SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Simply because their product was being used in a professional setting didn’t mean it was a product-market fit.

Scale 210

Scale SMB Enterprise Sales Hiring 210

SaaStr

SEPTEMBER 24, 2023

Jessica Gilmartin is the Chief Marketing Officer at Calendly, where she leads all aspects of marketing including brand awareness, creative, demand generation, and product marketing. Jessica brings nearly 20 years of marketing and leadership experience to Calendly.

Marketing 256

Marketing Leadership Engineering Enterprise 256

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Where do you think revenue technology is heading? —- Robert Simmons – VP of Sales A lot more automation and AI.

AI 78

AI Revenue Scale ChatGPT 78

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing.

Cloud 241

Cloud Scale AWS AI 241

SaaStr

SEPTEMBER 23, 2021

A "VP of Product Marketing" rarely knows anything about demand gen, ABM, etc. A "VP of Revenue" often knows nothing about inside sales or building a sales team. Product Marketers know how to explain how a product fits. Corporate Marketers know how to expand your brand.

Sales Hiring 280

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 280

SaaStr

JUNE 26, 2023

Director, Startups @ Zendesk Isabelle Guis, CEO North America & Global CMO @ Brevo Guy Marion, CMO @ Chargebee Erin Gunaratna, VP of Product Marketing @ Chargebee Trinity Nguyen, VP of Marketing @ UserGems Mark Kosoglow, CRO @ Catalyst Andrew Davies, CMO @ Paddle Jessica Hutchinson, VP of Product Marketing @ Paddle And so much more to come!!

Enterprise 278

Enterprise Customer Success Product Marketing Startup 278

SaaStr

JANUARY 10, 2024

Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving. At different stages, the Marketing department of your org and your company may be focused on different initiatives to try to meet a mutual outcome. They didn’t hire a big branding agency or hire a research firm.

Sales Hiring 251

Sales Hiring Scale Technical Review Leadership 251

SaaStr

NOVEMBER 24, 2021

However, even the savviest entrepreneurs might be unaware of some of the blind spots that could be costing revenue. . Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. When should you scale?

Sales Hiring 193

Sales Hiring Scale Compensation Sales 193

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Combatting missed revenue growth for second-stage startups. 5 revenue growth mistakes second-stage startups make.

Scale 93

Scale Revenue Startup Sales Recruiting 93

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. CX starts from the moment prospects come in contact with your product.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

TrackStreet

FEBRUARY 16, 2024

While this is a win for consumers, such a business practice can encourage price wars and set a precedent for market monopolies, brand equity erosion, and product devaluation. This article shares the foundations of MAP policies that you need to know as a brand owner or manufacturer.

Branding 40

Branding Technical Review Advertising Systems Review 40

ProfitWell

MAY 21, 2019

Ari Wells is the VP of Product Marketing at cloud service mogul Akamai. He joined us on stage at Recur 2018 to talk about how their team takes a product from concept to launch. You hear about product market fit a lot these days, and with good reason. What is Product Market Fit?

Product Marketing 70

Product Marketing Marketing Development Team Review Technical Review 70

SaaStr

AUGUST 4, 2021

There is just so much to do in marketing, from product marketing to brand marketing to customer marketing to, of course, demand gen. And really, most VPs of Marketing just want to focus on their 2-3 most favorite things to do. Probably 90% of marketers never actually have owned a commit themselves.

Interviewing 355

Interviewing Sales Hiring Marketing Branding 355

User Pilot

MAY 1, 2024

Are you planning to build a community for your product but are intimidated by the amount of work needed? Building a community is no walk in the park, but creating a brand community around your product can be easy and even fulfilling as long as you stay focused on your goals. This way, you can use your resources efficiently.

Branding 74

Branding Social Media Acquisition Advertising 74

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. But to develop a GTM strategy, you must have Product Market Fit. The percentage of revenue that comes through support increases.

Scale 237

Scale Sales Hiring Scaling Outsourced Development 237

SaaStr

JUNE 19, 2023

Many successful start-ups had $0 in revenue the first 2 years. 0 in revenue for the first 2 years. Watch it here: And only then … product-market fit. What if it’s $0 in revenue for 24 months? Or token revenue? I know you want that fancy brand, that investor that seems to be so cool, to have it all.

Scale 216

Scale Pricing Innovation Revenue 216

SaaStr

DECEMBER 16, 2023

We’ve discussed most before individually, but let me throw ’em together: It may well take 24 months to get to true product-market fit and Initial Traction. You absolutely have to hire someone that can recruit, and that has sold a SaaS product at least a smidge harder to sell than yours. Don’t be blinded by brands.

Part-Time VPE 222

Part-Time VPE CTO Hire Sales Recruiting VPCs (Virtual Private Cloud) 222

SaaStr

AUGUST 9, 2020

Many successful start-ups had $0 in revenue the first 2 year s. 0 in revenue for the first 2 years. Watch it here: And only then … product-market fit. What if it’s $0 in revenue for 24 months? Or token revenue? I know you want that fancy brand, that investor that seems to be so cool, to have it all.

Revenue 363

Revenue Branding Investment Product Marketing 363

OpenView Labs

DECEMBER 10, 2019

Editor’s Note: This article is Part Two of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Our product is ready! This post is part of a series that covers the core Product Marketing work needed in the four critical phases of an early-stage startup.

