Afleveringen

  • 292 Natalia Zacharin - Cash Flow Control: Transforming Stress into Strategic Growth

    292 Natalia Zacharin - Cash Flow Control: Transforming Stress into Strategic Growth

    · SaaS Fuel

    In this episode of SaaS Fuel, Jeff Mains sits down with Natalia Zacharin, founder of Zacharin & Co Consulting, to talk about financial clarity, fractional CFO strategies, and turning financial chaos into sustainable growth.

    They unpack why most SaaS companies operate blind when it comes to money, the dangers of growing too fast, and how founders can stop guessing and start scaling—with confidence.

    Natalia also shares how one founder survived a major revenue drop without debt, and the psychology behind smart financial decisions that separate profitable businesses from struggling ones.

    Key Takeaways

    00:00 – The payroll-to-revenue sweet spot for SaaS (30% rule)

    01:06 – Welcome to SaaS Fuel with Jeff Mains

    02:00 – Why financial clarity is a superpower

    03:48 – Meet guest: Natalia Zachary, founder of Zachary & Co

    05:37 – From accounting to strategic CFO: Natalia’s journey

    06:38 – Why founders must own their numbers

    08:22 – What a fractional CFO actually does

    10:54 – Why growth can lead to running out of cash

    12:05 – Hiring mistakes and scaling with intention

    18:10 – Forecasting tips for SaaS founders

    21:57 – Most important SaaS metrics to watch

    24:45 – The difference between profit and cash in the bank

    27:12 – Avoiding the CAC-to-cash gap

    30:33 – Why profit matters again (finally)

    35:07 – Turning a low-margin SaaS into a sellable asset

    39:11 – Tools to simplify financial tracking

    41:23 – How masterminds improve founder financial IQ

    43:15 – The future of AI in finance

    46:42 – Mindset shift: clarity > avoidance

    Tweetable Quotes

    “Fast growth can kill your business if you don’t manage cash.” — Natalia Zacharin

    “Financials aren’t just numbers—they’re the story of your business.” — Jeff Mains

    “You don’t need a huge finance team. You need a smart one.” — Natalia Zacharin

    “If you don't know your runway, you're already flying blind.” — Jeff Mains

    “A mind once stretched by new numbers never returns to old assumptions.” — Natalia Zacharin

    “Revenue is vanity. Profit is sanity. Cash is reality.” — Jeff Mains

    SaaS Leadership LessonsKeep Payroll at 30% of Revenue – It gives breathing room for taxes, reinvestment, and founder salary.Fractional CFOs Are Game-Changers – They offer high-level insights without the full-time cost.You Can Grow Yourself to Death – Fast growth without cash control leads to disaster.Forecasting Beats Guessing – A basic forecast can prevent gut-based, costly decisions.Profit ≠ Cash – Just because you're profitable on paper doesn't mean you have money in the bank.SaaS Valuation Starts with Financial Clarity – A sellable business has healthy margins, clean books, and intentional growth.
    Guest Resources

    Email - [email protected]

    Website - http://www.zacharinconsulting.com

    Facebook - https://www.facebook.com/natalia.alekseyevna/

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

    Episode Sponsor

    Small Fish, Big Pond – 

  • 291 Laura Bell Main - From Reactive to Proactive: Shifting the Culture of Security in Software Development

    291 Laura Bell Main - From Reactive to Proactive: Shifting the Culture of Security in Software Development

    · SaaS Fuel

    In this episode of SaaS Fuel, Jeff Mains is joined by cybersecurity expert and SafeStack CEO Laura Bell Main to reframe how SaaS founders think about security. It’s not just compliance or a checklist—it’s a cultural foundation for growth. Laura shares how security, when embedded early, accelerates deals, reduces friction in enterprise sales, and strengthens trust with customers before it's ever questioned.

    You’ll learn how to shift developer mindsets, build security into your engineering culture, and avoid the costly mistake of treating security as someone else's job.

    Whether you’re a bootstrapped founder or VC-backed startup, this is the episode that helps futureproof your SaaS—without killing your velocity.

