User Pilot

APRIL 30, 2024

If you’re interested in learning more about Marty, including his background and top blog and podcast recommendations, continue reading ahead. Marty Cagan is the founder of the Silicon Valley Product Group (SVPG), a consultancy firm that helps companies build successful products. Who is Marty Cagan?

Management 105

Management Underperforming Technical Team Innovation Generative AI 105

Chargify

OCTOBER 4, 2017

Why shouldn’t I just build my own logic on top of [insert gateway name]?” Below, we’ll shed some light on the great buy vs. build debate. In this post we dive into understanding the billing iceberg effect and what to consider when determining if you should build or buy your recurring billing solution.

Merchant Services 51

Merchant Services Subscription Payment Features SaaS Payments 51

SaaStr

APRIL 5, 2024

In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. Highlighting Your Product vs. Selling Too Aggressively — How to Handle Buyer Perception When you target companies, should you call out the competition? No, you don’t.

Scale 197

Scale Sales Hiring Pricing SMB 197

SaaStr

AUGUST 8, 2023

Our deep dive includes: What it takes to be “enterprise-ready” today Build vs. Buy in 2023 The stakeholders in a B2D motion Nailing pricing as you go upmarket And much more!

Enterprise 191

Enterprise Enterprise readiness Startup Pricing 191

Baremetrics

DECEMBER 21, 2020

It can take an enormous amount of time to build a content strategy that’s meant to deliver on aggressive traffic goals. That’s especially true when you’ve already created a significant amount of content for your blog and are struggling to come up with new topics to write about. Look for blog posts that are competing with each other 4.

Social Media 105

Social Media Content Marketing Engineering User Experience 105

SaaStr

JANUARY 31, 2024

” In essence – re-train your sales team to think about pipeline requirements based on actual data vs. gut instinct. Many get it right early in the trial experience, but you need to figure out how to keep that customer building more pipeline with you. How do you help them through the buying cycle?

Enterprise 254

Enterprise Scale Sales SaaS 254

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? They’re the raving fans, giving feedback and helping build better versions of the product every month. From a process standpoint, you have to be ready to invest in Enterprise sales and build infrastructure to make sure sales can be successful.

Scale 232

Scale Sales Hiring Scaling Revenue 232

SaaStr

FEBRUARY 7, 2024

vs. $1.80, which is a big difference. Essentially, you invest more into acquiring the customer as they become more aware and have higher intent to buy vs top-loading all your spend in your TAM. And so there’s no way to build product-led growth.” How to use community as a driver of product-led growth.

Scale 230

Scale Sales Hiring Strategy Marketing 230

SaaStr

FEBRUARY 19, 2021

Together they discuss: why partners are a moat, why HubSpot avoided going more enterprise, building vs. buying, and building an eco-system. And our early customers wanted us to do all like, ‘Can you write our blogs for us? It’s a unique way to build a unicorn SaaS business. Building an Ecosystem.

Social Media 284

Social Media Content Marketing Enterprise Retention 284

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. That means going higher in the organization to get buy-in and cultivate those relationships. The sales organization said that without the buy-in, commitment, and clarity provided by the C-suite, it wouldn’t work. The warning — You have to be patient.

Scale 194

Scale Enterprise readiness compliance Enterprise 194

SaaStr

SEPTEMBER 29, 2023

It has become much cheaper to build software — You can build high-quality products cheaply in your dorm room with a laptop. Access to capital is better — Anytime a good idea is there, money comes in so people can build early teams and great products. Naturally, demand is going to lead to a ton of supply. What to do instead?

Scale 238

Scale Scaling Startup Sales Hiring 238

SaaStr

OCTOBER 27, 2023

Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in.

Sales Hiring 248

Sales Hiring Scale Venture Capital Generative AI 248

SaaStr

NOVEMBER 17, 2023

Build the MVP to get you to $10M. He made a list of 50 things to sell, and books were first because they had high margins and millions of titles, and it was a low-risk online purchase for people who didn’t trust putting a credit card in or buying clothing without trying them on first. It’s a conundrum.

AI 265

AI Technical Review Startup Management 265

SaaStr

JULY 26, 2022

Customers don’t expect you to build a feature before they buy. Often will buy without even talking to anyone. SMBs often force you to build a better product, as they lack a deployment and IT team. But beyond all the other Pros and Cons of SMB vs enterprise, there’s one looming issue with SMB SaaS: Churn.

