SaaStr

APRIL 4, 2023

How CAC targets drive GTM strategies: If Your CAC Target Is Low You’ll likely focus on small-to-medium businesses and use tools like inbound sales and low-touch or no-touch self-service. Virality and content marketing will be essential to create traffic and win new customers. The sales cycle at this stage may be very short.

Scale 230

Scale Strategy Scaling Outbound Sales Team 230

Tom Tunguz

APRIL 8, 2015

These distribution advantages take many forms: a simpler product (Box vs Sharepoint); mobile app store distribution (Expensify vs Concur); content marketing (Zendesk vs Oracle/Peoplesoft). In short, new startups leverage a distribution advantage to acquire SMB customers at scale. Inside Outside. Annual Investment, $M 0.75

Innovation 172

Innovation Startup Scale SMB 172

Intercom, Inc.

JULY 9, 2020

Kevin Indig leads SEO & Content Marketing as VP at G2 and mentors startups in Marketing at GermanAccelerator. I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team. Atlassian does not have an outbound sales team.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199