    Key Takeaways

    00:00 – Intro: Hiring challenges in a capital-efficient SaaS world

    01:47 – Why security isn’t a feature—it’s the foundation

    02:16 – Creating a dev culture where security is second nature

    04:00 – Guest intro: Laura Bell Main of SafeStack

    05:04 – Laura’s cybersecurity journey and founding SafeStack

    08:01 – Security as culture, not compliance

    10:50 – Scaling to 84 countries with no ad spend

    13:03 – From side project to global venture

    14:52 – Early founder mistakes and big lessons

    17:06 – Culture of learning: “What I Learned Today”

    18:46 – Scaling support for SaaS founders

    20:00 – Filtering the noise and trusting your next step

    22:35 – Cross-cultural founder lessons

    25:17 – Internal culture: Balancing trust, safety, and innovation

    29:13 – Designing security education that actually works

    33:15 – Getting entire engineering teams involved

    36:10 – The risk of delaying security in SaaS

    38:28 – Accelerating enterprise sales with security

    Tweetable Quotes

    “Security isn’t a task—it’s a culture.” — Laura Bell Main

    “Most SaaS founders wait until it’s too late to think about security.” — Jeff Mains

    “Embedding security early isn’t a slowdown—it’s an accelerant.” — Laura Bell Main

    “The cost of a bad hire is nothing compared to the cost of a poor culture.” — Jeff Mains

    “If 150 developers is your threshold for hiring a security person, you’ve waited too long.” — Laura Bell Main

    “Scaling a SaaS company requires fewer hacks and more habits.” — Jeff Mains

    SaaS Leadership Lessons

    Security Is a Culture, Not a Checkbox

    Making security part of your team's DNA creates long-term growth, not short-term friction.

    Hire Based on Pain, Not Hope

    Scaling prematurely can be just as dangerous as hiring too late.

    Start Security Early—Not After the First Enterprise Deal

    Founders who embed security from the start build trust faster and shorten the sales cycle.

    Teach Security as Behavior, Not Just Theory

    SafeStack succeeds by focusing on culture change, not technical checklists.

    Global Growth Without Ads Is Possible

    If your mission is clear and execution solid, early adopters will spread the word.

    Your Culture Is the Greatest Risk or Asset

    Create an environment where learning is daily, mistakes are shared, and trust is built top-down

    Guest Resources

    Email - [email protected]

    Website - https://safestack.io/

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

    Episode...

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  • 290 Chris Dayley - The Conversion Rate Revolution: Best Practices for Modern Marketers

    290 Chris Dayley - The Conversion Rate Revolution: Best Practices for Modern Marketers

    · SaaS Fuel

    What if you could double your conversions just by asking smarter questions?

    This week on SaaS Fuel, Jeff Mains sits down with Chris Dayley, founder of Smart CRO and neuro-marketing expert, to dig deep into how psychology-based testing drives better conversions. Chris shares why most A/B tests fail, the real reason copycat tactics don’t work, and how you can optimize for outcomes—not just aesthetics.

    You’ll learn how to run smarter experiments, structure content for maximum impact, and why removing content can outperform adding more. Whether you’re early-stage or scaling fast, this episode is packed with practical insights that will help you convert more, guess less, and scale smarter.

    Key Takeaways

    00:00 – Early-stage testing: Why slow tests are still valuable

    02:03 – Why CRO is NOT about copy-paste tactics

    02:32 – Aim for 10%+ test impact, not 1% tweaks

    03:03 – AI in CRO: Use it, but don’t rely on it

    04:10 – Meet Chris Dayley: Neuro-marketer & CRO expert

    05:01 – What is neuro-marketing?

    08:43 – The #1 CRO mistake: Building from assumptions

    10:52 – Gut vs data: Why founders miss the mark

    14:03 – Copycat optimization is a losing game

    17:00 – B2B vs B2C behavioral differences

    21:14 – Testing with low traffic? Here’s what to do

    24:45 – Content hierarchy and CRO: What to keep, what to kill

    30:55 – What makes a good test? Hint: not button colors

    36:03 – CRO templates, myths, and shortcuts to avoid

    44:45 – AI personalization, chatbots, and evolving expectations

    51:07 – Why 1% gains don’t mean much for small companies

    53:04 – Remove friction. Make conversion easier.

