User Pilot

MAY 17, 2021

Are you tracking the right Product Marketing KPIs? With so many product growth insights available to every product marketer, it’s sometimes hard to understand which metrics are relevant and which you should be tracking to measure the success of your product marketing. What is Product Marketing?

Product Marketing 98

Product Marketing Metrics Customer Lifetime Value Marketing 98

User Pilot

FEBRUARY 4, 2023

Wondering how you can make the most of your growth analytics to boost average revenue per user, and retention, and drive product growth ? TL;DR Growth analytics looks at each pillar of growth and chooses the metrics that dictate product growth and revenue. The growth metrics you should be tracking.

Acquisition 98

Acquisition Retention Churn Metrics 98

OpenView Labs

DECEMBER 10, 2019

Editor’s Note: This article is Part Two of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Our product is ready! Welcome to part two, focused on Customer Acquisition. Customer Acquisition. Customer Acquisition. You can read Part One here.

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Acquisition Product Marketing Scale Marketing 53

Clouded Judgement

JANUARY 12, 2024

Many companies raised rounds in 2021 who thought they had product market fit. Or who thought their market was 10x bigger than it actually was. As we exited that ZIRP period and returned to normal, all of a sudden companies started asking themselves “do we really need this product or can we do it ourselves?

Cloud 284

Cloud Venture Capital Acquisition Metrics 284

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Market understanding. Not everyone wants to use your product—internalize this first.

Scale 196

Scale Scaling Revenue Enterprise 196

SaaStr

FEBRUARY 9, 2024

The first role that comes to mind is driving revenue and it’s probably within sales. New hires in your GTM team will usually fall within one of four categories: Distribution Revenue Storytelling or messaging Some form of operations Most of the time, it’s distribution or revenue, qualify people as in or out for those two areas.

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Scale Sales Hiring Sales Marketing 268

SaaSOptics

MAY 19, 2022

What Is Customer Acquisition? Customer Acquisition is the process of acquiring new customers in a business. Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. More customers = more revenue. Plain and simple.

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Acquisition Scale Strategy Software Review 59

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 227

Scale Strategy Scaling Outbound Sales Team 227

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. So to illustrate this, I want to talk about getting deep product/market fit, and specifically one story of a founder that I admire by the name of Parker Conrad that he has told in the past.

Acquisition 145

Acquisition Software Review Payment Methods Marketplace as a Service 145

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. And that takes us to the next marketing trend… 2.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

NOVEMBER 24, 2021

However, even the savviest entrepreneurs might be unaware of some of the blind spots that could be costing revenue. . Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. When should you scale?

Sales Hiring 192

Sales Hiring Scale Compensation Sales 192

SaaStr

DECEMBER 16, 2023

We’ve discussed most before individually, but let me throw ’em together: It may well take 24 months to get to true product-market fit and Initial Traction. If you go long, don’t quit, and get to at least $20m ARR and are capital efficient, you’ll probably get a decent acquisition offer. You do get better.

Part-Time VPE 226

Part-Time VPE CTO Hire Sales Recruiting VPCs (Virtual Private Cloud) 226

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. Book the demo to see how!

SaaS Payments 105

SaaS Payments Customer Lifetime Value Payment Solutions Acquisition 105

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. The design of your product? . Marketing? . What is the Customer Acquisition Cost? CAC stands for customer acquisition cost. Gross margin = Revenue – COGS.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

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

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 156

Acquisition Technical Review Systems Review AI 156

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. All these contribute to a higher customer lifetime value and better revenue for your business.

Customer Lifetime Value 105

Customer Lifetime Value User Experience Retention Scale 105

Tom Tunguz

MARCH 24, 2019

The company grew from $61m to $331m in revenue in the past three years. One key driver of profitability is labor-market arbitrage. The result is the company spends less than 10% of its revenue on R&D, which is less than half the median of the peer set. These metrics are the result of exceptional product market fit.

Metrics 277

Metrics Benchmarks Scale Acquisition 277

Tom Tunguz

JANUARY 19, 2020

Payback period is one of the best composite diagnostic metrics of product market fit. I also looked at sales and marketing as a percentage of revenue, which bore a similar result. It is amount of time a customer repays the cost of customer acquisition with gross profit dollars. But there's no correlation.

Software 321

Software Acquisition Enterprise Startup 321

Chart Mogul

MARCH 23, 2023

Are you effectively expanding revenue from your existing customer base? Gross revenue retention (GRR) and net revenue retention (NRR) are the key metrics to understand how well … How good is your business at retaining customers? Are you effectively expanding revenue from your existing customer base?

