SaaStr

NOVEMBER 1, 2022

And if you hustle hard enough, you could short-circuit the solution. Founders who have moved to the Bay area attest to benefiting from other excellent SaaS founders and practitioners who surround them. At the highest levels, competition is about product strategy and brand. The SaaS community in India is very vibrant.

Scale 208

Scale Sales Hiring Cybersecurity Underperforming Technical Team 208

Intercom, Inc.

MARCH 13, 2019

The first strategy of that next wave of growth is to expand your addressable market. By starting at the lower end and expanding upmarket. Your strategy is as much what you do as what you don’t do”. Your strategy is as much what you do as what you don’t do. The best way to expand upmarket. Invest in what will scale.

Scale 171

Scale Marketing Sales Hiring B2C 171

SaaStr

JANUARY 12, 2022

Indeed this was also my #1 mistake and the #1 I see from so many startups learning to go upmarket. A good reminder than as you go upmarket, having the slickest product, best UX, etc. It has to be tailored to their needs, their pain, and the exact solution they need to a big problem. Come up with an interim, partial solutions.

CTO Hire 268

CTO Hire Sales Hiring New CTO CTO 268

SaaStr

AUGUST 25, 2023

They know the product or learn it fast, bring a couple of ringers with them, and move out low performers. Freemium isn’t a marketing strategy. But freemium on its own is not a GTM strategy. PLG is not a GTM strategy. As you go upmarket and Enterprise, if you haven’t done it before, a lot of things will drive you crazy.

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

Intercom, Inc.

FEBRUARY 13, 2018

As your sales team scales and plays a larger role in representing the voice of your customers, an open line of communication aligns your product strategy with your addressable market. Are you aggressively trying to move upmarket? Additionally, Product can pose potential solutions and gauge their viability.

Scale 192

Scale Sales SMB Data 192

Intercom, Inc.

SEPTEMBER 18, 2018

Plain and simple, it’s time to trade in your old playbook for fresh strategies, tactics and motions. Alyssa Merwin, VP of Sales Solutions Americas at LinkedIn. Part one, Developing a Sales Strategy , is available for download right now. When and how to move upmarket and sell up the value chain.

Scale 112

Scale Sales Hiring Sales Strategy 112

Intercom, Inc.

JANUARY 28, 2019

Usable – you can’t build features with no cohesive vision that need layers of solution consultants to walk every new customer through them. You can go deeper in your current niche, but you’ll never expand out of it, nor will you move upmarket. Solving customer problems.

Sales 193

Sales Software Review Consulting Leadership 193

Intercom, Inc.

DECEMBER 19, 2018

Eoghan McCabe, CEO , and Matt Hodges, VP of Commercial Product Strategy. Des Traynor, Co-founder and Chief Strategy Officer. ” Strategy over speed: How video games prepared me for life as a product manager. What we learned moving sales and product upmarket together. The best of the blog.

Scale 150

Scale Sales Recruiting Underperforming Technical Team Sales Hiring 150

Intercom, Inc.

AUGUST 24, 2021

But at these pivotal moments, it’s just as important to prioritize your customer support strategy as it is to plan your product roadmap or your next big marketing campaign. The answer: A conversational support solution that lets you own the conversation. This is where using a conversational support solution really shines.

Scale 129

Scale Customer Support Scaling Headcount 129

OpenView Labs

APRIL 9, 2020

Managing your go-to-market (GTM) strategy is a challenging job in any circumstance, but what happens when life throws you an unexpected curveball like, say, a pandemic and looming recession? Carol pointed out that the success wasn’t all about the strategy, but also about the product. Take control by refocusing on profitability.

Strategy 87

Strategy Marketing Social Media Pricing 87

Sales Hacker

MAY 6, 2019

Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry leading training and coaching software and innovative content and engagement solutions. This enables everybody like leads, CROs, to draft an event strategy that enables you to focus on different audiences at different times.

