Scale Your SaaS

220: How to Differentiate Through Process - with Casey Hill

July 12, 2022 Matt Wolach
Scale Your SaaS
220: How to Differentiate Through Process - with Casey Hill
Show Notes

Automation is great, but are some people taking it too far? What happened to a personal approach (that buyer’s love)? The rise of automation software made it easy for companies to reach a large percentage of their market quickly. However, it cannot guarantee customer satisfaction and experience.

In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Bonjoro’s Head of Growth, Casey Hill, talk about how little tweaks on your process can make a huge impact. Personalization is essential in improving relationships, whether about the market or business partnerships. Hill shared how it helped him scale so businesses, especially startups, can integrate it into their process and help them grow. 

SaaS-Story in the Making

Episode: Episode No. 220, “How to Differentiate Through Process”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Casey Hill, Head of Growth at Bonjoro


  • Capture Prospects’ Attention Through Videos
  • Cultivate Partnerships
  • Stand Out In The Market 


  • The Experience Economy 


Casey Hill

[09:46] “So many times people are so used to automation and mass-producing stuff that if you can put little personalization elements in there, I can see that being a huge value.”

[11:59] “So I think in this world where everyone is so flooded, you know, I ignore 99% of the things that hit my inbox and my LinkedIn because every day I am pitch to death… but if you can create an experience around your product, where someone remembers it, and they want to share it, and they want to talk to people I think is a very, very powerful differentiation.”

Matt Wolach

[15:43] “One of my big mantras with my clients is to always talk about being a helper person, not a salesperson. And if you can be that guide, that advisor and somebody who’s kind of like we talked about creating an experience for somebody that they know, they’re going to be taken care of by a trusted individual. I mean, that’s so powerful.”

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