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. Because vertical SaaS companies limit their potential market size by focusing on just one type of customer, they must employ a differentiated strategy to win disproportionate share of smaller market.

Startup 102

Startup SaaS Underperforming Technical Team Marketing 102

Neil Patel

OCTOBER 4, 2020

For instance, do you need to use data to predict and manage your inventory? Or perhaps you may need to leverage data to scale an existing marketing channel. Or perhaps you need to discover new market segments by leveraging customer data. A Well-rounded Team. Syncing With Your Team. A Solid Client List.

Artificial Intelligence 136

Artificial Intelligence Technical Review Underperforming Technical Team Machine Learning 136

User Pilot

FEBRUARY 3, 2023

Gather insights about your customers from internal teams. This will help determine which market segments to prioritize and how much effort to put into each one. Gather insights about your customers from internal teams Businesses often have different departments, each with a different perspective on their customers’ needs.

Software Review 89

Software Review Social Media Underperforming Technical Team Interviewing 89

SaaStr

MARCH 8, 2019

We had a hell of a time implementing, because we had to put in a concept management system, put in a blog, hire an SEO guru, hire a social media, blah, blah, blah, and then build the CRM. So HubSpot became a software platform that companies would use to transform the way they market from outbound to inbound. We’ve got to buy it.”

Scale 105

Scale Sales Hiring Underperforming Technical Team Social Media 105

ProfitWell

NOVEMBER 12, 2019

Building a strong pricing strategy starts with hiring a professional team to conduct a pricing audit. Managers should have well-founded price control principles to refer to. You can rely on value-based pricing to deliver products and services to different market segments. Identify weaknesses and opportunities.

Payments 45

Payments Pricing Underperforming Technical Team SaaS Payments 45

Kellblog

DECEMBER 27, 2021

My point was that this is normal and healthy: you can long Miami and Austin without shorting Palo Alto which, by the way, would have been a bad idea in 2020. Is web3 going to change everything because, as Chris Dixon argues, the best entrepreneurs and developers have learned not to build atop centralized platforms? Web3 hype peaks.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

SaaStr

DECEMBER 5, 2019

In this session, Managing Director & Co-Head of Workday Ventures, Leighanne Levensaler will dispel the myths of partnering with large companies and reveal the 10 things that aren’t obvious with this kind of partnership. Leighanne Levensaler | Managing Director & Co-Head @ Workday Ventures. Want to see more content like this?

Development Team Review 131

Development Team Review Scale Technical Review Software Review 131

FastSpring

APRIL 13, 2023

When Justin and his initial team started looking for a way to capitalize on VR/AR technology, they focused their attention on the “made-to-order” industrial market. But they quickly realized the market was too small and that there was a bigger opportunity elsewhere — in wider B2B and B2C commerce.

Payment Methods 135

Payment Methods Marketing Payments SaaS Payments 135

User Pilot

APRIL 30, 2024

Wondering what a marketing growth strategy is? From this article, you will find out how to develop a strong growth marketing strategy and learn growth marketing tactics for different customer journey stages. Market penetration is about increasing existing market share with existing products. Let’s get to it.

Underperforming Technical Team 91

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 91

User Pilot

JULY 22, 2024

Product positioning is crucial in product management to attract prospects and stand out in your niche. Let’s explore the steps to develop a solid positioning statement and some examples of successful brand positioning from other companies. TL;DR Developing a solid product positioning strategy involves several key steps.

Underperforming Technical Team 75

Underperforming Technical Team Market Research Technical Review Interviewing 75

User Pilot

JULY 14, 2024

TL;DR Customer segmentation separates users into smaller groups based on shared characteristics to personalize user experiences and optimize marketing campaigns. Customer segmentation is different from market segmentation since the former focuses on the existing customer base, while the latter considers the entire market.

Software Review 83

Software Review Underperforming Technical Team Customer Lifetime Value User Experience 83

SaaStr

OCTOBER 31, 2019

Before I joined the venture capital industry many years ago, I was a software developer, and I worked for a startup around the 2000 time period. I would argue that retention is probably the most important of these categories, so the first thing to note is that retention is really going to differ, depending on your market segment.

