Selling into banks isn’t like selling anywhere else. Risk-averse buyers. Long sales cycles. Endless stakeholder approvals.

In this SaaS Fuel episode, Jeff Mains sits down with Stacy Bishop, founder of Selling FinTech, to unpack how SaaS and fintech founders can navigate the complexities of selling to highly regulated industries like banking and financial services.

You’ll learn how to overcome pricing objections, how to make your buyer the hero (not the guinea pig), and how to build trust in an environment where nobody wants to take risks.

If you’ve ever heard “Not right now” from a bank, this episode will change how you sell forever.

00:00 - Don’t prejudge customers based on size

01:16 - What’s harder than building fintech? Selling it to banks

02:12 - Why selling to banks is a whole different game

03:15 - Recap: Rahul Pangam & Patricia Fripp

04:03 - Meet Stacy Bishop of Selling FinTech

05:37 - Why Stacy helps founders sell to banks

06:50 - What founders underestimate about banking sales

08:17 - Fast fintech vs. slow banks

09:18 - Building trust in regulated industries

11:27 - How to de-risk the deal

13:00 - Pricing integrity: lead with value, not discounts

16:28 - The problem with “list price”

18:13 - Discounts kill trust—here’s why

21:16 - Collaborative negotiation: both sides win

23:55 - Making the buyer the hero of the deal

28:01 - The real risk: personal, not just business

29:01 - Repeatable fintech sales framework

34:03 - How to map buying committees and champions

38:00 - Selling in a slow-moving market—what works

41:21 - One tip for founders pitching banks this quarter

46:05 - Tactical changes to improve close rates now

48:30 - What’s the future of fintech sales?

“Stop second-guessing what customers can afford. Lead with your value.” — Stacy Bishop

“If you’re offering a 60% discount… your value is probably fake.” — Jeff Mains

“Discounting doesn’t build trust. It destroys it.” — Stacy Bishop

“Make your buyer the hero, not the guinea pig.” — Stacy Bishop

“Selling to banks is about trust, not speed.” — Jeff Mains

“A collaborative deal is the only deal that lasts.” — Stacy Bishop

Never assume who can or can’t afford you.

Lead with value and pricing confidence—don’t self-disqualify prospects.

Discounting damages trust.

Huge price drops signal you don’t even believe in your own value.

The buyer isn’t just a buyer—they’re the hero of the deal.

Make them look good to their team, board, and leadership.

De-risking isn’t optional—it’s the strategy.

Address risk upfront to keep the deal moving forward.

Selling into banks is relationship-first, not feature-first.

Understand the people, not just the product requirements.

Slow cycles require fast clarity.

Clear messaging, champion enablement, and proactive objection handling speed things up in a slow-moving market.

Email - stbishop0220@gmail.com

Website - http://www.stacybishop.com/

LinkedIn - https://www.linkedin.com/in/stacybishop

Small Fish, Big Pond –

AI without a data science team? It’s not a fantasy it’s the future.

In this week’s SaaS Fuel episode, Jeff Mains sits down with Rahul Pangam, CEO of RapidCanvas and former VP at PayPal, to explore how AI is becoming accessible to every SaaS founder no code required.

We dive deep into the enterprise AI dilemma: where to start, what ROI to expect, and how to avoid wasting budget on hype. Rahul shares how RapidCanvas is transforming messy, unstructured data into real-time insights for non-technical users, and the hard-earned startup lessons that shaped this vision.

If you're sitting on data gold but don’t know how to mine it, this episode is your blueprint for action.

00:00 - The AI dilemma: start now or risk falling behind?

01:09 - Welcome to SaaS Fuel

01:38 - What if you could build AI without writing code?

02:28 - AI is being democratized—finally

03:15 - Recap: Patricia Fripp & Andrew Seidman episodes

04:03 - Meet Rahul Pangam of RapidCanvas

05:05 - From PayPal to RapidCanvas: Rahul’s journey

10:59 - What problem does RapidCanvas solve?

16:27 - Pairing digital intelligence with domain expertise

19:18 - Why outcomes—not code—drive AI adoption

20:35 - Is AI only for big tech? How it's being democratized

23:58 - Turning PDFs into insight without tech skills

25:48 - Hard lessons from Rahul’s first startup

28:52 - From startup to PayPal: what corporate taught him

33:58 - Hiring & product mistakes that left a mark

37:39 - Scaling stage: can everyone grow with the company?

39:09 - How to build trust in skeptical buyers

44:21 - Should AI be on your roadmap? Ask this question

47:01 - Where does AI fit in your org?

