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SaaS Insider

SaaS Insider is a show about SaaS - business, marketing, and sales. The host, Shira Abel from Hunter & Bard, interviews a new SaaS Insider every week on how they grew their company. We cover the learnings, mistakes, and best practices so you can learn, grow, and scale your SaaS business.
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Now displaying: September, 2017
Sep 26, 2017

Have you been doing sales wrong all along? Why basing sales on data and not just intuition is important? What are the challenges when working with different countries? How to get your sales team work as one unit? Dimitar Stanimiroff talks to the host Shira Abel about pushing sales teams into using a new methodology in this week’s episode of SaaS Insider.

About Dimitar Stanimiroff
• Dimitar is the founder and CEO of Heresy - a workflow and analytics platform that helps salespeople make data-driven decisions and allows sales teams to always stay in sync.
• Before launching Heresy, Dimitar served as the MD EMEA at Stack Overflow. He was the first European employee of the company and launched Stack Overflow Careers (now Talent) in Europe, scaling the team from 0 to 75+ people across UK, Germany and France.
• Dimitar also launched and served as MD for Insights - Stack Overflow's Talent Mapping, Analytics & Business Intelligence unit. Prior to joining SO, he co-founded OVIA (now WePow). Dimitar holds a bachelor's degree in Economics and a master's degree in Technology Entrepreneurship from University College London.

Key Takeaways:
• Commission should be there not to motivate salespeople to do the right thing, but as something that doesn't prevent them from it.
• If you want your sales team to believe in a new methodology, show them results.
• Allowing a sales team to work on one common goal with little supervision from a sales manager can change the way they think and bring you more profit.

Please rate this podcast.

About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a PR, marketing and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.

If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above.

The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR, design, branding, and marketing strategy – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

Tags and Keywords: sales, teamwork, saas

Facebook Status: Dimitar Stanimiroff and @shiraabel discuss agile sales model, how to motivate your sales team, and challenges when working with different countries in this week’s episode of #SaaS Insider.

Twitter Status: @stanimiroff and @shiraabel discuss helping sales people make data-driven decisions in this week’s episode of #SaaSInsider.

Sep 19, 2017

How do you make sure you’re not wasting your time in an accelerator? What are some “growth hacks” your startup can use in the early stage? How to figure out your customer segment? Max Pecherskyy, the Co-Founder of PromoRepublic, shares his experience with the host Shira Abel on raising funds through multiple accelerators and working through multiple challenges to start an international business.

About Max Pecherskyy
• Max is a passionate SaaS entrepreneur whose mission is to connect professionals, SaaS companies, and startup hubs to help them form long-term relationships and sustainable win-win partnerships. Max splits his time between Kiev, Helsinki, and San Francisco.
• Current challenge: Connecting angel and institutional investors, co-founders, exceptional talent and partner companies across 3 countries (UA/FI/US) to make the PromoRepublic.com venture succeed at global scale.
• Prior to co-founding PromoRepublic, Max worked in marketing agencies for 10 years, and was responsible for business development, digital marketing, and sales. He co-founded the digital agency NSG.agency and acquired accounts like Kimberly Clark, Danone, Philips, Ferrero, Johnson & Johnson, Henkel to name a few.
• Fields of expertise: startups, strategic business development, enterprise sales, branding, digital marketing, fundraising.

Key Takeaways:
• It’s important to choose a startup accelerator that has the best positioning in the market.
• Building a startup through multiple accelerators can work to your benefit.
• Segmentation will help you understand what your customers need to solve their problems and what you should be developing for them.

Please rate this podcast.

About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a PR, marketing and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.

If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above.

The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR, design, branding, and marketing strategy – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

Tags and Keywords: social media, startup, saas

Facebook Status: @pecherskyy joins @shiraabel to talk about the benefits of accelerators and what his team went through to get their business off the ground. #SaaSInsider

Twitter Status: @pecherskyy joins @shiraabel to talk about the benefits of accelerators and what his team went through to get their business off the ground. #SaaSInsider

Sep 12, 2017

How large should your company be before you start thinking about hiring a marketing operations person? What KPIs should your SaaS marketing team have? Cristina Vetere-Saunders, the Co-Founder of CS2 Marketing, talks to the host Shira Abel about what a B2B company needs to succeed at marketing their own business.

