Sales Hacker

NOVEMBER 16, 2020

And fixing this can require changes to everything from product and pricing to your entire sales process. Reps don’t want to take the blame for a loss, so price and features usually take the bullet. In the quest to learn why deals are lost, Product Marketers and Product Managers can be a useful ally.

Outsourcing Services 100

Outsourcing Services Data Interviewing Technical Review 100

ProfitWell

OCTOBER 23, 2019

Today, product-led growth is the center of our universe. First up, a packed Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. Your top subscription news. And, why care?

Technical Advisors 40

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 40

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. Subscription business model. Amazon creates a flywheel (see image below) by leveraging economies of scale to lower its cost structure, which results in lower prices for customers.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaStr

JULY 25, 2021

Do you have to still find the right product market fit, you have to build a good product, you have to service the customers, you have to compete in the market. In this conference that’s a important thing like, you know, as companies start, they start getting a product market fit. None of that changes.

Sales Recruiting 253

Sales Recruiting Sales Hiring Scale VP of Engineering 253

ProfitWell

APRIL 24, 2019

It's your Wednesday subscription fix. Before we pig out, let’s get into subscription. If you want to keep up too, Yext hosts a webinar tomorrow, April 25th, featuring Yext Product Marketing Manager and TimeTrade’s SVP of Business Development — so you can explore the search experience and capture more value from your local pages.

Subscription 45

Subscription Payment Features Engineering Leadership 45

Intercom, Inc.

JANUARY 16, 2020

How have you structured the business model or even the product to make that type of viral spread easier? We have a (pricing) plan for consultants with our product who we know will work with multiple customers. And this is pretty unique on the market. Embracing professional services as a distribution channel.

Consulting 249

Consulting Marketplace as a Service Scale Development 249

ChurnZero

OCTOBER 4, 2019

My goal with this tool was to present better customer reporting to executive leadership so that we would collectively understand the health of our client base. Marcel Andrei, Customer Success and Product Marketing Manager, Paymo. I’m naturally an empiricist and like to make decisions based on data.

Customer Success 40

Customer Success Sales Hiring Scale Underperforming Technical Team 40

SaaStr

JULY 9, 2019

You’ve got to be very sensitive to price, and so you’re caught in this conundrum. ” Literally in the space of a few weeks, we managed to close a number of quite big subscriptions just off the back of FOMO, effectively. Okay, so I’ve talked about product, and market, and customers, and brand, and sales.

Scale 169

Scale Sales Recruiting Scaling SaaS Payments 169

Baremetrics

AUGUST 23, 2021

It acts as a product launch blueprint for your business, enabling you to reach customers and sell your product more effectively. Here's how you can create an effective GTM strategy for your SaaS product. Why Is an Effective Go-to-Market Strategy Important for Any Startup? Marketing and distribution channels 3.

Strategy 104

Strategy Scale Payment Features Software Review 104

User Pilot

JANUARY 28, 2024

Free-to-paid conversion rate indicates the effectiveness of product value proposition, pricing, and user engagement strategies. Product, marketing, and customer success teams use these metrics to assess the product success. Why is it important to monitor product metrics? Product usage dashboard.

Metrics 105

Metrics Customer Lifetime Value Business SaaS 105

SaaStr

SEPTEMBER 27, 2019

And that was around the time that I left and then since then HubSpot has built an invoice generator and a bunch of other things. And so very quickly we set up automatic sales notifications and sales emails that basically would send out to sales reps as prospects if they were viewing our pricing page, as an example.

Sales Hiring 141

Sales Hiring Sales Recruiting Scale Software Review 141

SaaStr

JUNE 7, 2019

* With many products starting as free, how does Amit think about when is the right time to start charging for your product? What does Amit think about the differing variable price mechanisms that one can choose? How does one have a variable pricing mechanism without disincentivizing users to use the product?

Outsourced Development 142

Outsourced Development Outsourcing Services Sales Hiring Scale 142

SmartKarrot

FEBRUARY 16, 2022

She is active on LinkedIn, where she helps SaaS companies optimize their customer acquisition, demand generation, product positioning , and growth plans. Chris Orlob is the senior director of product marketing at Gong.io, an AI (Artificial Intelligence) platform to provide sales analytics. Ben Murray. Chris Orlob. Neil Patel.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

Unbounce

JUNE 16, 2020

For example, ActiveCampaign’s reseller program offers beefier discounts to partners as they grow, letting them set their own pricing and pocket the difference: ActiveCampaign’s reseller program offers deeper discounts on pricing as more sales are made, creating an incentive to go big. Is your sales process simple and streamlined?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

OCTOBER 24, 2019

Christian Lanng : So we started with something very, very narrow, which was invoicing. But invoicing happens to be connected to something really, really important, which is payments. So if you get the invoice, you get the payment and that’s a lot more interesting. You pay a subscription.

Payments 102

Payments Payment Features SaaS Payments Underperforming Technical Team 102

SmartKarrot

JANUARY 21, 2021

Some of the key responsibilities in SaaS product management include-. Most product professionals’ conduct research to get expertise about the company’s product, market, target audience, user personas, statistics, and competitors. Charting product vision. Marketing activities comprise the base of this role.

Management 11

Management SaaS Scale Underperforming Technical Team 11

Intercom, Inc.

