SaaS Marketing Weekly

Ryan James

Actionable SaaS marketing strategies and campaign ideas for you to implement in your company to rocket your growth.

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106 episodes
Updated Yesterday

Episodes106

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March 17 · 25 min
#86: 6 ways to get revenue, when you need it FAST
In this episode, Ryan and Jamie share six powerful campaigns you can run right now to bring in fast revenue, even if your sales cycle is usually long. From digging into your closed lost deals to using high-intent retargeting ads and discounts, they cover tactical strategies that cut through the noise and push deals through faster. Whether you’re struggling with cash flow or just need to hit monthly targets, this episode gives you quick, actionable tactics to accelerate your pipeline and start seeing results. Takeaways: Closed lost deals are a goldmine for quick revenue — revisit old deals with new messaging Add personalised notes in your CRM to re-engage those leads later Use gifting (personalised items) to sweeten the deal and rekindle interest Interactive demos for new features or use cases can reignite interest from old leads Discounts for quick sign-ups can close deals faster — but make sure it aligns with your goals Follow up relentlessly — founders who hustle personally can see a massive impact High intent remarketing to those who’ve engaged with pricing or demo pages Use Google Ads to focus budget on high-converting keywords for fast returns Target competitor customers through ads — if they’re unhappy, they’re ready to switch Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
March 10 · 7 min
#85: How to reach everyone with one piece of content
In this episode, Ryan shares the secret to maximising content reach by repurposing one piece of content across multiple formats. From podcasts and webinars to short-form videos, blogs, and LinkedIn posts, Ryan walks through the simple process of turning a single piece of content into multiple valuable assets. By using AI tools and automation, he shows how even small teams can create high-quality content in various formats and distribute it across channels to increase visibility, reach their ICP, and generate more engagement. Takeaways: One piece of content can be repurposed into 5+ formats (videos, blogs, posts, newsletters, etc.) Start with video-based content (podcasts, webinars, or talking-head videos) — it’s versatile and easy to repurpose Use AI tools like Vizard and ChatGPT to transcribe, create posts, blogs, and more from long-form content Don’t focus on one content format for one channel — create in multiple formats for multiple channels Consistency is key: Keep creating, repurposing, and promoting content every week Push your repurposed content with LinkedIn ads (and Meta ads) to get seen across platforms Once you hit a rhythm, your content will get better, and your efficiency will increase Description Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
March 3 · 12 min
#84: How do you market to a niche audience?
In this episode, Ryan and Jamie dive deep into the challenges of marketing to a very small audience in B2B SaaS. They break down how to reframe traditional marketing tactics and focus on community-building, content, and relationship development to ensure success. Whether you're targeting a handful of high-value accounts or serving a niche market, this episode shows you how to create genuine, long-term engagement without relying on generic cold outreach or spray-and-pray tactics. Learn how to use podcasts, webinars, and sub-brands to be the go-to resource for your target audience. Takeaways: When targeting a small audience, traditional spray-and-pray tactics won’t work Community-building should be the focus — creating a space for your niche audience to engage and connect Use events, podcasts, webinars, and roundtables to foster relationships and trust Build a sub-brand around your niche to stand out and provide specific value Low engagement rates in small markets are not a bad thing — they are just a sign of high deal value Make your case studies and testimonials work harder in a small market — they carry more weight when everyone knows each other Reframe the objective from “getting demos” to “building real relationships” with a handful of decision-makers By understanding your audience’s challenges deeply, you position yourself as the first thought when they are ready to buy Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
February 24 · 21 min
#83: How to scale beyond your founder-led network & grow with your personal brand
