Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

SaaStr

SEPTEMBER 2, 2022

Investors look for specific metrics to see whether you stand out from the crowd, ranging from your market expansion potential to your product vision and product-market fit. Tapping into your market expansion potential. Build on proof points at the growth stage to demonstrate your market expansion potential.

Scale 181

Scale Retention Metrics Product Marketing 181

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development. Is a CRO right for you?

Sales Hiring 226

Sales Hiring Sales Recruiting Interviewing Revenue 226

SaaStr

SEPTEMBER 14, 2022

But you can’t base your business model purely on gut instinct: you need to understand the problem by conducting serious research. This research will tell you whether your “genius idea” is filling a real market gap and whether you’re disrupting or creating a new category. “I Know how to market your product.

Scale 205

Scale Venture Capital Sales Hiring SMB 205

SaaStr

FEBRUARY 14, 2023

The beauty of SaaS as a business model is its asset-light nature, selling bits, not atoms. Incremental sales cost nothing and should have high gross profit margins in the 70-80% range, which is entirely unlike other types of businesses like services that bring in around 40-50%.

Metrics 201

Metrics SaaS Marketing SMB 201

User Pilot

JULY 27, 2023

In this article, we’ve outlined the major roles that move the needle in terms of product growth alongside their KPIs and current salary ranges. TL;DR SaaS, or “Software as a Service,” is a business model that delivers centrally hosted software to subscribers over the internet. What is a SaaS business model?

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

User Pilot

MAY 30, 2023

Every successful product marketer has at some point wondered how to create a persona. Good user personas are critical to any successful product marketing campaign. Put simply, user personas impact your entire business model. Put simply, user personas impact your entire business model.

Social Media 98

Social Media Interviewing Underperforming Technical Team Product Marketing 98

SaaStr

AUGUST 25, 2023

2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. If, in one sales cycle, things aren’t improving on several core metrics, they never will. The best VPs of Sales hit the ground running.

Part-Time VPE 175

Part-Time VPE Scale Sales Hiring CTO Hire 175

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Challenging your own sales force.

Outsourcing Services 79

Outsourcing Services Sales Outsourcing Outsourced Development Scale 79

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times? We actually can’t find product marketers full stop.

Sales Hiring 189

Sales Hiring Scale Leadership Sales Enablement 189

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 205

Venture Capital Scale Technical Review Software Review 205

Intercom, Inc.

OCTOBER 16, 2019

The SaaS industry is constantly evolving, and for many companies in the space, that means having to evolve their business model. However, that doesn’t necessarily mean a “pivot”, but more often the evolution is a shifting business model as the company scales and the user base grows and changes. Gaining new customers.

Business Model 195

Business Model Scale Pricing Payment Methods 195

Tom Tunguz

APRIL 14, 2019

Classic agencies don’t value the software enough to engender pricing power, develop fast sales cycles, or change the operations of their business to maximize the value of the ML innovation. Increases in productivity don’t imply increases in revenue. Consequently, product market fit is weak.

AI 190

AI Sales Recruiting Underperforming Technical Team Machine Learning 190

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. How defendable is the technology of the product or the business model?

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

User Pilot

JANUARY 18, 2023

With so many product marketing strategies floating around the SaaS world, it can be hard to identify the right one. In this guide, we’re going to go over what PLG marketing is and why it just might be the perfect approach for your business. What is product-led growth? What does PLG stand for in marketing?

Strategy 98

Strategy Marketing Scale Software Review 98

Casey Accidental

DECEMBER 5, 2023

I’d argue the only companies that have found product/market fit in crypto are companies that either enable or catch grifters. A more pithy way of saying this is the crypto space has created more criminal convictions than companies with product/market fit. So nothing can stand the test of time in that space.

AI Search 65

AI Search AI ChatGPT Scale 65

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

User Pilot

JULY 30, 2023

You should put more focus on acquisition than retention when you’re launching new features /products or aiming to expand your customer base, or when the market share or churn rate is low. Customer retention requires more focus when you have high churn rates , high acquisition costs, and a business model reliant on recurring revenue.

Acquisition 98

Acquisition Retention Customer Lifetime Value User Experience 98

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. You’re starting a new business. The design of your product? . Marketing? . How about your business model ? Use CAC to align your business model.

Acquisition 91

Acquisition Underperforming Technical Team Startup Customer Lifetime Value 91

OpenView Labs

SEPTEMBER 8, 2021

Here’s what that means for Product, Marketing, Sales, Customer Success, Pricing, and Finance. Product: Treat product investments as a revenue-generating expense. At the risk of repeating myself, usage-based revenue growth depends on customers using and seeing value from the product. Bill.com—1.4.

Pricing 64

Pricing Customer Success Scale Compensation 64

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? And in the course of doing that, I think I really discovered and fell in love with SaaS as a business model and it really doubled down on my interest in data analytics. Why is this? What are the drivers of its death?

