Breakthrough SaaS Growth with The Jasons

In this episode, Jason Noble and Jason Whitehead are joined by Josh Schachter, SVP of AI Strategy & Market Development at Gainsight and host of the Unchurned podcast, to explore what is really putting SaaS retention under pressure. They discuss whether AI is increasing churn risk or simply exposing weak value, why build versus buy is becoming a bigger issue, and how tighter financial scrutiny is changing renewal conversations. They also look at what Customer Success must do differently if it wants to protect GRR and remain commercially relevant in the AI era. A sharp conversation on retention, value and what SaaS leaders need to do next. About Josh Schachter Josh Schachter is SVP of AI Strategy & Market Development at Gainsight and host of the Unchurned podcast. He founded Update, often described as “Gong for post-sales”, which was later acquired by Gainsight. Today, he works at the intersection of AI, Customer Success leadership and post-sales operations, helping SaaS leaders understand what is really changing inside modern revenue teams. Connect with Josh on LinkedIn:

This episode explores how AI is changing Customer Success and why being strategic has become essential for every CSM. Jason Noble and Jason Whitehead are joined by Chad Horenfeldt, one of the most recognised voices in Customer Success, for a practical discussion on what strategic Customer Success really looks like in the AI era. As automation removes more admin, reporting and repetitive work, the role of the CSM is shifting towards business outcomes, executive conversations and measurable customer value. Discover what separates a strategic CSM from someone who is simply staying busy, how to move customer conversations beyond product usage and adoption and what Customer Success leaders and teams need to change now to stay relevant. ABOUT CHAD HORENFELDT Chad Horenfeldt is one of the most trusted voices in Customer Success. He is a seasoned Customer Success executive with over two decades of experience in SaaS. Chad has held key roles at companies including Meta (Kustomer), Updater, Bluecore, Influitive and Oracle (Eloqua), where he built deep expertise in customer success and customer experience strategy. He has been part of an IPO while at Eloqua and two major acquisitions, one by Oracle and another by Meta. Beyond his executive leadership work, Chad is a respected thought leader who regularly shares insights on Customer Success through industry publications, speaking engagements and community conversations. He has also received numerous industry awards, including being named a 4x Top 25 Customer Success Thought Leader. Connect with Chad on LinkedIn

This episode explores what sustainable SaaS growth really looks like now that the era of growth at all costs is over. Jason Noble and Jason Whitehead unpack the shift from chasing speed at any price to building smarter, healthier, and more profitable growth. They discuss the warning signs of unhealthy scaling, the classic traps SaaS companies fall into and what leaders need to do differently to balance ambition with discipline. Listen in as they talk through the new playbook for healthy growth, from retention and efficiency to hiring, tooling and the metrics that matter most. It is a practical conversation for SaaS leaders who want to scale with more clarity, stronger customer outcomes and fewer costly mistakes.

This episode dives into the core of customer success and whether it has strayed from its original purpose of driving customer impact and value. Jason Noble and Jason Whitehead are joined by David Karp, a seasoned leader in post-sales operations, for an insightful discussion about the shifts needed to refocus on strategic partnerships, accountability, and measurable success. Explore how empathy, clarity, and shared responsibility can enhance both customer relationships and internal alignment within SaaS organizations. ABOUT DAVID KARP As a seasoned leader with over 30 years of experience in post-sales leadership, David's journey has been driven by one mission: to transform customer relationships into powerful growth engines. At DISQO, he spearheads a dedicated team focused on delivering unmatched value that drives not only client success but also organizational growth. His passion lies in harmonizing culture, technology, and data. By enhancing performance through innovative strategies, he helps create experiences that resonate and lead. As a certified mentor and lifelong learner, he blends his expertise with a genuine commitment to uplifting colleagues, clients, and community. Each day, he begins with faith, exercise, and the conviction that today's challenges will become tomorrow's success stories. Connect with David on LinkedIn:

