User Pilot

JULY 31, 2023

What does a product marketing manager (PMM) do? This is the question on the lips of many marketing professionals browsing through opportunities at tech companies. Chances are you already know their broad responsibility is to develop and implement a marketing strategy roadmap for a specific product.

Product Marketing 98

Product Marketing Management Marketing Customer Lifetime Value 98

Buffer Resources

FEBRUARY 28, 2024

And you don’t get “business” status without understanding pricing. So, together with creator sponsorships expert Justin Moore , who helps creators negotiate partnerships through Creator Wizard , we put together this resource on how to figure out your pricing as a creator.

Pricing 104

Pricing Social Media Consulting Branding 104

Tom Tunguz

JULY 25, 2020

To handle this complexity, some startups have split the role under two leaders: a head of product marketing and a head of demand generation. An identical query for VP Product Marketing yields 1.6m This organizational pattern isn’t an anomaly. I searched on LinkedIn for VP Demand Generation. 464k results.

Sales Recruiting 204

Sales Recruiting Product Marketing Scale Sales Hiring 204

OpenView Labs

APRIL 3, 2019

The researchers blame “premature scaling” as the root cause, pointing out that 70% of startups in the study scaled before they were ready and that startup founders substantially underestimate how long it takes to validate their market. It’s no wonder that the startup community obsesses over finding product-market fit.

Product Marketing 63

Product Marketing Pricing Scale Marketing 63

Tom Tunguz

JANUARY 16, 2018

Last week, I shared a presentation with an executive team at a large public SaaS company on everything I’ve learned about pricing. Why do we set prices? Setting aside the important reasons of generating revenue and maintaining solvency for a business, there are many other reasons to set price. There are many others too.

Pricing 226

Pricing Market Research Interviewing Product Marketing 226

Tom Tunguz

MAY 1, 2023

When a startup is born, founders lead sales. Design partners, pilots, or founder-led sales - they have many names - these customers work with a startup to solve a problem. Conversations about contracts & pricing are kicked down the road until the customer sees value & the path to capture it.

Scale 162

Scale Engineering Outsourced Development Sales 162

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them. Copy your entire product.

Sales Hiring 196

Sales Hiring Scale Compensation Sales 196

SaaStr

MAY 28, 2024

Mistake #1: A VP of Sales that Can’t Sell or Demo the Product “Whatever you do, do not hire a Head of Sales who can’t demo the product before day one,” Jason says. If they can’t demo the product before they sign the offer letter, don’t make the hire. What was this Head of Marketing’s previous role?

Sales Hiring 253

Sales Hiring Scale AI Search AI 253

OpenView Labs

JUNE 3, 2021

If you aren’t clear on what product marketing is, how it’s different from product management, and what the responsibilities of a product marketer are, you’re not alone. Specifically, I’m talking about product management and product marketing. This isn’t the case.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

OpenView Labs

FEBRUARY 6, 2020

Editor’s Note: This article is part three of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Ok, we tested the product out with a few potential customers. Let’s start hiring a whole sales team!”. Welcome to Part Three, focused on scaling sales. Scaling Sales.

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

Chart Mogul

JUNE 24, 2021

Pricing localization is a strategy where you present the price of your SaaS differently depending on where the customer lives. You may also hear it referred to as multi-currency pricing or localized pricing. The answer is likely no because there’s no such thing as a universal price, even for an identical house.

Pricing 128

Pricing SaaS Payments Payments Payment Features 128

FastSpring

APRIL 30, 2021

Localized pricing helps software and SaaS companies expand their customer base and increase conversions. When price localization isn’t a part of your growth strategy, it limits long-term growth and prevents your business from reaching customers that want your products and services. What is Price Localization.

Payment Methods 81

Payment Methods SaaS Payments Payments Pricing 81

OpenView Labs

FEBRUARY 2, 2021

The report’s authors already laid out how to get back to hyper-growth , and their article inspired me to share my predictions for 2021’s most important product marketing trends: 1. More SaaS companies will adopt product-led growth. More SaaS companies will move to usage-based pricing.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

SEPTEMBER 29, 2023

We now have a backdrop where it’s cheaper, easier, and faster to build high-quality products. Markets are more crowded than ever, so building multi-product companies is the best way to compete. Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products.

Scale 238

Scale Scaling Startup Sales Hiring 238

Tom Tunguz

MAY 10, 2017

When building a SaaS product for salespeople, a startup’s price will inevitably be compared to Salesforce CRM’s cost of about $150 per seat. How expensive is this new product compared to Salesforce? This is the price anchoring effect in the real world. This is true beyond sales products.

Pricing 107

Pricing Software Review Systems Review Mobile 107

Tom Tunguz

MAY 15, 2022

The y-axis is sales efficiency: a proxy for product-market fit (PMF). The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Time to Strategize : with a long runway but lacking product-market fit, the startup possesses the resources to scale. Full speed ahead.

Startup 340

Startup Outsourced Development Scale Banking 340

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

AWS 213

AWS Scale Sales Hiring Marketing 213

Tom Tunguz

OCTOBER 7, 2015

What process did you use to pick this product over the competition? This question sheds light into the sales process, most notably the key stakeholders and the ultimate decision-maker, and also sales cycle length. Why did you choose this product? How important is this product compared to other software?