50:14 - Where to find Rahul & RapidCanvas online

51:55 - Cupcakes, Series A sprinkles & future guests

“If you don’t do AI, your board asks why. If you do, you wonder where to even start.” — Rahul Pangam

“You don’t need a data science degree to use AI—you need the right platform.” — Jeff Mains

“AI isn't about writing code. It’s about delivering outcomes.” — Rahul Pangam

“Stop chasing trends. Start solving real problems with real data.” — Jeff Mains

“The most valuable startups don’t build tools—they deliver results.” — Rahul Pangam

“Data alone isn’t an asset until you can act on it.” — Jeff Mains

You don’t need a data team to implement AI.

Natural language platforms like RapidCanvas are bridging the tech gap.

Most leaders don’t lack data—they lack clarity.

Turning information into insight is where real transformation starts.

AI adoption must be outcome-driven.

Focus on business impact, not fancy features or buzzwords.

Founders must guide AI from concept to outcome.

Even no-code tools need leadership to shape direction and alignment.

Startup scars shape smart strategy.

Rahul’s lessons from Simility highlight the value of postmortem reflection and iteration.

AI implementation isn’t about automation—it’s about acceleration.

It’s not about replacing people. It’s about empowering decision-makers faster.

Email - rahul@rapidcanvas.ai

Website - http://rapidcanvas.ai/

LinkedIn - https://www.linkedin.com/in/rahulpangam/

Can you pitch your SaaS idea in a way that actually sticks?

In this power-packed episode of SaaS Fuel, legendary speech coach Patricia Fripp joins Jeff Mains to unlock the secrets of persuasive communication. Whether you're pitching investors, leading a team, or closing deals—this episode shows you how to make your message memorable, repeatable, and powerful.

You’ll learn how to use storytelling to inspire action, why most founders make fatal presentation mistakes, and how to structure your message for maximum impact.

Perfect for SaaS founders, tech execs, and anyone who wants to lead with influence.

00:00 - The #1 persuasive storytelling technique

01:08 - Welcome to SaaS Fuel

02:13 - Why slides + scripts fail

03:42 - How to craft presentations that resonate

04:42 - Guest intro: Patricia Fripp

05:06 - Why less is more in communication

07:37 - Founders must pass down the company story

10:08 - Biggest mistake founders make when speaking

12:18 - Scripts vs. frameworks: what actually works

15:12 - How to build credibility fast

18:21 - Making storytelling practical for SaaS

22:52 - Pulling stories out of leaders

27:14 - Crafting stories from lived experience

30:00 - The perfect opening: how to hook your audience

35:32 - The one story everyone remembers

40:46 - Founders: how to use narrative instead of numbers

45:39 - Metrics wrapped in meaning

49:11 - Making your story land in a pitch

53:23 - How to contact Patricia

54:10 - Bonus: Gandalf’s magic storytelling deck

“If you're selling your service, your idea, or yourself—use the words of happy customers.” — Patricia Fripp

“Don’t start with data. Start with a story that hits the heart, not just the head.” — Jeff Mains

“It’s not about writing a speech. It’s about structuring one people remember and repeat.” — Patricia Fripp

“The most powerful leadership skill in tech? Speaking with clarity, credibility, and connection.” — Jeff Mains

“Your message should be repeatable without needing slides.” — Patricia Fripp

“Tech leaders often drown in metrics—storytelling is the life raft that gets you remembered.” — Jeff Mains

Stories persuade better than stats.

Logic informs, but emotion moves people. Wrap metrics in meaning.

Less is more in tech communication.

Short sentences and pauses give your audience space to process.

Every founder needs a signature story.

It’s not optional—your story is your brand glue.

Strong openings set the tone.

Grab attention with something memorable in the first 30 seconds.

Frameworks beat word-for-word scripts.

You can stay authentic while staying structured.

The best stories are relatable.

A moment with your kid may hit harder than a $10M deal.

Email - pfripp@ix.netcom.com

Website - http://www.fripp.com/

FB - http://facebook.com/patricia.fripp.3

LinkedIn - https://www.linkedin.com/in/executivespeechcoach/

Small Fish, Big Pond –

In this episode of SaaS Fuel, Jeff Mains sits down with Andrew Seidman, former poker player and now co-founder of Digital Reach Agency. Andrew shares hard-earned lessons on B2B branding, go-to-market strategy, and how SaaS founders can scale smarter.

We cover the balance between product-led growth and ABM, the dangers of relying only on bottom-of-funnel tactics, and why your brand must make people feel—not just function.

