SaaStr

NOVEMBER 24, 2021

Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk. Copy your entire product. When should you scale?

Sales Hiring 215

Sales Hiring Scale Compensation Sales 215

ProfitWell

SEPTEMBER 16, 2019

During our conversation, Hiten and I walk through how freemium acts as an acquisition strategy as opposed to a revenue driver, how product teams need to think about things differently, and why it’s important to understand customer psychology when building your own freemium product to make everything work together.

Acquisition 99

Acquisition Revenue Scale Retention 99

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. Are you seeking lots of small deals?

Scale 243

Scale Strategy Scaling Outbound Sales Team 243

User Pilot

OCTOBER 5, 2023

TL;DR The CAC payback period measures the time it takes for a company to recover the money invested in new customer acquisition. This metric helps SaaS companies choose the most effective customer acquisition channels , diagnose inefficiencies in customer retention strategies , and inform pricing decisions.

SaaS Payments 93

SaaS Payments Customer Lifetime Value Payment Solutions Acquisition 93

SaaStr

SEPTEMBER 29, 2023

We now have a backdrop where it’s cheaper, easier, and faster to build high-quality products. Markets are more crowded than ever, so building multi-product companies is the best way to compete. Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products.

Scale 258

Scale Scaling Startup Sales Hiring 258

Tom Tunguz

OCTOBER 7, 2015

During a typical diligence process, we will interview customers and might ask them questions like these: How did you hear about the product? We’re looking to understand what customer acquisition mechanisms are working for the company, and if they are consistent with the company’s perceptions.

Product Marketing 121

Product Marketing Development Team Review Software Review Startup 121

SaaStr

SEPTEMBER 3, 2019

There’s a little bit of work to do still, but you know, tonight the title of my talk is how to make user acquisition practically free. Before that, I was at a company called Grasswire, and in both of those companies we had to acquire customers for about 1/10th the price of our competitors. We did everything we could to force it.

Acquisition 142

Acquisition Software Review Payment Methods Marketplace as a Service 142

ProfitWell

JANUARY 6, 2020

Imagine a world in which your customers sell your product for you. You just have to achieve stellar product-market fit. Marc Andreessen, cofounder and general partner of Andreessen Horowitz, put it this way, “product-market fit is when people sell for you.” What is product-market fit? Ideal, right?

Product Marketing 52

Product Marketing Underperforming Technical Team Marketing Advertising 52

User Pilot

MAY 1, 2024

“Localmind” experienced steady growth until Airbnb made an acquisition offer in 2012, which Lenny accepted. Following the acquisition, he transitioned from engineering to the product team , marking a pivotal moment in his career.

Underperforming Technical Team 75

Underperforming Technical Team New CTO Interviewing CTO 75

SaaStr

APRIL 25, 2019

Thanks so much everyone for joining us for our fireside chat today, disrupting the desk phone: how and why we made a $50 million acquisition. Jessica Lin : So we’ll chat more about analogy, really milk that, and again, you’ll hear, especially throughout this session why this is not really a story about just one acquisition.

Acquisition 151

Acquisition Technical Review Systems Review AI 151

User Pilot

MAY 1, 2024

Improve customer acquisition with positive word-of-mouth. The product management team is primarily responsible for owning the product experience but is supported by the engineering, marketing, and customer success departments. Improve customer acquisition : Delighted users become advocates for your brand.

Customer Lifetime Value 81

Customer Lifetime Value User Experience Retention Scale 81

OpenView Labs

FEBRUARY 6, 2020

Editor’s Note: This article is part three of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Ok, we tested the product out with a few potential customers. Customer Acquisition. Sales and Product Marketing. There was some interest! Scaling Sales.

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

ProfitWell

MAY 21, 2019

Ari Wells is the VP of Product Marketing at cloud service mogul Akamai. He joined us on stage at Recur 2018 to talk about how their team takes a product from concept to launch. You hear about product market fit a lot these days, and with good reason. What is Product Market Fit?

