Your company's Ideal Customer Profile: it may sound really basic, but it's oh so important. In fact, it often comes up as a red thread of why Oxx as a Series A or B investor doesn't invest in a company, even when the pitch deck and growth metrics look great. The bad news? You can't hack your way to a solution. The good news? You can accelerate the process. And in 2024, it's worth it: AI has changed the demand generation playbook. In this masterclass, Ingrid will take you through a three step process where you use customer insights, internal data and external tools to nail your ICP and ultimately succeed on your scaling journey.

If your current billing system is hindering your business growth, you’re not alone. In a recent survey of 2,000+ global business leaders, 38% told us they’ve lost deals due to inflexible billing systems and 69% plan to reevaluate their billing software when expanding globally.Join Stripe Billing product expert Daniel Voss to hear about the top billing challenges companies currently face. Join us to learn:• How to use creative pricing models to win more deals and meet customer preferences• How to reduce involuntary churn with a unified system for billing and payments• How to easily expand into new markets by reducing billing complexity.

We will focus on concrete case studies from our clients to show interested attendees how to increase value with debt - and how not to do it. We also want to offer a simple framework to perform a credit-fit self-assessment.

Description to be announced.

We all have looked at disappointing sign-up forms wondering why we do it and wonder if we should ever do it again. Webinars however are still the most cost-effective solution to reach a wide audience and position yourself as thought leader. During this round-table  we will give you practical advice on how to improve your webinar game that focuses on getting more sign-ups and converting those sign-ups into qualified leads for sales.

In diesem Roundtable zeigen Alexander und Anna von iDWELL - eine digitale SaaS-Plattform für die Immobilienverwaltung - wie man durch ein systematisches Managed Onboarding und gezieltes Change Management eine Churn-Rate von unter 2,5% per annum Jahr erreichen kann. 95% der Arbeit übernehmen Sie beim Onboarding-Prozess für Ihre Kunden und maximieren gleichzeitig die Zufriedenheit der Nutzer. Zudem fördern Sie Lock-In-Effekte durch eine kontinuierliche Weiterentwicklung Ihrer Plattform, was zu einer Verdopplung des Umsatzes eines durchschnittlichen Kunden innerhalb der ersten 3 Jahre führt. Erfahren Sie, wie diese Ansätze auch in Ihrem Unternehmen angewendet werden können, um langfristige Kundenbindungen aufzubauen und nachhaltiges Wachstum zu fördern.

In these unpredictable times, there is one factor that is still a constant on its impact on the success of every business. That is the quality of leadership inside the organisation. The only way to lead when control is no longer possible, is through the power of your relationships. You can deal with the unknown only if you have a high degree of trust and respect with those around you. In this session you’ll get both theoretical and practical advise to enhance the quality of your leadership skills.

Learn how Apaleo, the leading hospitality platform, brought next level convenience to end customers through embedded payments and how solving this challenge opened a multi-million revenue opportunity.

As companies grow, so do their challenges. Scaling product teams without losing agility and innovation requires building resilience at every level. This session will explore how to create and scale product teams that are robust, adaptable, and prepared for the challenges of hyper-growth. Learn key strategies for fostering a resilient team culture, implementing processes that support scalability, and managing change effectively. We'll cover best practices for team structure, communication, and leadership that empower product teams to sustain high performance, navigate growing pains, and drive continuous innovation.

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For leaders scaling their B2B SaaS through ICP expansion, especially moving upmarket to enterprise clients. We’ll discuss strategies for navigating the shift from mid-market to enterprise, the role of cross-functional teams in this journey, and how to effectively engage with customers during this transition. Walk away with practical solutions to manage growth without compromising product quality.

Description to be announced.

• How we got the flywheel rolling with free trial, SEO and paid marketing.

• How we have refined our ICP and our value proposition over the years.

• How we use data and customer interviews to continuously improve on-boarding and drive conversion rates.

Diversity goes beyond a trend; it's essential for driving innovation and ensuring long-term success. Join us to discuss actionable strategies for fostering diversity in engineering and product teams, with a focus on not only recruitment and retention but also on how diversity contributes to building high-performing teams and creating an inclusive culture.

As GenAI drives down the cost of software production, how are B2B SaaS companies going to build long-term differentiation? In this session, the Managing Director of Product and Technology at PSG Equity is going to talk about how GenAI is going to transform how companies differentiate, the challenges, the opportunities, and what you should be doing.

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Description to be announced.

In this session, we share learnings & best practices from 50+ data projects focusing on achieving profitable growth for start-ups & scale-ups. Diving deeper, Bijan from Gemma Analytics and Jannik from Smoobu show how they set up and improved data & analytics at Smoobu to drive business value, growing to 8-digit ARR while achieving profitability and a Rule of 40 over multiple years.

How can we incorporate these without violating data protection regulations? What are the EU AI act implications for software companies that are incorporating foundational AI systems ("upstream models") into their products?

