Chart Mogul

MAY 3, 2023

It’s like trying to scoop water out of a sinking boat faster than it’s sinking.” – Parker Moore, Head of Customer Success at Vitally For early-stage companies, retention is an indicator of product-market fit. “If If you’re an early-stage company your retention is a key sign of your product-market fit. You have less noise.

Retention 52

Retention Trends B2B SaaS 52

ChurnZero

MAY 6, 2022

He also discusses how the market’s perception of net revenue retention has shifted over the last decade and what companies can do to increase this red-hot metric. It’s easier to build products that buyers have budgets for. Category creators face more challenges in B2B. “I But in B2B, being first is terrible.

Retention 98

Retention Revenue Entrepreneurship B2C 98

SaaStr

SEPTEMBER 26, 2023

The Most Surprising Thing About VC This Year Shen has been in venture capital for 12 years now, and it’s been a crazy ride to watch the whole bull market back in ‘10 and ‘11 when 10x revenue was insanely expensive for a SaaS company. She watched the SaaS and Cloud wave ride and thought there’d be a huge pullback in markets this year.

AI 245

AI Generative AI Venture Capital SaaS 245

OPEXEngine

NOVEMBER 16, 2021

For a SaaS enterprise to be successful, determining the product-market fit is extremely important. The customers need to perceive a SaaS product’s utility in solving a particular problem to accept it as a viable solution. Product Market Fit is an important aspect of SaaS product development. Mark Andreessen.

Product Marketing 52

Product Marketing Enterprise Marketing SaaS 52

SaaStr

FEBRUARY 7, 2023

1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 with Olivier Adam, Chief Growth Officer at ReferralCandy Successful Scaling Across Markets, Lessons in Marketing & Building GTM with IvyCap’s MP with Ashish Wadhwani, Co-founder and Managing Partner.

VP of Engineering 231

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 231

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. It doesn’t matter if you’ve got the best product in the world.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

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.

Sales Recruiting 67

Sales Recruiting Scale AWS Management 67

Tom Tunguz

NOVEMBER 8, 2020

On the surface, B2B and B2C marketing may seem to be worlds apart. As open-source and developer-led companies become increasingly visible, important, and massive, we should draw the parallel between developer marketing and consumer marketing. First, developer marketing is influencer and brand-driven. Same for B2D.

Development 239

Development Marketing B2C B2B 239

SaaStr

MAY 21, 2020

That means after all the time and money put into building your product, marketing your product, trialing your product, demo’ing your product, selling your product, closing the deal, celebrating … and then … a ton of those customers are immediately at risk. Think about that. At least 90%.

Churn 269

Churn B2C Metrics B2B 269

SaaStr

MARCH 20, 2024

There was so much budget flowing into B2B that it seemed like there could be 1,000 unicorns, even if 800 of those turned out to be junk. If you keep the same team and keep them motivated, would you close more revenue than if you continued building the team ? If you’ve stalled, it means you’ve fallen out of product market fit.

Sales Hiring 245

Sales Hiring Sales Recruiting Scale Headcount 245

SaaStr

MARCH 28, 2021

But here’s my list of things I don’t think you should do, almost always, in SaaS/B2B: Committing for less than 24 months to get to product-market fit. You’ll run out of money, time, commitment and more, if all the founders don’t commit to 24 months to get to product-market fit. Less is almost never enough in SaaS.

Sales Hiring 280

Sales Hiring Interviewing B2B Product Marketing 280

Chart Mogul

MARCH 1, 2023

3x faster than their peers B2B SaaS businesses enjoy higher net retention than B2C SaaS Retention becomes more important as SaaS businesses enter the post-PMF growth phase Retention in 2022 was harder than ever Companies with best-in-class retention grow at least 1.5-3x B2C companies have a lower ARPA compared to B2B companies.