    Tweetable Quotes

    “If you only test fast, you’re testing wrong. Great data takes time.” — Chris Dayley

    “The best CRO isn’t about flashy buttons. It’s about how people think.” — Chris Dayley

    “You’re not Amazon. Stop copying their CRO strategy.” — Jeff Mains

    “Conversion starts with one question: What do they really want right now?” — Chris Dayley

    “A pretty site doesn’t pay the bills. One that converts does.” — Jeff Mains

    “Your gut is not a marketing strategy. Data is.” — Chris Dayley

    SaaS Leadership LessonsDon’t rush testing—data over speed. Even if your traffic is low, long-running A/B tests are better than guesswork.Copying competitors is a trap. Their site may be under test, built on assumptions, or not even working for them.Design doesn’t convert—psychology does. CRO should be rooted in how people think, not how sites look.Small businesses shouldn’t chase 1% lifts. Focus on big wins (10%+) that actually move the needle.Remove content to boost performance. Simpler, faster sites often outperform flashy designs.Content hierarchy matters. Prioritize what users care about most—and test your assumptions ruthlessly.
    Guest Resources

    Email - [email protected]

    Website - http://www.smart-cro.com/

    LinkedIn - https://www.linkedin.com/in/chrisdayley/

    Episode Sponsor

    Small Fish, Big Pond – 

  • 289 Danny Tomsett - Digital Humans: Redefining Customer Engagement in the AI Era

    289 Danny Tomsett - Digital Humans: Redefining Customer Engagement in the AI Era

    · SaaS Fuel

    What does it take to build a new tech category before the market is ready?

    In this episode of SaaS Fuel, host Jeff Mains dives deep with Danny Tomsett, founder and CEO of UneeQ, the global leader in emotionally intelligent AI-powered digital humans. From early breakthroughs to hard pivots, Danny shares how his team navigated the rollercoaster of creating frontier tech, scaling sustainably, and keeping vision and culture alive through it all.

    You'll hear the behind-the-scenes story of Nadia, a digital human project with IBM and the Australian Government, the challenge of market timing, and the power of narrowing focus for growth. If you’re building ahead of the curve, this is your playbook.

    Key Takeaways

    00:00 – The evolution of UneeQ’s business model

    02:01 – Building a new tech category with AI-powered digital humans

    06:27 – From digital games to emotionally intelligent avatars

    10:39 – How digital humans transform customer experience

    12:54 – Realism vs. relatability in AI avatars

    16:07 – Building trust with humanized tech

    16:31 – The hardest part of creating a new category

    21:49 – Biggest lessons learned on the journey

    23:46 – Keeping teams aligned through rapid innovation

    27:04 – SaaS founders: Scale faster with Champion Leadership

    28:14 – AI's real impact on jobs and customer service

    31:31 – Emotional intelligence and sales simulations

    34:28 – Outcome-based training with digital humans

    35:22 – Growing pains and moments that almost broke the company

    40:44 – Bootstrapping vs. raising capital in frontier tech

    45:32 – Advice for building ahead of the market

    48:00 – Product-market timing and finding the real problem

    53:40 – What’s next in AI-human interaction?

    Tweetable Quotes

    “We weren’t just ahead of the curve—we were ahead of the market. That hurts.” — Danny Tomsett

    “Emotionally intelligent digital humans aren’t the future. They’re already here—and they work.” — Danny Tomsett

    “If the market doesn’t get it yet, your job isn’t just to build—it’s to educate.” — Jeff Mains

    “Culture is your most scalable codebase.” — Danny Tomsett

    “The problem you’re solving might not be the one they care about yet.” — Danny Tomsett

    “Digital humans flip training from time-based to outcome-based. That’s real impact.” — Jeff Mains

    SaaS Leadership LessonsBuild for what’s real, not just what’s cool. Danny shares how hype distracted from traction and how focus created results.You can't time the market perfectly—but you can pivot. The original platform model gave way to niche training simulations with real adoption.Culture and systems scale better than code. When the team nearly burned out, Danny rebuilt the business on clarity and operational alignment.Emotion matters in tech. Especially in sales training and customer experience—digital humans that feel human drive engagement.Don't fall in love with the wrong problem. Sam Altman’s advice: go deeper to find the root need your product must solve.Being early is painful—but survivable. Category creation requires stamina, education, and constant storytelling to shape the market.
    Guest Resources

    Email - [email protected]

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

    Episode Sponsor

    Small Fish, Big Pond –

  • 288 Warner Moore - Negotiate Like a Buyer: Inside the Mind of Procurement

    288 Warner Moore - Negotiate Like a Buyer: Inside the Mind of Procurement

    · SaaS Fuel

    In this episode of SaaS Fuel, Jeff Mains is joined by Warner Moore, founder of Gamma Force and cybersecurity strategist, to dive deep into why early-stage SaaS companies often overbuild security, waste money on compliance, and miss real threats. Warner reveals how to make cybersecurity a strategic advantage—without killing innovation.

