B2B SaaS | Outbound Sales, Product Onboarding, Brand Building via Podcasts & Marketing Automation | Techstars '18
I've previously grown a productised service from 60 to almost 100 fully remote workers and I'm currently building my second remote productised service business (16 f/t team memmbers). I'd be happy to share the learnings and failures around culture, hiring, service delivery as well as how to effectively market and sell your productised service in a repeatable, predictable way.
I set up a productized service agency in June 2020. In 9 months we've acheived $150,000 in revenue and have grown the team to 16 (as of March 2021). Happy to share the lessons learned from this journey so far, which includes spending one whole month writing over 300 pages of standard operating procedures, designing processes ahead of scale, and implementing a recruiting process that disqualifies 75% of applicants automatically.
I’ve dedicated the last 7 years of my professional career in deeply understanding the MarTech landscape. I’ve then taken this knowledge and applied it to multiple B2B SaaS companies which have resulted in revenue growth. In the last year, I have been working on a framework that any company can use to deploy a repeatable, scalable and profitable revenue generation machine.
I've lead a team of over 100 people ensuring that we are aligned on one thing - customer success. This takes an enormous amount of planning, training, coaching and ongoing optimisation, however, truly understanding what 'success' means to your customers is key. My biggest customer success 'hack': Speak to them 😉
I've built Growth Stacks for B2B SaaS companies based on my knowledge and experience of running inbound and outbound strategy. For one client this meant a 328% increase in new leads and a 30% increase in net new revenue. I have the ability to view the entire AARRR lifecycle and help businesses understand the architecture they need in their Growth Stack so that it is scalable, repeatable and profitable and drives revenue.
In the last 3 years, I’ve personally designed and implemented Outbound Prospecting strategies that have generated millions in revenue for several B2B companies. With one campaign generating $1.2m in revenue. In my previous as Chief Revenue Officer at TaskDrive, I oversaw 100+ outbound prospecting campaigns across our customer portfolio and have the unique insights into what works and what doesn’t.
I've implemented ConvertKit a few years ago for a client who ran a popular blog. He used their automations to upsell courses from the newsletter list and various lead magnets. It is a robust tool for email marketing and automation.
I'm a big fan of Marketo for those companies with a larger budget or focus on ABM. It is a sophisticated platform that aims to put customer experience and the centre of all automations.
I have some experience with Pardot and understand it's full functionality. Since it's acquisition by Salesforce it has become one of the best MA tools that works with the Salesforce CRM.
I have some experience with ManyChat having set it up for a side project. I found it easy to use and build out and it is one of the best tools out there for Messenger bots.
I've implemented Intercom for 2 B2B SaaS companies. One was starting from scratch and the other was migrating over from a different tool. Intercom does a few things very well and I'm interested in seeing how their recent $125 million round of funding will shape the future of their product.
I have some exposure to Infusionsoft from performing a Marketing Automation Audit which helped the company achieve a higher ROI from using the platform.
Managed and optimised Drip Campaigns which served over 80,000 new leads a month. Extensive experience with tagging and workflows and integrations with Segment and Salesforce (via Zapier).
Implemented and built out Conversation Based Marketing Playbooks for a high growth B2B SaaS business resulting in an increase of visitors to leads. I really like the product and the team, but more suitable for companies with high volume of traffic.
I've implemented and setup AutopilotHQ for 10 companies so far. It is an incredibly powerful tool for the price. Their recent increase in pricing for the Salesforce connection may put some customers off, but in my opinion, it is worth the cost. Autopilot integrates natively with Segment which opens up endless opportunities. It is my go-to Marketing Automation tool.
I've been using Zapier to connect multiple tools in the TechStack for years. I would always recommend native integrations over using Zapier, but sometimes this can't be avoided. Experience in setting up advanced multi-step Zaps for a variety of use cases.
I'm familiar with Close.io although I haven't used it as extensively. I provided an audit of how a B2B SaaS company could optimise their processes and workflows to increase pipeline velocity. Very impressed with what I saw.