Retention 52

Retention Metrics Revenue Scale 52

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

SaaStr

JUNE 17, 2023

We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends. We’ll also examine how public markets currently influence the SaaS industry and unpack the elevated CIOs’ role in budgeting for SaaS products.

Venture Capital 219

Venture Capital Scale Technical Review Software Review 219

User Pilot

JULY 23, 2023

Key members of the GTM team: Go-to-Market Manager: Responsible for overseeing and coordinating the entire GTM process , ensuring alignment across go-to-market teams and successful product launches. How to build a team to implement your go-to-market plan: Set clear milestones for your team. Who is part of the GTM team?

Marketing 96

Marketing Customer Lifetime Value SaaS Advertising 96

SaaStr

MAY 6, 2021

Sandi Lin, CEO and Co-founder of Skilljar, and Kathy Lord, its CRO, know a thing or two about Chief Revenue Officers. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

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Sales Hiring Sales Recruiting Interviewing Revenue 245

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. The design of your product? After your product/market fit, your business model is the most important consideration if you’re to save your business from the startup graveyard.

Acquisition 52

Acquisition Startup Underperforming Technical Team Customer Lifetime Value 52

Andreessen Horowitz

APRIL 23, 2024

The opportunity is to leverage that trust factor to drive customer acquisition, and it has worked for us. Immad: I find it funny that everyone complains about the difficulty of SMB and consumer customer acquisition, but ironically, SMB and consumer companies are some of the most valuable. I do think it’s important.

Payments 108

Payments Forecasting Payment Services Payment Solutions 108

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. Revenue growth rate : This measures the rate at which the company’s revenue is growing over a specific period.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

User Pilot

MAY 1, 2024

Actively working to build a brand community is crucial, as it establishes loyal customer relationships , increases engagement rates, and opens up revenue opportunities through various strategies such as sending newsletters, hosting events, and creating spaces where customers feel heard, valued, and connected.

Branding 102

Branding Social Media Acquisition Advertising 102

OpenView Labs

FEBRUARY 5, 2019

A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers. It happens.

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Churn Revenue SaaS Acquisition 66

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

Tom Tunguz

SEPTEMBER 16, 2017

Sales and marketing investment depends on many different factors including establishing product market fit, the business’s sales model (inside, field, freemium), and not least, cash balance and fundraising capacity. Looking in the outer revenue ranges at $25M, $50M and $100M, that figure asymptotes to about 50%.

Investment 274

Investment Startup Marketing SaaS 274

SaaStr

OCTOBER 7, 2022

Despite the negativity, there are reasons to be optimistic about the market—particularly after Adobe’s Figma acquisition. Traditional stock market companies trade on cash flow multiples, and on a profit and loss statement, the best indicator of cash flow is EBITDA or EBIT. This is where interest rates impact startup valuations.

Venture Capital 209

Venture Capital Marketing Startup Construction 209

Tom Tunguz

AUGUST 22, 2017

Second, the customer acquisition playbook is well known. Whether it’s Predictable Revenue written by Aaron Ross or Mark Roberge’s The Sales Acceleration Formula, or others, authoritative texts describe step by step how to structure, manage and measure a SaaS sales team. Third, the costs of customer acquisition have risen.

Scale 189

Scale SaaS Venture Capital Machine Learning 189

User Pilot

JUNE 26, 2023

You can also use a product metrics framework, ie. Google HEART, Pirate Metrics , or North Star Metric framework to choose the right product metrics. Customer acquisition metrics, such as the customer acquisition cost, help you evaluate your marketing efforts and make informed decisions. Provide actionable insights.

Metrics 96

Metrics Customer Lifetime Value SaaS Acquisition 96

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

Sales Hacker

DECEMBER 1, 2023

Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. It’s always on for both marketing and Sales Development Representatives, which is helpful for lean efficient teams.

Scale 89

Scale Outsourced Development Technical Review Acquisition 89

User Pilot

FEBRUARY 25, 2024

Create data-driven product roadmaps. Increase revenue growth. Increase revenue growth : Enhancing user journeys across multiple areas leads to better product experience , increased conversion rates, and more long-term retention. Improving this funnel helps you boost new user acquisition while cutting down on your CAC.

SaaS Payments 105

SaaS Payments Payment Services Payment Methods Payment Solutions 105