Benchmarks 98

Benchmarks Retention B2C Business 98

SaaStr

AUGUST 8, 2022

Scaling Revenue in 2022: What’s the Same and What’s Different? . A New Era of B2B Sales: Three Strategies Growth Leaders Must Implement Today. 5 Customer Marketing Strategies Guaranteed to Grow Your Business. The Playbook to Multi-channel Marketing and The Art of the Product Launch. Toni Tiffany, VPCS @ Orum.

VPCs (Virtual Private Cloud) 221

VPCs (Virtual Private Cloud) Scale Sales Hiring Scaling 221

Point Nine Land

OCTOBER 23, 2023

Jokes aside, this is listed as number 1 because we’ve yet to see a successful B2B SaaS company where one of the founders wasn’t the first person doing sales. It helps keep the product team focused on customer feedback and providing value in exchange for revenue. If things start to fall apart and revenue drops, who’s to blame?

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. lead generation) are obvious, but some are not: 1) Finding a product/market fit. We help businesses realign their existing value proposition to the market specifics by talking to real buyer personas within their Ideal Customer Profile (ICP).

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Outsourced Development Scale 78

SaaStr

DECEMBER 3, 2021

11 SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth. #10 2 SaaStr 180: David Skok on Why You Should Not Focus On CAC/LTV In The Early Days, What Is The Right Way To Analyze Sales Rep Productivity & The Leading Indicators Early Stage VCs Use to Assess Product Market Fit.

Scale 193

Scale Sales Hiring SMB Benchmarks 193

SaaStr

JANUARY 7, 2021

These 25 episodes dive into extremely important topics including how to build a B2B revenue model engineered for rapid growth, how to take care of your team in times of turmoil, and more. SaaStr 309: David Skok on The 9 Stage Model To Get A B2B Company To Get Repeatable, Scalable & Profitable Growth.

Scale 236

Scale Sales Hiring Scaling B2B 236

SaaStr

FEBRUARY 8, 2020

Camille Ricketts, Notion HQ , Head of Marketing. Product Marketing Manager. Jonathan Nimrodi, Facebook , Head of B2B Global Marketing Solutions. Erich Litch, Chief Revenue Officer – 2Checkout. Patrick Campbell, Profitwell, CEO. Maria Pergolino, ActiveCampaign , CMO. Corinne Sklar, IBM iX , CMO.

CTO Coach 209

CTO Coach Technical Cofounder PayPal CTO 209

SmartKarrot

DECEMBER 14, 2021

There are several revenue models available in the B2B SaaS world to optimize the product. In the Freemium revenue model, the product is offered at a free cost to the users but with blocked or gated features for which users need to pay a specific amount to get those unlocked. This is a forever-free base product.

Product Marketing 10

Product Marketing B2B Marketing SaaS 10

Aaron Beashel

OCTOBER 31, 2016

The word ‘Vision’ seems to have a lot of various definitions and meanings, but I personally like the Vivid Vision approach popularized by Cameron Herold, the former COO of 1800-GOT-JUNK who helped it grow from $2 million in revenue to $100 million in six years.

Scale 100

Scale Underperforming Technical Team B2B Marketing 100

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. The B2B playbook is changing. However, the next generation of marketing emphasizes the importance of media that’s owned, not just earned. Owned media generates first-party customer data.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

SaaStr

JANUARY 10, 2024

In this CMO panel from SaaStr, Rick Schultz, CMO at Databricks, Janine Pelosi, Former CMO at Zoom, and Ryan Carlson, Former CMO at Okta, joined Carilu Dietrich, Advisor at Hypergrowth B2B Startups to talk about the seven biggest mistakes CMOs make. “It was always thinking about the company first,” said Janine Pelosi of Zoom.

Sales Hiring 237

Sales Hiring Scale Technical Review Leadership 237

FastSpring

JUNE 22, 2022

We don’t have to look far to find examples of B2B SaaS companies that have found traction using a self-service or product-led motion. Look at Zoom or Slack: businesses designed for enterprise organizations that use B2C-like onboarding flows (such as product-led growth, or PLG) to fuel interest and adoption.