Implemented Pipedrive for 2 B2B SaaS companies and set up workflow automations as well as provide training on how to best utilise the platform. I'm a huge fan of the product and recommend it to those companies who require a sophisticated, yet easy to use CRM.
Implemented Salesforce 4 times as an external consultant and managed projects with Salesforce agencies for more bespoke customisations. I've also used Salesforce in a Marketing Operations and Sales Operations Capacity...living in it every day. Very experienced in integrating Salesforce with the wider MarTech stack.
Involved in the procurement and implementation of Hubspot for 5 companies. I'd consider myself a power user of Hubspot and have used all features over the years. Here's a case study on their website of my work: https://www.hubspot.com/case-studies/ldc
Implemented ActiveCampaign for a B2B SaaS company in order to convert and nurture prospects by introducing lead scoring. Utilised advanced segmentation and behavioural based triggers. They offer a great lightweight CRM.
Managed and optimised Drip Campaigns which served over 80,000 new leads a month. Extensive experience with tagging and workflows and integrations with Segment and Salesforce (via Zapier).
My role is to drive growth through operational efficiency across the customer lifecycle at TaskDrive by aligning Sales, Marketing, Customer Success and Product. Your SDR's and AE's shouldn't be spending 40% of their time on research...TaskDrive takes over all the lead, contact and account research so your sales organization can spend more time building relationships, booking meetings and smashing revenue targets. At TaskDrive, we don’t just build lists, we use smart prospecting strategies and human expertise to identify data points at the individual, account and industry level. Leaving your team to do what they do best – personalized conversations, nurturing and closing.
PORTABL.co is an insurance, benefits and savings platform for freelance and gig economy workers. We recently completed the Techstars Digitial Accelerator in partnership with MetLife in North Carolina.
Beam is a 21st century global payments acceptance platform with built-in support for smart contracts. We created Beam to overturn the status quo in the retail value chain; where stakeholders engage with their customers in a direct, meaningful and effective manner. Today Beam’s technical network reach exceeds 400,000 stores globally, with over 5,000 live stores in three continents. Having executed over 4.3 million smart contracts with a total throughput in excess of $250 million, we have proven the benefits of the Beam at scale. Using a token economy specifically built for retail, we are opening up Beam’s proven smart contracts protocol to the world to accelerate our growth globally.
This is my consultancy that I set up to help B2B SaaS companies build out scalable, repeatable and profitable growth engines through Marketing Technology. Industries that we have served: InsurTech FinTech MarTech Sales Enablement Crypto / Mobile Payments
My family and I converted a horse trailer into a mobile bar which we rent out for weddings, corporate events, private parties and public events.
Mark dove right into the good stuff. In the first 10 minutes he already gave me the value i needed to take the next step in my business.
Killer podcast advice. Mark knows the industry, the tactics, the tricks, the long term play for quality. Will book again.
Mark was incredibly insightful. He helped audit my cold email sales funnel. I am currently implementing a number of suggestions from Mark that are going to speed up my sales process and save me a ton of time. 10/10 would recommend.
Thank you for your time and insight Mark!
Great conversation I had with Mark! He Got me on the right track
I had such a great session with Mark...the 30 mins flew by!He gave me so many great ideas and insights regarding how I can implement lead generation strategies and helped me clarify what my positioning could be. He also sent me links to some further resources I could check out that would help. I look forward to another session with Mark!
I call Mark 'the king of outreach', because he just knows so much about crafting the perfect outreach template and he helped me time and time again with it with positive results every time. Once Mark advised me on how to reach out to podcasts and after 1 week I could appear on 3 podcasts (while reaching out to 5 people).
My expectation was to learn additional functionalities in Airtable that I can leverage for my project.
Great call with Mark. He gave me a ton of advice and the names of some great companies to look up. Looking forward to speaking again when we're a bit further down the road!
The session with Mark was very insightful and packed with actionable advice! Even though time was flying by the impact of the 30min was massive.
Mark is a hero... enough said
As always, Mark's knowledge and understanding on everything outbound is extremely helpful. Thanks Mark!
