SaaStr 205: The Secret To Building A Truly Successful Freemium Product | The 3 Classes of Product & How To Think About Feature Prioritisation | A Framework For Building Strong Cross-Functional Communication Across Locations with Guy Podjarny, Founder &

**Harry Stebbings** (0:00)
This is The Official SaaStr Podcast with me, Harry Stebbings, at hstebbings1996 with two Bs on Instagram. It would be great to see you there. And if you haven't checked out our most downloaded episode of 2018 with Stripe COO Claire Hughes-Johnson, you can do so on last week's episode. That really is a must. But to the show today, and what I just love about doing the show is its ability to build friendships and just non-transactional relationships with some really special people in our industry. And that's the case today, as I'm thrilled to welcome a friend in the form of Guy Podjarny, Found and CEO at Snyk, the developer-first solution that automates finding and fixing vulnerabilities in your dependencies. And to date, Guy's raised over $32 million in VC funding with Snyk from some of the greatest of venture, including Accel, GV, our dear friends at Boldstart and Canaan Partners, just to name a few. As for Guy, prior to Snyk, he was the CTO of Akamai's Web Performance Business, following their acquisition of his startup, blaze.io. And before founding Blaze, Guy built web application security products, including the first web app Firewall, AppShield, Dynamic Application Security Testing Tool, AppScan, and Static Application Security Testing Tool, AppScan Dev Edition. And fun fact on Guy, he's the holder of 18 patents related to security and performance. And I'd also want to say a huge thank you to some dear friends of the show in the form of Elliot and Ed at Boldstart for the fantastic intro and questions for Guy today. I really do so appreciate that. But before we dive into the show today, there's no argument for me on this. SaaS companies that adopt OKRs for goal setting and then execute a line SaaS growth initiatives in areas like sales, marketing and customer success grow faster. And let's be honest, we all know that using spreadsheets to manage this is far from optimal. Well, I've got good news for you. Zockery allows you to track all your KPIs, create and manage OKRs and align and optimize your team's activities, creating a smarter and more powerful SaaS growth engine. And if you sign up for a trial today, you can try Zockery for free and see its positive impact on metrics like MQLs, SQLs, MRR and churn. So the most important thing you might do today to help your SaaS business grow is go to zockery.com, that's zokri.com, to sign up now. And speaking of being smart with your operations, if you regularly listen to podcasts, you've heard of Betterment, a smart way to manage your money. They use cutting edge technology to build you a personalized portfolio and provide you with fiduciary financial advice for one low transparent fee. But did you know that they can also provide your company with a 401k plan? Well, we all know that 401k plans and choosing them for your company can be a pretty time-consuming and confusing process. Well, with Betterment, it doesn't have to be. Betterment for Business is a turnkey 401k solution that offers ease of use, personalized financial advice and very competitive pricing. And that's why the likes of Compass, Casper and Harry's are just some of the companies that use Betterment's 401k to help further their employees' financial wellness. And you can learn more today at betterment.com/sasta. That's betterment.com/sasta. And finally, fundamentally, as a founder or operator, your most important job is people operations. It could be hiring execs. It could be developing managers, retaining that top talent. And that's why you need Lattice. Lattice is the number one people management solution for growing companies. It helps companies like Asana, Reddit and Cruise build a really strong company culture. And with Lattice, it's easy to launch 360 reviews, share ongoing feedback, facilitate one-on-ones, set up goal tracking, and even run employee engagement surveys. And Lattice is the only solution that combines performance management and employee engagement. So operators can really make sure top performers are happy and Lattice is giving away three months of Lattice free to SaaS to listeners. Just go to lattice.com forward slash SaaS to receive that offer. That's lattice.com forward slash SaaS build an award-winning culture with Lattice, the number one people management solution. But now I'm very excited to hand over to friend and phenomenal founder, Guy Podjarny, founder and CEO at Snyk.

**Guy Podjarny** (3:46)
Good, that's perfect. Okay, I think we're warmed up.

**Harry Stebbings** (3:48)
Guy, it's absolutely fantastic to have you on the show. A very big hand to the wonderful Elliot at Boldstart for the intro, but thank you so much for joining me today, Guy.

**Guy Podjarny** (3:56)
Well, thanks a lot for having me. It's great to be here.

**Harry Stebbings** (3:58)