    From delaying HIPAA compliance for smarter growth to leveraging cloud infrastructure securely by default, Warner shares practical frameworks SaaS founders can use to balance risk, market demand, and growth. If you're building a health tech or B2B SaaS company and wondering when and how to invest in cybersecurity.

    Key Takeaways

    00:00 – Strategic security starts with executive mindset

    01:32 – Why security is a business strategy, not just IT

    03:06 – Risk management vs checkbox compliance

    06:34 – Mistakes SaaS founders make with security

    09:53 – Understanding real risk (Asset + Vulnerability + Threat)

    11:16 – Leveraging cloud providers securely

    12:12 – Security as a market differentiator

    14:12 – Delaying HIPAA compliance with intentional design

    17:11 – When to invest in security maturity

    20:06 – Security budgeting for startups

    23:24 – Signs you need a fractional CSO

    26:57 – Health tech vs general SaaS: when security is mandatory

    29:22 – Onboarding & deepfake defense tactics

    32:27 – Process-based security (not just tech)

    34:22 – Is 2FA enough? Low-cost, high-value protection

    36:04 – Aligning security with company mission

    38:27 – Upcoming security shifts (quantum, AI, deepfakes)

    40:07 – Financial controls > fancy tools

    41:00 – Access control as a universal security need

    43:24 – Shadow IT and how to reduce SaaS sprawl

    Tweetable Quotes

    "If you don’t ask the hard questions early, you’ll overbuild and overspend on security that doesn’t move the business forward." – Warner Moore

    "Security isn’t just a department. It’s a culture and a competitive advantage hiding in plain sight." – Jeff Mains

    "Real risk requires three things: an asset, a vulnerability, and a threat. Miss one and it’s just noise." – Warner Moore

    "Security done right doesn't slow you down—it speeds you up with confidence and alignment." – Warner Moore

    "The most secure companies don’t just install tools—they build resilient business processes." – Warner Moore

    "Before you throw money at compliance, ask: does this really serve our market or just create overhead?" – Warner Moore

    SaaS Leadership LessonsDon’t Overbuild Early – Avoid unnecessary compliance if you’re not yet handling sensitive data. Be intentional.Security Is Strategy – It's not an IT checklist. It's a leadership-level decision and business differentiator.Risk = Asset + Vulnerability + Threat – If one is missing, it’s not a real risk. Focus on what matters.Delay Expensive Compliance Smartly – You can structure your tech and market approach to delay heavy regulatory burdens.Train Your Team for Real Threats – Deepfakes, phishing, and social engineering are rising threats; education is critical.Use the Basics Well – MFA, encryption, access control—low-cost, high-value steps most companies still ignore.
    Guest Resources

    Email - [email protected]

    Website - https://gammaforce.io/

    Linkedin -

  • 287 Lior Weinstein - The Inevitable Growth Model: How to Scale Smarter, Not Slower

    287 Lior Weinstein - The Inevitable Growth Model: How to Scale Smarter, Not Slower

    · SaaS Fuel

    In this episode of SaaS Fuel, we dive deep with Lior Weinstein, a rare combination of fractional CTO and CRO, who helps $20M–$100M founder-led companies break through bottlenecks with simplicity, speed, and systems that scale.

    We cover the future of fractional leadership, why “how” is often the wrong first question, how MVP thinkers often miss the real “V,” and how AI, no-code tools, and customer insight are rewriting the playbook for SaaS growth.

    đŸ”„ Topics include:

    MVP done right (focus on the "Viable")From “Buy” to “Build” economy and what it means for SaaS pricingThe hidden cost of junior developers in the AI eraFrameworks to unclog, de-risk, or scale your businessHow to avoid the trap of multi-channel marketing too earlyWhy data > opinions every single time
    Key Takeaways

    00:00 – Start: Why “Why” beats “How”