SMB 353

SMB Churn Payment Services SaaS 353

SaaStr

AUGUST 29, 2022

5 Critical and Company-Altering Learnings from B2B Startups with Y Combinator : Anu Hariharan , Managing Director at Y Combinator, will share key learnings from top B2B startups and how these pivotal lessons help founders build in any sector. Gusto, has swerved with every economic curve since its founding 10 years ago.

Scale 252

Scale Sales Hiring Marketplace as a Service B2B 252

SaaStr

DECEMBER 12, 2023

Mandy Cole, Partner at Stage 2 Capital, shared the five steps every company needs to take to build their first GTM playbook centered around the buyer. They had very different reasons for buying the product — different challenges, goals, and what they were looking for. During Workshop Wednesday , held every Wednesday at 10 a.m.,

Point of Sale 254

Point of Sale Forecasting Technical Review SMB 254

SaaStr

DECEMBER 14, 2022

Rather than trying to shove your total addressable market through a narrow opening, work to build the broadest possible front door that enables the smooth entrance of the most number of people. The value proposition of the latter, for your customers, is that you provide a seamless data structure and interface which is: Easy to buy.

Scale 226

Scale SMB Scaling Innovation 226

SaaStr

NOVEMBER 22, 2020

Building a stage-specific team. #1 Determine if you want to offer Freemiums or free trials so customers can try your product before they buy. Determine if your company is direct vs. indirect sales-led for tech alliances, channels, and Student Information Systems. Building a Community. Competitive differentiation.

Scale 322

Scale Scaling Technical Review Systems Review 322

SaaStr

JANUARY 15, 2021

In this blog, we will be focusing on common demand generation mistakes and how different types of interactive content can help. You can create a comparison tool that compares the time and cost of their current sales processes and sales stack vs incorporating your solution and showing the benefit of the SaaS tool to the end customer.

Software Review 198

Software Review Market Segmentation Engagement Sales 198

SaaStr

JANUARY 12, 2024

Eventually, you can build a model to show you can create sustainable value in a company that’s not just based on a revenue multiple. People weren’t adding as many seats or pre-buying at higher tiers for predicted growth. And now, people don’t buy ahead anymore because they’re processing through that overhang.

Sales Hiring 253

Sales Hiring Customer Success Scale AI 253

SaaStr

JUNE 28, 2023

If there’s one rule almost everyone universally agrees with when building software, it’s that focus is critical. Point Solution Software Is Extremely Limiting There exists a set of companies that could be built and are often not built that would break this rule of building software with a singular focus. the compound startup.

Startup 217

Startup Software Sales Hiring Pricing 217

SaaStr

MARCH 8, 2023

So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? There are three ways to buy from Atlassian. For GTM tactics, you’ll approach land vs. expand differently. If you’re expanding, you’ve trained your customer how to buy from you. Here’s why.

Sales Hiring 221

Sales Hiring Enterprise Headcount Scale 221

SaaStr

JUNE 8, 2022

Zoom still spends half what the average public SaaS company does on sales & marketing — just 25% vs. 50% for most SaaS companies. But as one might expect, that’s finally going up as it builds out its enterprise sales team and motions further. #3. Generating a jaw-dropping $2B of adjusted free cash flow per year.

SMB 279

SMB Enterprise Engineering Scale 279

SaaStr

OCTOBER 29, 2021

Amplitude is a quiet Cloud leader that you might not have heard of — unless you are building software. Rather, it uses overage events to trigger a call from sales to buy more. #4. 245 employees in Sales & Marketing — vs. 101 in Engineering / R&D. 5 Interesting Learnings: #1. More on that here.

Scale 275

Scale CTO Hire New CTO CTO 275

SaaStr

DECEMBER 30, 2022

Having a unique product doesn’t guarantee that users will buy it, but it starts with building an initial user base and expanding it further. Examine the potential customer segments, their buying patterns, and external triggers that compel your customers to take action. Self-serve vs. sales-driven product experience.

