SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. While marketing might focus on both the end and the means as a part of a strategy, a seller needs to emphasize how to solve a customer pain point. 1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing.

Sales 246

Sales B2B Consulting Investment 246

The Daily Egg

MARCH 20, 2021

If you fall in this category, you may be missing out on one of the best customer outreach channels. Cold emailing may be an old concept, but it is still instrumental when used as part of a larger prospecting strategy. Many marketers and sales reps think of spam any time cold emailing comes up. Considering […].

Strategy 320

Strategy Sales Marketing 320

Tom Tunguz

JUNE 15, 2021

Suppose you’ve started a company that’s creating a category. Do you spend aggressively to create the category or conserve capital, knowing education will take time? New categories form at unpredictable rates because each market has distinct nuances. But frugality a winning strategy in any of those spaces?

Strategy 256

Strategy Banking Finance Education 256

SaaStr

JANUARY 9, 2023

ClickUp has grown and found its voice in an industry of category players, with a staggering six million users within five years. Flip the script by proactively tracking customer’s journey, segmenting them into different categories with a tailored message for each category. Tactic #5: Uplevel your social strategy.

Social Media 196

Social Media B2C Marketing B2B 196

SaaStr

MARCH 2, 2022

Category creation takes persistence and patience. It is vital to understand why you are launching a category creation initiative. Disrupting existing categories can be difficult, so you need to be intentional with your strategy. Do not try to create a category because it’s trendy. Do not be afraid to pivot.

Outsourcing Services 196

Outsourcing Services Scale Outsourced Development Marketing 196

SaaStr

FEBRUARY 8, 2022

This has always worked in some categories since the dawn of the Web. Use content or other strategies to build a high quality list. Buyers attend the #1 events in each category, at a minimum. Ways to get the word out: Press and PR. Getting written up in TechCrunch doesn’t do what it once did, but press and PR still helps.

Marketing 278

Marketing Scale Content Marketing Consulting 278

Tom Tunguz

OCTOBER 31, 2023

A few notes on this analysis: First, not all software categories will grow 15%. But the dominant strategy has been to hire more reps while maintaining quotas rather than increasing quotas meaningfully - perhaps an artifact of the easy money era. Some will grow faster than others; others may contract. Third, AI efficiency is subjective.

Headcount 201

Headcount Sales Hiring AI Cloud 201

User Pilot

MARCH 27, 2024

That said, let’s explore some secondary navigation examples, the role of secondary navigation in UX, the key differences between primary and secondary navigation, and share some strategies to aid your navigation. HubSpot's combined navigation allows detailed content exploration within major categories through a hierarchical structure.

User Experience 104

User Experience Pricing Engagement Mobile 104

SaaStr

MARCH 22, 2023

The RPA category promises cost savings, and it seems to be resonating today. A real land-and-expand strategy, or at least, increase utilization dramatically over time strategy. #7. So few Cloud software companies have had a more interesting history than UiPath. It took them a full 10 years to get to $1m in ARR (!). And UiPath?

Scale 231

Scale Cloud Scaling Churn 231

Kellblog

AUGUST 27, 2022

In extreme distillation, Play Bigger argues: Category kings (companies who typically define and then own categories in the minds of buyers) are worth a whole lot more than runner-ups. Therefore you should be a category king. “I’m an CMO and it’s 2018. Of course I’ve read Play Bigger. So, off you go.

Strategy 136

Strategy Marketing Startup Customer Success 136

Intercom, Inc.

SEPTEMBER 15, 2021

In this era of ever-increasing digital disruption and innovation, category design can be the ultimate business strategy for brands wishing to stand out from the crowd. The book aims to help companies apply category design to open new markets and create new demand. and the Making of IBM , and The Two-Second Advantage.

Technical Review 205

Technical Review Sales Hiring Innovation Systems Review 205

SaaStr

AUGUST 30, 2023

Instead of trying to use a clunky, forms-based search box, you can now have a conversation with Monty to discover the best app, even if you don’t know the best category (there are over 2,000 on G2). People can communicate as humans do, and AI uses those words and matches them to a business problem regardless of category.

AI Search 188

AI Search AI ChatGPT Software Review 188

SaaStr

FEBRUARY 3, 2023

Historically, SaaS investors tended to look for the undisputed top dog competitor in every category, and would pour huge amounts of money into those companies. Now founders must prove not that they will be the only leader in the category, but that they can differentiate enough to win and yield incredible growth.

