In this episode of SaaS Fuel, we sit down with Sethu Meenakshisundaram, co-founder of Zluri - a SaaS management and identity governance company born out of the need to tackle hidden SaaS costs that surfaced during the COVID-19 pandemic.

Sethu recounts the inception of Zluri during the COVID-19 pandemic, revealing how the founders identified a critical need for better visibility and control over hidden SaaS costs even for small businesses. Sethu highlights Zluri’s evolution from a cost optimization tool to a proactive platform, addressing the diverse needs of both enterprises and smaller companies. Explore the value of integration, automation, and maintaining up-to-date to ensure scalable and adaptable IT management solutions. Additionally, Sethu shares insights on Managed IT, Shadow IT, and the emerging Shadow AI.

00:00 Ensure meaningful customer engagement with authentic SaaS.

03:17 Utilize analytics tools for detailed user insights.

07:06 Embracing problem led to $50,000 saving.

12:16 Different service delivery models for varying sizes.

13:37 Zulary needs integrations, highlights importance of security.

19:46 Complexity of integration improved, faster value delivery.

23:26 Questioning the purpose and value of work.

24:50 Champion Leadership Group scales revenue and outwits competitors.

29:02 Zluri offers exhaustive IT discovery engine.

31:53 Admin roles crucial, over-permissioning poses security risk.

36:52 Expand discovery, control and technology for visibility.

38:27 Architecture supports user access reviews for scaling.

42:16 Be prepared, but do it anyway.

45:39 Investing is complex, understand it thoroughly.

"Without integration, the platform doesn't work, which means integration is a core story of Slurry." — Sethu 00:17:54

Shadow AI: "People are using a lot of AI application that they don't want their IT to know of. And to use those apps, they are exchanging the company's data as a bottom." — Sethu 00:28:12

"Importance of Access Control in Safeguarding Organizations": "People find it very hard to get access to a job, and sometimes they do not get the right level of access, which means they get over permissioned in an application. And that becomes a critical issue during times when bad actors pop up because they can do a lot of things." — Sethu 00:32:12

But as our vision expands, do we have the technology today to expand along with that? And the answer is yes." — Sethu 00:37:19

"Engagement is one of the most important metrics SaaS leaders can track. Why is that? Well, it's a forward-looking measure of revenue and an early warning system of churn." — Jeff Mains 00:01:01

The importance of tracking authentic SaaS customer engagement: "You've got to go beyond vanity metrics and focus on actions that indicate genuine involvement and significant outcomes." — Jeff Mains 00:02:36

Quote: "Got to implement customer feedback loops. And to do that, we wanna actively seek feedback from users through surveys, through interviews, through in-app prompts." — Jeff Mains 00:04:30

Quote: "Tracking authentic SaaS customer engagement requires focusing on the right metrics, using advanced tools, and incorporating continuous customer feedback." — Jeff Mains 00:05:08

1. Embrace the Problem You Love: Sethu’s journey with Zluri began with a genuine passion for solving a significant problem they encountered during the COVID-19 pandemic– hidden SaaS costs. His deep connection to the issue drove the successful pivot from gamifying corporate learning to addressing...

Welcome to the 200th episode of SaaS Fuel! In this milestone episode, we dive into the power of storytelling and the art of persuasion with the insightful Neil Gordon.

We explore the concept of creating a "silver bullet" to captivate your audience and differentiate your business, drawing inspiration from famous TED speakers. From the importance of contrast to the impact of unexpected outcomes, we uncover the keys to making your message memorable in a noisy world.

Join us as we celebrate this special episode with valuable insights, personal anecdotes, and a look back at pivotal lessons from the past 200 episodes.

00:00 Navigating the business landscape is overwhelming; pricing is crucial.

03:54 Refine pricing, and build community for SaaS success.

09:28 Building wealth, attracting clients, crafting engaging messages.

13:18 Experts curse: meeting the audience at their level.

15:19 A powerful persuasion technique helps land contracts.

19:37 Prominent TED speakers emphasize the "why" over "what."

20:31 Aristotle's idea: art is inner significance.

24:43 Speakers should not just list key points.

