Sales Hacker

APRIL 23, 2024

Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue. It’s flexible, scalable ABM built for you.

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Sales Recruiting Scale AWS Management 67

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. That’s not in dispute.”

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Product Marketing Trends Scale Marketing 58

SaaStr

NOVEMBER 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Datadog, ZoomInfo, Atlassian, AWS: Epic Growth — But Some Real Headwinds For The First Time. When You Fall Out of Product-Market Fit. 5 Interesting Learnings from Duolingo at $360,000,000 in ARR.

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Sales Recruiting AWS Compensation Enterprise 214

SaaStr

DECEMBER 14, 2021

It can be easy for SaaS companies to lose momentum if they haven’t quite found the perfect product-market fit. They reached $10 million ARR by year three, which was exciting, but what was missing was a true sense of product-market fit. Commoditization From AWS & Google Cloud. How can you get back on track?

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Sales Hiring Data AWS Leadership 257

SaaStr

MARCH 22, 2023

Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks. Is there a big Total Addressable Market? Does this market need disruption? The commercial market you choose to build and offer your customers defines you, yes.

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Scale Scaling AWS Sales Hiring 189

SaaStr

AUGUST 2, 2021

Technology Alliances: The tech alliances offer important integrations, especially critical for ServiceNow’s target market of enterprise customers. Examples include AWS, Adobe, Microsoft, and Google Cloud. This early phase is where you’re still looking for that perfect product-market fit and scaling the product to market.

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Outsourcing Services Scale Scaling Outsourced Development 271

SaaStr

NOVEMBER 24, 2021

Copy your entire product. Sell it to your market for half the price. Roberge recommends starting with product-market fit. Your customer retention is the best quantifiable measure of product-market fit; however, retention is a lagging indicator. Why would your buyers still choose you?

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Sales Hiring Scale Compensation Sales 182

SaaStr

DECEMBER 27, 2023

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. Customers range from AWS skills-builder platforms with billions of users to Zoom using it for customers and employees. The LMS market segment is big, and Docebo thinks about it in two folds. market is double the size of the internal one.

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Sales Hiring Scale SMB Outsourced Development 193

Intercom, Inc.

FEBRUARY 13, 2020

Instead, we’re entering an exciting new moment in marketing where AI tools not only have the ability to free up humans to do the best work of their careers, they are helping companies reach their customers in a highly personal and engaging way. Thankfully, no such Armageddon is on the horizon. billion to $3 billion. billion to $3 billion.

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Scale Marketing AWS Machine Learning 181

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early!

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Sales Recruiting Generative AI AI AWS 99

SaaStr

MARCH 1, 2024

If you look at the market caps of these businesses, they’ve all done incredibly well this year. This last quarter announced revenue was up over 100% in the quarter, and now they’re a top five company in the world by market cap. A Case Study: casetext Casetext is a legal software platform selling to Mid-Market and Enterprise law firms.

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Generative AI Outsourcing Services AI Software Review 232

SaaStr

FEBRUARY 1, 2021

If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. Head of Marketing – Where Can I Settle? But for most of you, you’re not ready to hire a entire marketing team.

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Sales Hiring Part-Time VPE Scale Sales Recruiting 271

SaaStr

AUGUST 10, 2023

To answer this question, focus on how much you really need to get to that stage where you have product market fit. 1M-$10M — Building, Innovation, and Customers Now, it’s time for the next stage of sustainable growth in SaaS, typically B and C at product-market fit and getting early customers.

Scale 176

Scale Scaling Sales Hiring Cloud 176

Tom Tunguz

NOVEMBER 28, 2017

In fact, this data bolsters the notion that management team’s top priority is recruiting, especially after the business has reached product market fit and capitalized itself well. This is a proxy for when the business established product market fit. The answer is incredibly quickly.

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Headcount Scaling Software Business 178

Casey Accidental

DECEMBER 11, 2023

In a previous post , I talked about how product work post-product/market fit shifts from zero to one innovation to features, growth, and scaling work. I highlight six different types of product expansion, in increasing levels of difficulty based on these vectors. You can read parts 1 and 2 here and here.

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Payments Scale Payment Solutions Technical Review 113

User Pilot

JANUARY 26, 2024

TL;DR Product-led growth (PLG) is a go-to-market strategy where the product is the main driver of customer acquisition , adoption, and account expansion. Our product-led growth playbook includes 11 strategies: Leverage product virality and network effects to drive organic growth. Product-led growth anatomy.

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SaaS Acquisition Onboarding Retention 93

User Pilot

APRIL 21, 2023

The aim of product analysis is to better understand its strengths and weaknesses, to evaluate how effective it is at satisfying user needs , and to identify areas for improvement. Product analysis benefits teams from across the organization, including your product , marketing , customer success , and UX design colleagues.

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Underperforming Technical Team SaaS Onboarding Retention 98

Andreessen Horowitz

SEPTEMBER 22, 2023

(As a note: while I draw a line in the sand at 20%+ growth in year 6 for high-growth companies, there are plenty of successful, highly valued, more mature companies in the public markets with lower growth and higher profitability.) Investors might not care about this as much when the market is good because they expect stocks to go up.

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Travel Forecasting Pricing Scale 109

Intercom, Inc.

JANUARY 12, 2022

If you’re short on time, here are a few quick takeaways: Although data science can’t predict the future, it can definitely help you focus resources, troubleshoot issues, and even unlock new markets. Any insight from data analysis will only ever be as good as the data itself. That was my first job in tech. Data can be really important in that.

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Data Airlines AWS Underperforming Technical Team 151

The Angel VC

FEBRUARY 20, 2016

So if you start an online shop, offer products at a loss, get listed on some of the biggest comparison shopping sites and do some affiliate marketing, you can easily get to tens of millions in revenue. In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable.