Whether you're stuck in lead generation purgatory or wondering why your messaging isn’t landing, this episode is your guide to aligning brand, demand, and revenue.

00:00 - Do you even know your audience?

01:08 - Welcome to SaaS Fuel

02:06 - Why brand is more than a logo

03:41 - Guest intro: Andrew Seidman

05:00 - From poker tables to pipeline growth

10:10 - Most common GTM mistakes for $3–$20M SaaS

13:25 - Why bottom-of-funnel dries up

15:33 - Make your customer the hero

18:55 - Balancing PLG and ABM

23:08 - Before you run ads, ask this

27:20 - The Captain's Keys: Leadership book plug

28:21 - Brand vs. product messaging

35:27 - The logo test: can your brand be swapped?

36:41 - Liquid Death vs. generic bottles

40:16 - How much content is enough?

43:46 - Where to invest in the next 90 days

47:41 - Fixing GTM without hiring a CRO

50:59 - Where to find Andrew

“Are you trying to run ABM at Joe’s Crab Shack or PLG at IBM? That’s a fatal mismatch.” — Andrew Seidman

“Brand is emotional leverage. It’s not your logo—it’s how people feel after encountering you.” — Andrew Seidman

“Your best growth engine might be your current customers. Don’t overlook advocacy.” — Jeff Mains

“If your brand materials work with a competitor’s logo, you’ve got a commodity, not a brand.” — Jeff Mains

“Stop chasing leads if you’re not ready to nurture them. Otherwise, you're lighting lemonade on fire.” — Andrew Seidman

“Great growth strategy isn’t just PLG or ABM—it’s how you blend them and fuel with content.” — Andrew Seidman

Define your audience before running anything.

Without clarity, your GTM efforts are just expensive guesswork.

Brand is emotional leverage.

It’s not just your logo—it’s how people feel after encountering your company.

Bottom-funnel-only = short-term growth.

You must build pipeline long before buyers are “ready.”

PLG + ABM > Either Alone.

Hybrid models give you better reach and retention when done right.

Customer advocacy is a growth engine.

Your best marketing may already be using your product—elevate their stories.

If your brand can be swapped with a competitor’s, you don’t have a brand.

Own your identity. Generic is invisible.

Email - andrew@digitalreachagency.com

Website -http://digitalreachagency.com/

Linkedin - https://www.linkedin.com/in/andrew-seidman/

Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

Champion Leadership Group –

In this episode of SaaS Fuel, Jeff Mains sits down with Natalia Zacharin, founder of Zacharin & Co Consulting, to talk about financial clarity, fractional CFO strategies, and turning financial chaos into sustainable growth.

They unpack why most SaaS companies operate blind when it comes to money, the dangers of growing too fast, and how founders can stop guessing and start scaling—with confidence.

Natalia also shares how one founder survived a major revenue drop without debt, and the psychology behind smart financial decisions that separate profitable businesses from struggling ones.

00:00 – The payroll-to-revenue sweet spot for SaaS (30% rule)

01:06 – Welcome to SaaS Fuel with Jeff Mains

02:00 – Why financial clarity is a superpower

03:48 – Meet guest: Natalia Zachary, founder of Zachary & Co

05:37 – From accounting to strategic CFO: Natalia’s journey

06:38 – Why founders must own their numbers

08:22 – What a fractional CFO actually does

10:54 – Why growth can lead to running out of cash

12:05 – Hiring mistakes and scaling with intention

18:10 – Forecasting tips for SaaS founders

21:57 – Most important SaaS metrics to watch

24:45 – The difference between profit and cash in the bank

27:12 – Avoiding the CAC-to-cash gap

30:33 – Why profit matters again (finally)

35:07 – Turning a low-margin SaaS into a sellable asset

39:11 – Tools to simplify financial tracking

41:23 – How masterminds improve founder financial IQ

43:15 – The future of AI in finance

46:42 – Mindset shift: clarity > avoidance

“Fast growth can kill your business if you don’t manage cash.” — Natalia Zacharin

“Financials aren’t just numbers—they’re the story of your business.” — Jeff Mains

“You don’t need a huge finance team. You need a smart one.” — Natalia Zacharin

“If you don't know your runway, you're already flying blind.” — Jeff Mains

“A mind once stretched by new numbers never returns to old assumptions.” — Natalia Zacharin

“Revenue is vanity. Profit is sanity. Cash is reality.” — Jeff Mains

1. Keep Payroll at 30% of Revenue – It gives breathing room for taxes, reinvestment, and founder salary.
2. Fractional CFOs Are Game-Changers – They offer high-level insights without the full-time cost.
3. You Can Grow Yourself to Death – Fast growth without cash control leads to disaster.
4. Forecasting Beats Guessing – A basic forecast can prevent gut-based, costly decisions.
5. Profit ≠ Cash – Just because you're profitable on paper doesn't mean you have money in the bank.
6. SaaS Valuation Starts with Financial Clarity – A sellable business has healthy margins, clean books, and intentional growth.

