SaaS Sessions

Sunil Neurgaonkar

SaaS Sessions is India's first and #1 SaaS-focused podcast with over 21000+ listeners.

The podcast was started by Sunil Neurgaonkar in 2019 and has hosted over 100+ leaders from the SaaS community.

We have hosted leaders (C-level/VPs/Directors) from SaaS companies like Clari, Retool, Github, Segment, G2, Moengage, Whatfix, and more.

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S8E8 - Navigating the Complexity of Enterprise ABM ft. Andy Ramirez, SVP of Marketing at Docker

S8E8 - Navigating the Complexity of Enterprise ABM ft. Andy Ramirez, SVP of Marketing at Docker

In this episode of the SaaS Sessions podcast, we hosted Andy Ramirez, the Senior Vice President of Marketing at Docker to explore the complexities of Account-Based Marketing (ABM) within a Product-Led Growth (PLG) context.Andy shares his journey from a 'recovering engineer' to a seasoned marketing leader at top companies like AWS, Amazon Prime, Smartsheet, and New Relic.We discussed the synergies between PLG and ABM, strategies for using first-party and third-party data to target accounts efficiently, and practical advice on tailoring messaging for different buyer personas and stages of the customer journey.Andy also emphasizes measuring success without overcomplicating analytics and leveraging qualitative feedback from sales teams to refine marketing campaigns. This episode offers valuable insights for companies looking to integrate ABM within their PLG models.Connect with Andy on LinkedIn - https://www.linkedin.com/in/andyramirez/00:00 Intro00:30 Andy's Career Journey and Passion for Technology02:42 Docker and Kubernetes: A Historical Insight04:56 Navigating Enterprise ABM with PLG11:00 Leveraging Data for ABM Success17:07 Tailoring Content for ABM Campaigns29:57 Metrics and Feedback Loops in ABM36:10 Lightning Round: Personal Insights39:15 Conclusion and Final ThoughtsAll this and more in this episode with Andy.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

Episodes

S8E8 - Navigating the Complexity of Enterprise ABM ft. Andy Ramirez, SVP of Marketing at Docker

S8E8 - Navigating the Complexity of Enterprise ABM ft. Andy Ramirez, SVP of Marketing at Docker

In this episode of the SaaS Sessions podcast, we hosted Andy Ramirez, the Senior Vice President of Marketing at Docker to explore the complexities of Account-Based Marketing (ABM) within a Product-Led Growth (PLG) context.Andy shares his journey from a 'recovering engineer' to a seasoned marketing leader at top companies like AWS, Amazon Prime, Smartsheet, and New Relic.We discussed the synergies between PLG and ABM, strategies for using first-party and third-party data to target accounts efficiently, and practical advice on tailoring messaging for different buyer personas and stages of the customer journey.Andy also emphasizes measuring success without overcomplicating analytics and leveraging qualitative feedback from sales teams to refine marketing campaigns. This episode offers valuable insights for companies looking to integrate ABM within their PLG models.Connect with Andy on LinkedIn - https://www.linkedin.com/in/andyramirez/00:00 Intro00:30 Andy's Career Journey and Passion for Technology02:42 Docker and Kubernetes: A Historical Insight04:56 Navigating Enterprise ABM with PLG11:00 Leveraging Data for ABM Success17:07 Tailoring Content for ABM Campaigns29:57 Metrics and Feedback Loops in ABM36:10 Lightning Round: Personal Insights39:15 Conclusion and Final ThoughtsAll this and more in this episode with Andy.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E7 - Building Across Borders ft. Joe Aurilia, SVP of Operations at Cyware

