User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Using high-quality user feedback , customer research, and product analytics to improve the customer experience and drive product adoption.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Simply because their product was being used in a professional setting didn’t mean it was a product-market fit.

Scale 210

Scale SMB Enterprise Sales Hiring 210

User Pilot

MAY 17, 2021

Are you tracking the right Product Marketing KPIs? With so many product growth insights available to every product marketer, it’s sometimes hard to understand which metrics are relevant and which you should be tracking to measure the success of your product marketing. What is Product Marketing?

Product Marketing 96

Product Marketing Metrics Customer Lifetime Value Marketing 96

Clouded Judgement

JANUARY 12, 2024

Many companies raised rounds in 2021 who thought they had product market fit. Or who thought their market was 10x bigger than it actually was. As we exited that ZIRP period and returned to normal, all of a sudden companies started asking themselves “do we really need this product or can we do it ourselves?

Cloud 284

Cloud Venture Capital Acquisition Metrics 284

SaaStr

DECEMBER 20, 2022

That’s why many companies are shifting from a sales-led to a product-led motion. . If you build a product that people love and you define problems that you’re solving for them, you can extract a ton of additional value than just having a sales-led motion,” says Borsetti. . Product-led Motion De-risks the Revenue Model.

Revenue 130

Revenue Marketing Sales Mobile 130

SaaStr

DECEMBER 14, 2023

Alison brings the perspective of all sides of a startup, from investing to SaaS to Cloud. At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. For Google Workspace, they invested in expanding and building Google Meet and the rest of the workspace during 2020.

Cloud 241

Cloud Scale AWS AI 241

Mucker Capital

FEBRUARY 24, 2021

Mucker’s first meeting with Emotive happened in November of 2018, though our initial investment wouldn’t happen until 18 months later in May 2020 when we would lead their Series A. In the case of Emotive, we were fortunate enough to have expanded our investment strategy just as they were expanding their business.

Investment 90

Investment Technical Review Scale Branding 90

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? Pick your strategies, invest in them, and start tiering.

AWS 210

AWS Scale Sales Hiring Marketing 210

Chart Mogul

SEPTEMBER 6, 2023

Questions like: Which marketing channel brings in the most MRR? How does my PLG motion compare to Sales-led in terms of revenue or retention? Segmentation informs strategy Now that you’ve got the power to discover these insights, you can use them to inform your strategy and reach your next revenue targets. Which plan?

Revenue 52

Revenue Churn Pricing Operational efficiency. 52

SaaStr

FEBRUARY 9, 2024

The first role that comes to mind is driving revenue and it’s probably within sales. New hires in your GTM team will usually fall within one of four categories: Distribution Revenue Storytelling or messaging Some form of operations Most of the time, it’s distribution or revenue, qualify people as in or out for those two areas.

Scale 265

Scale Sales Hiring Sales Marketing 265

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. But to develop a GTM strategy, you must have Product Market Fit. The percentage of revenue that comes through support increases.

Scale 237

Scale Sales Hiring Scaling Outsourced Development 237

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Where do you think revenue technology is heading? —- Robert Simmons – VP of Sales A lot more automation and AI.

AI 78

AI Revenue Scale ChatGPT 78

SaaStr

FEBRUARY 10, 2024

This is a mistake many entrepreneurs make once they have the tiniest bit of product-market fit. If you got 10, 50, 100 businessess to actually buy Yet Another SaaS Product — that is something. CEOs of startups with millions in revenue. Just one great one. You may be doing better than you think. Same with me.

Startup 302

Startup Investment Product Marketing Revenue 302

SaaStr

MARCH 4, 2021

Well, for SaaS companies, marketing broadly speaking breaks into three species — Corporate Marketing, Product Marketing and Demand Generation. With the larger software companies Corporate Marketing Is King, and Product Marketers are the Princes. Because the market barely even knows you exist.

Sales Hiring 356

Sales Hiring Scale Marketing Branding 356

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. It doesn’t matter if you’ve got the best product in the world. Growth in 2021 and beyond.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

ChurnZero

MAY 6, 2022

He also discusses how the market’s perception of net revenue retention has shifted over the last decade and what companies can do to increase this red-hot metric. It’s easier to build products that buyers have budgets for. “If Product-market fit doesn’t mean you can sell customers. You Mon joined the CHURN.FM

Retention 98

Retention Revenue Entrepreneurship B2C 98

SaaStr

APRIL 3, 2024

Experimentation and learning still have to happen, and there is a need for smart, strategic employees to monitor how AI is working to improve the product market fit, application, and safety for their customers. It depends on the utility of your product and platform as it is. Can You Be Competitive as a Vendor Without AI?

Generative AI 238

Generative AI AI Technical Review Software Review 238

SaaStr

JUNE 17, 2023

In the ever-evolving landscape of SaaS, Venture Capital, Bootstrapping, and Valuations – understanding market trends and investment patterns is critical. We’ll explain Jason’s take on the recent market fluctuations, highlighting major deals that shaped investment patterns and their effects on valuation trends.

Venture Capital 218

Venture Capital Scale Technical Review Software Review 218

SaaStr

FEBRUARY 7, 2023

1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 with Olivier Adam, Chief Growth Officer at ReferralCandy Successful Scaling Across Markets, Lessons in Marketing & Building GTM with IvyCap’s MP with Ashish Wadhwani, Co-founder and Managing Partner.