B2C 124

B2C Payments SaaS Payments B2B 124

Sales Hacker

MAY 15, 2023

I’ll talk you through figuring out if you’re ready to hire salespeople, and make my pitch for why a founder-led sales strategy makes sense for early B2B startups. What happens if you hire a sales team too early in the life of your B2B startup? Your company incurs unnecessary expenses before figuring out product-market fit.

Sales Hiring 85

Sales Hiring Scale Outsourcing Services Payment Services 85

Andreessen Horowitz

APRIL 23, 2024

One of the criticisms of SMB software is that each customer can only provide so much revenue. What do you think the role of subscriptions are in B2B fintech? René: Even though subscription is less than 30% of our overall revenue, it’s still the cornerstone. Immad: Pre-product market fit, we’d definitely be in an office.

Payments 105

Payments Forecasting Payment Services Payment Solutions 105

SaaStr

DECEMBER 23, 2022

Sarah joined us on SaaStr at Scale and shared three lessons to help businesses scale their revenue. But would you be surprised to learn that it takes an average B2B sales team two days to respond to a lead? For one thing, Samara asked themselves if there truly was a big market opportunity. Lesson #1: Speed to Lead.

Scale 164

Scale Engineering Marketing Scaling 164

Sales Hacker

JUNE 27, 2022

It’s become cliche to call the B2B buyer journey more complex and challenging than ever before. Join Hana Elliot, VP of Revenue at Vendition and Deniz Olcay, Senior Product Marketing Manager at Allego for a deep-dive into the quickly evolving world of sales enablement.

Scale 83

Scale Scaling Strategy Sales Enablement 83

Predictable Revenue

JULY 1, 2019

Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. We nailed what our customer needed.

Sales 216

Sales Product Marketing Metrics Revenue 216

Tom Tunguz

AUGUST 22, 2017

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. A product that is hard to sell isn’t the right product. It is hard to find product market fit.

Scale 189

Scale SaaS Venture Capital Machine Learning 189

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?

Enterprise 218

Enterprise B2B Scale SMB 218

User Pilot

AUGUST 30, 2023

Product marketing speaker. AI and product management The use of AI in product management isn’t new; small and large companies have been doing it for years. Prior to that, she held product marketing positions in various companies, including Microsoft and Zalora. Product marketing.

Scale 105

Scale AI Growth Hacking Innovation 105

User Pilot

MAY 30, 2023

Every successful product marketer has at some point wondered how to create a persona. Good user personas are critical to any successful product marketing campaign. Userpilot is a product growth and user onboarding tool designed to drive user adoption for SaaS companies. User persona example for Userpilot.

Social Media 98

Social Media Interviewing Underperforming Technical Team Product Marketing 98

SaaStr

AUGUST 18, 2019

It really wasn’t for a B2B product. Just having a “Free” version doesn’t get millions of folks to use your product. Sales team: lets move all the best features into the paid product. Marketing team: let's move all the free features into a free trial. At least, not at first. Not usually.

Compensation 196

Compensation Branding B2B Onboarding 196

Sales Hacker

DECEMBER 29, 2023

20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? B2B and D2C being super different – the belief that they are super different. This week, however, is full of hot takes. When you’re ready, let’s get into it.

Scale 71

Scale Sales Hiring AI Generative AI 71

Sales Hacker

JULY 14, 2021

Revenue operations (RevOps) brings together the siloed operations teams for marketing, sales, customer success, and customer support under one umbrella. RevOps is designed to provide a complete view of a company’s revenue stream from prospect marketing to renewals. Asia Corbett , Director of Revenue Operations at Postal.io

Sales 84

Sales Technical Review Consulting Systems Review 84

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

ChurnZero

JUNE 7, 2019

His passion for customer-centricity allows him to guide clients through an outside-in approach to customer success and customer journey design, leading to revenue growth and a differentiated customer experience. A: I have always worked in technology, whether in consulting, consumer tech or B2B SaaS. First is product-driven growth.

Customer Success 73

Customer Success Scale Consulting B2B 73