S8E7 - Building Across Borders ft. Joe Aurilia, SVP of Operations at Cyware

In this episode of the SaaS Sessions Podcast, we hosted Joe Aurelia, Senior Vice President of Operations at Cyware, who shares his extensive journey in scaling businesses globally.Joe discusses his transition from heavy applications to SaaS, his role in growing Cyware from two to seven countries, and the challenges and strategies in managing remote teams.He emphasizes the importance of process standardization, continuous learning, and risk mitigation in business operations. Joe also sheds light on the balance between speed and perfection, and the importance of allowing team autonomy for growth.He concludes with insights on leveraging external resources, documenting processes, and maintaining a proactive approach to risk management.All this and more in this episode with Joe Aurelia.Connect with Joe on LinkedIn - https://www.linkedin.com/in/josephauriliajr/00:00 Welcome to the SaaS Sessions Podcast00:49 Joe Aurelia's Journey into SaaS03:05 Scaling Cyware: From 2 to 7 Countries05:55 Navigating Remote Work13:55 Standardizing Processes Across Regions17:30 Process Standardization and Scalability17:53 Documenting and Sharing Processes20:12 Balancing Speed and Perfection25:05 Mitigating Risks in Business30:19 Lightning Round: Quick Insights35:16 Conclusion and Final ThoughtsVisit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E6 - Landmines in the Launchpad ft. Anupam Rastogi, GP at Emergent Ventures

S8E6 - Landmines in the Launchpad ft. Anupam Rastogi, GP at Emergent Ventures

In this episode, Anupam Rastogi, General Partner at Emergent Ventures, shares his extensive experience investing in SaaS companies.Anupam discusses his journey from an engineer to a venture capitalist and provides insights into the challenges and mistakes SaaS founders often face when entering the US market.Key topics include the importance of spending time in the US, the balance between science and art in building SaaS products, pricing strategies, and why Indian SaaS companies need to find a distinct product-market fit for the US.Anupam also emphasizes the need for founders to integrate into local ecosystems and learn from various communities to ensure success.00:00 Introduction01:07 Anupam's Journey in the SaaS World02:11 Building Emergent Ventures03:30 Common Mistakes in Setting Up GTM for the US Market04:56 When to Move to the US as a Founder16:51 Navigating the US-India Founder Community21:44 Pricing Strategies for the US Market28:39 Determining Product-Market Fit in the US34:16 Lightning Round and ConclusionAll this and more in this episode with Anupam.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E5 - Setting up a sales enablement function ft. Krati Seth, Head of Global Sales Enablement at Whatfix

S8E5 - Setting up a sales enablement function ft. Krati Seth, Head of Global Sales Enablement at Whatfix

In this episode, we hosted Krati Seth, Head of Global Sales Enablement at Whatfix to discuss how companies can build a sales enablement function to support sales teams and drive business impact.With over a decade of experience across different roles, Krati is Currently the head of global sales enablement at Whatfix.Before Whatfix, she spent 8 long years at Zycus - starting as a Business Development Associate and leaving as a Senior Sales Enablement Manager. Krati shares that there are 3 types of companies in India - those who are aware and convinced about enablement, those who are aware but are not convinced, and those who are unaware of enablement.She shares her insights on helping build enablement functions at Zycus and Whatfix, plus all the other companies she has consulted.She also talks about the problems that enablement will solve and the impact it drives.All this and more with Krati in this episode.Connect with Krati on LinkedIn - https://www.linkedin.com/in/kratiseth/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E4 - How to start an insights practise at your org? ft. Peter Walker, Head of Insights at Carta

S8E4 - How to start an insights practise at your org? ft. Peter Walker, Head of Insights at Carta

In this episode, Peter shares the whole playbook behind running the newsletter.Right from WHY they started, the process of finding insights, how to get executive buy-in, measuring impact, and more.If you are exploring a similar practice in your industry at your organization, then this playbook will be very helpful.All this and more in this episode with Peter.Subscribe to Carta Data Minute - https://carta.com/subscribe/data-newsletter-sign-up/Connect with Peter on LinkedIn - https://www.linkedin.com/in/peterjameswalker/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E3 - Unscripted Sessions ft. Puneet Lamba, CEO and Cofounder of Aspiro