    02:10 – Welcome back to SaaS Fuel

    04:12 – Meet Lior Weinstein: Fractional CTO/CRO

    06:00 – Lessons from starting a business at 14

    08:30 – Choosing relationships, not just revenue

    10:45 – Scrappy mindset at $50M scale

    14:00 – Systems that move the needle

    17:00 – Common SaaS growth mistakes

    20:00 – Data over opinions: marketing case studies

    23:00 – Bridging founders and developers

    26:00 – No-code revolution and commoditization of tech

    29:00 – Rise of the AI-powered engineer

    35:00 – Inflation of products and entrepreneurial access

    38:00 – How AI is redefining copywriting and marketing

    42:00 – The inevitable rise of fractional leadership

    46:00 – Why companies don’t need full-time CTOs

    50:00 – Using tech to de-risk, unclog, or scale

    56:00 – Lior’s “Inevitable Growth” framework

    Tweetable Quotes

    “Most MVP thinkers focus on the M. I focus on the V — prove the value.” – Lior Weinstein

    “AI isn’t just a tool anymore. It’s your teammate.” – Lior Weinstein

    “If you're going multi-channel too early, you're scaling waste.” – Lior Weinstein

    “We’re not using ‘fractional’ to describe the impact. We’re using it to describe the cost.” – Lior Weinstein

    “Your product isn’t the differentiator anymore—your experience is.” – Lior Weinstein

    “Junior and mid-level devs are becoming redundant. AI-powered seniors deliver 10x results.” – Lior Weinstein

    SaaS Leadership Lessons

    Start With Why, Not How

    Most technologists jump to execution. Great ones like Lior focus on why—the real problem behind the feature request.

    The “V” in MVP Matters Most

    An MVP isn’t just something minimal—it must be viable. Focus on delivering true value, not just a quick launch.

    Don’t Scale Waste

    Before hiring, ask: “Can AI or automation do this?” If yes, you might save months and thousands in costs.

    Avoid Multi-Channel Too Early

    Validate one channel deeply before expanding. Otherwise, you spread budget thin and dilute learning.

    Measure Everything—Guess Nothing

    If you don’t have a framework to test and measure, your growth isn’t inevitable—it’s luck.

    Fractional Execs Can Outperform Full-Time

    A great fractional CTO can deliver 100% of the outcome for a fraction of the cost—especially if they're AI-powered.

    Guest Resources

    Email - [email protected]

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

    Linkedin -

  • 286 Mike Lander - Trust Over Relationship: A New Approach to B2B Sales

    286 Mike Lander - Trust Over Relationship: A New Approach to B2B Sales

    · SaaS Fuel

    Why do deals stall even when your pipeline looks strong?

    In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.

    You’ll learn:

    How to build trust by focusing on the buyer’s world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk away from RFPs—and why that’s a win.
    Key Takeaways

    00:00 – Why focusing on you kills trust with buyers  

    00:27 – Welcome to SaaS Fuel with Jeff Mains  

    01:15 – Your pipeline isn’t broken—your qualification might be  

    02:00 – The new sales equation: trust, credibility, risk reduction  

    03:27 – Guest intro: Mike Lander and $500M in deal experience  

    06:13 – Where discounting goes wrong  

    10:56 – Why buyers choose safe over best  

    14:03 – Risk perception and the value equation  

    16:18 – Myths salespeople believe about procurement  

    18:04 – “Procurement is where deals go to die” – and why that’s false  

    30:23 – Mike’s framework for working fewer, better deals  

    35:32 – The hidden dangers of RFPs  

    46:00 – Can AI replace salespeople? Where humans still matter  

    51:13 – Will AI negotiate against AI?  

    52:06 – Where to learn more about Mike  

    53:01 – What’s coming next on SaaS Fuel 

    Tweetable Quotes

    “The more you focus on your deal, the less the buyer trusts you.” – Mike Lander

    “Want to close more? Qualify better. The pipeline’s not broken—your filters are.” – Jeff Mains

    “Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander

    “Buyers don’t want persuasion. They want sleep.” – Jeff Mains

    “Procurement isn’t the end of a deal—it’s the beginning of alignment.” – Mike Lander

    “If AI handles the process, humans better handle the purpose.” – Jeff Mains

    SaaS Leadership LessonsTrust isn't built on your product—it's built on understanding the buyer’s risk.Qualification problems—not sales problems—are why most deals stall.The best sellers help buyers sleep at night, not just buy faster.Procurement isn't the enemy—it’s your hidden advantage if you understand their framework.Saying “no” to bad-fit RFPs leads to higher win rates.Even with AI in sales, human insight into motivation and value remains irreplaceable.
    Guest Resources

    Email - [email protected]

    Website - https://piscari.com/

    LinkedIn - https://www.linkedin.com/in/mikelander/

    Episode Sponsor

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

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

    SaaS Fuel Resources

    Website -

  • 285 Eran Friendinger - Scaling Smart: Balancing Growth Ambitions with Lead Quality

    285 Eran Friendinger - Scaling Smart: Balancing Growth Ambitions with Lead Quality

    · SaaS Fuel

    Want to scale smarter, not just faster? In this episode of SaaS Fuel, Jeff Mains sits down with Eran Friendinger, co-founder and CTO of Volantis, to unpack how predictive analytics and AI-powered signal optimization are transforming marketing performance and customer acquisition.

