Tom Tunguz

AUGUST 28, 2021

Many people think of pricing as monetization, but just as important to think through it as an acquisition strategy. If you would like to create switching costs, per seat pricing with annual contracts establishes some lock-in. Michelin developed a much more durable tires. Value/ Usage. Intermittent. Intermittent. Competition.

Pricing 279

Pricing Strategy Startup Scale 279

SaaStr

FEBRUARY 7, 2024

In today’s world, there’s a clear shift in what founders, boards, and investors are all after — scalable, low-CAC (customer-acquisition cost) growth strategies. In this playbook we’ll share: Automated outbound at-scale strategies. Sales-assisted, product-led growth strategies that close Enterprise leads.

Scale 268

Scale Sales Hiring Strategy Marketing 268

Neil Patel

OCTOBER 13, 2020

But the answer more and more business owners are turning to is a simple one: outsourcing. Outsourcing is giving your work to someone else outside of your main business. You could even outsource by shipping a business process like manufacturing overseas. Understand Why You Want to Outsource. Make a List of Common Tasks.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring Technical Review 141

Neil Patel

MARCH 12, 2021

If you’re feeling overwhelmed, one of the questions you should ask yourself is “should I outsource my blog?” You could split up the work with guest posts , staff bloggers, or outsource your blog completely. They may be turned off if you step back and start outsourcing your blog posts. It depends.

Outsourcing Services 141

Outsourcing Services Outsourced Development Sales Hiring VP of Engineering 141

SaaStr

JULY 25, 2022

FastSpring’s VP Product, Strategy, and General Manager of IQ, Kurt Smith, explores evidence-based principles to help SaaS companies avoid common pricing mistakes without getting lost in analysis and data. There are a variety of pricing strategies that can help you drive growth in your company, one being the tier pricing model.

Pricing 269

Pricing Strategy SaaS Forecasting 269

Intercom, Inc.

FEBRUARY 26, 2018

It’s even harder if you don’t know all of the armies on the field, their strategies and weapons, or even who’s a friend and who’s a foe. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. Outsource Undifferentiated Heavy Lifting.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

Tom Tunguz

MAY 15, 2022

The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Minimize burn to lengthen runway and develop both the product and go-to-market efficiently. An essential ingredient to deciding 2022 strategy is the answer to: will our business be impacted by a US recession? Full speed ahead.

Startup 355

Startup Outsourced Development Scale Banking 355

SaaStr

MARCH 2, 2022

Disrupting existing categories can be difficult, so you need to be intentional with your strategy. Use it to develop a hypothesis about what will work and turn it into a data-driven program. This strategy will give you solid evidence of what is most effective for your team. Category creation takes persistence and patience.

Outsourcing Services 246

Outsourcing Services Scale Outsourced Development Marketing 246

SaaStr

OCTOBER 5, 2022

In a volatile economic climate and market, founders must employ smart growth strategies while focusing on efficiency. For instance, you may begin with a product-led model serving developers. These scaling strategies might demand operational changes for your company. Start with one model and grow into the other.

VP of Engineering 245

VP of Engineering Scale Scaling Sales Hiring 245

SaaStr

DECEMBER 16, 2022

Outsourcing: If the economics don’t make sense by hiring sales reps in your location, consider outsourcing work overseas until the unit economics work out. Develop impactful messaging to tell your product story and embed that into your outbound strategy.

Outsourcing Services 276

Outsourcing Services Scale Sales Hiring Outsourced Development 276

SaaStr

NOVEMBER 30, 2023

The four stages of growth are: Early stage Early growth Growth Pre-IPO Each of those stages has key GTM milestones, benchmarks, and team-building strategies that allow you to grow effectively. But to develop a GTM strategy, you must have Product Market Fit. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM.

Scale 269

Scale Sales Hiring Scaling Outsourced Development 269

SaaStr

FEBRUARY 7, 2023

The goal is to help each other learn something new, find mentorships, create partnerships, and exchange strategies. Braindates are 1:1 and small group networking sessions designed for you to share knowledge and network with like-minded SaaS leaders during SaaStr Europa.