Cloud 101

Cloud Scale AWS Machine Learning 101

SaaStr

MARCH 8, 2019

We had a hell of a time implementing, because we had to put in a concept management system, put in a blog, hire an SEO guru, hire a social media, blah, blah, blah, and then build the CRM. So HubSpot became a software platform that companies would use to transform the way they market from outbound to inbound. We’ve got to buy it.”

Scale 50

Scale Sales Hiring Underperforming Technical Team Social Media 50

Intercom, Inc.

DECEMBER 4, 2019

More recently, however, I’ve realized that the technology industry at large struggles with such clarity and consistency – in marketing terms, there is often a difficulty developing a clear value proposition that aligns with product and brand identity. 1 Poor definition of value proposition and feature focus. 3 Brand stretch.

Branding 209

Branding Underperforming Technical Team Technical Review Airlines 209

User Pilot

AUGUST 30, 2024

Assess whether they are targeting different market segments with different pricing plans and how they communicate value at each price point. Understand the reasons behind their pricing decisions – whether they focus on premium pricing to convey exclusivity or competitive pricing to capture more market share.

Underperforming Technical Team 84

Underperforming Technical Team SaaS Benchmarks Pricing 84

Intercom, Inc.

JULY 15, 2021

With a Master’s degree in human-computer interaction and over two decades of experience in user research and user experience in companies like Oracle, he now leads the design team across all product offerings at IBM. The design team at IBM likes to employ a “make to learn” method. Prototype it til you make it. We keep iterating.

AI Search 245

AI Search AI Scale Machine Learning 245

Outseta

JANUARY 20, 2020

And working in the property management industry? But Buildium had found product market fit , and although I didn’t know it yet, I was stumbling into a great situation. I was managing a team of 15 and the company had grown to about 140 employees. We could branch out into commercial property management.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Intercom, Inc.

JULY 9, 2020

And I put together these horrible, bad websites – I’m lucky there’s no evidence of them anymore. I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team. Atlassian does not have an outbound sales team.

Technical Review 199

Technical Review Scale Underperforming Technical Team Software Review 199

Intercom, Inc.

OCTOBER 15, 2020

Then I worked on “Pokemon: Mac and Cheese” for Kraft” Bob: When I was part of the new product team, we would not only design things we also worked with suppliers and would fly all over the world to actually get those lines up and running and do that kind of stuff. Because I think it’s an area that’s lacking in literature.

Sales Hiring 265

Sales Hiring Sales VP of Engineering Underperforming Technical Team 265

OpenView Labs

DECEMBER 1, 2021

So says Hubert Palan , founder and CEO of Productboard , the customer-centric product management platform. In a conversation on The BUILD Podcast with Blake Bartlett , Hubert talked about how it’s bad for business to create a situation in which only the founder is allowed to be brilliant. You have to develop empathy,” Hubert explains.

Scale 76

Scale Underperforming Technical Team B2C Engineering 76

OpenView Labs

MAY 5, 2021

Many companies are strategic consumers of open-source software as a means to reduce the burden on their software engineering team to build everything from the ground up. The answer likely depends on your market segmentation, as freemium may ease adoption friction for SMB/mid-market companies.

Business 52

Business SMB Scale DevOps as a Service 52

SaaStr

JUNE 3, 2020

Who should be brought into the meeting other than the sales team? Harry Stebbings: We are back for another week in the world of SaaStr, and diving straight in today, I recently tweeted about the importance of a sales playbook, pre-release, scaling out your sales team. What is the right way to structure your sales meeting?

Sales Hiring 170

Sales Hiring Scale Technical Advisors Systems Review 170

OpenView Labs

MAY 13, 2021

Customer segmentation is the way. What is customer segmentation and why does it matter? Also known as market segmentation, customer segmentation is the division of potential customers in a given market into discrete groups. That division is based on customers having similar: Needs (i.e.,

Scale 60

Scale Underperforming Technical Team Technical Review Software Review 60

SaaStr

NOVEMBER 21, 2020

As for Rob, before founding Salsify, he was the first-ever product manager at Cambridge Semantics and before that was a Senior Product Manager @ Endeca helping grow the company to it’s $Bn exit. What does great change management look like to Rob? What does Rob believe are the biggest misconceptions around change management? *

SaaS Payments 262

SaaS Payments Scale Payment Services Payment Solutions 262

Sales Hacker

APRIL 22, 2019

Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions. At Priceline, I joined this really interesting group of people that was focused on new market development. The first is Showpad.