Mark was great and it was a really useful session. He totally understood my questions (around B2B SaaS outbound marketing and sales techniques) and answered them directly and comprehensively. He's extremely friendly and approachable - I would recommend him to anyone.
Mark was great to speak to, informative and clearly knows his stuff. I have since booked another session with more questions for him...
Mark is very savvy in Revenue Ops and was able to give me insightful feedback on my product idea as well as recommending me next steps for my product validation journey. Will definitely schedule a follow up call with him to learn more as I move forward!
Mark was great! Super insightful and generous with his knowledge. Looking forward to the next call.
I had a great session with Mark, We spoke at length about creating value for prospects before broadly touching on lead nurturing, ABM to podcasting. I will definitely be connecting with him again. Cheers, Mark!
My meeting with Mark was my first one on GrowthMentor and I couldn't be happier with it. Mark is very knowledgeable and helped me set a clear path on how to move forward with successfully reaching new audiences. He came up with great and clear examples on how to go through every step of the process. He also provided good recommendations on how to structure the strategy. Mark was kind and thoughtful in his responses.
Thank you, Mark. Your experience, knowledge, and over and above research on my quest for CRM and Workflow questions were awesome! I will let you know how I get on with applying for the role!
Very useful and enjoyable session with Mark. He was well prepared, asked sensible questions and provided a mix of actionable and strategic advice pulling on his own experience across sales & marketing. From new ideas to testing out current thinking, it was a very productive 30mins. Be good to catch up again. Cheers.
Mark has referred me to some amazing people to help me with writing and dashboard UX/UI design and all have worked out amazingly well. I am looking forward to the chance to work with Mark directly on our growth!
Great guy, prepares himself, overloads you with knowledge, has all your questions answered immediately and you leave with tons of things to implement and think about. Thank you Mark!
Good advice and very friendly
A big thanks to Mark Colgan! He was very kind and patient with my experience and questions on Wordpress/Elementor. As a novice, he managed to explain a technical process into a very simple explanation to me. We used the time to go through my website and streamline and record the editing process with skype, so I can go over the steps. Mark pointed out some tips for me to apply. I now feel more confident in my website editing abilities. Mark offered for me to get in touch again should I need any further help. I highly recommend this mentor for venting/soundboard and support with high value.
Mark's one of the best cold email operators I've ever met. Also really helpful and generous with his time. Did a realtime tear down of a couple of outbound emails I was thinking about shooting out via Woodpecker. Great call!
Always great chatting with Mark! This time he gave me awesome advice on our affiliate program promotion. He shared his experience promoting a partner program and was able to extrapolate that to our case with a ton of useful examples.
Mark understood my situation right away and used his experience to offer reassurance and guidance about what to do next. Truly appreciate his advice.
Mark is incredibly knowledgable and was very engaged in our session. I walked away extremely excited to work on the ideas he had, and see where it leads. He takes a genuine interest in those he mentors. I'd highly recommend him!
It was great talking to Mark. He was very helpful and provided some good insights and advice for my project. Very knowledgable and thoughtful mentor. Thank you very much for your help!
Call with Mark was awesome! I had a call with him on the Product Hunt launch campaign we are preparing now and he gave me many insights and pointed out things that I would have not think about. Definitely have a call with him to get advice that is out of the box :).
I had a short call with Mark but he delivered big time! He helped me zoom in on the issue and referred me to the resources we need to start executing. Thanks Mark!
Great person with extremely helpful tips, very selfless nature and declined when offered to pay - a rare find and one hell of a gem. Thanks Mark for all the things you do for us in the community! Certainly an honour to get on the call with you today.
As always, Mark has been a great mentor. He helped me break apart my workflow and offered great information and insights on how I could improve my copy in the messaging. More importantly, he listened, understood what I wanted to accomplish and helped me get there.
Fantastic insights for a customer discovery call on workflows. Thanks so much!
The call was very productive and Mark gave very good insights and resources in answer to the challenge posed.
I found Mark to be an excellent mentor. In a short amount of time, we brainstormed some of my challenges and came up with a few ideas that I feel are strong outcomes, and a good direction for me to take action on. Just talking it out was a great experience.
