OpenView Labs

APRIL 18, 2019

Product led growth (PLG) is the future of SaaS. While the terminology is new to many of us, this go-to-market strategy has been gaining popularity across the software ecosystem for years. We developed the PLG Market Map to illustrate the breadth and dynamism of this powerful growth strategy. The Market Map shows us that PLG is being adopted across all product categories, from developer tools to finance applications to enterprise-grade solutions.

Growth Marketing 77

Growth Marketing Marketing Finance Strategy 77

OpenView Labs

NOVEMBER 11, 2019

Product led growth (PLG) is the future of SaaS. While the terminology is new to many of us, this go-to-market strategy has been gaining popularity across the software ecosystem for years. We developed the PLG Market Map to illustrate the breadth and dynamism of this powerful growth strategy. The Market Map shows us that PLG is being adopted across all product categories, from developer tools to finance applications to enterprise-grade solutions.

Growth Marketing 57

Growth Marketing Finance Strategy Innovation 57

BrightBack

APRIL 16, 2019

April 24 - 25, 2019: Growth Marketing Conference: Toronto. Our CEO Guy Marion will be on stage with Suneet Bhatt, General Manager at Crazy Egg, sharing the secrets to sustainable growth at Growth Marketing Conference in Toronto

Growth Marketing 40

Growth Marketing Management Marketing 40

Brian Balfour

OCTOBER 12, 2016

Hacktics, the tips, tricks, hacks, tools, and secrets that promise to solve our growth problems. A glance at the front page of GrowthHackers.com , Inbound.org, or any other growth hacking community is all it takes to understand the obsession. As a result, marketers now get the majority of their “learning” through this hack-tic based content. The fundamentals help you solve the variety of growth problems you will face in your specific situation. Learn Growth, No Fluff.

Growth Marketing 78

Growth Marketing Marketing Growth Hacking Social Media 78

BrightBack

APRIL 16, 2019

December 10 - 12, 2019: Growth Marketing Conference in San Francisco. Driving growth through acquisition alone is yesterday's game. Join us in San Francisco as our CEO, Guy Marion, discusses best practices leading to customer retention and driving sustainable growth for today's subscription businesses

Growth Marketing 40

Growth Marketing Retention Acquisition Subscription 40

Inside Intercom

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. That company, of course, is Slack, and Rachel’s growth marketing team now owns Slack’s full acquisition funnel, from demand generation and team creation to activation and monetization. After I had left, we started to see that we had product-market fit.

Growth Marketing 70

Growth Marketing Marketing Headcount Education 70

SaaStr

AUGUST 15, 2020

Blog Posts Company Stage Customer Success Growth Marketing Resource Type Role / Function TopicsRecently I was catching up with a good friend who used to be CEO of an enterprise-y SaaS social networking company — and the usage and engagement numbers of his business were just awful.

Churn 215

Churn Customer Success Engagement Enterprise 215

SaaStr

APRIL 11, 2020

If your growth has gone from 60% to 0% overnight? OK, maybe growth overall is at 10% this year. But many of you will have one segment that is still seeing faster growth, e.g. healthcare. Segment growth goals now per vertical / industry, not just deal size. Blog Posts Growth MarketingTimes are tough for many of us now. What do you do, if half your customers have just gone out of business? Well you can’t fix everything.

Revenue 205

Revenue Healthcare Growth Marketing B2B 205

SaaStr

JULY 20, 2019

Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus. They start off slow, then we figure it out, then growth or hypergrowth, and then … plateau. Or at least by that I mean, the growth will eventually slow. So if you don’t want your overall growth to slow, you have to keep adding layers of new initiatives. Before the plateau shows up in your MRR growth.

Marketing 219

Marketing B2C Growth Marketing Metrics 219

SaaStr

NOVEMBER 12, 2019

So let’s look what happens each quarter, even with just 100 Happy Customers: With say a 10% Quarterly Referral Rate (i.e.10% of your customers each quarter referrs you to another customer that closes), and just a medium growth rate (20% a quarter), then over the course of 8 quarters, your Word-of-Mouth leads alone have grown 358%. Well, someday it will, when you have say 50%+ market share. Blog Posts Customer Success Growth Marketing

Branding 193

Branding Social Media Customer Success Growth Marketing 193

SaaStr

JUNE 30, 2020

Does your marketing site really matter, past a point? Both finally updated their marketing sites after a long time (24 months in both cases), with somewhat similar changes … and saw widely different outcomes. The previous marketing site was very focused, but probably too much so. The interesting thing is that both marketing sites had become really dated, and weren’t really changed much from $2m ARR to $10m ARR. You have to A/B test your marketing site.