30:28 Stories compel through emotional execution, sparking curiosity.

31:41 Fundamental ingredient of storytelling: compelling and fitting.

35:53 Adaptation is key to embracing the unexpected.

38:46 Using SaaS platform for unexpected transformation in storytelling.

41:27 Struggling with expertise, the father seeks his son's advice.

46:38 Selling platform, framing it in the problem context.

49:50 "Client boosted speaking gigs after webinar tip."

53:51 Start the presentation with the relatable problem, then reframe.

55:58 Genuine curiosity and human connection are essential.

59:06 Share the episode, and get the epic tale toolkit next Tuesday.

The Power of Storytelling: "You can take anything and make it super compelling, and stories become a very powerful way to do that." — Neil Gordon 00:30:40

Storytelling in SaaS: "The surprise is that the transformation happened, but the fact that the transformation did happen is a diversion. It's a no. Not, it's a digression, excuse me, from the way things had been going." — Neil Gordon 00:39:44

Quote: "And he was not only embarrassed by this, but he also felt it was undermining his authority as a member, albeit a temporary one, a member of the faculty" — Neil Gordon 00:41:27

The Power of Identity in Persuasion: "Identity is a very powerful thing. It's a very powerful motivator. When we give somebody the chance to assume a level of identity that they wish to see in themselves, or they already do." — Neil Gordon 00:45:25

The Importance of Framing Platforms in the Context of Problems: "The opportunity here in persuading others of the viability of a platform is framing it in the context of a problem that they care about solving and getting very curious and even geeking out on what that problem might be." — Neil Gordon 00:47:05

Stand Out in the Marketplace: "Community is currency. No ad campaign hype or offer can compare to the value of a strong community." — Jeff Mains 00:04:23

The Power of Community Building: "Invest time, and resources into nurturing your community, and you'll see absolutely unparalleled returns." — Jeff Mains 00:04:53

The Power of Focus: "Focus goes, energy flows, and it's absolutely true. When you focus on those bottlenecks, you can solve them and you can make consistent progress over and over and over again instead of trying to solve things that either aren't problems or that are not the right next problem to solve." — Jeff Mains 00:06:05

In this episode of SaaS Fuel, we feature Glenn Paul, a visionary entrepreneur who has successfully navigated various industries, including computer distribution, online photo services, and healthcare technology. His innovative approach to customer service and technological advancements, particularly in healthcare, showcases his ability to lead transformative projects and inspire change through effective leadership.

Discover how Glenn’s foresight into the rise of social media and his innovative QuickQuote software paved the way for future tech advancements. Explore the transition from standalone apps to SaaS solutions, underscoring the ad free search engine, search.dotphoto.com and the essential strategies for small businesses to enhance customer relationships. Hear Glenn’s stories of technological interventions in wound care and his leadership insights. Learn how to optimize your search experience with dotPhoto for a seamless, ad free browsing experience.

[00:02:24] - Online Photo Printing Business Development

[00:10:18] - Photo Business Challenges With Big Tech

[00:13:17] - Alternative Search Engines Reducing Google’s Power

[00:20:33] - Improving Customer Journey With Chatbots

[00:23:36] - Improving Customer Experience Through Automation

[00:38:46] - Company Vision and Customer Service

“I noticed that I would sometimes give my salesperson, my salespeople, an opportunity and I'd follow up and they'd say, well, I'm still quoting it two weeks later. I created a piece of software called QuickQuote. And QuickQuote, we sold for years to people all over the world.” - 00:01:05 Glenn Paul

“I remember saying to the board, you know, people are doing a lot more sharing and they're going, we need to print more, we need to print more. And the print ratios keep going down.” - 00:04:54 Glenn Paul

“And the venture capitalists who had gotten involved thought, well this is all about mobile. And mobile to me was just, you know, one more technology. I mean, I'm not a slave to any technology or a believer in any technology.” - 00:05:55 Glenn Paul

“The web is fast enough and it's responsive to a mobile device, right? So you can have a web app instead of having an app. I don't really see the reason to have an app. In fact, I'm kind of annoyed by them because they're constantly updating and changing and why should I have to do that? SaaS is so much better.” - 00:12:13 Glenn Paul