Product Marketing 70

Product Marketing Marketing Development Team Review Technical Review 70

SaaStr

DECEMBER 30, 2022

Not all products are made for enterprise customers. Instead, focus on understanding your target market. . The best way to achieve product-market fit is to study your audience as early as possible and comprehensively overview customer segments in your niche. It’s a waste of time to try to get everyone interested.

Scale 223

Scale Scaling Revenue Enterprise 223

Casey Accidental

NOVEMBER 28, 2023

After product/market fit, most companies’ obsession is not thinking about how to create their next amazing product. Specifically, how do I get this product I know is valuable in the hands of everyone it can be valuable to. This can be new growth loops for the same product, or entirely new products.

Payments 63

Payments Scale Payment Methods Underperforming Technical Team 63

ProfitWell

NOVEMBER 12, 2019

Your core is a lot like pricing in SaaS companies. Like your core, pricing is a wildly untapped growth lever. Building a strong pricing strategy starts with hiring a professional team to conduct a pricing audit. Building a strong pricing strategy starts with hiring a professional team to conduct a pricing audit.

Payments 45

Payments Pricing Underperforming Technical Team SaaS Payments 45

OpenView Labs

AUGUST 30, 2019

After wearing many SaaS hats, from my early engineering days to my product positions and former role as Head of Business Strategy, Operations, and Monetization at Atlassian , I’ve learned a lot about pricing. Different functions within an organization can own the monetization strategy: product, marketing, go-to-market and bizops.

Pricing 53

Pricing Scale Construction Acquisition 53

User Pilot

OCTOBER 20, 2023

In this article, we look at 10 product analytics tools that you should consider when making your choice. TL;DR Funnel optimization involves improving conversion rates at various stages of the customer journey or acquisition funnel. HubSpot offers a range of pricing plans, depending on which product you need.

SaaS 88

SaaS Scale Sales Funnel Onboarding 88

Tom Tunguz

DECEMBER 17, 2018

Ten Year’s Worth of Learnings About Pricing - This post is a summary of a presentation I gave to the executive team at Twilio. The presentation and the post summarize everything I know about pricing, which remains today one of the most befuddling questions for founders, and one of the most frequent questions I’m asked.

Acquisition 127

Acquisition Interviewing Cloud Pricing 127

User Pilot

OCTOBER 15, 2023

How do you leverage product analytics marketing automation to boost customer acquisition, retention, and account expansion? TL;DR Product analytics marketing automation involves using product analytics to track product usage and customer behavior to develop automated marketing experiences.

Marketing 87

Marketing SaaS Acquisition Scale 87

User Pilot

JUNE 20, 2023

Once you launch the MVP, you can use product usage data and customer feedback to inform further iterations. As you’re getting ready to launch the MVP, make sure to develop a robust go-to-market strategy to drive customer acquisition and revenue generation. Look at how they price and market their product.

Underperforming Technical Team 81

Underperforming Technical Team Social Media Scale Interviewing 81

User Pilot

MAY 8, 2023

Most challenges that a software company will face fall into one of three categories: product, sales, and business/operations. Getting the positioning, messaging , and product-market fit right will be one of the earliest determiners of whether or not a SaaS solution will find success within its target market.

Software Review 92

Software Review Outsourcing Services SaaS Sales Hiring 92

SaaStr

JANUARY 24, 2024

Kate has a simple framework for going upmarket: Product, People, and Process. From a product standpoint, you might think you have product market fit. It can take upwards of a year to even start building out an Enterprise sales and product team. The result?

Scale 252

Scale Sales Hiring Scaling Revenue 252

OpenView Labs

AUGUST 20, 2019

But what you may not know is how dramatically the product has changed over the last twenty years, or that the company recently implemented a truly comprehensive pricing and packaging update. They shared their story of tackling pricing and packaging after ten years without any updates (something they do not recommend, by the way).

Pricing 42

Pricing Development Team Review Technical Review Software Review 42

User Pilot

MARCH 15, 2022

An effective go-to-market strategy includes a selling strategy, pricing model, target audience, and most suitable channels for marketing your product. The LTV: CAC ratio is recommended to ensure you don’t start running a loss by spending more on acquisitions than you gain. What is the pricing strategy in GTM?

