This interview podcast features Jason Lemkin interviewing Marchelle Mooney, VP of Sales at Mangomint, a SaaS company serving spas and salons. The discussion centers on 10 key learnings in scaling vertical SaaS, focusing on Mangomint's unique approach. Mooney emphasizes the importance of hiring for vertical industry experience over pure SaaS experience, highlighting that their top-performing AEs lacked prior SaaS experience but possessed deep industry knowledge. She advocates for free onboarding, ditching long-term contracts, and becoming the sole solution for a specific niche within the vertical market. The interview concludes with a discussion on the importance of exceptional support and the decision to eliminate a dedicated customer success department in favor of a highly responsive support team integrated directly into the product.
