Ultimate Product Marketing Guide for SaaS


Getting your products to the market in the best possible manner is a subtle art that you need to learn. On that note, product marketing is the driving force behind getting your products out there and making it sell. What is Product Marketing?

When You Fall Out of Product-Market Fit


I’ve been investing just long enough now to see start-ups fall out of product-market fit. But I didn’t get that apps with happy customers, and some real traction, could fall out of product-market fit. One reason is low NPS and a poor product.


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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

SaaStr Podcast 470 (and Video): How Product & Marketing Should Work Together with PagerDuty


CMO Julie Herendeen and CPO Sean Scott are PagerDuty’s product & marketing power couple. They bring together their respective strengths to drive remarkable product-led growth for PagerDuty, the incident response SaaS that’s been invaluable to tech teams since 2009.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

Casey’s Guide to Finding Product/Market Fit

Casey Accidental

As a product leader with a background in growth, it’s surprising how much what I actually end up working on is product/market fit. So it’s important to have a strong understanding of what product/market fit looks like before investing in growth. Time To Market.

Structuring the Organization and Duties of Product Marketing and Competitive Analysis


I sometimes get asked about how to structure an enterprise software marketing organization and the relative roles of product marketing vs. competitive analysis. Regular readers know I believe the mission of marketing is to make sales easier.

a16z Podcast: Product-Market Sales Fit (What Comes First?)

Andreessen Horowitz

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” The concept can be defined many ways , but the simple … design SaaS bottom-up SaaS build vs buy category creation enterprise startups founder/maker/operator stories M&A product-market fit sales

Product Market Appetite vs. Product Market Fit


What I’ve learned about product market fit over a decade of working with SaaS start-ups By Geoff Roberts Few topics are discussed in start-up land more than product market fit —founders spend countless cycles iterating on their products, trying to find this often enigmatic state where it’s clear that there’s a real market for their new creation. The quality of the product you’re marketing. Oftentimes they even see it as being productive.

Keeping the market in mind: What makes product marketing successful at Intercom?

Inside Intercom

At Intercom, we believe the best products are built with the market in mind. That’s why some of Intercom’s first marketing hires were product marketers and why we’ve had a “seat at the table” from the early days of the company. . product marketing team.

The Role of Product Marketing—And Why Startups Need to Define It

OpenView Labs

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.

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. It’s no wonder that the startup community obsesses over finding product-market fit. After all, product-market fit is a critical prerequisite to being able to scale in a manner that creates long-term value for shareholders.

Popmenu Secures Product Market Fit Pre-COVID, Growth Soars

Chart Mogul

Their product helps restauranteurs showcase their inventory, their creativity, the quality of ingredients, … Next up on the SaaS Open Mic Podcast is Brendan Sweeney, CEO and Co-Founder of Popmenu , a restaurant technology company. How to Run Sales in the Era of Product-Led Growth.

5 Major Product Marketing Trends to Watch In 2021

OpenView Labs

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. Content marketing will drive user acquisition.

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?

Scaling Sales: What Are the Most Crucial Product Marketing Activities?

OpenView Labs

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!”. Scaling Sales.

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 Growing a SaaS startup is an all-consuming grind. But there comes a point when the late nights and hard decisions become a little bit easier.

From Product Market Fit to Scale – Perspectives from Founder & Investor (Video + Transcript)


Join Rene Yang Stewart, Co-Head and Principal, Vista Equity Partners, and Monica Enand, Founder and CEO, Zapproved, as they discuss growing a company from product market fit to scale. We’re here to share with you guys some perspectives on the journey that a company goes through from a fund raising standpoint as well as some of the operational challenges as a company hits product market fit to all the way scaling the business.

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. There are so many great ideas out there, the hard part is going to be how you find your market. Finding a path to a viable product market fit needs to be a synergistic process to be successful.

Kicking in GTM Programs: A Crucial Product Marketing Activity for Early-Stage Startups

OpenView Labs

Editor’s note: This article is part four of a four-part series that covers the most crucial product marketing activities for an early-stage startup. As a new sales team starts going through training, we often hear them ask, “Where are our leads?!” Product-related content .

Is Product Marketing Really Still a Mystery?

