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

  1. Cost per lead is not the real metric – Focus on cost per qualified lead and lifetime value to optimize for scale, not vanity metrics.
  2. Predictive data > historical data – SaaS growth requires real-time insights and forecasting, not just post-mortem reports.
  3. AI + signal optimization = sharper targeting – Give better feedback to ad platforms and build feedback loops for stronger performance.
  4. Marketing and product should align on data – The best SaaS teams know what high-value users look like and build around them.
  5. Great culture is a multiplier – Adaptability, experimentation, and shared vision win even in high-tech environments.
  6. 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/

Twitter - https://twitter.com/jeffkmains

Facebook - https://www.facebook.com/thesaasguy/

Instagram - https://instagram.com/jeffkmains

About the Podcast

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SaaS Fuel

About your host

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Jeff Mains