SaaStr

MARCH 20, 2024

On the marketing side, people got ‘lazy’ under the guise of, “Let’s increase our paid online ad spend and turn that dial up and spend more.” When you hire a Head of Sales, Demand Gen, or Marketing who thinks they need a team to get going, how do you handle that in 2024 when there isn’t budget to hire more people on day one?

Sales Hiring 259

Sales Hiring Sales Recruiting Scale Headcount 259

SaaStr

OCTOBER 8, 2021

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Intriguing Session Slides: PLG SaaStr Session #2: “From the Desk of ClickUp’s VP of Operations: Hold Onto Your SaaS: How ClickUp Rocketed from $4M to $70M ARR in Two Years with Product-Led Growth”.

Scale 354

Scale Engineering Revenue Scaling 354

SaaStr

JANUARY 24, 2024

Can you start and stop a PLG motion? What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn?

Scale 231

Scale Sales Hiring Scaling Revenue 231

SaaStr

JUNE 25, 2023

Here are 10 great sessions to study, and we will have tons of incredible sesssions, speakers and braindates on PLG at SaaStr Annual 2023 in September! You can learn a lot of non-traditional thinking on churn, ICPs, CAC, CLTV, and so much more in a PLG-first, bootstrapped environment from Ben. …

Scale 181

Scale Engineering Churn Enterprise 181

SaaStr

OCTOBER 9, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Early Hire That Almost Never Works: Director of Outbound. SaaStr 597: VC State of the Market with SaaStr CEO Jason Lemkin and Cowboy Ventures Founder & Managing Partner Aileen Lee. ? ? ?. Seasoned VPs Cost 10x a Stretch VP Now.

Cloud 268

Cloud B2B Startup Scaling 268

SaaStr

SEPTEMBER 19, 2023

Many of the fundamental business models that were once engraved in the SaaS playbook are now changing thanks to a tougher macro environment and a maturing market. The Valley of Death This Valley of Death graph shows quite a clear division in the market. PLG is about investing in product and data instead of sales and marketing.

Business Model 251

Business Model SaaS Payments Payments Headcount 251

SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG.

Technical Review 246

Technical Review Technical Advisors Scale Compensation 246

SaaStr

JANUARY 24, 2022

More companies are embracing product-led growth (PLG), but these transitions can come with some serious growing pains. Our target market is US-based enterprise sales, marketing teams, and companies with software. Our target market is US-based enterprise sales, marketing teams, and companies with software.

Scale 294

Scale B2C Enterprise Acquisition 294

SaaStr

AUGUST 10, 2023

Dear SaaStr: How Can You Grow a SaaS Startup Without Spending a Ton on Sales and Marketing? And Atlassian is a classic PLG play, and used partners to do the heavy lifting in sales and enablement. PLG and self-serve aren’t magical. It’s hard but it can be done. The stories aren’t all the same. appeared first on SaaStr.

Scale 225

Scale Venture Capital Startup Marketing 225

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. Recent unicorns like Stripe and Canva have stolen the headlines, but a wide range of successful PLG businesses all over the globe have arisen. Going from sales-led to PLG is doable, but it is not easy. Secret #2: Pricing.

Sales Recruiting 252

Sales Recruiting Business Pricing Churn 252

SaaStr

DECEMBER 3, 2023

Last week we had a great one with Samyutha Reddy, Head of Enterprise Marketing at Jasper.ai, check it out here. Soon, we’ll launch all kinds of PLG/Prescriptive notifications to enable our reps to provide more tailored outreach during trial-driven sales processes. This week we have Jack Moberger, Director of Enablement at Algolia! #1.

Consulting 195

Consulting Enterprise Sales Engagement 195

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. So how do you go toward PLG after you’ve already scaled the company through an SLG motion?

Scale 188

Scale Strategy Marketing Sales 188

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? How did Apollo become a market leader in a hypercompetitive space? What they did for marketers, Apollo is trying to do for sales. What they did for marketers, Apollo is trying to do for sales. How do you do that?