S8E3 - Unscripted Sessions ft. Puneet Lamba, CEO and Cofounder of Aspiro

In this episode, we hosted Puneet Lamba, CEO and co-founder of Aspiro.Aspiro helps sales managers prepare reps for selling to technical buyers with interactive situational roleplays & playbooks.We delved into the specifics of discovery calls, including the average number of calls required to close a deal and the significance of each call in different pipeline stages.Puneet also shared the challenges faced in discovery calls, the changing dynamics of the market, and the need for sales process optimization in the AI era.All this and more with Puneet in this episode.Connect with Puneet on LinkedIn - https://www.linkedin.com/in/puneetlamba17/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E2 - Integrations as a Growth Lever ft. Jugal Anchalia, Co-founder & CEO at Cobalt

S8E2 - Integrations as a Growth Lever ft. Jugal Anchalia, Co-founder & CEO at Cobalt

In this episode, we hosted Jugal Anchalia, Co-founder & CEO at Cobalt to talk about how to use integrations as a growth lever.We start with addressing WHY companies should solve the problem of integrations.Jugal explains the current solutions and the challenges with them.We then discussed how we can use integrations as a growth lever - like unlocking new revenue streams, enhancing user experience, and expanding overall reach and visibility.All this and more in this episode with Jugal.Connect with Jugal on LinkedIn - https://www.linkedin.com/in/jugal-anchalia-0a2ab220/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S8E1 - Impact of Customer Success on Gross & Net Retention ft. Luke Diaz, Director of Customer Success at AppZen

S8E1 - Impact of Customer Success on Gross & Net Retention ft. Luke Diaz, Director of Customer Success at AppZen

In this episode, I hosted Luke Diaz, Director of Customer Success at AppZen.Luke is passionate about building and leading high-performance customer-success orgs.We explored strategies for achieving best-in-class gross and net retention, emphasizing the importance of customer onboarding, churn post-mortems, and aligning compensation plans.We also discussed how to use the voice of the customer to prevent churn.All this and more with Luke in this episode.Connect with Luke on LinkedIn.Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E7 - Enablement 101 ft. Phil Putnam, VP of Sales Enablement at Notified

S7E7 - Enablement 101 ft. Phil Putnam, VP of Sales Enablement at Notified

In this episode, I hosted Phil Putnam, VP of Sales Enablement at Notified to talk about Sales Enablement.Phil has spent over a decade working in SaaS in various roles.Phil talks about his responsibility as a sales enablement leader at Notified and what exactly he does in his role.He also shares how you can build a new enablement practice in your org. Phil shares about what you should do, what you shouldn't do, and some must-haves. We also discussed elevating an existing enablement practice in your org. Especially in cases where it's difficult for you to show the impact. All this and more with Phil in this episode.Connect with Phil on LinkedIn - https://www.linkedin.com/in/philputnammusic/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E6 - How to set up your Customer Marketing framework? ft. Abby Hehemann, Director of Product Marketing at GetResponse

S7E6 - How to set up your Customer Marketing framework? ft. Abby Hehemann, Director of Product Marketing at GetResponse

In this episode, I hosted Abby Hehemann, Director of Product Marketing at GetResponse to talk about setting up a customer marketing framework. With over 14 years of experience, Abby is a specialist in strategic product positioning and value-driven messaging.Abby shares the customer marketing framework that she and her team use at GetResponse and how you can build on yourself.She also shares her thoughts on what makes customer marketing different than customer advocacy.Abby points out the metrics for success while implementing such a framework. All this and more in this episode with Abby.Connect with Abby on LinkedIn - https://www.linkedin.com/in/abby-hehemann/https://www.linkedin.com/in/abby-hehemann/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E5 - Revenue Goals for Marketing teams? ft. Ankit Chaturvedi, VP & Global Head of Marketing at RateGain

S7E5 - Revenue Goals for Marketing teams? ft. Ankit Chaturvedi, VP & Global Head of Marketing at RateGain

