Afleveringen

  • 281 Micah Remley - The New Rules of Hybrid Work: How to Lead in a Flexible World

    281 Micah Remley - The New Rules of Hybrid Work: How to Lead in a Flexible World

    · SaaS Fuel

    Hybrid work isn’t going away but most companies are still doing it wrong. In this episode of SaaS Fuel, Jeff Mains sits down with Micah Remley, CEO of Robin, a workplace management platform that’s helping companies build smarter, more collaborative hybrid environments.

    We dive deep into:

    ✅ Why hybrid is harder than remote or in-office

    ✅ The huge disconnect between CEOs and employees

    ✅ How AI can 2–3x productivity without bloating headcount

    ✅ Rethinking office space for real collaboration

    ✅ Why 2–3 days in the office is the sweet spot

    ✅ Leadership advice for SaaS founders building in today’s fast-moving world

    Micah brings battle-tested insights from leading companies like MineralTree and Internap—and shares what’s actually working to keep culture, performance, and innovation alive in a hybrid setup.

    Key Takeaways

     00:00 - Intro: What studies say about in-office effectiveness

    00:58 - Welcome to SaaS Fuel

    01:40 - The hybrid work paradox

    02:55 - Why hybrid is harder than remote or in-office

    05:00 - Guest intro: Micah Remley, CEO of Robin

    06:00 - Why Micah is tackling hybrid work

    07:10 - The real problem companies face

    10:30 - Big misunderstanding between CEOs and employees

    12:50 - Expectations vs. reality in hybrid culture

    15:45 - Why 2–3 days in the office is optimal

    18:00 - The gym analogy: environment matters

    22:00 - Designing collaboration-first workspaces

    25:00 - The illusion of "being present" at the office

    28:00 - SaaS scaling tools from Champion Leadership

    30:00 - What Robin actually does (desk booking, analytics, room scheduling)

    36:50 - Biggest challenge scaling Robin

    42:00 - AI is moving faster than expected

    46:00 - 2–3x productivity gains from AI

    49:00 - Biggest use cases with AI

    52:00 - Dev speed is now faster than sales

    57:00 - Micah’s #1 leadership advice

    59:30 - What’s next on SaaS Fuel

    Tweetable Quotes

    🧠 “Hybrid success doesn’t happen by accident. It requires thoughtfulness, consistency, and flexibility.” — Jeff Mains

    🏱 “If you’re just showing up to check a box, there’s no value in being in the office.” — Micah Remley

    đŸ€– “AI can 2–3x productivity—without adding headcount. That’s a game changer for scaling SaaS.” — Micah Remley

    💡 “Employees define hybrid differently than CEOs. That gap kills momentum unless you bridge it.” — Jeff Mains

    đŸ‹ïž “It’s like a gym. The environment shapes the outcome. Home workouts rarely get the same results.” — Micah Remley

    📈 “Cash always matters. AI is exciting, but fundamentals still win.” — Micah Remley

    SaaS Leadership Lessons

    Hybrid requires structure, not spontaneity – Success in hybrid work doesn’t come from flexibility alone. It takes clear systems, intentional office days, and consistent leadership.

    Employees and CEOs define hybrid work differently – Misalignment in expectations leads to confusion, low morale, and disengagement.

    Rethink office design – Office space must support collaboration, not serve as a checkbox. Create environments that invite people to interact meaningfully.

    AI boosts productivity without scaling headcount – The right AI tools can make lean teams incredibly efficient and outperform bloated ones.

    You need to lead the culture shift – Hybrid models work best when leadership is proactive, transparent, and communicative.

    Space utilization needs to be intentional – Tools like Robin help manage real-time office dynamics, ensuring resources match how teams actually work.

    Guest...
  • 280 Roger Crawford - Defeat Is a Choice: How to Win No Matter the Odds

    280 Roger Crawford - Defeat Is a Choice: How to Win No Matter the Odds

    · SaaS Fuel

    đŸŽŸ From Adversity to Achievement: How to Crush Excuses & Unlock Your Potential | Roger Crawford | SaaS Fuel

    What’s holding you back—real limitations or just polished excuses?

    In this powerful and deeply personal episode of SaaS Fuel, host Jeff Mains is joined by Roger Crawford—Division I athlete, bestselling author, and globally renowned speaker—whose journey has inspired millions.

    Despite being born with physical challenges, Roger shattered expectations and redefined what’s possible. Today, he shares his playbook on how mindset can turn fear into fuel and excuses into action.

    If you’ve ever felt stuck, doubted your potential, or waited for the “perfect” moment—this conversation is your wake-up call.

    Key Takeaways

    00:00 – Why excuses feel comfortable—but cost us power

    02:15 – Roger’s mindset-shifting journey begins

    03:38 – From physically challenged to Division I athlete

    07:00 – “Defeat is a choice”—how to rewrite your story

    10:52 – The fastest way to increase results: decrease excuses

    13:22 – The #1 excuse that limits most people

    17:00 – Is mindset the best predictor of success?

    20:48 – Breaking through limiting beliefs

    25:08 – Why optimism is a choice, not a gift

    27:21 – Growth mindset and embracing failure

    32:58 – Obstacles are not stop signs

    36:00 – Pre-written excuses: how they show up in leadership

    40:43 – How to reframe challenges as stepping stones

    46:00 – Final advice to any leader struggling with self-doubt

    Tweetable Quotes

    “The fastest way to increase results is to decrease excuses.” — Roger Crawford

    “Excuses feel good
 but they hand your power to something outside yourself.” — Jeff Mains

    “You’ll never reach higher with your hands in your pockets.” — Roger Crawford

    “Obstacles aren’t stop signs. They’re invitations to grow.” — Jeff Mains

    “Defeat isn’t what happens to you—it’s what you accept.” — Roger Crawford

    SaaS Leadership LessonsExcuses feel safe because they take pressure off—but they also take your power.The most powerful shift is taking 100% responsibility for your response to challenges.Mindset isn't just helpful—it's essential. It's the foundation of how you handle everything.Stop waiting for perfect conditions. Progress starts where you are.Challenges are inevitable—defeat is a choice.
    Guest Resources

    Email - [email protected]

    Website - http://www.rogercrawford.com

    Facebook - http://www.facebook.com/user/halloffamespeakerrogercrawford

    Linkedin - http://www.linkedin.com/in/rogercrawford1

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn -

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  • 279 Richard Walker - Finding the Who, Not the How: Leadership Lessons from Scaling a SaaS

    279 Richard Walker - Finding the Who, Not the How: Leadership Lessons from Scaling a SaaS

    · SaaS Fuel

    Forget "Grow at All Costs" — Here's How to Build a SaaS Company That Lasts | Richard Walker, CEO of Quik!

    💡 Is chasing faster growth putting your business at risk?

    On this episode of SaaS Fuel, host Jeff Mains dives deep with Richard Walker, CEO and co-founder of Quik!, to explore why a scarcity mindset can destroy your company—and what it truly takes to build a profitable, sustainable, and values-driven SaaS business.

