Predictable Revenue

SEPTEMBER 19, 2022

Should marketing come before outbound sales? Here are 5 reasons why startups should nail down their marketing foundations before building a sales team. The post Why Start-Ups Should Nail Down Their Marketing Before Building a Sales Team appeared first on Predictable Revenue.

Marketing 317

Marketing Sales Startup Revenue 317

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 278

Scale Sales Hiring Marketing Venture Capital 278

Tom Tunguz

JULY 5, 2022

On July 13th at 10am Pacific, Office Hours welcomes Lars Nilsson , VP of Global Sales Development at Snowflake. Having worked at five startups which went public - Snowflake, Cloudera, ArcSight, Riverbed and Portal Software, Lars is an expert in sales. During this session, we’ll cover those topics and others.

Development 181

Development Sales Startup Pricing 181

Tom Tunguz

MAY 10, 2019

A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. And since expanding an existing customer costs significantly less than acquiring a new one, these expansion dollars require far fewer (and potentially zero) sales and marketing investment.

Development 232

Development Sales Acquisition Retention 232

SaaStr

FEBRUARY 7, 2024

Sales-assisted, product-led growth strategies that close Enterprise leads. To get the most efficiencies out of their marketing team and resources, Gorgias puts a big emphasis on using only high-quality data that they audit regularly. In this playbook we’ll share: Automated outbound at-scale strategies.

Scale 231

Scale Sales Hiring Strategy Marketing 231

SaaStr

MARCH 2, 2023

Dear SaaStr: When Do You Start to Develop a Brand in SaaS? A little more here : heard good things image from here The post Dear SaaStr: When Do You Start to Develop a Brand in SaaS? In my experience, probably about $2m worth of happy customers. At that point, you don’t have a world-famous brand or anything. appeared first on SaaStr.

Branding 240

Branding Development SaaS Investment 240

SaaStr

MARCH 30, 2024

This week we have Rik Haandrikman, VP of Marketing at RevenueCat! #1. We’re on Salesforce , use Crossbeam for account matching with partners (big fan), and have connected SFDC to 6Sense for Account- and Intent Based Marketing. The post My App Stack: Rik Haandrikman, VP of Marketing at RevenueCat appeared first on SaaStr.

Marketing 212

Marketing ChatGPT Mobile Onboarding 212

Tom Tunguz

DECEMBER 31, 2022

Just how big is the current web3 B2B SaaS total addressable market (TAM)? In the last six months, 103 web3 companies generated revenue on-chain, the smallest of which recorded a few hundred dollars of sales & the largest, Ethereum, tallied $401m. But a nascent mid-market does exist : 41 companies produced between $5-25m.

Payment Solutions 312

Payment Solutions B2B Software Payment Services 312

SaaStr

OCTOBER 24, 2022

Developers act, think, and behave differently than your average customer. So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. Doing Business with Developers. Anyone who says the developer market is not strong is behind the times.

Underperforming Technical Team 185

Underperforming Technical Team Outsourced Development Development Part-Time VPE 185

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. They looked at factors like how that market should be defined and then, of course, who the competitors were.

Scale 181

Scale VP of Engineering Sales Hiring Engineering 181

Predictable Revenue

JUNE 13, 2022

Learn the key differences between sales and marketing messaging, and how those differences affect the success of your outbound sales techniques. The post How Messaging Differs for Sales vs. Marketing appeared first on Predictable Revenue.

Marketing 165

Marketing Sales Revenue Development 165

Predictable Revenue

SEPTEMBER 7, 2023

Friction between Marketing and Sales with Collin Stewart and Austin LaRoche. The post Airing of Marketing and Sales Grievances with Austin LaRoche appeared first on Predictable Revenue. Learn why breaking down silos is critical to business growth.

Marketing 130

Marketing Sales Revenue Business 130

Tom Tunguz

MAY 2, 2022

A founder recently told me he would have built his company differently in another fundraising market. In 2008, tightfistedness dominated the market. The 11 year bull market transformed that dynamic. More capital enables this by permitting faster hiring, quicker software development, and perhaps less efficient unit economics.

Product Marketing 331

Product Marketing Sales Hiring Marketing Software Development 331

FastSpring

DECEMBER 20, 2023

As mobile game and app developers gasp for air under a player-gouging 30% duopoly-tax on nearly all mobile game revenue worldwide, Epic Games has emerged as the de facto leader of the gaming community in the fight for open computing on mobile. There were no gatekeepers — just a computer, a player, and a game. But the world has changed.

