Tom Tunguz

MARCH 3, 2020

Product Marketing is the starting point for marketing. It includes: market intelligence: what are your competitors doing? sales enablement: how strong are the materials sales teams use to pitch? Process: How well defined is the process for executing marketing campaigns+. who does it sell to?

Underperforming Technical Team 290

Underperforming Technical Team Marketing Scale Social Media 290

SaaStr

JANUARY 10, 2024

” Mistake #3: Setting the Wrong Metrics and Goals Ryan at Okta made the wrong choice on short-term metrics and led his team in the wrong direction as CMO. And for his marketing team, it didn’t just apply to marketing, demand gen, or brand, or PR. Marketing should be built into the business, not bolted on.

Sales Hiring 233

Sales Hiring Scale Technical Review Leadership 233

User Pilot

OCTOBER 6, 2023

First, let’s explain the basic concepts and then discover a 6-step process to build a B2B marketing funnel that feeds product growth. TL;DR A B2B marketing funnel is a framework that helps product marketers streamline the customer journey, from their initial awareness of your product until they finally make a purchase.

B2B 92

B2B Development Team Review Software Review Marketing 92

Sales Hacker

OCTOBER 22, 2018

RELATED: Sales Tools that Actually Matter: Building your Playbook. As a sales enablement leader, your first job with new sales members is to successfully ramp them—giving them a map and ensuring they know how to read it. RELATED: Demystifying Sales Enablement: What Is It, Why It Matters, And How To Do It Right.

Sales Hiring 99

Sales Hiring Sales Sales Enablement Underperforming Technical Team 99

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? *

Sales Hiring 162

Sales Hiring Scale Interviewing Technical Review 162

User Pilot

JULY 23, 2023

Key members of the GTM team: Go-to-Market Manager: Responsible for overseeing and coordinating the entire GTM process , ensuring alignment across go-to-market teams and successful product launches. For most companies, the go-to-market team includes the GTM Manager and product, marketing, and sales folks.

Marketing 68

Marketing Customer Lifetime Value SaaS Advertising 68

Sales Hacker

AUGUST 12, 2021

Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals. Again, collaborate with sales ops and enablement to check historical deals and build a map of likely roles that need to be involved which reps can refer to.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

User Pilot

JUNE 13, 2022

We covered the best blogs on SaaS growth, product marketing , UX analytics, venture capital, and sales. The Userpilot blog provides well-researched, in-depth articles on user onboarding, product growth, product growth, user experience, and so much more. Product -led growth blog. Product marketing.

Venture Capital 52

Venture Capital SaaS Data Scale 52

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Vice President, Global Sales. Whitney Sales. WiSE – Women in Sales Enablement. Vice President of Sales. Sales Enablement. Leadership.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Tom Tunguz

OCTOBER 21, 2014

In addition to managing the experiments of performance marketing, the Ops and Analytics team measures qualitative metrics like net promoter score, aided and unaided recall, and sentiment analysis of the brand. Product Marketing. The field marketing teams complemented the HQ-based marketing teams.

Scale 193

Scale Marketing Growth Hacking SaaS 193

Sales Hacker

MAY 6, 2021

Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors. Hands-on coaching of sales leadership and individual contributors. Staying in their lane.

VP of Engineering 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

Sales Enablement, SaaS and Growth

OCTOBER 29, 2018

A high churn rate is highly undesirable as it shackles growth , is a source of friction and (rightly) raises tough questions about product/market fit. LTV:CAC for SaaS businesses LTV:CAC is perhaps the most important of all SaaS metrics, so it’s invaluable to know how churn impacts it. Well, it all comes down to basic economics.

Churn 152

Churn SaaS Payments SaaS Payments 152

Sales Hacker

MAY 26, 2021

But a sales operations team will help with learning critical insights about a rep’s accounts, ensuring long-term customer success, and having a deep understanding of your customer base. With this in mind, sales ops set the metrics with which a sales org measures its success. Average sales cycle duration.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Sales Hacker

MARCH 12, 2018

During a talk about the future of sales leaders , Jacc o vanderKooij (Founder @ Winning By Design) and Rob Jeppsen (CEO @ Xvoyant) emphasized that most sales teams are looking at the wrong metrics. Volume metrics are not as valuable. Volume metrics a.k.a. Top sales teams chase conversion metrics.

Sales Hiring 44

Sales Hiring Revenue Underperforming Technical Team Sales 44

OpenView Labs

FEBRUARY 27, 2019

Building Your Foundation: Product Market Fit and Pricing. When I started out, I spent quite a bit of time in tech sales before transitioning into a product manager role. This led me to focus my work more around early product market fit, which is such a crucial thing for any SaaS company to nail down.

Technical Review 73

Technical Review Pricing Data Marketing 73

Sales Enablement, SaaS and Growth

JULY 24, 2018

Just think, the skills and attributes which are required of a marketing leader at a 10 person company are much different, and indeed could be a potential weakness at a 1,000 person company. These metrics immediately give insight into the health and likely success of a SaaS business.

SaaS Payments 131

SaaS Payments Sales Hiring Payment Services Business 131

OpenView Labs

SEPTEMBER 22, 2021

Your metrics are unclear or misleading. “I I passed on one company where we were really excited to invest in, but then the verbal metrics did not match up with the reality,” recalls Sanjiv. “In For example, some founders will send metrics as a PDF instead of an Excel spreadsheet with formulas and calculations visible.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

Intercom, Inc.