In this episode, Ryan and Jamie discuss how to move beyond relying on the founder-led network to fuel your SaaS business growth. Ryan shares key strategies for re-engaging your network, how to squeeze even more value out of existing relationships, and why shifting to personal brand marketing can unlock new opportunities for your business. From leveraging LinkedIn DMs to inviting people onto your podcast, this episode is packed with practical steps for expanding your network, gaining trust, and scaling sustainably. Takeaways: Start small: Reconnect with your most trusted contacts and tap into relationships you’ve overlooked Segment your network: Go after colleagues, partners, suppliers, and LinkedIn connections with personal outreach Don’t hesitate: Reach out to higher-ups, even if you’ve never worked directly with them — be brave in your asks Squeeze more from your network: Invite people onto your podcast, webinar, or to contribute to research papers Build your personal brand: Use LinkedIn posts and a weekly newsletter to share insights, solve problems, and gain followers Personal brands drive higher engagement: Adding a face to your content makes it more approachable and impactful Shift the focus: Move from selling demos to building relationships with content that educates, engages, and provides value Start with a newsletter: It’s a low-barrier way to begin sharing your knowledge without the commitment of video content Your personal brand is an asset — invest in it to scale your business Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
February 17 · 12 min
#82: The biggest mistake that's killing your conversions
In this episode, Ryan breaks down one of the most common — and most expensive — CRO mistakes he sees on B2B SaaS websites. It happens right at the most important moment in your funnel… when someone clicks “Book a Demo” or “Start Free Trial.” Most companies assume intent means commitment. It doesn’t. Ryan explains why your highest-intent page still needs persuasion, what should actually be on it, and how small structural changes can dramatically increase conversion rates. If you’re driving traffic but not getting enough demos, this episode is likely the fix. Takeaways: Clicking “Book a Demo” ≠ fully convinced buyer Your CTA page is the most important page in your funnel Remove friction on free trials (minimal fields, SSO, no credit card clarity) Demo pages must handle objections head-on Shorter demos convert better Numbers and ROI claims outperform feature dumps Social proof is critical at the point of action Match your demo page messaging to the traffic source A/B test gradually — change one element at a time Most SaaS sites are leaking leads at the final step Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
February 10 · 12 min
#81: Let AI Run Your Content Strategy. You Can’t Lose!
In this episode, Ryan shares how to turn AI and market research into a powerhouse content strategy that aligns perfectly with your ideal customer profile (ICP). Drawing on a recent RocketSaaS exercise where they analyzed 100 sales calls, Ryan explains how AI-driven insights can inform content creation, from top-of-funnel awareness to bottom-of-funnel conversions. He walks through the step-by-step process of building a content calendar, using AI to extract key problems from sales calls, and repurposing content across multiple channels to drive maximum engagement and revenue growth. Takeaways: Use AI to analyze sales calls and uncover your ICP’s pain points, challenges, and goals Start with 100 sales calls to get a comprehensive understanding of what your audience cares about Map out a content calendar with one main topic per month, broken into weekly subtopics Use AI tools to generate content ideas and structure content for blogs, emails, LinkedIn, and webinars Interview thought leaders regularly to extract insights and boost content quality Repurpose high-performing content into different formats (video, blog, LinkedIn post, webinar) Invest in LinkedIn ads to push your content in front of the right people and increase engagement This method drives organic growth, engagement, and predictable revenue Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
February 3 · 8 min
#80: Quick LinkedIn Ads Tip to 5x Leads
In this short solo episode, Ryan shares a penny-drop moment that completely changed how Rocket SaaS runs LinkedIn ads — and explains why most B2B SaaS teams are unknowingly setting their campaigns up to fail. Despite good creatives, strong landing pages, and solid offers, one overlooked decision consistently prevents results. Ryan breaks down the thinking shift that unlocked far better performance, more consistent visibility, and stronger brand recall — without increasing ad spend. Takeaways: Most LinkedIn ad failures aren’t creative problems Visibility beats clever ads when budgets are tight Bigger audiences aren’t always better Repetition is what actually builds trust Budget alignment matters more than optimisation tweaks Simpler campaign structures often outperform complex funnels Small changes can dramatically improve performance Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