Navigate the complexities of tax and accounting in the SaaS industry with a focus on essential VAT regulations, accounting practices, and the tools that streamline financial management. This session provides actionable insights to ensure compliance and optimize your financial operations, allowing you to focus on developing and growing your business.

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Hiring your first sales leader is a critical task as it will impact the trajectory of your company for the years to come. Many talk about what the leader needs to bring to the table, but you as Founder also need to understand what you need to bring to the table.

Machiel has led the European sales team at a SaaS company that grew from $6M to $250M in ARR and successfully IPO'd. He now runs Germany's #1 SaaS recruitment agency and helps 100s of SaaS companies with hiring both commercial and technical talent. He has compiled the 9 most common and easily avoidable mistakes SaaS startups and scale ups make to help you prevent making them as well.

• For the CEOs, CPOs and CROs of B2B Tech Start-ups and Scale-ups it’s easy to win visionary customers – yet it requires strategy, focus, empathy, and grit to win over the pragmatic early majority and enter the mainstream market.

• We openly discuss real world cases and challenges. Assessment of exciting opportunities vs repetitive business to provide guidelines in the organization

• The outcome of this session is to gain experience on the key topic of defining the target market(s) and achieving true product market fit within those

Gen AI is unlocking the potential of ‘AI as a coworker.’ In this talk, Dom will share his experiences with agentic systems in production, highlighting both the roadblocks and the current challenges faced.

We all agree: Traditional GTM playbooks do need to be rewritten for the profitable efficient growth (PEG) era – and so do paid social playbooks that need to generate inbound demand and pipeline. Tim Rath founded YOYABA and together with his team of 50 stellar marketers has seen 100+ B2B SaaS accounts and is the largest advertiser on LinkedIn in DACH. From all that data, insights and experience, Tim will share how a modern paid social for inbound demand should look like in 2024. Tim is known to provide tactical hands-on advice so you can walk away with clear actions steps to implement in your campaigns the next day.

During this session we will share lessons learned from the David against Goliath story of Yousign vs Docusign. We will explain how we used continous GTM adaption and refinement to add 20+ M€ ARR in 3 years. We will cover concrete topics such as:

• Setting up a self-serve PLG motion to address untapped low ACV segments

• Leveraging indirect distribution and OEM integrations to accelerate the growth

• Switching from a geo based to a use case based international expansion strategy

Vicious competition and saturated marketing channels make it harder than ever for a startup to stand out and win business. In this session, positioning expert April Dunford will share the secrets of strategic positioning used by the world's fastest-growing companies. She will outline a simple step-by-step methodology for making your differentiation obvious to buyers and how to ensure your marketing and sales teams adopt that story.

Description to be announced.

Winning new customers is tough, but just the start - preventing customer retention and growing your NDR ensures your company´s future. In this roundtable let us share new perspectives on sales approaches that seamlessly lead to customer expansion, focusing on long-term relationships rather than short-term gains. Julia has won and expanded clients to multi-million ARR – as an MD of a technology services company. Today as CMO/Growth for aimpower, she needed to adapt her strategies to the paradigms of the SaaS industry and will kickstart the discussion with some of her learnings.

Venture Capital, Venture Debt, Term Loans, RBF, Revenue Share, Factoring... all have different pros and cons and use cases. There are so many different kinds of capital out there, you need to make sure you pick the right one for your company, your situation, and your goals. Let's talk about all of them and figure out which one is the best fit for you.

Having worked with >200 SaaS players in the DACH region, we are discussing challenges and best practices in how to recruit and ramp-up sales talent effectively.

Join Patrick's Cold Calling Mastermind Session to build your own cold calling script to sell successfully from SMB to Enterprise. In detail you can expect:

- Introduction to cold calling and other outreach channels

- How do my first 60 seconds typically sound?

- Workshop: Create your line for the first 60 seconds

- Feedback on 2-3 example- Wrap-up

In this practice-oriented session, you will learn how AI can make your life easier in sales and marketing. You will learn about clever AI hacks that you can use to make your processes more efficient and therefore sell better. You will receive practical instructions and examples that you can implement immediately.

Perception is Reality. How your audience perceives your brand determines how they interact with it. The good news is: perceptions can be shaped. Good branding shapes customer reality and has a huge impact on buying behavior.This session will shed light on the strengths and weaknesses of brand identities in the B2B SaaS space and show you practical ways to take your brand experience to the next level.

Discover essential steps to strategically plan for 2025 and craft marketing strategies that drive towards your revenue goals. In this session we’ll dive into effective approaches for developing a strong marketing strategy, planning your marketing budget, and building a powerful team to navigate the year ahead. You’ll also learn about proven tactics to amplify your marketing efforts: from enhancing brand awareness to optimizing event impact and building a solid pipeline. Ideal for leaders (inside and outside of marketing) aiming to stay ahead in the dynamic landscape of enterprise SaaS.