    Key Takeaways

    00:00 – Why "grow at all costs" is a dangerous mindset

    01:14 – How Richard Walker built a 99% recurring revenue business

    02:05 – The reality behind scaling sustainably vs chasing fads

    03:00 – Remote work: How it strengthened Quik!’s culture

    04:00 – Shifting from product-led to sales-led: What it takes

    05:00 – Building a customer-obsessed company culture

    08:00 – Richard’s toughest lessons from bootstrapping and scaling

    13:00 – The mindset shift from startup founder to organizational leader

    17:00 – Hiring strategies: Why fractional teams are a hidden superpower

    24:00 – Why customer experience is your ultimate competitive advantage

    26:13 — Launching "The Customer Wins" Podcast to Build Relationships

    27:45 — How Podcasting Has Created Unexpected Business Wins

    29:00 — McKinsey and Microsoft on CX-Driven Growth

    33:00 — Making Great UX Invisible (Until It's Missing)

    36:00 — Employees Living the Mission, Not Just Reading It

    39:30 — Why Constraints Boost Creativity and Innovation

    41:00 — Shifting From Startup Founder to Organizational Leader

    43:00 — Hiring Philosophy: Focus on "Who" Not "How"

    45:00 — The Power of Fractional Teams in Growth

    46:30 — Launching "The Customer Wins" Podcast

    48:00 — How Podcasting Unexpectedly Drove Revenue Growth

    Tweetable Quotes

    "If you chase growth at all costs, you’re just feeding your fear of missing out." — Richard Walker

    "Profitability isn't optional—it's oxygen for your business." — Jeff Mains

    "Great culture isn't built—it's owned by your people." — Richard Walker

    "The biggest shift from founder to leader is asking 'Who?' not 'How?'" — Richard Walker

    SaaS Leadership LessonsScarcity leads to chasing trends. Abundance builds companies that last.Focus on your core value and operational metrics, not just fast growth.Culture drives sustainable success—it’s not just a poster on the wall.Profitability is freedom. Growth without it is a trap.Who you hire is more important than how you do it.
    Guest Resources

    Email - [email protected]

    Website - https://www.quickforms.com/

    Linkedin - https://www.linkedin.com/in/quikformsceo/

    Episode Sponsor

    Small Fish, Big Pond...

  • 278 Joshua Monge - Operational Excellence: Turning Your Business into a Cash-Flow Machine

    278 Joshua Monge - Operational Excellence: Turning Your Business into a Cash-Flow Machine

    · SaaS Fuel

    In this episode of SaaS Fuel, host Jeff Mains welcomes fractional CEO and systems optimizer Joshua Monge, who reveals the operational secrets that turn chaotic, founder-reliant SaaS businesses into scalable, exit-ready machines.

    From escaping burnout to structuring future-proof systems, Joshua shares what it really takes to build a business that thrives without the founder being in every decision. If you’ve ever felt like your company can’t breathe unless you’re in the room—this one’s for you.

    Key Takeaways

    01:15 - SaaS sales as an endurance sport

    04:14 - Guest intro: Joshua Mong

    08:00 - Firefighting vs. real leadership

    10:00 - Becoming your own bottleneck

    12:45 - Breaking through the $3M–$5M ceiling

    18:55 - Mapping workflows step-by-step

    21:10 - How to get out of the weeds

    23:23 - Why every SaaS should be built for exit

    26:31 - Operational freedom and founder identity

    29:12 - Thinking strategically beyond the day-to-day

    30:13 - The pain of being too involved in the business

    32:15 - Rocket Fuel and visionary/integrator dynamics

    34:45 - What increases company valuation

    38:25 - AI and automation in operations

    43:07 - When great processes hurt more than help

    45:58 - Customer onboarding = consistency is key

    50:22 - How to scale operations from $1M to $10M

    Tweetable Quotes

    "If your business can’t breathe unless you’re in the room, it’s time to rewire the system." – Jeff Mains

    "The companies that scale aren’t built around brilliant founders—they’re built on brilliant systems." – Joshua Monge

    "Delegation isn’t giving up control. It’s regaining freedom." – Joshua Monge

    "You don’t sell a business—you sell the system that generates the revenue." – Jeff Mains

    "Being exit-ready doesn’t mean you’re leaving. It means you have options." – Joshua Monge

    "AI is the accelerator, but without systems, it just makes your mess faster." – Joshua Monge

    SaaS Leadership Lessons

    Founder Involvement = Bottleneck

    Growth slows when founders micromanage. Delegate with systems, not hope.

    Parallel Systems Create Freedom

    Build dual systems—one for now, one for scale—to ease transition without friction.

    Document or Die

    Undocumented or outdated processes are hidden handbrakes on growth and valuation.

    Exit-Ready = Freedom-Ready

    Even if you never sell, building for exit gives you optionality and peace of mind.

    Don't Overengineer Your Ops

    Copying someone else's playbook can backfire. Build what your business actually needs.

    Visionaries Need Integrators

    Great ideas die without execution. A strong operator turns creative chaos into scalable growth.

    Guest Resources

    Email - [email protected]

    Website - http://thinkadaptbuild.com/

    Linkedin - https://www.linkedin.com/in/mrjdmonge/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website -

  • 277 Lance Thrailkill - Innovating the Future: The Intersection of Tech and Affordable Housing

    277 Lance Thrailkill - Innovating the Future: The Intersection of Tech and Affordable Housing

    · SaaS Fuel

    Is 3D printing the future of housing? In this episode of SaaS Fuel, Jeff Mains sits down with Lance Thrailkill — third-generation CEO of All Metals Fabricating and co-founder of Print3d Technologies. Lance shares how he’s merging AI, automation, and 3D printing to disrupt the construction industry and solve the affordable housing crisis. From scaling legacy businesses to building $100K homes faster and cheaper, this is a blueprint for SaaS founders and innovators looking to reshape entire industries.

    💡 Learn how to integrate AI without replacing jobs, implement automation without losing your culture, and why “print-to-live” could be the next big thing in tech-driven housing.

    Key Takeaways

    00:00 – Why tech can’t just say “do it better” anymore

    03:11 – Last week’s guests: Tammy Reiss and Daniel Borba

    05:08 – Why leading with questions works in legacy companies

    07:03 – Balancing automation with core company values

    10:09 – Automation for high-mix, low-volume manufacturers

    12:02 – AI isn’t replacing people — it’s making them better

    15:30 – What’s wrong with how homes are built today

    17:02 – A mold disaster that made it personal

    19:29 – How Printed Technologies was born

    22:05 – The resilience of concrete homes

    24:29 – Vertical expansion: storm shelters, commercial, pods

    27:23 – Home-in-a-box vision and prefab innovations

    31:08 – Can 3D printing solve housing worldwide?

