How to Find Product/Market Fit


You're still devoting every waking thought to product development, sales process improvements and marketing - but now, you have a little bit more confidence in your hard graft. People are using, enjoying, and paying for your software - and you've just found Product/Market Fit

Finding SaaS Product-Market Fit

Chaotic Flow

Finding product-market fit is a central, early stage challenge of every startup. Unlike consumer Internet products, SaaS products are essential business tools. In other words, SaaS customers want product-market fit as much as the SaaS vendor.

The Never-Ending Journey: In Search of Product-Market-Fit

For Entrepreneurs with David Skok

Intro Many potentially great companies fail each year because, while they have an incredible product, they don’t figure out how to get it to market fast enough. Figuring out how to reach customers and break through to Product-Market-Fit remains one of the hardest parts of building a successful startup. Startup Help PMF product market fit SaaS sales Sales and Marketing

From Product-Market Fit to Product-Market-Price Fit

OpenView Labs

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. Product-market-price fit. Product

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

How do you price your SaaS product while finding the Product market Fit?


The post How do you price your SaaS product while finding the Product market Fit? Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10

Product Market Fit: Finding Your Product’s Place in the Market


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.

The importance of an effective product marketing strategy

Inside Intercom

Despite the mountain of evidence contradicting the mantra of “if you build it, they will come”, it’s still extremely prevalent among product-first companies. First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. Do they know where to go to promote their product, and how to do it once they get there?

The Life and Death of Product Marketing

Casey Accidental

As someone who majored in marketing in undergrad and has an MBA with a concentration in marketing, I receive a lot of career advice requests from up and coming marketers. Marketing, especially in a technology company, has been suffering a death from a thousand cuts for years now.

How to Find Product/Market Fit: A Practical Guide

The Marketing & Growth Hacking Publication

One thing above all makes a successful startup: people who purchase and love the product. If you have that, it means you’ve managed to offer the market exactly what it needs or, in other words, achieved a product/market fit (PMF).

Block and Tackle Product Marketing

Tom Tunguz

Cook described the product management and strategy process at Apple. Even though both products originally launched as a single model, the iPod flourished into a family of products while the iPhone has remained a single SKU. It’s block and tackle product marketing

Does your SaaS startup have product/market fit?

The Angel VC

Product/market fit is a topic that I've touched on a few times on this blog. It's that extremely crucial but somewhat hard to define (and even harder to measure) step which every startup needs to cross as it goes from an idea to a product to a real, scalable business. It's also a very important concept for us at Point Nine Capital since we tend to look for some level of proof of product/market fit when we evaluate potential investments.

?? SaaS Roundup #119: Why product marketing is misunderstood

Chart Mogul

This week: An excellent "lessons learned" post from the team at Ghost, plus two important views on the role of product marketing in a modern business. “The best marketing we’ve done has been to launch, over and over again.

What Pricing Implies About Product Market Fit for Startups

Tom Tunguz

Pricing power, or market power, is the ability of a startup to raise prices over time. ” A startup gains pricing power when it creates tremendous value for its users and defend its products from the threat of substitutes and new entrants. All of these concepts of pricing, pricing power, value, and defensibility contribute to finding product/market fit. True product market fit should be lasting and enduring product market fit.

Product Market Engagement: The Missing Step in Lean Startup Methodology

Tom Tunguz

Startups may research the market, understand customer use cases, solve the users' problems on paper, but unless they change behavior, their efforts are no more useful than the healthcare research trapped in a doctor’s file cabinet or email inbox.

8 Customer Discovery Questions to Validate Product Market Fit for Your Startup

Tom Tunguz

Customer knowledge, both qualitative and quantitative, informed product development, and that research became a key part of AdSense’s success. During a typical diligence process, we will interview customers and might ask them questions like these: How did you hear about the product? What process did you use to pick this product over the competition? Why did you choose this product? Which teams in the company use the product, and how has that changed over time?

Quick and Dirty Product/Market Fit Validation: Can You Hit Your Quota?

