SaaStr

DECEMBER 4, 2023

Discovery is super involved now, and you need to understand what pains customers have and then isolate the most pressing pain your product can solve. Use this knowledge across the whole process to refer to constantly and drive urgency. Lay out the sales process early on. Make it easier for them to buy your product.

SaaS Payments 216

SaaS Payments Payment Services Payments Payment Features 216

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. But how do you tactically achieve all of that? That’s a very senior role.

Scale 233

Scale Technical Review Sales Hiring Artificial Intelligence 233

User Pilot

JUNE 13, 2022

Are you looking for the best SaaS blogs and influencers to follow in 2022? We curated a list of the best SaaS blogs and influencers to help you learn more about SaaS and increase your revenue. We covered the best blogs on SaaS growth, product marketing , UX analytics, venture capital, and sales. What is a SaaS blog?

Venture Capital 52

Venture Capital SaaS Data Scale 52

SaaStr

APRIL 27, 2023

They are great at explaining not just what the product does, but what it can do to solve your problems. What a great sales pro will learn is how the heck to add thoughtful urgency to a sales process. Done wrong, it just devalues the product and/or leaves you with less revenue than you’d otherwise have. It’s not easy.

Sales Hiring 235

Sales Hiring Sales Revenue SaaS 235

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. Kate has a simple framework for going upmarket: Product, People, and Process.

Scale 227

Scale Sales Hiring Scaling Revenue 227

SaaStr

DECEMBER 1, 2021

And even if there is budget left, you generally can’t burn it on a recurring revenue product. Because budget generally has to be spent in the timeframe when a product is used. “Budget burning” works much better in products like Adwords where the expense really can be recognized in December. >>

Sales 302

Sales Revenue Software SaaS 302

SaaStr

JANUARY 23, 2023

But the SaaS-savvy customer of today does not fit into the current rigid, outdated sales process. ” – Rudina Seseri While customers are savvier than ever, the dated buying process has remained complex and difficult. “In the first 15 seconds on your website, I want to know if your product will solve my problem.”

Management 161

Management SaaS Social Media Innovation 161

Totango

MAY 7, 2024

If Sales over-promises what the customer can achieve with your product, then CS has been set up to fail when it comes to onboarding. Plus, it helps you from an operational perspective by reducing the amount of process rigidity; you can figure something out quickly over the phone that would require endless back and forth via email or Slack.

Strategy 97

Strategy Sales Customer Lifetime Value Retention 97

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. Of course, if your product sucks this won’t work. “Simplicity. .

Sales Hiring 335

Sales Hiring Sales Outsourced Development Technical Review 335

SaaStr

APRIL 5, 2024

A few things I’ve observed about human behavior, negotiation, and good and bad sales processes in SaaS: Customers that expect a discount really expect a discount. The world won’t end if I wait a quarter to buy your SaaS product. They expect sales to do a lot of heavy lifting for them in the discovery and value-identification process.

Sales 156

Sales Pricing SaaS Software 156

SaaStr

MARCH 20, 2020

But one thing is still going on outside of the most impacted industries — discovery. In fact, in some cases, tech companies that are WFH have more time as customers to do discovery for new vendors. My simple idea is this: Do a Discovery Audit. If I’m doing discovery these days, I want help now. I was excited.

Onboarding 224

Onboarding Branding SaaS Marketing 224

SaaStr

NOVEMBER 7, 2023

He believes we’re rapidly approaching that new world where anyone can build a great SaaS product. There’s an assumption that as a founder or Head of Product, you need a deep understanding of the business domain your users are in — how they think and want to work, regulatory and reporting requirements, etc. That makes sense.

Generative AI 248

Generative AI AWS AI Artificial Intelligence 248

SaaStr

DECEMBER 29, 2023

In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. Intercom’s homepage says AI will automate 50% of support interactions, that is disruptive, but that’s adding AI to an existing product. It removes friction.

Scale 230

Scale Sales Hiring Customer Success AI 230

SaaStr

APRIL 27, 2022

Category creation involves dreaming up a new suite of products that can sell via traditional channels or methods. It’s a process that demands more than a game-changing product, as it takes having the right talent on your team and a consistent vision that drives all aspects of your business. Listen to your customers.