    33:07 – Bootstrapping to VC: raising $3M with purpose

    36:58 – Biggest hurdles: regulations and adoption

    39:15 – Fireproof, termite-resistant, hurricane-ready homes

    42:07 – Future plans: brick styles, automation, sexy prototypes

    44:20 – The biggest founder lesson Lance learned

    46:12 – The $100K home challenge: how they pulled it off

    Tweetable Quotes

    “People only buy into what they help create.” – Lance Thrailkill

    “AI should help people do their jobs easier — not replace them.” – Lance Thrailkill

    “We’ve been building homes the same way for 100 years. That has to change.” – Lance Thrailkill

    “If you're always chasing the ideal state, you’ll never feel the wins.” – Lance Thrailkill

    “Automation doesn’t remove jobs. It secures them in cyclical industries.” – Lance Thrailkill

    “Affordable housing is the crisis. Technology is the solution.” – Jeff Mains

    SaaS Leadership LessonsAI is not a replacement — it’s a multiplier. Integrate tools that make your team faster, not obsolete.Legacy companies need leadership through questions. Ask, don’t dictate. Ownership begins with inclusion.Small wins lead to big automation. Focus on one area of improvement at a time to build momentum.Let your team pick the tools. Empower employees to select technology — they’ll champion what they helped build.Plan for scale from day one. A product’s simplicity determines how far and fast it can scale — especially globally.Focus on the gain, not the gap. Founders must train their minds to see progress, not just what’s missing.
    Guest Resources

    Email - [email protected]

    Website - http://www.print3dtechnologies.com

    Facebook - https://www.facebook.com/lance.thrailkill

    Linkedin -

  • 276 Tami Reiss - Decision-Making, Delegation, and Influence: Leadership Lessons for Growth

    276 Tami Reiss - Decision-Making, Delegation, and Influence: Leadership Lessons for Growth

    · SaaS Fuel

    In this episode of SaaS Fuel, Jeff Mains is joined by leadership expert Tami Reiss, creator of the Learn to Lead framework. Together, they dive deep into what it truly takes to lead when your title isn’t enough. If you’re a founder who's scaling fast, feeling like a bottleneck, or unsure how to empower your team without micromanaging — this conversation is your roadmap.

    🎯 Tami shares strategies to build an ownership-driven culture, delegate effectively, and influence without authority. Learn how to shift from doer to visionary, scale your team, and create long-term impact. Plus, hear how leadership is evolving in the AI age and why adaptability is the new superpower.

    Key Takeaways

     00:00 – Why authority doesn’t equal influence

    02:14 – What real leadership looks like in startups

    06:03 – Why leadership is more important than ever

    10:00 – How founders become bottlenecks

    13:13 – Mastering influence without authority

    20:17 – Letting go: delegation, mindset, and ownership

    24:07 – Delegating outcomes, not tasks

    27:27 – How to rally your team around your vision

    30:24 – From micromanaging to trust-based leadership

    32:24 – Cultivating leaders inside your org

    34:12 – What separates the best leaders from the rest

    36:02 – Balancing confidence and vulnerability

    39:52 – The value of perspective: “What am I not seeing?”

    42:46 – The future of leadership in the AI era

    43:38 – Teaching leadership to the next generation

    45:18 – Tami’s book and the story behind it

    46:38 – Tami’s leadership tip for founders

    Tweetable Quotes

    “Your title gives you authority. But influence? That’s earned.” – Jeff Mains

    “Delegation isn’t dumping. It’s empowering.” – Tami Reiss

    “Most bottlenecks in startups aren’t tools or tactics. It’s the founder.” – Jeff Mains

    “Leadership is about guiding people to outcomes, not tasks.” – Tami Reiss

    “The biggest shift for founders is realizing they don’t need to do everything themselves.” – Tami Reiss

    “Adaptability is the leadership trait no one talks about but everyone needs.” – Jeff Mains

    SaaS Leadership LessonsTitle ≠ Trust – Founders must earn influence, not expect obedience.You’re the Bottleneck – If everything runs through you, growth will stall.LEAD Framework – Leadership is about Listening, Empowering, Acting decisively, and Developing others.Delegate Outcomes, Not Tasks – Let go of your way and empower theirs.Adaptability Is a Superpower – Especially in fast-changing, AI-driven industries.What Am I Not Seeing? – Great leaders constantly seek outside perspectives.
    Guest Resources

    [email protected]

    myleaderwithin.com

    https://linkedin.com/in/tamireiss

    instagram.com/reisstami

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – 

  • 275 Daniel Borba - The Future of Video Marketing: Why SaaS and B2B Brands Must Adapt Now

    275 Daniel Borba - The Future of Video Marketing: Why SaaS and B2B Brands Must Adapt Now

    · SaaS Fuel

    How SaaS Founders Can Use Video to Shorten Sales Cycles & Boost Conversions | Daniel Borba - Spark Portal

    In this episode of SaaS Fuel, we’re joined by Daniel Borba, founder and CEO of Spark Portal, to explore how video as a service is transforming SaaS sales and marketing. If you're still treating video like an add-on asset, this conversation will change how you view your entire GTM strategy.

    🎯 Whether you're an early-stage founder or scaling to $20M ARR, this is your blueprint for using video to drive pipeline and build a premium brand.

    Key Takeaways

    00:00 – Why explainer videos need higher production

    07:00 – Why Daniel built "video as a service" for B2B SaaS

    11:30 – Common mistakes SaaS founders make with video

    14:30 – Is video essential to scale in today’s market?

    18:00 – Strategy before quantity: the smarter video play

    24:00 – How to measure ROI with short, strategic video

    31:00 – Case Study: How 3 short videos boosted close rate

    36:00 – Video in lead nurture sequences (and why it works)

    42:00 – Using analytics to optimize video performance

    47:00 – Start with video → multiply your assets

    50:00 – Biggest mistakes SaaS companies make with video

    Tweetable Quotes

    “Your best salesperson might not be a person—it’s video.” – Jeff Mains

    “Great videos don’t need big budgets. They need big strategy.” – Daniel Borba

    “Production value helps, but script quality closes deals.” – Daniel Borba

    “Don’t do video just to do video. Start with the story, then build the content.” – Jeff Mains

    “If your content isn’t being consumed, it’s not content—it’s noise.” – Daniel Borba

    “Vanity metrics don’t pay the bills. ROI does.” – Jeff Mains

    SaaS Leadership LessonsStrategy First, Always – Don’t jump into video production without a clear story and strategic objective. Start with the why.Production Value Isn’t Everything – Organic, raw videos often perform better than over-polished ones—especially in social feeds.Video is the New Sales Rep – Modern SaaS buyers prefer self-educating through video rather than cold calls or long decks.Measure More Than Views – Use video analytics to track who watched, what they watched, and how many times—this data is gold for sales teams.Start with Video, Multiply Content – One good video can become 20+ assets: blog, podcast, email sequence, short clips, and more.Use Video Between Stages – Add short “hot take” videos between discovery and demo to educate leads and boost conversions.
    Guest Resources

    Email - [email protected]

    Website - https://sparkportal.com/

    Linkedin - https://www.linkedin.com/in/danielborba/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website -...

  • 274 Mohan Rao - Creating Value Through Tech: How Product Leaders Drive Business Success

    274 Mohan Rao - Creating Value Through Tech: How Product Leaders Drive Business Success

    · SaaS Fuel

    Is your SaaS business truly built to last—or are you growing a leaky bucket?

    In this episode of SaaS Fuel, we dive deep into retention, innovation, and customer-centric scale with Mohan Rao, Chief Product & Technology Officer at Knownwell. Mohan shares battle-tested strategies for building future-proof SaaS companies by focusing on retention before acquisition, solving churn proactively, and aligning teams around customer success.

