User Pilot

JANUARY 22, 2024

A product marketing framework is like a compass that guides you through the complex, fast-paced world of SaaS. From initial launch to ongoing product management , this framework acts as a map towards sustainable growth. In this article, we dive deep into what a product marketing framework is and explore its essential components.

Product Marketing 103

Product Marketing Marketing Social Media Scale 103

SaaStr

OCTOBER 17, 2023

If you’ve raised venture capital, you know net revenue retention is important. PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. What is the highest form of product market fit?

Scale 164

Scale Sales Hiring Customer Success Scaling 164

Intercom, Inc.

SEPTEMBER 10, 2020

Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

OCTOBER 11, 2023

Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. But because people convert by themselves, it creates a healthy product market fit.

Scale 164

Scale Sales Hiring Scaling Banking 164

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 76

Product Marketing Scale Sales Hiring Sales Recruiting 76

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 246

Sales Recruiting Product Marketing Scale Sales Hiring 246

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. By the time he left to join Google Cloud as EMEA VP of Operations and Customer Growth, Salesforce had around 17 billion dollars in revenue and almost 50,000 employees.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

SEPTEMBER 8, 2020

Check out the session here: Algolia also summarized their Top 5 take-aways here , and below: Most SaaS founders start out the same way— armed with ample expertise of the technical details that go into a product and with limited experience of other aspects of scaling, such as sales. On finding product-market fit in the early stages.

Scale 226

Scale Sales Hiring Technical Advisors Scaling 226

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

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. Key Takeaways.

Sales Hiring 191

Sales Hiring Scale Revenue Sales 191

SaaStr

APRIL 4, 2023

If you don’t want your company defeated by change, you need to adapt your Go-To-Market strategy at every stage of growth. Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. Otherwise, things will slow down.

Scale 219

Scale Strategy Scaling Outbound Sales Team 219

SaaStr

FEBRUARY 9, 2024

GC thinks about building out your Go-To-Market team in 3 ways: Short vs. long-term needs Product maturity Experimental vs. scale Short-term vs. long-term needs. The first role that comes to mind is driving revenue and it’s probably within sales. Experimental vs. Scale. Simply put the product does the selling.

Scale 250

Scale Sales Hiring Sales Marketing 250

SaaStr

MARCH 19, 2019

Niall Wall, Box SVP of Business and Corporate Development alongside Vicki Lin, Stripe’s Head of Ecosystem and Cecilia Stallsmith, Slack’s Director of Platform Marketing discuss scaling your revenue via indirect channels and platform ecosystems. I run platform marketing at Slack. Vicki Lin : Great.

Payments 120

Payments Scale Scaling Revenue 120

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. Hire a VP of Sales to help you scale from three sales reps to 300 reps.

Sales Hiring 236

Sales Hiring Scale Headcount Sales 236

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

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

SaaStr

AUGUST 25, 2019

SaaStr Scale is THIS THURSDAY in San Francisco! The Playbook To Re-Igniting Growth with Predictable Revenue Co-Founder and CEO Aaron Ross. The Playbook to Running Growth Experiments at Scale with Ex Machina Founder Guillaume Cabane. The Playbook to Scale High-Performance Teams with Gusto COO Lexi Reese.

Scale 139

Scale Sales Recruiting Scaling Sales Hiring 139

Sales Hacker

JUNE 27, 2022

Join Hana Elliot, VP of Revenue at Vendition and Deniz Olcay, Senior Product Marketing Manager at Allego for a deep-dive into the quickly evolving world of sales enablement. The post Enable, Win, Repeat: How to Scale your Success Strategy appeared first on Sales Hacker.

Scale 83

Scale Scaling Strategy Sales Enablement 83

SaaStr

MARCH 10, 2020

Rely on your success, know you are doing something right and scale faster. I’m Chief Revenue Officer at Flexport. We’ve scaled it pretty far pretty quickly. Obviously, all of you have found a product market fit, it sounds like. And we’re coming to a scale now where this is starting to break.

Scale 196

Scale Sales Hiring Sales Recruiting Scaling 196

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

Intercom, Inc.

APRIL 22, 2019

His new venture focuses on creating a central knowledge network for scaling businesses so that employees aren’t wasting hours by chasing down important resources and company history scattered across a host of apps like Google Docs, SharePoint sites, Evernote and more. Collaboration pains increase as you scale. Short on time?

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. 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?

Scale 93

Scale Revenue Startup Sales Recruiting 93

SaaStr

JANUARY 30, 2023

Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. Use your data to inform.

Sales Hiring 218

Sales Hiring Payment Services SaaS Payments Scale 218

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

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 198

AWS Scale Sales Hiring Marketing 198

Tom Tunguz

AUGUST 2, 2023

Startups with more business than they can handle should be scaling their teams to satisfy market demand. What are some hypotheses for these data?

Headcount 244

Headcount Startup AI Scaling 244

SaaStr

MARCH 31, 2020

I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. The first thing that I want to put out immediately for growth people and for founders is that I want to trash out all the KPIs and we’re going to focus just on revenue. My focus is only revenue.

Scale 131

Scale Scaling Sales Hiring Engineering 131

Tom Tunguz

NOVEMBER 28, 2017

In fact, this data bolsters the notion that management team’s top priority is recruiting, especially after the business has reached product market fit and capitalized itself well. This is a proxy for when the business established product market fit. The fastest grower scales to more than 600 people in 30 months.

Headcount 187

Headcount Scaling Software Business 187

Tom Tunguz

SEPTEMBER 2, 2022

They imply strong product market fit. They provide predictable revenue growth. As a company scales, renewal revenue begins to dwarf the new bookings. This is where longer-term product planning comes into play. The most notable public company is Snowflake which routinely reports NDR of 171%.

Enterprise 351

Enterprise Startup Retention Engagement 351

SaaStr

NOVEMBER 24, 2021

However, even the savviest entrepreneurs might be unaware of some of the blind spots that could be costing revenue. . Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. When should you scale?

Scale 181

Scale Sales Hiring Compensation Sales 181

SaaStr

FEBRUARY 7, 2023

1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them.

VP of Engineering 230

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 230

The Angel VC

FEBRUARY 20, 2016

Call me when it scales.” In it he argues that an eCommerce business with $10 to $20 million in revenues is not that hard to build and also not very valuable. With few exceptions that means you either need to have a viral product (a.k.a. Now let’s talk about SaaS.

Scale 192

Scale Scaling SaaS AWS 192

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 allows customers to start small and try out a product.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Product/market fit. Want to see more content like this?

Scale 158

Scale Sales Recruiting Scaling SaaS Payments 158

SaaStr

JUNE 30, 2023

Magnuson shares his insights on how to find opportunities during headwinds and how Braze scaled to $400M+ ARR. Those companies will have a headstart on the competition when the market arrives. When I look at the purpose of venture capital, it’s not to burn a dollar five in order to grow a dollar of revenue,” says Magnuson.

Scale 187

Scale Mobile Venture Capital Scaling 187

SaaStr

APRIL 1, 2019

Mark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller “The Sales Acceleration Formula” Join him as he takes you through his step by step guide to revenue growth. Here’s what Mark talks about: An in-depth guide to driving revenue growth by company stage.

Revenue 107

Revenue Scale Cloud Scaling 107

Predictable Revenue

JUNE 10, 2021

Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. The post How to Price your SaaS Product appeared first on Predictable Revenue.

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Pricing SaaS Scaling Product Marketing 165