Outsourced Development 232

Outsourced Development Mobile Pricing Software Development 232

SaaStr

DECEMBER 9, 2019

And even if there is budget left, you generally can’t burn it on a recurring revenue product. Because budget generally has to be spent in the timeframe when a product is used. “Budget burning” works much better in products like Adwords where the expense really can be recognized in December. >>

Sales 321

Sales Revenue Software SaaS 321

User Pilot

FEBRUARY 17, 2023

What product discovery techniques can product managers use to build products that deliver value for their customers? TL;DR Product discovery comes before the product delivery process and its aim is to find and validate opportunities and solutions that will enhance product value and drive business goals.

Development 85

Development Interviewing Scale Product Marketing 85

SaaStr

OCTOBER 25, 2023

Q: Should Product Marketing Work for Product or Marketing? Product marketing is a weird art, with many over-indexing. These days, CEOs are looking for too much magic from product marketing. These days, CEOs are looking for too much magic from product marketing. Product marketing is neither marketing nor product.

Scale 241

Scale Sales Hiring AI Sales Recruiting 241

CloudGeometry

MARCH 3, 2022

When developing a SaaS product plan, it’s important to recognize two foundational principles. In this blog series, we explore how these three dimensions figure into key technical recommendations which enable scale in pursuit of SaaS business growth. Cost of discovery from the customer’s perspective. More on that below.

Well Architected Framework 130

Well Architected Framework VPCs (Virtual Private Cloud) SaaS Cloud 130

SaaStr

MAY 2, 2021

Most of us are better off spending a few nickels to have a product produced for us that is tailor-made for discovery. More often that not, it’s the way most integrated into the discovery process built into IRL events. If you are going to bring back real pipeline and customers, you want to do it the right way.

Cloud 282

Cloud Marketing Enterprise Pricing 282

User Pilot

JUNE 20, 2023

Onboarding books can offer you the knowledge and insights necessary to craft a remarkable onboarding process. TL;DR You can try the following books to enhance user onboarding strategies: Product Rantz by Userpilot reveals what to do and what not to do for successful onboarding with valuable insights and humor.

Onboarding 81

Onboarding VP of Engineering SaaS Consulting 81

User Pilot

MAY 20, 2024

TL;DR We talk about customer advocacy when a loyal customer promotes your product in their network. Customer advocates drive customer acquisition via WOM , bolster brand reputation and visibility, and can offer valuable insights to improve the product. Use product analytics to identify your power users as they make perfect advocates.

Scale 89

Scale Strategy Social Media SaaS 89

SaaStr

OCTOBER 12, 2022

Many founders think first of their product and then the market. Pick the Market: Choose your target audience, and create a product they need. Find the People: Find the team that is equipped to help you build your product, sell it, and run company operations. Picking the market is actually what we do, not building products.

Scaling 209

Scaling Leadership Startup Product Marketing 209

SaaStr

FEBRUARY 3, 2021

Perhaps it’s because whitepapers are downloaded early in the discovery process. Show a deep understanding of what they do, and how your product truly can help. Most SaaS companies find that “whitepaper leads” are some of their lowest yielding leads. But the yield isn’t zero. It’s just low. I’m not sure. See what they do.

SaaS 257

SaaS Sales Marketing 257

SaaStr

JANUARY 17, 2023

Sales-led vs. product-led is a hot topic right now, and Jason Eubanks, Chief Revenue Officer of Harness, shares the answer during this week’s Workshop Wednesday — held every Wednesday at 10 a.m. What’s his response to startups figuring out which strategy to begin with, product-led or sales-led? “It How do you achieve both?

Startup 224

Startup Sales Sales Funnel Education 224

SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Finding Product Market Fit — Typically has a marketing or sales leader, or you’re doing founder-led sales and product engineering and building. The journey covers three stages.

