Tom Tunguz

OCTOBER 29, 2013

The quota test prepares the team for eventually building inside saless, because the founders will know from experience what it takes to sell the product. But it is a tactic worth adding to the product/market fit toolkit for software ideas. What other tactics have you found to validate product/market fit?

Product Marketing 100

Product Marketing Sales Hiring Sales Funnel Marketing 100

SaaStr

AUGUST 9, 2024

You have to be scrappy at this stage, and Braze was trying to find product market fit with no product, no revenue, and no customers. In the chart above, showing the growth from $2M to $20M, you can see what product market fit looks like. Braze went public in November 2021. Garbage in and garbage out.

Scale 296

Scale Sales Hiring Scaling Startup 296

SaaStr

JANUARY 30, 2023

This insight led Deel to focus on solving payments and compliance. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. If you find a product market fit, take your business global early.”

Sales Hiring 278

Sales Hiring Payment Services SaaS Payments Scale 278

SaaStr

NOVEMBER 1, 2022

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. Example 2: Compliance and security norms change when you go to other geos. Scale brings new challenges.

Scale 298

Scale Sales Hiring Underperforming Technical Team Cybersecurity 298

SaaStr

JULY 30, 2024

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. You need to build a product that considers scale from the beginning. It hurts badly if you touch it later, especially the compliance pieces.

Underperforming Technical Team 288

Underperforming Technical Team Enterprise Scale Payments 288

Tom Tunguz

JANUARY 16, 2013

Products aren’t sold in isolation - they exist within ecosystems. Great product market fit and sales pitches hinge on understanding and serving all the members of an ecosystem. Should a product fail to meet the needs of any one member, company success and sales velocity will falter.

Product Marketing 100

Product Marketing Marketing Sales Advertising 100

SaaStr

SEPTEMBER 14, 2023

Someone bringing in 20 reps when you have no customers or product market fit won’t change the world. No one needs the 11th most boring article on compliance. SaaStr’s content marketing strategy includes: Holding a customer webinar every week. Many founders have profound stories like this one. There is no sales magician.

Outsourcing Services 291

Outsourcing Services Sales Hiring Scale Sales Recruiting 291

SaaStr

NOVEMBER 7, 2023

It came up with things like the Animal Welfare Act, controlled substance compliance, USDA record keeping, disaster planning, and more. It’s not the end of the journey, but Adam is willing to bet that every product manager in the industry will be working like this in the next 12 months.

Generative AI 299

Generative AI AWS Artificial Intelligence AI 299

FastSpring

MARCH 3, 2023

One major difference between a DIY solution like Stripe and an MoR solution is support around compliance and risk. When you move all of that responsibility to a third party, then you can really focus on your core product. Global compliance, fraud, and risk management. Managing your global VAT, GST, and sales taxes.

Merchant Services 131

Merchant Services Payment Services Outsourcing Services SaaS Payments 131

SaaStr

NOVEMBER 28, 2019

Product-market fit has been really important. It was initially compliance focus. Felix : So that’s when you start to actually get, get more customers, get them more, reputable, repeatability and kind of proving the market. That’s when we found product market fit. People make the difference.

Sales Hiring 195

Sales Hiring Scale Sales Recruiting Government 195

Intercom, Inc.

AUGUST 30, 2022

Brex makes it simple for founders and startups to manage spending and ensure compliance. There are global compliance and payroll hurdles that make things super complex. . “The remote work revolution is here to stay, so if you want to ensure you’re growing your team with the right talent, you need to think globally” 3.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

JUNE 15, 2021

Jeff : Every company starts with you trying to figure out the utility you provide to your customer, which usually it’s not about, say, security and compliance and things like that because those things can block you from delivering utility from a customer, but you need to first figure out what utility you’re providing.

Scale 306

Scale Underperforming Technical Team Engineering Wireless 306

Sales Hacker

DECEMBER 8, 2023

Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early! Use timing as a forcing function. Frame solutions, rather than features alone.