Tom Tunguz

How do you validate an idea for a software startup before the product is built? Would customers agree to buy the product at the target price, if it were built? Most inside sales reps arrive with a sales script, warm leads, a known sales path and a working product. The quota test prepares the team for eventually building inside saless, because the founders will know from experience what it takes to sell the product.

5 strategies to drive your next wave of growth

Inside Intercom

It might be to launch a new product, to define a new category or to hit $1M in revenue. You hit your goal – you launched that new product, defined that new category, hit $1M in revenue. Build your next big product. Your next big product is probably right in front of you.

WTF is PMF? (part 2 of 2)

The Angel VC

In the first part of this post , I looked at what some of the most knowledgeable people in the industry said about Product/Market Fit (PMF) and how they try to define and measure it. Note that this definition intentionally doesn’t say anything about market size.

a16z Podcast: Finding Go-to-Market Fit in the Enterprise

Andreessen Horowitz

For consumer companies, often when the holy grail of product-market fit is achieved, the company takes off: magic happens, growth unlocks. Sometimes, despite achieving product-market fit (and knowing when you’ve achieved it) and … Uncategorized bottom-up SaaS Company Building 101 enterprise startups founder/maker/operator stories product-market fit sales

How to nail your product market fit and sales pitch with a value proposition diagram

Tom Tunguz

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. I’ll walk through three examples of the VPD: Google AdSense, Expensify and Axial Market. Grey arrows represent product pull and green arrows signify revenue flows.

WTF is PMF? (part 1 of 2)

The Angel VC

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? Marc Andreessen got more precise, saying that PMF means “being in a good market with a product that can satisfy that market”. How can Product/Market Fit be measured?

a16z Podcast: What Time Is It? From Technical to Product to Sales CEO

Andreessen Horowitz

Since the startup (and founder) journey doesn’t go neatly linear from technical to product to sales, tightening one knob (whether engineering or marketing or pricing & packaging) creates slack in one of the other knobs, which demands turning to yet … design enterprise & SaaS networking bottom-up SaaS consumer-ization of the enterprise founder/maker stories pricing product-market fit

The 8th DO for SaaS startups - Stay on top of your KPIs

The Angel VC

At the bottom I noted what these phases usually mean in terms of the stage of your product and company and which funding level it typically corresponds with. What the right indicators for activation are depends on the type of your product.

How to make product improvements

Inside Intercom

Web businesses searching for product market fit think they can follow this philosophy just by shipping code. But shipping code doesn’t mean that you’re making any significant product improvements. So what is product improvement? Continuous product improvement.

New Product Launch Strategy: 5 Steps to A Successful Product Launch


For most companies, product and feature launches are always top of mind because of the potential to attract and retain more users. Product launch strategies aim for user adoption and brand growth. The standard product launch strategy is holding you back. product marketing

How to evolve product launches as you grow

Inside Intercom

As a product-first company, new product launches are a core part of Intercom’s DNA – which means there’s always an abundance of juicy launches for us product marketers to work on. 3 tips for a successful product launch plan. Feature/product adoption (usage).

Builder beware: marketing tension in product-first companies

Inside Intercom

One of the lures when I joined Intercom in 2014 was that it sold itself as a product-first company. But, there’s a hidden arrogance inside that product-first mindset, and traps that await those who adopt it. This led to an era of marketing-driven companies. Good product?

Builder beware: marketing tension in product-first companies

Inside Intercom

One of the lures when I joined Intercom in 2014 was that it sold itself as a product-first company. But, there’s a hidden arrogance inside that product-first mindset, and traps that await those who adopt it. This led to an era of marketing-driven companies. Good product?

HubSpot’s Kieran Flanagan on product-led growth

Inside Intercom

That doesn’t mean his team overlooks traditional approaches; rather, they’re deploying a blend of tactics to create products with true, measurable value so powerful that it wows users and drives growth. Though he’s now HubSpot’s VP of Marketing and Growth, Kieran has seen it all.

The 7th DO for SaaS startups – Build a repeatable, profitable sales process

The Angel VC

7th DO for SaaS startups Build a repeatable, profitable sales process Sales is a very different animal depending on the stage of your company, the market segment you're going after and on whether we're talking about inbound sales or outbound sales. If you need a field sales force to sell your product, assume that your ARPA needs to be at least $3000 per customer per month if not higher (enterprise sales).

