Tom Tunguz

APRIL 24, 2017

After last week’s post, Is There a No Man’s Land in SaaS ACVs , a founder asked me to highlight some of the go to market strategies in different segments. They both address the same market segment, but have approached it in radically different ways. Thanks for the inspiration, Abhinav!

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

SaaStr

FEBRUARY 6, 2021

Third, it’s important to be in a segment where competition can’t kill you. Because it will take you 4 years >longer< to get to $10m ARR, it’s important to be in a market segment where direct competition is weak. Not the worst strategy in the world. This doesn’t mean it isn’t there. The post Bootstrapping in SaaS?

Sales Hiring 361

Sales Hiring Venture Capital Scale SaaS 361

SaaStr

JULY 18, 2021

2 “Secrets to Aligning Marketing and Revenue Strategies with Marqeta’s CMO” A great session with Marqeta’s CEO, who previously helped run marketing at Mulesoft. A great look back at how Chime built its brand, where it struggled, the market segment it wanted to win, and how it scaled. #7.

Scale 284

Scale Finance Market Segmentation Enterprise 284

User Pilot

AUGUST 14, 2024

By developing a customer segmentation strategy, you can build the right segments, analyze their behavior, and set tactics to reach them through tailor-made initiatives. TL;DR Customer segmentation is the act of grouping customers based on shared characteristics, such as purchasing behavior, values, or location.

Strategy 104

Strategy Software Underperforming Technical Team Market Segmentation 104

User Pilot

AUGUST 8, 2024

Crafting a winning product strategy is crucial for SaaS success, and finding the right product strategy example can provide all the inspiration you need. This article provides concrete examples of different product strategies employed by SaaS companies. There are 11 main product strategy examples in SaaS today.

Strategy 105

Strategy SaaS Customer Lifetime Value Development 105

Tom Tunguz

AUGUST 14, 2024

Executed properly, this strategy could become a competitive differentiator in a market segment, enough to win disproportionate market share. AI has the potential to change the unit economics of a business, expanding addressable segments with better efficiency.

CTO Hire 223

CTO Hire Sales Hiring Outsourced Development CTO 223

SaaStr

MARCH 25, 2021

Shopify is #1 in so many market segments, but for “bigger” SMBs BigCommerce (and perhaps less-custom enterprise deployments) is arguably #2 to Shopify. It’s much smaller than Shopify, at $170m ARR vs $3B+ ARR, but it’s still plenty big for us to learn a lot from this big but not #1 player in the market.

Outsourcing Services 289

Outsourcing Services Payments Merchant Services SaaS Payments 289

User Pilot

JULY 31, 2024

In today’s ultra-competitive landscape, your product development strategy is a roadmap that helps you navigate the journey from product idea to market success. In this article, we present a product manager’s guide to creating and successfully executing a product development strategy. Not sure where to begin?

Development 104

Development Strategy Market Research Innovation 104

SaaStr

AUGUST 5, 2021

He shares some wisdom about using both bottom up and top down strategies and suggests some principles for mapping these out based on what business intelligence platform ThoughtSpot has done. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency. How does the product evangelize to them?

Scale 261

Scale Enterprise Finance Travel 261

SaaStr

JANUARY 15, 2021

According to our research , marketers admit that they expect to waste 26% of their marketing budget on the wrong channels or strategies. Segmentation allows you to find cost-effective marketing channels for a specific audience and will help reduce some of the waste. 4) Only Utilizing Static Content.

Software Review 270

Software Review Market Segmentation Engagement Sales 270

Chart Mogul

JUNE 9, 2021

Can thinking about your exit strategy narrow or diminish your exit strategy? How to develop a success management strategy. Matt’s first SaaS success led to more and after some experimentation in B2C, he decided to start another B2B legal tech company, Lawmatics. Or at the very least your focus?

Payment Features 101

Payment Features Strategy Entrepreneurship B2C 101

User Pilot

AUGUST 18, 2024

How do you ensure your AI product not only survives but thrives in this competitive market? A well-crafted go-to-market strategy could be your secret weapon. Best-selling author and go-to-market advisor Maja Voje has helped hundreds of companies, including Google and Rocket Internet, build and grow successful products.