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

Tom Tunguz

NOVEMBER 30, 2014

The product-market fit assumptions that held true six months or year ago or three years ago may no longer be valid. For a startup to attain product-market-fit, the startup’s value proposition should neatly map to these needs. First, the product must accomplish the majority of the customer’s job.

Startup 113

Startup Business Model Product Marketing Communication 113

User Pilot

MARCH 15, 2022

It covers everything from who your potential customer or target market is, where they are, the best marketing efforts and sales strategy to reach them, your positioning tactics, pricing strategy, and more. your potential customers and their pain points, existing competitors, their strategies/business model.

Strategy 98

Strategy Marketing SaaS Customer Lifetime Value 98

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. If we combine it with a business model that nobody really understands, it’s just too much. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle. People make the difference.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

For Entrepreneurs with David Skok

NOVEMBER 6, 2018

The videos are provided courtesy of WebSummit: 9 Secrets for Startup Success, A roadmap for B2B Founders Lean Startup taught the world how to find product/market fit, but in the. The slides and videos of those two presentations can be found below.

Startup 225

Startup B2B Product Marketing Marketing 225

Chargify

APRIL 23, 2019

The “primary risk [during pre-startup] is the failure to design a business plan and strategy that will enable the company to become profitable as it makes sales and earns revenue. You’ll also hear this stage called validation or the product/market fit stage. Finding channel/market fit. Making key hires.

Scale 74

Scale SaaS Payments Scaling Payment Services 74

Frontegg

SEPTEMBER 14, 2022

With dozens of companies competing for a place on the list, the committee considered the following characteristics when choosing the winners: true innovation, a significant market opportunity, a proven product-market-sales fit and business model, and a strong and skilled leadership team that is laying down the foundations to build a global leader.Frontegg (..)

Scale 40

Scale CTO Innovation B2B 40

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. The growth stages are defined as: Early Stage – Product/Market Fit Stage, . Growth Stage – Scaling the Business, and .

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

The Angel VC

MARCH 31, 2015

In contrast to B2C companies like Uber, Delivery Hero or Homejoy for which it was critical to get the unit economics right, scaling distribution is usually the toughest challenge for a SaaS startup after it has found product / market fit. And this is understood by the markets. Pretty clever, huh?

Scale 168

Scale SaaS B2C Finance 168

Chart Mogul

OCTOBER 3, 2019

The customer acquisition cost can help you create, measure, and improve a business model that will put your business on the path to profitability. You’re starting a new business. The design of your product? How about your business model ? Use CAC to align your business model.

Acquisition 52

Acquisition Startup Underperforming Technical Team Customer Lifetime Value 52

User Pilot

FEBRUARY 7, 2024

Tracking your free trial conversion rate is important for benchmarking against competitors, evaluating product-market fit , and conducting segment analysis on users. An opt-in free trial allows users to experience the product for a limited time without sharing their payment details. Evaluating PMF. Segment analysis.

SaaS Payments 52

SaaS Payments Payments Payment Solutions Scale 52

The Angel VC

FEBRUARY 20, 2016

In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable. Ten years ago, there was nobody who SaaS founders could ask in order to learn how to do, for example, inbound marketing, low-touch sales or customer success.

Scale 192

Scale Scaling SaaS AWS 192

SaaStr

MAY 24, 2019

Why SaaS is your business model, not your mission. And from that perspective, I do think that there is in view, sort of a proven formal and [inaudible 00:08:17] expand where you figure out your product market fit. You go over and test it at scale with small businesses. Missed the session? Andrew Filev.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

Intercom, Inc.

MARCH 25, 2019

When you’re trying to validate an idea, work out product-market fit or find the right business model, you’re going to make a bunch of mistakes. At Intercom, we ask cancelling customers to discuss their reasons for leaving, either in a questionnaire or in a conversation with a support or sales agent.

Churn 183

Churn Wireless Growth Hacking Construction 183

Sage Intacct

NOVEMBER 9, 2018

At fast-growing SaaS companies, CFOs and finance leaders are increasingly viewed as the business-model architects who analyze and guide the organization to successful outcomes.

Finance 40

Finance Banking SaaS Business Model 40

Chart Mogul

SEPTEMBER 24, 2020

If you were to sit in a leadership team meeting at your typical SaaS business, and you asked Who is responsible for MRR growth? eyes in the meeting would likely shift towards the VP of Sales or the VP of Marketing. There are five MRR levers available to a company when trying to grow a SaaS business. Expansion MRR.

B2C 97

B2C Churn Metrics Pricing 97

User Pilot

FEBRUARY 13, 2024

Now, let’s see some examples of contextual email marketing automation from other SaaS companies: Welcome Emails : Personalized emails at sign-up introduce and guide users, just like Optimal Workshop, prompting you to do your first task. Grammarly’s flash sale. Grammarly’s flash sale extended for those who didn’t read.

Marketing 52

Marketing Engagement Software Review Onboarding 52