    We explore:

    Why cost per lead is misleadingHow to identify high-quality users earlyUsing predictive signals for retention and LTVThe balance between culture and automationHow to build fast-moving, data-led teams

    Whether you’re a growth-stage SaaS founder or a data-curious marketer, this conversation will reshape how you think about scale, systems, and success in a fast-moving AI world.

    Key Takeaways

    00:00 - Why cost per qualified lead matters more than total cost

    01:17 - Welcome to SaaS Fuel: The treasure map in your data

    02:17 - Predictive marketing vs reactive metrics

    03:45 - Meet Eren Friendinger: AI, signal optimization, and smarter leads

    06:42 - From deep tech to startup growth: Eren’s founder journey

    08:05 - Why traditional dashboards fall short

    12:13 - Segmenting by value, not just traits

    14:43 - Predicting lead quality on arrival

    15:27 - Using AI for churn prevention and LTV

    18:20 - Personalized targeting for different stages

    20:17 - Signal optimization: what it is and why it matters

    23:11 - Training ad networks with better feedback

    26:00 - Champion Leadership: Scale without the grind

    27:02 - Misleading metrics: cost per lead vs CAC

    29:25 - Who this works best for (hint: high-volume SaaS)

    31:02 - Rethinking attribution with predictive signals

    34:02 - Volantis startup challenges + AI roadmap decisions

    39:29 - Lessons from selling a startup in 12 months

    42:25 - Culture vs features: what matters more

    45:07 - Hiring adaptable, data-driven teams

    47:22 - First step for data-driven founders

    Tweetable Quotes

    “We’re addicted to cost per lead, but the truth is, that metric lies. Focus on qualified leads if you actually care about growth.” – Eran Friendinger

    “AI isn’t replacing marketers. It’s making the best ones unstoppable.” – Jeff Mains

    “Stop asking ‘what happened’ and start asking ‘what’s about to happen.’ That’s the predictive mindset.” – Eran Friendinger

    “You don’t need more dashboards. You need better signals.” – Jeff Mains

    “Give your ad network better feedback, and it will give you better leads. It’s that simple.” – Eran Friendinger

    SaaS Leadership LessonsCost per lead is not the real metric – Focus on cost per qualified lead and lifetime value to optimize for scale, not vanity metrics.Predictive data > historical data – SaaS growth requires real-time insights and forecasting, not just post-mortem reports.AI + signal optimization = sharper targeting – Give better feedback to ad platforms and build feedback loops for stronger performance.Marketing and product should align on data – The best SaaS teams know what high-value users look like and build around them.Great culture is a multiplier – Adaptability, experimentation, and shared vision win even in high-tech environments.Start with one high-leverage data insight – You don’t need a perfect model. Just one predictive insight can shift your whole strategy.
    Guest Resources

    Email - [email protected]

    Website - http://voyantis.ai/

    Linkedin -

  • 284 Adam Coughlin - Story First, Scale Second: Why Messaging Wins Markets

    284 Adam Coughlin - Story First, Scale Second: Why Messaging Wins Markets

    · SaaS Fuel

    In this episode of SaaS Fuel, host Jeff Mains sits down with Adam Coughlin — Co-Founder, CMO, and Managing Partner at York IE — to explore how SaaS founders can craft powerful messaging, align teams, and build scalable go-to-market strategies that don’t rely on buzzwords or bloated org charts.

    From the power of customer funding and finding your minimum viable audience to avoiding messaging mistakes that kill momentum, Adam shares a blueprint for creating story-driven marketing that actually works. Whether you're an early-stage founder or scaling to Series B and beyond, this episode will change the way you think about go-to-market.

