FastSpring

APRIL 13, 2023

Across markets, companies were “taking big data sets and visualizing them in interesting ways to create user experiences.” 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. Experience is the keyword here. Justin explained.

Payment Methods 115

Payment Methods Marketing Payments SaaS Payments 115

Tom Tunguz

JANUARY 16, 2013

Products aren’t sold in isolation - they exist within ecosystems. Great product market fit and sales pitches hinge on understanding and serving all the members of an ecosystem. Should a product fail to meet the needs of any one member, company success and sales velocity will falter. Axial Market. Google AdSense.

Product Marketing 100

Product Marketing Marketing Sales Advertising 100

OpenView Labs

NOVEMBER 11, 2020

The US election is behind us, many of our customers at Ibbaka have worked out their Covid-19 and post Covid-19 strategies, and we’re moving into a new market in 2021. Given the changes we’ve all experienced in 2020, now is the time to resegment your market. Has the segmentation itself changed?

Pricing 73

Pricing Marketing Market Segmentation Communication 73

SaaStr

DECEMBER 27, 2023

70% of customers are in the Enterprise and mid-market space, and 30% are SMBs. The LMS market segment is big, and Docebo thinks about it in two folds. They were among the first in their category to think of the external side of the market because the external U.S. market is double the size of the internal one.

Sales Hiring 193

Sales Hiring Scale SMB Outsourced Development 193

The Angel VC

JUNE 28, 2017

I’ve been fascinated by the concept of Product/Market Fit for quite some time. The reason why it’s such an interesting and important concept is that getting to Product/Market Fit (PMF) marks a critical juncture in a company’s lifecycle. What is Product/Market Fit?

Sales Hiring 237

Sales Hiring Scale Product Marketing Startup 237

SaaStr

AUGUST 25, 2023

We can’t afford a VP of marketing, a VP of Sales, Customer Success.” Freemium isn’t a marketing strategy. Many people think it’s cheaper than a sales or marketing-led initiative, and it’s the wrong way to do it. It never works. ” A junior product person as your first product person never works. It’s just not true!

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

Tom Tunguz

DECEMBER 2, 2013

A key component in a startup’s formula for success is educating customers about the product and driving sales. The sales and marketing teams of a startup are responsible for this. There are many ways to structure sales and marketing teams. Both Marketing and SDRs should be measured on leads generated.

Startup 100

Startup Management Marketing Sales 100

OpenView Labs

APRIL 5, 2019

Product led growth (PLG) is a go-to-market strategy that relies on the product itself to drive acquisition, retention and expansion. You can use it to target specific market segments or incorporate some PLG tactics into your business without completely replacing existing strategies like content marketing.

Marketing 58

Marketing Software Review Acquisition Education 58

User Pilot

JULY 4, 2023

Growing your product requires tackling one of the biggest challenges, which is to cross the chasm. However, if done successfully, you’ll become the early market leader in a specific niche market before going on to dominate the mainstream market. The five segments of the adoption lifecycle. Book a demo now.

Scale 93

Scale Scaling Technical Review SaaS 93

User Pilot

NOVEMBER 24, 2023

TL;DR Customer acquisition attracts and converts new customers through marketing and sales efforts to expand the customer base and drive revenue growth. Acquisition is mostly done through marketing efforts outside of the app. Focus on customer acquisition when: You’re launching a new product and need new customers.

Acquisition 101

Acquisition Retention Customer Lifetime Value Churn 101

User Pilot

JULY 24, 2023

Every new product launch is equal parts intimidating and exciting. As the market becomes increasingly saturated with similar SaaS products, your product launch can easily get lost in the noise. In this article, we take a deep dive into the technicalities of a product launch. Launch your product.

ChatGPT 94

ChatGPT Social Media AI Market Research 94

Tom Tunguz

MARCH 17, 2016

Clay Christensen, a Harvard Business School professor, asserted in a recent interview that we understand only half of the marketing puzzle: the marketing science involved in a competitive ecosystem, when consumers are buying millions of products. But to incite disruption requires a different set of marketing skills.

Innovation 100

Innovation SaaS Payments Payment Solutions SaaS 100

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. Be "obsessively focused on getting to product/market fit", as Marc Andreessen put it.

Scale 153

Scale Sales Hiring Startup Sales 153

User Pilot

FEBRUARY 3, 2023

From marketing campaigns to onboarding programs, catering your product experiences to your customers improves satisfaction and retention rates. Buyer personas are great to turn to when planning your marketing campaigns or when you want to make product improvements. You can then build segments and create user personas.

Software Review 98

Software Review Social Media Underperforming Technical Team Interviewing 98

User Pilot

JULY 30, 2023

You should put more focus on acquisition than retention when you’re launching new features /products or aiming to expand your customer base, or when the market share or churn rate is low. It generally involves creating brand awareness and driving prospects down the marketing funnel until they convert to paying customers.

Acquisition 94

Acquisition Retention Customer Lifetime Value User Experience 94

OpenView Labs

SEPTEMBER 10, 2020

I recently caught up with a founder I talked to last year who didn’t have the time (or desire) to deal with sales and wanted to hire someone to ‘”validate the market” for him. While his product was interesting, I respectfully declined as I could see the danger ahead. Product-market fit is key.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? Their peers.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Tom Tunguz

DECEMBER 3, 2012

When going to market, startups tend to pursue one of two sales strategies, either education sales or execution sales.These sales strategies are substantially different. They demand different sales cycles, pricing and market positioning - potentially even different team members. Education sales demand great product marketing.

