SaaStr

FEBRUARY 5, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Dear SaaStr: Is It OK to Fly First Class to Close A Big 7 Figure Deal? SaaStr 630: Sales-led vs. Product-led? Balancing Hyper Growth with Risk: Secrets to Scaling with Brex’s COO and Alloy’s CRO 5.

Sales Recruiting 213

Sales Recruiting Sales Hiring Scale Venture Capital 213

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Do we need to make any product changes?

Scale 203

Scale Strategy Marketing Sales 203

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Scale 254

Scale Sales Hiring Scaling Outsourced Development 254

SaaStr

OCTOBER 25, 2023

But in contrast to their bigger customers, the macro environment — or perhaps market saturation — has led to slowing growth in this segment in 2023. #2. Because there are few things worse than closing a customer that never actually uses your product. The Big Growth Today is In $50k+ and $100k+ Customers.

SMB 271

SMB AI Onboarding Cloud 271

User Pilot

JULY 13, 2022

Do you follow any product manager blogs? Would you like to discover new ones that will give you valuable insights into product management ? In our article, we introduce 20 of our favorite product manager blogs that every product pro should follow, regardless of their experience.

Technical Review 98

Technical Review Management Leadership Systems Review 98

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? Not because they planned to start as a product-led company but because they couldn’t afford to. Not because they planned to start as a product-led company but because they couldn’t afford to.

Sales Hiring 240

Sales Hiring Enterprise Headcount Scale 240

SaaStr

NOVEMBER 3, 2023

They’re still cruising — growing a stunning 45% YOY – which led us to the question: How? It’s not only rare(r) to see such explosive growth by a SaaS company, but to also watch Jonathan’s exciting career growth at the more senior levels within a hyper-growth company. Is it the same for Toast? The takeaway?

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Payment Methods Acquisition Scale Payments 214

SaaStr

JANUARY 31, 2024

Splunk’s core product is a platform for collecting and analyzing high volumes of machine-generated data. Over the years, Splunk has expanded its offerings through acquisitions and product development. ” In essence – re-train your sales team to think about pipeline requirements based on actual data vs. gut instinct.

Enterprise 271

Enterprise Scale Sales SaaS 271

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. What is marketing-led growth?

Strategy 105

Strategy Marketing Social Media AI Search 105

SaaStr

DECEMBER 14, 2022

An SMB had, on average, 248 business applications—a volume that proved necessary to keep up with the explosive growth of customers in the new digital era. Meanwhile, many of Hubspot’s smaller clients (the 1-10 segment) require product-led motions, where direct revenue may pile up slowly in the early days. The Potential of Free.

Scale 244

Scale SMB Scaling Innovation 244

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Can your product solve more of their problems? Determine if your growth is product-led, sales-led, or marketing-led.

Scale 317

Scale Scaling Technical Review Systems Review 317

SaaStr

AUGUST 29, 2022

They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. But throughout it all, Gusto has defined valuation differently—in terms of the value it provides to customers vs the value it extracts.

Scale 266

Scale Sales Hiring Marketplace as a Service B2B 266

SaaStr

AUGUST 13, 2022

Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot CEO Sudheesh Nair. #21. What’s Changed in Product-led Growth with Calendly CMO Patrick Moran. #19. Full-Funnel Product-Led Growth with Jenn Steele, VPM at Reprise and Grace Tyson, VPS at Reprise. #15.

Scale 223

Scale AI Scaling Innovation 223

SaaStr

SEPTEMBER 20, 2023

Within a year, we moved out of a hyper-low interest rate environment at record-breaking speed, which led to multiple compression and macro uncertainty. There’s been a pivot from growth at all costs to driving profitability. Said another way, growth was more important than profitability by a factor of 6 at the height of bull markets.

Cloud 271

Cloud Payments Software Review Payment Solutions 271

SaaStr

JULY 21, 2022

They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit. Your Real Valuation: The Value You Provide vs. the Value You Extract with Gusto’s Co-Founder.

Venture Capital 276

Venture Capital Enterprise Cloud Pricing 276

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. 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? The warning — You have to be patient.

Scale 209

Scale Enterprise readiness compliance Enterprise 209

SaaStr

MARCH 22, 2024

This was probably the most important decision for her because it led to an appreciation of the different types of deals and segments, and starting at the bottom and working her way up was a great learning experience. For Erica, the bad days are when they’re not executing or achieving growth the way they want.

Scale 265

Scale Underperforming Technical Team SMB Finance 265

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. Will they renew?)

Scale 169

Scale Sales Hiring Customer Success Scaling 169

Tom Tunguz

FEBRUARY 2, 2022

Beforehand, I read his book Tape Sucks , watched some of his videos on YouTube, and read his blog posts. After few minutes, I couldn’t deny his unique passion for growth and scale. Frank told me most companies don’t focus enough; that there’s only one priority for him: growth. Were they thrilled with it?

Sales Hiring 230

Sales Hiring Scale Leadership Engineering 230

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. Ready to dive in?

Venture Capital 52

Venture Capital SaaS Data Scale 52

SaaStr

JULY 8, 2022

A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School. How Leveraging Partnerships Can 2x Your Growth with Gorgias CEO Romain Lapeyre. A SaaStr classic session with Jeff just after their IPO on how he learned to love sales, billboards, marketing, the long tail, going multi-product, and so much more. #8.

