Episode 167

167 Joran Hofman - Navigating the SaaS Ecosystem: B2B Affiliate Playbook

In this electrifying episode, we're diving deep into the dynamic realm of SaaS with a true industry maven. Join Jeff Mains, as he sits down with the brilliant Joran Hofman, the mastermind behind the groundbreaking platform Reditus.

Joran Hofman is no stranger to the pulse of the SaaS industry. With a keen eye for tracking customer behavior, Joran's insights are nothing short of game-changing. Get ready to be enlightened as Joran shares the nitty-gritty details of their journey – the challenges, the strategies, and the inspirations driving their mission to empower SaaS companies and foster a culture of fulfillment among team members.

From setting up affiliate networks to navigating technical hurdles and leveraging the power of a freemium model, Joran leaves no stone unturned.

Whether you're a seasoned SaaS veteran or just dipping your toes into the world of affiliate marketing, his invaluable insights are guaranteed to spark inspiration and fuel your journey to success.

Key Takeaways

00:00 Experience in industry is essential for understanding and communication.

05:48 Discounted lifetime deal to attract initial users.

10:00 Summary: Phyllis focuses on aiding product-led growth companies.

14:17 Affiliate transparency reveals value and trustworthiness.

16:15 Focused on providing value at affordable prices.

21:41 Continuous investment in the company leads to sustainability.

24:09 Valuing company, finding motivation, and encountering challenges.

27:38 Work cycles with planning and flexibility for all.

31:28 Focused on ideal customer profile for growth.

33:11 Improving onboarding, prioritizing diverse opinions, leveraging LinkedIn.

Tweetable Quotes

"If you already encounter challenges yourself, besides, I guess, you know how to fix them, it's also easier to talk about other people." — Joran Hofman 00:03:13

"I would always say have at least, let's say, 10k, 30k monthly recurring revenue. So you have a user base which you can tap into because those people are often the good ones to start with because they know your value." — Joran Hofman 00:09:17

"So it becomes really transparent in a way, like, is this a good affiliate? Because there's a clear example of an affiliate we have." — Joran Hofman 00:14:28

Flexible Work Schedule: "I don't care when they do it or how they do it as long as the work is being done." — Joran Hofman 00:28:01

"Qualifying Ideal Customers for Growth": "I'm just gonna focus on them, trying to make them successful, and then we can see if we can, automatically, I guess, or, in bulk onboard all the other ones, which can't have all my attention." — Joran Hofman 00:31:56

SaaS Leadership Lessons

1. Emphasize Customer Behavior and Payments Tracking: Prioritize understanding and tracking customer behavior and payments to gain insights into user preferences, improve product features, and drive revenue growth.

2. Transition Strategically: Be open to transitioning from a one-sided to a two-sided marketplace model to expand reach, offer greater value to customers, and create new revenue streams.

3. Cultivate a Strong Affiliate Network: Build and nurture a robust network of B2B SaaS affiliates to create mutually beneficial partnerships and expand the reach of your product.

4. Focus on Generating Monthly Recurring Revenue (MRR): Center your efforts on helping SaaS companies generate more MRR as this is often a critical metric for success and sustainability.

5. Align Revenue with Client Success: Tie your company's revenue to the success and MRR of your clients, incentivizing a focus on customer satisfaction and retention.

6. Streamline Client Activation: Address the challenges related to client activation by developing efficient processes and systems to swiftly onboard and engage new clients.

7. Prioritize Continuous Product Improvement: Foster a culture of continuous product improvement to mitigate churn, meet evolving customer needs, and stay ahead of the competition.

8. Value-Driven Decision Making: Emphasize making decisions based on values and collective input, ensuring that actions align with the company's mission and culture.