Most SaaS revenue leaders would agree that former clients (”Gems”) make amazing second clients. But, how can you track job changers and operationalize an outreach program at scale? Trinity Nguyen, VP of Marketing at UserGems, joins this episode to discuss this underutilized revenue stream and walks through how to identify Gems and create a program designed to target this critical group. Connect with Trinity: https://www.linkedin.com/in/trinitynguyen/ Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/ Learn more about BLASTmedia: https://www.blastmedia.com ..read more

Gen Y and millennials — who value purpose and meaning when choosing SaaS vendors — comprise most of today’s B2B decision-makers. So why are you still pushing narratives centered on products and features? Today's modern corporate narrative has evolved from CEO-driven, corporate talk tracks to more personal, human-centered narratives to form connections with a new generation of buyers. Join Lindsey Groepper, President of BLASTmedia, as she unpacks the current demands of the modern corporate narrative and how to evolve yours to build trust and establish connection. Connect with Lindsey: https ..read more

You’re a SaaS CMO and received the news that you are getting a new CEO. Super! Super? Super, right?! In this episode, Paige O’Neill, CMO of Seismic, shares her story of transitioning to a new CEO with her previous role. From what the first meeting should entail to the pressures of balancing old and new, Paige gives an honest account of what she learned in the transition and the two years that followed. Bottom line? A new CEO means starting over, which can simultaneously be insanely positive and challenging as the incumbent CMO. Connect with Paige: https://www.linkedin.com/in/paigeoneill/ Conn ..read more

For most SaaS organizations, the customer success function has two players - the CS lead and the salesperson. But in this episode, Karen Budell, CMO of Totango, talks through a “three-legged stool” approach, with marketing as an equal leg. She believes the three functions should work together to develop and execute customer expansion campaigns, driving more revenue from existing accounts. Which, in a down market, is much less costly and time-consuming than securing new logos. Connect with Karen: https://www.linkedin.com/in/karenbudell/ Connect with Lindsey: https://www.linkedin.com/in/lindsey ..read more

In this episode, our host speaks with author and positioning expert April Dunford about the realities of creating a category and defining positioning to win in SaaS. Drawing from years of data and experience consulting SaaS companies, April surfaces the signals indicative of a positioning problem, pinpoints where product demos go wrong, and gets candid about VCs and startups’ illusions about category creation. Connect with April: https://www.linkedin.com/in/aprildunford/?originalSubdomain=ca Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/ Learn more about BLASTmedia: https ..read more

SaaS marketers know we’ve entered the era of the self-serve buyer, where prospects expect price transparency and free trials. While this might not work for complex enterprise deals, there are lessons to be taken from a PLG motion that most SaaS orgs should employ. Krish Ramineni, Co-founder and CEO at Fireflies.ai, dishes on how to execute a free trial successfully, what it takes to offer a freemium product, and shares his personal story on ignoring his investors’ advice to stay away from a PLG model. Connect with Krish: https://www.linkedin.com/in/krishramineni/ Connect with Lindsey: https ..read more

With Biden’s recent executive order addressing the safe and secure development and use of AI, data privacy is even more mind top of mind for SaaS marketers. In this episode, Conor Bronsdon, Director of Marketing & Communications at LinearB, breaks down the order, discusses the new privacy demands on marketers, and how to build buyer trust in today’s AI economy. Connect with Conor: https://www.linkedin.com/in/conorbronsdon/ Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/ Learn more about BLASTmedia: https://www.blastmedia.com ..read more

SaaS marketers understand the importance of a strong brand, but are you clear in your strategic narrative today? If “efficiency” is driving your narrative, this episode is for you (because, spoiler alert, “efficiency” ain’t it.) In this episode, Melissa Rosenthal, Chief Creative Officer at ClickUp, unpacks the elements needed to create a memorable brand in the face of new market demands and how to measure effectiveness. Plus, she's brave enough to talk about one of her biggest brand fails and what was learned from the experience. Connect with Melissa: https://www.linkedin.com/in/melissarosent ..read more

Whether you have added enterprise selling into a PLG motion or have always focused on the segment, SaaS marketers understand the different pain points and nuances of prospecting to the enterprise. But, should you literally market to “the enterprise?” According to Sarah Emmott, Head of Brand for Work Management at Atlassian, the answer is no. In this conversation, Sarah unpacks how enterprise prospects actually search for solutions and explains why ditching the term “enterprise” in your marketing efforts is the way forward for maximum influence. Connect with Sarah: https://www.linkedin.com/in ..read more

Are you an early-stage B2B SaaS marketer, or maybe you’re a seasoned marketer but have limited resources to uncover the audience data you need to succeed? In this episode of SaaS Half Full, Lindsey sits down with Ryan Sonnenberg, Director of Marketing at SavvyMoney, as he spills the tea on how B2B SaaS marketers are leaving valuable audience data on the table and what tools early-stage marketers can use to help them in their audience identification journey. Connect with Ryan: https://www.linkedin.com/in/ryantsonnenberg/ Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/ Learn ..read more