User Pilot

NOVEMBER 24, 2023

Which one is better, customer acquisition vs retention? Both are critical metrics to measure in your product, but is there an outright winning that you should solely focus on for your product growth ? This article will examine customer acquisition and retention and determine which one you should focus on.

Acquisition 105

Acquisition Retention Customer Lifetime Value Churn 105

User Pilot

JULY 30, 2023

Customer retention vs acquisition cost: Which metric matters more? Thus, striking the right balance between acquisition and retention costs significantly improves profitability and sustainability. TL;DR Customer acquisition is the process of attracting and converting prospective users into paying customers.

Acquisition 98

Acquisition Retention Customer Lifetime Value User Experience 98

User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Using high-quality user feedback , customer research, and product analytics to improve the customer experience and drive product adoption.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

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. Scaling Sales. Customer Acquisition.

Acquisition 53

Acquisition Product Marketing Scale Marketing 53

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

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Scale 176

Scale Sales Hiring Compensation Sales 176

User Pilot

FEBRUARY 4, 2023

Then you can analyze the performance of different segments and do a cohort analysis to check for product-market fit. Companies that prioritize growth analytics in their product growth strategy will see sustainable revenue growth. Growth metrics are valuable for product teams, marketing teams, and UI/UX designers.

Acquisition 98

Acquisition Retention Churn Metrics 98

SaaStr

FEBRUARY 22, 2024

Pouring money into go-to-market will not solve for product market fit. I find that often, in SaaS, it’s easy to get excited after a few customer acquisitions, and teams will too quickly pivot into investing capital into demand gen, sales, and marketing. These acquisitions were both incredible experiences.

Innovation 224

Innovation Wireless Acquisition Technology 224

SaaStr

AUGUST 17, 2022

Founder of Marketo, Phil Hernandez, and Marketo’s former EVP of Sales, Bill Binch, have had decades of experience tackling precisely these issues. Focus on logo acquisition. Centering your work on customer experience helps train the whole organization in the process and hones your product-market fit. Culture of success.

Sales Hiring 181

Sales Hiring Sales SaaS B2C 181

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. What is a Customer Acquisition Strategy? Plain and simple.

Acquisition 59

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. The sales cycle at this stage may be very short.

Scale 214

Scale Strategy Scaling Outbound Sales Team 214

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. Let’s start hiring a whole sales team!”. Welcome to Part Three, focused on scaling sales. Scaling Sales.

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

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

User Pilot

DECEMBER 10, 2023

Are you a product-led or sales-led kind of SaaS? Or perhaps you’ve managed to marry the two strategies and embraced product-led sales? If not, but you’d like to learn more, then why not watch the talk that Ben Williams , known as the Product-Led Geek, delivered at the recent Product Drive hosted by Userpilot?

Scale 105

Scale Sales Software Review Retention 105

Tom Tunguz

SEPTEMBER 16, 2017

How much should a SaaS startup invest in sales and marketing at different stages of the business? 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.

Investment 274

Investment Startup Marketing SaaS 274

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. Let’s play a little thought experiment.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

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

OpenView Labs

AUGUST 3, 2020

Editor’s note: This article is part four of a four-part series that covers the most crucial product marketing activities for an early-stage startup. As a new sales team starts going through training, we often hear them ask, “Where are our leads?!” And all heads typically turn toward a marketing leader or marketing team.

Product Marketing 71

Product Marketing Startup Scale Marketing 71

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 105

SaaS Payments Customer Lifetime Value Payment Solutions Acquisition 105

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 146

Acquisition Technical Review Systems Review AI 146

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. You’ll probably hire the wrong first VP of Sales. Dear SaaStr: What Are The Top 10 Things to Know Before Starting a SaaS Company? True in B2C too of course.

Part-Time VPE 204

Part-Time VPE CTO Hire Sales Recruiting VPCs (Virtual Private Cloud) 204

User Pilot

MARCH 29, 2024

Sales funnel leaks happen at the top, middle, and bottom of the funnel. The conversion rate typically decreases as users go deeper into the sales process. Poor product-market fit. Ineffective marketing/poor marketing strategy. Wrong acquisition channels. Ready to fix your leaky sales funnel?

Scale 105

Scale Sales Funnel Onboarding Retention 105

Tom Tunguz

OCTOBER 7, 2015

We’re looking to understand what customer acquisition mechanisms are working for the company, and if they are consistent with the company’s perceptions. What process did you use to pick this product over the competition? Why did you choose this product? How important is this product compared to other software?

Product Marketing 114

Product Marketing Development Team Review Software Review Startup 114

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 209

Scale Sales Hiring Scaling Revenue 209

Tom Tunguz

JANUARY 19, 2020

Payback period is one of the best composite diagnostic metrics of product market fit. I was curious about any relationships that existed between sales efficiency and gross margin. One might hypothesize the greater the gross profit of a business, the better potential sales efficiency. But there's no correlation.

Software 301

Software Acquisition Enterprise Startup 301

Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

SaaStr

NOVEMBER 12, 2021

You can’t hire some magic salesperson to “get you more sales”, at least not at first. Freemium is a funnel management strategy and done right, later it can accelerate viral acquisition. But putting up a new, free product on its own will get you zero customers. First-to-market matters, but so do many other things.

Sales Hiring 315

Sales Hiring Investment Acquisition Product Marketing 315

Tom Tunguz

JUNE 11, 2020

The head of product would prefer someone with product marketing experience. And when I say pillar, I mean like a product marketing problem, a growth problem, or brand marketing problem. And when I say pillar, I mean like a product marketing problem, a growth problem, or brand marketing problem.

Sales Hiring 247

Sales Hiring Sales Recruiting Product Marketing Acquisition 247

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 62

Payments Scale Payment Methods Underperforming Technical Team 62

SaaStr

FEBRUARY 24, 2022

PLG, or Product-Led Growth, can mean, so many things. Everyone would prefer a product where 50% or more of the leads come from the product itself. Where there’s a viral boost to acquisition. Hire a great VP of Sales that has worked in a “hybrid” self-serve and inside-sales environment.

Sales Hiring 209

Sales Hiring Scale SMB Acquisition 209

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

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. Self-serve vs. sales-driven product experience.

Scale 183

Scale Scaling Revenue Enterprise 183

Tom Tunguz

MARCH 24, 2019

sales efficiency, meaning one dollar of sales and marketing spend results in $1.80 These customer acquisition paybacks resemble consumer acquisition figures more than software. These customer acquisition paybacks resemble consumer acquisition figures more than software. This is second to Atlassian.

Metrics 268

Metrics Benchmarks Scale Acquisition 268

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

OpenView Labs

OCTOBER 29, 2019

Editor’s Note: This article is Part One of a four-part series that covers the most crucial product marketing activities. . I recently presented at Venture Lane , a curated startup hub for early-stage startups, to share more about Product Marketing and how it relates to an early-stage startup. Customer Acquisition.

Product Marketing 40

Product Marketing Development Marketing Scale 40

User Pilot

SEPTEMBER 14, 2023

Their responsibilities include product discovery, developing product vision, prioritization , roadmapping , analyzing product performance and its iterative development, and leading the product team. Product marketing sits between product development and the market. What is product marketing?

Management 104

Management Marketing Market Research Product Marketing 104