Hey - Marc here.

Happy Saturday morning, motivated B2B SaaS Founders!

Here's at least one tip to keep in mind as you grow your B2B SaaS company:

Today's issue takes about 5 minutes to read.

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In today's issue, I share some key takeaways from Phil Rader's presentation at Nathan Latka's "SaaS Open 2023" conference in New York. As the Senior Partnerships Manager at SaaScend, Rader discussed how they built a culture to drive efficiency, $8m in ARR, and $150k in ARR per employee.

SaaScend, founded by Craig Jordan, is a well-established private company with 8 years of industry experience specializing in Management Consulting. In January 2023, Phil Rader transitioned from his role as a Senior Account Executive to assume the position of Senior Partnerships Manager.

About SaaScend

SaaScend is an outsourced consultancy building a solid foundation for long term growth by combining Revenue Operations domain expertise and cutting-edge go-to-market technologies. Using the SaaScend Method, they show up and guide you, climbing the mountain together using their three fundamentals — aim, overcome, focus.

Through SaaScend's expertise, companies can navigate the challenges of scaling by implementing the right tools, processes, and data infrastructure. By building a reliable and efficient go-to-market operation, businesses can achieve sustainable growth and success.

They guide organizations to push the envelope of their revenue success through the harmonization of systems, data, strategy, and people. They’re driven to empower their clients to reach their highest peak with intention. They acquired 1,415 projects, 500 satisfied clients, 25 partnerships, with 19 team members.

Challenges

Most companies adopt every platform recommended to them.

Evaluate specific needs and choose technologies that maximize sales time, enhance efficiency, and align with their growth trajectory. A lean tech stack with the right tools will allow teams to focus on revenue generation rather than being overwhelmed by unnecessary software.

Advice to Other Founders

Build a strong foundation for growth.

When starting at the $1 million ARR mark, companies should prioritize building a CRM system, developing a sales funnel, and collecting valuable data. These elements form the core of a go-to-market operation and provide the necessary infrastructure for future growth.

Invest in tools and processes that automate administrative tasks.

As revenue increases from $5 million to $10 million, implementing sales enablement tools like Outreach or SalesLoft, companies can streamline processes, automate lead routing, and reduce manual data entry. This enables sales teams to spend more time selling and less time on administrative tasks.

Optimize your marketing engine.

During the $10 million to $100 million ARR stage, Implementing marketing automation platforms such as HubSpot or Pardot can help companies nurture leads, track engagement, and measure the effectiveness of marketing campaigns.

Reduce sales cycle duration and analyze closed-lost reasons.

Aiming to reduce the sales cycle from 60 to 30 days, companies can implement automation tools, improve lead routing, and leverage analytics to understand what activities drive results. Time optimization ensures that sales teams spend more time selling and less time on non-revenue-generating activities.

TL;DR

Phil Rader from SaaScend emphasizes the key elements required to scale a business successfully from $1 to $100M+ in ARR. He highlights the importance of building a solid foundation, standardizing processes, and acquiring initial customers. As revenue grows, the focus shifts to enhancing sales efficiency, leveraging automation tools, and optimizing the marketing engine. Phil advises making strategic technology investments based on the company's specific needs rather than blindly following trends. By maximizing time, accelerating the sales cycle, and utilizing data effectively, businesses can drive revenue growth and achieve sustainable success.

PS Here is a link to the full interview if you are interested in listening to the full episode: The Sales & Marketing Tech Stack to Scale Successfully from $1 to $100M+ in ARR

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See you again next week.

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