The Remarkable SaaS Podcast

A story about learning from the customers who walked away. This episode is for SaaS CEOs who keep building features for their customers, but still lose them at renewal.Most SaaS roadmaps are focused on interesting problems, not real ones.Adrian Moza, CEO of Flipsnack, learned what that costs. He started as a developer 20 years ago, moved into support, then ran product before becoming CEO in 2022.When thousands of new templates brought customers who churned after one use, he realized Flipsnack wasn't Canva and never would be. Its job is to solve the problems customers really have.And this inspired me to invite Adrian to my podcast. We talk about what customers really want from your product. And how you can still lose big customers, even when they have no complaints about it. You'll hear how Adrian built a sales-led motion on top of PLG, without outside funding. In 2020, 15% of Flipsnack's customers were on the higher plans. Today it's 60%.We also zoom in on two of the 10 traits that define remarkable software companies:Offer something valuable and desirableAcknowledge you cannot please everyoneBoth are chapters in The Remarkable Effect.Adrian's story proves what makes a software company hard to replace: solving the problem customers can't ignore.Here's one of Adrian's quotes that captures why he moved Flipsnack beyond PLG:"I still believe in PLG as a motion, but it wasn't good for us because we were creating a nice-to-have product instead of a must-have."By listening to this episode, you'll learn:Why your go-to-market should change the day your product doesWhy moving upmarket needs hires who help you grow, not hires you growHow your lowest tier can fund the move upmarket and feed your pipelineHow one strategy turns twenty scattered marketing initiatives into resultsFor more information about the guest from this week:Guest: Adrian Moza, CEO of FlipsnackWebsite: flipsnack.comLinkedIn: Adrian Moza

A story about the growth levers you can't see from inside. This episode is for SaaS founders who are working harder than ever and are not seeing the growth they aspired to.Most growth problems are hiding in plain sight.Jason Cohen is the founder of WP Engine and author of Hidden Multipliers. He has built four companies over 25 years, two of them now worth billions, and invested in sixty more.Across all of them he kept finding the same thing. A few small changes moved growth far more than everything else combined. Most companies never spot them.And this inspired me to invite Jason to my podcast. We explore why the biggest growth levers in a business stay invisible to the people running it. Jason shares what he learned about customers who cost you money, about pricing that works against you, and about strengths you never counted as strengths. You'll discover why the same product can be worth ten times more without changing a thing.We also zoom in on two of the 10 traits that define remarkable software companies:Acknowledge you cannot please everyoneSell the idea, not the productBoth are chapters in The Remarkable Effect.Jason's work proves that remarkable companies don't find more to do. They find the few things that decide everything.Here's one of Jason's quotes that captures why the answer is often already in front of you:"A lot of times people do know kind of what the answer is already, but they don't want to face it. They're scared to face it. It means they have to admit something they don't want to admit, or it means they have to do work they don't want to do."By listening to this episode, you'll learn:Why 10% of your customers decide whether the other 90% are profitableWhat changes when you name your weaknesses before the buyer finds themWhy your positioning is capping what you can chargeWhat decides whether your strongest trait helps or hurts the businessFor more information about the guest from this week:Guest: Jason Cohen, founder of WP Engine and author of Hidden MultipliersWebsite: hiddenmultipliers.com Personal site: asmartbear.com Free companion AI skills: skills.hiddenmultipliers.com

A story about saying no to the volume everyone wants. This episode is for SaaS founders who assume a big market means there's enough room in it for them to take a share.Most software companies chase the biggest pile of volume.Tony Migliore has a different view. He's the founder and CEO of Moova, a last-mile delivery company in Latin America. Thirty years in logistics taught him where he has no right to win.So for Moova, he consistently turns down high-volume work priced at cents. He'd rather serve fewer retailers who need something the cheap operators cannot give them.This inspired me to invite Tony to my podcast. We explore why the biggest pool of volume is the worst place to compete. Tony shares how he decides where he can compete in a commodity market, and why some of his clients pay more than they have to.We zoom in on two of the ten traits of remarkable software companies: Offer something valuable and desirable Acknowledge you cannot please everyoneBoth are chapters in The Remarkable Effect.Here's one of Tony's quotes that captures how he decides where to compete:"Keep your eye much more sophisticated on who are your clients, who will be paying for your service, where you have the right to win, why they will be purchasing your technology instead of others. You need to keep a focus. Optimism is not a strategy" By listening to this episode, you'll learn:Why a big market says nothing about your right to winWhat your customer is really buying when your service looks like a commodityWhen volume starts costing you more than it paysHow domain knowledge outlives the technology you build onFor more information about the guest from this week:Guest: Tony Migliore, founder and CEO, Moova Website: moova.io and moovatech.ai