    Key Takeaways

    00:00 - Why retention is the real goal of product-market fit

    03:00 - Welcome back to SaaS Fuel: growth ≠ scale

    07:19 - Mohan Rao joins the show

    11:10 - What founders get wrong about early product strategy

    14:27 - Avoiding the “hammer looking for a nail” trap

    18:05 - Preventing churn: retention as strategy, not support

    22:17 - How Knownwell is applying AI and LMS to fix it

    28:02 - Intervention signals: when a customer asks for a contract

    32:47 - Lessons from holding multiple C-level roles

    36:55 - Leadership evolution: empowering your next layer

    43:05 - Why customers must be part of your M&A strategy

    45:32 - Overlooked tech factors that kill acquisitions

    Tweetable Quotes

    Product-market fit isn’t about how many customers you can get—it’s about how many stick around."– Mohan Rao 

    Churn isn’t a number. It’s a warning sign your product isn’t delivering value fast enough.” – Jeff Mains

    You don’t need 20 customers—you need 4 that never leave.” – Mohan Rao

    Founders obsess over acquisition, but real growth comes from retention.” – Jeff Mains

    SaaS Leadership LessonsIf users don’t stick, you don’t have product-market fit. Period.Validate the market need before building the product—market-product fit matters more.Not all feedback should make it into your roadmap—choose based on vision alignment.Retention is proactive—train your team to spot signals before customers churn.The fastest-growing SaaS companies obsess over activation, not just acquisition.
    Guest Resources

    Email - [email protected]

    Website - http://knownwell.com/

    Linkedin - https://www.linkedin.com/in/raomohan/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/

    Twitter - https://twitter.com/jeffkmains

    Facebook - https://www.facebook.com/thesaasguy/

    Instagram - https://instagram.com/jeffkmains

  • 273 David Tabachnikov - Building a Marketplace with Purpose: AI, Bootstrapping, and the Road to Scale

    273 David Tabachnikov - Building a Marketplace with Purpose: AI, Bootstrapping, and the Road to Scale

    · SaaS Fuel

    đŸ”„ Billions in scholarships go unclaimed every year—not because students don’t need the money, but because the system is broken.

    In this episode of SaaS Fuel, host Jeff Mains sits down with David Tabachnikov, CEO of ScholarshipOwl, the largest scholarship marketplace in the U.S. David reveals how they’re using AI, automation, and ethical technology to simplify the scholarship process for students—while helping brands use scholarships as a powerful marketing tool.

    And here’s the twist: they’ve done it all bootstrapped. No VC money. Just smart strategy and relentless focus.

    Whether you’re scaling a SaaS, building a two-sided marketplace, or want to see how AI can change real lives—this one’s packed with value.

    Key Takeaways

    00:00 – Why AI chatbots weren’t the right move

    01:26 – The $100B problem in scholarships

    07:00 – From Tel Aviv tech to solving education access

    12:10 – Why brands like Coca-Cola & dental clinics offer scholarships

    17:00 – The SEO, tax, and PR power of scholarships for brands

    21:00 – ScholarshipOwl’s business model (freemium + per-app)

    26:30 – Leveraging AI to generate, reuse, and optimize scholarship essays

    29:10 – Why ethical AI matters for both students and brands

    31:00 – Targeting Gen Z with AI-powered micro-scholarships

    36:00 – The challenges (and freedoms) of bootstrapping

    40:00 – Lessons from navigating COVID, inflation, and no VC money

    42:45 – Early-stage founder advice: don’t pivot too early

    44:00 – Why staying focused helped beat out VC-backed competition

    48:00 – Go from 0 to $1M by mastering one growth lever

    Tweetable Quotes

    Email - [email protected]

    Website - https://business.scholarshipowl.com/

    Linkedin - https://www.linkedin.com/in/nethunter/

    SaaS Leadership Lessons

    Focus beats funding. ScholarshipOwl outmaneuvered VC-backed competitors by staying laser-focused on user value.

    Ethical AI > flash. Instead of building flashy chatbots, they doubled down on personalized matching and outcomes.

    Don’t chase FOMO. Just because a competitor pivots doesn’t mean you should. Nail one thing, then scale.

    Scholarships = marketing. Brands can use them to build loyalty, get SEO, and reach the next generation—while doing good.

    Bootstrapping = discipline. No $3M experiments. Every dollar must prove ROI—and that sharpens your edge.

    Guest Resources

    “We didn’t build a chatbot. We built a better recommendation engine. That’s what actually helps students win.” – David Tabachnikov

     â€œIf you’re still searching for scholarships like it’s 1995, you’re already behind.” – Jeff Mains

    “We doubled the odds of winning scholarships—and cut the time in half—by using smarter AI, not fancier tools.” – David Tabachnikov

    “One $1,000 scholarship can be the difference between graduating or dropping out.” – David Tabachnikov

    “Bootstrapping forces you to say no more than yes. That’s how you stay focused and win.” – Jeff Mains

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel...
  • 272 Rajiv Nathan - Micro Stories, Big Impact: Turning Your Pitch into a Magnetic Story

    272 Rajiv Nathan - Micro Stories, Big Impact: Turning Your Pitch into a Magnetic Story

    · SaaS Fuel

    Most startup pitches sound the same—AI-powered, disrupting X-billion-dollar markets. But if everyone sounds the same, how do you stand out? In this episode of SaaS Fuel, Jeff Mains sits down with Rajiv Nathan, aka Raj Nation—TEDx speaker, startup storyteller, and founder of Startup Hype Man. Raj breaks down why your storytelling is failing, how to instantly make your audience feel seen, and the simple "K-PASA" formula that transforms your pitch from forgettable to fundable.

    Whether you're pitching investors or converting customers, this episode will reframe how you communicate your SaaS solution forever.

    Key Takeaways

    00:00 - The myth of short attention spans

    02:09 - What makes a pitch unforgettable

    06:21 - How Raj brings story into teaching yoga

    09:49 - Stop pitching with “disruptive” and “TAM” talk

    12:35 - How to emotionally connect with buyers in 30 seconds

    16:13 - Why investors and customers need the same message

    20:22 - Sell your vision, not your version 1.0

    24:36 - Don’t lead with TAM—here’s why

    27:30 - Building connection through specificity

    30:02 - Freestyle storytelling vs. vague claims

    32:45 - Jedi mind tricks: Leading buyers to your product

    36:22 - The Super Mario method for SaaS demos

    42:59 - Stop showing dashboards first

    44:50 - Micro-KPASA in demo storytelling

    48:06 - Meet your buyer where they are

    50:09 - Why quadrant/feature tables don’t impress investors

    52:08 - Pitching category creation instead of competition

    54:09 - Reframing pre-revenue into strategic advantage

    56:18 - Micro-stories that make you a thought leader

    Tweetable Quotes

    “Don’t lead with your TAM. That’s table stakes, not your story.” — Rajiv Nathan

    “Growth isn’t just about numbers—it’s about building a future-proof company with real significance.” — Jeff Mains