    Key Takeaways

    00:00 - Intro: Customer-funded growth and audience-first strategy

    01:11 - Why company culture is your hidden growth lever

    02:20 - Messaging isn’t enough — storytelling that resonates

    04:10 - Meet Adam Kaplan from York IE

    08:44 - Why founders default to jargon (and how to fix it)

    13:02 - Building a message that drives GTM, sales, and fundraising

    16:20 - Defining your Minimum Viable Audience

    20:08 - Bootstrapping and customer funding as strategic growth

    22:11 - The most common go-to-market mistake

    24:35 - What to do before you build a sales team

    28:03 - Adam’s book pick: Small Fish Big Pond

    29:01 - Content that supports both SEO and sales

    34:04 - The power of message consistency across platforms

    37:41 - Leveraging founder brand without vanity

    43:02 - Staying grounded as a founder in chaotic markets

    45:03 - Why marketing is not just a department

    Tweetable Quotes

    “A confused mind doesn’t buy. Messaging must be simple, clear, and consistent.” – Adam Coughlin

    “Your story isn’t just for marketing — it’s how you align your team and scale your vision.” – Adam Coughlin

    “Customer-funded growth gives you optionality later — without giving up control early.” – Jeff Mains

    “Founders need to stop mimicking competitors and start telling their own story.” – Adam Coughlin

    “If your LinkedIn, blog, and sales team all sound different — you’ve already lost.” – Jeff Mains

    “Marketing isn’t a department. It’s a strategic engine that drives every other function.” – Adam Coughlin

    SaaS Leadership Lessons

    Start with your audience, not your product.

    A clear understanding of your minimum viable audience is more powerful than shouting into the void.

    Messaging is a team sport.

    If every team member tells a different story, you confuse the market — and confused minds don’t buy.

    Ditch the jargon.

    Founders often invent new language, but if prospects don’t understand it, you lose them.

    Customer funding beats investor pressure.

    Bootstrap when you can — early traction through real customers unlocks smarter long-term growth.

    Story drives go-to-market alignment.

    A consistent story across sales, marketing, and fundraising is your secret weapon in crowded markets.

    Your founder brand matters — if used right.

    Done well, it builds trust and community. Done poorly, it becomes a vanity distraction.

    Guest Resources

    Email - [email protected]

    Website - http://york.ie/

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

    Episode Sponsor

    Small Fish, Big Pond – 

  • 283 Harry Masters & Uddhav Mehra - The Human Side of Hiring: Motivation, Fit, and Long-Term Success

    283 Harry Masters & Uddhav Mehra - The Human Side of Hiring: Motivation, Fit, and Long-Term Success

    · SaaS Fuel

    In this episode of SaaS Fuel, Jeff Mains sits down with Uddhav Mehra and Harry Masters from The Inflection Group to unpack one of the most common mistakes early-stage SaaS founders make—hiring the wrong people too early. We explore why big-name hires from large enterprises often flop in scrappy startups, the power of hiring gritty operators over shiny resumes, and how to create a strategic, stage-appropriate hiring roadmap. If you’re looking to scale without bloating your team or burning your cash, this episode is packed with insights on founder-led sales, hiring for impact, and building elite go-to-market teams that actually work in real-world startup conditions.

    Key Takeaways

    00:00 – Don’t hire a VP of Sales yet? Here’s why

    01:44 – Founders and enterprise sales: a smarter strategy

    02:28 – Why rockstar execs fail in startups

    03:57 – Hire for the stage, not the brand

    05:10 – Meet Udhav Mehra and Harry Masters

    08:05 – The “headhunter” problem most founders hate

    11:00 – The #1 mistake founders make when hiring

    14:30 – Startup size matters when evaluating candidates

    18:26 – Mismatched expectations from candidates and founders

    23:20 – Why asking for a “marketing person” is usually wrong

    26:41 – Why startup success takes more time than expected

    27:56 – How Inflection supports technical founders

    33:14 – Role clarity evolves during interviews

    35:00 – What’s your first GTM hire? It depends...

    38:03 – Strategic vs. transactional hiring

    40:29 – Adapting hiring strategy as you scale

    42:51 – Why startup hires get years of experience in months

    44:01 – The wrong mindset kills startup momentum

    45:20 – One small change to hire smarter

    48:39 – Multi-phase interviews that actually work

    50:24 – The future of hiring in an AI-driven world

    54:06 – Final advice for SaaS founders

    Tweetable Quotes

    "Hiring a VP of Sales before you have a sales org is like buying a steering wheel with no car." – Uddhav Mehra

    "The best startup hires aren't polished — they're gritty." – Harry Masters

    "Just because someone came from Google doesn’t mean they can build your GTM motion from scratch." – Jeff Mains

    "We look for candidates who run toward the fire, not away from it." – Harry Masters

    "Founders often want the pain. Most execs don’t." – Uddhav Mehra

    "Marketing isn’t a person. It’s a function made of 10 roles. Know what you actually need." – Jeff Mains

    SaaS Leadership Lessons

    Don't hire too senior too soon – Early-stage startups often mistake brand-name experience for startup grit. Hire for stage fit, not prestige.

