SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. Kate has a simple framework for going upmarket: Product, People, and Process. From a product standpoint, you might think you have product market fit.

Scale 217

Scale Sales Hiring Scaling Revenue 217

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 Eventually, the startup may hire a CMO to manage the marketing team. I searched on LinkedIn for VP Demand Generation.

Sales Recruiting 208

Sales Recruiting Product Marketing Scale Sales Hiring 208

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way.

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

SaaStr

MARCH 25, 2022

Tracking business performance through revenue targets remains one of the most valuable ways to measure company success. According to Blond, there are two main components to creating the perfect revenue goal: “There are two variables to hitting targets. At this stage, you don’t need a revenue target quite yet.

Sales Hiring 255

Sales Hiring Revenue Finance Startup 255

User Pilot

SEPTEMBER 18, 2023

The Product Marketing vs Growth Marketing discussion isn't just about specific tasks and to-do lists, but about how they cultivate product growth to achieve business objectives. Using high-quality user feedback , customer research, and product analytics to improve the customer experience and drive product adoption.

Growth Marketing 52

Growth Marketing Product Marketing Marketing Customer Lifetime Value 52

User Pilot

MAY 17, 2021

Are you tracking the right Product Marketing KPIs? With so many product growth insights available to every product marketer, it’s sometimes hard to understand which metrics are relevant and which you should be tracking to measure the success of your product marketing. What is Product Marketing?

Product Marketing 98

Product Marketing Metrics Customer Lifetime Value Marketing 98

Tom Tunguz

AUGUST 25, 2018

If you start a business tomorrow that is able to cleave 1% of revenue from Salesforce, you will have built a billion-dollar business. I suspect old-fashioned product marketing may be the disruptive force to prise $1 billion worth of market away from some of these incumbents. 1% is not that much.

Revenue 275

Revenue Blockchain Machine Learning Artificial Intelligence 275

FastSpring

JUNE 22, 2022

Products Are Finding New Growth in the Opposite Segment. Historically, when SaaS businesses have gone to market, they’ve done so by finding product-market fit with one of two core audiences: consumers or businesses. And that decision shapes their product and sales processes for the life of their company.

B2C 124

B2C Payments SaaS Payments B2B 124

SaaStr

APRIL 20, 2024

The current business model for software companies involves spending a significant portion of revenue on sales, regardless of available tools and automation. In the SaaS industry, 80% of buyers choose companies they’ve heard of, making brand recognition a critical factor in revenue growth. Consistency is key in marketing.

Sales Hiring 247

Sales Hiring Startup Marketing Technical Review 247

SaaStr

APRIL 16, 2024

You probably have fallen out of product-market fit, partially or entirely. More on that here : When You Fall Out of Product-Market Fit (Updated) Second, focus on the customers you do have and making them super happy. Third, focus on metrics besides revenue that matter, and that you can grow right now.

Startup 244

Startup B2B Metrics Product Marketing 244

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. DigitalOcean has done that and grown beyond $150M in revenue in Q3 2022. Market understanding. Not everyone wants to use your product—internalize this first.

Scale 189

Scale Scaling Revenue Enterprise 189

SaaStr

SEPTEMBER 7, 2022

What about moving from founder-led sales to building a sales team and scaling your revenue growth? Demodesk’s CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth. Product-Market Fit .

Sales Hiring 192

Sales Hiring Scale Revenue Sales 192

SaaStr

JANUARY 21, 2022

Dorian Stone , Head of Organizations Revenue at Grammarly, is here to share lessons from his experience of scaling the company from consumer to SMB to Enterprise to help you steer your expansion efforts in the right direction. Simply because their product was being used in a professional setting didn’t mean it was a product-market fit.

Scale 197

Scale SMB Enterprise Sales Hiring 197

OPEXEngine

NOVEMBER 23, 2021

What 14 startup investors & advisors taught us about chasing (and finding) product-market fit. It’s been a long-held notion in startup circles that lack of product-market fit will doom even the scrappiest of founders to fail. The problem with defining product-market fit. And this is what we heard.

Product Marketing 52

Product Marketing Marketing VP of Engineering Scale 52

OPEXEngine

NOVEMBER 23, 2021

What 14 startup investors & advisors taught us about chasing (and finding) product-market fit. It’s been a long-held notion in startup circles that lack of product-market fit will doom even the scrappiest of founders to fail. The problem with defining product-market fit. And this is what we heard.

Product Marketing 52

Product Marketing Marketing VP of Engineering Scale 52

Chart Mogul

SEPTEMBER 6, 2023

Questions like: Which marketing channel brings in the most MRR? How does my PLG motion compare to Sales-led in terms of revenue or retention? Segmentation informs strategy Now that you’ve got the power to discover these insights, you can use them to inform your strategy and reach your next revenue targets. Which plan?

Revenue 52

Revenue Churn Pricing Operational efficiency. 52

Sales Hacker

SEPTEMBER 2, 2023

So that has many of us questioning which direction we should be heading toward in our modern day revenue tech stack? Which AI tools are going to make revenue operators’ lives immensely easier? Where do you think revenue technology is heading? —- Robert Simmons – VP of Sales A lot more automation and AI.

AI 78

AI Revenue Scale ChatGPT 78

OPEXEngine

NOVEMBER 16, 2021

For a SaaS enterprise to be successful, determining the product-market fit is extremely important. The customers need to perceive a SaaS product’s utility in solving a particular problem to accept it as a viable solution. Product Market Fit is an important aspect of SaaS product development. Mark Andreessen.