About Crissy Vetere-Saunders
• Crissy Vetere-Saunders is the Co-Founder of CS2 Marketing, a B2B marketing agency based out of San Francisco, CA. Before starting CS2, Crissy started her career managing marketing operations at Marketo, managed Global Marketing Operations at Jive Software, and and ran revenue operations and demand generation at a security startup called Agari.
• Today, Crissy helps B2B tech companies, mostly based out of the Bay Area, strategize, execute, and scale their marketing operations and demand generation efforts.
• In her free time, Crissy enjoys being outdoors with her dog, cooking, or writing for her personal blog Whoandfrom.com.

Key Takeaways:
• Marketing Qualified Leads are now all about generating enough engagement and interest with the right people from the right accounts.
• When you're marketing, think about whether you would want to be marketed to this way. Would you want to be spammed, or read that content?
• Marketing is as important after a sale, as it is to qualify a lead.

Please rate this podcast.

About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a PR, marketing and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.

If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above.

The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR, design, branding, and marketing strategy – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

Tags and Keywords: saas, marketing, ABM

Facebook Status: Crissy Vetere-Saunders, the Co-Founder of CS2 Marketing, shares her thoughts with the host @shiraabel on AMB, setting up marketing operations, and necessary tools. Tune in to #SaaSInsider to learn how they can help your B2B business.

Twitter Status: Crissy Vetere-Saunders, the Co-Founder of CS2 Marketing, and the host @shiraabel discuss #AMB and setting up marketing operations. #SaaSInsider

Sep 5, 2017

How can you run a marketing department with 2 people and satisfy a sales team of 50? What are the 3 marketing categories you should know about? What goes into a Competitive Battlecard? In this week’s episode of SaaS Insider, Adam Stein, the founder of APS Marketing, and the host Shira Abel discuss product marketing, solving problems for customers, and getting a sales team to buy in.

About Adam Stein
• APS Marketing and Adam’s marketing leadership of more than 20 years both center on building underlying differentiated product messaging strategy, hands-on writing, and program development. These three ingredients scale category development and high performance content syndication. He’s undertaken marketing strategy and programs that strategically develop and deliver revenue at growth firms fortunate to expand into category leaders including MobileIron, Broadcom (Epigram), Cisco, Fortinet and Juniper. He helped build many of these award-winning marketing teams from day one by partnering with leading VCs including Accel, Benchmark, Foundation, Mohr Davidow, Norwest, Redpoint, Sequoia and Storm.
• Adam founded APS Marketing in 2015 to offer Product marketing as a Service for content creation, marketing planning and ROI program development. He focuses on client needs in Big Data, enterprise software, networking, security, semiconductors and mobility. Services APS Marketing offers include defining a measurable B2B Marketing strategy and industry-relevant content. The results deliver revenue-driven goals including sales & product marketing content creation and the implementation of global GTM programs.

Key Takeaways:
• If there is a shift in your industry and you have to cannibalize one of your own products, do it before somebody else will.
• Product Marketing defines what your services are, their benefits for a customer, and how you’re better from your competitors. You need to make it easy for people to understand what problem you’re solving in order to make a sale.
• In order for your marketing strategy to work, all three marketing categories have to be aligned.

Please rate this podcast.

About Shira Abel
Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a PR, marketing and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees.

If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above.

The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR, design, branding, and marketing strategy – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

Tags and Keywords: product marketing, sales, software business

Facebook Status: Adam Stein and @shiraabel discuss product marketing and providing sales teams with the right tools on this week’s episode of #SaaSInsider. They talk about the right time to cannibalize your own product and defining what your benefits for a customer are.

Twitter Status: @apstein2 and @shiraabel discuss product marketing and providing sales teams with the right tools on this week’s episode of #SaaSInsider.

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