Sales Hacker

JUNE 3, 2025

And basically building out a sales channel for EMEA, again, more on the mid-market segment, the tier two brands and so forth. You gotta figure out where your opportunity is and invest for that opportunity. So you took us through your market segmentation of EMEA and where to focus. My wife and I had a blast.

Sales Hiring 89

Sales Hiring Scale Sales Recruiting Sales 89

Tom Tunguz

DECEMBER 26, 2022

A former venture capitalist, Mark Leonard started Constellation in 1995 with $15m of outside investment & a goal of buying vertical software companies with a moat & good unit economics. Vertical software companies pursue a particular market segment like car dealership management or hotel management software.

Software Review 289

Software Review Investment Software Acquisition 289

User Pilot

SEPTEMBER 10, 2024

Research from Epsilon shows that 80% of customers are more likely to do business with a company that offers personalized marketing campaigns. This statistic highlights why market segmentation is important: it allows tailored product marketing customized to the needs of distinct market segments.

Market Segmentation 104

Market Segmentation Marketing B2B Product Marketing 104

SaaStr

JULY 6, 2020

Invest more there. If yours is, invest more there and worry a little less about pressure to do new things, new market segments, etc. If yours is, invest more there and worry a little less about pressure to do new things, new market segments, etc. Truly beloved products win. Double down there.

Part-Time VPE 328

Part-Time VPE Scale Finance Market Segmentation 328

SaaStr

FEBRUARY 16, 2023

Many Bigger Cos aren’t invested deeply in a particular platform. Another way to look at it is any vendor sort of has to ignore any market segment that is < 10% of their revenues. Gorgias did the same for contact center in e-commerce. E.g., their Shopify or HubSpot integration might be weak. Or not even exist.

Startup 298

Startup Marketing Healthcare SaaS 298

SaaStr

MARCH 30, 2024

One of the biggest mistakes I see after $1m in trying to enter new market segments, new verticals, where you have zero traction. It’s one thing to invest in an area where only 5% of your business is today. Let me list some of the ones I see most often going from say $1m to $10m in ARR: Chasing the Shiny Penny.

Scaling 301

Scaling Revenue Underperforming Technical Team Market Segmentation 301

Tom Tunguz

SEPTEMBER 12, 2022

Ten years ago today, I wrote a post titled “ Choosing market segments on customer profitability. The grocery store generates $44b in annual revenue but only 6% falls out the bottom of the P&L as earnings to invest in new projects like a modern data stack. Selling to very profitable customers benefits a startup.

Startup 243

Startup Market Segmentation Pricing Enterprise 243

SaaStr

JUNE 7, 2023

A few enterprise clients continued to come in through inbound, but the company carved out a winning market segment with the under 5K employee focus. Customer Impact : A much better PMF for SMB & Mid-Market customers. “You WorkRamp invested a lot in its customer success team, contributing to the gross margin.

Scale 246

Scale Scaling SMB Marketing 246

SaaStr

OCTOBER 6, 2019

Specialization works — but it’s an up-front investment. ” This is when you compete aggressively not only in the market segments where you have a big competitive advantage, and usually win (which usually has a much cheaper CAC) … but to win big, you also use your $20m, $40m, etc. More SDR: AE pairing.

Sales Hiring 270

Sales Hiring Scale Sales Venture Capital 270

SaaStr

DECEMBER 22, 2023

Discovering the entire market and mapping out all potential verticals early in the process. The incredible power and value of the mid-market segment. A couple of years in, their first product was doing really well with a multi-billion dollar addressable market. Going multi-product early.

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

AUGUST 5, 2021

If you invest in building a vibrant community to back up the sales, you’ll experience a lot of churn. . For instance, don’t study aggregate productivity within sales—talk about productivity within market segments and things like retention, attrition, investment, etc. . . Place community at the core.

Scale 261

Scale Enterprise Finance Travel 261

SaaStr

MARCH 8, 2024

Sandhya has been in the startup ecosystem for about 15 years, with the last two years heavily focused on investing in AI-native startups, primarily on the application and Enterprise software side. How reliable is this investment? Another mistake people make is going after an SMB segment when there’s a good enough free alternative.