Sales Recruiting 111

Sales Recruiting Generative AI AWS AI 111

Tom Tunguz

OCTOBER 1, 2015

Often these Fortune 2000 companies impose security, compliance and complex decision-making processes. But in these cases, these behemoths relax these constraints because they perceive the product as critical to their success.

Sales Recruiting 100

Sales Recruiting Sales Hiring Social Media compliance 100

SaaStr

APRIL 4, 2019

Because the business world is changing and your customers may demand that you run on certain locations and there are more and more regulations, compliance, GDPR, data residency that everyone in at a certain scale has to be compliant with. What about compliance? Where is your storage? How is data being managed?

Cloud 173

Cloud Scale Trends Machine Learning 173

Intercom, Inc.

SEPTEMBER 26, 2019

If you can create a scenario where others are building on top of your product – and therefore evolving it in ways you may not have the resources to do yourself – your offering suddenly becomes even more valuable to your customers. Here, Ceci unpacks her thinking for Intercom’s Group Product Marketing Manager, Jasmine Jaume.

Underperforming Technical Team 170

Underperforming Technical Team Marketplace as a Service Outsourced Development Development 170

SaaStr

AUGUST 6, 2019

We essentially have a saying that is, “If our customers go live, we won’t churn them,” because the stickiness of the complexity of rolling out in 190 countries, setting up tax compliance, managing really, really complicated B2B processes is very, very high. Your product has value for them. It also drives for high ACV.

Payment Solutions 178

Payment Solutions Payments Outsourcing Services SaaS Payments 178

SaaStr

JUNE 13, 2019

The first way is through features: compliance features, security features, Slack uses search. So another observation was, you really should be setting net dollar retention target of 100%-140%, that will put you within the top either third, or quartile, depending on the category. Trial structure. The second is through seats.

Scale 254

Scale SMB Sales Hiring Payment Services 254

User Pilot

MARCH 21, 2023

It offers advanced security and compliance features and priority support. It adds unlimited saved reports and saved cohorts, the modeling layer, and email support. The Enterprise plans start at $1,667/month and can serve 1B+ events. Mixpanel gets stellar user reviews but the price comes up as one of its weak spots.

Pricing 82

Pricing Software Review compliance Enterprise 82

Frontegg

DECEMBER 2, 2021

You simply don’t know who will be using your product – you only assume. You build it and start the product-market-fit quest. For that to happen, you need to open your product for wide usage and talk to users to hear their sincere feedback. For many companies, this is not the case anymore.

Underperforming Technical Team 93

Underperforming Technical Team Sales Hiring DevOps as a Service Scale 93

Neil Patel

NOVEMBER 4, 2020

For example, account health, shipping performance, product deactivation, intellectual property violations, and several others all have an impact on how you market your store and products on Amazon. Hence, to ensure 100% compliance, most sellers turn to seasoned Amazon account management services.

Social Media 139

Social Media Marketing Marketplace as a Service Outsourced Development 139

Upscope

JANUARY 5, 2020

Superhuman achieved product market fit and positioning by creating an engine Superhuman ran a brilliant detailed step by step process that helped achieve real product market fit and provide their precise positioning in the crowded email client market. Security information, HIPAA and GDPR compliance.

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

User Pilot

SEPTEMBER 4, 2024

From the article, you will discover the principles of effective process design and learn how to design streamlined processes for your product , marketing, customer success, sales, and design teams. Effective process design leads to higher efficiency, better consistency , improved product quality, better ROI , and enhanced compliance.

Business 81

Business Scale compliance Customer Support 81

SaaSOptics

MAY 6, 2022

Accurate and up-to-date financial records display the current state of your business, help you maintain GAAP/IFRS compliance, and prove to potential VCs that your company is worth the investment. This stage is all about finding product/market fit through research, competitive analysis, and trial & error.

Scale 76

Scale SaaS Underperforming Technical Team Forecasting 76

SaaStr

MARCH 8, 2019

But a go to market advantage, business model advantage, that is much more sustainable. Brian Halligan: So yes, product market fit, but obsess over go to market fit and build a real moat. Make this much about the business model when you go to market. They want to establish certain compliance things in place.