Scale 192

Scale Scaling SaaS AWS 192

OpenView Labs

FEBRUARY 3, 2022

Usage-based pricing (UBP) , also known as consumption-based pricing, allows customers to pay for products according to how much they use. AWS and other infrastructure providers have been using UBP for nearly a decade. These metrics are an indicator of product-market fit.

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Headcount SaaS Compensation Acquisition 73

SaaStr

APRIL 30, 2022

Because it depends highly on the product, on the market, what the founders want to do with the company, and on the different types of markets here. Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. Reworking your product.

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SaaS Payments Metrics Payment Methods Scale 228

Chart Mogul

JUNE 23, 2022

After a brilliant run up to 2022, SaaS valuations got hammered in the public markets lately. After a brilliant run up to 2022, SaaS valuations got hammered in the public markets lately. You might be hard-pressed by your AWS bill but you’re not going to start replacing the engine to lighten the load mid-flight.

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SaaS DevOps as a Service Marketplace as a Service Forecasting 52

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. How does this change if you are creating vs in an existing market? And it varies depending on how well you’re doing in the market.

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Scale Sales Hiring Construction Education 141

SaaStr

MARCH 31, 2024

So, let me just share with you what a rogue former marketer as done with a culture and people ops team, and how we approach culture, and how we measure it at HubSpot. ” “I hated Katie at that company meeting, it was awful.” Companies that have great, happy, productive employees do better by every single return.

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Part-Time CTO CTO Hire CTO Coach CTO 252

OPEXEngine

JUNE 29, 2020

Think of it this way: most SaaS companies have high customer acquisition costs, as you have to invest heavily in sales and marketing in order to realize high growth. These companies aren’t likely to become the market leader anytime soon, but at least they can turn over a decent amount of revenue due to their higher profit margins.

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Benchmarks SaaS Sales Hiring Scale 52

OpenView Labs

DECEMBER 13, 2019

This year we published a lot of exciting content that supports this shift in go-to-market strategy. What is Product Led Growth? What is product led growth? Blake Bartlett explains the latest to-go-market strategy, how we got here and why the end user is now the most powerful buyer. Product Led Growth Market Map.

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Sales Hiring Benchmarks AWS Scale 52

Chart Mogul

OCTOBER 18, 2019

For proof, just look at some of the main points from this year: What does it mean to be in the Golden Age of SaaS How to think about (and do) marketing as you grow Why small improvements are more important than big bets And also… why we have to take care of ours and our teams’ mental health. Marketing starts from the inside out.

Scale 71

Scale SaaS Automotive AWS 71

SaaStr

JULY 1, 2020

She’s one of the best marketing leaders I’ve known. We can save companies $100,000 on their AWS bill. Everybody wants to save $100,000 on their AWS bill right now. We want to tell anybody that listens, you can save $100,000 on your AWS bill and demos are actually as high as they’ve ever been in late stage tech.

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Merchant Services Scale Sales Recruiting Sales 173

SaaStr

JUNE 15, 2021

I know your marketing materials everyone…we talk about how the whole world’s more developer centric. As someone who has built and shipped software but doesn’t really code at this point, I’m still shocked the markets are so big. For real, why is the developer market bigger today? Voice is huge.

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Scale Underperforming Technical Team Engineering Wireless 285

Chart Mogul

OCTOBER 18, 2019

For proof, just look at some of the main points from this year: What does it mean to be in the Golden Age of SaaS How to think about (and do) marketing as you grow Why small improvements are more important than big bets And also… why we have to take care of ours and our teams’ mental health. Marketing starts from the inside out.

Scale 52

Scale SaaS Automotive AWS 52

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. How does this change if you are creating vs in an existing market? It varies depending on how well you’re doing in the market.

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VP of Engineering Sales Hiring Technical Review Development Team Review 149

Outseta

JANUARY 20, 2020

I’m pretty jaded when it comes to the financial numbers that get thrown around in start-up land—I don’t care what TechCrunch says, I don’t care what your market cap is—I think it’s clear that the world of technology start-ups is pretty screwed up when it comes to financial valuations. And working in the property management industry?

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SaaS Payments Sales Hiring Payment Methods Payment Services 145

User Pilot

FEBRUARY 21, 2023

For example, Nevzat, a Product Marketing Manager , writes: I like "Features & Events" to track user actions for insights. Reviewers value Userpilot for its features, ease of use, intuitive user interface, and outstanding customer support. And its analytics functionality, of course.

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Software Review Underperforming Technical Team Technical Review Systems Review 98

SaaStr

OCTOBER 16, 2020

How does Paul approach such large product decisions today? What does really effective product marketing mean to Paul? It’s faster to get this to market and iterate on it and make it great if we skip over a lot of those controls. Or by tuning your marketing message to be very concrete and productive.

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CTO Coach Sales Hiring Software Review CTO Hire 172

Sales Hacker

OCTOBER 7, 2019

Alison brings a wealth of marketing, investor, and exec experience to the show. Google’s Marketing Message and stance on competitors. GCP’s Marketing Message in Light of Direct Competition (20:30). Alison Wagonfeld is the Chief Marketing Officer for Google Cloud. The 2 things every successful business has in common.

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Cloud Artificial Intelligence Scale GCP(Google Cloud Platform) 44

OpenView Labs

JANUARY 3, 2020

Editor’s Note: This is a conversation between Kyle Poyar, VP of Market Strategy at OpenView and Steven Forth, Partner at Ibbaka. . We see too many promising companies trapped in the low (and unprofitable) part of a market because they did not design pricing to scale. Product led growth depends on successful product adoption.

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Pricing Scale Underperforming Technical Team B2B 54