January 27 · 11 min
#79: How marketing should support sales, hiring, & customer success
In this solo episode, Ryan shares why marketing isn’t just for lead generation — it’s the core driver for aligning sales, hiring, and customer success. He reveals how marketing can play a pivotal role in recruitment (without costly agencies), supporting sales through better messaging and retargeting, and reducing churn with educational content for customer success teams. Drawing on his experience at RocketSaaS, Ryan explains how marketing can elevate all functions of the business and drive scalable growth across departments. Takeaways: Marketing can power hiring by running ads targeting qualified candidates Support sales by creating sleek, results-driven presentations and feeding them with engagement data LinkedIn retargeting ads help sales outreach feel familiar and relevant, boosting trust and conversions Marketing supports customer success by creating onboarding content and upsell materials Marketing's role is cross-functional — it should influence recruitment, sales, and customer success efforts Data-driven campaigns (e.g., ads + CRM) increase cross-department alignment A unified marketing approach makes your business look more professional and premium, allowing for higher pricing Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
January 20 · 15 min
#78: 10 decisions that got Rocket SaaS to $4m ARR
In this solo episode, Ryan breaks down the thinking behind Rocket SaaS crossing $4m ARR and why it wasn’t driven by one tactic, one tool, or one lucky break. Instead, it came from a set of compounding decisions made over time, many of which SaaS founders underestimate or delay for too long. Ryan reflects on the biggest shifts that unlocked momentum, what changed in the last 18 months, and why most SaaS teams stay stuck despite “doing marketing.” If you’re trying to scale past a plateau, this episode will challenge how you think about growth. Takeaways: Growth doesn’t come from one silver bullet Momentum is created by compounding fundamentals Consistency beats intensity every time Narrow focus unlocks disproportionate returns Brand trust is built long before buyers are “ready” Most SaaS teams quit too early on the things that work Personal credibility is becoming a serious growth lever Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
January 13 · 25 min
#77: Why your ads are not driving leads (and where to reallocate resource)
Ryan and Jamie challenge one of the most common B2B SaaS assumptions: that spending more on ads will fix a growth problem. In this episode, they explain why content quality has become the biggest limiter to scale, how underinvestment in content quietly kills performance across the funnel, and why brands that look and feel “premium” win more deals at higher prices. Using real Rocket SaaS examples, they explore where content investment actually pays off, what most teams get wrong, and how small shifts in budget allocation can radically change results in 2026. Takeaways: Ads fail faster when the underlying content is weak Original insights outperform generic AI-driven content Premium content changes how buyers perceive your brand Shareability is where real leverage comes from One strong asset beats ten average ones Content investment compounds across ads, sales, and pricing Small budgets can still create outsized impact when spent correctly Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
January 6 · 21 min
#76: Warning! Don't let AI distract you from the fundamentals of scaling
In this episode, Ryan shares the essential marketing fundamentals that every SaaS business needs to scale — before investing in the latest tech or AI-driven hacks. He explains why building a strong foundation with the right ICP, messaging, content, ads, and website is the key to organic growth, and how layering on tech like AI agents, LinkedIn ads, and automation tools only works when these fundamentals are in place. If you're overwhelmed by the noise around "the latest hack" or fancy marketing tools, this episode will help you refocus on what really matters. Takeaways: Don’t chase the latest tech: Focus on getting the basics right first, like defining your ICP and messaging Your messaging should make it clear what you do and why you’re different in seconds Create consistent content across multiple formats — blogs, videos, podcasts — to serve your ICP’s needs Always-on ads are crucial to stay top-of-mind, but they need to be supported by great content Your website must have clear messaging and a user-friendly design to convert visitors Layer on tech only after the fundamentals are solid, then use tools like Clay, HubSpot, or LinkedIn ads to optimize Tech won’t solve your problems if your marketing fundamentals are weak Great marketing leads to organic growth — avoid over-reliance on tech or “quick fixes” Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Dec 16, 2025 · 31 min