Product Marketing 117

Product Marketing Development Team Review Software Review Startup 117

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales. On my second day of work, I was fully immersed in the sales pipeline and conducting demos for new prospects alongside the CEO.

Scale 264

Scale Sales Hiring Sales SMB 264

ProfitWell

MAY 21, 2019

Ari Wells is the VP of Product Marketing at cloud service mogul Akamai. He joined us on stage at Recur 2018 to talk about how their team takes a product from concept to launch. You hear about product market fit a lot these days, and with good reason. What is Product Market Fit?

Product Marketing 70

Product Marketing Marketing Development Team Review Technical Review 70

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Involving decision-makers is a major part of successful sales. Not involving the decision-maker. Equally as important?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

ProfitWell

JANUARY 14, 2020

Here at ProfitWell, we wholeheartedly believe in value-based pricing, which is extremely customer-centric. Value-based pricing is basing a product or service’s price on how much target consumers believe it’s worth. Part of this pricing process includes a pricing sheet. What is a pricing sheet?

Pricing 52

Pricing Market Research Subscription Payment Features 52

OpenView Labs

JUNE 24, 2021

It’s hard to find a SaaS company that isn’t revisiting their pricing right now. This is certainly a good time to think about how to use pricing changes to help accelerate revenue growth. Here’s the rub: The average SaaS company doesn’t have anyone on their team who’s an expert in pricing, let alone a dedicated pricing function.

Pricing 53

Pricing Interviewing Payment Features Systems Review 53

OpenView Labs

SEPTEMBER 8, 2021

2021 has proven to be the year of usage-based pricing. . 45% of expansion stage SaaS companies now say they have a usage-based or consumption-based pricing model, according to data from OpenView’s forthcoming 2021 Finance and Operations benchmarks report. . Product: Treat product investments as a revenue-generating expense.

Pricing 64

Pricing Customer Success Scale Compensation 64

Tom Tunguz

JULY 19, 2023

Some have significant balance sheets & discovered the ostensible product-market fit isn’t as strong as the business may have believed. Muted valuation multiples have replaced the neon pink sticker price valuations of the early 2020s. Some startups focus on product development.

Forecasting 163

Forecasting Startup Pricing Investment 163

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. And that may include owning and executing the sales process , from initial outreach and lead generation to closing deals — not hiring a sales team right away. How do you know you’re ready to hire a sales team?

Sales Hiring 89

Sales Hiring Scale Outsourcing Services Payment Services 89

SaaStr

JUNE 20, 2021

For the first few years in the company’s life, Klaviyo dedicated itself to building the perfect product and understanding their customer. “We We just had this point of view that we’re going to focus on making sure we really understand our customers and building a product they love –– product-market fit. Key Takeaways.

Scale 299

Scale Marketing Pricing Consulting 299

SaaStr

FEBRUARY 7, 2023

Take a look at just some of the topics and mentors hosting Braindates: Core metrics to track for SAAS with Tarush Aggarwal, Founder & Ceo at 5X Pricing as a growth lever – How, what, why?

VP of Engineering 247

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 247

SaaStr

DECEMBER 30, 2022

Not all products are made for enterprise customers. Instead, focus on understanding your target market. . The best way to achieve product-market fit is to study your audience as early as possible and comprehensively overview customer segments in your niche. Self-serve vs. sales-driven product experience.

Scale 205

Scale Scaling Revenue Enterprise 205

Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 233

Scale Sales Hiring Scaling Revenue 233

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? This stage includes companies with sales between $25M and $75M.

Scale 311

Scale Scaling Technical Review Systems Review 311

SaaStr

DECEMBER 3, 2021

10 SaaStr 211: The Ultimate Guide To SaaS Pricing From Investors @ Benchmark, Matrix, Upfront Ventures & Operators @ Figma, Snyk, and Kustomer. #9 7 SaaStr 124: Upfront’s Mark Suster on The One Thing That Kills Sales, Why You Have To Price High and Discount & Why Sales People Are Either Farmers or Hunters. #6

Scale 207

Scale Sales Hiring SMB Benchmarks 207

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.

Product Marketing 100

Product Marketing Marketing Sales Advertising 100

User Pilot

APRIL 30, 2022

Product-led vs sales-led growth? This is a decision you and your product team will have to make at some point in your go-to-market strategy to drive growth. It lets you shape your product, customer experiences, and sales process in the very best way. Product-led growth in SaaS.

Sales 105

Sales Acquisition Onboarding Sales Funnel 105

SaaStr

JUNE 28, 2023

There are undiscovered islands of product market fit that are just beyond the horizon line,” says Conrad. “So Much more deeply integrated products, and usually with some underlying system of record, create a seamless experience for customers. Maximize the price of the bundle, but undercut the price of each SKU.

Startup 222

Startup Software Sales Hiring Pricing 222

SaaStr

MAY 5, 2022

Driving Competitive Edge with Sales and Marketing Alignment: 7 Step Roadmap with Highspot’s CMO Jon Perera. Product Market Fit: How to Prove it to Investors with Salesforce Ventures’ Jess Bartos.

Scale 204

Scale Engineering Cloud Scaling 204