Scale 55

Scale Sales Hiring Underperforming Technical Team Social Media 55

SaaStr

MARCH 19, 2019

Then we can use the security and compliance and control that IT would actually buy into to control those accounts. On one half of it you have product market fit and on the other half you have partners and ideally developers integrating in order to reach your users. You really have to find product market fit.

Payments 133

Payments Scale Scaling Revenue 133

User Pilot

OCTOBER 6, 2023

First, let’s explain the basic concepts and then discover a 6-step process to build a B2B marketing funnel that feeds product growth. TL;DR A B2B marketing funnel is a framework that helps product marketers streamline the customer journey, from their initial awareness of your product until they finally make a purchase.

B2B 93

B2B Development Team Review Software Review Marketing 93

User Pilot

APRIL 10, 2021

For example, let’s say your customer analytics software highlighted that enterprise customers were consistently asking for more features guaranteeing security compliance. There’s a good chance that your SME customers have never even heard of security compliance requirements, much less care about it.

Social Media 94

Social Media Onboarding compliance Enterprise 94

Intercom, Inc.

JUNE 3, 2021

“What you’re looking for is small additions to the product that results in disproportionately large impacts to the product market” Des: And just to be super precise, when we say attract new customers, what we mean is we’re not talking about building a whole new product, like a project management doc.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

User Pilot

NOVEMBER 30, 2023

Retention analysis is essential for evaluating product-market fit (PMF) and ensuring that you can scale your business sustainably. Sadly, you can only view insights rather than act on them with product experiments or in-app guidance. This ensures compliance regardless of which continents your data sources come from.

Scale 87

Scale Retention Trends Pricing 87

Buffer Resources

MARCH 1, 2024

While some of it was Buffer-specific, much of their advice could work for any remote worker meeting their colleagues for the first time or someone heading to an international professional conference.

Technical Advisors 21

Technical Advisors Travel Software Engineering Company Culture 21

SaaSOptics

SEPTEMBER 9, 2022

This is especially true for early-stage SaaS companies that are solely focused on finding product/market fit and generating positive cash flow each month.). It’s a preventative measure obtain evidence related to compliance with regulatory requirements provided by GAAP or IFRS. Don’t fall into this trap. GAAP, IFRS, and ASC 606).

Systems Review 52

Systems Review Software Review SaaS Banking 52

Sales Hacker

FEBRUARY 2, 2021

Security : Are all data fully protected and in compliance with privacy policies? Depending on where that company exists – its life cycle stage as a company, product, market, region, timing, must be accounted for. How Do You Get Into Enterprise Level Sales? Support : Is there access to customer support 24/7?

Scale 103

Scale Enterprise Marketing Sales 103

Sales Hacker

JANUARY 8, 2021

One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Gain agreement from everyone involved on market status, product, marketing, customer success investments, success metrics, and timeline. These are big investments that take time.

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Sales Hiring Sales Recruiting Sales Technical Review 92

Intercom, Inc.

JULY 12, 2018

Elad: Ultimately, I wanted people who had either built things that scale or been involved with a lot of companies that had to deal with scale as they broke out from a product-market-fit perspective. I think Coinbase made their general counsel (or a key compliance person) one of their first five or 10 hires.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Technical Advisors 120

OpenView Labs

OCTOBER 26, 2021

Milestone: First traction and product-market fit . At this point you’ll want to seriously interrogate whether your current set of users are going to be the ones to take you public, and whether your total addressable market (TAM) can justify your growth targets and further investment. Hubspot’s CCO on go-to-market success.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Andreessen Horowitz

APRIL 9, 2024

Then by 2011 or 2012, some of the tech components of the Great Recession had started wearing off and the market started waking up. We found that we had this just incredible product market fit. From late 2011 until maybe 2015, RJMetrics was… the leads were flying in and falling off of our desk more days than not.

Scale 118

Scale Technical Review Sales Hiring AI 118