VP of Engineering 286

VP of Engineering Technical Cofounder Outsourcing Services CTO Coach 286

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. A well defined sales strategy is your path to meaningful, sustainable growth. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming.

Scale 177

Scale Strategy Sales Underperforming Technical Team 177

FastSpring

JANUARY 9, 2025

That said, you might be wondering what strategies work within the confines of today’s rules and if it’s even possible to earn 50% or more of your game’s revenue through D2C. Why these strategies actually can result in >50% revenue coming from D2C. So, meaty topics here today, Justin, but really excited to dig in.

Payments 164

Payments Mobile Payment Methods Revenue 164

Tom Tunguz

AUGUST 14, 2024

Nearly 10 years ago, I wrote a post about the minimum viable average contract value to justify a sales team. Most companies typically hire account executives & development reps at $15k or greater in contract value because the economics of lower ACVs aren’t viable for most.

CTO Hire 214

CTO Hire Outsourced Development Sales Hiring CTO 214

Aaron Beashel

MARCH 9, 2018

They target professional marketers at medium-sized companies and sell their product for an average of $300 per month ($3,600 Annual Contract Value). They are focused on acquiring large enterprise businesses and sell their product for several thousand dollars per month (meaning the Annual Contract Value is likely north of $50,000).

Scale 192

Scale SaaS Payments B2B Strategy 192

Intercom, Inc.

JUNE 3, 2021

And so, now’s the time to start thinking about accelerating our business strategies and grabbing the opportunities it brings. Now that the worst seems to be over, what exactly should your strategy look like? But if the strategy was good to begin with, keep at it. How can we accelerate our current strategy? Paul: Yeah.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

Clouded Judgement

JULY 16, 2024

Our platform’s extensible architecture also enables customers to rapidly adopt and develop new solutions that meet the unique and continually evolving needs of their business. ” How OneStream Makes Money From the S-1: “Our business model centers on maximizing the lifetime value of a customer relationship.

Benchmarks 295

Benchmarks Data Machine Learning Artificial Intelligence 295

Sales Hacker

JANUARY 7, 2025

We will do our best to pack it with as much value as we can, give you some tactics and strategies that hopefully you can implement. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. It is Q4 right now.

Outsourcing Services 117

Outsourcing Services Scale Outsourced Development AWS 117

Intercom, Inc.

APRIL 23, 2019

This proves onboarding isn’t just good for your acquisition strategy — it’s also good for your wallet. In some teams, I have even seen these pieces outsourced or delegated to a single engineer or designer to figure out on her own. So what makes an onboarding experience positive?

Onboarding 199

Onboarding Strategy Underperforming Technical Team Outsourced Development 199

SaaStr

MARCH 13, 2021

More often than not, developers buy first, and then other business stakeholders are brought in as the footprint and deal size expands. #2. World-class, but a bit lower than some other developer-focused leader. Not pushing annual contracts so much helped. Always interesting to hear different strategies here.

Scale 334

Scale Outsourced Development Cloud Scaling 334

SaaStr

JULY 15, 2022

But I almost never see mediocre outsource SEO really work for B2B. Ash Bhoopathy (@ashbhoopathy): What the key things are to have to absolutely make sure you have in-house versus nowadays it seems like there’s a whole bunch that you can actually outsource? Experiments are great to outsource, but you cannot outsource your core.

Scale 286

Scale Outsourcing Services Sales Hiring VP of Engineering 286

SaaStr

JUNE 29, 2023

Contract values are up nearly 30% from two years ago, representing massive growth in company SaaS spend, which is already a top five line item.” As a result, we’re seeing SaaS companies develop new pricing strategies.” They want to maximize dollar value and limit contracts to renew. CFOs are the new decision-makers.

VP of Engineering 286

VP of Engineering Trends Cybersecurity Sales Hiring 286

SaaStr

APRIL 21, 2023

Now, he has five more marketing strategies that are sure to generate more leads if done right. Most of these SaaS marketing strategies require little money, which is great for those lean, mean teams looking to get the most bang for their buck. What is the best strategy for events? You have to do the research. Keep doing it.

