Cloud Radio | A SaaS Podcast

Our Guest: Sally Duby is the Chief Sales Officer at The Bridge Group Inc., a sales strategy consulting firm for B2B companies looking for more from sales development, sales, and customer success. Episode Topics: 33% in 2022 to 40% in 2024. Median time at productivity sits at 24 months Resources: https://blog.bridgegroupinc.com/2024-ae-metrics-compensation-benchmark About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Guy Rubin is the Founder and CEO of Ebsta, a Revenue Intelligence Platform that provides insights into what drives over 500 B2B companies' success. Episode Topics: average performers tend to lose deals during negotiation, whereas top performers experience more losses during the qualification and discovery stages. Resources: https://www.ebsta.com/2024-b2b-sales-benchmarks/ About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Matt Slotnick is the Co-Founder and CEO of Poggio Labs, an AI Sales Workspace purpose-built for Account Executives. Poggio is backed by Accel and Spark Capital. Episode Topics: Resources: https://poggio.io/ Thread on building AI products + emerging moats: https://twitter.com/matt_slotnick/status/1747686262914568444 About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Scott Brinker, VP of Platform Ecosystem at HubSpot, shapes Hubspot's platform strategy and leads business programs for its global technology partner ecosystem. He is also an editor at chiefmartec.com, with over 50,000 readers, analyzing topics at the intersection of marketing, technology, and management. Episode Topics: Sources: https://chiefmartec.com/2023/12/major-trends-in-martech-for-2024-the-real-changes-underway-in-a-99-platitude-free-report/ https://chiefmartec.com/2023/10/products-in-the-long-tail-of-martech-have-a-wide-range-of-different-strategies-and-aspirations/ https://www.saasletter.com/p/mckinsey-cloud-roi-ai-roi About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Scott Leese is a six-time Sales Leader and a two-time best-selling Amazon author in the category of sales. He maintains active communities like GTM United and is also focusing on helping companies build revenue-driving motions across the organization. Episode Topics: “Most deals die from predictable self-inflicted errors. Avoidable problems turn into cyclical failures caused by a lack of focus on reverse engineering root causes.” Resources: https://www.surfandsales.com/ https://twitter.com/SaaSletter/status/1700517476017246334?s=20 https://www.linkedin.com/posts/scottleese_you-dont-get-good-at-anything-by-giving-activity-6990657671431405568-lVpl?utm_source=share&utm_medium=member_desktop About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Ashley Acosta, Founder and CEO of Maca. Previously, Ashley was the VP of Revenue at Pipe, on the founding team at Brex, and a Mentor at First Round Capital. Now, she's pioneering the first operating system for value-based pricing through Maca, empowering growing companies to achieve greater revenue efficiency through AI-driven data insights. Episode Topics: What are the top key results in metrics to determine pricing effectiveness? How do you think about testing pricing and gathering learnings for long sales cycle products? “Test pricing using your sales levers, not by changing your list price. This will promote learnings about internal levers faster and you'll be less likely to upset your customers by changing pricing on your website, requiring less internal uplift to change pricing.” Resources: https://maca.io/ https://www.linkedin.com/in/ashley-acosta-8aa28132/ https://twitter.com/ashleyacosta75/status/1678455416261419022 https://cloudratings.com/roi-of-it-software/ https://cloudratings.com/software-roi-drivers/ About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Eldar Tuvey, CEO and Founder of Vertice, an automated SaaS purchasing platform that simplifies buying, renewals, and management of software applications, helping businesses streamline their procurement and save on SaaS spend. They recently launched a Cloud Cost Optimization platform, a new product built for finance leaders to optimize their AWS spend. Episode Topics: recent Vertice report"wasting as much as a third (32%) of their cloud budget."50% to 55% of savings come through financial elements (like EDPs and Reserved Instances) and 45 to 50 from engineering, different scaling, processing, etc.” Resources: https://www.vertice.one/inside-saas/cloud-cost-optimization-launch https://www.vertice.one/inside-saas/reports/cloud-spend-report-2024 https://www.vertice.one/inside-saas/cloud-spend-insights-september-2023 https://www.vertice.one/saas-purchasing-insights About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Andy Willson, Co-Founder and former CEO of Logikcull, a cloud-based eDiscovery solution trusted by hundreds of legal teams to automate discovery and legal holds for disputes, subpoenas, investigations, record requests, and more. After 19 years of building, Logikcull was acquired by Reveal in late August 2023. Episode Topics: Resources: “19 Lessons From 19 Years” Twitter Thread: https://twitter.com/iDedupe/status/1678381125042044931 https://www.logikcull.com/ https://resource.revealdata.com/en/press/logikcull-ipro-acquisition About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, Sales Training + Onboarding Software, and Sales Conversation Intelligence Software. