How to Scale a B2B Startup: Lessons From 500 CEO Interviews

What if scaling your B2B SaaS business could be as simple as asking, “Who, not how?” In this episode of Predictable B2B Success, host Vinay Koshy speaks with Mike Malloy, founder of Malloy Industries, whose knack for executive matchmaking and battle-tested leadership has helped companies leap from $2M to $20M+ in revenue.

Hear how a pandemic, a move to the beach, and life-changing moments sparked Mike Malloy’s mission to build a business fueled by core values like generosity and trustworthy leadership. Discover the frameworks, scorecards, and insights that reveal why “what got you here won’t get you there,” and learn how fractional executives can help founders multiply their impact without burning out.

Ever wondered what holds SaaS companies back from scaling, or why founders get stuck in “if I want it done right, I’ll do it myself” thinking? This episode is packed with practical tips, stories including the business lessons behind an infamous bankruptcy, and actionable strategies for founders ready to level up. Plus, you’ll find out what Hawaiian shirts and dad jokes have to do with building a remarkable brand.

Curious? Dive in to uncover the future of scalable leadership and why fractional expertise may be the game-changer your business needs.

Some topics we explore in this episode include:

• How Malloy Industries was founded and Mike Malloy’s career journey.
• Core values in business and ways to operationalize them.
• Pattern recognition in executive matchmaking for SaaS growth.
• Building scalable sales systems and the importance of delegation.
• Customer acquisition cost and cash flow management tips for SaaS founders.
• Cultural alignment vs. skillset when hiring fractional executives.
• Sales scalability scorecard and diagnosing sales process gaps.
• Transitioning from founder-led sales to fractional leadership and avoiding revenue dips.
• Time management and delegation for CEOs using frameworks like “who, not how.”
• Referral-based networking and educational marketing for fractional executive services.
• And much, much more...