Protect the Hustle | A SaaS Podcast
184 episodes - English - Latest episode: 19 days ago - ★★★★★ - 135 ratingsAccelerate your B2B SaaS growth and get better as an operator. Join Paddle as we explore the truth behind the strategy and tactics of those scaling in SaaS. Basically this podcast gives you a team of advisors in the trenches actually doing the work.
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Episodes
Unpacking Product-Led Growth with Leah Tharin
March 28, 2024 09:00 - 42 minutes - 38.9 MBCheck out Leah's PLG Breakdown here
Scale Globally: How to Internationalize with Lucas Lovell
February 14, 2024 10:00 - 43 minutes - 44.5 MBGet the full writeup for the episode here Get early access to the internationalization resource SaaS Revenue Growth by Region Data 50% of SaaS Operators don't localize prices Customers in different regions have varying WTP Regions with most non-card payment methods
The Battle Against App Store Monopolies: A Discussion with Christian Owens
January 31, 2024 10:00 - 55 minutes - 56.7 MBChristian Owens built the first version of Paddle about 10 years ago. Not only does this make him a great candidate to interview, he also served as a key witness in the Epic v Google case that concluded at the end of last year. For a succinct summary of events, check out our recent piece about How Fortnite Beat Google. This podcast episode is a continuation of that main episode. Here are some high level points: Epic Games vs. Big Tech: Christian delves deeper into the legal confrontations b...
Costco and 2,000 Other Companies | Pricing Lessons with Evan Grubb
January 10, 2024 10:00 - 41 minutes - 46 MBPricing your AI product in 2024: sign up and ask Evan some questions Evan Grubb has been with Price Intelligently... then ProfitWell... then Paddle for 7 years and counting (and yes, he's been there for all the name changes and acquisitions). He's been keeping track of monetization trends all along. You can check out his newsletter here if he inspires you in this podcast (and if he didn't, let me know). Just Give Me the 10,000 Foot View Evan Grubb's Career and Role at Paddle: Insights int...
The R.A.P. Method: Tanya Alvarez's Recipe to Mastering Productivity
November 14, 2023 10:00 - 23 minutes - 21.7 MBIn the stillness of dawn, a lone runner paces the streets, their commitment to the run a silent battle against the comfort of rest. This is the power of accountability: when another joins the run, the journey changes—each stride is shared, and the motivation multiplies. What was once a struggle becomes a pact, as they urge each other forward, embodying the resilience and shared dedication that turn individual effort into collective endurance. Today, we dive into the parallels between this p...
Anchored in Ambition: Tyler King on Crafting SaaS Businesses that Last
October 03, 2023 09:00 - 28 minutes - 25.7 MBIn the vast seas of B2B SaaS, where many are seduced by the allure of quick success and fleeting trends, envision a master shipbuilder like Tyler King, CEO and co-founder of Less Annoying CRM. His focus isn't on hastily crafted vessels for short voyages but on robust ships designed to withstand fierce storms, emblematic of resilience and endurance. Guiding an enduring ship, King's insights, drawn from both calm sails and tempestuous challenges, have become the navigational compass for many ...
Digital Alchemy: Yannick Veys on Transforming Followers into Fortune
September 26, 2023 09:00 - 31 minutes - 28.5 MBIn the world of art, a master painter captivates audiences not only with the visual beauty of his creations but also with the emotions they evoke, turning admirers into passionate investors in his masterpieces. Similarly, in the B2B SaaS landscape, the true art lies in crafting products and services that not only draw in a dedicated community but also compel them to become advocates, monetizing the profound relationships built. Enter Yannick Veys, the CMO and Co-founder of Hypefury (a Paddl...
Faith in Community: The Sacred Blueprint for SaaS Success with Lloyed Lobo
September 19, 2023 09:00 - 48 minutes - 44.8 MBThroughout human history, sacred texts and religious congregations have epitomized the enduring power of collective belief. This sense of community, united by a shared doctrine, forms a bond that transcends boundaries, emphasizing not just individual salvation but a collective spirit that uplifts and unifies. Similarly, while a SaaS company is distinct from a religion, it thrives on the relationships it fosters within its user base, emphasizing connections, shared experiences, and the collec...
