SaaS-Story in the Making

Matt Wolach

Each week we talk with those who have succeeded and inspired in the world of software. How they did it, what advice they have, and what's coming in the future with new innovation.

225: How Analytics Can Guide Your Decisions - with Mark Stouse
Aug 16 2022
225: How Analytics Can Guide Your Decisions - with Mark Stouse
EPISODE SUMMARYData is information that is collected for us to review what happened in the past. This helps you to create and weigh decisions in the future. But, data is not enough to help you. You need to know how to transform that data into something that will guide you to success. In this week’s episode of SaaS-Story in the Making, B2B SaaS Sales Coach and Host Matt Wolach sat down with Proof Analytics CEO Mark Stouse to share their expertise on the power of data to propel your business forward. Aside from analytics, gain insights on how to start and learn from risks that can pave your way to better decisions and, eventually, to success. See how this revolutionary thinking will make your SaaS a success.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 225, “How Analytics Can Guide Your Decision – with Mark Stouse”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Mark Stouse, Chairman and CEO of Proof AnalyticsTOP TIPS FROM THIS EPISODEUtilize Data Analytics for Better Decision-MakingAccelerate Sales Velocity by Inhibiting Risk AversionEPISODE HIGHLIGHTSAnalytics Fuels Your Journey to SuccessSales is a Win-WinTOP QUOTESMark Stouse[10:34] “If you’re just looking at data, you’re not keeping up. In fact, you’re just in the past totally.”[15:14] “The mistakes are extremely unfun at the moment, but they typically translate into some of the best things in the future. “Matt Wolach[18:51] “Sales is a win-win. If you have a great product, they will benefit a lot from it. And if you do your job really well, you’re going to make their business better.”LEARN MORETo learn more about Mark Stouse and Proof Analytics, visit  You can also find Mark Stouse on LinkedIn at:  For more about how host Matt Wolach helps software companies achieve maximum growth, visit
224: How to Keep Your Culture While Working Remote - with Alexander Embiricos
Aug 9 2022
224: How to Keep Your Culture While Working Remote - with Alexander Embiricos
EPISODE SUMMARYIn today’s age of fast-paced progress, adaptability and flexibility are a must for your business to thrive. Remote work grants this opportunity as you can work with anyone from anywhere and even anytime. However, you might be wondering how you keep the office culture alive when interactions are scant among your employees.This is where B2B SaaS Sales Coach and host Matt Wolach and Remotion’s Co-Founder and CEO, Alexander Embiricos, will have your back as they discuss the necessity of preserving work culture by forging trust among employees even in remote work. Embiricos also discusses why and how one should go about helping employees organically build friendly relationships beyond tasks and due dates. The goal, after all, for everyone is to live the dream. Embiricos’ mission succinctly states, “enable teams to live and work on their own terms.” Read more to find out how you can keep the culture alive within your remote team.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 224, “How to Keep Your Culture While Working Remote – with Alexander Embiricos”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Alexander Embiricos, Co-Founder, and CEO at RemotionTOP TIPS FROM THIS EPISODEUse a Virtual OfficeDevelop the Product Towards the MarketCreate a Waiting ListEPISODE HIGHLIGHTSBalance is KeyEmployee Rapport is Essential To Business SuccessTOP QUOTESAlexander Embiricos[22:56] “I think the major downside that we’re wrestling with now is that it led us to invest in the early user experience because every early user spoke to us. They heard me like passionately talk about, you know, like our view of team building. And they also got bespoke recommendations for how to use the product. And so today, we have self-serve up again.” [24:34] “So the market will catch up to me, but I need that’s why I’m here. And my take is, you know, don’t necessarily build with customers tell you they want you to build, but certainly, you know, be talking to customers and figure out their problems and make sure it passes the Mom Test and you know, build something that solves a problem they have.”Matt Wolach[2:42] “You’ve got to make sure that in the early days, you don’t crush yourself and you don’t make it so you hate what you’re doing. You hate your job, you hate your company, you hate your mark. That’s not a good thing. So getting that balance, I think is super critical.”[23:53] “I think that the best advice possible is, talk with your market, learn from them, figure out what’s needed [and] what’s necessary, what’s not necessary, and develop your product towards it. [Then] develop your marketing messages towards that, and make sure you’re servicing the customer.”