JULY 28, 2022

Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale. Attract and develop talent and invest in supporting resources like onboarding, sales enablement, and sales engineering. How does the Intercom approach align sales with product, marketing, and support?

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

JULY 17, 2018

Using market testing and market feedback as you develop product-market fit. Using unit economics to scale out marketing investments. They triple the productivity of sales teams and empower them to drive predictable and measurable revenue growth by prioritizing the right activities with intelligent automation.

Scale 52

Scale Sales Hiring Scaling Social Media 52

OpenView Labs

JULY 8, 2019

This dual path will also have implications for your product and engineering teams who will need to build for those upgrade paths. One final note on freemium—be aware that your measurement metrics will be wildly different than for a paid product. Can I do my job better with this product?)

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. You got CRM, you got analytics, you’ve got your marketing automation. billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Intercom, Inc.

FEBRUARY 1, 2018

It was what I later learned was the classic startup experience of really smart founders and founding team have an idea that’s really clever, don’t validate it at all in the market, build a product, build out a team, realize they don’t have product-market fit, and just freak out and don’t know what to do.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

JULY 18, 2022

They offer clarity into which features need adding or improved for product-market fit. This information becomes essential for your business going forward, helping you lay out your product, marketing, support, and sales strategy for the future. Look at key metrics such as MRR, ARPU, Win Rate, and Sales Cycle Length.

Payment Services 76

Payment Services Churn Payment Methods Payment Solutions 76

Intercom, Inc.

JANUARY 31, 2019

I’m curious how that went and how you were able to develop some consistency there, because marketing typically is we’re speaking to the masses. Doug: First, you have to create a template for marketing that reorients the way in which they build decks. We share many of the same metrics. That partnership is in place.

Underperforming Technical Team 165

Underperforming Technical Team Scale Benchmarks Sales 165

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And really our approach to our customers and the market had to pivot immediately. And so we built.

Travel 169

Travel Marketing Scale Outsourcing Services 169

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. And the purpose is you need to understand what are the sales cycle lengths, what are the ASPs, what are the right use cases to target, what’s the right messaging?

Sales Recruiting 128

Sales Recruiting Sales Hiring Scale Sales 128

SmartKarrot

APRIL 7, 2021

Work with sales ops and marketing to create & distribute customer satisfaction surveys and other activities to drive feedback and accurate health scoring. Use engagement metrics to bucket accounts into categories (growth, risk, etc.); Work with sales enablement to train team members on new programs or processes.

Customer Success 10

Customer Success Leadership Sales Enablement Retention 10

OpenView Labs

AUGUST 20, 2019

Product marketing took on the job of ensuring that the packaging choices made sense. Marketing created all the collateral needed to announce the changes. Sales proactively studied the impact the changes would have on lead generation, comparing the new self-serve options to the sales-enabled packages.

Pricing 42

Pricing Development Team Review Technical Review Software Review 42

OpenView Labs

AUGUST 9, 2019

I have spent much of my career in product marketing roles at fast-growing companies. At Glassdoor and Lever, we doubled in size each year; and Reflektive —where I am now Head of Marketing—was recently recognized by Deloitte as the 13th fastest-growing technology company in North America. Sales Reps.

Pricing 40

Pricing Sales Hiring Underperforming Technical Team SaaS 40

SmartKarrot

FEBRUARY 23, 2021

Apply here: [link] Role: Customer Success Manager – Channel Partners (OEM) – US Market Location: Mumbai, Maharashtra, India Organization: Workato As a Customer Success Manager, you will develop and maintain strategic business relationships with OEM customers.

VP of Engineering 10

VP of Engineering Customer Success Systems Review Compensation 10

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. What’s the go to market motion look like?

Sales Hiring 239

Sales Hiring CTO Hire Scale Investment 239

SaaStr

APRIL 4, 2019

And so we are absolutely in lockstep every day of the week to make sure something that might slip we are made aware of because marketing campaigns really need to align with what new features are coming out. How can you help them kind of learn and get off the initial kind of learning curve versus the experts that have been using that.

Cloud 165

Cloud Scale Trends Machine Learning 165

Sales Hacker

DECEMBER 1, 2020

So there are responsibilities on both sides of the relationship, around implementation and adoption and usage and best practice, but there’s also probably a business metric that you’ve promised. And that tends to make the messages stick just from a sales enablement and getting the team on board with an idea.

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. She is also a part of the Women Sales Pros advisory board and is known for her efforts in helping and promoting women in sales. Josh Braun – Founder of Sales DNA.

VP of Engineering 11

VP of Engineering Sales Hiring Sales Underperforming Technical Team 11

Sales Hacker

SEPTEMBER 15, 2020

At the moment, sales enablement is easy. As I said, we did some things right but we also struggled a bunch and never really got to product market fit or monetization strategy in the Sports Fight community. It’s been a difficult thing to do during COVID. Before we get there, we want to thank our sponsors.

Leadership 63

Leadership Payments Scale Payment Methods 63

Unbounce

JUNE 16, 2020

Treat it like a checklist: First, have you achieved some level of product-market fit? Partners need to trust that you have a stable and reliable product if they’re going to invest in you. Is your sales process simple and streamlined? Exclamation point and all.). Getting them started right is crucial. Partner success kit.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131