MGMT’s Dave Kline on Unlocking Potential: Dispelling Myths in Management Training
September 12, 2023 09:00 - 29 minutes - 27 MBIn the world of American football, the coach is the linchpin, melding individuals with varying strengths, fears, and ambitions into a singular, winning force. They transcend mere instruction, turning raw talent into a harmonized strategy, creating trust, camaraderie, and synchronized action on the field. Similarly, in B2B SaaS, managers are the driving force, identifying and harnessing the unique capabilities of their teams. Dave Kline of MGMT Accelerator embodies this synergy, mastering th...
The Demand Waterfall with Refine Labs' Sidney Waterfall
September 05, 2023 09:00 - 33 minutes - 30.7 MBIn the verdant heartland, rivers carve their paths, each with a destination in mind, much like the complex currents of market demand. These rivers, shaped by the terrain, can be directed and harnessed using tools like dams and pipes, ensuring every drop finds its purpose. Similarly, in the B2B SaaS world, these currents of demand transform into intricate systems, beautifully epitomized by the "Demand Waterfall". Sidney Waterfall, the SVP of Marketing at Refine Labs, emerges as the maestro o...
Zapier’s Kieran Flanagan on Rising Above the AI Commodity Wave
August 29, 2023 09:00 - 41 minutes - 37.8 MBThe introduction of fast food was nothing short of revolutionary, offering meals in minutes and setting a groundbreaking standard for efficiency in food service. But as more outlets sprouted, the uniqueness dwindled; every meal tasted eerily similar. In this homogeneity, master chefs found an opening. They combined the rapid technology of fast food with their culinary artistry, creating dishes that were both efficient and distinctively gourmet. In the B2B SaaS landscape, a similar evolution...
The 6 Instruments to Keep Your Product Alive with DevSquad’s Phil Alves
August 22, 2023 09:00 - 29 minutes - 26.6 MBTaking to the skies, every pilot understands the intricate balance between the intoxicating freedom of soaring and the precise discipline within the cockpit. While they venture into new horizons, their safety and mastery rely on diligently monitoring their flight instruments. This precision and need for measured freedom is mirrored in the B2B SaaS sector. Success isn't about wild gambles but about innovating with a keen eye on vital metrics that determine the trajectory of the enterprise. P...
Caya from Slidebean on Mastering the Art of Startup Storytelling
August 15, 2023 09:00 - 26 minutes - 24.4 MBThink of your company's value as a rare treasure, and imagine the best way to get it into the right hands. Content marketing, when executed flawlessly, acts as the perfect delivery service, transporting your company's unique offerings directly to a curious and engaged audience. In B2B SaaS, this precision becomes paramount, with the content acting as customized parcels, addressing the specific needs of each client. Jose Cayasso, commonly known as Caya, is at the forefront of this strategic ...
Empowering Potential Buyers: Melissa Kwan's Game-Changing Approach to SaaS Sales
August 08, 2023 09:00 - 35 minutes - 32.7 MBImagine walking into an art gallery, where paintings of all colors, styles, and sizes adorn the walls, yet owning one feels impossible without guidance. In the world of B2B SaaS, that art gallery is your software, and the potential buyers are visitors seeking the perfect piece. Just as an art enthusiast needs a path to ownership, potential customers require a seamless and intuitive process to discover and purchase your software. Empowering these buyers is about guiding them on a journey, mak...
Learning from the Winners with DoWhatWorks' Andres Glusman
August 01, 2023 09:00 - 41 minutes - 37.8 MBImagine standing in a gym, facing an overwhelming array of free weights, machines, and fitness programs. Choosing where to start is challenging, and without proper guidance, you may squander your resources on ineffective methods, yielding little progress. Now picture an experienced personal trainer, like Andres Glusman, who directs you towards exercises that are proven to work, align with your personal goals, and minimize risks. This scenario finds its echo in the B2B SaaS landscape, a compl...
