How I built 3 SaaS companies to $20m ARR

“please welcome Adam Baker to the stage [Applause] [Music] my father once told me that if you fail to prepare you're preparing to fail so this should be an interest in 20 minutes buckling I'm Adam I'm the founder of actually Four SAS companies one failed so I talk about that more than I do the the successes I've had I'm based in London I'm currently the founder and CEO of”

“bit about our customer base so we custom everything right so there's nothing off the shelf with churnally we've got some models that we use one of the biggest challenges we have is data getting our customers to or our prospects to share data with us it's one of the biggest challenges we've got from from one data center to the other for lots of different reasons and so we we really had to go back to the drawing board and figure out who our customer was who did we want to service we had at one point we had DHL calling us and”

“as well and then we we almost always talk to a the IT department so how do we then get your data what data do you have how's it structured can we even work with it and we go it takes about six weeks and we go through this process now you can do this for any single sales process you run it hasn't got to be as as detailed as this but if this works right because if you start getting the executive alignment um even if it's a 10K deal you're going to close that deal I've I've seen it”

“customer on you might sell 100 seats and you've still got that customer in 12 months time but you've probably churned 60 of your seats so you're Contracting Revenue and so what we look at is how you how you stop contraction and what we've found is that there are a number of kind of common triggers that um that really um determine whether a customer is going to Churn it on and so credit card expires if you if you if you enable your customers to pay via your your web app and they pay on the credit card their”

“one in uh Q what is that Q3 last year then they started to build out Mutual action plans via the opad and in the next quarter that's their close one and the following quarter that's their close one so mutual action plans and bringing your buyers together works brilliantly we see it repeatedly so I've already spoken to you about that and then finally I'll just jump through these things I just want to talk to you”

“Founder500, March2023 Adam Baker CEO of dealpad.io How to consistently win 7-figure software deals”

“How We Found Our ICP Personal profiling questions Day in the life What’s the business pain”

“The Best Seller in Your Company Will Always Be You My personal outreach on LI and email had 70% more response than our SDR team 36% of those responding to me = sale C-level relationships became the difference to us closing 3 $500k ARR contracts Founders shoot big and move the needle on getting shit done”

“Become Obsessed With Outcomes How is your product roadmap delivering the outcomes your customer is paying for? Never market a feature again. Show outcomes. Build a value-led sales motion Simon Sinek was right, focus on the ‘WHY’”

“How We Predict 98% of Churn Events Months in Advance Credit card expires Contract notice period too close to renewal date They haven’t seen growth You don’t know the precise combination of features that drive users to value, repeatedly”