Venture Capital 185

Venture Capital Sales Hiring Social Media Healthcare 185

SaaStr

JUNE 29, 2023

As a result, we’re seeing SaaS companies develop new pricing strategies.” Tailor your sales strategies to loop in the CFO as early in the process as possible and demonstrate the business case for your solution. Oates explains, “Software that supports critical infrastructure will continue to be purchased and renewed, year-over-year.”

VP of Engineering 231

VP of Engineering Trends Cybersecurity Sales Hiring 231

Tom Tunguz

MAY 23, 2022

Many startups face a strategic question early on of whether to create a new category. Barr lives hustle as strategy. Today, the company announced a $135m Series D to continue creating this category with relentless focus. From every startup I work with, I learn about the different ways of building a company.

Startup 222

Startup Customer Success Scaling Data 222

User Pilot

MARCH 14, 2024

We also cover: Customer analytics categories. There are four categories of customer analytics categories. This data isn’t just for top-level strategy. Customer analytics categories to track behavioral data There are four main categories for analyzing customer data: 1. You’re at the right place.

Customer Lifetime Value 102

Customer Lifetime Value SaaS Underperforming Technical Team Retention 102

Totango

JANUARY 3, 2024

We’re proud to have dedicated 13 years to cultivating best practices and expertise in the customer success software category. showcasing, in our opinion, our strength of strategy and product offering for enterprise businesses. These behaviors will guide our strategy as we continue to evolve and innovate.

Software Review 111

Software Review Scale Customer Success Innovation 111

SaaStr

SEPTEMBER 29, 2023

Any startup in any reasonable category likely has dozens of competitors, and Altman believes the best strategy to compete in 2023 and beyond is multi-product. The customer journey applies to every software category, and it guides your roadmap with more holistic solutions for your customers. That’s unbelievable!

Scale 222

Scale Scaling Startup Sales Hiring 222

Stax

DECEMBER 20, 2023

While interchange fees are unavoidable, there are strategies to help minimize their impact, including choosing a cost-effective payment processor, implementing surcharging, and more. One such strategy includes implementing credit card surcharging to offset the cost of interchange fees. Request Quote What Are Interchange Fees?

Payment Services 167

Payment Services Merchant Services Payment Methods Payment Solutions 167

Mucker Capital

NOVEMBER 8, 2023

In this Mucker Growth session, Rosabel Tao from Fire & Bridge delves into the critical field of startup positioning strategy and its crucial role in shaping enduring brands. Defining the customer precisely is crucial to focus on the right approach, rather than using a scattergun strategy. How do we develop positioning?

Branding 98

Branding Startup Development Strategy 98

Intercom, Inc.

SEPTEMBER 22, 2020

Brian also shares HubSpot’s strategy for creating an industry-defining category that helped more than 86,000 customers in over 120 countries move from unwelcome outbound marketing to permission-based inbound marketing. Coining a category that disrupted an industry. One thing was clear: it was time to throw the old playbook out.

Venture Capital 211

Venture Capital Advertising Communication Branding 211

SaaStr

NOVEMBER 10, 2021

1,800 customers with ARR of $100,000 or more, a year-over-year increase of 66% from 1,082 You know this, but doing “all the integrations” can be a killer winning strategy. #7. Datadog may have revolutionized observability and other categories, but it didn’t change how you set up a sales team. To 75% growth.

Scale 315

Scale Cloud Enterprise Scaling 315

SaaStr

APRIL 1, 2022

Things that are a negative for me at least and are sort of in the “over-prepared” category: A written business plan. A too-thoughtful exit strategy. A deck is great. And a detailed operating plan in a Google Sheet or Excel is an A. Too many / wrong folks at pitch. Never bring someone that isn’t full-time.

Consulting 256

Consulting Engineering Investment Strategy 256

SaaStr

NOVEMBER 12, 2021

Freemium is not a marketing strategy. Just because your product is free, or has a free category, does not mean anyone will find it. Just because your product is free, or has a free category, does not mean anyone will find it. Freemium is a funnel management strategy and done right, later it can accelerate viral acquisition.