The Art of AI Implementation with Rudina Seseri
July 25, 2023 09:00 - 40 minutes - 37.2 MBPicture this: you're attempting to make your favorite cocktail with a blender, the vital tool that promises to unify varied ingredients into a symphony of flavors. However, misusing this powerful device or misunderstanding its capabilities can lead to a catastrophic concoction, much like the unintended mess when AI is poorly incorporated into your business. In the B2B SaaS realm, AI mirrors this high-tech blender, capable of transforming your services, processing customer needs, and unveilin...
Alludo's Christa Quarles on Fostering a Culture of Innovation
July 18, 2023 09:00 - 45 minutes - 41.5 MBThis interview was recorded in January of 2023 Answer our five questions here. Navigating through the expansive ocean, you're aboard a ship under the charge of a capable captain, supported by a proficient crew. This voyage, like any entrepreneurial venture, thrives on the synergy between astute leadership and effective governance, the essence of a safe and successful journey. It's a testament to the ability to chart a course amid uncertainties, addressing hurdles, and cultivating growth al...
Gong's Udi Ledergor on crafting magical marketing moments
July 11, 2023 09:00 - 30 minutes - 28.3 MBImagine a grand theater on the cusp of a captivating performance, each individual, from actors to orchestra to stagehands, contributing to a seamless spectacle that leaves the audience enchanted. This beautiful balance is strikingly akin to a successful business, where different departments - marketing, sales, product development, and customer success - perform harmoniously on the market stage to mesmerize their audience, the clientele. When marketing campaigns align perfectly with sales str...
Who Protects the Hustle?
July 04, 2023 09:00 - 1 minute - 1.79 MBAnswer the five questions here: https://forms.gle/TsTckkK5QokH1U6w6
Building a scalable rapport engine with Vidyard’s Tyler Lessard
June 27, 2023 09:00 - 46 minutes - 42.3 MBPicture a cobblestone street bathed in twilight. A lone street performer, clad in worn-out garments, dances with vigor to a tune no longer in style. There's a crowd around them but, as the camera moves closer, you notice their faces passing by without meeting the gaze of our performer. Despite the dancer's passionate performance, with sweat pouring down their brow, not a single soul stops to watch. This somber scene reflects the cruel reality of being unnoticed despite giving your all. Just ...
How a PLG team can add a sales function with Correlated's Tim Geisenheimer
June 20, 2023 09:00 - 32 minutes - 29.5 MBWe’ve all got a favorite band. They start off small, playing in tiny venues and relying on word of mouth to build their fan base. Their raw talent and charisma attract a following, akin to how an innovative product captures the market. However, to make a real impact, bands must dream bigger and venture beyond their local scene. This calls for a proactive approach, akin to a world tour, where they engage with fans on a larger scale, promoting their music and playing in major venues. Similarl...
PandaDoc's Mikita Mikado on Harnessing Resilience in the SaaS World
June 13, 2023 09:00 - 24 minutes - 33.5 MBImagine a towering oak tree, its roots sprawled and deeply anchored in fertile soil while its branches stretch towards the sky. This magnificent tree embodies resilience, as it stands unshaken through the harshest of seasons - whether it be the biting cold of winter or the searing heat of summer. This resilience is its lifeline, and a testament to the principle that having strong roots can help one weather the most tumultuous storms. Now, let’s pivot this to the B2B SaaS landscape. It's an ...
GitLab's Ashley Kramer on Navigating the Open-Source Cosmos
June 06, 2023 09:00 - 32 minutes - 29.8 MBImagine a meticulously planned space mission, where precision, openness, and shared understanding permeate every stage, from engineers poring over blueprints to astronauts preparing for liftoff and ground control teams monitoring every telemetry detail. Transparency, serving as a beacon amidst the dark expanse, ensures each decision is rooted in a shared mission objective, fostering an environment where mistakes are minimized, and success is within grasp. This celestial journey parallels the...
What Blows Deals Apart: Common Mistakes in M&A with Thomas Smale
May 30, 2023 09:00 - 28 minutes - 26.2 MBThe image of a robust locomotive steadily traversing along a set of tracks paints a vivid picture of steadfast progress. The train, in its unwavering journey, reveals a strategic formula: the addition of more cars. This process, however, is a delicate one. Each car represents new passengers or freight, contributing to the growth and reach of the train. In much the same way, integrating a new locomotive can significantly enhance the power of the entire system. But, like the precision required...