Outsourcing Services 256

Outsourcing Services Scale Outsourced Development Marketing 256

SaaStr

AUGUST 2, 2021

But developing solid partnerships takes vision, grit, time and patience. Service Providers: Many customers want to outsource specific work and services, so these partners operate in these spaces and can handle what’s needed. The focus also widens to executing an outstanding GTM strategy and build top-notch customer success.

Outsourcing Services 278

Outsourcing Services Scale Scaling Outsourced Development 278

SaaStr

APRIL 30, 2022

The second constituent there is the developer. Why do developers love SaaS products? It depends on the length of the contract, if there’s a contract. We look at annual churn, given the nature of those businesses that have annual or multi annual contracts with much bigger price items and tickets.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

Tom Tunguz

MARCH 27, 2022

For example, users burn tokens to execute a smart contract. As more crypto companies launch, many will define their token strategy that should consider: the purpose of the token: utility v governance. allocations across community, investors, validators, and developer incentives.

Startup 310

Startup Sales Hiring Government Outsourced Development 310

Tom Tunguz

JUNE 20, 2023

Marketing teams develop a portfolio of different strategies to acquire leads. Other days when content strategies struggle, a witty paid ad campaign entices some clicks & form fills. Other days when content strategies struggle, a witty paid ad campaign entices some clicks & form fills. What are LLMs?

Marketing 221

Marketing Outsourced Development Machine Learning Artificial Intelligence 221

Intercom, Inc.

JUNE 13, 2018

To do that, it’s not enough to replicate textbook marketing strategies. You can’t just lock yourself in a room or outsource it to some agency. That means from day one, your strategy to meet and spend time with your audience is about dividing and conquering. They can, however, outsource their executors. Don’t do this.

Branding 205

Branding Outsourced Development Scale Travel 205

Tom Tunguz

MAY 1, 2023

Conversations about contracts & pricing are kicked down the road until the customer sees value & the path to capture it. AEs, experts in closing contracts, often focus on reducing sales cycle & maximizing contract value - which aligns with their incentives & compensation plan.

Scale 202

Scale Engineering Outsourced Development Sales 202

Tom Tunguz

FEBRUARY 20, 2024

They’ve embarked on a platform strategy 5 years ago & there are some positives but also some significant challenges. The company is buying out customer contracts for six months to win over new business. The company embarked on a suite strategy 5 years ago to capture more customer budget by cross-selling products.

AI 222

AI Outsourced Development Customer Lifetime Value Cybersecurity 222

Incredo

JULY 8, 2019

The team of software engineers and testers is the main asset of any SaaS company – they develop, test and improve the product so the company can attract more and more interested users. After all, word-of-mouth is an integral part of your strategy, not the whole strategy. What’s the formula? Final thoughts.

Outsourcing Services 200

Outsourcing Services Scale Outsourced Development Sales Hiring 200

BetterCloud

MARCH 17, 2025

SaaS budgeting checklist In addition to the amount of money you already spend on SaaS, you should also check: Term lengths of your current contracts How many seats do you get for each application How often these applications are used Who manages the application for each department This will give you a more clear snapshot of your SaaS situation.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52

SaaStr

NOVEMBER 23, 2022

Algolia’s Bernadette Nixon (Chief Executive Officer) and Michelle Adams (Chief Revenue Officer) have spent the past few years developing this relational toolbox. It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs.

Underperforming Technical Team 306

Underperforming Technical Team Leadership Outsourced Development Finance 306

FastSpring

APRIL 26, 2022

In part two, we’ll cover five churn-prevention strategies that have been successful in other SaaS businesses. Part I: SaaS Churn Benchmarks Part II: 5 Proven Strategies for Reducing SaaS Churn Part III: Churn Definitions and Additional Resources. Next, let’s look at how to develop a churn-reduction action plan.

Benchmarks 147

Benchmarks Churn Payments SaaS Payments 147

SaaStr

AUGUST 8, 2023

In a fascinating workshop session, Miao shares his thoughts on how finance teams can contribute to company strategy and grow revenue. This function can be outsourced in the early days of a startup, but it is usually brought in-house after Series B. Growth Strategy Identify and implement new growth opportunities and revenue streams.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

NOVEMBER 1, 2022

AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted.

Scale 286

Scale Sales Hiring Underperforming Technical Team Cybersecurity 286