AI 268

AI Pricing Artificial Intelligence SaaS 268

Intercom, Inc.

DECEMBER 4, 2019

Today, however, the car industry has multiple brands offering different value propositions targeting specific customer segments. Brand architecture is used to help maintain alignment as you target different market segments. 3 Brand stretch. In order to grow new revenue streams, companies look to new product development.

Branding 209

Branding Underperforming Technical Team Technical Review Airlines 209

Tom Tunguz

SEPTEMBER 13, 2015

They trade a more narrow customer base and consequent reduction in market size for a competitive advantage in that market segment. in venture investment before going public six years after founding. Today, Veeva’s market cap exceeds $3.3B. A spectacularly efficient business, Veeva raised only $4.5M

Startup 124

Startup SaaS Underperforming Technical Team Marketing 124

Baremetrics

MAY 26, 2021

The criteria used to define each segment is the basis for customer segmentation models. They offer marketers a gateway into the development of key strategies to improve return on investment. Sign up for a free trial with Baremetrics to see how easy it is to gain insights from customer segmentation.

Social Media 105

Social Media Market Segmentation B2C Churn 105

SaaStr

AUGUST 25, 2023

Many people think it’s cheaper than a sales or marketing-led initiative, and it’s the wrong way to do it. The right way to do freemium , PLG, or low-end initiatives is… To say, “ Things are going pretty well, but we’re losing this segment of the market. We’re going all in, folks. You have to stairstep it.

Part-Time VPE 242

Part-Time VPE Sales Hiring Scale CTO Hire 242

The Angel VC

SEPTEMBER 16, 2013

7th DO for SaaS startups Build a repeatable, profitable sales process Sales is a very different animal depending on the stage of your company, the market segment you're going after and on whether we're talking about inbound sales or outbound sales. Don't worry about scalability yet.

Scale 153

Scale Sales Hiring Startup Sales 153

OpenView Labs

NOVEMBER 11, 2020

But first: What is a market segmentation frame, and how do you develop one? A market segmentation puts your prospects and customers into different buckets so that you can make choices in the product you offer, how you communicate, the pricing model and who you target. Market segmentation is the foundation of good pricing.

Pricing 98

Pricing Marketing Market Segmentation Communication 98

SaaStr

DECEMBER 5, 2019

We’d been doing some investment, the product and technology leaders, but we talked about creating a proper investment fund to spur innovation around Workday ecosystem to get earlier stage companies, part of the Workday story for our customers. And I found some exciting things happening in a lot of investments.

Development Team Review 147

Development Team Review Scale Technical Review Software Review 147

Sales Hacker

FEBRUARY 15, 2024

Data Impacts Deliverability If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes. You can create these segments for different buyer personas or based on their previous engagement with your product.

AI Search 120

AI Search Social Media Sales Funnel AI 120

Totango

NOVEMBER 15, 2023

out of 10 and more than 397 reviews on the site, Totango earned its spot as the best of the customer success software category thanks to testaments from our customers across industries and market segments. “ What our customers are saying With a trScore of 8.1 The bomb in customer success software!

Customer Success 118

Customer Success Software Review Technical Review Enterprise 118

SaaStr

JULY 22, 2019

He had a company called Wily back in 2000 that he started, that ultimately sold on to Computer Associates, and really was seen as the father of the APM market segment, and learned a number of things in that experience that we then applied in terms of building New Relic, which is his second go around on the whole monitoring space.

Scale 234

Scale Scaling Sales Hiring Underperforming Technical Team 234

SaaStr

NOVEMBER 12, 2019

SalesLoft obviously is more sophisticated, has a CFO, has an FP&A function, and the big difference that we never got to on the Pardot side that SalesLoft has been doing for years is taking your aggregate metrics and breaking it down by segments. One of the things that we did do a good job was investing in our people.

Sales Recruiting 201

Sales Recruiting Scale Outsourcing Services Sales Hiring 201

SaaStr

AUGUST 5, 2019

So what is our target market? We go after two market segments, and I think this is important because when you’re a young SaaS company, we would be happy to sell to anybody who had a pulse. And we said we’re not going to focus on these other segments, which is real large enterprises and also consumers.

