Remove compliance Remove Pricing Remove Product Marketing
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From PLG to PLG+SLG – How Lucid Scaled to 70M+ Users

SaaStr

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Scale 307
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5 Tips for Successful Upmarket Expansion with Thoropass CRO and Head of Demand Gen

SaaStr

Everything you have now will probably look different upmarket, including pricing. Get product and product marketing involved in those calls early on because you will need to evolve the product quickly to serve upmarket customers, which takes a while. Pricing is a big one. Don’t let compliance stall deals.

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Overcoming the PLG Trap: Lessons from Canva’s Head of Sales & Head of EMEA

SaaStr

Plus, these teams face longer sales cycles and need things like SOC 2 compliance. They pulled on the brakes and said, “Let’s focus on doubling down on teams and create almost a separate company that will build a pure Enterprise product over two years.” Next, they had an external audit to see if pricing was ready for Enterprise.

Scale 283
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Quick and Dirty Product/Market Fit Validation: Can You Hit Your Quota?

Tom Tunguz

Would customers agree to buy the product at the target price, if it were built? Most inside sales reps arrive with a sales script, warm leads, a known sales path and a working product. But it is a tactic worth adding to the product/market fit toolkit for software ideas. This quota test is a harsh one. Tweet me.

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Mastering Partner Marketing: What NOT to Do and How to Excel with Drata CMO Sydney Sloan

SaaStr

Sydney pulled someone from Salesloft with a product marketing background who understands operations, running programs, and being strategic. This person has built out a partnership marketing team within the product marketing team. Prospects don’t just want to know the price, especially in security.

AWS 279
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Sequoia India: 22 Things We Learned from SaaStr Annual

SaaStr

Pricing/Packaging (PP) is a key component of GTM. For application, it’s more demand gen followed by brand marketing. Demand gen can help you meet this year’s targets, you will need product marketing to hit next year and brand marketing to hit two years out. Proximity to customers helps too. Learnings on GTM.

Scale 293
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Okta’s Playbook to PLG, Developer Experience, and Enterprise ARR

SaaStr

Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. Then, you offer the next set of products and start charging for them, even if they are much more nominal than Enterprise ARR. I need this.”