AudiencePlus' Anthony Kennada on building audience before a product
May 23, 2023 09:00 - 43 minutes - 39.7 MBJust as a diligent gardener cultivates a seed into a flourishing plant that provides nourishment, so does a savvy entrepreneur nurture their audience before introducing a product. Whether you're tending to a garden or building a business in the B2B SaaS world, the principle remains the same: understand your environment, your seed (or idea), and its potential yield. In the business context, this means knowing what your customers need before planting the idea that becomes your product, thus cr...
Between Beats and Balance Sheets: The Harmonious Life of Hassaan Ahmad
May 16, 2023 09:00 - 21 minutes - 19.8 MBCheck out the Beyond the Budget Podcast here. Hey Protect the Hustle fans, I hope you're loving the insights from this season. I have something special for you today which is the first episode of our new podcast Beyond the Budget. It's all here in in this email, and if you love it, reply to this email and I'll make sure you get new episodes every Friday. Protect the Hustle will be back next week! Who is Hassaan Ahmad? Hassaan Ahmad is a seasoned financial executive currently serving as t...
Homebase's Oliver Fisher on leading high-performing teams
May 09, 2023 09:00 - 44 minutes - 40.4 MBIn the heat of the championship game, imagine your favorite sport and the team captain standing at the center of the huddle. Their experience and familiarity with the weight of the trophy make them the leader every team desires to guide them toward victory. Like the world of sports, B2B SaaS thrives on strong leadership, with the ability to navigate software development complexities, manage multiple teams, and keep a keen eye on the evolving market landscape. The guidance of an experienced l...
ICONIQ's Doug Pepper: Survive to Thrive in 2025
May 02, 2023 09:00 - 38 minutes - 35.5 MBYou’re standing at the edge of a vast canyon. You gaze across the seemingly endless expanse. The wind whistles through the rocky outcrops, the sun casts long shadows and a river snakes its way far below. You might not want to, but you’re about to navigate this canyon. To traverse this challenging terrain, you’ll need to understand the hidden paths, the potential pitfalls, and the best way to navigate the unpredictable environment… The canyon we speak of represents the complex and ever-cha...
Wynter's Peep Laja on the art of B2B SaaS messaging
April 25, 2023 09:31 - 39 minutes - 36.3 MBImagine you're preparing to open a brand-new restaurant in a bustling city. The cuisine is exquisite, the ambiance is perfect, and the service is impeccable. But as the doors open and potential customers walk by, they don't seem drawn to your establishment. The problem? Your menu is confusing, the descriptions are bland, and the name of the restaurant doesn't resonate with the passersby. This is the power of messaging. Without clear and enticing messaging, even the most outstanding offerings...
OpenView’s Kyle Poyar on sidecar products and product-led growth
April 18, 2023 09:00 - 49 minutes - 45.2 MBThis week's guest is Kyle Poyar, Operating Partner at OpenView. Kyle sat down with Patrick Campbell at SaaStock 2022 to discuss the ins and outs of product-led growth and how businesses can capitalize on this strategy to propel their success. Throughout the conversation, Kyle and Patrick delve into the importance of focusing on product usage as a key driver for customer acquisition, retention, and expansion. They discuss how companies like Zenefits have harnessed the power of sidecar produc...
m3ter’s John Griffin on Revolutionizing Customer Value and Revenue Growth
April 11, 2023 09:00 - 28 minutes - 31.2 MBThis week's guest is John Griffin, co-founder and CRO of m3ter, who joined Neel Desai at SaaStock 2022 to discuss the importance of usage-based billing in SaaS and its impact on businesses. John emphasizes the need for SaaS companies to focus on customer success to drive adoption and product usage, and shares his thoughts on the future of SaaS, suggesting that it will involve a combination of product-led growth (PLG) and traditional enterprise sales motions. High Level Overview: Usage-bas...