223: Document Your Process to Scale - with Ken Babcock
Aug 2 2022
223: Document Your Process to Scale - with Ken Babcock
EPISODE SUMMARYKeeping track of your processes and progress lets you and your team see your development. In SaaS, documentation may be the last thing on your agenda, making it appear less significant and forgotten. But, it is actually among the most important facets of a business for it to function well. In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Tango’s Co-Founder, Ken Babcock, talk about the importance of efficient documentation for SaaS. Documentation is not merely about having the correct records, but also about the need to be updated and have the ability to share this knowledge with the team. Babcock shared how proper documentation helped his team and company function well and scale.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 223, “Document Your Process to Scale – with Ken Babcock”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Ken Babcock, Co-Founder at TangoTOP TIPS FROM THIS EPISODECreate a High-Performance TeamListen to Customers & Trust Power UsersAdmit What You Don’t KnowEPISODE HIGHLIGHTSCompanies Outgrow Documentation TOP QUOTESKen Babcock[06:00] “That high performer who’s taking on a lot of work is doing it really well. They don’t necessarily want to be distracted by creating documentation.”[20:22] “I think the biggest thing, or the trait that has played the biggest role in our success, is just a willingness to admit when we don’t know something, which is really hard.”Matt Wolach[04:22] “Across the organization, if you’re not systematized and having processes, you’re gonna struggle to really grow and scale.”[13:39] “In SaaS, you’re changing things so much are iterating on the product and releasing and, you know, after you do that, all of your documentation now is out of date.”
220: How to Differentiate Through Process - with Casey Hill
Jul 12 2022
220: How to Differentiate Through Process - with Casey Hill
EPISODE SUMMARYAutomation is great, but are some people taking it too far? What happened to a personal approach (that buyer’s love)? The rise of automation software made it easy for companies to reach a large percentage of their market quickly. However, it cannot guarantee customer satisfaction and experience.In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Bonjoro’s Head of Growth, Casey Hill, talk about how little tweaks on your process can make a huge impact. Personalization is essential in improving relationships, whether about the market or business partnerships. Hill shared how it helped him scale so businesses, especially startups, can integrate it into their process and help them grow. PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 220, “How to Differentiate Through Process”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Casey Hill, Head of Growth at BonjoroTOP TIPS FROM THIS EPISODECapture Prospects’ Attention Through VideosCultivate PartnershipsStand Out In The Market EPISODE HIGHLIGHTSThe Experience Economy TOP QUOTESCasey Hill[09:46] “So many times people are so used to automation and mass-producing stuff that if you can put little personalization elements in there, I can see that being a huge value.”[11:59] “So I think in this world where everyone is so flooded, you know, I ignore 99% of the things that hit my inbox and my LinkedIn because every day I am pitch to death… but if you can create an experience around your product, where someone remembers it, and they want to share it, and they want to talk to people I think is a very, very powerful differentiation.”Matt Wolach[15:43] “One of my big mantras with my clients is to always talk about being a helper person, not a salesperson. And if you can be that guide, that advisor and somebody who’s kind of like we talked about creating an experience for somebody that they know, they’re going to be taken care of by a trusted individual. I mean, that’s so powerful.”
219: Focus on the Details to Win - with Tommy Yionoulis
Jul 5 2022
219: Focus on the Details to Win - with Tommy Yionoulis
EPISODE SUMMARYIn this industry, the competition is tough. Companies are always finding ways to stand out. One way to do this is to make processes efficient. It would help improve almost all aspects of the business, leading them to achieve their goals. Some may focus on sales or marketing but little did they know that they should also be paying attention to their operations. In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and OpsAnalitica’s Founder, Tommy Yionoulis, talk about the importance of operations. Yionoulis has years of experience in hospitality management, people management, and software, which he combined in making OpsAnalitica. He shares crucial lessons and experiences in building his business to help SaaS founders scale theirs.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 219, “How Improving Operations Can Make Your Company Stand Out”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Tommy Yionoulis, Founder of OpsAnaliticaTOP TIPS FROM THIS EPISODEMake the Change Be a People Manager    Don’t Market Yourself Off A Cliff EPISODE HIGHLIGHTSOperations Excellence Revolution TOP QUOTESTommy Yionoulis[24:42] “They can hold their teams more accountable for doing all the little things that they need to do every day. But more importantly, can identify issues and crowdsource fixes to those issues because they’re collecting all of this data.”[26:26] “It’s never been a huge, massive problem. It’s all these little death by a thousand-cut problem… And 99% of them have been identified by somebody who already has an issue, just someone didn’t cover it right. And so when you can be ensuring that people are covering off on that stuff. And when you do find a problem, you can identify a crowdsourcing solution and fix it quickly.”Matt Wolach[28:15] “It’s so important to make sure the details are in line.”
