EP 109 - B2B SaaS Growth: Founder-Led Sales, Retention & Pricing | #StartupsUnedited

<p>How do you build a B2B SaaS company that wins customers, keeps them, and delivers value they’re willing to pay for?</p><p><br></p><p>On this episode of #StartupsUnedited, I sit down with entrepreneur and investor at In Revenue Capital, Justin Gray to discuss founder led sales, go to market strategy, customer retention, and SaaS pricing.</p><p><br></p><p>Justin shares the thinking behind InRevenue’s investment approach and why he looks for vertical B2B SaaS companies with proven traction, founders who sell, and opportunities to grow through partnerships.</p><p><br></p><p>We get into what still works in the traditional SaaS playbook, how buyer expectations have changed, and why proving customer ROI needs to happen throughout the customer relationship.</p><p><br></p><p>We also discuss the challenges of raising prices after early discounts, using complementary free products to open doors, and the shift toward consumption and outcome based pricing.</p><p><br></p><p>If you’re a startup founder, investor, or sales and marketing leader building a sustainable SaaS business, this conversation is for you.</p><p><br></p><p>CHAPTERS</p><p><br></p><p>00:00 Introducing Justin Gray</p><p>00:39 From entrepreneur to investor: The InRevenue thesis</p><p>03:08 Founder led sales and the changing venture capital landscape</p><p>06:50 What Justin looks for in vertical B2B SaaS companies</p><p>09:21 Does the traditional SaaS sales playbook still work?</p><p>12:09 Understanding buyers and delivering value upfront</p><p>14:05 Customer retention, expansion, and sustainable growth</p><p>16:55 Proving customer ROI and defending against competitors</p><p>20:58 Changing pricing after discounts and free trials</p><p>24:17 Using complementary free products to win customers</p><p>26:07 Consumption and outcome based pricing</p><p>27:30 Customer enablement and forward deployed engineers</p><p>28:22 Closing thoughts and where to follow Justin</p><p><br></p><p>Subscribe to #StartupsUnedited for candid conversations about entrepreneurship, startup growth, sales, marketing, and venture capital.</p><p><br></p><p>#StartupsUnedited #B2BSaaS #FounderLedSales</p><p><br></p><p>Follow me on Linkedin: https://www.linkedin.com/in/startupjorge/</p><p>Follow me on Twitter: https://twitter.com/startupjorge</p>