Tom Tunguz

FEBRUARY 24, 2015

Once a startup has found an initial product market fit, the business must evolve the way it models its growth. Before product market fit, a startup’s financial projections focus on costs. The Fundamental Unit of SaaS growth is the atomic go-to-market team of a startup.

Sales Recruiting 113

Sales Recruiting Revenue Startup Sales Hiring 113

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. And that was around the time that I left and then since then HubSpot has built an invoice generator and a bunch of other things.

Sales Hiring 131

Sales Hiring Sales Recruiting Scale Software Review 131

User Pilot

NOVEMBER 23, 2023

As they get larger or introduce new product lines too quickly, we often go too broad with the market that we’re serving and start losing touch with the customer’s needs. In other words, the product-market fit becomes weaker for some of the target audience. The product momentum gap by Dave Martin.

Scale 101

Scale Underperforming Technical Team Sales Recruiting Software Review 101

ProfitWell

OCTOBER 10, 2019

First up, a chalk-full Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. Your top subscription news. A product-led tweet storm. Here's the full rundown on Product Hunt.

Technical Advisors 62

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 62

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. Felix : And then kind of as we raised our series B round where we said, okay, let’s try to build a really good and successful company, that’s when we shifted to a hundred percent subscription. It can order subscription. People make the difference.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

ProfitWell

OCTOBER 23, 2019

First up, a packed Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. Your top subscription news. A product-led tweet storm. Here's the full rundown on Product Hunt.

Technical Advisors 40

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 40

OpenView Labs

MARCH 29, 2019

strategic narrative) has permeated its ranks because they’re usually staffed by a mix of sales, marketing and product people. Or haven’t permeated those ranks: One sales rep told me if I wanted to hear a really good version of the pitch, it was too bad because his CEO, who would be back shortly, was really good at that.

Sales Recruiting 65

Sales Recruiting Underperforming Technical Team Subscription Payment Features 65

ProfitWell

DECEMBER 10, 2019

We’re just one week out from a webinar that’s totally product-led. Your top subscription news. Because we know there are hidden costs to things like discounting—a huge topic of intrigue in the subscription world—primarily because most people don't know how to discount effectively. (We The loyals. So who is this useful for?

Sales Recruiting 41

Sales Recruiting Subscription Payment Features Onboarding 41

ProfitWell

OCTOBER 1, 2019

Plus, Recurly raises dough, Medium talks product marketing, and Beyond Pricing helps the common folk make a buck. Your top subscription news. Recurly—provider of enterprise-class subscription billing management for thousands of businesses worldwide—raises $19.5 Recurly raises $19.5M. Translation, please?

Technical Review 40

Technical Review Sales Recruiting Airlines Subscription 40

User Pilot

JUNE 28, 2023

Stripo offers a pre-sign up interactive demo that brings prospects to their ‘Aha’ moment before they even create an account. Kommunicate drives sales-less product adoption through product experiments and tracking adoption rates with Userpilot.

Onboarding 89

Onboarding SaaS Payments Payment Services Payment Solutions 89

FastSpring

MARCH 27, 2023

It really took a few pivots, and even name changes to get just the go to market efforts and product market fit right. on just how to bucket the messaging from our product marketing perspective. They recruit sports athletes, and offer a bunch of things for the sports athletes pretty cool. Check it out.

Payment Solutions 91

Payment Solutions Payment Services SaaS Payments VP of Engineering 91

Intercom, Inc.

APRIL 22, 2019

With the advent of the subscription economy, support is increasingly responsible for fostering that relationship over time (which can lead to more long-term revenue). How did you all get to product-market fit ? Rick : I heard a great analogy that when you’re in pre-product-market fit, you can feel like you’re in a desert.

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

Intercom, Inc.

APRIL 18, 2019

Anthony Kennada , the Chief Marketing Officer at Gainsight , has helped navigate these tricky waters and put the Customer Success category on the map. Over the past four years, the number of Customer Success Managers (CSMs) in the industry has increased 400%. I like the idea of being long-term greedy, but short-term humble.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

ProfitWell

SEPTEMBER 30, 2019

Your top subscription news. How he thinks about product-market fit. Doctor's orders: a subscription to prescription. GoodRx, a billion-dollar giant in the world of prescription fulfillment, is coming for subscription prescription with the launch of GoodRx Care. “We I find subscription fashion fascinating.

Startup 40

Startup Technical Cofounder Sales Recruiting Healthcare 40

SmartKarrot

OCTOBER 7, 2021

Collaborate with Sales on large-scale enterprise renewals in your portfolio. Collaborate with the Product team on how to improve the product to meet customer needs. Collaborate with Sales to identify and develop upsell and cross-sell opportunities. Motivate your team to create opportunities to upsell value-added services.

Customer Success 19

Customer Success Sales Recruiting Scale User Experience 19

Unbounce

JUNE 16, 2020

For example, ActiveCampaign’s reseller program offers beefier discounts to partners as they grow, letting them set their own pricing and pocket the difference: ActiveCampaign’s reseller program offers deeper discounts on pricing as more sales are made, creating an incentive to go big. This generates recurring revenue.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Sales Hacker

MAY 28, 2019

SaaStock is a gathering of SaaS Sales Leaders, Founders, VCs, and anybody passionate about building a SaaS business. And make sure you’re following Sales Hacker on Instagram , Twitter , and LinkedIn. So how do you design a go-to-market strategy that ensures product-market fit stays strong?