217: Advanced Remote Environment Tips - with Richard White
Jun 21 2022
217: Advanced Remote Environment Tips - with Richard White
EPISODE SUMMARYIn this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Fathom’s founder and CEO, Richard White, talk about remote work, the importance of clear communication, and company growth.Having managed his former company for 10 years, White learned valuable lessons that helped him start and successfully grow Fathom. Even before Zoom meetings became the norm, he had plenty of experience talking to clients online, which took him so much time in documentation. But today, he turned his experiences at UserVoice into a great platform that can help improve the quality of conversations and meetings internally and externally. PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 217, “Advanced Remote Environment Tips – with Richard White”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Richard White, CEO at FathomTOP TIPS FROM THIS EPISODEMake Sure You Have A Shared ContextQuestion All Synchronous CommunicationRecord Your MeetingsEPISODE HIGHLIGHTSLearning from Looking BackTOP QUOTESRichard White[11:53] “Meetings are great when you want to discuss something once everyone has context. They’re terrible once it’s like we’re using the meeting to get context through it.”Matt Wolach[04:42] “Necessity creates that invention and that creation.”[15:45] “Part of my coaching is, to record your demos. And you can go back and watch. And if you are running a team, make sure your team is recording demos, so you can help them, you can coach them, you can see where the right and wrong is.”
216: $1M in Revenue in His First 4 Months - How He Did it - with Josh Hotsenpiller
Jun 14 2022
216: $1M in Revenue in His First 4 Months - How He Did it - with Josh Hotsenpiller
EPISODE SUMMARYStarting a SaaS company is hard, and raising it can even be more challenging. Finding the right strategy, going through trial and error, and especially finding the fund you need are only parts of what makes it difficult to achieve. However, with the right measures, it is possible. In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Juno’s CEO, Josh Hotsenpiller, talk about how to take your startup to explosive growth. Hotsenpiller shared the right steps that he applied at Juno, where it successfully grew, and he managed to raise $15M with only 60 employees.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 216, “How One SaaS Founder Hit $1M Revenue in His First Four Months”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Josh Hotsenpiller, CEO at JunoTOP TIPS FROM THIS EPISODEWin Channel Partners & AcceleratorsAssociate Your Solutions To Their Needs   Look For Investors That Can Help You GrowEPISODE HIGHLIGHTSThere’s No One Way of Doing AnythingVirtual Is Here to StayTOP QUOTESJosh Hotsenpiller[07:40] “I think, a lot of times, we put so much pressure on ourselves for explosive growth. And I think somebody just needs to tell you, you can’t predict it, you can’t buy it.”[08:52] “My advice to founders is you need accelerators, that have earned the trust of a marketplace, and then you need to go win with them.” [09:13] “Personality can get you to the door, but [the] process will get you through it.”Matt Wolach[16:49] “One of the things you have to do is cater your pitch, cater what you’re talking about to the role, the role of the person on the line level, and what they care about what they’re working for.”
215: I Bought a SaaS Company!
Jun 9 2022
215: I Bought a SaaS Company!
From Matt’s popular B2B SaaS-focused podcast: “SaaS-Story in the Making.”With the rising trends in the SaaS industry, every founder must learn how to innovate with their marketing strategies. Businesses of all sizes are discovering that they can effectively integrate SMS marketing with a larger marketing strategy.In this episode of SaaS Story in the Making, I talked about the common problems in a SaaS business and shared a unique solution to every single of them – SMS marketing. See how this SMS marketing service can solve SaaS problems. Watch now!And while you’re at it, explore Torowave and get your FREE 7-day trial here: to the audio version:🔊 Apple: Spotify: https:/.spotify.com/show/5QcWEf9...🔊 iHeart:  Are you struggling to grow your software business and achieve scale? Matt, a software founder, investor, and SaaS sales coach, had the same challenges when he first got into B2B SaaS, launching a company without ever having done so. After initially failing to land new business, he was able to uncover the formula for attracting and closing software deals at scale. That formula has led to exponential growth at several companies and multiple investment rounds and exits. 👇 SUBSCRIBE TO MATT’S CHANNEL NOW TO LEARN THE SAME FORMULA 👇 Matt now helps other software founders and leaders understand the framework for launching and scaling their company. Want to achieve success and have a tremendous amount of impact with your B2B SaaS business? Subscribe now and learn: ✔️ How to ATTRACT perfect fit customers to you✔️ Ways to ENGAGE with your leads moving more through your process✔️ The specific techniques that CLOSE deal more quickly and for more $$✔️ How to SCALE so that others can step in and you can have freedom And get even more tips by following Matt elsewhere: Tips Page:  Twitter:  #SaaS #software #podcast #salestraining
214: How to Win Business From Twitter - with Yannick Veys
May 31 2022
214: How to Win Business From Twitter - with Yannick Veys
