How to Build Growth Marketing Mindset for Your Sales Process

Sales Hacker

Why is growth marketing essential knowledge for the sales team? How can marketing help your team be more successful? Gaetano Nino DiNardi leads this talk on the alignment convergence of sales and marketing by looking at what truly works in growth.

The Product Led Growth Market Map

OpenView Labs

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.

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Growth Marketing Conference: Toronto

BrightBack

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

The Product Led Growth Market Map

OpenView Labs

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 Conference: San Francisco

BrightBack

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

7 Principles To Mastering Growth Marketing

Brian Balfour

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.

At Least 20% of Your New Customers Should Come from Referrals and Word of Mouth

SaaStr

Because not only will that turbocharge your growth, it adds certainty to your lead generation, and also most of these new customers will “free” How to accelerate things: Over-hire in Customer Success if you can afford to. Same if they are mid-market.

A Trend to Avoid: The CMO That Wants to be CRO

SaaStr

Q: What are the most common challenges of a VP of marketing transitioning into a Chief Revenue officer CRO role? Way, way too many senior marketers think CRO is “the next step” for them. Maybe they recruited a few BDRs to work with them in marketing, but that’s not the same.

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Dear SaaStr: My Marketing Team Doesn’t Do Enough. Should I Fire Them?

SaaStr

I feel my marketing team does not make enough efforts. Go find your real VP of Marketing. Don’t let marketing be a soft science. Measure, if nothing else, (x) leads / pipeline / opportunities generated plus (y) ROI on all marketing spend. Q: I have a SaaS startup.

Slack’s Rachel Hepworth on bringing growth marketing to a high growth company

Inside Intercom

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.

Dear SaaStr: How Much (what %) of Revenue (ARR) Comes From Renewals in a SaaS Company?

SaaStr

Company Stage Growth Marketing Q&A Resource Type Role / Function TopicsAfter the early days — most. Of course, it varies. But one thing that is almost always true, is you get more renewals, more upsells, and more net revenue retention from your largest customers.

Webinars Almost Always Work

SaaStr

Force marketing and sales and product to sign up to do their fair share of them (maybe this is all 1 or 2 people in the early days). And upcoming webinars are a great thing to add to both your sales and marketing drip campaigns. Blog Posts Growth Marketing

Events Are Coming Back: Are They Worth the Big Expense?

SaaStr

It’s also simply easier to do the 1 or 2 largest events in the industry than to do 10-20 smaller ones, at least until you have a much larger field marketing team. Customer success and marketing. Customer marketing? Blog Posts Growth MarketingEvents.

7 Thoughts on Building Your First Partner Program

SaaStr

It sounds expensive, and it is, but think about the payments to the partner as a marketing cost. You’ll see it’s hard to find as effective a marketing program as whatever you pay your partners. Blog Posts Growth Marketing Sales

A Low Win Rate is Just a Huge Opportunity-in-the-Making

SaaStr

But really, it means you aren't doing any effective marketing. Are you focusing your marketing efforts in the areas you do win? And think about what even going from say a 10% close rate to a 15% close rate will do to your growth rate. But that alone equals 50%+ more growth!

Why Getting Prince Harry to Join BetterUp Was Smart

SaaStr

For the billboard, any marketing initiatives, that’s also the same. It’s hard to market a brand within a short period of time. Then I told our marketing team, “Let’s have another one.” Blog Posts Growth Marketing Q&A Scale

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The Growth Tactics That Worked For Me in Early Days. We’re All Different, Though.

SaaStr

I personally was terrible at many growth tactics, growing Adobe Sign / EchoSign. But if you can get out ahead of the market here, you can get brought into, and win, a lot of deals just because you are the only decent vendor at the table. Customer marketing.

Lead Rich vs. Lead Poor Environments

SaaStr

both have about the same number of folks on the sales and marketing teams, respectively. Lead Rich environments usually have a bazillion competitors, and a lot of lookey-loos, and don’t necessarily generate more revenue than ones with a very targeted approach to sales and marketing.

Your VP Sales Has a Sales Quota. Your VP Marketing Has To Have a Quota, Too.

SaaStr

A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. Someone that knows, lives and breathes leads, funnels and funnel management, drip marketing, and all the rest.

Your Marketing Site Really Should Be Even Better Than Your Product

SaaStr

Your marketing site has to be: Clearer Simpler More Obvious More Up-to-date Better designed Easier to contact Faster Slicker Better Informing. Look, a marketing site is important. But these marketers aren’t wrong. And importantly, the target markets broader.

Grow Something That Matters. Even If It Isn’t Revenue.

SaaStr

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.

Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans?

SaaStr

Blog Posts Company Stage Customer Success Growth Marketing Q&A Resource Type Role / Function TopicsQ: Dear SaaStr: How Do I Convince My Customers with Monthly plans to Upgrade to Annual Plans? My advice: Don’t. It’s too many calories expended for not enough benefit.

Why It’s Year 3 When You Lose Your Customers

SaaStr

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.

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10 Secrets to Putting on a Great Event

SaaStr

Blog Posts Growth Marketing SaaStr EventsSo we’re back for “real-world” / IRL events. After 6+ mega-digital events including doing the 2020 SaaStr Annual digitally, the 2021 SaaStr Annual is back in the SF Bay Area Sept 27-29.

SaaStr Podcast 449: How Notion is Winning at Enterprise SaaS by Building Community

SaaStr

Part of this means investing in fun and approachable marketing, like social media and group forums. . Community & Enterprise Growth: Tactical Advice and Observations. Blog Posts Featured Podcasts Featured Videos Growth Marketing Podcasts Videos

7 Common Enterprise Marketing Mistakes

SaaStr

When you’re ready to take your enterprise marketing to the next level, you may run into some common pitfalls that hinder optimal performance. Here are the 7 common enterprise marketing mistakes she sees and how to avoid them. . #1 6 Marketing is a Partnership, Not a Service.

9 Proven Ways to Intensify your 2021 ABM Strategy from Bombara

SaaStr

It’s a fairly new marketing tool but has the ability to increase alignment between your sales and marketing tactics, minimize campaign waste, and boost marketing ROI. . Focus your sales and marketing effort to make the most of limited resources. What is Intent data?

Yes, Your Marketing Site Really Does Matter

SaaStr

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.

How to Market at Mass Scale with Whereby

SaaStr

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. Below, we’ve shared some of the top takeaways from the session: #1 On what order to build out your sales and marketing teams.

Every Marketing Initiative, Every Channel … Plateaus. Plan for It.

SaaStr

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.

Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It.

SaaStr

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.

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After $2m-$3m in ARR, Your Leads Should Always Grow. Here’s Why.

SaaStr

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

All Platforms Have Their Favorite Partners. Be One Of Them If You Can.

SaaStr

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.

The Lead Plateau You May Hit Just As It Gets Good. How to Plan Around It.

SaaStr

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.

How to write great onboarding (and other) emails

SaaStock

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.

How to venture into product-led growth and scale successfully

SaaStock

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.

SaaStr Crosses 1,000,000 Social Followers. Lessons Learned.

SaaStr

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 Blog Posts Growth Marketing

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How HubSpot Broke a Year-Long Traffic Plateau by Upending the Editorial Strategy

SaaStock

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

Cloud Daily from SaaStr Crosses 100,000 Followers. Lessons Learned.

SaaStr

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

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Exhibiting at Events is Expensive. Very Expensive. Here are 9 Reasons You Should Still Do the Top Ones.

SaaStr

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.