OpenView Labs

SEPTEMBER 10, 2020

Enterprise sales is not a simple switch to make from SMB sales—it’s a completely different beast. 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. Let me be clear.

Sales Hiring 74

Sales Hiring Enterprise Scale Startup 74

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

2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. If, in one sales cycle, things aren’t improving on several core metrics, they never will. The best VPs of Sales hit the ground running.

Part-Time VPE 169

Part-Time VPE Scale Sales Hiring CTO Hire 169

User Pilot

APRIL 19, 2024

Segmenting Your Target Market Market research plays a key role in segmenting your target audience into manageable segments. These market segments are typically grouped by similar needs or attributes, and display similar responses in marketing research surveys and initiatives. Lifestyle choices.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

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. There are many ways of structuring sales and marketing teams.

Startup 100

Startup Management Marketing Sales 100

Tom Tunguz

MARCH 17, 2016

In other cases, substantially better-than-existing solutions at lower price points broaden the addressable market: Slack and Asana have transformed the way colleagues communicate in the workplace, creating new market segments for collaboration tools. At least that’s the way the theory goes.

Innovation 100

Innovation SaaS Payments Payment Solutions SaaS 100

User Pilot

JULY 30, 2023

The cost of acquisition typically includes the expenses associated with marketing and sales, such as promotional campaigns, sales commissions, and advertising. Market share is low: A limited customer reach can lead to competitors’ dominance and lower your revenue. This would make your CAC = $90,000/1,000 = $90.

Acquisition 98

Acquisition Retention Customer Lifetime Value User Experience 98

User Pilot

JULY 24, 2023

Create and release your MVP with only core product features. Create a targeted go-to-market strategy for your launch plan. Choose the appropriate marketing channels to reach your target markets. Launch coordinated product marketing campaigns to reach your audience. Launch your product.

ChatGPT 98

ChatGPT Social Media AI Market Research 98

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. Businesses can establish a foothold in new market segments by effectively targeting and acquiring new customers and creating initial traction for their new products.

Acquisition 105

Acquisition Retention Customer Lifetime Value Churn 105

Intercom, Inc.

OCTOBER 15, 2020

In this episode, Bob and I chat about his new book Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress. If you’re short on time, here’s some quick takeaways: Bob has worked on over 3,500 products. What is it about sales that makes academia hesitant to teach it? Where are the sales professors?

Sales Hiring 265

Sales Hiring Sales VP of Engineering Underperforming Technical Team 265

User Pilot

FEBRUARY 3, 2023

This will help determine which market segments to prioritize and how much effort to put into each one. While sales teams may have a better understanding of customer needs, marketing teams may understand how customers respond to different content or visual stimuli.

Software Review 98

Software Review Social Media Underperforming Technical Team Interviewing 98

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. We’re going to hire tele-sales reps who are going to cold call.

Scale 106

Scale Sales Hiring Underperforming Technical Team Social Media 106

FastSpring

APRIL 13, 2023

From leading sales at Zillow to brand strategy at Tumblr to revenue at FiscalNote (a global policy platform), Justin Scott started noticing a trend. Across markets, companies were “taking big data sets and visualizing them in interesting ways to create user experiences.” expectations change about the online sales experience.

Payment Methods 115

Payment Methods Marketing Payments SaaS Payments 115

OpenView Labs

APRIL 5, 2019

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. The way software is bought and sold has changed due to the emergence of inside sales and content marketing.

Marketing 58

Marketing Software Review Acquisition Education 58

SaaSOptics

MAY 19, 2022

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. What role will marketing play in the acquisition process? . At what point will you introduce Sales into the buyer’s journey? .

Acquisition 59

Acquisition Scale Strategy Software Review 59

Intercom, Inc.

JANUARY 14, 2021

Looking at how the best companies operate, Hubert and his team boiled down product excellence to three key areas of action: vision, strategy, and execution. Keeping lines of communication open between product, sales and customer success is essential for a well-oiled, highly-efficient product organization.

Strategy 225

Strategy Scale Systems Review Technical Review 225

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 230

Scale Scaling Strategy Sales Hiring 230

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

AUGUST 5, 2021

Sudheesh Nair, CEO @ ThoughtSpot is not one to tell you what to do when it comes to sales, but that doesn’t mean he doesn’t know what to do with his product. Sudheesh suggests there are a few personas involved in the sales process, and they benefit from your service in different ways that should inform your sales strategy. . .