In this session you will discuss the pitfalls and best practices to set up an effective outbound sales strategy to fuel your revenue. By learning what to consider in the setup from strategy to tools, what the ideal outbound sales org looks like on the path to €1m ARR and then €10 million ARR, respectively and what the key qualities, skills, and experiences to look for, when hiring outbound sales professionals for your company.

Iskender has developed the Triple-P Framework for Fundraising Performance: Psychology, Pitching, Process. He is teaching it in his FundraisingCOUP program that has helped founders like Malte Kosub (Parloa) to raise >20m € (and then another $66m). In this workshop, Iskender will provide tech founders with actionable fundraising hacks, enabling them to create healthy FOMO and turn into investor magnets.

The purpose of every business is to offer products that customers want to buy. But there is no such thing as “the customer”, we are dealing with millions of individuals with individual preferences. This session is a step-by-step guide on how to think about and navigate the customer landscape to make better decisions on: Which products to offer, how to price them and how to promote them. Why? Because that's where the money is.

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You need to scale sales efficiently these days. The times of free money are over. The next funding round might never come. OK, but how do you actually scale sales without an army of expensive tools and reps. This session will equip you with battle-proven tactics, insights & "sales hacks" you can implement immediately at EUR 0 investment without trial & error to drastically increase your sales efficiency.

With my co-founder leaving optilyz for private reasons and me not having a clue about sales, we went on a journey to replace him with external leadership. We failed THREE times… I will share my journey, what the company and I have learned along the way and how I have grown into the sales role to now lead the sales team myself.

Please join, if you are a CTO/CPO of a B2B product company with up to a thousand employees, and would like to discuss about:

- Different principles and roles for different stages of the company

- Leadership and mentoring model that supports the constant changes

- Data enabled decisions and operations

Description to be announced.

Join Louis Copper, a visionary leader at Point Nine, for an exclusive masterclass that delves into the transformative world of Vertical Software 2.0. In this masterclass, you will learn the secrets behind Point Nine’s success with vertical SaaS, explore how AI and machine learning are unlocking unprecedented product capabilities and gain strategies to expand your vertical software’s TAM and leverage fintech, logistics, and advertising models.

Klaus lays out the severe ups and downs in founding teams he’s seen in his career as founder, the challenges they overcame, what methods helped and showcases best practices to still stay positive when sh*t hits the fan.

Pitch Roasting Becomes Sales Acceleration (with a Focus on Discovery). For anyone who wants to take their sales performance to the next level, our new Sales Acceleration Session is just the thing. In an interactive 30 minutes you will dive deep into your current sales and discovery process together with Björn W. Schäfer. Discover how you can immediately leverage efficiency potential through improved discovery BEFORE the pitch or BEFORE the demo. Find out how you can then optimize your pitch or demo and thereby significantly increase the probability of closing and significantly shorten the sales cycle. Be there and find direct starting points for your sales acceleration.

Share the status quo with Björn before your session:

1. Sales Process BEFORE the pitch or BEFORE the demo
   
2. Discovery framework currently used, e.g. SPICED or MEDDICC
3. Current sales velocity with values ​​for win rate, ACV and sales cycle

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Your demos don't generate any buzz and end up in closed lost status?
You probably loaded your feature function shotgun again instead of being relevant.

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What could be the reason for this?

• You fucked up your Discovery
• You are talking to the wrong people
• You show too many views in your software
• You don't provide context
• You talk about features instead of added value
• You don't keep your audience engaged etc.

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Get feedback from people who know how to do it. Who have done it a thousand times. Who have a track record to show for it.
Unpack your demo and let Jan and Tim "roast" you, with appreciation and sensitivity.

Procedure:

• You bring your software demo (preferably with additional slides), which you have given or want to give to a customer, to Berlin 
• Your "Roasting" session will last 30 minutes
• You have 7 - 10 minutes for your demo pitch – most of it should be your software demo
• The rest of the time is used for intensive feedback that can be implemented directly

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Only the very best companies are still able to grow like they did in 2020/2021. It's more important than ever for an AE to have control of their deals and for a manager to understand overall pipeline health. This is only possible with multithreading - something that most of us already organically do. But are you doing enough of it? Let's find out!

Louise´s Masterclass will focus on the strategic use of Public Relations (PR) to build trust, highlighting the expertise of internal team members, and sharing insights, with the goal of supporting a sustainable business scaling. It focuses on the role of PR in storytelling and relationship-building, beyond mere sales, to create a deep connection with the organisation's target audience. By leveraging internal experts and engaging in a broader conversation in society through earned media, businesses can enhance their credibility and position themselves as thought leaders in a very cost efficient way.

Ari Albertini zeit in seiner Masterclass auf, wie Ihr durch radikale Offenheit Unruhe und Defokussierung in Sales Teams eliminiert und so klügere Entscheidungen und explosives Unternehmenswachstum fördert.

Crafting your startup's future starts with creating narratives of things that aren't there yet in the real world. The masterclass takes a deep dive into the world of positioning and storytelling and explains how to analyze, create, and elevate key strategic narratives for a startup.