VP of Engineering 256

VP of Engineering Scale Outbound Sales Team SMB 256

SaaStr

JANUARY 13, 2023

When you’re preparing for hyper-growth, the question isn’t “what will break?” What breaks through growth? Your people, communications, and a best-laid plan should be on your radar through hyper-growth. There are two specific ingredients that are required for hyper-growth: Velocity : You have to keep moving and move fast.

Scale 259

Scale Underperforming Technical Team Leadership Communication 259

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Here’s a breakdown of each episode: 1.

Scale 269

Scale Sales Hiring Scaling B2B 269

SaaStr

FEBRUARY 10, 2022

Awareness : In the early days, we met developers where they lived: blogs, social media, GitHub, et cetera. Neo4j, in effect, gave away their crown jewel product to the competition, but they did so in the hope that a rising tide would lift all boats. Growth : Open-source shares a lot of its DNA with product-led growth (PLG).

Cloud 213

Cloud Venture Capital Social Media Technology 213

SaaStr

SEPTEMBER 12, 2021

While I invested in Algolia early ($12k MRR), it was the start of a very fast growth rate. That product didn’t take off, although it formed the core of the search API that later would. The 1000s of developers happily using your product. Switching to a utility-based model led to a significant acceleration of growth.

Scale 236

Scale Sales Hiring Investment Mobile 236

SaaStr

JUNE 30, 2023

Instead, looking forward and seeing that the speed of mobile adoption would lead to people moving their lives, products, and services into mobile was the conviction that led Braze to its future success. But, as things leveled out, the growth path for many companies changed back to what they were before the pandemic.

Scale 216

Scale Mobile Venture Capital Scaling 216

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.

Benchmarks 76

Benchmarks Systems Review Enterprise Software Review 76

SaaStr

FEBRUARY 17, 2023

Churn vs. Expansion: Where to Start As many startup founders know, in the beginning, acquiring customers is key to getting off the ground. Even if you’re seeing explosive growth, attention to churn should not waver. Is it a broken product or lacking service? Get to the heart of why customers are leaving. Something missing?

Retention 227

Retention Revenue Startup Sales Hiring 227

SaaStr

JANUARY 21, 2022

If your organization is seeking growth in a new segment, like B2B—it will be a challenging ride because you’ll be in an unknown space. It is important to be wide-eyed about some assumptions that can turn into pitfalls and hurt your growth early on. Overview: Grammarly’s Enterprise Evolution.

Scale 225

Scale SMB Enterprise Sales Hiring 225

SaaStr

JANUARY 26, 2022

I love the company and the product, and the value add. While hardly the only vendor doing automated product insights, UserTesting has been doing it for quite a while (founded way back in 2007) and doing it well, with over 2,100 customers including many tech leaders. Strong growth acceleration in 2021 and in run-up to IPO.

Scale 238

Scale SMB Enterprise Pricing 238

User Pilot

FEBRUARY 26, 2024

And how to do it with available product analytics solutions? TL;DR Marketing funnel analysis is the process of evaluating how customers progress from the moment they learn about your product til they convert to paid accounts , and beyond. Start building your marketing conversion funnels but creating all product user personas.

Marketing 105

Marketing Sales Funnel Forecasting Customer Lifetime Value 105

User Pilot

MARCH 6, 2024

How do you create a robust product funnel for your SaaS? We also explain: How product funnel differs from marketing and sales funnels. Why it is important for your product management efforts. The typical stages in a product funnel are Awareness, Interest, Consideration, Purchase, Retention , and Loyalty. Book the demo!

Social Media 103

Social Media Sales Funnel Acquisition Retention 103

Subscription Flow

DECEMBER 27, 2023

Let us dig straight into the meat of this blog: customer renewal rate is way of determining the imprint of customers who renew their subscriptions to your product or service. Possessing such a deep understanding of customer data will enable you to identify opportunities for product enhancement (and work on PLG).

SaaS 64

SaaS Subscription Payment Features Forecasting 64

User Pilot

MARCH 23, 2023

The SaaS world is filled with product growth analytics and metrics that span the entire customer lifecycle. Marketing analytics vs. sales analytics While your marketing and sales teams will likely use different SaaS analytics or KPIs , there’s nothing stopping them from sharing data to further each other’s goals.

Data 98

Data SaaS Sales Funnel Acquisition 98

User Pilot

MARCH 16, 2023

If you’re a product manager who doesn’t have a firm grasp over your customer onboarding cost, stop right there – you’re putting your business in danger. In this article, we’re going to explore the ‘build vs buy’ argument, and break down what that means for creating a powerful onboarding experience.

Onboarding 98

Onboarding SaaS Engineering Pricing 98

User Pilot

MAY 16, 2022

Product-led onboarding is something of a revolution in the SaaS industry. In this article, we’re going to break down what product-led onboarding is and how product teams can implement it effectively to drive customer success. That’s a surefire sign of a product-led company.

Onboarding 98

Onboarding Customer Success Scale Strategy 98

User Pilot

JULY 31, 2023

What does a product marketing manager (PMM) do? Chances are you already know their broad responsibility is to develop and implement a marketing strategy roadmap for a specific product. TL;DR The product marketing manager role (PMM) is primarily responsible for a product’s positioning, messaging, and branding.

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Product Marketing Management Marketing Customer Lifetime Value 98