Sales Recruiting 12

Sales Recruiting Sales Hiring Scale Sales 12

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 he said, “Product and engineering are going to build this weekend. Meagen, sales.

Travel 175

Travel Marketing Scale Outsourcing Services 175

SmartKarrot

AUGUST 21, 2020

As a Customer Success Manager, you will have to ensure the success of the customers by illustrating how the Domo product will provide value to their company. You are responsible to develop and own important relationships with each customer to ensure continued expansion opportunities as well as yearly subscription renewals.

Customer Success 10

Customer Success Sales Recruiting Direct Sales Team Forecasting 10

User Pilot

JULY 22, 2023

In this guide, we’re going to show you how a land and expand strategy can help you grow your revenue generation from existing clients by deploying a foot-in-the-door approach with your sales team! You need a clear target market, proper positioning, product-market fit, and the right sales process for a land and expand strategy to work.

Strategy 86

Strategy Sales Recruiting Customer Success Acquisition 86

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. How much is a customer going to bring you over his lifespan using your product? The key here is knowing what your sales model is. And there are basically two sales models out there.

SaaS Payments 229

SaaS Payments Metrics Payment Methods Scale 229

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 173

Merchant Services Scale Sales Recruiting Sales 173

Intercom, Inc.

JUNE 3, 2021

If you’ve got a good setup, then more teams equal more product, and more product equals more marketing and more sales and all sorts of stuff like that. The only challenge there is your recruiting capacity, right? Is there an adjacent ask in marketing? So you can hire more and hire faster. Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

JULY 15, 2022

Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Scale 231

Scale Outsourcing Services Sales Hiring VP of Engineering 231

ChurnZero

APRIL 27, 2021

Account expansion is often a more telling metric at this stage as those companies with high-growth potential will often see off-cycle expansion just a quarter or two into a new customer subscription – the proverbial land and expand. . Interest from channel partners and sales via channel partners can be another meaningful indicator. .

Scale 98

Scale Customer Success Payments Underperforming Technical Team 98

Intercom, Inc.

JULY 4, 2018

Below you can watch me deliver that talk in London’s Roundhouse, or read on for a written account. The term “product-first” is implicitly set up in contrast to what came before, which were mostly sales-driven companies. Their approach: “First we sell it, then the product team has to quickly build it.”

Marketing 191

Marketing Sales Hiring Sales Recruiting Innovation 191

ProfitWell

DECEMBER 4, 2019

SaaS, or software as a service, is a delivery model in which a centrally hosted software is licensed to customers via a subscription plan. A SaaS company maintains responsibility for the servers, database (and the data they contain), and other software that allow their product to be accessed and used. Recurring payments.

Business Model 54

Business Model SaaS Payments Payment Methods Payments 54

Intercom, Inc.

JULY 4, 2018

Below you can watch me deliver that talk in London’s Roundhouse, or read on for a written account. The term “product-first” is implicitly set up in contrast to what came before, which were mostly sales-driven companies. Their approach: “First we sell it, then the product team has to quickly build it.”

Marketing 165

Marketing Sales Hiring Sales Recruiting Innovation 165

Intercom, Inc.

OCTOBER 8, 2018

Then, lots of other functions like product management and engineering, which can sit close to those disciplines. Analytics, biz ops, marketing, sales, customer support, recruiting, finance, HR, I can keep going. Engineering talks to sales, and support, and recruiting and analytics.

Sales Recruiting 220

Sales Recruiting Leadership Engineering Finance 220

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. What is sales? What is sales?

Scale 207

Scale Sales Hiring Revenue VP of Engineering 207

ProfitWell

OCTOBER 25, 2019

Today, we see Pendo raise $10M to get us all more product-led , Drift’s David Cancel reminds us of rituals (and why they’re so essential to fostering a culture’s success), plus the crew over at BBC questions the value of subscription—but we set them straight. Your top subscription news. What's up with Pendo?

Sales Recruiting 40

Sales Recruiting Subscription Payment Features Company Culture 40

SaaStr

FEBRUARY 21, 2020

* What does David believe is the crucial step missing in B2B when it comes to finding product market fit? How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? How does one know when is the right time to hire your first sales reps?

Scale 189

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 189

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. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. You read that right—two!

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Chart Mogul

JULY 1, 2020

After missing the mark on product/market fit for their first startup, the founders decided to find a new business idea and validate it with potential customers. Speaking your customers’ language will accelerate your sales and make your brand more engaging. Click To Tweet. You learn your customers’ language.

Interviewing 76

Interviewing B2B Marketing Underperforming Technical Team 76

Chart Mogul

JULY 1, 2020

After missing the mark on product/market fit for their first startup, the founders decided to find a new business idea and validate it with potential customers. Speaking your customers’ language will accelerate your sales and make your brand more engaging. Tweet this quote. You learn your customers’ language.

Interviewing 52

Interviewing B2B Marketing Underperforming Technical Team 52

SaaStr

MARCH 13, 2020

315: Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company.

SaaS Payments 212

SaaS Payments Payment Methods Finance Payments 212