    “Stop calling it a demo. Start treating it like a story.” — Rajiv Nathan

    “SaaS founders often mistake product excitement for buyer interest.” — Rajiv Nathan

    “The best way to win trust? Share their pain before you share your product.” — Rajiv Nathan

    “You’re not just selling software—you’re building a world people want to live in.” — Rajiv Nathan

    SaaS Leadership LessonsLead with empathy, not features. Founders who make their audience feel seen build trust and convert faster.Your TAM isn’t your hook—your customer’s pain is. Don’t open with market size or buzzwords. Start with real-world problems.The best demos are designed like video games. Use progressive disclosure—layer features like levels in Super Mario.The K-PASA formula makes your pitch unforgettable. Problem, Approach, Solution, Action—it’s simple, emotional, and effective.One message can serve both investors and customers. Tailor slightly, but don’t reinvent the wheel. Consistency builds clarity.Specificity beats generality—every single time. Vague claims fade fast. Micro-stories make your pitch stick.
    Guest Resources

    Email - [email protected]

    Website - http://www.startuphypeman.com/

    LinkedIn - linkedin.com/in/rajivnathan

    Company LinkedIn - https://www.linkedin.com/company/startup-hypeman/

    Community: GOAT to Market Club -

  • 271 David Hirschfeld - Why Most Startups Fail (And How to Avoid the Common Pitfalls)

    271 David Hirschfeld - Why Most Startups Fail (And How to Avoid the Common Pitfalls)

    · SaaS Fuel

    What if your MVP isn’t the starting point, but the midpoint?

    This week on SaaS Fuel, Jeff Mains is joined by David Hirschfeld—founder of Tekyz and the creator of the Launch First framework—to challenge the traditional startup playbook. Instead of building first and hoping customers show up, Launch First flips the script: sell a high-fidelity prototype before writing a single line of code.

    David shares how he learned this lesson the hard way, after his second startup failed by trying to build critical mass before generating revenue. Through Techies, he's worked with 90+ startups and uncovered why most fail: they wait too long to validate product-market fit.

    This episode dives deep into why most founders fall in love with their product instead of the customer’s problem, and how that mistake leads to wasted time, money, and effort. You’ll hear how to identify root-level problems, avoid the “Black Robe Syndrome” (a founder’s belief-based delusion), and why loving the problem—not the solution—is key.

    Key Takeaways

    00:00 – 03:00: Why pre-launch sales work and how to get highly invested beta customers

    03:00 – 08:00: SaaS Fuel intro + common startup pricing pitfalls

    08:00 – 15:00: David’s origin story — success, failure, and lessons learned

    15:00 – 25:00: Why MVPs often miss the mark and how high-fidelity prototypes change the game

    25:00 – 35:00: The psychology of pre-launch buyers and how to close early sales

    35:00 – 43:00: The real purpose of MVPs: product-solution fit, not product-market fit

    43:00 – 49:00: Common scaling mistakes and the problem with feature-chasing

    49:00 – 53:00: A step-by-step niche analysis and how to find your early adopters

    53:00 – 59:00: Tech stack, team dynamics, and why execution beats vision

    Tweetable Quotes

    “If you're not selling your product yet, you don’t have a business — you have a dream.” – David Hirschfeld

    “Don’t fall in love with the product. Fall in love with the problem.” – David Hirschfeld

    “Your MVP is for product-solution fit, not product-market fit. Validate the market before you code.” – David Hirschfeld

    “High-fidelity prototypes close deals. Click-through mockups close questions.” – David Hirschfeld

    “Fail fast and cheap. If you can’t prove your product doesn’t work, congrats — you have a business.” – David Hirschfeld

    SaaS Leadership LessonsSell Before You Build Launch First flips the MVP model—use high-fidelity prototypes to validate your idea and sell before writing code.Love the Problem, Not the Product Successful founders obsess over customer pain, not their solution. Talk less about your product, more about their struggles.High-Fidelity Prototypes Are Game-Changers Animated prototypes help customers visualize the full product and build belief, boosting pre-sales and reducing dev iterations.Product Solution Fit Comes After Product Market Fit MVPs are better used to test engagement and usability, not just market demand.Data Over Gut Launch First helps founders make decisions based on actual customer feedback and perceived value, not assumptions.Find One Niche, Solve One Pain Start narrow. Identify your early adopter niche by mapping perceived impact and cost of specific problems.Avoid the Feature Trap Don’t build everything customers request. Validate whether new features improve sales or retention before adding them.
    Guest Resources

    Email - [email protected]

    Podcast -

  • 270 James D. Wilton - Freemium, Premium, or Hybrid? How to Choose the Right SaaS Pricing Model

    270 James D. Wilton - Freemium, Premium, or Hybrid? How to Choose the Right SaaS Pricing Model

    · SaaS Fuel

    Are you leaving money on the table? Most SaaS founders are—and don’t even realize it. In this episode of SaaS Fuel, Jeff Mains sits down with James D. Wilton, managing partner at Motivate and former senior pricing expert at McKinsey. James shares how to align pricing with value, avoid the biggest monetization mistakes, and build a pricing strategy that actually supports growth.

    We cover the science and psychology behind pricing, the dangers of freemium gone wrong, why founders underprice out of fear, and how to choose the right value metric for your product. If you’ve ever struggled with pricing tiers, packaging, or just knowing what to charge—this is the episode that will change everything.

    Key Takeaways

    00:00 - Why most founders don’t know what their customers will pay

    02:00 - Why pricing is a growth lever, not a math problem

    07:00 - Why even smart SaaS companies guess at pricing

    12:00 - The psychology of discounting and its lasting effects

    15:00 - How perceived value drives pricing power

    18:30 - Misconceptions about willingness to pay

    22:00 - How to move from gut feel to data-driven pricing

    26:00 - Pricing reactions vary wildly—here’s why

    29:20 - Choosing the right pricing metric for your SaaS

    34:00 - Misaligned pricing metrics can kill retention

    38:00 - Freemium pitfalls: Free riders vs real conversions

    42:30 - How to build a freemium model that actually works

    46:00 - How many pricing tiers should you really have?

    50:00 - A simple 3-step framework to rethink your pricing

    Tweetable Quotes

    “If you don’t know what your customer is willing to pay, ask—but ask with a skeptical lens.” — James Wilton

    “Pricing is about perception, not production cost.” — Jeff Mains

    “Discounts change how customers value your product—even when the discount ends.” — James Wilton

    “Founders often price based on fear. That’s how you end up in the freemium trap.” — Jeff Mains

    “Pick a value metric that scales with the customer, not just your bottom line.” — James Wilton

    “The biggest growth lever most SaaS companies ignore? Pricing.” — Jeff Mains

    SaaS Leadership LessonsPricing is perception – Your value isn't just what you deliver, it's what customers believe they’re getting.Freemium can be fatal – If your free tier attracts the wrong audience or discourages usage, it hurts more than it helps.Your best price metric is tied to your customer’s success – Not your costs, not your features. It’s about their value.Discounting can damage trust – Shaving off dollars may feel good short-term, but it lowers long-term perceived value.Founders should evolve from instinct to insight – Start with your gut, but shift to customer data and behavior fast.Keep pricing simple – Too many tiers confuse buyers and stall conversion. Good > Better > Best usually wins.
    Guest Resources

    Email - [email protected]

    Website - http://monevate.com/

    Linkedin - https://www.linkedin.com/in/collinstewart/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code...