Development Team Review 59

Development Team Review Scale Software Review Sales Hiring 59

OPEXEngine

MARCH 9, 2021

“I’ve talked to countless entrepreneurs who are anxious about the next step—first seed round, hiring a team, landing a board member, etc.,” That’s exactly what got the former Zenefits leadership team into trouble. As you start to develop a go-to-market strategy, “make sure to think through the process holistically,” says Jay.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

Upscope

JANUARY 23, 2021

Soon I'll also be using software for SOC2 certification management, product management, recruitment and any process which can be handled better by a system rather than an Google Sheet. I'd expect development tools to rise up this list over time as it's a huge growing market and the competitors are flooding in.

Software Review 52

Software Review Onboarding Software Systems Review 52

Outseta

MAY 8, 2020

What I’m hoping this post provides is an objective look at the world of technology start-ups—the good, the bad, and the ugly. I wasn’t expecting this, but this observation snuck up on me as my own skills as a marketer matured and as I worked alongside colleagues that were designing and building software.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. It’s how do you transition the team, how do you not loose each and every friendship that you’ve ever had?

Scale 141

Scale Business Sales Hiring CTO Hire 141

ProfitWell

DECEMBER 4, 2019

An existing SaaS customer spends more, on average, than a new customer, and are more than seven times more likely to churn (leave your business) to go to a competitor because of poor customer service than they are for a better product. Chorus is a leading conversation intelligence platform for sales teams. Consistent updates.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

Sales Hacker

DECEMBER 8, 2017

Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. Increased Importance of Personal Branding & Career Development to Create Your Own Sales Opportunities. The Continued Emphasis on Alignment of Sales & Marketing. How can that be?

Scale 100

Scale Technical Review Outsourcing Services Sales Hiring 100

OpenView Labs

SEPTEMBER 19, 2019

Sales teams were primarily responsible for driving revenue through outbound calls. As such, adopting a one-size-fits-all acquisition strategy was not as effective as segmenting the audience based on their buying intent. This is the idea behind the traditional inbound marketing framework. Product maturity.

Strategy 40

Strategy Technical Review Underperforming Technical Team Acquisition 40

SaaSOptics

AUGUST 16, 2018

He’s seen acquisition of JouleX, when it was bought by Cisco in 2013 for 107 million and he was a member of the founding management team and Vice President of Marketing for Internet Security Systems, where he grew the company from 5 million to over 400 million. I’d like to introduce Brian Parks. Excellent, great.

SaaS 40

SaaS Scale Sales Hiring Venture Capital 40

SaaSOptics

AUGUST 16, 2018

He’s seen acquisition of JouleX, when it was bought by Cisco in 2013 for 107 million and he was a member of the founding management team and Vice President of Marketing for Internet Security Systems, where he grew the company from 5 million to over 400 million. I’d like to introduce Brian Parks. Excellent, great.

SaaS 40

SaaS Scale Sales Hiring Venture Capital 40

SaaSOptics

AUGUST 16, 2018

He’s seen acquisition of JouleX, when it was bought by Cisco in 2013 for 107 million and he was a member of the founding management team and Vice President of Marketing for Internet Security Systems, where he grew the company from 5 million to over 400 million. I’d like to introduce Brian Parks. Excellent, great.

SaaS 40

SaaS Scale Sales Hiring Venture Capital 40

Sixteen Ventures

DECEMBER 31, 2019

Customer Success Management Defined. How to Develop a Customer Success Strategy. True Customer Relationship Management. The Role of Customer Success in… Customer Development. Customer Success Management Software List (Google Doc). Customer Success Management & Organizational Alignment.

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

SaaStr

JULY 22, 2019

That’s not a bad start. And so we’ve built … We started out in fairly small fashion, initially, when we started the company 11, 12 years ago, and focused very heavily on the application performance management marketplace. We work with mostly modern teams. Join us at SaaStr Europa 2020. FULL TRANSCRIPT BELOW.

Scale 171

Scale Scaling Sales Hiring Underperforming Technical Team 171