In this episode of Breakthrough SaaS Growth with the Jasons, Jason Whitehead and Jason Noble dig into what happens when every SaaS company has AI — and it stops being a differentiator. They unpack the big misconception that AI will “replace” customer success, and instead frame it as an amplifier: something that removes friction, surfaces insights faster, and gives humans more headspace to build trust and drive real outcomes. The Jasons explore where AI can add genuine strategic value across the customer journey (and where it absolutely shouldn’t be left in charge), why dirty data and weak processes will get exposed faster than ever, and how culture and human judgment become the real competitive edge in an AI-enabled world. They wrap up with a practical breakthrough challenge: pick one moment in your customer journey where AI should handle the work so your team can focus on the meaning.

In this episode of Breakthrough SaaS Growth with The Jasons, Jason Whitehead and Jason Noble dig into how organizational silos quietly kill momentum, erode customer trust, and drag down key metrics like adoption, NRR, and renewals. They unpack where the most common silos form between sales, CS, product, engineering, and marketing, and explore how shared data, better forums for collaboration, and smarter incentives can turn fragmented teams into a single growth engine. The Jasons also discuss how AI can unlock truly shared customer visibility - and they wrap up with a practical “breakthrough challenge” you can use this week to start building real cross-functional synergy.

On Breakthrough SaaS Growth with The Jasons, we unpack how a broken recruiting journey can undermine trust—and growth—before Day 1. Annette Franz connects culture, EX, and CX, showing how misaligned expectations and hiring “promises” ripple into churn, brand damage, and stalled expansion. You’ll hear practical ways CS leaders can partner with Talent to design candidate experiences that reinforce your brand promise, close the promise–delivery gap, and set the stage for loyal customers and durable revenue. Bio: Annette Franz Annette Franz is a globally recognized thought leader, author of three books, and speaker in culture transformation, employee experience (EX), and customer experience (CX). As the founder and CEO of CX Journey Inc., she helps organizations build strong, values-driven cultures that empower employees and drive exceptional customer experiences. With over 30 years of experience, Annette has worked with brands across industries to develop strategies that foster engaged employees, enhance customer relationships, and create long-term business success. She is passionate about ensuring that culture is the foundation for meaningful change, believing that fixing the culture fixes the outcomes. Email: [email protected] Website: https://annettefranz.com/

In this episode, Jason Noble interviews co-host Jason Whitehead about the career-defining moment when his boss at Texas Instruments told him: “If we can’t get people to use the system and prove value, we don’t need it - or you.” They unpack why customer adoption - not training - is the real growth engine in B2B SaaS, how most vendors are still getting it wrong, and what a true adoption program looks like across the customer lifecycle. You’ll hear practical ways to bring adoption into your sales process, de-risk big implementations, and turn “we bought the tool” into “we changed how we work.” Links mentioned: Free User Adoption training for SaaS leaders: https://schain.work/AdoptionTraining Adopt Chain program: https://schain.work/AdoptChain Jason’s site: https://www.jasonwhitehead.me/