“Well, look at what we have at dotPhoto, right? Let's give tablets to nursing homes and take pictures of the wounds and then have somebody centrally advise people on how to take care of the wounds.” - 00:28:06 Glenn Paul

1. Embrace Adaptability: Glenn’s journey from his initial ventures in computer distribution to the development of QuickQuote software and the establishment of PhotosbyNet.com, he pivoted in response to market changes. Be prepared to pivot strategies and embrace new technologies as consumer behaviors and market dynamics evolve.
2. Innovate Beyond Standalone Apps: Focus on developing web apps that offer a seamless experience without the constant need for updates. This not only enhances user experience but also reduces dependency on app stores and their constraints, allowing for greater flexibility and innovation.
3. Prioritize Customer Experience: This involves a deep commitment to customer service. Glenn’s principles, such as never ignoring a customer and respecting their time are vital. Leveraging AI and chatbots to handle routine issues can free up human agents to tackle more complex problems, thereby enhancing overall customer satisfaction and loyalty.
4. Leverage Technology for Problem Solving: Glenn’s intervention

In this episode of SaaS Fuel, we explore JP’s remarkable journey, as a former tech sales professional who transitioned into real estate investing. JP shares his early missteps in day trading and single-family rentals, which led him to discover the benefits of apartment syndication for risk diversification and passive income.

Explore the strategic advantages of investing in specific markets like the Southeast, driven by factors such as population growth and job opportunities and the appeal of multifamily apartments, particularly value-added properties. JP also discusses the impact of rising interest rates on market dynamics, the roles of general and limited partners in syndication, and the broker relationships and tax advantages in real estate investing. Get insights into JP’s new book, “So Rich You Can Quit,” a comprehensive guide to achieving financial freedom through real estate.

[00:01:36] - Seeking Flexibility and Optionality

[00:07:50] - Benefits of Passive Real Estate Investment

[00:16:20] - Investment Returns and Strategies

[00:20:06] - Investment Strategy Shift to Passive Investing

[00:25:35] - Real Estate Investment Strategies and Opportunities

[00:29:58] - Incentivizing Profit Sharing Model

[00:36:01] - Investment Opportunities for Accredited Investors

[00:38:44] - 1031 Tax Deferred Exchanges

[00:43:09] - Tax Benefits of Accelerated Depreciation

“So being in tech sales, finding success in that, it was, tech sales was almost an accident for me.” - 00:00:23 JP Albano

“And I do, some research, realized capital gains income, right, from passive income, like from tax, from stock markets, things like that, or real estate are taxed at a lower rate.” - 00:01:10 JP Albano

“So I decided to become a day trader. And I took a course, learned how to read candlestick charts, lost a bunch of money, and realized I hate day trading, man. It's a lot of stress.” - 00:01:21 JP Albano

“And that's why the wealthy favor real estate so much is because of how the tax law is created to incentivize real estate investing, real estate, and things like that. - 00:44:18 JP Albano

“So the cash equity needed to, you know, get deals is a bit more, but that kind of balances out because interest rates are higher. So the money that you're, the loan that you're going to pay on that money is going to be more expensive. So maybe you're better off putting some more cash in there, a little lower leverage, that's okay. That's being prudent.” - 00:45:29 JP Albano

1. Transitioning from one successful career to another requires openness and adaptability: Recognizing when it’s time to transition and being open to new opportunities. There’s a will to pivot your business model or career path when the market demands it.
2. Understand the importance of passive income: Focus on creating sustainable, passive income streams to ensure long-term financial stability. Building recurring revenue models, such as subscription services, can provide financial stability and growth potential.
3. Diversity risk: Diversification helps mitigate risk and ensures business resilience. Having multiple sources of income from multifamily units reduces risk compared to single-family rentals. Diversifying your product offerings and customer base can protect your business from market volatility.
4. Leverage economies of scale: Scaling your operations can lead to significant cost savings and operational efficiencies. Economies of scale in real estate– like having fewer roofs to maintain– translate to SaaS, scaling infrastructure and resources efficiently to

In this episode of SaaS Fuel, we welcome Amarpreet Kalkat, a pioneering expert in artificial intelligence with over 26 years of experience in the industry. He is the founder of AI startups Frrole AI and Humantic. Amarpreet’s work focuses on humanizing sales through advanced buyer intelligence, ensuring AI technology's ethical and effective use.

