Sales Enablement, SaaS and Growth

MARCH 23, 2020

I leveraged many of the 52 mental models while working at various software as a service (SaaS) companies, but in truth, they can be applied anywhere, regardless of industry. Total Addressable Market Total addressable market (TAM) is an economic framework to understand the potential revenue available for a product or service.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

OPEXEngine

MAY 18, 2021

SaaS metrics are viewed differently at different stages of growth and for different sales models, primarily whether a company is selling into an SMB or enterprise marketplace. The growth stages are defined as: Early Stage – Product/Market Fit Stage, . Growth Stage – Scaling the Business, and . Usage Fee-Based ARR.

SaaS Payments 98

SaaS Payments Metrics Payments Payment Services 98

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. It wasn’t the case 20 or even 10 years ago, where the business models of the internet were more focused on eCommerce, marketplaces, or even advertising. This wasn’t the case.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

Casey Accidental

OCTOBER 24, 2022

Eventbrite was historically a 50% sales and 50% self-service business. So, as we decided to take a bet on building an intuitive, self-service experience instead of masking user experience issues with human support, we really had to confront Belsky’s product lifecycle for the first time. Sounds expensive.

Scale 139

Scale User Experience Underperforming Technical Team Marketplace as a Service 139

Unbounce

JUNE 16, 2020

These are often built with agencies, consultants, and managed-service-providers (MSPs) in mind. These partners resell your product and benefit from offering ongoing services, usually on a retainer basis. Treat it like a checklist: First, have you achieved some level of product-market fit? Go-To-Market Plan.

Outsourcing Services 106

Outsourcing Services Sales Recruiting Scale SaaS 106

Intercom, Inc.

DECEMBER 13, 2018

Whereas Facebook’s overall vision relies heavily on third-party developers having access to user data, Workplace wants to be the app that’s connected to all your other apps and a highly curated marketplace that has the best SaaS applications in the world. Different visions for different products. We do have integrations with some apps.

Scale 151

Scale Marketplace as a Service Mobile Sales Hiring 151

Intercom, Inc.

APRIL 18, 2019

They didn’t know it at the time, but they had also created an entire business category: an on demand, short-term rental marketplace, which has shot the value of their business north of $38 billion. When Gainsight CEO Nick Mehta asked Anthony to run marketing, Anthony he was jumping in at the deep end. So how can we do more of that?

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

User Pilot

FEBRUARY 28, 2023

It’s a crowded marketplace with lots of options, but there’s one that stands out from the crowd. A customer satisfaction survey is designed to understand how happy your customers are with your product or service. There are various types: Net promoter score survey : Would your customers recommend your product?

Marketplace as a Service 98

Marketplace as a Service Churn Onboarding Engagement 98

Unbounce

SEPTEMBER 16, 2021

Across social platforms like Facebook, Instagram, Twitter, LinkedIn, and Youtube, standard placements for display ads are: Stories Timelines Video feeds Right column (Facebook) Marketplace (Instagram) Explore section Messenger inbox and sponsored messages. Throughout this guide, we’ve been talking as if you’re selling a product or service.

Payment Methods 144

Payment Methods Payment Solutions Payments AI Search 144

User Pilot

AUGUST 21, 2024

Improved personalization Many companies struggle to deliver targeted product marketing messages. The initial investment to build your own solution may seem expensive, but it will lead to long-term cost savings because you can improve your ROI on marketing campaigns and product development. How, you ask?

Data 105

Data Social Media Interviewing User Experience 105

OPEXEngine

FEBRUARY 22, 2022

SMB customers will want high-touch sales engagement and service delivery but SMM SaaS companies will likely not have the budget necessary to justify providing this level of sales support. These lower price points influence the GTM strategy, which requires lower labor costs and a greater reliance on “one-to-many” marketing.

SaaS Payments 52

SaaS Payments Payment Services Payment Methods Marketplace as a Service 52

User Pilot

OCTOBER 26, 2021

He identifies 6 business models and corresponding usual North Star Metrics: Marketplaces (eg Uber) – consumption growth. Freemium collaborative B2B products (eg Slack, Asana) – engagement and/or customer growth. UGC-led subscription products (eg tools, such as Loom) – consumption.

B2C 98

B2C Metrics B2B Retention 98

FastSpring

MARCH 27, 2023

It really took a few pivots, and even name changes to get just the go to market efforts and product market fit right. And I just started a consulting business, it was a service business. on just how to bucket the messaging from our product marketing perspective. Before seeing good success in the company.

Payment Solutions 94

Payment Solutions Payment Services SaaS Payments VP of Engineering 94

Casey Accidental

OCTOBER 27, 2020

In part two of our Sequencing Business Models series , we talked about the different types of marketplaces and what needs to be built to be effective in each of them. This builds on the first essay in the series of how there has been an increase in interest of SAAS-like models interested in becoming marketplaces over time.