  • 269 Collin Stewart - Product-Market Fit vs. Go-To-Market Fit: The Mistakes That Could Kill Your Growth

    269 Collin Stewart - Product-Market Fit vs. Go-To-Market Fit: The Mistakes That Could Kill Your Growth

    · SaaS Fuel

    What happens when a failed musician turns into a SaaS sales powerhouse? In this episode of SaaS Fuel, Jeff Mains sits down with Collin Stewart, CEO of Predictable Revenue and host of the Predictable Revenue Podcast. Collin shares raw, real stories from his journey—including early startup failures, the brutal truth about product-market fit, and what founders get wrong when scaling too fast.

    We dive deep into customer development, outbound sales strategies, and how AI is shaping the future of SaaS. Whether you're pre-revenue or pushing past $10M ARR, this episode will sharpen your go-to-market strategy and help you build a predictable, scalable revenue engine.

    Key Takeaways

    00:00 - The harsh truth about product-market fit

    02:00 - Why customer validation is key to success

    04:00 - Meet Colin Stewart: failed musician to SaaS leader

    07:00 - Early startup mistakes and lessons learned

    12:30 - The danger of scaling before understanding your customer

    16:00 - Why niching down beats going broad

    21:00 - How to leave bias out of customer interviews

    26:30 - Why founders get go-to-market strategy backwards

    30:30 - Introducing Champion Leadership Group

    34:00 - Signs you’re not ready to scale

    39:00 - The Market Fit Matrix explained

    44:00 - What makes outbound actually work

    47:00 - The real reason AI SDR tools fall short

    51:00 - Where SaaS sales is headed with AI

    56:00 - Why AI won’t kill sales—it will upgrade it

    58:00 - Where to find Colin + free founder resources

    Tweetable Quotes

    “The biggest mistake founders make? Scaling before they really understand their customers.” — Colin Stewart

    “AI won’t kill sales—it’ll just kill bad sales processes.” — Collin Stewart

    “Customer interviews aren’t for validation. They’re for revelation.” — Jeff Mains

    “You don’t need perfect messaging if you have the perfect list.” — Collin Stewart

    “Most teams are doomed or blessed before they’re even built—because of strategy.” — Collin Stewart

    “SaaS isn’t about growth hacks. It’s about solving real pain for real people.” — Jeff Mains

    SaaS Leadership Lessons"Strong product-market fit is a spectrum" – You might not be at zero; you just need to strengthen your understanding of the customer.Scaling before validation is a costly mistake – Don’t throw gas on a fire that’s not even lit yet.Customer discovery is not for confirmation – Go in with curiosity, not to validate what you already believe.Your ICP needs laser-focus – “Accountants” isn’t narrow enough. Be specific: left-handed accountants using QuickBooks.Build strategy before team or tools – Most sales orgs fail due to poor upfront go-to-market planning, not bad reps.AI can supercharge sales—but only if your fundamentals are solid – Garbage data and vague targeting make even the smartest tools useless.
    Guest Resources

    Email - [email protected]

    Website - https://predictablerevenue.com/

    Linkedin - https://www.linkedin.com/in/collinstewart/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code...

  • 268 Donald Kelly - Breaking Through the Noise: Engaging Your Sales Prospects with Authenticity

    268 Donald Kelly - Breaking Through the Noise: Engaging Your Sales Prospects with Authenticity

    · SaaS Fuel

    Are you struggling to scale your SaaS business while keeping your sales process human? In this episode of SaaS Fuel, host Jeff Mains sits down with Donald Kelly, sales expert and host of The Sales Evangelist podcast, to discuss how authentic engagement can drive more sales than automation alone.

    Donald shares key insights on:

    ✅ The biggest mistake SaaS founders make when selling

    ✅ How to balance founder-led sales with product-led growth

    ✅ The future of B2B sales in the AI era

    ✅ Practical sales strategies that actually work

    If you’re tired of spammy outreach and want to build real relationships that lead to more deals, this episode is for you!

    Key Takeaways

    01:16 - Why automation isn’t always the answer

    04:44 - Welcome Donald Kelly, sales expert & author

    09:44 - Overcoming mental blocks in sales growth

    13:28 - Founder-led sales vs. product-led growth

    18:40 - The key lesson from Sell It Like a Mango

    22:42 - The future of AI in sales outreach

    29:31 - The right way to use LinkedIn for sales

    41:23 - Personalization in sales without losing scale

    44:56 - Follow-up strategies that actually work

    48:52 - The future of B2B sales in the next 3-5 years

    51:21 - Closing thoughts & where to find Donald Kelly

    Tweetable Quotes

    "Automation might get your foot in the door, but authenticity is what closes deals." – Jeff Mains

    "SaaS founders often struggle balancing sales and growth—success comes from knowing when to step back and let systems take over." – Donald Kelly

    "Multi-channel engagement isn’t optional anymore. If you're only using one platform for sales, you're leaving money on the table." – Jeff Mains

    "The best way to follow up? Stop asking ‘just checking in’ and start adding value instead." – Donald Kelly

    "AI can help automate tasks, but relationships? Those should never be automated." – Jeff Mains

    "In the next five years, sales teams that master the human side of selling will have the ultimate edge over AI-driven outreach." – Donald Kelly

    SaaS Leadership LessonsAuthenticity Wins Over Automation – AI tools can help with outreach, but human connection is what ultimately builds trust and closes deals.Balance Founder-Led Sales with Product-Led Growth – Founders should transition from direct selling to creating a scalable sales system without losing momentum.Multi-Channel Engagement Matters – Relying on one platform for outreach is a mistake. Successful sales strategies blend LinkedIn, email, and even text.Personalization is Key – Real personalization (not AI-generated fluff) leads to meaningful conversations and better conversion rates.Follow-Ups Should Be Strategic – Instead of generic check-ins, offer value in your follow-ups by sharing relevant insights or content.The Future of Sales is Hybrid – AI will enhance sales processes, but businesses that prioritize human relationships will have the competitive edge.
    Guest Resources

    Email - [email protected]

    Website - https://thesalesevangelist.com/

    Facebook - https://www.facebook.com/groups/448729615281826

    Linkedin - https://www.linkedin.com/in/donaldckelly/

    Instagram -

  • 267 Gerald Zankl - Balancing Art and Science: The Future of AI in Sales and Customer Intelligence

    267 Gerald Zankl - Balancing Art and Science: The Future of AI in Sales and Customer Intelligence

    · SaaS Fuel

    💡 Why do some sales reps consistently outperform the rest?

    Is it talent? Better strategy? Or something else?

    In this episode of SaaS Fuel, host Jeff Mains sits down with Gerald Zankl, CEO & Co-Founder of Kick Scale, to discuss how AI-driven sales intelligence is revolutionizing the way sales teams operate.

    If you’ve ever wondered how to close bigger deals, scale efficiently, and leverage AI to optimize sales, this episode is packed with actionable insights you won’t want to miss.