Sales Recruiting 202

Sales Recruiting Construction Scale SaaS 202

Outseta

JANUARY 20, 2020

Focus on a market segment until you dominate it When I arrived at Buildium, we were selling our product only to residential property managers located in the United States. At this point Buildium raised $2M from K1 Capital , investing the money primarily in marketing and hiring. Without further adieu, let’s dig in.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Baremetrics

MAY 18, 2021

1 What is Customer Segmentation? 2 Pitfalls of Not Segmenting Customers 3 Benefits of Market Segmentation 4 How Baremetrics Helps. What is Customer Segmentation? Customer segmentation is the process of grouping your customers according to certain criteria. Try Baremetrics free. Table of Contents.

Strategy 59

Strategy Marketing Market Segmentation B2C 59

Andreessen Horowitz

OCTOBER 4, 2023

Ideally, lenders look for 12+ months of starting cash runway prior to need for debt, but that can vary on a case-by-case basis depending on factors such as debt size, lender risk tolerance, capital invested to date, and the scale/growth of the business. Even if the loan tape is small, it can be helpful to share monthly data.

Outsourcing Services 129

Outsourcing Services Software Review Scale Banking 129

Tom Tunguz

JANUARY 16, 2013

Expensify has adopted a bottoms-up strategy to win their market segment, so they target the end user who values ease of use. On the other side of the market, financiers and acquirers search for the best companies to invest in or purchase. And advisors pay for access to this network.

Product Marketing 100

Product Marketing Marketing Advertising Sales 100

FastSpring

APRIL 13, 2023

Dopple has been careful which customers they invest in, making sure that their product roadmap aligns with where they continue to see the “hockey puck” moving. And so I did early stints at Zillow, Tumblr and a company called Fiscal Note, all in different markets, doing different things in different market segments.

Payment Methods 147

Payment Methods Marketing Payments SaaS Payments 147

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

SaaSOptics

AUGUST 11, 2022

A merger or acquisition can be used to flesh out product offerings, reach new market segments, or take advantage of market opportunities that require the capabilities of a partner company to capitalize on. Right now, SaaS founders need to stay organized and agile until the bear market lets up. It just works.

Scale 97

Scale Scaling Technical Review Venture Capital 97

Sales Hacker

NOVEMBER 15, 2017

Champion/Challenger Test is a testing approach for determining the best engagement strategy for a given market segment, wherein the Champion represents your current production/servicing paradigm while the Challenger(s) represent new or different ways of doing things. Marketing Qualified Lead. Mid-market. Forecasting.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 113

Cloud Scale AWS Machine Learning 113

yoursales

JUNE 2, 2023

By estimating future revenue streams, organizations can determine the appropriate investment in marketing campaigns, sales training, customer acquisition, and retention strategies. By projecting future sales volumes, businesses can anticipate staffing requirements, infrastructure needs, and technological investments.

Forecasting 88

Forecasting Sales Sales Funnel Machine Learning 88

User Pilot

SEPTEMBER 19, 2023

The goal of product-led growth flywheel is to improve the customer experience by enhancing the product itself instead of investing heavily in sales or marketing. How to use a flywheel and a PLG funnel together to drive product growth If your company is targeting multiple market segments (e.g.

Scale 105

Scale Technical Review Acquisition Sales Funnel 105

OpenView Labs

JANUARY 3, 2022

Understand how you create value for different market segments (consider economic, emotional and community value ). Skim: Initially setting a relatively high price to reinforce your value and capture the profit you need to invest in more innovation. Figure out your value metric and find a pricing metric that tracks value.

Pricing 97

Pricing Strategy Innovation B2B 97

User Pilot

JULY 4, 2023

Implement a product-led growth strategy to allow early adopters a chance to test your product without making an investment. Early majority customers represent a larger group that cautiously adopts a technology once it has become more established and proven in the market. Want to get started building your strategies to cross the chasm?

Scale 98

Scale Scaling Technical Review SaaS 98