#75: The 2026 playbook every B2B SaaS should run in January
In this end-of-year episode, Ryan and Jamie break down why January is the most powerful month for inbound demand and how B2B SaaS teams should be building campaigns right now to capitalise on it. They explore the psychology behind the New Year reset, how to anchor campaigns around real buyer priorities, and how Rocket SaaS has repeatedly turned January campaigns into one of the strongest pipeline months of the year. If you’re heading into 2026 without a clear campaign plan, this episode shows you exactly how to fix that. Takeaways: January buyers are in a reset mindset — budgets, goals, tools, and priorities are all under review The strongest campaigns anchor around problems, goals, budgets, and tools Start with market research using customer conversations and LinkedIn polls Polls double as a light-intent lead source, not just research Build one core campaign (guide, webinar, or breakfast event), then expand it Best-performing January formats: webinars, ungated guides, and in-person events Sprinkle a “2026 angle” onto proven content to dramatically increase engagement Repurpose one campaign into blogs, clips, LinkedIn posts, emails, and ads Use LinkedIn ads to amplify content — not sell the product directly Consistent campaign rhythm is a major reason Rocket SaaS doubled in size Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Dec 9, 2025 · 29 min
#74: Why going niche is the secret to SaaS growth (and how to get it right)
In this episode, Ryan and Jamie discuss the powerful impact of niching down in your SaaS business and marketing. Ryan shares his journey of moving from a broad approach to focusing solely on B2B SaaS, and how that shift led to explosive growth for RocketSaaS. They cover why targeting a niche doesn’t just increase relevance, it also streamlines content creation, boosts ad performance, and accelerates your marketing team's learning curve. If you’re struggling to find your niche or getting lost in a sea of competition, this episode is a must-listen. Takeaways: Start narrow, then narrow further: When budgets are tight, target the most relevant part of your niche to ensure effective use of resources Don’t worry about getting pigeonholed: Start with a focused niche; as you grow, expanding becomes easier Know who you’re targeting: Analyse your existing customers to uncover which segments perform best Messaging gets clearer: When you know your niche, you can tailor messaging, content, and offers that resonate Smaller audiences = more consistent touchpoints: With a narrowed ICP, you can repeatedly reach the same potential customers, boosting recognition and trust Narrowed targeting improves ad performance: No need to target massive, untargeted audiences — just focus on the best-fit 20% Use landing pages to segment: If leadership isn’t on board with changing the homepage, create specific landing pages for each niche and route your traffic there Building content is easier: Creating relevant content for a narrow audience makes the process faster and more impactful Niche marketing accelerates feedback and execution: With a defined audience, you can learn from customers faster and refine your strategies more effectively Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Dec 2, 2025 · 33 min
#73: Part 2 - How sales can 5x their success using marketing intent data
In part two of this sales and marketing alignment series, Ryan is joined by Joe McLaughlin to dive deep into the tech stack that powers RocketSaaS’s ABM and intent data-driven sales outreach. They break down how they use tools like ZenABM, Clay, HubSpot, and RightBrain to automate data enrichment, create buyer-specific outreach flows, and improve SDR effectiveness. This episode is perfect for SaaS sales teams looking to implement a data-driven approach to prospecting and maximize the value of their tools without wasting time on manual admin. Takeaways: Use ZenABM to track and categorize LinkedIn ad engagement — categorize accounts based on interest level (e.g., "hot to trot") Clay helps enrich data and find the right contacts (e.g., finding the right decision-makers and adding them to your outreach) Integrate LinkedIn ads with HubSpot for better visibility and automatic account syncing First-party data (site visits, engagement) + third-party intent data (funding, hiring) helps prioritize outreach Use RightBrain to send AI-driven personalized outreach (like website audits) to engage cold accounts Develop a multi-layered outreach strategy: automated outbounds for early-stage leads and personalized engagement for high-priority accounts Automation is key: Let your tech stack do the heavy lifting, so SDRs focus on high-value tasks Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Nov 25, 2025 · 24 min