Scale 194

Scale Scaling Revenue Enterprise 194

Neil Patel

NOVEMBER 1, 2021

In a nutshell, content creator is a broad term describing someone who produces some form of content, including but not limited to blog posts, videos, photography, and reels. Content creators create content for blogs and social media platforms. Content Creators Vs. Influencers: Skills. What Do Content Creators Do?

Social Media 139

Social Media Content Marketing Payment Features Technical Review 139

User Pilot

JUNE 26, 2023

They can also help product managers secure key stakeholder buy-in. The RICE framework weighs the Reach of the features, their Impact , and Confidence level against the Effort needed to build them. The Value vs Effort matrix considers the positive impact of the feature against the resources and time needed to deliver it.

Forecasting 98

Forecasting User Experience Scaling Development 98

Kellblog

MAY 18, 2023

I’ve blogged previously on the difference between selling solutions and selling product and on the difference between selling product and selling vision. So when a new head of product marketing — chartered with a revised messaging exercise — shows up and asks, “why do people buy our product, anyway?”

Interviewing 114

Interviewing Data Product Marketing Sales 114

ChurnZero

DECEMBER 27, 2019

I f ChurnZero were to release a greatest hits compilation of our top content, milestones, and life events in 2019, this blog post would be it. With over 70+ published blogs this year, we whittled down our list to the ten most popular posts from the ChurnZero team and friends. . Top 10 Blog Posts from 2019 .

Technical Review 64

Technical Review Software Review Churn Customer Success 64

Intercom, Inc.

SEPTEMBER 22, 2020

Strong customer relationships are more important than ever for business success, but the old ways of communicating and building relationships with customers are broken. But as Brian says: Just how do you build a customer experience that’s hands down beats the competition? Coining a category that disrupted an industry.

Venture Capital 211

Venture Capital Advertising Communication Branding 211

SaaStr

AUGUST 7, 2023

CAC stands for Customer Acquisition Costs and measures how much it costs to buy a new customer. CAC measures how much it costs to buy a customer, so we need to mature into more advanced metrics that measure how much it costs to acquire and maintain a customer. Gross Retention vs. Net Retention — Which One Is Better?

Metrics 188

Metrics SaaS Sales Hiring Finance 188

SaaStr

OCTOBER 6, 2023

Common Errors for the Team Slide No titles Not clear who writes the code Telling long stories vs. listing facts Missing specific accomplishments The first two errors are pretty obvious. Telling long stories vs. listing facts The team slide isn’t the opportunity to tell your life story. Be clear about who does what on your team.

Payment Methods 227

Payment Methods Startup Payment Solutions Sales Hiring 227

User Pilot

FEBRUARY 26, 2024

Start building your marketing conversion funnels but creating all product user personas. Marketing funnel analysis vs. sales funnel analysis The analysis of marketing funnels and sales funnels focuses on two consecutive stages of the buying process. User persona examplerce: Miro. by user segments ).

Marketing 105

Marketing Sales Funnel Forecasting Customer Lifetime Value 105

Neil Patel

MARCH 25, 2023

Black hat strategies involve everything from keyword stuffing and private blog networks (PBNs) to content automation and tiered link building. Crazy Tactic #1: TwitThis What’s one thing that every blog has? Well, of course, every blog has content and a content marketing campaign … but they also have social media sharing buttons.

Software Review 119

Software Review Social Media Engineering Strategy 119

SaaStr

AUGUST 22, 2022

I’ve watched a lot of folks that want to build their brand early really win here. Think of buying billboards everywhere, vs. just a Super Bowl ad. And the best events all attract buyers. Buyers that want to discover and talk to new vendors. Do Every Event in your Industry. It can help to be everywhere to do that.

Strategy 250

Strategy Branding Development Marketing 250

SaaStr

JUNE 30, 2023

They were building for a market that didn’t exist so they could sell to job titles that also didn’t exist. If you’re building a generational company, you need to think long-term. Things that move fast create new opportunities and toe-holds in the market, but you must pace yourself correctly to build a generational business.

Scale 193

Scale Mobile Venture Capital Scaling 193

SaaStr

MAY 25, 2020

“Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Enterprise: build an agreed upon project plan with your buyer and review it together every week until signature. In your website. In your service offerings. In your proposals.

Sales Hiring 341

Sales Hiring Sales Outsourced Development Technical Review 341