Scale 63

Scale Strategy Sales Hiring Consulting 63

Sales Hacker

APRIL 15, 2019

This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Moving Upmarket [00:00]. We’re on iTunes.

SMB 58

SMB Enterprise Scale VP of Engineering 58

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Today we’ll be talking about five ways to effectively move up market. Want to see more content like this? Join us at SaaStr Annual 2020.

Underperforming Technical Team 150

Underperforming Technical Team Sales Hiring compliance SMB 150

Chart Mogul

AUGUST 31, 2021

There’s a greater need now than ever before for adopting essential eSignature solutions. The Challenge: moving upmarket. It was a mobile-first solution where a one-time payment of $5 would get users credits for signatures. As a result, the solution was adopted by a community of solopreneurs and freelancers.

Payment Solutions 52

Payment Solutions SaaS Payments Payments Payment Services 52

Chart Mogul

AUGUST 31, 2021

There’s a greater need now than ever before for adopting essential eSignature solutions. The Challenge: moving upmarket. It was a mobile-first solution where a one-time payment of $5 would get users credits for signatures. As a result, the solution was adopted by a community of solopreneurs and freelancers.

Payment Solutions 52

Payment Solutions SaaS Payments Payments Payment Services 52

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. How to help a hyper-growth company move upmarket from mid-market into enterprise. Common errors of companies moving upmarket.

Sales Recruiting 47

Sales Recruiting Sales Hiring Sales SMB 47

Chart Mogul

FEBRUARY 18, 2019

Our centralized solution is where internal and external stakeholders collaborate to build and promote their brand. Another benefit of ChartMogul is the scalability of the subscription analytics solution. We can also build our future strategy based on what’s working and what we’re learning.

Scale 60

Scale Finance Startup Branding 60

Chart Mogul

DECEMBER 14, 2017

Every SaaS will feel the pressure to scale, whether upmarket or abroad. To start, you could move your SaaS upmarket — go after bigger fish, the higher-value customers who will amplify your recurring revenue. Here’s some advice on how to properly assess and prepare for this move. Where does your product fit?

Outsourcing Services 40

Outsourcing Services SaaS Payments SaaS Scale 40

OpenView Labs

DECEMBER 17, 2019

We’ve spent a lot of time trying to understand the dynamics driving product led growth in the last few years – freemium strategies, virality, network effects to name a few. As you move upmarket, that means redefining your sales motion to meet the buyer where they are. Customer Happiness Is the New Growth Metric.

Trends 67

Trends Sales Recruiting Technical Review SaaS 67

Intercom, Inc.

JANUARY 12, 2021

From premature optimization to over-engineering solutions for your product, it’s easy to get caught up in making technology decisions that slow you down instead of speeding you up. So when it comes to building your technical strategy, you need to assess each component in relation to what success will look like for your business.

Technical Review 269

Technical Review Scale multi-cloud Kubernetes Scaling 269

SaaStr

NOVEMBER 2, 2019

Does one have to move to enterprise? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? How does your customer success and customer support functions change with the move to enterprise? How does Krish think about purely serving the SMB market? You could.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

Intercom, Inc.

NOVEMBER 7, 2019

If people aren’t looking for your solution, you have to educate them about the problem your product solves. Four years later, and as the company moves decidedly upmarket with their customer base, it’s adapting its sales cycles to cater for bigger clients. You started off in engineering, I believe. Nico: Exactly.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

Intercom, Inc.

SEPTEMBER 28, 2021

As Intercom grows, we’re moving into new markets and serving new customers. For product managers, this means evolving to build for upmarket companies while ensuring Intercom’s long-standing customers remain at the center of what we do. In recent years we have increasingly focused on upmarket, enterprise-scale customers.

Scale 249

Scale Management Sales Hiring Healthcare 249

OpenView Labs

OCTOBER 26, 2021

Expensify began as a solution for donating money to San Francisco’s un-housed. . Consider moving your centre of business to a bustling tech hub (check out these perspectives on the startup scenes in New York City and Estonia ). . Does your product-led growth strategy deliver on its promise to customers and prospects? .