Email - natalia@zacharinconsulting.com

Website - http://www.zacharinconsulting.com

Facebook - https://www.facebook.com/natalia.alekseyevna/

Linkedin - https://www.linkedin.com/in/growyourbottomline

Small Fish, Big Pond –

In this episode of SaaS Fuel, Jeff Mains is joined by cybersecurity expert and SafeStack CEO Laura Bell Main to reframe how SaaS founders think about security. It’s not just compliance or a checklist—it’s a cultural foundation for growth. Laura shares how security, when embedded early, accelerates deals, reduces friction in enterprise sales, and strengthens trust with customers before it's ever questioned.

You’ll learn how to shift developer mindsets, build security into your engineering culture, and avoid the costly mistake of treating security as someone else's job.

Whether you’re a bootstrapped founder or VC-backed startup, this is the episode that helps futureproof your SaaS—without killing your velocity.

00:00 – Intro: Hiring challenges in a capital-efficient SaaS world

01:47 – Why security isn’t a feature—it’s the foundation

02:16 – Creating a dev culture where security is second nature

04:00 – Guest intro: Laura Bell Main of SafeStack

05:04 – Laura’s cybersecurity journey and founding SafeStack

08:01 – Security as culture, not compliance

10:50 – Scaling to 84 countries with no ad spend

13:03 – From side project to global venture

14:52 – Early founder mistakes and big lessons

17:06 – Culture of learning: “What I Learned Today”

18:46 – Scaling support for SaaS founders

20:00 – Filtering the noise and trusting your next step

22:35 – Cross-cultural founder lessons

25:17 – Internal culture: Balancing trust, safety, and innovation

29:13 – Designing security education that actually works

33:15 – Getting entire engineering teams involved

36:10 – The risk of delaying security in SaaS

38:28 – Accelerating enterprise sales with security

“Security isn’t a task—it’s a culture.” — Laura Bell Main

“Most SaaS founders wait until it’s too late to think about security.” — Jeff Mains

“Embedding security early isn’t a slowdown—it’s an accelerant.” — Laura Bell Main

“The cost of a bad hire is nothing compared to the cost of a poor culture.” — Jeff Mains

“If 150 developers is your threshold for hiring a security person, you’ve waited too long.” — Laura Bell Main

“Scaling a SaaS company requires fewer hacks and more habits.” — Jeff Mains

Security Is a Culture, Not a Checkbox

Making security part of your team's DNA creates long-term growth, not short-term friction.

Hire Based on Pain, Not Hope

Scaling prematurely can be just as dangerous as hiring too late.

Start Security Early—Not After the First Enterprise Deal

Founders who embed security from the start build trust faster and shorten the sales cycle.

Teach Security as Behavior, Not Just Theory

SafeStack succeeds by focusing on culture change, not technical checklists.

Global Growth Without Ads Is Possible

If your mission is clear and execution solid, early adopters will spread the word.

Your Culture Is the Greatest Risk or Asset

Create an environment where learning is daily, mistakes are shared, and trust is built top-down

Email - laura@safestack.io

Website - https://safestack.io/

Linkedin - https://www.linkedin.com/in/laurabellmain/

What if you could double your conversions just by asking smarter questions?

This week on SaaS Fuel, Jeff Mains sits down with Chris Dayley, founder of Smart CRO and neuro-marketing expert, to dig deep into how psychology-based testing drives better conversions. Chris shares why most A/B tests fail, the real reason copycat tactics don’t work, and how you can optimize for outcomes—not just aesthetics.

You’ll learn how to run smarter experiments, structure content for maximum impact, and why removing content can outperform adding more. Whether you’re early-stage or scaling fast, this episode is packed with practical insights that will help you convert more, guess less, and scale smarter.

00:00 – Early-stage testing: Why slow tests are still valuable

02:03 – Why CRO is NOT about copy-paste tactics

02:32 – Aim for 10%+ test impact, not 1% tweaks

03:03 – AI in CRO: Use it, but don’t rely on it

04:10 – Meet Chris Dayley: Neuro-marketer & CRO expert

05:01 – What is neuro-marketing?