Learn how Humantic harnesses public data from LinkedIn profiles and Zoom calls to humanize sales conversations, enhancing buyer relationships through techniques like mirroring and authentic personalization. Discover the ethical considerations and challenges of integrating AI into business and gain insights into demonstrating AI’s tangible impact on sales performance. He also discusses the importance of adhering to legal and moral standards in data usage and the transformative

[00:04:41] - Importance of Trust in Sales

[00:14:01] - Impact of Humantic AI on Sales

[00:22:20] - Challenges and Impact of AI

[00:33:22] - Personalized DISC Based Sales Approach

[00:40:09] - Leveraging User Data for Influence

[00:45:33] - Improving User Experience with HubSpot

“Authenticity in personalization is crucial to avoid the mechanical feel of automated messages. Be genuine, and you’ll stand out.” - 00:12:56 Amarpreet Kalkat

“AI offers magical solutions but requires significant effort to validate and implement effectively. The key is demonstrating tangible impact through measurable results.” - 00:21:55 Amarpreet Kalkat

"People like people who are similar to them, people trust people that they like, and people buy from people that they trust. So, similarity leads to liking, liking leads to trust, and trust leads to sales." - 00:28:21 Amarpreet Kalkat

“Every technology, from nuclear energy to fire, can be used for both beneficial and harmful purposes. The key is adhering to legal and moral standards.” - 00:36:54 Amarpreet Kalkat

“Our aim at Humantic AI is to humanize sales interactions by understanding what truly matters to the buyer. It's about making sales more human and less transactional.” - 00:47:02 Amarpreet Kalkat

1. Embrace Human Centric AI for Sales Transformation: AI is important not just for automation, but for humanizing sales interactions. By leveraging public data from platforms like LinkedIn and Zoom, AI can provide deeper insights into buyer behavior and preferences. Leaders should adopt AI tools that enhance personalization and build trust, transforming sales from transactional interactions to meaningful, relationship based engagements.
2. Authenticity is Key to Effective Personalization: One of the key insights shared by Amarpreet is the need for authentic personalization. Techniques like mirroring can enhance likability and trust, but they must be used sincerely to avoid a mechanical feel. Sales teams should be encouraged to blend relevance with genuine personalization to stand out in a crowded market and foster stronger buyer relationships.
3. Focus on Buyer Intelligence to Improve Sales Outcomes: The concept of buyer intelligence involves understanding what truly matters to the buyer. Humantic AI’s approach to analyzing buyer personalities and tailoring communication accordingly can significantly boost sales effectiveness. There must be investment in technologies and strategies that prioritize buyer intelligence, ensuring that sales efforts are aligned with the buyer’s needs and concerns.
4. Ethical Considerations are Crucial in AI Implementation: Amarpreet underscores the ethical responsibilities that come with using AI in sales. It’s important to adhere to legal standards and moral principles when handling data. SaaS...

In our latest episode of SaaS Fuel, we are joined by Jordan Burton, who has transitioned from a career in consulting and entrepreneurship to becoming a talent assessment guru. He specializes in data-driven interviewing techniques, focusing on understanding a candidate’s true fit for leadership roles in high-growth SaaS companies. Jordan’s expertise lies in eliminating the pitfalls of traditional, gut-feeling-based interviews by promoting structured, data-centric methods that enhance the effectiveness of the hiring process.

Learn how to craft concise and inspiring job descriptions, create standardized interview guides to reduce bias, and leverage networks for effective hiring in high-growth SaaS companies. Discover the importance of personal connections in recruiting high-performing engineers and explore Talgo on Demand, a platform designed to enhance interviewing skills and entrepreneurial leadership.