VP of Engineering 244

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 244

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 339

Scale Sales Recruiting Machine Learning Artificial Intelligence 339

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Combatting missed revenue growth for second-stage startups. 5 revenue growth mistakes second-stage startups make.

Scale 93

Scale Revenue Startup Sales Recruiting 93

Tom Tunguz

FEBRUARY 24, 2015

Once a startup has found an initial product market fit, the business must evolve the way it models its growth. Before product market fit, a startup’s financial projections focus on costs. The company has no visibility into their revenue growth.

Sales Recruiting 111

Sales Recruiting Revenue Startup Sales Hiring 111

User Pilot

AUGUST 6, 2023

Because the omnichannel experience will encourage customers to stick around longer, this has the knock-on effect of increasing customer lifetime value (LTV) or even generating expansion revenue. These insights can help you with other efforts, such as personalized retention marketing or customer segmentation. Data-driven decisions.

Investment 78

Investment Banking Social Media Customer Lifetime Value 78

SaaStr

JUNE 19, 2023

Many successful start-ups had $0 in revenue the first 2 years. 0 in revenue for the first 2 years. Watch it here: And only then … product-market fit. What if it’s $0 in revenue for 24 months? Or token revenue? A bad VC will tell others not to invest. How will you handle that?

Scale 216

Scale Pricing Innovation Revenue 216

SaaStr

AUGUST 9, 2020

Many successful start-ups had $0 in revenue the first 2 year s. 0 in revenue for the first 2 years. Watch it here: And only then … product-market fit. What if it’s $0 in revenue for 24 months? Or token revenue? A bad VC will tell others not to invest. How will you handle that?

Revenue 363

Revenue Branding Investment Product Marketing 363

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Sales Hiring 233

Sales Hiring Payment Services SaaS Payments Scale 233

SaaStr

OCTOBER 7, 2022

The number of global venture capital (VC) investments dipped in 2022, thanks to ongoing geopolitical tensions, turbulence in global capital markets, supply chain issues, and increasing interest rates. The rise and fall of these investments have resulted in negativity in the global VC space in 2022. The recent downward movement.

Venture Capital 212

Venture Capital Marketing Startup Construction 212

SaaStr

JUNE 30, 2023

Those companies will have a headstart on the competition when the market arrives. When I look at the purpose of venture capital, it’s not to burn a dollar five in order to grow a dollar of revenue,” says Magnuson. It’s to give you the opportunity to already be building for the market while it’s still developing.”

Scale 201

Scale Mobile Venture Capital Scaling 201

SaaStr

JANUARY 10, 2024

Coming in early on to start the marketing function at Zoom, it was all about driving revenue and surviving. At different stages, the Marketing department of your org and your company may be focused on different initiatives to try to meet a mutual outcome. Invest in the brand and brand reputation early.

Sales Hiring 251

Sales Hiring Scale Technical Review Leadership 251

SaaStr

OCTOBER 13, 2023

If the answer’s no, is it still worth investing in at the expense of profitability? If your product has effortless growth or a word-of-mouth motion and momentum, it automatically takes care of one of your biggest cost drivers: sales and marketing. Is it truly scalable? Can it have a meaningful impact? Is it a positive ROI?

Outsourcing Services 244

Outsourcing Services Sales Hiring Scale SaaS 244

SaaStr

MARCH 5, 2022

Despite their founders’ ambition and good intentions, any innovative idea that results in millions of dollars in revenue and funding is bound to come with growing pains. Migrating from the hyper-growth and chaos of the early days seeking product-market fit is critical to managing growth in customers, employees, products, and geographies.

Startup 257

Startup Leadership Innovation Scaling 257

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. Otherwise, things will slow down.

Scale 231

Scale Strategy Scaling Outbound Sales Team 231

SaaStr

MAY 6, 2021

Sandi Lin, CEO and Co-founder of Skilljar, and Kathy Lord, its CRO, know a thing or two about Chief Revenue Officers. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

Sales Hiring 241

Sales Hiring Sales Recruiting Interviewing Revenue 241

SaaStr

FEBRUARY 14, 2023

In today’s market, you’ll need to convince investors that you’re a worthwhile investment. Net Dollar Retention Shows SaaS’s Best Qualities NDR encapsulates SaaS revenues’ best qualities in one metric: the subscription-based model. It captures the predictability of SaaS revenue and built-in growth. 5x is best.

Metrics 214

Metrics Marketing SaaS SMB 214

SaaStr

MAY 22, 2021

There’s now a whole group of companies I’ve invested in, and/or been an advisor/board member or other close relationship with … that are hitting or have recently crossed 4 Years Old. Often, they had little to no revenues in the first year or two. So they often took longer to get to product-market fit.

SaaS 178

SaaS Investment Product Marketing Revenue 178

SaaStr

MARCH 20, 2024

For instance, Founders Fund doesn’t really invest in AI, health tech, or edtech, even if you’re growing 5x. If you keep the same team and keep them motivated, would you close more revenue than if you continued building the team ? The real question is which avenue will generate the most revenue for the business.

Sales Hiring 259

Sales Hiring Sales Recruiting Scale Headcount 259

SaaStr

MAY 5, 2021

Here’s some advice for other product leaders from our journey at Pendo: $0-5M ARR: All hands on deck. Your primary focus in the earliest days of the company is achieving product-market fit. In most cases, this stage doesn’t require a dedicated product executive. 5-25M: Hire a CPO early. Then it becomes time to execute.

Strategy 278

Strategy Scale Innovation Interviewing 278