SaaSOptics

MAY 6, 2022

After the financial core is the next layer: everything customer-facing, including your customer relationship manager (CRM), pricing and quoting software, and tools to empower your Customer Success team. A strong customer core helps early-stage companies retain users and expand deal sizes within their existing customer base.

SaaS 76

SaaS Scale Underperforming Technical Team Forecasting 76

SaaStr

JULY 25, 2021

They don’t care like you had a successful company or not in the past. Do you have to still find the right product market fit, you have to build a good product, you have to service the customers, you have to compete in the market. And it doesn’t mean that you have to sell a big product.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

ProfitWell

OCTOBER 25, 2019

In it, we focus on a product-led tweet storm on running sales in an era of product-led growth, plus an interview with our own Product Manager Neel Desai re: the State of Product Marketing report for 2019. "I Culture is made up of rituals, shared languages, symbols, and the principles.".

Sales Recruiting 40

Sales Recruiting Subscription Payment Features Company Culture 40

Sales Hacker

NOVEMBER 4, 2020

These initial hires will influence how you approach each region, how you build off your success, and what your new office culture is. And office culture is invaluable as a new sales team in a new region. You can’t just force your company’s old company culture onto this new team. It has to be organic.

Sales Hiring 100

Sales Hiring Scale Sales Recruiting Sales 100

OpenView Labs

AUGUST 24, 2020

Culture isn’t “something that’s just soft and fluffy and nebulous.” Culture is a reflection of the behaviors, motivations, and incentives that get rewarded with success within a company. Culture drives the outcomes.

Scale 53

Scale Consulting B2B Enterprise 53

ChurnZero

OCTOBER 4, 2019

The customer loves our product, team, and company culture. Marcel Andrei, Customer Success and Product Marketing Manager, Paymo. How to Achieve Net Negative Churn By Using Value Metrics in Your Pricing – Find out what the secret is to unlocking the magic of net negative churn.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

SaaStr

MAY 24, 2019

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. And so, it’s all incremental investments, incremental risk, so it can get your product very far. Andrew Filev: They depend on your product market fit.

Sales Hiring 140

Sales Hiring Scale SMB Sales Recruiting 140

OpenView Labs

SEPTEMBER 18, 2019

Once the team is more settled and has begun to find the local product-market fit , you can start the gradual process of building out a more specialized team. The existing employees will help to seed your company culture in the new office, and also bring a wealth of internal knowledge about your products and services.

Payment Methods 40

Payment Methods Sales Hiring Payment Services Payments 40

Casey Accidental

NOVEMBER 13, 2019

Changing the goals or creating an independent team with its own set of OKRs does not guarantee marketplace success, but they free you from the temptation of dismantling or impacting teams that frequently need to do years’ worth of work to find product/market fit for a second set of customers. #2

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

OpenView Labs

MAY 21, 2019

Product led growth (PLG) is a term that has become pretty mainstream in SaaS circles, but some companies still miss out on the full potential of the concept because they think of it more as a pricing model or maybe a variation on the bottoms-up growth concept. Marketing – What Do You Do Differently in a Product-led Company?

Customer Lifetime Value 61

Customer Lifetime Value Onboarding Company Culture Finance 61

OpenView Labs

MAY 21, 2019

Product led growth (PLG) is a term that has become pretty mainstream in SaaS circles, but some companies still miss out on the full potential of the concept because they think of it more as a pricing model or maybe a variation on the bottoms-up growth concept. Marketing – What Do You Do Differently in a Product-led Company?

Customer Lifetime Value 57

Customer Lifetime Value Onboarding Company Culture Finance 57

OpenView Labs

MAY 21, 2019

Product led growth (PLG) is a term that has become pretty mainstream in SaaS circles, but some companies still miss out on the full potential of the concept because they think of it more as a pricing model or maybe a variation on the bottoms-up growth concept. Marketing – What Do You Do Differently in a Product-led Company?

Customer Lifetime Value 40

Customer Lifetime Value Onboarding Company Culture Finance 40

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? *

Sales Hiring 163

Sales Hiring Scale Interviewing Technical Review 163

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. To date, Harness has raised $20m in funding from the wonderful Matt Murphy @ Menlo Ventures and BIG Labs. billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Let’s look at the pros and cons Founder-led Sales Pros: Flexibility as a founder in terms of how you craft messaging, pricing, etc.

Scale 203

Scale Sales Hiring Scaling Sales 203

Chart Mogul

JULY 1, 2020

Simply put, you conduct customer discovery interviews before launching a new product, or whenever you want to discover potential customers. User Interviews is an example of a product born out of customer discovery interviews. Unlike customer discovery interviews, they should be conducted regularly throughout your product’s life cycle.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

SaaStr

APRIL 4, 2019

And so we are absolutely in lockstep every day of the week to make sure something that might slip we are made aware of because marketing campaigns really need to align with what new features are coming out. It follows on the heels of having our engineering PMC.