Enterprise 226

Enterprise B2B Scale SMB 226

Blulogix

NOVEMBER 21, 2023

BluLogix Introduces Enhanced BluIQ Customer Portal Storefront By BluLogix Team BluLogix is pleased to announce the launch of an updated BluIQ Customer Portal Storefront, featuring expanded capabilities in ecommerce integration, self-management tools, and renewal processes tailored for flexibility and channel support.

Subscription 59

Subscription Payment Features Operational efficiency. Pricing 59

Blulogix

MARCH 21, 2024

Crafting an Exceptional Onboarding Experience: Guided Discovery: Ensure new customers are not just welcomed but guided through the early stages of using your service. Actionable Insights: Use customer feedback to drive continuous product and service enhancements.

B2B 52

B2B Subscription Payment Features Retention 52

SaaStr

DECEMBER 30, 2021

The discovery calls, the demos, even a tiny pilot. Who will do the business process change management? Switch to your own product from the competition for real. And then create a checklist and have product own it, and work through it in the New Year. It’s just not worth it. It might seem worth it in theory. For Real.

Innovation 248

Innovation Investment Data SaaS 248

User Pilot

FEBRUARY 26, 2023

Product roadmaps and backlogs serve different purposes, and using the terms interchangeably (or incorrectly) can lead to confusion and misalignment among the product team and the wider organization. TLDR Understanding the difference between a product roadmap and a backlog is crucial for product managers.

Systems Review 78

Systems Review Communication Development Management 78

User Pilot

MAY 21, 2023

In our guide, we discuss; The importance of features releases The stages of a successful release Best practices for each of these stages We also mention how Userpilot can help your product team orchestrate your feature releases. TL;DR A feature release involves adding and launching feature improvements or new functionality to a product.

Underperforming Technical Team 70

Underperforming Technical Team Sales Recruiting Social Media Onboarding 70

Payrix

APRIL 24, 2024

The subset of their software customer base that is utilizing an Embedded Payments solution has lower attrition rates on an annual basis than the subset of their software base that is not processing payments through their platform,” shares Andy. Andy emphasizes that payments serve as the lifeline for any business.

Payments 162

Payments Embedded Payments Merchant Services Payment Solutions 162

SaaStr

MARCH 29, 2023

Obsess how you bring on talent Hiring processes are loose and inconsistent in even the biggest businesses. Get conscious about who you are trying to hire and the process you want to take them through. Process: Signature or superior methods of doing your work. Product system: Complimentary products and services.

Sales Hiring 180

Sales Hiring Scale Strategy Metrics 180

SaaStr

JULY 9, 2021

Q: What are the common mistakes in the sales process that may lead to customer loss? Not being an expert in the product. In SaaS, the prospect is expecting the sales rep to be their guide, their expert on the product. In SaaS, the prospect is expecting the sales rep to be their guide, their expert on the product.

Sales Hiring 249

Sales Hiring Sales Pricing Onboarding 249

SaaStr

MARCH 15, 2024

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. Vimeo has millions of people interacting with their product every month, and what’s the one thing so many founders struggle with? Vimeo has new and Enterprise products so that probably means many ICPs.

AI Search 226

AI Search SaaS Advertising Sales Hiring 226

SaaStr

MARCH 7, 2022

This step is critical, as investigating your sales cycle will help you understand where you acquire your leads, where you lose them, and how to improve the overarching sales process. Instead, we adjusted down to 30-minute intro calls, calling it a discovery call, not a demo. Experimentation 1: Intro call drop-off.

Scale 227

Scale Sales Hiring Scaling Sales 227

User Pilot

FEBRUARY 9, 2023

What is product optimization? Is it the same as product discovery? How should product managers go about optimizing their products? What are the best product optimization practices? The process of product optimization starts with goal setting , like improving usability. Want to see how?

Management 77

Management Sales Recruiting User Experience Customer Lifetime Value 77

User Pilot

JUNE 25, 2023

Which product management books do you have on your shelf (or Kindle)? Whether you’re a seasoned product management pro or just starting out on this thrilling journey, we’re pretty sure you’ll discover a book or two that will help you boost your product management game. Are you not sure what to add to it?

Management 79

Management Technical Review Leadership Innovation 79