The SaaSiest Podcast Daniel Nackovski & Thomas Sjöberg

In this episode, we speak with Daan Assen, Founder, SwipeGuide, the platform that empowers frontline teams to connect knowledge, collaboratively solve problems, and continuously improve processes to ensure sustainable production patterns.
We talked with Daan about selling to some of the world's largest organizations and the role of the Pilot project in such a sales process! In particular, we are looking into the methods to secure and deliver a successful Pilot project that roles over to a full-fledged & long-term relationship:
- What is your definition of a pilot? What is the purpose?
- Should you charge for Pilots?
- Which key metrics do you prioritize during a pilot to determine its success and potential scalability?
- Who should be running the pilot from the seller's side?
- How do you ensure engagement from the prospect side on pilots?
- What strategy or tactic can significantly increase pilot-to-full-product conversion rates?
These are some of the many questions we address with Daan. Please tune in to learn how they are successfully leveraging Pilots to accelerate sales cycles and what methods they are using to increase pilot-to-full-product ratio.

In this episode, we speak with Bas van Wijk, VP Commercial Operations, AskCody, the Meeting Management Platform for Microsoft that's driving meeting efficiency through an intelligent Meeting Management and Resource scheduling Platform, and has helped shape the relationship between real estate, organizations, and technology at more than 2500 offices globally.
We talked with Bas about getting your inbound lead engine going! In particular, we are looking into the process of some of the early steps in this process:
- Per definition, what does it mean to be an inbound-driven business?
- What are the main difficulties moving from a sales-led to a marketing/inbound-led approach?
- Which are some of the very steps to take here, and why in that order?
- How do you manage the potential revenue gap that may take place in a transition period?
- What changes does this require to a team and org structure that previously was sales-led?
- What effects does it have on revenue predictability?
These are some of the many questions we address with Bas. Please tune in to hear how Bas successfully executed this transition and now operating a fully inbound-led business, sharing his learnings along the way.

In this episode, we speak with Ingrid Bonde Akerlind, Principal, Oxx, a specialist SaaS investor, who provides each entrepreneur with a support system of unique specialist expertise and network, and a culture of unfaltering partnership and absolute conviction. The firm’s strategy is built around the concept of “Go-To-Market Fit” (GTMF), developing a structure for thinking about how to build a repeatable, sustainable growth engine that accelerates and propels the growth of SaaS companies.
We talked with Ingrid about what happens after you find Product-Market-Fit (PMF)! In particular, what are some of the key decisions to get right at this point and common pitfalls to avoid:
- What is the difference between PMF vs GTMF?
- Which metrics matter at this point and why? How do you know if your commercial initiatives will bring you closer to your target unit economics?
- What decisions are key to make regarding your organization and team structure at this phase?
- How can you leverage go-to-market experiments, and what are they anyway?
- What are the signs that your SaaS has truly achieved Go-To-Market fit?
These are some of the many questions we address with Ingrid. Please tune in to hear when Ingrid untangles what happens after you graduate from the “seed stage” and need to figure out how to (re)organize your efforts as you grow.

In this episode, we speak with Markus Ståhlberg, CEO & Co-Founder, N.Rich, the Account-based GTM Platform best suited for fast-growing mid-market and enterprise companies. It's been recognized in the 2023 Gartner® Magic Quadrant™ for Account-Based Marketing Platforms report and is the only provider Headquartered in Europe.
We talked with Markus about how to approach a market where you are up against competition that has more funding, bigger teams, and greater spending! In particular, we are looking into the process of outplaying them rather than outspending them:
- How do you differentiate your offering in a market with larger competitors, and ensure it resonates with your target customers?
- What tactics can be used to get the initial attention on your terms?
- Can limited resources, in fact, be a competitive edge? How can you leverage that you are a “smaller” player towards the customer?
- What strategies are feasible to build a loyal customer base and meet their needs better than your competitors?
- Which are the common traps to avoid when going up against the big ones?
These are some of the many questions we address with Markus. Please tune in to hear how Markus' learnings from being the up and commer in a market with established large players can inspire you to run strategies and plays that help on your journey.

In this episode, we speak with Vincent Jong, VP Product, Dealfront, the Go-to-Market Platform giving sales and marketing teams the data, applications, and insights they need to win any European market. 
We talked with Vincent about how you can approach a PLG motion, from a product and commercial perspective! In particular, we are looking into a step-by-step approach:
- How shall a PLG approach be combined with the humans in the Go-to-Market
- What type of small experiments can be leveraged to introduce PLG elements into a human-driven GTM operation
- What key strategies do you employ in the product design to ensure immediate value delivery and a frictionless onboarding experience for new users?
- How do you integrate product analytics and user feedback mechanisms to continuously refine the product experience, prioritize features, and drive user engagement in a PLG context?
These are some of the many questions we address with Vincent. Please tune in to hear how Vincent is paving the way for a PLG & human-led approach, one step at a time, to further improve the customer experience.

In this episode, we speak with Janus Klok Matthesen, Co-founder and CTO, Pixelz, the post-production software for global brands, retailers, and photo studios, having retouched more than 55 million product images and counting. 
We talked with Janus about the entrance of AI into the day-to-day work tasks! In particular, we are looking into how AI will change the role of the engineering teams going forward:
- What is the role of the Engineer in the AI future?
- Who does what, person vs machine?
- What are the low-hanging efficiency gains with the introduction of AI for engineering?
- Which AI tool sets are you using in your engineering team to maximize efficiency and value?
- What are the risks you foresee with AI in engineering?
These are some of the many questions we address with Janus. Please tune in to hear how Janus sees the future of engineering teams and their roles in this new era of building software.