Payments 56

Payments Business Model Payment Solutions SaaS Payments 56

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And really our approach to our customers and the market had to pivot immediately. And so we built.

Travel 215

Travel Scale Marketing Outsourcing Services 215

FastSpring

APRIL 13, 2023

It starts with self service. And so that was really about giving an even playing ground for for companies to navigate the policy market. I felt like there was an easier way to communicate goods and services online, digitally. When you’re, you’re moving into new markets? And so I believe in buyer empowerment.

Payment Methods 122

Payment Methods Marketing Payments SaaS Payments 122

User Pilot

MAY 21, 2024

Customer churn in SaaS is the rate at which customers stop using a service within a set timeframe. Churn reflects user engagement with a product , the value they find in it, and the effectiveness of retention efforts. It’s a key metric for assessing customer satisfaction and retention. or expressed as a percentage: 10%.

Churn 52

Churn Retention Software Review Metrics 52

SaaSOptics

MAY 19, 2022

Not only is it one of the main drivers of revenue growth for early-stage companies, but it’s a primary goal for SaaS businesses across market stages. For subscription-based SaaS businesses, your customer acquisition metrics indicate how effectively you acquire new users via sales, marketing, or a product-led approach like a free trial.

Acquisition 59

Acquisition Scale Strategy Software Review 59

Chart Mogul

JUNE 23, 2022

In the SaaS world, that means the consumer-facing apps & marketplace SaaS have a tougher time ahead. You will want to know more about it, too — growth might be skewing towards industries where you achieve better product-market fit, and doubling down on them might be a good idea.

SaaS 52

SaaS DevOps as a Service Marketplace as a Service Forecasting 52

Chart Mogul

SEPTEMBER 15, 2023

5 Reasons I Hate the Rule of 40 by Mikael Johnsson, SaaS Nordic While not necessarily completely useless, I would strongly argue that R40 is a metric applicable to the world of PE and public markets investing and is not a good metric for assessing the quality of venture-stage companies. ARR business (40% revenue CAGR since IPO) with a $21.5B

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Chargify

AUGUST 17, 2017

Note: For the purposes of this specific post, the tactics presented are targeted to established SaaS companies that have already verified product/market fit and experienced initial traction. If your SaaS startup isn’t there yet, you should read Finding Product/Market Fit: When To Stand Firm & When To Pivot first.

Scale 53

Scale Sales Hiring Artificial Intelligence SaaS 53

SaaStr

MARCH 20, 2020

317: Rachel Hepworth is VP of Marketing @ Pilot, the startup that offers the best bookkeeping, tax and CFO services for growing businesses. Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. And I didn’t even have words for these functions at the time.

SMB 207

SMB Scale Startup Marketplace as a Service 207

SaaStr

SEPTEMBER 27, 2019

268: Ryan Bonnici is the CMO @ G2, the company that allows you to get the right software and services for your business with over 897,000 user reviews to help you make smarter buying decisions. And that was around the time that I left and then since then HubSpot has built an invoice generator and a bunch of other things.

Sales Hiring 141

Sales Hiring Sales Recruiting Scale Software Review 141

SaaStr

MARCH 17, 2020

Pendo announced a new offering aimed to help startup companies accelerate product-market fit, and prove that product traction to early stage investors. Chargebee offers subscription billing and revenue operations for fast-growing B2B SaaS companies. Go to Hired’s website to learn more about their news. ProfitWell.

Sales Hiring 217

Sales Hiring Scale Payment Features Marketplace as a Service 217

SaaStr

AUGUST 7, 2021

Sara Hicks, VP of Product, Commerce @ Mailchimp. Devon Rutherford, Managed Services Program Manager & Pre-Sales Manager @ Leaseweb. Mariela Towers, Head of Marketing @ BEE. Matteo De Renzi, Global Marketplace MD @ GT Gettaxi (Gett). Suzanne Xie, Head of Invoicing @ Stripe. Phil Libin, Co-Founder and CEO @mmhmm.

VP of Engineering 274

VP of Engineering Technical Cofounder CTO Coach CTO Hire 274

SaaStr

SEPTEMBER 24, 2021

Suzanne Xie, Head of Invoicing @ Stripe. Amisha Gandhi, SVP, Marketing @ Tipalti. Nicole Culver, Director of Product Marketing, SaaS @ Bandwidth. Jen Taylor, SVP, Chief Product Officer @ Cloudflare. Marion Richter, Director of Product Marketing @ LeanIX. Aaron Cort, Head of Marketing @ ClickUp.

VP of Engineering 284

VP of Engineering Technical Cofounder CTO Coach CTO Hire 284

Intercom, Inc.

JANUARY 23, 2020

The situations that portend failure are varied and unfortunately common – no product-market fit, no cash, bad product, burnout, to name just a few of the most obvious. Just look at subscription analytics startup ChartMogul whose brand and product are now a household name in the SaaS community.

Underperforming Technical Team 183

Underperforming Technical Team Scale Payments Payment Services 183