Today on the show we have Saravana Kumar, the CEO and Founder of Kovai.co.

In this episode, Saravana shares his journey from launching a single-product business to building a multi-product SaaS company. He reflects on the challenges of scaling multiple products and offers candid insights into why he wouldn’t recommend his approach.

Saravana also reveals the story behind Churn360, the customer success product he ultimately decided to shut down after significant investment, and what this taught him about market fit and opportunity cost.

We then explore the signals that led to Kovai.co expanding into new products, the strategies behind scaling Document360, and how Saravana balances managing multiple SaaS products with distinct go-to-market motions.

Finally, Saravana discusses why onboarding is critical to fighting churn, the importance of aligning product-market fit with sales strategies, and what SaaS founders need to know before attempting a multi-product approach.

Mentioned Resources

• Saravana Kumar
• Kovai.co
• Document360
• Zendesk
• Freshdesk
• Intercom
• Churn360
• Gainsight
• Vitally
• Brian Balfour
• Four Fits For $100M Growth
• UiPath
• Clay
  
  

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Ideal Customer Profile Course: How to find your Ideal Customer Profile 'ICP' in B2B SaaS

Today on the show, we have Kyle Poyar, Co-founder and Operating Partner at Tremont.

In this episode, Kyle shares his journey from consulting at Simon-Kucher to becoming a leading voice in SaaS pricing. We dive deep into the challenges and opportunities of evolving pricing models, exploring the shift from traditional seat-based pricing to success-based frameworks.

We also discuss how AI is reshaping the SaaS landscape, influencing not just products but also how companies think about customer value and retention. Kyle shares actionable insights on aligning pricing strategies with customer success to drive growth and minimize churn.

Mentioned Resources

• Kyle Poyar
• Klaviyo
• Tremont
• Growth Unhinged
• OpenView
• Simon-Kucher
• How to find your first ICP
• Leah Tharin
• James Hawkins
• PostHog
• Chargeflow
• Heidi Gibson
• GoDaddy
• Netflix
• ValuePilot

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Ideal Customer Profile Course: How to find your Ideal Customer Profile 'ICP' in B2B SaaS

Today on the show we have Tim Schumacher, the Co-Founder of SaaS Group, a company specializing in acquiring and scaling SaaS businesses.

In this episode, Tim shares his insights on how SaaS founders can prepare their businesses for acquisition, covering key metrics, processes, and strategies to stand out in the market.

We then discussed the importance of revenue, profitability, and team structure in determining valuation and how SaaS Group evaluates potential acquisitions.

We wrapped up by exploring post-acquisition integration, including how SaaS Group supports acquired companies to maximize growth while maintaining their unique culture.

Mentioned Resources

• Tim Schumacher
• Saas.group
• Sedo.com
• GoDaddy
• Open AI
• Adobe
• Figma

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Ideal Customer Profile Course: How to find your Ideal Customer Profile 'ICP' in B2B SaaS