The Transaction

Today’s episode showcases Craig and Matt as they hear powerful insights from the Founder of Cloud Ratings, Matt Harney, as he discusses the importance of ROI and value selling within the software industry. The conversation begins with a discussion on the underutilization of ROI calculators by software companies, emphasizing how personalized ROI can be a game-changer for sales. This episode also highlights AI potential and how that might look in the future. Listen to hear Matt Harney’s fascinating insights into the world of software research analysis.

Takeaways:
  • Emphasizing quantified ROI is crucial. Leaders should incorporate this into their sales strategies by developing personalized ROI calculators.
  • The primary driver of high Net Promoter Scores (NPS) is the quality of support. Ensuring an excellent support experience can significantly uplift customer satisfaction and loyalty.
  • There is a gap between the hyped potential of AI and its actual implementation by established players. Leaders should focus on practical, impactful AI integrations rather than just following trends.
  • Security and HR software sectors yield higher quota attainment rates for sales teams compared to collaboration and productivity tools. This can inform strategic decisions on market focus and product development.
  • Leveraging internal financial analysts such as FPA teams or CFOs to build ROI models can provide more credible, detailed insights. 
  • Software industry leaders should be flexible and prepared to adapt to evolving market demands and emerging technologies, ensuring their offerings stay relevant and competitive.
Chapters:
  • 00:00 - Intro
  • 01:09 - Matt Harney: Passion for Software
  • 03:00 - Colbert Questions for Matt
  • 6:10 - Market Misconceptions
  • 7:58 - Power of ROI
  • 12:47 - Applications of ROI
  • 23:47 - Third Party Validation/True ROI
  • 28:29 - Revenue Multiples and Valuation
  • 30:34 - AI and SaaS
  • 33:46 - Future of B2B AI
  • 43:17 - Quality Support in SaaS
  • 46:49 - Most Attractive Categories in SaaS
  • 52:47 - Outro and Final Thoughts

Quote of the Show:
  • “To me, it's surprising how little there is on ROI, and I think it should be a point of pride, right? That would be great if there was more of that in this industry because it also reflects that all of these things exist for a reason - it's to serve customers. You have to earn your way, and it all comes back to, what do customers get from the software?” - Matt Harney
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Creators & Guests

Host
Craig Rosenberg
I help b2b companies grow revenue by enabling GTM excellence. Chief Platform Officer at Scale Venture Partners
Host
Matt Amundson
CMO, Advisor, Data-Driven Revenue Leader. Chief Marketing Officer of Census
Producer
Rayanne Pruitt

What is The Transaction?

Welcome to The Transaction. The #1 Go-To-Market podcast on the planet.

Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market.

But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles.

From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction.