Software Sales Tips by Matt Wolach

Scale Your SaaS

Differentiate From Your Competition in Unique Ways – with Arian Radmand

How Arian Radmand Differentiates From the Competition


In the fast-paced world of Software as a Service (SaaS), closing deals and retaining customers can be challenging. Many businesses fall into the trap of relying solely on email communication, bombarding prospects and clients with messages that eventually get ignored or deleted. This approach leads to missed opportunities and unsuccessful deal closures. But what if there was a unique way to break free from the email overload and truly connect with your audience? 

Arian Radmand, CEO and President of IgnitePOST has found a remarkable solution combining personalization and human touch to differentiate your SaaS company and foster lasting customer relationships. In this episode Arian shares with host and B2B SaaS sales coach Matt Wolach the power of personalization, humanizing your brand, leveraging psychology, and more based on Arian’s insights.


Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 281, “Differentiate From Your Competition in Unique Ways – with Arian Radmand”

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Arian Radmand, CEO & President at IgnitePOST


Talk to Your Customers

Establishing strong customer relationships is the first and fundamental step to success in any business, especially in SaaS. Arian emphasizes the value of engaging with customers, both early and throughout your business journey. 

Talking to your customers and actively seeking their feedback can provide valuable insights into improving your product and services. Understanding their needs and preferences allows you to make informed decisions that drive growth and enhance customer retention rates. It’s not just about selling but also about building trust and loyalty through meaningful interactions.

Humanize Your Brand

Consumers today want more than just products or services; they want authentic connections with their chosen brands. Humanizing your brand means letting your customers see the people behind the company. Arian highlights the importance of showcasing the artisans and creators contributing to your offerings. 

When customers can connect with real individuals who are passionate about what they do, it humanizes your brand and builds trust. This strategy taps into our innate desire to buy from people, not faceless entities.

Delegate and Trust Your Team

As your SaaS business grows, delegating responsibilities and trusting your team members are crucial. Arian emphasizes that while you may start by doing everything yourself, the key to scalability is assembling the right team and empowering them to take ownership. Surrounding yourself with experts who are better than you in their respective roles is a strategic move that allows your business to thrive.


Leveraging Human Psychology

Understanding human behavior and psychology is essential for creating meaningful touchpoints in the customer journey. Arian explains that humans are social creatures who learn about their environment through interaction and tactile feedback. 

By sending physical items that customers can hold and touch, you activate the brain’s tactile senses, creating a deeper connection. It’s a psychological approach that strengthens the bond between your brand and your customers. Leveraging these principles can help you inject moments of surprise and delight into your marketing strategy.

Building a Mentoring Network

For early-stage software leaders, building a mentoring network is invaluable. Arian recommends seeking mentors and advisors who excel in areas in which you need more expertise. No one can be an expert in everything, and having experienced individuals to guide you can make a significant difference in your business journey. These mentors can provide insights, share knowledge, and help you make informed decisions.


Arian Radmand

[24:50] “Figure out what are the main pieces of your business that are critical to your success, and then go and look for the best people that you can possibly find to mentor you and give you counsel in those areas.”

[24:27] “One of the things that I have found super useful is putting together a mentoring counsel in areas that I’m deficient in. You can’t be an expert in everything. 

Matt Wolach

[19:04] “That’s what buying and selling is- It’s all about that human interaction.”

[26:15] “An awesome way to scale is to figure it out yourself and then put somebody in place who’s better than that.”


To learn more about Ignite Post, visit:

You can also find Arian Radmand on LinkedIn:

For more about how host Matt Wolach helps software companies achieve maximum growth, visit