Scale 254

Scale Enterprise Finance Travel 254

ProfitWell

NOVEMBER 12, 2019

You can rely on value-based pricing to deliver products and services to different market segments. Put together a ‘pricing committee” comprised of members from sales, finance, product, marketing, and a coordinator who’s the driver of your research and strategy. Planning and prioritizing. Customer success #2.

Payments 45

Payments Pricing Underperforming Technical Team SaaS Payments 45

Kellblog

DECEMBER 27, 2021

Product-led growth ( PLG ). SaaS provided provided both a market disruption opportunity and a total available market (TAM) expansion in each market segment. Velocity sales models aren’t new either, but they’re also a key part of PLG. Software companies become their parents faster.

Blockchain 143

Blockchain Technical Review Venture Capital Sales Hiring 143

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

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. We’re going to hire tele-sales reps who are going to cold call.

Scale 45

Scale Sales Hiring Underperforming Technical Team Social Media 45

User Pilot

SEPTEMBER 19, 2023

The simple answer is that it combines product management , customer acquisition, and customer success into a unified product-led growth collective that your sales teams and the entire company can get behind. There are four main types of PLG funnels: self-serve, sales-assisted, bottom-up, and top-down.

Scale 105

Scale Technical Review Acquisition Sales Funnel 105

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

FastSpring

JUNE 22, 2022

Products Are Finding New Growth in the Opposite Segment. Historically, when SaaS businesses have gone to market, they’ve done so by finding product-market fit with one of two core audiences: consumers or businesses. And that decision shapes their product and sales processes for the life of their company.

B2C 124

B2C Payments SaaS Payments B2B 124

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. Why you should run marketing experiments?

Marketing 105

Marketing Underperforming Technical Team Onboarding Metrics 105

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 95

Strategy Education User Experience Acquisition 95

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? * What are the different CRO profiles Mike has seen?

Sales Hiring 171

Sales Hiring Scale Technical Advisors Systems Review 171

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 239

SaaS Payments Scale Payment Services Payment Solutions 239

Baremetrics

MARCH 31, 2021

This overview leads to Smart Dashboards that have audience insights and other reports to dive as deep as you need into how your sales are generated. Use People Insights and Segmentation Companies that organize customers into meaningful market segments create wins. be honest How well do you know your business?

Social Media 85

Social Media Marketing Forecasting Benchmarks 85

Baremetrics

FEBRUARY 23, 2021

This overview leads to Smart Dashboards that have audience insights and other reports to dive as deep as you need into how your sales are generated. Use People Insights and Segmentation Companies that organize customers into meaningful market segments create wins. And you can get started with a free trial right now.

Marketing 87

Marketing Social Media Forecasting Benchmarks 87

SaaSOptics

APRIL 14, 2022

They offer a free trial, metered-usage “pay-as-you-go” pricing, and sales-negotiated contracts to name a few. These flexible pricing options have allowed them to capture new market segments and give their customers the option to scale with them as their product usage increases.

Payments 98

Payments Pricing SaaS Payments Payment Services 98

OPEXEngine

MARCH 9, 2021

“It’s not just about delivering a superior product to the marketplace; rather, several stars must align,” he says. These include Company Culture, Business Model, Value Proposition, Partner Relationships, and Sales Strategy. This clarity puts you on the path to product-market fit. Sales Strategy. Company Culture.

Scale 52

Scale Sales Hiring Marketplace as a Service Underperforming Technical Team 52

OpenView Labs

DECEMBER 1, 2021

“Whether it’s an isolated comment or representative of a broader segment or opportunity.” Step 2: Redefine your market segments based on user insights. How you segment your market drives your product roadmap and go-to-market strategy. Empathetic customer centricity helps you define product market fit.

Scale 76

Scale Underperforming Technical Team B2C Engineering 76

Chaotic Flow

APRIL 14, 2015

When I’m not completely absorbed with my agile marketing software startup , I do a bit of SaaS consulting on the side. SaaS colleagues come to me with a wide variety of problems from positioning to sales compensation to churn analysis, but lately I’ve noticed a common theme: poor SaaS customer alignment.

Scale 156

Scale SaaS Churn Compensation 156

Mucker Capital

APRIL 6, 2023

Are there types of companies, market segments, industries, or business models where PLG does not make sense? If you go back to thinking about what kind of company is a great fit for PLG, there are two important criteria: The first one is your target segment, your customer size. Think Notion, Canva, Slack, all of those products.

Startup 52

Startup Scale CTO Hire Outsourced Development 52