Strategy 79

Strategy Marketing SaaS Customer Lifetime Value 79

Intercom, Inc.

SEPTEMBER 10, 2020

Intercom’s Kate O’Hanlon recently caught up with Mark to talk about his approach to scaling, and why it’s a mistake to think that the formula for success is just about getting product-market fit and then adding sales reps. . The framework consists of three elements: product-market fit, go-to-market fit, and growth and moat.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

The Angel VC

JUNE 28, 2017

I’ve been fascinated by the concept of Product/Market Fit for quite some time. The reason why it’s such an interesting and important concept is that getting to Product/Market Fit (PMF) marks a critical juncture in a company’s lifecycle. What is Product/Market Fit? How can Product/Market Fit be measured?

Sales Hiring 237

Sales Hiring Scale Product Marketing Startup 237

OpenView Labs

OCTOBER 26, 2021

Prototypes might also help you gain clarity around your offering: is it packaged and priced competitively? Does your product-led growth strategy deliver on its promise to customers and prospects? . Milestone: Selecting a price. Run a pricing project. . The ultimate SaaS pricing guide. What should you charge?

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Tom Tunguz

OCTOBER 21, 2014

I never want a customer’s first interaction with a product to feel like visiting a used car salesman. In SaaS, that means the first visit is the pricing page.” ” To ensure this didn’t happen, Bill and his content team devised a content marketing strategy that mimicked the buying process of their target customer.

Scale 193

Scale Marketing Growth Hacking SaaS 193

Intercom, Inc.

JUNE 27, 2018

Or it could be that you’ve found product market fit but are struggling with getting pricing right. Each weighs in on one the six pieces we believe to be critical to the growth puzzle: acquisition, activation, retention, monetization, testing and optimization, and metrics and measurement.

Acquisition 157

Acquisition Retention Metrics User Experience 157

User Pilot

MAY 2, 2024

It’s linked to positive WOM and reduced customer acquisition costs. Effective customer retention marketing tactics include: Build customer trust from the beginning with a professional website, case studies, testimonials, and transparent pricing. Loyal customers can also help you reduce the customer acquisition cost.

Retention 85

Retention Marketing Customer Lifetime Value Onboarding 85

User Pilot

FEBRUARY 25, 2024

Marketing funnel analysis example Marketing funnels track how website visitors and potential leads discover your product and eventually sign up. Improving this funnel helps you boost new user acquisition while cutting down on your CAC. Marketing funnel stages. Customer review funnel.

SaaS Payments 90

SaaS Payments Payment Services Payment Methods Payment Solutions 90

SaaStr

APRIL 2, 2023

Mistake: Not scaling based upon leading indicators We’ve had 3 periods in history where we scaled up way too fast: Early on, when we thought the enterprise opportunity for Gainsight’s Customer Success product was huge after closing *1* enterprise deal! Lesson: “Fire bullets, not cannonballs,” as Jim Collins says.

Sales Hiring 291

Sales Hiring Scale Scaling Customer Success 291

User Pilot

JULY 27, 2023

Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Client acquisition rates: This simply refers to the number of new clients acquired within a specific period.

Sales Hiring 92

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 92

Casey Accidental

FEBRUARY 26, 2024

In my recent essay about second products , I talked about how the goal of building a second product is not the traditional concept of product/market fit we’ve all been raised on regarding startups. In some ways, our goal with a second product is easier, and in some ways, much harder.

Underperforming Technical Team 63

Underperforming Technical Team Scale GCP(Google Cloud Platform) Startup 63

Kellblog

JULY 8, 2020

” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times. Expecting the sales leader to figure out positioning and pricing. That embrace needs to be deeper than just go-to-market; it has to include product in some way.).

Sales Hiring 139

Sales Hiring Startup Software Review Enterprise 139

User Pilot

AUGUST 30, 2023

This makes it more important than ever to create products people actually want to use. What strategies can you implement to drive acquisition and retention faster? The expert speakers at Product Drive 2023 will answer these and many more questions. Product marketing speaker. How do we price the product?

Scale 96

Scale AI Growth Hacking Innovation 96