Scale 193

Scale Sales Hiring Pricing AI 193

SaaStr

FEBRUARY 24, 2022

I’ve recently had several different conversations with founders looking to hire “PLG experts”. One wanted to hire “Mr/Ms PLG” to make their product more viral. Another wanted a “VP of PLG” to complement their marketing efforts. PLG, or Product-Led Growth, can mean, so many things. Here’s my only suggestion.

Sales Hiring 230

Sales Hiring Scale SMB Acquisition 230

SaaStr

AUGUST 31, 2023

Navigating Corporate Venture Capital: Strategic Benefits for Early-Stage Founders with Erin Yang, VP and Chief Technologist Workday Savannah Greene, Principle @ Workday #2: How Expensify Grew to 10M Users Through Word of Mouth Joanie Wang, Director of Marketing and Brand #3.

Venture Capital 221

Venture Capital Acquisition AI Innovation 221

SaaStr

SEPTEMBER 18, 2023

If you’re a new startup, maybe you have your first couple of AEs, or you’re figuring out product market fit, or you just don’t have a big enough brand or cash in the bank to sell to big companies, you need to strike a balance. Everyone talks about PLG, but old-timers agree that when people say PLG, it’s just instrumented premium.

Sales Hiring 235

Sales Hiring SaaS Banking AI 235

SaaStr

SEPTEMBER 18, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The Broken State of SaaS Sales Rep Comp. SaaStr 591: The Key to Successful Scaling Across Markets, From a Founder Turned VC with OMERS Ventures Managing Partner Harry Briggs. ?. Top Videos This Week: 1. appeared first on SaaStr.

Scale 195

Scale Sales Hiring Venture Capital B2B 195

SaaStr

NOVEMBER 12, 2023

Last week we had a great one with Krithika Muthukumar, VP Marketing at OpenAI, check it out here. Toplyne – AI for PLG insights. Sarah Kiefer is the Chief Marketing Officer at Pitch. Previously, Sarah worked at Spotify, where she led a team responsible for marketing Spotify’s advertising business globally.

Advertising 229

Advertising Leadership AI Technology 229

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? At Harness, Eubanks leads go-to-market. This is where it gets sticky for many Go-To-Market teams. . There are two personas you’ll likely reach out to when you combine a PLG strategy with a sales-led growth motion. . The user and the buyer. .

Startup 229

Startup Sales Sales Funnel Education 229

SaaStr

FEBRUARY 7, 2024

To get the most efficiencies out of their marketing team and resources, Gorgias puts a big emphasis on using only high-quality data that they audit regularly. So we’ve talked about it a lot on saastr.com – but it’s become a huge debate in SaaS, should we switch to PLG? From there, strategy comes in.

Scale 229

Scale Sales Hiring Strategy Marketing 229

SaaStr

DECEMBER 27, 2023

10 Things That Always Work in SaaS Marketing with SaaStr’s Jason Lemkin A popular hands-on session on what always works to get you more leads. #3. CRO On Why You Need Both I really loved this one with Harness’ CRO on how to rule a PLG and sales-led playbook at the same time: #6. A few great ones to catch up on: #1. Harness.io

Scale 235

Scale SMB Generative AI AI 235

SaaStr

JULY 21, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures. Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. Optimizing GTM for PLG with Stage 2 Capital.

Venture Capital 255

Venture Capital Enterprise Cloud Pricing 255

SaaStr

AUGUST 25, 2023

We can’t afford a VP of marketing, a VP of Sales, Customer Success.” Or let’s go PLG. PLG aren’t magic letters that fix a broken business model. Freemium isn’t a marketing strategy. Many people think it’s cheaper than a sales or marketing-led initiative, and it’s the wrong way to do it. PLG is not a GTM strategy.

Part-Time VPE 185

Part-Time VPE Scale Sales Hiring CTO Hire 185

SaaStr

APRIL 13, 2023

Even with a PLG-motion and a large self-serve base, sales & marketing is still 62% of revenue. PLG and self-serve don’t automatically make you more efficient or profitable. A s that one great way to drive up deals size and go upmarket is to create “a more enterprise” edition. #9.