AI Search 105

AI Search AI Scale Strategy 105

User Pilot

APRIL 22, 2024

TL;DR Product-led growth strategy is a business model where the product is the primary driver of engagement, retention, and acquisition. Miro uses an optimized pricing model that caters to different market segments. Basecamp offers a free trial to generate product-qualified leads. Book a demo today !

Strategy 104

Strategy Education User Experience Acquisition 104

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. Diversification introduces new products to new markets. Growth marketing is also highly agile.

Underperforming Technical Team 105

Underperforming Technical Team Strategy Marketing Customer Lifetime Value 105

SaaStr

MARCH 8, 2024

It’s a real technical problem to solve for to keep your pricing and packaging strategy and execution strong. Many people consider pricing and packaging as product strategy, where Product or GTM owns it. But pricing and packaging is a full company strategy. What’s your GTM strategy, CAC, engineering quality, etc.?

AI 268

AI Pricing Artificial Intelligence SaaS 268

SaaStr

JUNE 7, 2023

To finally break out of slow progress, WorkRamp had to change its strategy. A few enterprise clients continued to come in through inbound, but the company carved out a winning market segment with the under 5K employee focus. Customer Impact : A much better PMF for SMB & Mid-Market customers. “You

Scale 246

Scale Scaling SMB Marketing 246

User Pilot

SEPTEMBER 4, 2023

And while each segmentation method has advantages, psychographic segmentation can truly turn your product into a growth engine. TL;DR Psychographic segmentation is a marketing strategy that divides the market into smaller groups based on personality traits, lifestyle, social class, attitudes, interests, and values.

Product Marketing 104

Product Marketing Strategy Marketing Market Research 104

The Angel VC

JUNE 28, 2017

At least in theory, the life of a company can be divided into a “pre PMF” phase and a “post PMF” phase, with each of the two phases having very different objectives and requiring very different strategies. As Marc Andreessen famously said, “when you are before PMF, focus obsessively on getting to PMF”. Think about it.

Sales Hiring 237

Sales Hiring Scale Product Marketing Startup 237

SaaStr

OCTOBER 6, 2019

Dominant-Dominant Strategy Sales & Marketing is Very, Very Expensive. ” This is when you compete aggressively not only in the market segments where you have a big competitive advantage, and usually win (which usually has a much cheaper CAC) … but to win big, you also use your $20m, $40m, etc.

Sales Hiring 270

Sales Hiring Scale Sales Venture Capital 270

Intercom, Inc.

DECEMBER 4, 2019

Much has been written about designing products based on the job they’re hired for – it’s important that as you look to get hired for more jobs, you keep a core value proposition at the heart of your product strategy. If you compete on beautiful design, you better make sure every marketing communication is beautifully designed.

Branding 209

Branding Underperforming Technical Team Technical Review Airlines 209

ProfitWell

FEBRUARY 24, 2020

But, while discounting may make customers feel good about purchases made, it’s not always the best strategy for certain businesses. We’ll go over the different types of discounting, the pros/cons, some alternatives, and if you should consider discounting in your SaaS pricing strategy. The strategy behind giving discounts.

Pricing 78

Pricing Strategy Market Segmentation Churn 78

ProfitWell

JANUARY 10, 2020

SaaS marketing is strategic promotion for software-as-a-service (SaaS) companies. Owing to differences in customer bases, product complexity, and price strategy, SaaS marketing is fundamentally different from promoting physical products. How does SaaS marketing differ from other types of business? Price strategy.

Marketing 94

Marketing Strategy SaaS B2C 94

SaaStr

JANUARY 28, 2022

Cathy Gao , Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre , CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

Scale 241

Scale Sales Hiring Scaling Sales Recruiting 241

SaaStr

JANUARY 13, 2022

And as the number of SaaS companies continues to grow and explode, and as SaaS changes and penetrates more and more market segments … it seems like there are more and more exciting SaaS companies without a natural acquirer. The fourth had an IPO, eventually. At least that I can see, or believe.