OCTOBER 8, 2018

“We’re having yet another existential crisis about who we are and what we do” Meanwhile, in company leadership meetings everywhere, this is what’s going on. It’s self sabotage, and what’s really in the middle, in most companies, is a leadership team. We spent all our energy talking to ourselves.

Sales Recruiting 220

Sales Recruiting Leadership Engineering Finance 220

Intercom, Inc.

OCTOBER 29, 2019

Segmentation cannot incorporate all strategic considerations nor changes to product, pricing, and packaging over time. For a growing business, segmentation is necessary to know your customers and your market, and share this understanding across teams. Informing our approach to the market.

Business 184

Business B2C Scale Headcount 184

Incredo

NOVEMBER 1, 2019

maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . better understand Inbound, and learn about major tactics that you can implement, master your SaaS pricing page and increase your conversions. (We And from SaaS sales models to SaaS pricing. SaaS Pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

JULY 15, 2022

Jason Lemkin: I’ve seen others at the other end of the spectrum, RevenueCat, where I was the first investor, they’re an API for mobile subscription management that’s done quite well. ” So those are two very opposite ends of content marketing working from brute forcing outbound. So go hire one. So go hire one.

Scale 252

Scale Outsourcing Services Sales Hiring VP of Engineering 252

Intercom, Inc.

JUNE 3, 2021

It’s just ultimately our product or more of our product hits the market sooner, which means maybe we win more deals, we can charge more money, right? So if you’re going to produce something, even if you got it cheap, you’re still going to have to market the hell out of it. Paul: Yeah. Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. We have the subscription revenue.

Scale 210

Scale Sales Hiring Revenue VP of Engineering 210

SaaStr

AUGUST 19, 2022

And diversifying, if you’re still early, before 10, 20 or 30 million revenue, that could be a sign that things just aren’t working, that you don’t actually have product market fit, which is unfortunate, but you need to be honest about it. You need to be honest, if you have product market fit.

Scale 220

Scale Sales Hiring Scaling VP of Engineering 220

Chargify

AUGUST 17, 2017

You could pay a fair price. Note: For the purposes of this specific post, the tactics presented are targeted to established SaaS companies that have already verified product/market fit and experienced initial traction. Check out The Subscription Metrics 8 Top SaaS Companies Obsess Over & Why ). SaaS Growth Ceiling.

Scale 53

Scale Sales Hiring Artificial Intelligence SaaS 53

SaaStr

AUGUST 6, 2019

I think it was Tom Tunguz from Redpoint who said, “Whenever you’re in doubt about product market fit, just double your price, and if the customer is still buying, you have more room to go. Your product has value for them. Subscriptions are like bonds. ” It’s also a huge moat for competitors.

Payment Solutions 156

Payment Solutions Payments Outsourcing Services SaaS Payments 156

SaaStr

FEBRUARY 14, 2020

What does Jaleh believe is the biggest problem in SaaS marketing today? What price points is required for an ABM strategy to be viable? * How does Jaleh approach the issue of determining the success of marketing? Should marketing be held accountable to a number tied directly to revenue?

Scale 198

Scale Sales Hiring B2B Scaling 198

SaaStr

FEBRUARY 11, 2020

First, you get product market fit, then you create predictable revenue, and then you scale. Anyway, skipping a step. Skipping a step, pretty simple. So from David Skok, he has these big three things. It’s a new presentation he’s developing. Now the problem is people keep trying to skip the second step.

Scale 204

Scale Outsourcing Services Revenue Outsourced Development 204

SaaStr

MAY 10, 2019

Is it from day one or is it post product market fit, series A and beyond? But we are a long term subscription product. Harry Stebbings: Okay, so no man’s land in SaaS pricing–commonly hailed but does it really exist or not really? Harry Stebbings: Can I ask just for like a structural insertion point.

Sales Hiring 141

Sales Hiring Scale Underperforming Technical Team Consulting 141

User Pilot

JUNE 10, 2019

That’s why we wouldn’t dare tell you what product-led growth marketing is or how to do it. Instead, we’re going to show you how to drive it in your role as head of growth or product marketer. What is product led growth marketing. a marketer’s vetting criteria for a decision that’s likely already been made).

Growth Marketing 143

Growth Marketing Marketing Scale Payment Features 143

Hull

JANUARY 30, 2020

In Part 4: Choosing Your Marketing Technology Stack , we shared the MarTech Napkin - our framework for how you should choose tools for sales, marketing, and all things customer-facing. To recap, early stage (or pre-product/market fit) companies do not have complex data or multiple different tools.

Scale 75

Scale Scaling Data Technical Review 75

SaaStr

SEPTEMBER 13, 2019

Why does Allison believe product marketing and customer success are the new sales and marketing? Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.

Engineering 28

Engineering Scale Underperforming Technical Team Customer Success 28

SaaStr

MAY 30, 2019

And, as you all know, that was really foundational for the class of companies we build today because the subscription model meant that we had to focus on things like customer experience, customer success. What you wanted it to be, what you wanted behaviors to be, how you were going to go to market, what your product market fit was?

Scale 152

Scale Leadership Finance Software Review 152

Kellblog

AUGUST 20, 2023

The question isn’t the price of the yearly subscription, but the total cost of ownership (TCO) and the total return on investment (ROI)?” Reframes from looking at subscription price to TCO and adds a focus on ROI. GoodCo is once again setting the bar as part of our ongoing technology leadership”), ongoing disputes (e.g.,

Marketing 86

Marketing VP of Engineering Headcount Government 86