    Enterprise sales ≠ enterprise strategy – A better early move: founder-led sales + 1 top enterprise rep who’s hungry to win.

    Start with goals, not job titles – Instead of saying “we need a VP of Sales,” define what outcomes you need and build a strategy around that.

    Hiring evolves with your growth stage – What works at Series A won’t work at Series C. Update your hiring playbook accordingly.

    Avoid "Frankenstein job descriptions" – Roles like “Marketing Person” often disguise unrealistic expectations across 5–6 different functions.

    Great hiring is strategy, not speed – A structured, multi-step hiring process reduces misfires and builds long-term alignment.

    Guest Resources

    Email - [email protected]

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

    Harry’s Linkedin

  • 282 Phil McGilvray - Money Boss: How Entrepreneurs Can Take Control of Their Finances

    282 Phil McGilvray - Money Boss: How Entrepreneurs Can Take Control of Their Finances

    · SaaS Fuel

    Are you running a fast-growing SaaS company but feel like your finances are a mystery? In this episode of SaaS Fuel, financial literacy coach Phil McGilvray breaks down the five (sometimes six) essential numbers every founder needs to track monthly to simplify cash flow, reduce stress, and finally build a financially sound business.

    Phil shares how to set up a clean bank account structure, what most financial advisors miss, and why your business's financial system should function like a cascade—where money flows with intention, not chaos.

    Key Takeaways

    00:00 – The 5-6 numbers every entrepreneur must track

    02:00 – Why most founders fail financially (and don’t know it)

    06:00 – Why financial advisors rarely teach true financial literacy

    09:00 – The real-world cash flow numbers you must track

    12:00 – Why P&Ls are misleading and what to use instead

    15:00 – The simple monthly process to take control of your finances

    18:00 – How over hiring and scaling too fast kills profit

    21:00 – The “cascade” method of managing business money

    25:00 – Upfront vs monthly payments: pros and cons

    28:00 – Why most SaaS founders overcomplicate their finances

    32:00 – Building a business that can scale and survive

    36:00 – Mindset shifts for building a sellable SaaS company

    44:00 – What every founder should understand about money

    Tweetable Quotes

    “If you don’t pay yourself, you’re building someone else’s dream on your own dime.” — Phil McGilvray

    “Your P&L says you made a profit, but your bank account tells the truth.” — Phil McGilvray

    “Treat your business finances like a cascade: overflow comes only when the first pool is full.” — Phil McGilvray

    “Financial literacy isn’t about complexity. It’s about consistency and clarity.” — Phil McGilvray

    “The right bank account structure is worth more than a finance degree.” — Phil McGilvray

    “SaaS founders don’t fail because of bad products. They fail because of bad financial planning.” — Jeff Mains

    SaaS Leadership Lessons

    Track the Right Numbers Monthly – Revenue, expenses, taxes, salary, cost of goods sold, and what’s left are the only numbers that matter for clarity.

    Pay Yourself First – If you’re not paying yourself monthly, you don’t have a real business—you have an expensive hobby.

    Your P&L Doesn’t Tell the Full Story – Big purchases, taxes, and salaries are often missing from P&L reports, so use bank statements for reality.

    Set Up a Clean Cascade System – Think of your finances like cascading pools: operating → reserves → growth/investment.

    Simplicity Wins – You don’t need complex tools or endless accounts—just one operating, one reserve, and one tax account will do.

    Growth Without Guardrails Is Risky – Scaling without building cash reserves makes your business fragile in downturns.

    Guest Resources

    Email - [email protected]

    Website - http://philmcgilvray.com/

    Facebook - https://www.facebook.com/phil.mcgilvray.9

    Linkedin - https://www.linkedin.com/in/phil-mcgilvray-profit-and-cash-flow-strategist-58734a25/

    The Cash Flow Fix -

  • 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 -

  • 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...
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