#72: Part 1 - How sales can 5x their success using marketing intent data
In this episode, Ryan is joined by Jamie Skeels and Joe McLaughlin to discuss a critical issue many B2B SaaS companies face: sales and marketing misalignment. They dive into the challenges of separate silos for sales and marketing teams and how aligning them with ABM Lite can drive more meaningful conversations and higher conversions. From understanding intent signals to leveraging data, they share their journey at RocketSaaS of implementing ABM Lite to bridge this gap and optimize efforts on both sides. This episode also covers the tools and strategies you can use to align sales and marketing teams, ensuring everyone is working towards the same goals. Takeaways: Sales and marketing misalignment is a common problem in B2B SaaS, leading to missed opportunities and wasted resources ABM Lite helps you align sales and marketing without the complexity of traditional ABM The key to success is using intent data from website visits, content engagement, and external signals (e.g., funding, hiring) Sales reps should focus on prospects who have shown active interest in your content or brand, not just cold calls Tools like Clay and Albercross enable teams to gather intent signals and act on them faster Using CRM data (HubSpot, etc.) helps sales teams target the right companies at the right time Aligning marketing content with sales outreach ensures targeted, meaningful conversations with high potential leads Real-life example: The RocketSaaS breakfast event successfully attracted warm leads who had already engaged with the brand In the next episode, the focus will be on SDR strategies and how to use intent data to optimize messaging and improve conversions Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Nov 18, 2025 · 24 min
#71: Build a lean SaaS marketing strategy on £3k/month, with Jamie Skeels
Ryan and Jamie map out a fast, lean marketing strategy for early-stage B2B SaaS teams with ~20–30 customers and a modest budget. They cover how to segment your ICP using real customer data, build a pipeline model that works back from revenue targets and CAC, and pick channels based on how (and why) your buyers actually purchase. From founder-led content and partnerships to when Google Ads makes sense, they show how to turn insight into action in weeks—not months—and bundle it into a clear TOFU/MOFU/BOFU plan you can execute immediately. Takeaways Stop “random acts of marketing”; build a lean strategy you can execute fast and iterate. Segment your ICP from customer data, then enrich (e.g., in Clay) to see patterns you missed. Model your pipeline backwards from revenue → customers → opps → SQLs → MQLs → budget/CAC. Use sales calls and reviews to learn how/why buyers purchase; let that drive messaging and channels. Choose channels by buyer behaviour (e.g., LinkedIn thought leadership, webinars, long-form, etc.). If the founder is willing, go heavy on founder-led content; if not, lean on written assets or another spokesperson. Validate Google Ads with search volume and your model—don’t assume it will move the numbers. Partnerships (co-hosted webinars/breakfasts) borrow reach cheaply when your brand is still unknown. Map a TOFU/MOFU/BOFU system: education → proof/lead magnets → CRO’d site, product visuals, and landing pages. Build your account list and retarget on LinkedIn to stay front-of-mind as you ship new content. Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Nov 11, 2025 · 38 min
#70: $1,600,000 per month added to the pipeline! How we did it.
Ryan and Jamie unpack the exact plays that took Rocket SaaS from ~8 SQLs a month to 20+, adding £1.2m in ARR-qualified pipeline every month. They cover why self-reported attribution beats last-touch, how a verified account list in Clay transformed LinkedIn performance, when to push product messaging into cold audiences, and why upping content quality (studio podcast clips, personal brand posts) made every channel work harder. They also share the Google Ads reset that turned ~£2k into £240k pipeline (and £120k closed), plus the simple breakfast event that generated £180k on its own. Takeaways Add “How did you hear about us?” as free text — it guides budget better than last-touch Build a verified account list (e.g. Clay) and upload to LinkedIn to cut targeting waste Watch leading metrics (CTR, dwell, engagement) — they jumped once targeting improved Test product/offer creatives in cold alongside TOF content — some buyers are ready now Refresh creatives frequently; variety + clear offers lift volume and quality Invest in content quality (studio podcast clips) and boost with Thought Leader Ads Post personal brand BOFU updates ~every 2 weeks; amplify with ads to ICP lists Run exact-match Google Ads first; align ads/landing pages, then scale carefully Small, scrappy in-person events (e.g. breakfast) can unlock chunky pipeline Don’t chase hacks — strong messaging + consistent content + smart ads win over time Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Nov 4, 2025 · 20 min