08:43 – The #1 CRO mistake: Building from assumptions

10:52 – Gut vs data: Why founders miss the mark

14:03 – Copycat optimization is a losing game

17:00 – B2B vs B2C behavioral differences

21:14 – Testing with low traffic? Here’s what to do

24:45 – Content hierarchy and CRO: What to keep, what to kill

30:55 – What makes a good test? Hint: not button colors

36:03 – CRO templates, myths, and shortcuts to avoid

44:45 – AI personalization, chatbots, and evolving expectations

51:07 – Why 1% gains don’t mean much for small companies

53:04 – Remove friction. Make conversion easier.

“If you only test fast, you’re testing wrong. Great data takes time.” — Chris Dayley

“The best CRO isn’t about flashy buttons. It’s about how people think.” — Chris Dayley

“You’re not Amazon. Stop copying their CRO strategy.” — Jeff Mains

“Conversion starts with one question: What do they really want right now?” — Chris Dayley

“A pretty site doesn’t pay the bills. One that converts does.” — Jeff Mains

“Your gut is not a marketing strategy. Data is.” — Chris Dayley

1. Don’t rush testing—data over speed. Even if your traffic is low, long-running A/B tests are better than guesswork.
2. Copying competitors is a trap. Their site may be under test, built on assumptions, or not even working for them.
3. Design doesn’t convert—psychology does. CRO should be rooted in how people think, not how sites look.
4. Small businesses shouldn’t chase 1% lifts. Focus on big wins (10%+) that actually move the needle.
5. Remove content to boost performance. Simpler, faster sites often outperform flashy designs.
6. Content hierarchy matters. Prioritize what users care about most—and test your assumptions ruthlessly.

Email - chris@smart-cro.com

Website - http://www.smart-cro.com/

LinkedIn - https://www.linkedin.com/in/chrisdayley/

Small Fish, Big Pond –

What does it take to build a new tech category before the market is ready?

In this episode of SaaS Fuel, host Jeff Mains dives deep with Danny Tomsett, founder and CEO of UneeQ, the global leader in emotionally intelligent AI-powered digital humans. From early breakthroughs to hard pivots, Danny shares how his team navigated the rollercoaster of creating frontier tech, scaling sustainably, and keeping vision and culture alive through it all.

You'll hear the behind-the-scenes story of Nadia, a digital human project with IBM and the Australian Government, the challenge of market timing, and the power of narrowing focus for growth. If you’re building ahead of the curve, this is your playbook.

00:00 – The evolution of UneeQ’s business model

02:01 – Building a new tech category with AI-powered digital humans

06:27 – From digital games to emotionally intelligent avatars

10:39 – How digital humans transform customer experience

12:54 – Realism vs. relatability in AI avatars

16:07 – Building trust with humanized tech

16:31 – The hardest part of creating a new category

21:49 – Biggest lessons learned on the journey

23:46 – Keeping teams aligned through rapid innovation

27:04 – SaaS founders: Scale faster with Champion Leadership

28:14 – AI's real impact on jobs and customer service

31:31 – Emotional intelligence and sales simulations

34:28 – Outcome-based training with digital humans

35:22 – Growing pains and moments that almost broke the company

40:44 – Bootstrapping vs. raising capital in frontier tech

45:32 – Advice for building ahead of the market

48:00 – Product-market timing and finding the real problem

53:40 – What’s next in AI-human interaction?

“We weren’t just ahead of the curve—we were ahead of the market. That hurts.” — Danny Tomsett

“Emotionally intelligent digital humans aren’t the future. They’re already here—and they work.” — Danny Tomsett

“If the market doesn’t get it yet, your job isn’t just to build—it’s to educate.” — Jeff Mains

“Culture is your most scalable codebase.” — Danny Tomsett

“The problem you’re solving might not be the one they care about yet.” — Danny Tomsett

“Digital humans flip training from time-based to outcome-based. That’s real impact.” — Jeff Mains

1. Build for what’s real, not just what’s cool. Danny shares how hype distracted from traction and how focus created results.
2. You can't time the market perfectly—but you can pivot. The original platform model gave way to niche training simulations with real adoption.
3. Culture and systems scale better than code. When the team nearly burned out, Danny rebuilt the business on clarity and operational alignment.
4. Emotion matters in tech. Especially in sales training and customer experience—digital humans that feel human drive engagement.
5. Don't fall in love with the wrong problem. Sam Altman’s advice: go deeper to find the root need your product must solve.
6. Being early is painful—but survivable. Category creation requires stamina, education, and constant storytelling to shape the market.

Email - dannyt@uneeq.com

Website - http://www.uneeq.com/

Small Fish, Big Pond –