SMB 241

SMB Outsourced Development Enterprise Scale 241

SaaStr

FEBRUARY 13, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: The 10 Keys to A Successful Board Meeting: How to Make Them Great and Not Something Everyone Dreads from Ajay Agarwal, Bain Capital Partners. 20 Interesting PLG Learnings from The Leaders in SaaS. Top Podcasts This Week: 1.

Scale 196

Scale SMB Sales Cloud 196

Kellblog

AUGUST 18, 2023

I put blog ideas into a to-write folder which today contains more than 300 files full of brain dumps, outlines, and rants, all in various forms of disrepair. In that folder, there are 21 posts with PLG (product-led growth) in the draft copy and 5 with PLG in the title. It’s my process. Stop, will you?

Benchmarks 77

Benchmarks Systems Review Enterprise Software Review 77

SaaStr

DECEMBER 5, 2023

Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? How do we do that if we’re busy enough driving PLG and it’s going well?” For many, moving upmarket makes sense to scale.

Scale 192

Scale Enterprise readiness compliance Enterprise 192

User Pilot

NOVEMBER 2, 2023

How is marketing-led growth different from product-led growth and sales-led growth? You will also learn how to choose the right growth strategy for your SaaS and how to leverage marketing-led growth to achieve your business goals. Paid advertising, like PPC or display ads, is another common marketing strategy used by SaaS companies.

Strategy 94

Strategy Marketing Social Media AI Search 94

SaaStr

SEPTEMBER 14, 2022

Sales & Marketing coming down over time, but still 68% of revenue. GitLab may have a PLG motion and a lot of self-serve customers, but it still doesn’t sell and market itself. Sales & Marketing expenses are as high as pure B2B companies without a PLG motion. #4. GitLab is just firing on all cylinders.

Scale 223

Scale Scaling Cloud B2B 223

SaaStr

MARCH 16, 2022

The Power of PLG. Many view PLG as the sexier option, as it often results in rapid growth and increases initial offerings. Our go-to-market motion was obvious, we wanted to disrupt our competitors’ go-to-market motion, the only way to do that was with a ‘try for free’ motion. How are you going to sell your service?

New CTO 207

New CTO CTO Scale Innovation 207

SaaStr

OCTOBER 26, 2022

When you look for broad relevance, focus on two factors: Market and Timing. If you select a big mission, you need a big market. The market you choose should be big enough so you can capture a small piece of it while using your resources to drive your mission.”. “The Create a lot of value and monetize a little on this journey.

Enterprise 180

Enterprise Scale Sales Communication 180

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. Product-led growth (PLG) is taking center stage in response to these changing buying patterns and flipped the sales funnel we’ve come to know. When you add a sales-led motion to PLG, RevOps can be the perfect complement. .

Enterprise 231

Enterprise Sales Sales Funnel Compensation 231

SaaStr

JULY 16, 2022

Check out the sessions: Optimizing GTM for PLG with Stage 2 Capital Co-Founder / Managing Director Mark Roberge. Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

B2B 219

B2B Cloud Enterprise Startup 219

SaaStr

DECEMBER 15, 2022

“3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions with Samsara’s CMO” A great session on marketing at scale, across multiple products — with ton of great Q&A at the end. #2. ” A great look at how to leverage a PLG motion at scale. #4.

Scale 185

Scale Scaling Engineering Acquisition 185

SaaStr

AUGUST 29, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. Scaling Revenue in 2022: What’s the Same and What’s Different?

Scale 248

Scale Sales Hiring Marketplace as a Service B2B 248

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. The go-to-market playbook. The go-to-market segment worked together on key metrics across the revenue board. You need people with fresh thinking, especially sales athletes and leaders who know your market.

Scale 181

Scale Sales Hiring Scaling Sales Recruiting 181

SaaStr

DECEMBER 8, 2022

If at almost $2B in ARR, and a market-dominating brand, HubSpot has to still do RFPs … even when selling to medium-sized businesses … well get used to it. Marketing spend isn’t down per se, but you really have to show ROI now. They have 3 motions — PLG (for 1-10 sized businesses), Sales-led, and Channel-led.

Scale 241

Scale SMB Scaling Customer Success 241