Why You Need FULL Funnel CRO Right Now With Dave Gowans of Browser to Buyer

If you're operating a SaaS, software, or digital product business, you're likely optimizing your Customer Success strategy for things like ticket response times, NPS scores, and any number of KPI and tactics that help you move your business forward. But what if you could zoom out and see what customer success really means in your business? What if you could use those observations to help you drive even more meaningful revenue growth and success for your customers?

In this episode of Growth Stage, host David Vogelpohl interviews Jake Dipple, Head of Customer Success at Sideways6, about his thoughts on:

• What Customer Success is at a high level.
• How CS impacts your ARR, product value, and marketing.
• And much more!  

Jake also shares unconventional tips for driving customer success that can boost the LOVE your customers have for your product and your company.

If your CS strategy starts and stops with good support, it's time to think about how full funnel Customer Success can help you move your business forward faster. Listen now!

Transcript available on the FastSpring blog.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally, allowing you to focus on moving your business farther, faster.

Conversation with WP Engine Director of Corporate Development & Strategic Partnerships Carl Hargreaves.

As you build out your software, SaaS, or digital product business, you may be wondering what form your eventual exit might take. One potential exit is that your company is acquired by a competitor or brand with complimentary technology in your space — but what do brands look for with these types of acquisitions, and how might that affect how you operate, grow, and set the direction of innovation within your business?

In this episode of Growth Stage, co-host David Vogelpohl interviews Carl Hargreaves of WP Engine’s corporate development and strategic partnerships team about his experience running acquisitions of SMB software businesses, including:

• His thoughts on what makes a software company a good target for an acquisition by a brand.
• What factors beyond financials makes a target even more valuable.
• Common operational pitfalls founders should avoid that can make acquisitions more difficult.
• How you should think about building a sellable business.

If you're looking for insights on how to get the most of your eventual exit, don't miss this episode of Growth Stage. Listen now!

Transcript available on the FastSpring blog.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally, allowing you to focus on moving your business farther, faster.

Conversation with Browser to Buyer founder and director of conversion Dave Gowans about how CRO is even more powerful when we move beyond just top-of-funnel website visits and sign-ups.

Listen for the full insights into:

• Why SaaS and subscription businesses especially need to consider the entire customer relationship when optimizing the sales funnel.
• Two key research and testing techniques that can capture valuable info quickly.
• Why it’s worth taking some of the harder steps to optimize your sales funnel, because it can get the biggest results.

Transcript available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally, allowing you to focus on moving your business farther, faster.

Conversation with Dopple founder and CEO Justin Scott about building a business that is not just growing with its market — it's helping define it. Listen to the full interview for insights into:

• Why partnerships are key for building out your positioning.
• Why launching with a robust offering won out over launching early with only a few features.
• Why it's important to prioritize some users' feedback over others.

Transcript available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally, allowing you to focus on moving your business farther, faster.

Conversation with Narrator Cofounder Cedric Dussud about building WeWork's billing platform and how it led to Narrator. Listen to the full interview for insights into:

• Why metrics often don’t add up.
• What happens when there’s not a single source of truth.
• Why you should be skeptical about internal data.
• When you need a data scientist to help you (and when you don’t).

Transcript available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.

Out of the Park Developments quadrupled sales in South Korea — the fourth-largest video game market in the world — by localizing its benchmark game into Korean.

EJ spoke to Richard Grisham, past COO of Out of the Park and current Director of Business Development at Com2Us — a Korean development company that acquired Out of the Park in 2020.

Stream their conversation below for insights into:

• How to successfully roll out a localized version of a game
• Running “micro-campaigns” for better ROI on your global marketing efforts
• Cultivating brand ambassadors and future employees from your user base.

Full transcript available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.

Ryan Austin had VP-level experience in training when he decided to start a consulting business to help enterprise-level companies with their corporate learning and development initiatives. 

Ryan and his team noticed so many inefficiencies across the L&D workflows. “It got us thinking: Why is there no purpose-built operating system for corporate learning and development teams, when their jobs are so strategic to the business, and they're managing massive budgets, but they can’t track things like ROI?”

Ryan called it a light bulb moment out of which the idea for Cognota was born. Founded in 2019, Cognota is the first and only LearnOps platform for corporate learning and development teams. There are now over 150 enterprise companies using the platform.

EJ spoke to Ryan about how Ryan and his team created a new enterprise ops category: LearnOps. He also shares insights about how Cognota is maintaining ownership over the category they created while encouraging dialogue and collaboration in the market.

Full transcript available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.

“47% of businesses created 51 or more videos just last year. So there's all this video being made, and yet, almost none of it gets used more than once. You post it to your website, you post it to social media, and you start working on the next video.” Andrew Levy explained. 

Andrew is the founder and CEO of AdPipe, a SaaS platform that repurposes and repackages your existing videos into custom bite-sized content for any channel. 

EJ spoke to Andrew about what he calls the “great underutilization of content” and how it’s connected to his company. Listen for Andrew’s advice on portraying a company’s value and culture through video, reusing pre-existing content, and what trends he’s seeing in the world of video marketing.

Transcript for this episode is available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.

Most CEOs don’t run the same company for over 15 years, but Alf Ruppert isn’t the typical tech founder. “I’m a bit closer to business owners from the 50s,” he admits — a time when he believes creating an enjoyable work environment was more highly valued.

This perspective is why at least four employees have been with the company since the beginning.

In 2006, founded iOSXpert — now the largest partner of the Mac-based CRM and project management software Daylite. And for the past 17 years, Alf has grown the company without any external funding and maintained a strong employee retention rate.

Our former Director of Content and Community spoke to Alf about managing a happy team, how he’s grown his company without external funding, the history of developing in the Mac ecosystem, and running a consulting and software business.

Transcript for this episode is available here.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.

Before Rachel Harding became the global tax director at FastSpring, she spent two years on a mergers and acquisitions tax team. 

And she often saw deals fall apart.

“I kid you not, nine times out of 10, when a SaaS acquisition fell apart, it was a sales tax issue,” she told me.

Tax non-compliance can unravel an acquisition or result in million-dollar price adjustments.

Another time tax non-compliance can cause major issues? When you’re preparing an IPO. “That stuff will get picked up 100% on due diligence, so you want to clean it up now.”

This episode contains insights into VAT, GST, and sales tax compliance for SaaS companies, including:

• Five countries that recently passed tax regulations that impact SaaS companies.
• How tax liabilities can vary for B2B and B2C purchases in different areas of the world.
• How the statute of limitations works differently in each state in the US — and how that could affect your business financially.

This podcast is brought to you by FastSpring. As the leading merchant of record payment platform for SaaS and software, FastSpring lets you reduce your payments, subscriptions, entitlements, fulfillment, and tax management stack down to one. We manage all the hard parts of transacting globally allowing you to focus on moving your business farther, faster.