Cloud 165

Cloud Scale Trends Machine Learning 165

SaaStr

MAY 15, 2020

Why does Bridget believe the best starting point for customer success is “company culture and value”? How does company culture impact the quality of customer success? I went into product marketing for the commercial arm of Xerox Park, which is a big computer research company here.

Sales Hiring 190

Sales Hiring Scale Technical Review Outsourcing Services 190

Chart Mogul

JULY 1, 2020

Simply put, you conduct customer discovery interviews before launching a new product, or whenever you want to discover potential customers. User Interviews is an example of a product born out of customer discovery interviews. Unlike customer discovery interviews, they should be conducted regularly throughout your product’s life cycle.

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? In 2012, Wall Street didn’t really know how to value SaaS companies. It’s perfect for land, expand.

SaaS Payments 258

SaaS Payments Scale Payment Services Payment Solutions 258

SaaStr

MARCH 27, 2019

So I went with the Italian guy, and then I learned how to do product management, and I went from company to company really focusing in on product management as a core skill, and then extending that into product marketing, and operations, and then eventually a full blown … the whole kit and caboodle.

Scale 127

Scale VP of Engineering Mobile Scaling 127

SaaStr

APRIL 9, 2019

Eric talks about the early days of Zoom – how he secured his first investors, employees, and major customers – as well as how Zoom maintains a happiness-oriented culture while achieving skyrocketing growth. Quick recap: Keep your pricing simple. And, that was a product manager? Eric Yuan : Product marketing manager.

Sales Hiring 127

Sales Hiring Scale CTO Hire Marketing 127

SaaStr

AUGUST 20, 2020

Then also Praveer told me about pricing mindsets, and it’s been a test-and-iterate approach for you, he said. So I’m intrigued in terms of lessons and takeaways from that, what have been some of the biggest takeaways and lessons from the test-and-iteration process within the pricing structure itself? Kyle Parrish: Yeah.

Sales Hiring 190

Sales Hiring Sales Recruiting Scale Technical Advisors 190

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? I learned a ton about pricing.

Sales Hiring 106

Sales Hiring Communication Scale Interviewing 106

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. This is how I think we quantify product market fit. We’ve been working on product market fit.

Scale 214

Scale Sales Hiring Revenue VP of Engineering 214

Sixteen Ventures

DECEMBER 31, 2019

If they’re not a perfect fit with your product, service, support infrastructure, or even your company culture, they are unlikely to have a great customer experience… and are not likely to be successful. they’ll have a harder time. That hurts both of you.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

SaaStr

APRIL 2, 2019

So we invested in that product, built out a couple of key features, opened up our APIs and launched that product. And when we launched it, we put it on the market for $1,000 a month. Three times the price of our original product. Think about your product, and imagine being able to sell it for three times the price.

Scale 196

Scale Sales Hiring Scaling Strategy 196

SaaStr

MARCH 6, 2020

314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. There’s a lot of stuff that we do that creates and builds the type of company that we want to create.

Scale 210

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 210

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: It’s a multi year commitment, and I think the other piece around this is, great, you launched your product. What’s the go to market motion look like? What does pricing and packaging look like? What does the product marketing look like, and the battle cards look like?

Sales Hiring 244

Sales Hiring CTO Hire Scale Investment 244

SaaStr

FEBRUARY 14, 2020

How did her time at Gusto teach her about the right way to build company culture? What does Jaleh believe is the biggest problem in SaaS marketing today? What price points is required for an ABM strategy to be viable? * How does Jaleh approach the issue of determining the success of marketing?

Scale 180

Scale Sales Hiring B2B Scaling 180

SaaStr

OCTOBER 24, 2019

I’m a huge believer of design, UX, all of those things, but I do think that getting it tested in the market… no matter how well you build the first version you’ve going to have 24 months of real pain with real customers to find product market fit as a minimum. They enjoy helping to shape the product.

Payments 103

Payments Payment Features SaaS Payments Underperforming Technical Team 103

SaaStr

MARCH 31, 2024

They talk about the culture code that was created in HubSpot’s early days and how they have continued to have strong retention rates and overall happiness in their employees. Also, don’t miss out on discounted prices for SaaStr Annual 2024 tickets. ” Did this occur to anyone, at some point, coming in here, today?

Part-Time CTO 260

Part-Time CTO CTO Hire CTO Coach CTO 260

SaaStr

OCTOBER 4, 2019

Why does Jeppe believe that building for SMB makes it easier to build a great culture internally? How does Jeppe respond to 3 common concerns VCs have with SMBs: * The price points are so low that it takes huge volume to scale to meaningful revenue? * How do you think about that and the pricing element with SMB? What changes? *

Scale 118

Scale SaaS Payments SMB Sales Hiring 118