In the fast-paced world of SaaS, adaptation and growth are constants. In the School of Pre-sales podcast, presented by Rainer, we recently addressed the pivotal topic of adjusting 2024 targets due to a phenomenal 100% year-over-year growth in 2023. Here we provide a comprehensive summary, highlighting key areas of focus for SaaS organizations aiming to double their targets and thrive in 2024. Effective Presales is one way, as I wrote already here Double your sales with efficient presales, but there is more to it.

Read the summary here or listen in to episode 6 directly.

1. Hiring Strategies for Scalability

Rainer’s Perspective on Growing Teams

Scaling a team is a multifaceted challenge, particularly in the startup environment. The podcast discusses the intricacies of hiring new talent, stressing the importance of cultural fit and expertise. The episode explores Rainer’s insights on navigating challenges related to international hiring, labor laws, and the time-consuming nature of recruitment. This is followed by the onboarding challenge – how to ramp up the new hires fast without taking too much time out of the already full diary of the other sales engineers.

2. Onboarding and Documentation Challenges

From Onboarding to Documentation: A Seamless Process?

The journey from hiring to onboarding presents challenges, particularly in smaller organizations where documentation might be lacking. Rainer proposes a unique solution: assigning the task of documentation to new hires. This section explores the benefits of such an approach, including knowledge transfer, onboarding efficiency, and the creation of a valuable repository for future scaling. Because you probably have to do it again next year.

3. Stabelizing Demo Systems

Building a Reliable Foundation

A central theme in the podcast is the significance of a reliable demo system. Rainer shares his experiences in designing a demo system that aligns with the company’s values and ensures a flawless presentation of the product. The episode expands on Rainer’s recommendations, urging organizations to address growing pains related to demo system scalability, reliability, and the critical role it plays in shaping the customer’s perception.

4. Mastering the Proof of Concept (POC) Process

Efficient Scoping and Management

Rainer’s insights extend to the critical POC process. The podcast delves into the challenges associated with scoping and managing POCs, emphasizing the need for streamlined documentation. Rainer introduces practical tools, such as Google Forms, for effective scoping calls. He underlines the significance of a well-managed POC process in building trust with clients and closing deals efficiently.

5. The Path to Scalability: Workshops and Community Support

Investing in Organizational Excellence

As the podcast concludes, Rainer introduces the School of Pre-sales workshops as a strategic investment for organizations aiming to navigate the complexities of SaaS growth. He explores the benefits of these workshops, which include a one-year membership in the School of Presales community. This ongoing support ensures that organizations can adapt and refine their strategies to meet the challenges of 2024 and beyond.


Navigating the SaaS landscape in 2024 demands a holistic approach. Rainer’s insights from the School of Presales podcast provide a roadmap for organizations looking to double their targets. By focusing on hiring strategies, optimizing demo systems, addressing onboarding challenges, mastering the POC process, and investing in workshops, startup SaaS companies can embrace growth with confidence and resilience.

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Growth Challenges in 2024: Doubling Targets and Beyond

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