From Matt’s popular B2B SaaS-focused podcast: “SaaS-Story in the Making.”With many social media platforms, it can be challenging to find one where a brand can grow. But in recent years, and with the added boost in social media marketing combined with the boom in engagement since the pandemic, there’s one channel that stood out so far that even Elon Musk wants to buy it. — Twitter. In this episode of SaaS Story in the Making, I invited Hypefury’s Co-Founder, Yannick Veys, to sit down with me and reveal his secrets that answer this million-dollar question, how to win business from Twitter. Watch now to find out!Listen to the audio version:🔊 Apple: Spotify: https:/.spotify.com/show/5QcWEf9...🔊 iHeart:  Are you struggling to grow your software business and achieve scale? Matt, a software founder, investor, and SaaS sales coach, had the same challenges when he first got into B2B SaaS, launching a company without ever having done so. After initially failing to land new business, he was able to uncover the formula for attracting and closing software deals at scale. That formula has led to exponential growth at several companies and multiple investment rounds and exits. 👇 SUBSCRIBE TO MATT’S CHANNEL NOW TO LEARN THE SAME FORMULA 👇 Matt now helps other software founders and leaders understand the framework for launching and scaling their company. Want to achieve success and have a tremendous amount of impact with your B2B SaaS business? Subscribe now and learn: ✔️ How to ATTRACT perfect fit customers to you✔️ Ways to ENGAGE with your leads moving more through your process✔️ The specific techniques that CLOSE deal more quickly and for more $$✔️ How to SCALE so that others can step in and you can have freedom And get even more tips by following Matt elsewhere: Tips Page:  Twitter:  #SaaS #software #podcast #salestraining
213: Why Your SEO Strategy Failed - with Farzad Rashidi
May 24 2022
213: Why Your SEO Strategy Failed - with Farzad Rashidi
EPISODE SUMMARYIn this episode of SaaS Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Respona’s Co-Founder and Lead Innovator Farzad Rashidi talk about how SEO can significantly impact your company’s success and failure. Search engine optimization is crucial if you’re looking to create long-term brand awareness, expand your target audiences, and earn more revenue. Let’s look at the significant benefits of SEO for your business and how you can realize them with these insights from Rashidi.  PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 213, “Why Your SEO Strategy Failed”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Farzad Rashidi, Co-Founder & Lead Innovator of ResponaTOP TIPS FROM THIS EPISODEUtilize Backlinks to Boost PopularityUnderstand the Right KeywordsHave a Solid Foundation for Your WebsiteEPISODE HIGHLIGHTSNecessity Is the Mother of InnovationSEO Is Hard WorkCustomer Intent vs. User IntentTOP QUOTESFarzad Rashidi[23:33] “Over 90% of companies, I see that focus on SEO, only stick with on-page stuff. The reason being is we’re human beings. We don’t like things that are not under our control. So we like to have a sense of control.Matt Wolach[22:46] “Based on what they’re searching for, they’re at different levels within their journey. And, and it’s really important to understand how to service them and feed them the right material at the right time.”
212: How This Founder Hit $1 Million ARR in 2 Years - with Pierre de Wulf
May 17 2022
212: How This Founder Hit $1 Million ARR in 2 Years - with Pierre de Wulf
EPISODE SUMMARYThroughout any SaaS founder’s journey, they can learn from countless struggles and successes. But the realization is not always instant. Instead, these learnings are often applied on their next venture–toward a new journey to growth. In this episode of SaaS Story in the Making, SaaS Coach and host Matt Wolach and ScrapingBee’s Co-Founder, Pierre de Wulf, talk about how impactful lessons are in improving a new software. De Wulf shares his experiences and realizations from their former software that contributed to the fast growth of their current company. He shares invaluable lessons that can help SaaS founders avoid some challenges, so they leverage their potential as early as possible and how he was able to hit the $1M ARRR in just a span of two years.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 212, “Invaluable Lessons from Past SaaS Mistakes that Can Help You Grow”Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorGuest: Pierre de Wulf, Co-Founder of ScrapingBeeTOP TIPS FROM THIS EPISODESocialization Gets You Your First CustomersDocumentation Is Essential Make Use of Giveaways Content Marketing Goes A Long Way   Hire As Early As You Can     EPISODE HIGHLIGHTSPast Mistakes Can Help You Rebuild the FutureTOP QUOTESPierre de Wulf[17:59] “It’s tough to be in a position to hire someone when you’re already hovered around by all the things you have to do…I think I did a lot of useless stress that we could have just avoided by hiring maybe a few weeks, a few months earlier than we did. ”[19:27] “Talk to users as much as you can, as often as you can, as long as you can, like, never talk too much to users. As soon as three users tell you the same thing, you’re on to something.”Matt Wolach[10:50] “I think that’s so important to make sure that you’re talking with your customers and your ideal fit prospects, people in your market, who you’re wanting to develop the product for, you can learn so much.”[18:36] “We often think we have to hire when the cup is full. But when you do that, now you take on a lot of extra tasks to just go through the hiring process, which is not easy.”