n this episode of Breakthrough SaaS Growth with The Jasons, hosts Jason Noble (London) and Jason Whitehead (U.S.) sit down with Bruce Temkin, founder of Humanity at Scale and one of the most respected voices in customer experience, leadership, and organizational psychology. Together, they explore how SaaS companies can scale growth without sacrificing human connection — and why empathy, trust, and purpose are fast becoming the competitive differentiators in an AI-driven world. Bruce shares how leaders can break free from the “efficiency trap,” rethink the role of AI as a collaborator (not a replacement), and design experiences that amplify humanity rather than automate it away. The conversation dives deep into what it means to lead with emotional intent, why values-based leadership matters more than ever, and how technology can either dehumanize or elevate — depending on the choices we make. In this episode, we discuss: Why efficiency-focused leadership leads to mediocrity — and how to escape itHow AI can enhance (not replace) human creativity, empathy, and purposeThe power of human–AI collaboration and what it means for SaaS leadersDesigning experiences that include deliberate human touchpointsRethinking leadership education in a world of automationWhat “Humanity at Scale” really means — and how it can transform organizations Bruce Temkin: Bio & Links: Bruce Temkin is a pioneer in human experience management and a trusted executive advisor. Often called the “Godfather of Customer Experience,” he helped define the fields of Customer Experience, Employee Experience, and Experience Management—reshaping how organizations serve the needs of their most important stakeholders. He founded the Qualtrics XM Institute, co-founded the Customer Experience Professionals Association, led Temkin Group, and was Forrester Research’s most-read analyst for 13 consecutive quarters. Bruce has guided hundreds of organizations through periods of rapid change and disruption—often driven by emerging technologies—by helping leaders stay focused on what matters most: people. He now hosts Humanity at Scale: Redefining Leadership, a podcast where bold thinkers explore how trust, empathy, and purpose drive lasting success. 🌐 Website: https://humanityatscale.substack.com Podcast: https://humanityatscalepodcast.com 💼 LinkedIn: https://www.linkedin.com/in/brucetemkin/ 👉 Explore more episodes and subscribe at https://breakthroughsaasgrowth.com

In our first full episode under the new brand, Breakthrough SaaS Growth with The Jasons, hosts Jason Noble (London) and Jason Whitehead (U.S.) tackle the topic everyone’s wrestling with: AI that impresses in demos but struggles in the real world. We dig into why so many pilots stall, how data quality and trust make or break outcomes, and what leaders should do before unleashing “digital employees” on customers. What we cover: Why AI ROI depends on clean, consistent data (and how to stop training “dumb” digital employees).The danger of over-trusting models without human verification—and when that verification can safely taper off.Moving from efficiency plays (faster emails, transcripts) to value creation (better decisions, in-product guidance, time-to-value).An AI maturity path: start with narrow wins, iterate, and scale once trust/accuracy is proven.Org readiness: budgeting not just for tools but for ongoing change management, governance, and secure usage.Competitive implications: why companies that fix data + adoption now will set the pace for the next decade. Listener Challenge: This quarter, pick one AI initiative where better data or context would genuinely move the needle for customers. What will you fix or pilot, and how will you verify trust? 👉 Learn more, subscribe to the newsletter, and get show updates at https://breakthroughsaasgrowth.com. If you enjoyed this episode, share it with sales, product, marketing, finance, and CS leaders—because growth is a team sport.

We’re back — and bigger than ever. What started as The Jasons Take On has evolved into Breakthrough SaaS Growth with The Jasons, a podcast dedicated to helping SaaS leaders drive growth across the entire business — not just within Customer Success. In this short, special episode, co-hosts Jason Noble and Jason Whitehead pull back the curtain on the rebrand — why it happened, what it means for you, and what exciting new topics and guests are on the horizon. You’ll hear how our focus has expanded from Customer Success to the broader SaaS growth engine — spanning product, pricing, onboarding, adoption, sales alignment, and executive strategy. Expect more deep dives, more practical takeaways, and more voices from founders, investors, and cross-functional leaders driving breakthrough results. What’s New: A broader focus on growth across sales, product, marketing, CS, and financeNew deep-dive episodes featuring SaaS founders and investorsContinued tactical plays with actionable takeaways you can use immediatelyExpanded content across LinkedIn, YouTube, and X (Twitter) If you’ve loved The Jasons Take On, you’ll feel right at home here — same Jasons, same energy, same honesty. Just a bigger mission to help SaaS businesses grow smarter, faster, and more sustainably. 👉 Subscribe and connect with us: 🌐 Visit our new website: https://breakthroughsaasgrowth.com🎧 Listen and subscribe on Apple Podcasts or Spotify💬 Follow us on LinkedIn for clips, news, and behind-the-scenes updates:Jason WhiteheadJason Noble Got a guest suggestion or want to sponsor the show? Visit breakthroughsaasgrowth.com to get in touch.