    Key Takeaways

    00:00 – The hardest part of making a pivot in sales strategy

    04:30 – Why top-performing sales reps don’t follow playbooks—they create them

    08:55 – How AI-driven insights are reshaping B2B sales

    13:10 – The moment Gerald realized Kick Scale needed to pivot

    18:25 – Balancing AI-driven efficiency with the human touch in sales

    24:00 – How automation helps sales reps reclaim lost hours

    30:15 – The biggest mistakes startups make when scaling sales teams

    38:40 – Why lead quality matters more than lead volume

    45:20 – AI’s role in the future of sales & how to stay ahead

    51:00 – The leadership lesson that changed how Gerald builds companies

    56:45 – What’s next for Kick Scale?

    Tweetable Quotes

    "If your product isn’t invaluable, it’s expendable." – Gerald Zankl

    "AI won’t replace salespeople, but salespeople who use AI will replace those who don’t." – Jeff Mains

    "Top closers don’t follow scripts—they write their own." – Gerald Zankl

    "Lead quality beats lead volume. Focus on the right prospects, not just more prospects." – Jeff Mains

    SaaS Leadership Lessons

    AI reduces sales admin work. Most sales reps waste time on manual tasks instead of selling. AI automation frees them up to focus on closing deals.

    Scaling sales is about efficiency, not headcount. Instead of hiring more reps, optimize your team with AI-driven insights and better processes.

    If your product isn’t essential, it won’t stick. Sales tools must provide immediate, real value—otherwise, reps won’t use them, and churn will follow.

    Top closers leverage AI for smarter selling. AI-driven insights turn winning strategies into repeatable playbooks, making teams more effective.

    Lead quality beats lead volume. High-quality, well-targeted leads convert better, driving revenue without wasting resources on unqualified prospects.

    Guest Resources

    Email - [email protected]

    Website - http://www.geraldzankl.com/

    Facebook - https://www.facebook.com/geraldzankl/

    Linkedin - https://www.linkedin.com/in/geraldzankl/

    Instagram - https://www.instagram.com/thegeraldzankl/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel...
  • 266 Peter Benei - Marketing in the AI Era: Future-Proofing Your Strategy for Maximum Impact

    266 Peter Benei - Marketing in the AI Era: Future-Proofing Your Strategy for Maximum Impact

    · SaaS Fuel

    💡 AI is everywhere—but most businesses aren’t getting great results. Why?

    Most companies think AI can think for itself. It doesn’t. It’s only as good as the inputs you give it. Without the right briefing, strategy, and human oversight, AI-generated marketing content can be generic, uninspired, and even damaging to your brand.

    In this episode of SaaS Fuel, host Jeff Mains sits down with Peter Benei, Principal Consultant at Intercept Scale, to break down how leaders can use AI strategically to fuel marketing and sales growth without losing human creativity.

    Key Takeaways

    00:00 – Why most AI marketing isn’t delivering great results

    02:15 – The biggest misconception about AI (it doesn’t actually think!)

    06:30 – How to brief AI properly for marketing success

    12:10 – The role of human oversight in AI-driven content

    18:25 – How AI is reshaping marketing leadership & CMOs

    24:50 – AI-powered personalization vs. generic, templated content

    30:15 – What skills marketers need to stay relevant in an AI-driven world

    38:40 – How AI is disrupting advertising platforms like Google, Meta & LinkedIn

    45:20 – How businesses can integrate AI into marketing without losing their brand identity

    52:05 – Final thoughts on the future of AI & marketing strategy

    Tweetable Quotes

    "AI isn’t replacing marketers. Marketers who use AI strategically will replace those who don’t." – Peter Benei

    "If you don’t train AI with your brand voice and strategy, expect mediocre results." – Jeff Mains

    "The real power of AI in marketing? Efficiency + personalization, not automation alone." – Peter Benei

    "Your AI results are only as good as the inputs you give it. Garbage in, garbage out." – Jeff Mains

    SaaS Leadership LessonsAI isn’t a magic solution that creates high-quality marketing content on its own. It requires clear guidance, well-structured prompts, and strategic oversight to deliver impactful results.AI can generate vast amounts of content, but if it’s bland, templated, or lacks authenticity, it won’t connect with your audience.Companies that treat AI as a collaborative tool rather than a replacement for human creativity are the ones seeing real, sustainable growth.AI is reshaping the marketing landscape by automating routine tasks, allowing teams to focus on creativity and strategy.
    Guest Resources

    Email - [email protected]

    Website - http://interceptscale.com/

    Linkedin - https://www.linkedin.com/in/beneipeter/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn -

  • 265 Frank Sondors - Secrets of SaaS Success: Lessons Customer Retention and Expansion

    265 Frank Sondors - Secrets of SaaS Success: Lessons Customer Retention and Expansion

    · SaaS Fuel

    💡 Is your sales strategy actually built for scale, or are you just running faster on a treadmill?

    Scaling a SaaS company isn't just about selling more—it’s about selling smarter. If you're bringing in customers but losing just as many on the back end, you’re not growing. You’re just replacing lost revenue.

    On this episode of SaaS Fuel, host Jeff Mains sits down with Frank Sondors, founder of Sales Forge, to uncover how AI and data-driven sales strategies can help you scale without ballooning your headcount.

    Key Takeaways

    00:00 – Why most SaaS companies struggle to scale sales

    04:12 – How AI-driven sales can cut costs & increase efficiency

    08:55 – The biggest mistakes founders make with their sales funnel

    13:40 – How Frank scaled Sales Forge to a multimillion-dollar company in one year

    19:25 – The future of B2B sales: AI agents + human collaboration

    26:00 – Why most SaaS companies are still using outdated tactics

    31:42 – How to reduce churn & retain customers in a crowded market

    38:15 – Key SaaS growth metrics every founder should track

    44:25 – How AI-powered personalization is replacing email templates

    50:10 – Final advice for SaaS founders looking to scale efficiently

    Tweetable Quotes

    "Scaling isn't about doing more—it's about doing it smarter." – Frank Saunders

    "AI won’t replace salespeople, but salespeople who use AI will replace those who don’t." – Jeff Mains

    "The future of sales is AI-driven personalization—not mass email blasts." – Frank Saunders

    "If you're only focusing on acquiring customers and not retaining them, you're just replacing lost revenue." – Jeff Mains

    SaaS Leadership Lessons

    Scaling isn’t just about hiring more reps—it’s about working smarter.

    The sales playbook from 10 years ago is outdated—AI is the future of B2B sales.

    You're already behind if you're still using email templates for outreach.

    Retention > Acquisition. Keep your customers happy, and your revenue will scale.

    Churn is inevitable, but reducing it through customer success & automation is key.

    Guest Resources

    Website - http://salesforge.ai/

    Linkedin - https://www.linkedin.com/in/franksondors/

    X - https://x.com/franksondors

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/

    Twitter - https://twitter.com/jeffkmains

    Facebook -

  • 264 Marcus Hamaker - Navigating Business Challenges: Mastering Mindset for Sustainable Growth

    264 Marcus Hamaker - Navigating Business Challenges: Mastering Mindset for Sustainable Growth

    · SaaS Fuel

    Why Leadership, Cash Flow & Emotional Intelligence Are the Keys to SaaS Growth | Marcus Hamaker, CEO of Boost USA

    💡 Think a great product is all it takes to scale a SaaS business? Think again. The difference between thriving and barely surviving often comes down to leadership, cash flow management, and team culture.