Market Segmentation 274

Market Segmentation Mobile Technology Cloud 274

Baremetrics

MAY 18, 2021

But to market most effectively, you have to target subsets of those customers and hone in on their specific needs. That is the power behind customer segmentation. It is a strategy that starts with grouping customers by certain characteristics. Baremetrics can help you develop this strategy. What is Customer Segmentation?

Strategy 59

Strategy Marketing Market Segmentation B2C 59

Baremetrics

APRIL 27, 2021

What Is Customer Segmentation? Types of Market Segmentation 1. Behavioral Segmentation 2. Demographic Segmentation 3. Geographic Segmentation 4. Psychographic Segmentation 5. Firmographic Segmentation Examples of Customer Segmentation i. What Is Customer Segmentation?

Strategy 59

Strategy Marketing Market Segmentation Outsourced Development 59

User Pilot

JULY 16, 2024

Are you a SaaS product manager in search of product differentiation examples to inspire your differentiation strategy? In this article, we’ll explore the types of product differentiation strategies and go over cases of real-world brands that have used these strategies to drive product growth.

Branding 111

Branding Market Segmentation AI Search Education 111

User Pilot

AUGUST 22, 2024

Maja is particularly known for her expertise in executing growth strategies that drive user acquisition, engagement , and retention. She also authored the best-selling book Go-to-Market Strategist , which already helped over 6,500 businesses successfully plan and execute effective GTM strategies. million in growth capital.

Scale 105

Scale Blockchain Growth Hacking Consulting 105

Blulogix

JANUARY 6, 2025

To succeed, subscription-based organizations must embrace smarter, more integrated approaches to billing, management, and strategy. This comprehensive playbook ties together the key strategies and industry trends driving success in 2025, offering actionable insights for scalable, profitable growth.

Payment Features 52

Payment Features Subscription AI Search compliance 52

SaaStr

AUGUST 25, 2023

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. But freemium on its own is not a GTM strategy. PLG is not a GTM strategy. It gets challenging to get more than 10,000 customers within any market segment.

Part-Time VPE 242

Part-Time VPE Sales Hiring Scale CTO Hire 242

Baremetrics

MAY 26, 2021

Your marketing strategies are most effective when you use targeted messaging aimed at your specific customer base. Customer segmentation is a way to break up your current or prospective customers into groups. Learn more about your customers by using the Baremetrics customer segmentation feature.

Social Media 105

Social Media Market Segmentation B2C Churn 105

Tom Tunguz

AUGUST 19, 2012

Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. Compared to the small business part of the market, there are far fewer potential customers - only about 12,500.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

Tom Tunguz

AUGUST 19, 2012

Developing a sales strategy is critical for software-as-a-service (SaaS) startups. The first step in developing a sales strategy is to build a robust market segmentation. Compared to the small business part of the market, there are far fewer potential customers - only about 12,500.

Marketing 100

Marketing Sales SaaS Market Segmentation 100

OpenView Labs

JANUARY 3, 2022

Back in 2015 I published this post “ Your 3 Pricing Strategy Choices: Grow, Skim, or Follow.” Pricing strategy selection is a choice. Compared to the other work you need to do on pricing, however, choosing a pricing strategy is actually pretty easy. But choosing a pricing strategy? What Are The 3 Pricing Strategies?

Pricing 67

Pricing Strategy Innovation B2B 67

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 124

Startup SaaS Underperforming Technical Team Marketing 124

Sales Hacker

JANUARY 16, 2018

A proper outbound sales strategy has real science behind it. Market Segmentation combined with tailored messaging. Identify your most attractive markets via market segmentation. Establish a clear, value based hypotheses that will guide the segmentation. Evaluate the attractiveness of each segment.

Scale 102

Scale Sales Hiring Payment Services Payment Methods 102

User Pilot

APRIL 29, 2024

A segmentation survey is used to gather the data necessary to segment customers. A market segmentation survey is a market research tool. In contrast, a customer segmentation survey focuses on existing customers and their characteristics. Segmentation survey built in Userpilot.

Payment Solutions 104

Payment Solutions SaaS Payments Payment Methods Payments 104