) - What is Accountable, and who is it for?
(01:21) - Nicolas' previous ventures
(02:19) - Accountable's Founding Journey
(03:54) - Deciding to raise venture capital
(05:05) - Choosing the right investors
(06:21) - Accountable's team and user base right now
(07:03) - Deciding to launch in Belgium
(07:53) - Expanding to Germany
(09:44) - Navigating language barriers and localization
(11:37) - Expansion: choosing focused depth over shallow coverage
(13:31) - Accountable's GTM strategy in a large market
(16:52) - Team distribution at Accountable
(17:57) - Choosing marketing tactics
(18:50) - How to improve CAC Measurement
(20:17) - Ensuring transparency and honesty with KPIs
(21:16) - 3 key learnings on fundraising
(24:23) - Current struggles as a founder
(25:26) - Evolution of the role of CEO as the startup grows
(27:06) - Advice for pre-seed SaaS founders
(29:04) - Where to find Nicolas and Accountable online

The SaaS Operator Newsletter

Get actionable insights from SaaS veterans to grow your MRR.

Join hundreds of PLG founders at: EarlyNode.com/Subscribe

Follow Nicolas:

On LinkedIn: https://www.linkedin.com/in/nicolasquarre/

Mentioned In The Episode

accountable.eu/ - Tax management platform for self-employed individuals

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

#SaaS #StartupJourney #TechInEurope

How Joe Thurman Switched from Building A Service Company to SaaS Business

The SaaS Operator Podcast

06/12/24 • 31 min

On this episode of The SaaS Operator Podcast, we hosted Joe Thurman, co-founder of IIA Healthcare. IIA Healthcare is a SaaS that uses AI to help healthcare employers interview better.

This episode features the story of how Joe and his team took an internal tool to market as a SaaS product with over $1M ARR and $6M funding raised.

Joe also gives us the scoop on acquiring a smaller startup, Gritly, and their plans for the future.

Tune in to learn more about:

~ IIA Healthcare’s value proposition, team structure, and growth

~ How Joe built an internal tool into a successful SaaS product

~ Acquiring smaller startups as a growing startup

~ Hiring and managing engineering contractors engineering teams on contract

(00:00) - Intro
(00:10) - What is IIA Healthcare, and who it is for
(01:30) - IIA’s founding journey
(03:37) - Transitioning from a service to SaaS
(06:50) - Taking an internal tool to market
(08:35) - Why they chose the VC route
(09:39) - IIA’s journey to raising $6M
(10:21) - IIA's current ARR and team size
(10:39) - The organizational structure at IIA Healthcare
(11:17) - The importance of a COO/Operator for startups
(12:05) - IIA's recent acquisition of a smaller startup
(12:35) - Behind IIA’s early decision to acquire a startup
(14:53) - Opportunities for startups to acquire venture orphans
(16:54) - Deciding to hire the engineering team as contractors
(19:10) - Keeping a committed team environment with contractors
(21:09) - Evolving IIA’s value proposition with growth
(25:46) - How IIA uses AI to improve hiring
(29:00) - IIA's plans for the next 2 years
(30:23) - Closing remarks

The SaaS Operator Newsletter

Get actionable insights from SaaS veterans to grow your MRR.

Join hundreds of PLG founders at: EarlyNode.com/Subscribe

Follow Joe Thurman:

On LinkedIn: Joe Thurman

Mentioned In The Episode

iiahealthcare.com – HR software in the healthcare space

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

Lessons in Startup Fundraising & Team building with Komment.ai Founder Adi Singh

The SaaS Operator Podcast

05/09/24 • 29 min

In this episode of The SaaS Operator Podcast, Nikolas interviews Adi Singh, founder of Komment.ai, a startup dedicated to solving the problem of software documentation. Adi shares his journey from working at Amazon on AI and robotics projects to founding his own startup, driven by his passion for solving real-world problems in the software development space.

Adi explains that Komment.ai automates software documentation, allowing developers to focus on coding and building, rather than explaining their work. The platform creates comments, read-me files, architecture diagrams, and more, easing the burden of documentation for developers.

He goes into the traits that make a successful team member at Komment.ai, highlighting technical skills, work ethic, and adaptability. Adi also discusses the challenges of ramping up a sales engine and the critical role that other founders play in providing guidance and support as a solo founder.

Adi’s vision for Komment.ai's future is becoming an end-to-end documentation engine that significantly improves developer productivity. He touches on the importance of responsible fundraising and shares insights into how startups can choose metrics that align with their mission.