#69: $236,000 ARR from 1 LinkedIn Thought Leader Ad
In this episode, Ryan breaks down one of the most powerful, yet underused, ad formats on LinkedIn right now: Thought Leader Ads. He explains what they are, why they’re performing better (and cheaper) than company ads, and how to use them to grow both your personal brand and your SaaS business. From storytelling and video strategy to targeting and budgeting, Ryan shares the exact framework he’s used to turn simple posts into direct revenue — including one ad that’s brought in multiple clients and measurable pipeline. Takeaways: Thought Leader Ads are up to 80% cheaper than company ads — and far more engaging Best for top-of-funnel and brand-building — people buy from people, not companies Don’t abandon company ads — use both together for full-funnel performance High-performing ad formats: story-driven posts, short videos, memes, and educational carousels Include a soft call-to-action — subtle links work better than hard sells Ryan’s top-performing ad: “7 reasons RocketSaaS is better than hiring in-house” — directly led to new clients Build a content calendar: 80% educational, 20% promotional Pair with retargeting ads to nurture and convert engaged viewers Growing your personal brand is the best long-term ROI — for both founders and marketers Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Oct 28, 2025 · 15 min
#68: SaaStock 2025: Was it worth it? My honest review
In this episode, Ryan gives a full debrief of SaaStock 2025 - what it was like, what he learned, and whether it was worth the trip for Rocket SaaS. Fresh back from Dublin with his team, he shares the highlights, the ROI, the best stands and talks, and tactical lessons for anyone thinking about exhibiting or attending SaaS events. From clever networking strategies to a genius after-party play, this episode is packed with takeaways for SaaS founders and marketers looking to make events a genuine growth channel. Takeaways: SaaStock featured 100+ SaaS companies, live talks, and a smart new Meetup Room for pre-booked networking The pre-event matchmaking tool made lead generation easier and more structured than typical exhibitions Best networking actually happened at the after-parties — relaxed conversations led to stronger relationships A clever play by Optik AI: host your own unofficial after-party near the venue for guaranteed visibility Budgeted £7–8k for the trip (flights, hotels, food, and Guinness) — walked away with 27 leads and 6–8 hot prospects Two deals alone would cover the full cost thanks to RocketSaaS’s high-ticket pricing model Great stands included Optik AI, Human.Video, RealFlow, and Bookster Top tip: if you get a stand, bring at least two people — one to network, one to manage the booth Use incentives (like commission for your team) to drive active networking and lead collection Beyond ROI, events are amazing for culture-building and team bonding Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io
Oct 21, 2025 · 22 min
#67: Controversial truth about ABM for startups, why it might not be right for you, with Jamie Skeels
In this controversial episode, Ryan and Jamie discuss the realities of Account-Based Marketing (ABM) for startups and small businesses. Jamie, with his experience at Cognizant, explains why traditional ABM methods may be out of reach for smaller teams with limited resources. Instead of trying to copy big enterprise ABM strategies, he argues for a simpler, more sustainable approach. They break down the challenges of ABM, the importance of focusing on scalable tactics, and how small businesses can still use account-based targeting without breaking the bank. Takeaways: ABM isn’t always right for small businesses — it’s resource-intensive and often impractical If you’re a small team, don’t focus on pure ABM with one-to-one, one-to-few strategies Startups can use ABM Lite: a simpler version with fewer resources but the same targeted approach Focus on a larger account list to scale your efforts, not a handful of accounts Use intent data to build relevant workflows and trigger sales outreach Small businesses need to balance intent data with traditional marketing to avoid wasted effort Don’t rely on “random” ABM — focus on qualified intent signals to narrow down your target list ABM Lite helps you build sustainable pipelines without huge budgets or a dedicated marketing ops team Join the SaaS Marketing Weekly Newsletter here: https://saasmarketingweekly.com/ Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/ Send podcast guest pitches to: info@rocket-saas.io