Sales Hiring 322

Sales Hiring Investment Acquisition Product Marketing 322

SaaStr

JULY 25, 2023

It provides updates on Microsoft’s products and strategies and fosters collaboration among partners. The SaaS Awards : The SaaS Awards is an annual awards program recognizing excellence and innovation in SaaS products and services across various categories.

ChatGPT 214

ChatGPT AWS SaaS CTO 214

SaaStr

APRIL 25, 2021

When you don’t plan ahead of time, your team will often resort to “cramming,” a style of haphazard strategy that fails to address customer satisfaction in a meaningful way. Identify different customer profiles that would be ideal candidates for the market category. Now Needs: This category encompasses urgent, immediate fixes.

Development 167

Development Innovation Company Culture Consulting 167

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . That means showing up in every quadrant of your category, hiring A players, putting yourself out there.

Scale 208

Scale Sales Hiring Cybersecurity Underperforming Technical Team 208

SaaStr

APRIL 7, 2021

Denise Persson, the CMO of Snowflake, shares the five secrets to a winning marketing strategy that grows your company’s revenue and cements your customer loyalty. To understand positioning, think of your marketing strategy like a hill. When you are defining your position, you are expressing your brand’s category in the market. .

Scale 173

Scale Marketing Scaling Branding 173

SaaStr

JANUARY 7, 2022

Dave Kellogg, EIR at Balderton Capital and Principal at Dave Kellogg Consulting, shares five tips to help founders and CEOs navigate their marketing strategy and develop clarity around what successful marketing looks like. #1 Your strategy should emphasize simplicity and memorability. 1 Reverse-Engineer Marketing From Buyer Empathy.

Sales Hiring 221

Sales Hiring Underperforming Technical Team Marketing Market Research 221

Intercom, Inc.

JUNE 2, 2021

This type of innovation can factor into the business strategy, product strategy, and execution levels. Before we start a project, we usually consider potential innovation within the latter two categories – product strategy and execution. My team recently took ownership of our Customer Support channel strategy.

Innovation 251

Innovation Investment Sales Recruiting Strategy 251

User Pilot

NOVEMBER 29, 2023

A dynamic retention specialist will implement proactive strategies to improve the customer experience and increase loyalty, thus improving customer retention. TL;DR A retention specialist works to increase loyalty and customer retention by resolving customer complaints and implementing retention strategies.

Retention 102

Retention Customer Lifetime Value Churn Outsourced Development 102

User Pilot

APRIL 21, 2024

Watch over your flow analytics to analyze the impact of your onboarding strategies , identifying what works and what generates friction. It can include visuals illustrating customer behaviors during onboarding, metrics such as time-to-activation or DAUs, and KPIs that measure your onboarding strategy’s effectiveness.

Onboarding 100

Onboarding SaaS Metrics Trends 100

User Pilot

FEBRUARY 25, 2024

Five categories of potential customer reactions to new features. Kano model covers five feature categories: Basic features customers expect. The Kano model, also known as the “Customer Delight vs. Implementation Investment” strategy, is a product development framework. Practical explanation of how it works.

Scale 102

Scale Data Analysis Development AI 102

SaaStr

JANUARY 31, 2023

Targeted expertise from category leaders and their executives. While at HubSpot, Greer has witnessed many successful investments like Jasper, ClickUp, ContentFly, Maze, and more. How it Works: So how do strategic funds work? Greer explains, “The classic example of a venture fund, you’ve got this base of LPs.

Investment 199

Investment Startup Branding Acquisition 199

Buffer Resources

OCTOBER 16, 2023

Most creators have a combination of several pillars that form the foundation of their content strategy. If you define content pillars and create according to them, you can better control how you appear in search engines by creating to match certain categories and keywords relevant to your content. 

Social Media 117

Social Media Venture Capital AI Search Banking 117

SaaStr

APRIL 8, 2023

Over the years, we’ve done just an incredible number of deep dives, AMAs, and more with many of the best CROs and VPs of Sales in SaaS!

Scale 243

Scale Sales Hiring SMB SaaS 243

SaaStr

JANUARY 6, 2021

Howie Liu, CEO and Co-Founder @ Airtable shares the strategies he used to gain traction with a low-code platform. Here, we breakdown some of the strategies Howie used to turn Airtable into the project-management powerhouse it is today. On Category Creation. Stay True to Your North Star. Why Horizontal vs Vertical Growth .

Scale 192

Scale Software Review Scaling Sales Hiring 192