Orbital

The Vertical SaaS GTM Playbook

Business EN ↓ 4 episodes

The Vertical SaaS GTM Playbook is a podcast by Orbital that helps founders, GTM leaders, and investors learn exactly how the best vertical SaaS companies win their markets. Each episode unpacks proven playbooks - from how to acquire the first 100 customers to how to scale outbound, build distribution channels, and expand into new verticals. The goal is to give operators the insights and tactics they can immediately apply to accelerate revenue growth in their own vertical. https://www.withorbital.com/vertical-saas-playbook

Author

Orbital

Episodes

From 4 to 500 Reps: Building a High-Velocity Machine - Butch Hodson 03.11.2025 44:44

In this episode of the Vertical SaaS GTM Playbook , Orbital’s Riley Soward sits down with Butch Hodson, VP of Sales at Sellfire and author of Sales Lab Scripting , to unpack the real playbook for hiring, onboarding, and coaching high-velocity sales teams. Butch has personally hired and trained over 400 sales reps and more than 10,000 sellers throughout his career — scaling teams from scrappy start...

ServiceTitan’s Add-On Strategy That Went 0 to $100 million ARR in 5 years - Ershad Jamil 03.11.2025 44:15

Going multi-product is the fastest way for vertical SaaS companies to grow ACV and retention, if done correctly. In this episode, Ershad Jamil (former CGO @ ServiceTitan) breaks down how his team evolved from a single platform to a portfolio of revenue drivers, including embedded payments, marketing automation, product catalog, and an early AI receptionist - scaling add-ons from $0 to $100M+ ARR i...

New Vertical Strategy That Took Podium from $1 Million to Hundreds of Millions ARR - Than Hancock 03.11.2025 41:27

In this episode of the Vertical SaaS GTM Playbook , Than Hancock, CRO at Podium, breaks down the go-to-market strategy that helped the company grow from $1 million to over $200 million in ARR. Than joined Podium when it was still defining its first verticals and helped build the framework the company used to enter new markets with precision. He and Riley discuss how to spot when a vertical is tapp...

The 5 Biggest Pitfalls in Vertical SaaS GTM (and How to Avoid Them) - Ryan Heaphy 03.11.2025 51:35

In this kickoff episode of The Vertical SaaS GTM Playbook , Riley Soward sits down with Ryan Heaphy to uncover the Top 5 go-to-market mistakes founders make when scaling vertical SaaS. They dive into why many early hires fail, how “free pilots” sabotage momentum, the nuances of SDR deployment, and how to approach enterprise deals without blowing your growth plan. Whether you're pre-product-market...