Join Jason Noble and Jason Whitehead when they sit down with Dan Griffith to tackle 2025 efficiency pressure: why cutting Customer Success kills growth. Dan Griffith urges shifting spend from SDR/BDR to AI-enhanced AEs and CS, doubling down on analytics, proactive renewals, and a clear happy path. Dan Griffith is the founder of Greater Gain Group and co-founder of Grow DGTAL, helping founder-led B2B software and tech service companies build capital-efficient, predictable revenue engines. He has worked with more than 50 B2B SaaS and tech-enabled companies, especially those in healthcare and financial services, to deliver results such as 2–3× pipeline growth, shorter sales cycles, and 30–50% lower CAC. Dan also guides EU and UK SaaS teams as they enter the U.S. market, helping them land messaging that resonates and systems that scale. His methodology is simple: clarify the right customers, spark real conversations, and put processes in place that reliably turn them into revenue. He’s also the host of Seriously Don’t Do That™, a weekly podcast and LinkedIn Live show spotlighting costly mistakes founders and sales teams make—and how to avoid them. Website: https://growwithdan.com/LinkedIn: https://www.linkedin.com/in/dangriffithsr/X: https://x.com/dangriffithsrYouTube: https://www.youtube.com/@dangriffithsr

In this episode of 'The Jason's Take On,' co-hosts Jason Whitehead and Jason Noble discuss the evolving role of AI in customer success. They explore common misconceptions about AI reliability, the importance of human intuition, and the need for proper training in AI adoption. The conversation highlights how AI can complement human expertise, the challenges of ensuring data quality, and the critical role of analytical skills in leveraging AI effectively. Tune in for insights on navigating the intersection of technology and customer success.

In this episode, we host Alex Raymond, founder of Amplify and the Account Management Secrets podcast, to explore the evolving dynamics between account management and customer success. With lines blurring between the two roles, Alex shares insights on their convergence, challenges in aligning with revenue goals, and strategies for navigating organizational design. Join us for a thought-provoking discussion on the future of these critical functions in driving customer retention and business growth. About Alex Raymond: Alex Raymond is a visionary entrepreneur and thought leader in account management and conscious leadership. With over a decade of experience founding and leading companies like Kapta and AMplify, Alex has worked with thousands of account managers and business leaders, helping them drive client growth and build thriving relationships. As the host of the Account Management Secrets podcast and founder of The Conscious Entrepreneur Summit, Alex is passionate about creating communities that foster connection, personal growth, and professional excellence. Connect with Alex on LinkedIn

Is Customer Success facing an identity crisis? In this bold, thought-provoking episode of The Jasons Take On, co-hosts Jason Noble and Jason Whitehead dive deep into the core challenges facing CS today. From misalignment across internal teams to confusion among customers, the Jasons explore how the term "Customer Success" has become diluted, misunderstood, and often misused. They tackle hard questions: Who really owns the customer? Should CS be responsible for revenue? Is it time to rebrand the entire function? And how can CS leaders shift from reactive support to being true commercial drivers of growth and outcomes? This no-holds-barred conversation will challenge your assumptions and inspire CS leaders to rethink, reframe, and boldly lead their organizations into the future.

Is Customer Success as we know it broken—or simply overdue for bold reinvention? In this no-holds-barred episode, Jason Noble and Jason Whitehead confront the growing wave of skepticism around CS in B2B SaaS. From mass layoffs to AI reshaping engagement models, we explore whether traditional CS roles and processes are still relevant. The Jasons dive deep into why many CS teams have become reactive, why internal metrics like NPS aren't cutting it, and what it really means to deliver measurable customer value. Tune in for provocative insights, a call for visionary leadership, and a bold challenge to rethink your CS strategy for the next era of customer growth.