[00:00:59] - Data Driven vs Traditional Interviewing Pitfalls

[00:06:17] - Data Driven Interviewing in Talgo Hiring

[00:08:07] - Leveraging Networks for Talent Acquisition

[00:13:22] - Defining Role Context in Interviewing

[00:19:44] - Hiring Engineering Leadership for Business Impact

[00:24:35] - Overcoming Bias in Executive Assessment

[00:26:59] - Note Taking in Executive Assessments

[00:31:25] - Quality of Working vs Non-Working Candidates

[00:36:37] - Using Humor in Data Driven Interviews

[00:41:50] - Talgo Online Competitive Advantage

“Most of us do it that way though that's right. I mean, the vast majority of interviewing is really bad.” - 00:01:30 Jordan Burton

“Data-driven interviewing is about like let's actually learn about them. Where have they been, what have they done and how relevant is that for what we're looking to hire them to do?” - 00:04:15 Jordan Burton

“A significant number of hiring mistakes come down to a misalignment of stakeholders on what success means in the role.” - 00:10:45 Jordan Burton

“The mistake we see businesses high growth, SaaS, and otherwise make is an over-reliance on job postings. Essentially, you're never even going to see high performers through a job post.” - 00:21:35 Jordan Burton

“What we want to see is that when we come together as a team, we are reviewing an aggregated set of facts, of stories, of things from this person's past.” - 00:35:20 Jordan Burton

1. Embrace Data Driven Decision Making in Hiring: Traditional hiring methods often rely on gut feelings and uncoordinated interviews, leading to suboptimal decisions. By implementing data driven interviewing techniques, leaders can ensure a thorough and objective assessment of candidates. This approach helps in understanding a candidate’s true fit for the role by examining verifiable facts and past performances, thus reducing bias and redundancy.
2. Craft Inspiring and Transparent Job Descriptions: Effective communication is necessary in talent acquisition. Leaders should focus on creating concise and inspiring job descriptions that clearly reflect the organization’s mission and the role’s impact. Innovative methods like video job descriptions and transparency about the role’s challenges can attract the right candidates and ensure they are well informed about what to expect.
3. Leverage Networks for Talent Sourcing: Founders and leaders often struggle when hiring for roles outside their expertise. Leveraging existing networks can streamline the hiring process by tapping into a pool of trusted and high performing candidates. Engaging with these networks can also help in identifying the right talent through personal...

In this episode of SaaS Fuel, delve into the inspiring journey of Albert Owusu-Asare, a visionary fintech leader who journeyed from Kumasi, Ghana to the US, where he co-founded Cadana - a company revolutionizing international payroll systems. With influential roles at Goldman Sachs and Esusu, Albert has harnessed his extensive experience in global finance and consumer banking, empowering employers and employees.

Throughout the episode, Albert shares his insights on transforming global payroll systems to reduce fees and compliance challenges, with a focus on leveraging localized payment systems like M-PESA in Africa. Explore Cadana’s mission to empower international talent by providing seamless, compliant payment solutions across over 200 countries, balancing profit with social impact. Learn how strategic partnerships and innovative solutions are revolutionizing global payroll and creating equal opportunities for talented individuals worldwide.

[00:00:18] - African Student’s American College Experience

[00:06:19] - Impact of Payment Delays on Workers

[00:10:59] - Globalizing Localized Payments Through Local Networks

[00:17:41] - Consumer-Centric HR Systems Transformation

[00:27:09] - Investors and Socially Responsible Business

[00:33:07] - Entrepreneurship in Emerging Markets

“The promise of global work is to create this perception that borders don't exist. The reality is, there are borders, jurisdictions, and tax laws, and companies like us help navigate these issues.” - 00:04:56 Albert Owusu-Asare

“In emerging markets, it's not just the quantum of money, but the velocity of money that matters. A delay in payment can mean school fees are delayed or an elderly person can't access medical care.” - 00:16:45 Albert Owusu-Asare

“We aim to make localized payments global by tapping into local networks. Each time you remove an intermediary from a global payment flow, you get speed increments and fee benefits.” - 00:25:30 Albert Owusu-Asare

“A key part of our success is trust and mutual respect between co-founders. We're able to debate and make objective decisions quickly because we know we're all coming from a good place.” - 00:29:20 Albert Owusu-Asare