Acquisition 53

Acquisition Product Marketing Scale Marketing 53

ProfitWell

SEPTEMBER 16, 2019

During our conversation, Hiten and I walk through how freemium acts as an acquisition strategy as opposed to a revenue driver, how product teams need to think about things differently, and why it’s important to understand customer psychology when building your own freemium product to make everything work together. The Tradeoffs.

Acquisition 99

Acquisition Revenue Scale Retention 99

Tom Tunguz

NOVEMBER 8, 2020

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. In the consumer World, consumer companies use luminaries to support a product.

Development 228

Development Marketing B2C B2B 228

Point Nine Land

JANUARY 9, 2019

Most marketing tactics (content, social media, events, etc.) can be approached from the performance or the branding angle. But you can also approach content marketing from a branding perspective and focus more on “awareness”: the emphasis is not on lead and revenue generation, but more on how your brand is perceived.

Branding 50

Branding Marketing Social Media SaaS 50

SaaStr

MAY 6, 2021

Sandi Lin, CEO and Co-founder of Skilljar, and Kathy Lord, its CRO, know a thing or two about Chief Revenue Officers. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

Sales Hiring 241

Sales Hiring Sales Recruiting Interviewing Revenue 241

SaaStr

FEBRUARY 16, 2021

It’s when there isn’t enough revenue to make it, to get there. But the core business will be self-sustaining as long as you have happy customers, a mini-brand, and strong word-of-mouth, and second order revenue. But — it is enough to pay for a couple of engineers, below market rate. You can’t.

Sales Hiring 300

Sales Hiring Scale Banking Engineering 300

Sales Hacker

DECEMBER 1, 2020

A career marketer’s advantage in growing holistic revenue [17:54]. The role of branding in marketing [19:27]. Building and leveraging a differentiated brand as a growth amplifier [22:29]. After a career as a VP of Marketing and CMO, Jake now serves as president of MetaCX. Show Introduction [00:01].

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

SaaStr

MARCH 5, 2022

Despite their founders’ ambition and good intentions, any innovative idea that results in millions of dollars in revenue and funding is bound to come with growing pains. Migrating from the hyper-growth and chaos of the early days seeking product-market fit is critical to managing growth in customers, employees, products, and geographies.

Startup 257

Startup Leadership Innovation Scaling 257

SaaStr

SEPTEMBER 8, 2020

On finding product-market fit in the early stages. Jason identifies product/market fit (PMF) as the stage where a startup that has struggled to get customers suddenly sees growth but they don’t know why. The first product Algolia built never achieved product-market fit. And then boom!”

Scale 234

Scale Sales Hiring Technical Advisors Scaling 234

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. Roger Scott, CCO at New Relic, has seen first hand the importance of customer relationships in effectively scaling your product and revenue.

Scale 249

Scale Sales Hiring Scaling B2B 249

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. Some sales folks might disagree, but Lemkin believes startups should be about 85-90% transparent.

Sales Hiring 235

Sales Hiring SaaS Banking AI 235

SaaStr

NOVEMBER 1, 2022

The promise of SaaS was healthy profitability at scale and yet we see companies with hundreds of millions of dollars in revenue burning cash. Their responsibility would include attracting local talent, running the US and creating an employer brand in the US. The US is an extremely competitive talent market.

Scale 218

Scale Sales Hiring Cybersecurity Underperforming Technical Team 218

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. Through these content channels, they can fuel conversations, educate the market, and build strong relationships with potential customers. Consider the overnight success of a celebrity-owned product.

VP of Engineering 71

VP of Engineering Scale SaaS AI Search 71

SaaStr

JUNE 17, 2023

We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends. We’ll also examine how public markets currently influence the SaaS industry and unpack the elevated CIOs’ role in budgeting for SaaS products.

Venture Capital 218

Venture Capital Scale Technical Review Software Review 218

User Pilot

NOVEMBER 24, 2023

TL;DR Customer acquisition attracts and converts new customers through marketing and sales efforts to expand the customer base and drive revenue growth. If you want to help grow your product, consider Userpilot. It was a suite of no-code tools that you can use to help improve your product’s growth.

Acquisition 91

Acquisition Retention Customer Lifetime Value Churn 91

User Pilot

JULY 23, 2023

Key members of the GTM team: Go-to-Market Manager: Responsible for overseeing and coordinating the entire GTM process , ensuring alignment across go-to-market teams and successful product launches. How to build a team to implement your go-to-market plan: Set clear milestones for your team. Who is part of the GTM team?

Marketing 74

Marketing Customer Lifetime Value SaaS Advertising 74

Sales Hacker

DECEMBER 8, 2023

Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early! Use timing as a forcing function. Frame solutions, rather than features alone.

Sales Recruiting 99

Sales Recruiting Generative AI AI AWS 99

SaaStr

SEPTEMBER 20, 2021

25%-30% of the avereage public SaaS company’s revenues are outside of North America. If you have a mini-brand, int’l customers will buy from you even without any local presence. in Australia (key early local markets) are used to buying from U.S. Even if the core product is the same. Buyers in the U.K.,

Sales Hiring 262

Sales Hiring Customer Success Revenue SaaS 262

User Pilot

MAY 1, 2024

The product management team is primarily responsible for owning the product experience but is supported by the engineering, marketing, and customer success departments. In most SaaS companies, the product management team includes product managers, product marketers , and UX designers.

Customer Lifetime Value 84

Customer Lifetime Value User Experience Retention Scale 84