Tune in to learn more about:

~ Transitioning from Corporate to Startup

~ Creating a dedicated team & forming strong relationships

~ Finding the right fund to partner with

~ Communicating progress effectively with investors and stakeholders

~ Leading a Sales Cycle as a Solo Founder

Timestamps:

(00:00) - Intro
(00:28) - What problem Komment solves
(02:45) - Adi's journey from working at Amazon to founding Komment.ai
(05:47) - How Adi raised funding for the startup through network and relationships
(08:26) - Hiring challenges and the key traits for success at Komment.ai
(10:59) - The need for teamwork, humility, and work-life balance
(17:45) - Ramping up a sales engine & the importance of asking for help as a Solo Founder
(22:27) - Responsible fundraising & managing investor relationships
(24:28) - Finding a strong North Star metric & key metrics for pre-seed & seed stage startups
(26:29) - Adi's vision for Komment.ai in five years
(28:55) - Where to find Komment.ai online

The SaaS Operator Newsletter

Get actionable insights from SaaS veterans to grow your MRR.

Join hundreds of PLG founders at: EarlyNode.com/Subscribe

Follow Adi:

On LinkedIn: Adi Singh

Mentioned In The Episode

Komment.ai automates software documentation.

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

Lessons from 25 Years in Silicon Valley with Dan Turchin, Founder of PeopleReign

The SaaS Operator Podcast

06/13/24 • 30 min

On this episode of The SaaS Operator Podcast, we follow the journey of tech veteran Dan Turchin. He founded PeopleReign, a platform that automates IT and HR services.

This episode covers how PeopleReign started, its value proposition, the challenges, major milestones, and its mission to impact a billion people at work.

Dan talks about how focusing on customer value has been a key principle that has helped him stay relevant in tech since the 90s.

As a founder and investor, he also gives practical tips on finding founder-investor fit and managing relationships.

Tune in to learn more about:

~ Dan Turchin’s 25-year tech journey

~ PeopleReign’s founding story, challenges, and successes

~ The enduring importance of focusing on customer value

~ Finding founder-investor fit and managing founder-investor relationships

(00:00) - Intro
(00:09) - Dan Turchin's background in tech
(02:25) - How focusing on customer value helped Dan adapt since the '90s
(04:45) - Relationship between employee satisfaction and customer value
(06:12) - What PeopleReign does
(06:53) - How PeopleReign works
(09:22) - Defining PeopleReign's ideal customer profile.
(10:26) - More about Dan's tech journey and how it led to founding PeopleReign
(12:33) - PeopleReign's mission statement
(13:15) - PeopleReign's current success, recent fundraise and notable clients
(15:35) - Advice for new founders on leading teams
(18:11) - Advice for new founders on decision-making
(20:57) - Finding the right founder-investor fit
(23:18) - How investors should think about startups they invest in
(24:00) - Tips for managing founder-investor relationships
(24:39) - War stories from the early days of PeopleReign
(28:20) - Where to find Dan Turchin and PeopleReign online

The SaaS Operator Newsletter

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Join hundreds of PLG founders at earlynode.com/subscribe

Follow Dan:

On Twitter:https://twitter.com/dturchin

On LinkedIn: https://www.linkedin.com/in/dturchin/

Mentioned In The Episode

PeopleReign - virtual agent for IT and HR employee service

AI and the Future of Work - Dan’s podcast on how AI changes the workplace

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/

How Wissam Tabbara is Automating B2B Sales with AI at Truebase

The SaaS Operator Podcast

06/13/24 • 20 min

On this episode of The SaaS Operator Podcast, we feature Wissam Tabbara, founder and CEO of Truebase.

Truebase is an AI sales rep that helps B2B companies automate prospecting. Wissam gives us the scoop on how Truebase is navigating today’s rapidly changing AI space.

A four-time founder, he talks about how his past struggles with prospecting led to Truebase. He also shares the key lessons from his previous ventures that he’s applying now.

Tune in to learn more about:

~ How and why Truebase is building an AI sales representative

~ Truebase's strategies for navigating the fast-paced AI ecosystem

~ Insights from being a four-time founder

(00:00) - Intro
(00:12) - How Truebase is using AI to change prospecting
(03:05) - Getting Truebase off the ground
(05:36) - Navigating the fast-paced AI ecosystem
(07:21) - Truebase's journey so far
(09:25) - Truebase’s growth strategy
(12:06) - Truebase's role in PLG sales motion
(14:40) - 3 key lessons from being a four-time founder
(19:08) - Where to find Wissam and Truebase online

The SaaS Operator Newsletter

Get actionable insights from SaaS veterans to grow your MRR.

Join hundreds of PLG founders at: EarlyNode.com/Subscribe

Follow Wissam:

On LinkedIn: linkedin.com/in/wissamtabbara

Mentioned In The Episode

truebase.io - AI Sales Representative for B2B Startups

ReactSquad.io - React.js Agency for Startups

Nikolas Chapoupis

On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis

EarlyNode

On LinkedIn: https://www.linkedin.com/company/earlynode

On Instagram: https://www.instagram.com/earlynode_crew/