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SaaStr

MARCH 8, 2024

With everything in AI moving so rapidly, what’s the best way to price Artificial Intelligence products or SaaS tools with custom AI features and integrations? Should it be subscriptions, usage, solutions, or something entirely different? The cost of engineering and shipping products is a moving target for startups.

AI 189

AI Artificial Intelligence Pricing SaaS 189

Intercom, Inc.

OCTOBER 16, 2019

The classic example sees a company move from niche startup to mainstream scale-up, but it can also see companies hone their product-market fit by focusing on a more specialized, and yet more lucrative, user base. Here, we examine the pricing strategy continuum, and how the different price points relate to all aspects of your business model.

Business Model 195

Business Model Scale Pricing Payment Methods 195

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. You know we had to bring the heat for the first one so we tagged in a world-class crew to wrestle with this week’s topic: moving upmarket. It’s official.

Scale 67

Scale VP of Engineering Sales Hiring Enterprise 67

Intercom, Inc.

SEPTEMBER 2, 2021

Some product marketing managers focus on the pre-launch strategy, others on the go-to-market strategy and marketing campaigns for nearly finished products, At Intercom, however, our approach is what we call full-stack product marketing. Marketing and product marketing aren’t interchangeable.

Product Marketing 211

Product Marketing Marketing Sales Hiring Strategy 211

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. First strategy, expand your market. ” Right?

Scale 193

Scale Sales Hiring Scaling Strategy 193

SaaStr

DECEMBER 21, 2022

Businesses must effectively evolve their strategies, operations, and overall product-market fit to target and win those enterprise accounts. Airtable CEO Howie Liu shared Airtable’s journey into enterprise, what he’s learned from scaling the company, and his best advice for other SaaS companies looking to make a similar move.

Scale 187

Scale Enterprise Scaling Management 187

Intercom, Inc.

OCTOBER 1, 2019

Most SaaS companies start with a single solution designed for a single audience. That means writing up briefs and making sure the strategy is clear for all teams working on the campaign. The post How we’re building a marketing engine to move upmarket appeared first on Inside Intercom. Clarify your message.

Engineering 177

Engineering Marketing B2C B2B 177

SaaStr

JANUARY 21, 2020

Based on these experiences, here are myths I often hear from early-stage SaaS companies who want to move upmarket and target enterprise buyers. Today, technology spend is distributed across the enterprise with line of business leaders purchasing a few solutions specific to their department.

Enterprise 199

Enterprise SaaS Cloud Scale 199

Baremetrics

JULY 28, 2019

Pricing Strategies: The way your pricing model is presented and marketed. How to choose a pricing model and strategy. pricing model and strategy) and is derived from Christoph Janz’s Five ways to build a $100 million business. Going upmarket” won’t solve your startup woes either. What is pricing? Pricing Models.

Pricing 101

Pricing Strategy SaaS Scale 101

Intercom, Inc.

NOVEMBER 9, 2022

And it’s a sound strategy. Progress gets measured by learnings – not growth, revenue, or retention – so you get to try new ideas, take bigger risks, move fast and break things. Together, they’ll talk about how each team is pursuing a startup-like strategy to innovate and how it plays into the larger organization.

Innovation 226

Innovation Scale Startup Government 226

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. Kevin : In the ’90s, when we were selling Oracle, I was a solutions engineer. How does she want to vet out a solution? What does she want?

Enterprise 146

Enterprise Scale Sales Hiring SMB 146

Intercom, Inc.

JULY 14, 2022

I got really excited about business, got my MBA, moved home to San Francisco after 16 years on the east coast and overseas, started a job as a product manager at Castlight Health, and then joined the Stripe sales team where I still am today. Leandra: Such good insight. Leandra: Absolutely. We’re so passionate about it.

Scale 118

Scale Sales Hiring Payment Solutions Payment Services 118

Sales Hacker

SEPTEMBER 2, 2021

Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers.

Onboarding 93

Onboarding Sales Hiring Sales Consulting 93