Product Marketing 52

Product Marketing Enterprise Marketing SaaS 52

SaaStr

DECEMBER 20, 2022

That’s why many companies are shifting from a sales-led to a product-led motion. . Asana is still in the process of evolving a product-led growth strategy into a product-led sales strategy because they’re part of the same motion and require a lot of iterations to get right. . Product-led Motion De-risks the Revenue Model.

Revenue 130

Revenue Marketing Sales Mobile 130

Chart Mogul

SEPTEMBER 17, 2020

Monthly recurring revenue is one of the least exciting topics to take on in 2020. And if you still feel some questions remain unanswered, you can always reach us at marketing@chartmogul.com or on our Twitter account to ask your burning question about MRR or anything SaaS metrics-related. MRR stands for Monthly recurring revenue.

Payments 145

Payments Revenue Payment Features SaaS Payments 145

Clouded Judgement

JANUARY 12, 2024

Many companies raised rounds in 2021 who thought they had product market fit. Or who thought their market was 10x bigger than it actually was. As we exited that ZIRP period and returned to normal, all of a sudden companies started asking themselves “do we really need this product or can we do it ourselves?

Cloud 284

Cloud Venture Capital Acquisition Metrics 284

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

Tom Tunguz

FEBRUARY 29, 2016

As Simon writes in the book, he left academia in 1985 to found Simon-Kucher & Partners, the preeminent pricing consultancy that generates several hundred million dollars a year in revenue and employs more than 300 people. Pricing power, or market power, is the ability of a startup to raise prices over time.

Product Marketing 100

Product Marketing Pricing Startup Marketing 100

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. It doesn’t matter if you’ve got the best product in the world.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

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? Sydney recommends looking at the balance of net new vs. growth revenue.

AWS 199

AWS Scale Sales Hiring Marketing 199

User Pilot

JANUARY 31, 2023

Have you ever used Customer Success Qualified Lead (CSQL) to drive product growth and increase your revenue? In this article, we’ll go over what a know what customer-qualified lead is, why it’s important to track them and how can this help increase revenue. How to drive revenue growth with CSQLs? Let’s dive deep!

Customer Success 94

Customer Success Revenue Software Review Strategy 94

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? Combatting missed revenue growth for second-stage startups. 5 revenue growth mistakes second-stage startups make.

Scale 93

Scale Revenue Startup Sales Recruiting 93

Sales Hacker

MAY 11, 2022

Join Peter Kazanjy (Co-founder at Atrium) and Deniz Olcay (Senior Director of Product Marketing at Allego) as they share how to bridge the gap between sales rep data and sales rep performance. The post How to Build a Data-driven Sales Strategy: A Practical Guide for Turning Data into Revenue appeared first on Sales Hacker.

Data 82

Data Revenue Strategy Sales 82

ProfitWell

JANUARY 6, 2020

Imagine a world in which your customers sell your product for you. You just have to achieve stellar product-market fit. Marc Andreessen, cofounder and general partner of Andreessen Horowitz, put it this way, “product-market fit is when people sell for you.” What is product-market fit? Ideal, right?

Product Marketing 52

Product Marketing Underperforming Technical Team Marketing Advertising 52

SaaStr

MARCH 4, 2021

Well, for SaaS companies, marketing broadly speaking breaks into three species — Corporate Marketing, Product Marketing and Demand Generation. With the larger software companies Corporate Marketing Is King, and Product Marketers are the Princes. Because the market barely even knows you exist.

Sales Hiring 356

Sales Hiring Scale Marketing Branding 356

ChurnZero

MAY 6, 2022

He also discusses how the market’s perception of net revenue retention has shifted over the last decade and what companies can do to increase this red-hot metric. It’s easier to build products that buyers have budgets for. “If Product-market fit doesn’t mean you can sell customers. You Mon joined the CHURN.FM

Retention 98

Retention Revenue Entrepreneurship B2C 98

ProfitWell

SEPTEMBER 16, 2019

During our conversation, Hiten and I walk through how freemium acts as an acquisition strategy as opposed to a revenue driver, how product teams need to think about things differently, and why it’s important to understand customer psychology when building your own freemium product to make everything work together. The Tradeoffs.

Acquisition 99

Acquisition Revenue Scale Retention 99

OPEXEngine

JUNE 2, 2020

If your startup is a SaaS (or any other business with customers paying on a recurring subscription basis), churn is a critical metric – particularly net revenue churn and gross revenue churn – that will need constant measurement. What is revenue retention? Net Revenue Retention Rate. Gross Revenue Retention Rate.

Retention 52

Retention Churn Revenue Metrics 52

Chart Mogul

MARCH 23, 2023

Are you effectively expanding revenue from your existing customer base? Gross revenue retention (GRR) and net revenue retention (NRR) are the key metrics to understand how well … How good is your business at retaining customers? Are you effectively expanding revenue from your existing customer base?

Retention 52

Retention Metrics Revenue Scale 52

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 company has no visibility into their revenue growth.

Sales Recruiting 113

Sales Recruiting Revenue Startup Sales Hiring 113

SaaStr

FEBRUARY 9, 2024

The first role that comes to mind is driving revenue and it’s probably within sales. New hires in your GTM team will usually fall within one of four categories: Distribution Revenue Storytelling or messaging Some form of operations Most of the time, it’s distribution or revenue, qualify people as in or out for those two areas.

Scale 251

Scale Sales Hiring Sales Marketing 251

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. With the marketing team, there are a lot of the classic functions — brand marketing, product marketing, and partner marketing.

Cloud 229

Cloud Scale AWS AI 229