What we learned moving sales and product upmarket together

Inside Intercom

As Intercom’s customer base moved upmarket, it became increasingly obvious to us in Sales that what worked well in our product for early-stage startups didn’t for larger companies. To fix it, we had to change how we worked with our product team. We created our first sales function in 2014 and in the busyness of building out the team, we had little time to reflect on how our experiences on the frontline of sales could add value to our product roadmap.

Sales 70

Startup marketing: strategies for year one

Inside Intercom

Looking back, I didn’t see these activities as marketing with a capital M, but they absolutely were. and the answer I give is always the same: the same place we found the time for writing code, designing our product, raising capital, etc. In the very early days of Intercom the marketing hat fell on my head, but I’d be doing marketing a disservice (and 2011 Des a disservice) if I said that’s what I thought I was doing. Choosing a tactic for your addressable market.

Bob Moesta on unpacking customer motivations with Jobs-to-be-Done

Inside Intercom

Why does someone switch from one product to another? In short, JTBD is a research process that helps uncover a customer’s motivation for buying your product – the “job” your product is“hired” to complete. Today, Bob is President and CEO at The Re-Wired Group , a consultancy that’s helped develop more than 3,500 products and services. Here are five quick takeaways: Customers don’t randomly switch products.

The secret to scaling product announcements: a changelog

Inside Intercom

One of the biggest challenges with marketing a SaaS product is figuring out a way to announce the continuous stream of updates and feature releases while maintaining a sense of sanity. This is the reality of the job for a product marketer, so it’s on you to make the most with what you have. Nearly every one of our product announcements at Intercom will include a post to our product changes page , also known as our changelog.

Convert your ad traffic with personalized landing pages

Inside Intercom

From targeted search keywords to relevant ads to supporting landing pages, marketers can create tailored funnels based on what’s most important to their audiences in order to help connect the dots for future customers – and help them easily understand the value of your products.

Marketing Must Own Strategy (not just funnel management)

Joel Caparella

Once upon a time, the strategic element of marketing resided within the marketing department, but today the discipline is often absent from the marketing team and sadly may not have found a new home. And surely that has been the promise of marketing automation, no?

Positioning Statement 101

The Marketing & Growth Hacking Publication

Photo by Hermes Rivera on Unsplash How to create a positioning statement for your product What is a positioning statement A positioning statement is a declaration of a brand’s unique value proposition and how it fulfils your customer’s need. This is the market that your brand is competing in.

WebSummit Presentations

For Entrepreneurs with David Skok

The videos are provided courtesy of WebSummit: 9 Secrets for Startup Success, A roadmap for B2B Founders Lean Startup taught the world how to find product/market fit, but in the. I presented on two topics at WebSummit 2018 in Lisbon on November 6th.

What are the most important metrics for SaaS?


What matters in the early days is: Do you have product-market fit? In the early days, there are probably only 5 metrics that really matter: ARR. ARR Growth Rate. Burn Rate. Probably, NPS (more here: I Was Wrong. NPS is A Great Core Metric. SaaStr ).

Five Pillars of Success: Curated Content for Early Stage Entrepreneurs


Building a MVP (Minimum Viable Product): [link]. Achieving PMF (Product-Market Fit): [link]. Pricing your product: [link]. Marketing tactics: [link]. Marketing automation: [link]. Dictionary of marketing terms you should know: [link].

What do growth investors look for?


How they make decisions and what they see as the key drivers of a high-quality growth round tends to be different at this stage where they expect millions in ARR, a solid product-market fit and an international outlook.

Why Product Innovation Slows After the Series A

Tom Tunguz

You’ve found product market fit. And then, right then, product innovation decelerates to zero. Suddenly, the product and engineering teams are bogged down. It’s time to shore up the initial infrastructure with production ready code. Second, the founder/CEO’s once singular focus on product is no longer possible. Instead of focusing 90% on product, they may have 15% or 20%. You’ve hired a team, including some managers.