Winning Sales Pitches: April Dunford Unleashes the Power of Positioning
April 04, 2023 09:00 - 48 minutes - 69.2 MBToday's guest is April Dunford, founder of Ambient Strategy and author of the essential positioning book Obviously Awesome. April's an expert on positioning, including what it is, what people get wrong with it, and what they need to get right with it. She's currently working on her second book focused on teaching teams the structure and processes she's been using to build sales pitches for the past couple of decades with hundreds of tech companies. This interview, recorded at SaaStock 2022 w...
Andy Whyte Unlocks the Power of MEDDICC
March 28, 2023 06:00 - 35 minutes - 50.2 MBToday's guest is Andy Whyte, CEO of MEDDICC and author of the book on MEDDICC. He has been a sales leader for 20 years. His discussion with Paddle's own Andrew Davies illuminated a lot about how one can effectively use MEDDICC. Andy can help you understand how to better identify customer pain points, demonstrate value, engage with stakeholders, and manage the sales process effectively to close deals and drive revenue growth for your SaaS business. High Level Overview: Understanding MEDDICC...
Perx Technologies’ Anna Gong on Gamifying Customer Loyalty
March 21, 2023 09:00 - 29 minutes - 27.1 MBToday's guest, Anna Gong, founded Perx Technologies in 2014. Her discussion with Paddle's Neel Desai is a curious one when it comes to the topic of game theory and gamification. While gamification might feel gimmicky and drive shallow customer engagement, it can actually be a tool for good (if done properly). Neel and Anna go over a number of topics in the episode but we'll give you an overview of what you need to know below. High Level Overview Utilize different game theory mechanics such...
Mind the Product’s James Mayes on Defining a Product Manifesto
March 14, 2023 09:00 - 29 minutes - 26.7 MBToday's guest, James Mayes co-founded Mind the Product in 2010. Much like the eponymous character in Jerry Maguire, James has a strict code of ethics that he sticks by when thinking of product management. Instead of thinking about how much we are making from our product, James emphasizes the why. But he didn't require a public mental breakdown and a loss of business like Jerry. Quite the contrary. At the beginning of 2020, Mind the Product was facing uncertain waters specifically with an in-...
G2’s Godard Abel on Overcoming the Crisis of Trust
March 07, 2023 10:00 - 35 minutes - 32.4 MBToday's guest is Godard Abel. He is the Co-founder & CEO of G2.com, a software marketplace with authentic peer reviews to make purchasing software that much easier. With his vast experience as an executive heading up multiple high-performing companies (like SteelBrick and BigMachines - purchased by Salesforce and Oracle respectively), Godard offers valuable advice on what it means to be a stellar operator. In this episode, he sat down with Patrick Campbell at SaaStock 2022 and broke down a n...
Panintelligence’s Zandra Moore on Invigorating the Talent Pipeline
February 28, 2023 10:00 - 32 minutes - 35.7 MBToday's guest is Zandra Moore. She is the Co-Founder and CEO of Panintelligence, an embedded analytics platform for SaaS vendors. Beyond the stellar work she does in tech, Zandra is a champion of inclusivity. In our interview with her and Andrew Davies recorded at SaaStock in 2022, Zandra discusses several topics that make you a better operator. Perhaps most importantly, she beats the drum on intentional inclusivity. High Level Overview A look into taking a loss leading business component ...
Apollo.io’s Kim Walsh on Unlocking the Best Buyer Experience
February 21, 2023 10:00 - 39 minutes - 37.1 MBToday's guest is Kim Walsh. She heads up Sales, Partnerships, and Customer Success over at Apollo.io. As an early member of HubSpot and her continued journey through sales and growth, she’s learned valuable lessons in the world of B2B SaaS. In our interview with her and Patrick Campbell recorded at SaaStr in 2022, Kim discusses a number of topics that will make you a better operator like hiring tips, effective product-led growth, and much more. High Level Overview Put the customer first, a...