“There's an assumption that payroll has to go into a traditional bank. What if I wanted it to go to my cash app or M-Pesa? Payroll systems should decouple from HR admin pay experience.” - 32:14 Albert Owusu-Asare

1. Embrace Diverse Experiences for Broader Perspectives: Diverse experiences are significant in shaping a comprehensive understanding of global finance. Leaders should value diverse backgrounds and experiences within their teams to drive innovation and adapt to a global market.
2. Localize Solutions for Global Scalability: Cadana’s integration with localized payment systems like M-PESA demonstrates the effectiveness of understanding and leveraging regional financial behaviors. SaaS leaders should focus on tailoring their solutions to meet local needs, which can enhance user experience and operational efficiency on a global scale.
3. Balance Profit with Social Impact: Balance social impact with building a sustainable, profitable business. The aim is to create business models that not only attract investment but also make a positive societal impact, proving that profitability and social good are not mutually exclusive.
4. Prioritize Trust and Respect in Partnerships: Trust and mutual respect are necessary in successful co-founding ventures. Prioritize building strong, trust-based relationships with their partners and team members to foster a collaborative and resilient work environment.
5. Adapt to Emerging Market Dynamics:...

In this episode, explore the journey of Darius Lahoutifard, who transitioned from a robotics engineer to a sales leader and became the CEO and a key contributor to the famed MEDDIC sales methodology. Darius's story showcases how his passion for math and engineering naturally evolved into a successful sales career, fueled by his dedication to fair commission structures.

Discover the critical role of leadership in shaping effective sales strategies, with real-world examples illustrating how active involvement can lead to success. We explore the balance between delegating tasks and hands-on leadership, as Darius shares valuable insights on utilizing company resources, including product reputation and customer success teams, to enhance sales performance. Additionally, we discuss the strategic importance of tech investments and the potential pitfalls of over-automation.

[00:01:18] - From Engineer to CEO

[00:06:33] - Unlocking Sales Leadership Success

[00:12:15] - Hiring for Attitude, Not Ability

[00:27:23] - Importance of Human Connection in Sales

[00:42:24] -Saying "No" in Sales Strategy

[00:45:55] - Value Creation Over Exit Strategy

“Moved to sales because I noticed that I am the one who is solving the problems and the salespeople are getting the commissions. So I thought that was not very fair. I moved to sales and naturally after two years of successful sales, I became a manager, country manager and ended up CEO of that subsidiary of Schlumberger at the age of 28.” - 00:01:49 Darius Lahoutifard

“So sales has always been a center of interest I was passionate about. And obviously with my rational mathematician or robotician background, I was very analytical with sales and I was curious and passionate about understanding how it works. How do we sell? How people get convinced?” - 00:02:58 Darius Lahoutifard

“The worst leaders are those who sit back and just ask for results. And they, you know, a lot of, sadly, a lot of managers are used to just give goals. And some of them don't even, are not even very good at articulating the goal. They don't even clearly say what I'm expecting from you.” - 00:19:41 Darius Lahoutifard

“My first comment is don't do too much. Specifically in sales quota attainment, studies show that in the past 20 years, sales quota attainment and as a result of that, sales leaders' goal attainment has been going down little by little every single year. And I have no other explanation than automation.” - 00:29:05 Darius Lahoutifard

“I say, sales is science, but sellers are artists.” - 00:31:43 Darius Lahoutifard

1. Adaptability and Resilience: It’s crucial to be willing to pivot and explore new roles or industries when necessary, showcasing resilience in the face of change. His ability to thrive in startups and lead a Schlumberger subsidiary by the age of 28 demonstrates the importance of embracing change and leveraging past experiences to succeed in new environments.
2. Active Involvement and Hands-On Leadership: Balance delegation with active involvement in their teams' activities. Drawing inspiration from leaders like Elon Musk, This hands-on approach ensures leaders are attuned to the challenges and successes of their teams, enabling them to provide better guidance and support.
3. Coaching and Empowerment: Developing the skills of team members through coaching and empowerment is crucial. Focus on identifying and nurturing the strengths of their team members, providing continuous feedback, and creating opportunities for skill development.
4. Balancing Automation with Human Connection: While leveraging technology and automation is essential, it’s...