In this episode, I hosted Ankit Chaturvedi, VP & Global Head of Marketing at RateGain.RateGain is India’s first publicly listed SaaS company. They help Hotels and Travel companies accelerate their revenue through acquisition, retention, and wallet share expansion. If you’ve ever booked travel online, you’ve experienced RateGain. Ankit has over 15+ years of experience, and he shares his thoughts on marketing teams having Revenue targets.He also shares how to ensure the alignment between marketing targets and overall company goals. Ankit also shares his secrets about collaborating with other departments to ensure the marketing initiatives are aligned with revenue targets.All this and more with Ankit in this episode. Connect with Ankit on LinkedIn - https://www.linkedin.com/in/ankitchaturvedi85/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E4 - International Expansion ft. Semir Jahic, Global Expansion Leader at Clari

S7E4 - International Expansion ft. Semir Jahic, Global Expansion Leader at Clari

In this episode, I hosted Semir Jahic who is a Global Expansion Leader at Clari. He is also an LP at Stage 2 Capital.Semir was the first hire for Clari in Europe and helped them expand into the region. Since then, he's helping Clari expand its operations globally.Expanding your SaaS business globally is a challenge. And Semir points out the traits of the right market for expansion.He also talks about some delaying factors that you should account for while entering a new market - like localization, regulation, competition, etc.There are always surprises, and Semir doesn't like surprises. He talks about how he encountered some unexpected obstacles while leading a market entry and expansion initiative at Clari. And how did their team overcome it?Connect with Semir on LinkedIn - https://www.linkedin.com/in/jahic/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E3 - Why, When & How to Pivot? ft. Aditi Sinha, Co-founder of Locale.ai

S7E3 - Why, When & How to Pivot? ft. Aditi Sinha, Co-founder of Locale.ai

In this episode, I hosted Aditi Sinha, Co-founder of Locale.ai to talk about pivoting at an early stage.Aditi talks about the story behind building Locale and how over time they decided to pivot their original product.She also shares how they go the idea for the pivot and why it was necessary for the growth. And how they communicated it to their internal employees, customers, and investors. Pivots come with new challenges - and Aditi shares how their team overcame the new challenges. And shares the learnings she has got through the entire process.Connect with Aditi on LinkedIn - https://www.linkedin.com/in/aditisinha1002/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E2 - The art of Lead Nurturing ft. Erik Newton, CMO at Hubilo

S7E2 - The art of Lead Nurturing ft. Erik Newton, CMO at Hubilo

In this episode, we hosted Erik Newton, CMO at Hubilo to talk about the art of lead nurturing.Erik points out that the average marketing touches required to win a deal in B2B have gone up significantly. And hence lead nurturing has become more important than ever.We discussed what constitutes a lead nurture program. How to build one? And what role does marketing automation play in these programs?Erik also shares his successful lead nurture program example. And I've shared one too.All this and more in this episode with Erik.Connect with Erik on LinkedIn - https://www.linkedin.com/in/eriknewton/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S7E1 - Marketing Funnels 101 ft. Vikram Bhaskaran, Fractional CMO (former VP of Marketing, Chargebee)

S7E1 - Marketing Funnels 101 ft. Vikram Bhaskaran, Fractional CMO (former VP of Marketing, Chargebee)

In this episode, I hosted Vikram Bhaskaran, Fractional CMO (former VP of Marketing, Chargebee). He has over a decade of experience in B2B SaaS Marketing at companies like FusionCharts, Freshworks, and Chargebee. I spoke to Vikram about marketing funnels and what role they play in a marketing function of a B2B SaaS. Discussed the full-funnel breakdown and different stages involved in a sales-led model and a PLG model.Vikram also shares how to align goals to different stages of the funnel along with some examples. Also, why it's important for any marketer to be aware of the entire funnel journey.All this and much more with Vikram in this episode.Connect with Vikram on LinkedIn here - https://www.linkedin.com/in/markalive/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S6E5 - Chief of Staff 101 ft. Kanika Khurana, Chief of Staff - Driving Strategic Priorities at Chargebee

S6E5 - Chief of Staff 101 ft. Kanika Khurana, Chief of Staff - Driving Strategic Priorities at Chargebee