Zelkova's Jay Levy on the founder-investor relationship
December 20, 2022 10:00 - 28 minutes - 26.2 MBCheck out the detailed field guide here Topics discussed in this episode: 02:01 - What makes a great SaaS community 10:10 - The Three Types of Investors 13:24 - Focusing on the interpersonal side of the business 18:20 - Building and Maintaining the Founder-Investor Relationship 23:44 - Embracing the silence during investor meetings This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Payrix’s Bob Butler on Finding Anchor Personas
December 13, 2022 10:00 - 36 minutes - 33.8 MBCheck out the detailed field guide here Topics discussed in this episode: 01:57 - Why some fintech is really “tech fin” 11:00 - Reducing the time and friction to execute 19:00 - The "Buy now, Pay later" space 23:56 - The anchor tenant persona 30:11 - How to find anchor tenants This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Bitly's Tara Robertson on setting up a team of highly skilled marketers
December 06, 2022 10:00 - 45 minutes - 41.6 MBCheck out the detailed field guide here Topics discussed in this episode: 01:59 - Connecting emotion and value to drive results 07:18 - What to look for when building a marketing team 16:26 - Prioritizing efforts on areas of biggest influence 21:35 - Setting up a team of highly skilled marketers 34:09 - Which partnerships are essential within your organization This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Snowflake's Lars Nilsson on Sales Development
November 29, 2022 10:00 - 47 minutes - 43.1 MBCheck out the detailed field guide here Topics discussed in this episode: 02:13 - Zeroing in on Sales Roles 08:23 - Hiring someone with a fire in the belly 14:07 - SDR Training, Enablement and Progression 21:00 - Setting up sales opportunities for success 39:01 - The value of compassionate leadership This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Building in public with Arvid Kahl
November 22, 2022 10:00 - 54 minutes - 49.5 MBCheck out the detailed field guide here Topics discussed in this episode: 01:50 - The intangible rewards of selling a company 16:29 - Coping with grief after an exit 28:02 - The fundamentals of building in public 34:09 - Why losses resonate more than wins 43:07 - How authenticity scales This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Semrush's Eugene Levin on crafting your IPO Story
November 15, 2022 10:00 - 41 minutes - 38 MBCheck out the detailed field guide here Topics discussed in this episode: 01:59 - What makes an IPO a good idea 14:03 - Maintaining control of the process 20:43 - Crafting your IPO Story 31:49 - Was the IPO worth it? This is a Paddle production—the first media network dedicated entirely to the SaaS and subscription space.
Revisiting: Sarah Hodges builds community
October 25, 2022 09:00 - 29 minutes - 29.5 MBCheck out the field guide here Topics discussed in this episode: Marketing-driven growth vs. product-driven growth The ingredients that make up community How community drives the potential of a tech ecosystem The drive to stand out and be different Unlocking your authentic self with a willingness to adapt This is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.
Revisiting: Reforge CEO, Brian Balfour on frameworks and communication
October 18, 2022 09:00 - 42 minutes - 39.8 MBCheck out the field guide here Topics covered in this episode: How to avoid getting sucked into traps Using perspective to get everyone on the same page Creating tools to reveal answers The importances of shared language Understanding nuances to unlock frameworks This is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.
Revisiting: Xero's Anna Curzon on cultivating meaningful relationships
October 11, 2022 09:00 - 33 minutes - 33.1 MBCheck out the field guide here Topics discussed in this episode: Being a champion for small businesses Democratizing success with technology Why accountants are superheroes When growth isn’t the goal The “number 8 wire” mentality. This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.
Revisiting: Nathan Latka on generating interest and demand
October 04, 2022 09:00 - 31 minutes - 31.8 MBTopics covered in this episode: Earning the right to educate Weaponizing your ego Generating demand Characteristics of success The key to leverage This is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.
Wes Bush on product-led growth
September 27, 2022 09:00 - 20 minutes - 19.4 MBCheck out the detailed field guide here Topics discussed in this episode: Aligning your business with how customers buy How to implement product-qualified leads The stages of product-led growth How to measure success Simplifying onboarding This is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.
Jasper's Dave Rogenmoser on the importance of personalization
September 20, 2022 09:00 - 34 minutes - 33.4 MBCheck out the detailed field guide here Topics discussed in this episode: The transparency rule Personalization and authenticity How marketing is evolving Maintaining a sustainable sales cycle Reducing operational inefficiencies This is a Paddle Recur production—the first media network dedicated entirely to the SaaS and subscription space.