Episode 285
285 Eran Friendinger - Scaling Smart: Balancing Growth Ambitions with Lead Quality
Want to scale smarter, not just faster? In this episode of SaaS Fuel, Jeff Mains sits down with Eran Friendinger, co-founder and CTO of Volantis, to unpack how predictive analytics and AI-powered signal optimization are transforming marketing performance and customer acquisition.
We explore:
- Why cost per lead is misleading
- How to identify high-quality users early
- Using predictive signals for retention and LTV
- The balance between culture and automation
- How to build fast-moving, data-led teams
Whether you’re a growth-stage SaaS founder or a data-curious marketer, this conversation will reshape how you think about scale, systems, and success in a fast-moving AI world.
Key Takeaways
00:00 - Why cost per qualified lead matters more than total cost
01:17 - Welcome to SaaS Fuel: The treasure map in your data
02:17 - Predictive marketing vs reactive metrics
03:45 - Meet Eren Friendinger: AI, signal optimization, and smarter leads
06:42 - From deep tech to startup growth: Eren’s founder journey
08:05 - Why traditional dashboards fall short
12:13 - Segmenting by value, not just traits
14:43 - Predicting lead quality on arrival
15:27 - Using AI for churn prevention and LTV
18:20 - Personalized targeting for different stages
20:17 - Signal optimization: what it is and why it matters
23:11 - Training ad networks with better feedback
26:00 - Champion Leadership: Scale without the grind
27:02 - Misleading metrics: cost per lead vs CAC
29:25 - Who this works best for (hint: high-volume SaaS)
31:02 - Rethinking attribution with predictive signals
34:02 - Volantis startup challenges + AI roadmap decisions
39:29 - Lessons from selling a startup in 12 months
42:25 - Culture vs features: what matters more
45:07 - Hiring adaptable, data-driven teams
47:22 - First step for data-driven founders
Tweetable Quotes
“We’re addicted to cost per lead, but the truth is, that metric lies. Focus on qualified leads if you actually care about growth.” – Eran Friendinger
“AI isn’t replacing marketers. It’s making the best ones unstoppable.” – Jeff Mains
“Stop asking ‘what happened’ and start asking ‘what’s about to happen.’ That’s the predictive mindset.” – Eran Friendinger
“You don’t need more dashboards. You need better signals.” – Jeff Mains
“Give your ad network better feedback, and it will give you better leads. It’s that simple.” – Eran Friendinger
SaaS Leadership Lessons
- Cost per lead is not the real metric – Focus on cost per qualified lead and lifetime value to optimize for scale, not vanity metrics.
- Predictive data > historical data – SaaS growth requires real-time insights and forecasting, not just post-mortem reports.
- AI + signal optimization = sharper targeting – Give better feedback to ad platforms and build feedback loops for stronger performance.
- Marketing and product should align on data – The best SaaS teams know what high-value users look like and build around them.
- Great culture is a multiplier – Adaptability, experimentation, and shared vision win even in high-tech environments.
- Start with one high-leverage data insight – You don’t need a perfect model. Just one predictive insight can shift your whole strategy.
Guest Resources
Email - eran@voyantis.ai
Website - http://voyantis.ai/
Linkedin - https://www.linkedin.com/in/eran-friendinger-5b38506/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
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