In this powerhouse episode, Max Altschuler - founder of Sales Hacker, former VP of Marketing at Outreach, and now General Partner at GTMfund - breaks down what it takes to build and scale B2B SaaS companies with speed and substance. Max shares his journey from being an early-stage operator to becoming a SaaS investor, unpacking the real mechanics behind GTM strategy, community-driven growth, category creation, and what founders often get wrong. This is a masterclass in strategic execution and long-game thinking for SaaS leaders.

Key Takeaways –

1. Betting on Founders: What Drives Early-Stage Investing

• Founder-market fit trumps product perfection - invest in people who are machines.
• Space matters: Great founders + a growing wave = potential breakout.
• Outreach wasn’t a spreadsheet decision - it was a conviction bet on Manny Medina's obsession and clarity.

2. Strategic Distribution Is the New Product

• Distribution is where the new edge is; AI levels the playing field for building.
• GTM is the real differentiator - your ability to generate demand at scale will define outcomes.
• Sales Hacker’s distribution muscle supercharged Outreach’s category dominance.

3. Acquisitions Are Not Just About Revenue, They’re About Velocity

• Sales Hacker wasn’t bought for its revenue but to compound Outreach’s strategic value.
• Community-led growth isn't a tactic; it’s an ecosystem asset.
• Integration didn’t mean conversion - it meant amplification without breaking trust.

4. Lessons in SaaS Scale and GTM Execution

• Don’t underinvest in product expansion; build or buy fast when signals are clear.
• Self-serve isn’t optional anymore; it’s mandatory for market-wide coverage.
• Be obsessed, but don’t burn out your team; clarity in communication scales leadership.

About the GTMfund:
GTMfund is an early-stage venture fund backed by 300+ of the most respected go-to-market leaders from companies like Salesforce, Zoom, and Snowflake. It focuses exclusively on backing SaaS startups with strong GTM execution and strategic potential.

Connect with Max Altschuler | Check out GTMfund

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode of the SaaS Sessions podcast, Jacob Bank, founder of Relay.app, shares his journey from academia to startup founder, discussing the challenges of building a product in the AI space. He emphasizes the importance of validating ideas, finding early customers, and experimenting with various marketing channels. Jacob also highlights the significance of cohort retention as a measure of product-market fit and the need to balance innovation with competition in a rapidly evolving market.

Key Takeaways –

1. You’re not failing - your distribution is
Building is easy; getting customers is the battlefield.
Early channels (Reddit, network, cold email) only take you so far.
Most startup advice is outdated or irrelevant to your context - test everything yourself.

2. Validate with precision, not ego
The Mom Test changed how Jacob gathered honest feedback.
10 well-run interviews can kill or greenlight an idea.
Getting “likes” is not validation - retention and willingness to pay are.

3. Every growth stage needs a new motion
0 → 10: Scrappy hustle (Reddit, LinkedIn DMs, direct outreach).
10 → 100: Partner marketing, SEO, and high-intent blog content.
100 → 1000: Viral LinkedIn content + YouTube for education + community-led growth.

4. PMF isn’t hype - it’s cohort retention
Retention is the only true sign of product-market fit.
Competitive pressure is a forcing function to build better products.
Don’t be afraid to pick a fight in a crowded space - just know your edge.

Connect with Jacob Bank:
🔗 Jacob Bank - https://www.linkedin.com/in/jacobbank/
📅 Join his Build an AI Agent with Me sessions - https://events.relay.app
🌐 Try Relay.app for free: https://relay.app

Relay.app is an AI agent builder that connects your tools into smart workflows. Designed to bring humans into the loop where automation fails, Relay combines intuitive UX with AI-native capabilities, enabling teams to move faster without drowning in manual ops.

Chapters:
00:10 – Introduction
00:50 – Jacob’s journey from academia to Google to Relay
02:14 – The pain of early go-to-market and what didn’t work
06:09 – Using The Mom Test to validate early MVPs
07:59 – Breaking through with traction experiments
10:52 – Reddit, Product Hunt, and the weak links in early GTM
13:49 – From 10 to 100: What channels actually scaled
15:18 – Facing the 100 → 1000 wall
16:37 – Cracking virality with LinkedIn
21:29 – Mid-funnel levers: YouTube and email
27:13 – Competing in a mature category and why it’s a good thing
33:15 – Defining and validating PMF the hard way
38:27 – Retention is king—no tricks, just product
40:28 – Lightning round
42:41 – Final thoughts + how to join Jacob’s live AI agent sessions

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/

In this episode, we dive into the evolving landscape of B2B SaaS attribution with Deepinder Dhingra, Founder and CEO of RevSure.ai. DD shares insights from his 20+ years in enterprise software, analytics, and AI, unpacking how SaaS companies can harness AI-driven attribution to improve GTM strategies. He explores the challenges of attribution complexity, the role of AI in unifying data, and actionable frameworks for building an effective attribution model. DD also shares his thoughts on the future of AI in SaaS and key misconceptions about being a founder in this space.

Key Takeaways:

1. The Evolution of Attribution in SaaS
- Past GTM motions: Outbound, focused on sales-driven efforts.
- Present complexity: Consumerization of GTM with multiple teams (marketing, SDR, BDR, sales).
- Challenge: Fragmented data across tools requires a robust attribution strategy.

2. AI’s Role in Attribution
- Data Harmonization: AI connects data from CRMs, marketing automation, ABM tools, and offline channels.
- Revenue Graphs: Building linkages across touchpoints like leads, campaigns, and opportunities.
- Predictive Insights: Real-time data analysis to optimize spend and strategy.

3. Common GTM Team Pitfalls
- Misaligned Goals: Teams focus on “who gets the credit” rather than actionable insights.
- Lack of Full-Funnel Thinking: Insights should span marketing, SDR, and sales efforts.
- Overreliance on Rules-Based Models: Shift to data-driven, machine learning approaches like marketing mix models and incrementality testing.

4. Building an AI-Powered Attribution Framework
- Collaborative Effort: Align marketing, sales, and ops under a shared vision.
- Tech Stack Audit: Ensure compatibility with your GTM motion.
- Real-Time Monitoring: Use leading and predictive indicators to measure success.

Lightning Round Insights:

1. Fun Fact About DD: He’s a skilled pickleball player!
2. Challenge to Solve in Indian SaaS: Optimizing cross-border GTM motions.
3. Misconception About Founders: It’s not all fun; founders take the brunt of market brutality and drive teams for competitive speed.

About RevSure.ai:
RevSure.ai is revolutionizing attribution for B2B SaaS companies by leveraging AI to unify data, provide actionable insights, and optimize GTM strategies. Their AI-powered attribution models address the complexities of modern SaaS motions and enable teams to act with precision.

Connect with DD:
LinkedIn - https://www.linkedin.com/in/deepinder-singh-dhingra-66bb54/
RevSure - https://www.revsure.ai/

Chapters:
01:05 - Intro & DD’s Journey in SaaS
02:05 - Evolution of Attribution in SaaS
07:27 - Complexity in GTM Motions and Data Fragmentation
12:10 - AI’s Role in Attribution
15:10 - Common GTM Team Pitfalls
19:02 - Building an AI-Powered Attribution Framework
23:26 - KPIs for Attribution Success
27:42 - Future of AI in Attribution
30:17 - Balancing AI with Human Oversight
32:22 - Lightning Round
36:42 - Closing Thoughts

#b2bsaas #b2b #attribution #marketing #saas

Visit our website - https://saassessions.com/
Connect with me on LinkedIn - https://www.linkedin.com/in/sunilneurgaonkar/