123. The “Starting Point”: How a Services Company is Scaling via SaaS w/ Ray McKenzie

Summary

In the B2B world, we experience almost the same kind of problems. So sometimes, all it takes is thinking of your own situation to come up with something that delivers your market’s needs. This is how Ray McKenzie developed an incredible software called “Starting Point,” a platform that compliments his first company, “Red Beach Advisors.”  Along with Digital Marketing Expert Sean Rosensteel, who co-hosts this episode with me, we touch on the principles and processes that Ray applies to provide a great customer experience through their software services.  Ray also talks about common challenges in delivering Software as a Service (SaaS) and ways that he deals with these obstacles. This episode provides tons of wisdom and inspiration on scaling a SaaS business into a $10-million company so tune in now! We’ll talk about: Introduction [00:00] The beginning of Ray’s management consulting firm [04:57] How Ray allocates resources on his two companies [11:25] Ray’s goals with Red Beach Advisors and Starting Point [14:13] What Ray has been doing from the sales side [17:29] On-boarding with Starting Point and its service categories  [19:24] Common objections that Ray gets and how he responds to them [22:28] The gap of providing full transparency during the sale-close process [26:46] The importance of providing great customer experience [30:48]  What’s in store for Ray’s companies in Q4 2021 [35:19]  Ray’s industry of priority and how he approaches them [38:19]  Starting Point’s biggest challenge and how Ray busts through it [40:36]  Ray’s personal and professional recommendation [44:06]  Biggest takeaways from the episode [46:43]   Resource Links: Brett Trainor Website (https://bretttrainor.com/) Download Startup to Scaleup: A 4-Part Framework to Grow Your B2B Business to $10 Million (https://bretttrainor.com/resources/) Request a demo with Starting Point (https://www.startingpoint.ai/) Achieve efficient growth and success with the Red Beach Advisors (https://www.redbeachadvisors.com/)   About Our Guest: Ray McKenzie is the founder of Starting Point, a software company that helps businesses delight their customers and clients by increasing customer care and support, reducing workflow to boost productivity. Starting Point is also used by Ray to enable his first company, Red Beach Advisors. Connect with Ray McKenzie: LinkedIn: https://www.linkedin.com/in/raymondmckenzie Twitter: https://twitter.com/RayMc209   Connect with me and learn more about growing your business: Email: BT@BrettTrainor.com LinkedIn: https://www.linkedin.com/in/bretttrainor/ YouTube: https://www.youtube.com/channel/UCySoKsETeKxu-Fnf2VfE7Gg Facebook: https://www.facebook.com/TrainorBrett Twitter: https://twitter.com/Brett_Trainor Instagram: https://www.instagram.com/bretttrainor/   If you liked this episode, please don’t forget to tune in, subscribe, and share this podcast.