Marketing 144

Marketing Startup Enterprise Growth Marketing 144

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable.

Sales 200

Sales Headcount Venture Capital Banking 200

SaaStr

JULY 9, 2019

The application adds so much value to certain types of customers, that by going to market together, a Big Co can close big deals. Be one of those, you’ll get a lot of joint marketing opportunities. They get the joint marketing. Blog Posts Growth Marketing SalesRecently I was catching up with an exec from a SaaS company well in excess of $100m ARR. One of the key platforms their app integrates with has started to … slow down their access.

Growth Marketing 201

Growth Marketing Pricing Management Development 201

SaaStr

NOVEMBER 4, 2019

Because you’ve won the market, but haven’t grown it enough. Most markets you start with on Day 1 aren’t $100m ARR markets, the segment you initially go after. Then, through content marketing, sheer hustle, PR, light virality whatever … you start to get a very small, but steady stream of inbound, organic leads. in ARR … that the organic, unpaid, magical in-bound leads still come in, but the growth rate stays flat.

Revenue 168

Revenue Branding Growth Marketing SaaS 168

SaaStock

MARCH 28, 2019

On this week’s regular episode of the show, Alex chats with Aaron Krall, Founder of the SaaS Accelerator and the SaaS Growth Hacks Facebook Group. To learn better Aaron wrote onboarding emails for companies, asking founders and marketers for feedback in exchange. SaaS Revolution Show Growth Marketing OnboardingAaron spends his time helping SaaS companies operating a trial to paid model get more traffic, increase conversions and reduce churn.

Onboarding 148

Onboarding Growth Hacking Churn Strategy 148

SaaStock

MARCH 21, 2019

The guest on the latest episode of the SaaS Revolution Show is Ashley Murphy, Director of Growth at OpenView Ventures. She shares insights about the benefits of product-led growth and how to go about implementing it in your company. Ashley has spent the last two and a half years helping the OpenView portfolio companies with their go to market strategy including product-led growth. In the podcast, she digs deep into topics such as: What is Product-Led growth.

Scaling 148

Scaling Onboarding B2B Business Model 148

SaaStock

JANUARY 29, 2019

On this bonus episode of the show, we bring you the keynote that Meghan Keaney Anderson, VP Marketing at HubSpot, gave at last year’s SaaStock on Tour in New York. A creative writing major, Meghan joined HubSpot in 2011 when the growth graph of the blog looked like any content marketers dream – a hockey stick. SaaS Revolution Show Growth Marketing

Strategy 140

Strategy Content Marketing Growth Marketing SaaS 140

SaaStr

JANUARY 11, 2020

That became our core community metric (list growth). And growth in 2018 for both our list and our social followers were pretty flat. And don’t move the needle for us much on list growth. (An Our Cloud Daily on Quora blew up in 2019, but now that it is at 300,000 subscribers, growth is much slower. Blog Posts Growth MarketingSo at little old team SaaStr, we historically did not really track social followers as a core metric. We’re B2B folks ??

B2C 135

B2C Travel Cloud B2B 135

SaaStr

FEBRUARY 17, 2019

It took me a while to understand the power of events and field marketing. Some field marketers make it a rule to try to be at events their customers aren’t at. Generally, a VPM, Director of Marketing or CEO that is good at events. Finally, yes marketing is expensive. Cloud markets are bigger than ever. It’s so easy to say No to almost any marketing initiative. It’s so easy to come up with reasons not to do marketing initiatives.

Growth Marketing 163

Growth Marketing Cloud Branding Strategy 163

SaaStr

JULY 23, 2019

So that sounds interesting from a content marketing perspective. Nothing profound, but maybe some things that are non-obvious to folks thinking about content marketing and social: Different types of content perform differently on different media. Maybe this is the most interesting meta-learning for content marketers. Blog Posts Growth Marketing

Cloud 130

Cloud Social Media Content Marketing Engagement 130

SaaStock

JANUARY 31, 2019

On this episode of the show, we chat with Kieran Flanagan, VP Marketing at HubSpot, about the essentials of product qualified leads. In the past two years, he has been in charge of the entire top of the marketing funnel, which represents all the demand created through users and leads. Kieran has spoken at three SaaStock conferences and will be back at SaaStock19, where we will bring many more marketers just like him. SaaS Revolution Show Growth Marketing

Marketing 102

Marketing Education Engineering Software 102

SaaStr

DECEMBER 3, 2019

Jason Green, Emergence Capital Founder, and General Partner moderates a discussion with Janine Pelosi, Zoom Head of Marketing and Online Business and Tolithia Kornweibel, Gusto Head of Marketing. Tolithia Kornweibel | Head of Marketing @ Gusto. Janine Pelosi | Head of Marketing and Online Business @ Zoom. Jason asked me to find the two best marketing executives that I could to talk about how to generate more leads for your company.