    Key Takeaways

    00:00 – Why your business is failing (and how to fix it)

    06:10 – How leadership shapes business success (or failure)

    12:30 – The mindset shift required to grow beyond $3M-$10M

    18:55 – How cash flow issues sneak up on founders

    25:15 – Top growth strategies small businesses can implement today

    31:40 – Why emotional intelligence is the secret to great leadership

    37:50 – AI’s role in project management & contract compliance

    44:25 – How small businesses can balance profit with meaningful impact

    50:10 – Final advice for SaaS founders scaling their companies

    Tweetable Quotes

    "Great leaders don’t just track metrics; they define value, inspire teams, and build cultures that last." – Marcus Hamaker

    "You can’t scale by just doing more of what got you here. At some point, your mindset has to change." – Jeff Mains

    "82% of businesses fail due to cash flow problems, not bad ideas. Pay attention to your numbers." – Marcus Hamaker

    "A business without a clear ‘why’ will struggle to keep its team and customers engaged long-term." – Jeff Mains

    SaaS Leadership Lessons

    Leadership isn’t about being the smartest person in the room – It’s about inspiring a team to execute with clarity and focus.

    Emotional intelligence is just as important as strategy – Leaders who lack self-awareness often sabotage their own growth.

    Cash flow problems kill more businesses than bad ideas do – Learn to manage your cash flow statement, not just your P&L.

    Scaling isn’t just about doing more – It requires a mindset shift, strategic delegation, and operational efficiency.

    AI is transforming business operations – From contract compliance to project management, smart founders are using AI to work smarter, not harder.

    Guest Resources

    Email - [email protected]

    Website - https://thepovpodcast.com/

    Linkedin - https://www.linkedin.com/in/marcus-hamaker/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/

    Twitter - https://twitter.com/jeffkmains

    Facebook - https://www.facebook.com/thesaasguy/

    Instagram -

  • 263 Lucas Lovell - Growth Strategies in Global SaaS: How to Transform Challenges into Opportunities

    263 Lucas Lovell - Growth Strategies in Global SaaS: How to Transform Challenges into Opportunities

    · SaaS Fuel

    💡 Is your SaaS pricing strategy transparent, or are you unknowingly hurting your brand? If you're expanding globally, do you understand the hidden complexities of international payments and compliance?

    On this episode of SaaS Fuel, host Jeff Mains sits down with Lucas Lovell, VP of Product at Paddle, to discuss the mistakes SaaS founders make with pricing, localization, and global payments—and how to fix them.

    Key Takeaways

    00:00 – Is your SaaS pricing strategy misleading customers?

    05:30 – Why global expansion is harder than most founders think

    10:15 – The #1 thing that SaaS founders underestimate about localization

    16:40 – How SaaS companies should rethink pricing transparency

    22:55 – How sales tax & compliance impact global growth

    29:30 – Why currency localization is critical for conversions

    35:50 – The hidden cost of ignoring alternative payment methods

    41:15 – How AI is disrupting SaaS pricing models

    47:30 – Top compliance mistakes that can damage SaaS brands

    54:05 – Final advice for SaaS founders scaling internationally

    Tweetable Quotes

    "Good businesses shouldn't have to rely on deceptive pricing tactics to succeed. Transparency builds trust." – Lucas Lovell

    "Expanding globally is more than flipping a switch—it’s a legal, financial, and logistical maze." – Jeff Mains

    "If your SaaS isn't optimizing payments, you're leaving money on the table." – Lucas Lovell

    "5-10% increase in checkout conversion isn't small—it's a game-changer." – Jeff Mains

    SaaS Leadership Lessons

    Lack of pricing transparency kills trust – Companies that rely on misleading UX tactics risk long-term brand damage.

    Sales tax compliance is a growth challenge, not just an operational task – SaaS founders need to get ahead of evolving regulations.

    Localization is about more than just language – Payment methods, pricing strategies, and cultural preferences all impact conversion rates.

    AI is reshaping SaaS billing – Founders need to rethink value-based pricing and the shift toward usage-based models.

    Payments should be seen as a growth engine, not just a necessity – The right strategy can boost conversion rates by 5-10%.

    Guest Resources

    Email - [email protected]

    Website - http://www.paddle.com/

    Linkedin - https://www.linkedin.com/in/lucaslovell/

    X - https://x.com/lucas_lovell

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/

    Twitter -

  • 262 John Horn - From Goals to Metrics: Charting the Future of Digital Advertising

    262 John Horn - From Goals to Metrics: Charting the Future of Digital Advertising

    · SaaS Fuel

    💰 Is your paid ad strategy actually working—or are you just burning money? If you’ve ever felt like your agency is speaking a different language or your ROI isn’t where it should be, this episode is for you.

    In this episode of SaaS Fuel, host Jeff Mains sits down with John Horn, CEO of StubGroup, to break down how businesses can maximize their paid ads, avoid common ad account suspensions, and create high-ROI campaigns that actually convert.

    Key Takeaways

    00:00 – Intro: Are you wasting money on digital ads?

    03:30 – Why clear agency communication is the key to ad success

    07:50 – The biggest reason most PPC campaigns fail

    12:10 – How to prevent your ad account from getting suspended

    18:45 – Underrated ad metrics that determine campaign success

    24:20 – Why AI is transforming paid ads & what companies must do

    31:05 – The impact of ad tracking & privacy regulations on performance

    39:15 – How B2B SaaS companies can optimize their PPC strategy

    47:10 – High-ROI strategies for niche industries & B2B companies

    54:25 – The future of AI-driven advertising & search intent

    01:02:10 – Final thoughts: How to scale your ads without wasting money

    Tweetable Quotes

    "Digital ads shouldn’t be a guessing game—ROI-driven strategies make every dollar count." – John Horn

    "If your agency isn’t speaking your language, you’re wasting money. Communication is key." – Jeff Mains

    "AI is disrupting digital advertising. If you’re not adapting, you’re already behind." – John Horn

    SaaS Leadership Lessons

    Communication with your ad agency is critical – If both sides aren’t aligned, your money is wasted.

    Most businesses track the wrong ad metrics – You need to focus on actual conversions & ROI, not just clicks.

    AI is reshaping PPC & paid search – Companies that don’t adapt will fall behind.

    Ad account suspensions can be avoided – Following platform policies & separating payment methods is crucial.

    Paid ads should be a growth engine, not just a cost – If done right, they can fuel scalable, predictable revenue.

    Guest Resources

    Email - [email protected]

    Website - https://stubgroup.com/

    Linkedin - https://www.linkedin.com/in/johnjhorn1/

    Episode Sponsor

    Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

    Champion Leadership Group – https://championleadership.com/

    SaaS Fuel Resources

    Website - https://championleadership.com/

    Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/

    Twitter - https://twitter.com/jeffkmains

    Facebook - https://www.facebook.com/thesaasguy/

    Instagram -

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