Payment Methods 154

Payment Methods Payment Solutions Payments Merchant Services 154

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. With that responsibility, often there is a need to create content to assist with the sales education process.

Sales Hiring 106

Sales Hiring Marketing Sales Sales Enablement 106

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. It’s a tough job.

Sales Hiring 255

Sales Hiring Scale Headcount Sales 255

FastSpring

MARCH 15, 2024

Todd Harris knows how to leverage effective video game marketing strategies to get games in front of players. As the former COO and Co-Founder of Hi-Rez Studios, he spent 15 years making games and marketing them to gamers — with the studio’s games reaching 150 million players. (At They were actually aggregate helpful, right?

Payment Methods 193

Payment Methods Marketplace as a Service Payment Solutions Payments 193

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Scale 239

Scale Sales Hiring Scaling Outsourced Development 239

User Pilot

SEPTEMBER 29, 2023

The product development process is part art, part science, and all important to the success of your SaaS. In this article, we've got a comprehensive review of the entire product development process. While product development describes the process of creating the product itself (i.e. What is product development?

Development 105

Development Software Review Sales Recruiting Technical Review 105

SaaStr

JANUARY 31, 2024

billion of ARR last year, with a market cap of $25.7 Over the years, Splunk has expanded its offerings through acquisitions and product development. As Christian’s been the CRO of Splunk for over seven years now, he’s a wealth of knowledge on what it really takes to be successful in Enterprise SaaS Sales.

Enterprise 255

Enterprise Scale Sales SaaS 255

Buffer Resources

FEBRUARY 20, 2024

Most marketing advice you hear today revolves around online media: how to make short, quippy social media posts or write great emails and blog posts that attract clients, for example. Undoubtedly, these forms of marketing are valuable and have their place. Specifically, more sales.

Scale 89

Scale Sales Funnel Development Social Media 89

Tom Tunguz

JANUARY 4, 2023

The US startup M&A market in Q4 2022 was one of the quietest in the last 20 years. During a down-market, young startups who face a radically more challenging fundraising market than six months ago more often choose a quick sale. But it doesn’t mean all sectors of the M&A market are silent. in Q4 2022.

Startup 301

Startup Marketing Acquisition Pricing 301

SaaStr

DECEMBER 25, 2023

Dear SaaStr: Should SaaS Pricing Be Adjusted for Different Geographical Markets? A common exception here is when your app takes off in less developed countries as a large % of your customer base without you really planning for it. $5 The post Dear SaaStr: Should SaaS Pricing Be Adjusted for Different Geographical Markets?

Pricing 256

Pricing Marketing SaaS Development 256

Tom Tunguz

MAY 1, 2023

When a startup is born, founders lead sales. Design partners, pilots, or founder-led sales - they have many names - these customers work with a startup to solve a problem. Said another way, founder-led sales are sales engineering sales, not account executive sales.

Scale 165

Scale Engineering Outsourced Development Sales 165

OpenView Labs

JUNE 29, 2021

When it comes to selling and marketing software to developers, tried-and-true traditional B2B tactics just plain don’t work. After analyzing patterns in publicly traded companies and studying how developers buy software (hint: they don’t like to be sold to), we compiled our research into The Developer-Focused Go-to-Market Playbook.

Development 57

Development Marketing Sales Content Marketing 57

SaaStr

JANUARY 20, 2023

The relationship between product and marketing has always been a part of the C-suite’s success mantra but has historically not been discussed enough. If a startup’s marketing and product teams merge their resources, they can fill industry gaps present in satisfying the target audience and enable more sales.

Technical Review 224

Technical Review Marketing Social Media Sales 224

Predictable Revenue

AUGUST 8, 2022

Learn what a business development representative (BDR) does, their role in outbound sales, and how they compare to sales development reps (SDRs). The post Why is the business development representative the most important position in your company? appeared first on Predictable Revenue.

Development 147

Development Business Sales Revenue 147

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

Tom Tunguz

MARCH 3, 2020

The 9 Disciplines of Great SaaS Companies remains one of the most popular posts on marketing on this blog. Gabe Larsen , the VP of Growth at Kustomer, has a marketing scorecard that goes one level deeper and breaks down some of the key elements of key marketing processes. Product Marketing is the starting point for marketing.

Underperforming Technical Team 285

Underperforming Technical Team Marketing Scale Social Media 285

Predictable Revenue

MARCH 14, 2024

Collin dives into the journey from founder-led sales to establishing the first sales team with Kristie Jones from Sales Acceleration Group. The post From Broad Market to Focused Success with Kristie Jones appeared first on Predictable Revenue.

Marketing 130

Marketing Sales Revenue Development 130