Customer Success 113

Customer Success B2C SMB Government 113

SaaStr

SEPTEMBER 26, 2019

Stages of growth. So mid-market, we’re about 40 to 50K ACV enterprise. Basically, he had seen something at scale, but he hadn’t gone through that sort of growth phase where you don’t have everything at the tip of your finger. So you completely change your go to market and that also includes the fact that you need to start an outbound team. You need to scale the go to market team to feed that new sort of like next wave of deals.

Company Culture 111

Company Culture SMB Sales Interviewing 111

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I run platform marketing at Slack.

Scaling 107

Scaling Revenue Venture Capital Engineering 107

Inside Intercom

APRIL 14, 2020

How Sprout Social increased retention with customer-centric marketing. Understanding the customer journey is critical to ensure high retention rates, and in this podcast, Sprout Social’s Director of Marketing Strategy, Tara Robertson describes the process by which they revised its customer journey and increased their net revenue retention. Growth Marketing Covid-19 customer retention Reading list

Retention 75

Retention Churn Customer Lifetime Value Acquisition 75

Chart Mogul

FEBRUARY 4, 2020

We asked Demio, one of the leading brands when it comes to webinars, to give us ideas on how to use webinar marketing for success. Webinars are a top revenue driver for digital marketing, and 73% of B2B marketers say that webinars generate high-quality leads. At Demio , we love to see companies use webinar marketing to reach their customers and create a community with their audiences. . We’re not promoting sleazy marketing here.).

Social Media 48

Social Media Onboarding B2B Engagement 48

Chart Mogul

NOVEMBER 7, 2019

Wes Bush reveals the growth process he uses to grow his business. The Triple-A sprint gives you a way to build a sustainable growth process and can be used by any team in your business. Still, if you have a bad product, no optimization will deliver rocketship growth. As Romain Lapeyre , CEO of Gorgias, states, “In order to build a growth machine for your business, you need to analyze your inputs and outputs.” . There are only 3 levers you can pull for growth: 1.

Development 51

Development Churn Metrics Onboarding 51

The Marketing & Growth Hacking Publication

MARCH 27, 2019

Source: DigitalSprout NG This growth-focused guide is for those seeking predictable ways to grow their business?—?something That’s because only predictable and consistent business growth can guarantee the profitability of your company over a longer period. Thus, this marketing guide walks you through the ways you can predictably grow your business to remain profitable over a longer period. Unfortunately, referral marketing isn’t something you can “architect.”

Airlines 40

Airlines Business Growth Hacking Acquisition 40

Inside Intercom

OCTOBER 31, 2019

Here are five quick takeaways: Balancing human-computer interaction has been the difference between technologies that break out and are very successful and technologies that are considered to be ahead of their time or just not the right product-market fit. No, the amazing innovation of the iPhone was simply to bring a new generation of user interface to market with the touchscreen – and to really enable a different interaction that people have with the computing devices.

AI 68

AI Technology Leadership Cloud 68

Inside Intercom

OCTOBER 29, 2019

At some inflection point of growth, it becomes impossible to intuitively know your customers, let alone decide which ones to focus on. As a company, we were motivated by a desire to cross the chasm from early to mainstream adoption and by an immediate need to know who our customers actually were, amidst unprecedented growth. Download The Growth Handbook. Informing our approach to the market. Growth Marketing 3 pipeline business operations business strategy Upmarket

Business 65

Business B2C Headcount Healthcare 65

Inside Intercom

NOVEMBER 7, 2018

Growth is good, but growth at any cost is very, very bad. The best marketers in the world help their companies grow for the long term. However, periodically marketers seem to go through a wave of collective insanity where we forget about the ‘long term’ part of the discussion and start to chase growth at any cost. Whether it’s through inattention, ignorance, or excitement, marketers sometimes make very bad business decisions.

