In today’s fast-evolving SaaS landscape, staying ahead demands more than just innovative tools—it requires strategic partnerships, consultative selling, and adaptability to regional and industry-specific needs. To explore these critical topics, I had the privilege of speaking with Mugais Jahangir, Chief Revenue Officer at MemoQ, a leading player in the translation management software market.
With over a decade of experience in software sales and five years of dedicated expertise in the localization industry, Mugais brings a unique perspective on navigating the complexities of B2B and B2C SaaS markets. His leadership at MemoQ has been instrumental in creating tailored solutions for enterprises while empowering a global community of freelancers and businesses to thrive.
This engaging conversation dives into the heart of MemoQ’s strategies, from leveraging consultative selling to integrating AI responsibly, and even addressing regional data privacy concerns. Whether you’re a SaaS professional, a localization expert, or simply curious about how technology transforms industries, this interview provides invaluable insights.
Join us as we explore how MemoQ is not just a software provider but a true growth partner to its clients and users.
Transcript
Introduction and Background
Robin: Good afternoon, everybody! This is Robin Ayoub from the Localization Fireside Chat, and welcome to another recording. Today, we’re talking about SaaS and software sales with a focus on revenue generation. I’m honored to have with me the CRO of MemoQ, Mugais Jahangir. Mugais, welcome to the channel.
Mugais: Thank you, Robin. It’s always a pleasure to connect.
Robin: Let’s start with a brief introduction. Can you tell the audience a bit about yourself and your role at MemoQ?
Mugais: Sure! I’m Mugais Jahangir, the Chief Revenue Officer at MemoQ. I’ve been with MemoQ for about five years and in software sales for over a decade. Before MemoQ, I worked with organizations focused on consultative selling, which shaped how I approach sales in the localization industry today.
Robin: You mentioned consultative selling. Could you elaborate on how that works at MemoQ?
Mugais: Absolutely. For us, consultative selling means becoming a growth partner for our clients. Instead of just offering a software solution, we align our tools and expertise with their goals, providing strategic insights and personalized support. This approach has evolved significantly in recent years as the market and customer expectations have grown more sophisticated.
Robin: That’s fascinating. How does that translate into day-to-day operations at MemoQ?
Mugais: It’s about tailoring our software to meet the specific needs of our customers. For instance, when an enterprise reaches out, they don’t just get a tool—they get a dedicated account manager with deep industry expertise. This person not only solves software issues but also provides guidance on scaling their localization efforts.
Building Community Through MemoQ Days
Robin: MemoQ has become known for its strong community focus. Can you tell us more about MemoQ Days and their impact?
Mugais: MemoQ Days are small gatherings we host around the world. They’re not sales events but forums where MemoQ enthusiasts, customers, and prospective users come together to exchange ideas, share success stories, and discuss industry trends. These events foster collaboration and allow our clients to learn from one another.
Robin: That sounds unique. Do you see a lot of openness within the localization industry to share these stories?
Mugais: Interestingly, within MemoQ’s circles, we see a lot of openness. Customers are keen to share how they use our tools to solve challenges. However, the localization industry as a whole can be a bit secretive compared to other sectors. I think initiatives like MemoQ Days help bridge that gap.
AI and SaaS: Opportunities and Challenges
Robin: AI is a big topic in SaaS today. How does MemoQ approach AI integration?
Mugais: Our focus is on fitting AI solutions into the unique workflows of our clients. We address concerns like data security by collaborating with partners like Microsoft OpenAI, ensuring that data isn’t used to train models without consent. This gives our customers the confidence to explore AI solutions tailored to their needs.
Robin: That’s a thoughtful approach. How do you see AI impacting the industry?
Mugais: It’s a learning curve for everyone—vendors, TMS providers, and buyers alike. While there was initial hesitation, many of our clients now see AI as an opportunity rather than a threat. The key is to use AI responsibly, as part of a broader strategy that aligns with customer goals.
Tailoring Solutions for Regional Markets
Robin: You’ve mentioned tailoring solutions a few times. Can you share an example of how MemoQ adapts to regional markets?
Mugais: Sure. In Canada, for example, we’ve added 13 Indigenous languages to our offerings, making MemoQ the only solution in the market to support them. This was possible because we have a local team that understands the market’s specific needs. It’s a strategy we apply globally, from customizing pricing in Japan to providing Canadian French support locally.
Robin: That’s impressive. It sounds like MemoQ is deeply committed to understanding and serving its regional audiences.
Mugais: Absolutely. It’s not just about localization but about truly embedding ourselves in the local culture and market.
The Future of SaaS and Localization
Robin: Looking ahead, what’s MemoQ’s priority for 2025?
Mugais: We’re focused on expanding our AI capabilities and integrating them seamlessly into our existing TMS offerings. The acquisition of GlobalEase this year was a step in that direction. By bringing AI solutions in-house, we’re able to provide a more secure and cohesive experience for our clients.
Robin: That’s exciting. Any final thoughts for our audience?
Mugais: Stay positive and look at change as an opportunity. Innovation is about adapting to what clients need, not just following trends. That mindset will drive success in 2025 and beyond.
Robin: Wise words. Thank you, Mugais, for this enlightening conversation. And to our audience, thanks for tuning in! Be sure to like, share, and comment. See you next time!
Conclusion and Takeaways
This conversation with Mugais Jahangir shed light on MemoQ’s unique approach to SaaS and localization. Here are some key takeaways:
- Consultative Selling as a Differentiator: MemoQ’s focus on aligning with clients’ strategic goals positions them as more than just a software provider—it makes them a trusted partner in growth.
- AI Integration with a Human Touch: MemoQ’s thoughtful incorporation of AI, coupled with robust data privacy measures, ensures that innovation doesn’t compromise trust or usability.
- Localized Solutions for Global Success: By tailoring their offerings to regional needs, MemoQ bridges gaps in diverse markets, making their tools relevant across the globe.
- Empowering Community Engagement: Initiatives like MemoQ Days foster collaboration, innovation, and learning within the localization community.
As Mugais aptly put it, success in SaaS is not just about tools but about the partnerships and value you bring to the table. For professionals in SaaS and localization, this interview offers actionable insights on navigating a competitive and rapidly changing industry.
Let’s continue the conversation! What are your thoughts on consultative selling and AI in SaaS? Share your reflections in the comments below.
Until next time this is Robin Ayoub Signing off
Robin
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email: L10NFiresidechat@gmail.com
Robin Ayoub 
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