Education 100

Education Sales Market Segmentation Consulting 100

User Pilot

SEPTEMBER 28, 2023

Product marketing is a nuanced, fast-paced, and multi-faceted endeavor. In a competitive environment with no guarantees, marketing experimentation serves as a surefire way to maximize reach, optimize conversions, and improve the user experience. What is marketing experimentation? Why you should run marketing experiments?

Marketing 101

Marketing Underperforming Technical Team Onboarding Metrics 101

Outseta

OCTOBER 11, 2019

What I’ve learned about product market fit over a decade of working with SaaS start-ups By Geoff Roberts Few topics are discussed in start-up land more than product market fit —founders spend countless cycles iterating on their products, trying to find this often enigmatic state where it’s clear that there’s a real market for their new creation.

Product Marketing 50

Product Marketing Marketing Sales Hiring Education 50

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. Who do they trust?

Scale 107

Scale Sales Hiring Underperforming Technical Team Social Media 107

Intercom, Inc.

JANUARY 14, 2021

With a background in computer science and an MBA, he soon realized that understanding the markets and customers is as important as building the products. And so, in 2014, he founded Productboard , a product management system that incorporates customer feedback and insights to help product teams build better products.

Strategy 225

Strategy Scale Systems Review Technical Review 225

SaaSOptics

MAY 19, 2022

Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Tom Tunguz

MAY 28, 2013

The wrinkle is that Apple combines this design with superb product marketing. Customer segmentation, customer studies and use case analysis are at the core of the product development process. A disciplined process like this will always be in conflict with product management by epiphany or vision.

Product Marketing 100

Product Marketing Marketing Market Segmentation Startup 100

Chart Mogul

JUNE 8, 2018

It should be clear how you’re planning to expand your total addressable market (TAM).” ” Market expansion can take several forms, such as increasing wallet share of your current customer segment, adding other market segments on top or expanding internationally.

Venture Capital 84

Venture Capital Software Review Scale Startup 84

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. Building customer feedback into the DNA of your product team and products. Going multi-product early. Let’s take a closer look at these learnings.

Scale 239

Scale Scaling Strategy Sales Hiring 239

Kellblog

DECEMBER 27, 2021

What drives these disruptive cycles: Feature creep , which leads to market overshoot over time. Specialization , as market leaders build breadth with integration of good-enough products, an opportunity is created for great, point solutions (which often later expand to challenge the core product).

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

ProfitWell

NOVEMBER 12, 2019

Customer acquisition proves to be more challenging and more expensive as your customer base grows and the untapped market shrinks. You can rely on value-based pricing to deliver products and services to different market segments. Change your pricing when it feels right, but also know when to grow with your market.

Payments 45

Payments Pricing Underperforming Technical Team SaaS Payments 45

Baremetrics

MARCH 31, 2021

Marketing analytics tools for subscription-based companies are hard to come by. In this post, you’ll learn about the best marketing analytics tools to effectively get your brand noticed online. With these at your disposal, you'll optimize your marketing projects. Want to improve your Marketing? Why spend $5.5

Social Media 85

Social Media Marketing Forecasting Benchmarks 85

Baremetrics

FEBRUARY 23, 2021

Marketing analytics tools for subscription-based companies can be hard to navigate, but they’re necessary to understand where your revenue comes from. In this post, you’ll learn about the best marketing analytics tools to effectively get your brand noticed online. With these at your disposal, you'll optimize your marketing projects.

Marketing 87

Marketing Social Media Forecasting Benchmarks 87

SaaStr

AUGUST 5, 2021

For this, you must have strong resources in marketing and sales for long period of time. . With garage-dwellers the product-market fit is still questionable. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency. A lot of people poke for pain and only sell painkiller products.

Scale 255

Scale Enterprise Finance Travel 255

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. Who do they trust?

Scale 46

Scale Sales Hiring Underperforming Technical Team Social Media 46

User Pilot

SEPTEMBER 19, 2023

Product-led growth (PLG) flywheels are a framework for improving the product-led user experience by enhancing product usage instead of spending a fortune on marketing teams and sales-led growth. What is a product-led growth (PLG) funnel? What is a product-led growth (PLG) flywheel?

Scale 105

Scale Technical Review Acquisition Sales Funnel 105

FastSpring

JUNE 22, 2022

Look at Zoom or Slack: businesses designed for enterprise organizations that use B2C-like onboarding flows (such as product-led growth, or PLG) to fuel interest and adoption. Are you still making assumptions about your B2B go-to-market motion — assumptions that ignore B2C selling methods — that are limiting your growth potential?

B2C 124

B2C Payments SaaS Payments B2B 124

User Pilot

APRIL 22, 2024

Examples of product-led growth companies that can help you achieve PLG success include: Hubspot offers a free grader tool to attract potential customers. Miro uses an optimized pricing model that caters to different market segments. Basecamp offers a free trial to generate product-qualified leads.

Strategy 78

Strategy Education User Experience Acquisition 78

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Marketing…their demand gen motion changes, need different product marketing, etc. My question would be “why are they moving upmarket?”

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company.

SaaS Payments 248

SaaS Payments Scale Payment Services Payment Solutions 248