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Ben Schaechter is the Co-founder & CEO of Vantage, a cloud cost optimization platform for AWS, Azure, GCP, Kubernetes, Datadog, Snowflake, Databricks, Fastly, and more. Episode Topics: Resources: https://www.vantage.sh/ https://www.vantage.sh/cloud-cost-report/2023-q2 https://www.vantage.sh/cloud-cost-report/2023-q1 About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Lead Routing Software, Sales Training + Onboarding Software, Sales Conversation Intelligence Software, and Partner Relationship Management (PRM) Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Elena Hutchison, formerly an Executive Vice President and Chief Strategy Officer at Medallia, is now the Founder of Up/Right Analyst Relations. The firm offers coaching, consulting, and fractional analyst relations services, specifically designed to enhance companies' engagement with Gartner, Forrester, and other industry leaders. Episode Topics: Most Important Sales Cycle of the Year Resources: https://www.uprightar.com/blog/your-analyst-evaluation-is-the-most-important-sales-cycle-of-the-year https://www.uprightar.com/blog/debunking-five-myths-of-analyst-relations-for-startup-ceos https://www.saasboost.io/outsourced-sales-blog/top-saas-directory-and-review-sites-complete-guide-2023 About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Lead Routing Software, Sales Training + Onboarding Software, Sales Conversation Intelligence Software, and Partner Relationship Management (PRM) Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Claire Suellentrop recently published “Forget The Funnel”, a book outlining the Customer-Led Growth framework she and her partner Georgiana Laudi use in their consulting work with SaaS companies. Prior to founding Forget The Funnel, Claire was the Director of Marketing at Calendly. Episode Topics - “Forget The Funnel” Excerpts We Dive Into: Episode Resources: https://www.forgetthefunnel.com/ https://www.amazon.com/Forget-Funnel-Customer-Led-Predictable-Recurring-ebook/dp/B0C386KSTG About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Session Replay Software, Sales Compensation Software, Digital Sales Room Software, and Direct Mail Automation Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: CJ Gustafson is the Chief Financial Officer of PartsTech, an automotive-focused vertical SaaS platform which recently raised a Series C led by OpenView Ventures. He is also the author of Mostly Metrics, a metrics-centric SaaS newsletter. Episode Topics: Episode Resources: https://www.mostlymetrics.com/ https://www.mostlymetrics.com/p/building-finance-teams https://twitter.com/cjgustafson222 https://www.linkedin.com/in/cj-gustafson-13140948/ https://kellblog.com/2022/10/11/you-cant-fix-a-cac-payback-period-the-operator-vs-investor-view-of-saas-metrics/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Virtual Event Software, Sales Compensation Software, and Direct Mail Automation Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Nick Franklin is the Founder and CEO of ChartMogul, a subscription analytics SaaS suite with over 2,500 SaaS customers. ChartMogul recently launched a new CRM designed for B2B SaaS companies, which combines lead, trial, opportunity, and subscription data in a single platform. Episode Topics: 30%+ from expansion in ChartMogul’s 2023 Retention Report Episode Resources: https://mogul.io/ https://chartmogul.com/saas-retention-report/ https://chartmogul.com/blog/introducing-chartmogul-crm/ https://www.linkedin.com/pulse/softwares-over-reliance-expansion-matt-harney/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Virtual Event Software, Sales Compensation Software, and Direct Mail Automation Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guests: Pablo Dominguez and Matthew E. May of Insight Partners , a leading global asset management firm with over $90 billion in assets under management and an extensive portfolio of software investments. Their recent book, "What a Unicorn Knows", draws on their extensive experience working with successful startups and provides a guide for achieving rapid but lasting growth. Episode Topics: Episode Resources: https://www.insightpartners.com/ https://whataunicornknows.com/ https://www.insightpartners.com/ideas/scaling-for-growth/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Virtual Event Software, Sales Compensation Software, and Direct Mail Automation Software Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Ryan Walsh is the Founder and CEO of RepVue. Sometimes called “a Glassdoor for sales,” RepVue is the largest platform for crowdsourced ratings (140,000 and growing) of sales organizations globally. Episode Topics: Episode Resources: https://www.repvue.com/ Quota Attainment Data Trend - https://twitter.com/ryan_c_walsh/status/1636704102980648961 About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Cory Wheeler, Co-Founder + Chief Customer Officer of Zylo, a leading SaaS Management and Optimization platform with over $30 billion in SaaS spending under management. Zylo’s investor base includes Bessemer Venture Partners, GGV, and Menlo Ventures. Episode Topics: Episode Resources: https://zylo.com/reports/2023-saas-management-index/ https://www.saasletter.com/p/saasletter-cost-discipline-post-svb SaaSMe Podcast on Spotify: https://open.spotify.com/show/7IMpzGma3CYOXHcibXCvz3?si=ad5a24f4e8f54234 SaaSMe Podcast on Other Platforms: https://podcast.zylo.com/public/112/SaaSMe-Unfiltered%3A-The-SaaS-Management-Podcast-c316deea About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. https://cloudradio.cloudratings.com/ https://twitter.com/SaaSletter https://www.saasletter.com/ About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. https://cloudratings.com/

Our Guest: Scott Stouffer, Founder + CEO of ScaleMatters, a Go-To-Market (GTM) Optimization Software Platform. Episode Topics: Episode Resources: scalematters.com About Cloud Radio by Cloud Ratings: Made for "full stack" cloud + SaaS operators, Cloud Radio covers all aspects of the business of software. Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack. About Cloud Ratings: Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions. Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value. cloudratings.com