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SaaS Backwards Episode 63: Tyranny of the KPIs and how to fight back - with Matt Trifiro, CEO of

Welcome to episode sixty-three of the SaaS Backwards podcast, where we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that's working, and lessons learned from things that didn't work as planned. 

You can listen to the full episode directly below via Spotify, or visit SaaS Backwards on Buzzsprout or wherever you listen to podcasts.



In this episode, Matt Trifiro, CEO of, joins host Ken Lempit to discuss the insidious tyranny of artificial Key Performance Indicators (KPIs) and how to fight back against their oppressive hold on SaaS marketing.

Long gone are the days when early adopters of advertising platforms could easily dominate their market niche, as the law of diminishing returns has caught up with all forms of marketing, leaving SaaS marketers struggling to find innovative ways to attract and retain customers.

But with CFOs and CEOs demanding increased results on yesterday’s KPIs, how can SaaS marketers break free from the shackles of convention and embrace experimentation and agility?

Find out in this enlightening conversation, where Trifiro and Lempit explore topics such as:

  • Establishing a culture that’s tolerant of experimentation and agility by constantly testing and iterating.
  • How investing in customer retention is the real determination of lifetime value.
  • Why you should always be asking, “what could I be doing with that money?” Is there a better way to spend it than on 10 BDRs or $100K tools?

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

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