OpenView Labs

Me : “I’ve worked in Product Marketing for the last seven years.”. Them : “Oh, so you do Marketing?”. I work with marketing teams, but my role isn’t exactly marketing.”. I truly believe that Product Marketing is a crucial role for an organization of any size, so I can’t believe it when anyone tells me they either don’t have a Product Marketer or that they aren’t sure what Product Marketers do. Become a Product Marketer!

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). What are the steps you need to take to identify your product/market fit? In this guide, we’ll answer these questions and give you a step-by-step guide on how to achieve, measure and test product/market fit.

Customer Acquisition: What Are the Most Crucial Product Marketing Activities?

OpenView Labs

Editor’s Note: This article is Part Two of a four-part series that covers the most crucial product marketing activities for an early-stage startup. Our product is ready! Scaling Sales. Ok, so there has been months of product development work, or more.

How to Recruit a Marketing Team with Great Product Marketing and Demand Generation Abilities

Tomasz Tunguz

Marketing has many disciplines. Howeve you may count and divide marketing skills, marketing is the team with the broadest mandate of different techniques to master. 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.

In-Product Marketing: the Greatest Secret high-growth SaaS companies want to keep hidden!


Before we surface the world of in-product marketing, it is better if I begin with defining the very term. In-product marketing is the procedure of bringing a certain product to the audience, promoting it, and then selling it to the customers.

Your Product Development: What Are the Most Crucial Product Marketing Activities?

OpenView Labs

Editor’s Note: This article is Part One of a four-part series that covers the most crucial product marketing activities. . I recently presented at Venture Lane , a curated startup hub for early-stage startups, to share more about Product Marketing and how it relates to an early-stage startup. As we know, Product Marketing spans such a wide variety of programs. As I broke this down, I looked at four phases of an early-stage startup: Product Development.

Top 14 Sales Skills Every Sales Rep Must Master


The best sales teams consistently deliver for their organizations, plain and simple. This is no mistake, as the elite teams are relentless in their development of sales skills. Superb sales skills do not come naturally to every young rep. Product Knowledge.

Sales 156

Should I Hire a Sales Rep First, Or a Sales Manager?


Then, once you know how to do it yourself, you hire 2 sales reps. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two | SaaStr. After you have 2 reps hitting quota, you hire a head of sales. Blog Posts Early Q&A Sales

Sales 217

PODCAST 176: How to Rock Product Marketing with Ajit Ghuman

Sales Hacker

In this episode of the Sales Hacker podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale. The role of product marketing, perfectly summarized. Subscribe to the Sales Hacker Podcast. How do we position the product?

Why Founder-Led Sales Breaks Earlier Than You Think


Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. Blog Posts Early Hiring Sales

Sales 240

7 “Easy” Ways to Increase Sales in One Quarter. Or Even Just One Month.


My 7 top tips to increase sales quickly. Hire a great VP of Sales. Hire a great VP of Sales, and even if nothing else changes … she’ll increase the revenue per lead by 20–100%+. In one sales cycle or less. More here: How My VP, Sales Doubled Our Sales in 90 Days.

Sales 228

Building a Sales Organization from 0 to 100 Sales Reps with Flock Safety’s CEO and VP Growth


Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. Hiring a VP of Sales.

Sales 164

The key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. The post The key to getting your first 10 customers isn’t sales – it’s product appeared first on Predictable Revenue. B2B Blog Sales & Marketing Alignment Sales Process

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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.

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Sales Enablement as a Communications Center

Sales Hacker

Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. The Sales Enablement “Holy Trinity”. I call these the Sales Enablement Holy Trinity: Communication.

One Tough (But Rewarding) Job: Being the First Sales Rep at a SaaS Startup


Ah, the first sales rep. Whichever founder was doing sales, likely thinks that may be the way to do sales going forward. Be an SDR, a demand gen person, a cold caller, a product marketer, an opener and a closer. The sales “hacker”.

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

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

Tomasz 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?

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

The Angel VC

The next logical step is sales, and so I want to write about what you can do to convert as many of those leads into paying customers. 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. This job can be done by junior customer support or sales people.

Marketing Exists to Make Sales Easier


Many moons ago when I was young product marketing manager, I heard a new VP of Marketing speak at a marketing all-hands meeting. What he said were six words that changed my career: Marketing exists to make sales easier. We’d stop back-seat marketers.