SaaStr

NOVEMBER 30, 2023

Companies that win a market are just as good at Go-to-Market as they are at building great products. General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. Without it, you don’t have a business.

Scale 233

Scale Sales Hiring Scaling Outsourced Development 233

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. She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business.

Scale 227

Scale Sales Hiring Scaling Revenue 227

SaaStr

NOVEMBER 22, 2020

Prashanth Chandrasekar, CEO @ Stack Overflow recently shared with our community the four key pillars he feels are necessary to propel a company to scale upward. The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion.

Scale 305

Scale Scaling Technical Review Systems Review 305

SaaStr

OCTOBER 17, 2023

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. If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit.

Scale 159

Scale Sales Hiring Customer Success Scaling 159

Casey Accidental

APRIL 13, 2021

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. Product people should only be focused on growth i.e. connecting people to the value of a product once they’ve confirmed the product is delivering value.

Product Marketing 145

Product Marketing Marketing Scale Retention 145

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

Kellblog

OCTOBER 13, 2023

So I thought I’d take a moment, switch gears, and go back to my roots by talking not just about marketing, but product marketing at the upcoming SaaStock conference in Dublin. My session, entitled What Founders Need To Know About Product Marketing , will be on Tuesday, October 17th on the Scale Stage at 2:20pm.

Product Marketing 97

Product Marketing Marketing Education Metrics 97

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 230

Scale Scaling Startup Sales Hiring 230

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

SaaStr

JUNE 7, 2023

Scaling a tech startup doesn’t come easy, and when you’ve tried all the conventional SaaS advice, it might be tempting to give up. It has now secured over $67M in funding and offers a robust platform for mid-market and SMB segments. But before the years of rapid scaling, it took the company a little while to hit its stride.

Scale 204

Scale Scaling SMB Marketing 204

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 74

Product Marketing Scale Sales Hiring Sales Recruiting 74

Tom Tunguz

NOVEMBER 18, 2019

Though the startup may have achieved product market fit, the company may not understand the fit. Who is using the product and why? How do buyers describe the product amongst each other? Early in the life of a business, the product manager (often a founder) plays both the role of the PM and the PMM.

Product Marketing 219

Product Marketing Startup Marketing Interviewing 219

SaaStr

OCTOBER 12, 2022

Find the People: Find the team that is equipped to help you build your product, sell it, and run company operations. Build the System : Create your execution strategy with repeatable processes designed to scale your business. . Product-Market Fit. Don’t rush your product-market fit too early. Early Scale.

Scaling 210

Scaling Leadership Startup Product Marketing 210

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 198

Sales Recruiting Product Marketing Scale Sales Hiring 198

Intercom, Inc.

SEPTEMBER 1, 2021

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 looks different in every company, but one common trend is that many product marketing managers (PMMs) feel undervalued.

Product Marketing 138

Product Marketing Marketing Sales Hiring Scale 138

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. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. But because people convert by themselves, it creates a healthy product market fit.

Scale 159

Scale Sales Hiring Scaling Banking 159

Sales Hacker

JANUARY 30, 2023

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. Find 10 people, then 100 people, then 1,000 people who love your product.

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

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 228

Scale Sales Hiring Technical Advisors Scaling 228

Casey Accidental

JULY 12, 2021

When you actually launch new products to customers (which many teams don’t do), product managers and designers that have focused on scaling issues and optimization have to flex a new type of cross-functional muscle: how to work with product marketing. Product Positioning Is A Delicate Dance.

Product Marketing 120

Product Marketing Marketing Branding Scale 120

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Enter your email below for the latest SaaStr updates.

Scale 209

Scale SMB Enterprise Sales Hiring 209

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. Welcome to Part Three, focused on scaling sales. Scaling Sales. Scaling Sales. Stay tuned!

Scale 52

Scale Product Marketing Sales Hiring Scaling 52

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. One thing is for certain.

Scale 231

Scale Strategy Scaling Outbound Sales Team 231

Kellblog

JULY 24, 2021

I sometimes get asked about how to structure an enterprise software marketing organization and the relative roles of product marketing vs. competitive analysis. My first job in marketing, which served as my bridge from a technical to a sales-and-marketing career, was as a competitive analyst.

Product Marketing 137

Product Marketing Marketing Sales Hiring Payment Services 137

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. Cliff Bockard, Senior Vice President of Revenue at DigitalOcean, joined us at SaaStr Scale to discuss how businesses can serve SMBs and still bring in large numbers of revenue. .

Scale 201

Scale Scaling Revenue Enterprise 201

Andreessen Horowitz

JUNE 14, 2023

The holy grail of company building is finding product-market fit. … The post The Hard Things About Scaling: Executive Hiring appeared first on Andreessen Horowitz.

Scaling 70

Scaling Product Marketing Marketing Business 70

Andreessen Horowitz

OCTOBER 10, 2023

The holy grail of company building is finding product-market fit. But what most people don’t tell you is that once you’ve found it, product-market fit brings its own set of challenges, particularly when it comes to scaling rapidly and hiring the right executives at the right time.

Scaling 82

Scaling Product Marketing Marketing 82

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

SaaStr

FEBRUARY 9, 2024

Either way, the foundation for success in Go-To-Market starts with the right team. 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. You have to think about where your product maturity is before making the hire.

Scale 258

Scale Sales Hiring Sales Marketing 258

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

Chart Mogul

OCTOBER 20, 2023

Maybe it’s even time to start proclaiming product-market-fit, cautiously of course. Maybe it’s even time to start proclaiming product-market-fit, cautiously of course. Driving growth with content marketing Both Peter and Yoram saw content marketing as a key to unlocking sustainable growth.

Scale 52

Scale Scaling Headcount SaaS 52

User Pilot

JULY 4, 2023

However, if done successfully, you’ll become the early market leader in a specific niche market before going on to dominate the mainstream market. Read on to discover how to cross the chasm and scale your technology company. Components of product-led growth. The five segments of the adoption lifecycle.

Scale 98

Scale Scaling Technical Review SaaS 98

SaaStr

FEBRUARY 4, 2022

As the Head of Marketing at Klayvio , she discusses her experience growing a small, new marketing team to an organized, self-sufficient one all while the company was experiencing hyper-growth at every level. She details her six steps to manage successful marketing at scale. Step 1: Align with the CEO.

Scaling 205

Scaling Marketing Management Branding 205

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 20, 2021

Here are three ways to know if it’s time to invest in customer support operations (if you’re looking to scale, it probably is), and a few simple things your organization can do to get started. You’re not scaling as quickly as you’d like. Sound good? What is customer support operations? Customer success?

Scale 156

Scale Customer Support Scaling Headcount 156