In this episode, we hosted Kanika Khurana, Chief of Staff - Driving Strategic Priorities at Chargebee.As a Chief of Staff, Kanika shares the roles and responsibilities that are required for anyone who wants to get into this role.From her experience, she shared when should a company actually hire for this role? And also how do you measure success for it?For someone who is trying to get hired as a Chief of Staff, you will learn the pros & cons of the role, about the scope, and be able to determine if you are a perfect fit to take this up. Even if you're not now, Kanika shares the imp skills required to get hired.All this and more with Kanika in this episode.Connect with Kanika on LinkedIn - https://www.linkedin.com/in/kanika-khurana-69426844/Checkout Chargebee - https://www.chargebee.com/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S6E4 - Security & Compliances 101 for SaaS Startups ft. Girish Redekar, Cofounder at Sprinto

S6E4 - Security & Compliances 101 for SaaS Startups ft. Girish Redekar, Cofounder at Sprinto

In this episode, we hosted Girish Redekar, Cofounder at Sprinto to talk about the importance of security and compliances for SaaS startups whether you're selling to other startups or SMBs or enterprise companies.Girish is a second time founder with Sprinto. Previously he was the founder of RecruiterBox which saw an amazing exit. Post the exit, Girish worked on several amazing ideas and Sprinto was the one they picked.Sprinto helps SaaS companies become info-sec complaint. This is extremely imp to unblock your sales deals and pass security reviews easily.Girish also explains the consequences of not having the right compliances. And how they're directly tied to the revenue.All this and more in this episode with Girish.Connect with Girish on LinkedIn - https://in.linkedin.com/in/girishredekarCheck out Sprinto - https://sprinto.com/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S6E3 - Building a culture OS ft. Abhash Kumar, VP of Marketing at Springworks

S6E3 - Building a culture OS ft. Abhash Kumar, VP of Marketing at Springworks

We hosted Abhash Kumar, VP of Marketing at Springworks to talk about building a culture OS in this episode. Abhash has nearly a decade of experience at high-growth companies like BYJU's, YourStory, and now at Springworks. Springworks is one of the fastest-growing HR tech companies in India known not only for tech but also for their innovative culture OS.Abhash shares the playbooks and all the secrets behind the amazing culture at Springworks.We talked about building the right culture from scratch and how to take the top-down approach to implement it. We also discussed how culture overpowers good/bad leadership.All this and much more with Abhash in this episode.Connect with Abhash on LinkedIn - https://www.linkedin.com/in/AabhashK/Checkout SpringWorks - https://www.springworks.in/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S6E2 - Talking No-code ft. Kausambi Manjita, Founder & CEO at Mason

S6E2 - Talking No-code ft. Kausambi Manjita, Founder & CEO at Mason

We hosted Kausambi Manjita, Founder & CEO at Mason, in this episode. She was a guest on the S4E5 of the show previously.Mason is the no-code automation engine - made for commerce. In the episode, Kaus talks about tapping on the no-code wave focusing on the eCommerce vertical.She also shares their exciting experience in pivoting from Kubric to Mason.Connect with Kaus on LinkedIn - https://www.linkedin.com/in/kmanjita/Check out Mason - https://getmason.io/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

S6E1 - Product Led Growth ft. Ruchin Kulkarni, Co-founder of Toplyne.io

S6E1 - Product Led Growth ft. Ruchin Kulkarni, Co-founder of Toplyne.io

In this episode, we hosted Ruchin Kulkarni, Co-founder of Toplyne.io to talk about product-led growth.Toplyne helps sales teams at product-led companies convert their freemium users!Prior to this, Ruchin was with Sequoia overlooking the growth stage investing in SaaS, dev tools, and enterprise software.While at Sequoia, he worked with a bunch of PLG companies. Ruchin shared about the opportunities he saw in the PLG space in India and later created Toplyne.He also shares why NOW is the time for PLG companies to shine.All this and more in this episode with Ruchin.Connect with Ruchin on LinkedIn - https://www.linkedin.com/in/ruchin-kulkarni-%E3%83%84-b6527395/Check out Toplyne.io - https://www.toplyne.io/Visit our website - https://saassessions.com/Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/