Mark was incredibly helpful! He provided fantastic tactical and strategic insight into setting up a customer advisory panel. Would highly recommend!
Mark gave me incredible insights and at the end of the call I got some good feeling about pursuing my interests. He was very patient in answering my questions and transferred loads of knowledge. I'd surely connect with him again and have a conversation! :)
Mark is amazing! Instantly likeable personality with an ability to convey his ideas into a digestible format. A call with him will get you sprint ready in no time! Definitely recommend asking about data driven outreach campaigns. Thanks again Mark!
If there was a graph where the x-axis was intelligence and startup-savvy and the y-axis was friendliness and being encouraging, Mark's point on the graph would be way up and way to the right. He truly enjoys business and helping people in this adventure no matter what the industry. He helped me with creating a solid outbound sales process and also even gave me specific action points and resources for my next website iteration and some ideas on how to properly find, sell to, and track the data and metrics of my customer base. My suggestion is to take notes when he's sharing because there are so many actionable ideas and resources he's offering that you will forget some if you're not typing away during your session.
Mark was enjoyable to talk with. My current target is B2C and his primary expertise is B2B. I'll plan to set another call with him when our B2B offer is ready.
Mark helped me a lot coming with strategies to contact guests and sponsors for the podcast I'm trying to launch. He came with innovative ideas that he has been using and that fit with my podcast case. Extremely helpful 30-minute call!
Mark was very helpful and gave me a ton of great advice that I could use to grow my business! Easy to understand and actionable stuff which was just what I was looking for :)
Excellent call with Mark. We talked about how attribution can be implemented in a small startup. Fun guy to talk to, and he gave me a bunch of resources to start working on this process. Thanks again Mark!
I had a great session with Mark. We discuss implementation of an outbound strategy for a SaaS business and Mark shared some great insights based on his experience. He's very knowledgeable and friendly, I recommend him!
Mark was really helpful! We discussed inbound marketing strategies for SaaS. He really understood the problem that I was facing, and he gave me some great tips on what I should focus on next to achieve my goals.
I came to Mark with specific B2B SaaS marketing questions in mind and he turned things upside down for me and gave me a completely new perspective on the challenges I am facing. I have a better idea of what should I do now.
Mark knows what is a good sellable product. having a background in sales and marketing, he can evaluate the product from both perspectives.
Mark has helped me a lot to save time and money on implementing a lead nurturing system. He asked relevant questions and then provided me with the best-matching option that can be integrated with the software I already use and is at least 4 times cheaper than the one I considered. I would definitely recommend Mark as a mentor.
We're just a small business and Mark was able to give us some valuable advice about marketing automation. Everything from giving us clarity on our needs, suggestion options and some great ideas about implementation and getting an ROI from it.
My main goal of the call was to validate some ideas that I had received from another Growthmentor (Foti), regarding initial traction. Mark confirmed the approach and added onto it by suggesting additional (free) resources that I was unfamiliar with. What stood out was his eagerness to help and his experience in the field. It's clear Mark knows what he's doing and that he loves helping others getting forward. He went as far as recording a video with feedback on both the marketing website and email list, so it could be shared with the team - and he seemed to really enjoy doing it (that's important to me). Thanks Mark, you're a star and I look forward to our next contact.
Mark's been great - offered some clear advice and looking forward to engaging with him on a longer terms piece of work
Mark helped me with the cadence of my drip campaign. And we talked about each email and what the communication should be. He suggested variation of some emails based on action of the email reader. Mark also said I should not stop at four emails and I should prepare more. Mark has a wealth of knowledge with drip campaigns.
Mark couldn't have been more friendly but more importantly he was extremely helpful. Not only is he an expert in what I needed he continued to follow up with me via email and offered great advice and methods to complete my objective. Couldn't give him a higher rating. Definitely a great guy.
Mark Colgan is a great mentor, who really gets marketing automation and the software stack that goes with it. He really understood the root of my questions around marketing automation. He is also a well connected guy on the growth marketing scene and helped me out with a couple of connections. I look forward to speaking with Mark again soon!