Acquisition 79

Acquisition Advertising Finance Customer Lifetime Value 79

Inside Intercom

NOVEMBER 27, 2019

That kind of growth? As the team at the Saas Commerce Platform Paddle has learned, real growth is about entering new markets – and that takes thoughtful attention to pricing, making inroads into new geographic regions, deciding whether to move upmarket (or downmarket), and offering new standalone products instead of bloated features tacked onto old ones. Product, marketing, and sales are table stakes for growth. A genius inbound marketing strategy.

Revenue 57

Revenue Software AI Machine Learning 57

Inside Intercom

MAY 24, 2018

When used correctly, data can powerfully enrich sales and marketing efforts and help any business fuel growth. As the Head of Growth Marketing at Clearbit , and previously a co-founder and CEO of more than a few startups (including WorkMob, ApiXchange, and GoFlow), Matt Sornson knows these pitfalls intimately and how to avoid them. Here are five quick takeaways: At Clearbit, all marketing falls under growth marketing.

Data 71

Data B2B B2C Onboarding 71

Inside Intercom

DECEMBER 12, 2019

Vidyard co-founder and CEO Michael Litt chatted to Intercom’s EMEA Sales Manager Ciaran Nolan about how Vidyard flipped the freemium model on its head, why moving downmarket might be the answer to accelerated growth, and how to build a multi-million dollar business unit – overnight. Vidyard initially built and marketed themselves as an enterprise-focused company. The power of reciprocity – unlocking value for users accelerates growth.

Enterprise 55

Enterprise Growth Hacking Software Sales 55

Chart Mogul

APRIL 24, 2019

Earlier this month, I had a chance to learn more Aleksandra Siciarz’s role as a mobile app marketing lead at GetResponse. Here she shares her thoughts on setting mobile growth strategy, measuring success, and of course, key subscription metrics for teams with mobile apps. GetResponse provides an all-in-one online marketing platform for teams that need to build landing pages, send emails, run webinars, and more. On key mobile growth and strategy.

Growth Hacking 42

Growth Hacking Mobile Churn Subscription 42

Inside Intercom

JUNE 7, 2018

When Sean Ellis joined Dropbox as the company’s first marketer, he was tasked with creating a culture of growth and experimentation. Meanwhile, Sean has used that same approach to growth at LogMeIn, Eventbrite, Lookout and Qualaroo. Today he’s the founder and CEO at GrowthHackers , whose software, community and annual conference help teams work together to drive breakout growth results for “must have” products and services.

Growth Hacking 76

Growth Hacking Metrics Engineering Interviewing 76

Sylvia Ng

FEBRUARY 17, 2016

Putting together a job description for a Growth Engineer? The below tidbits are taken from 30+ job descriptions for Growth Engineers, all from tech companies such as Asana, Airbnb, AdRoll, Cybercoders, Mircosoft, UXPin, and Zenefits, to name a few. What do all these job descriptions tell us about growth engineering? I used my favorite lines from the job descriptions to create a rough sketch of a growth engineer. What does your ideal growth engineer look like?

Engineering 63

Engineering Growth Hacking Social Media Acquisition 63

Inside Intercom

AUGUST 21, 2018

Chatbots push salespeople and marketers past the physical limitations of being human: our need to sleep, our loathe of repetitive tasks, our inability to multitask conversations. You know those old school marketing emails where you’d be entered into a cruise competition if you hit ‘reply’ with your telephone number and address? The post Six essential chatbot recipes for sales and marketing teams appeared first on Inside Intercom.

Marketing 67

Marketing Enterprise Pricing Sales 67

Inside Intercom

FEBRUARY 13, 2019

One of the biggest challenges with marketing a SaaS product is figuring out a way to announce the continuous stream of updates and feature releases while maintaining a sense of sanity. This is the reality of the job for a product marketer, so it’s on you to make the most with what you have. The primary goal of the changelog is to increase feature awareness and adoption and that’s why it’s owned by the product marketing team at Intercom.

Scaling 55

Scaling Social Media Strategy Branding 55

Inside Intercom

JUNE 28, 2018

This week we released The Growth Handbook , a collection of tested frameworks and invaluable lessons to help steer your company’s trajectory up and to the right. To mark the release of the book, this week’s podcast is a special compilation of some of our favorite insights from those growth-focused conversations. Casey Winters , former growth leader at Pinterest and GrubHub. Gina Gotthilf , former VP of Growth and Marketing at Duolingo.

Retention 65

Retention Metrics Innovation Engagement 65