Tom Tunguz

JULY 25, 2020

To handle this complexity, some startups have split the role under two leaders: a head of product marketing and a head of demand generation. An identical query for VP Product Marketing yields 1.6m This organizational pattern isn’t an anomaly. I searched on LinkedIn for VP Demand Generation. 464k results.

Sales Recruiting 246

Sales Recruiting Product Marketing Scale Sales Hiring 246

Tom Tunguz

JANUARY 16, 2018

Last week, I shared a presentation with an executive team at a large public SaaS company on everything I’ve learned about pricing. Why do we set prices? Setting aside the important reasons of generating revenue and maintaining solvency for a business, there are many other reasons to set price. There are many others too.

Pricing 234

Pricing Market Research Interviewing Product Marketing 234

Intercom, Inc.

SEPTEMBER 2, 2021

At a product-first company like Intercom, our product marketing team has always had a crucial role – and over the years, we have often discussed how we approach product marketing. Of course, not all companies go about product marketing in the same way. Every step of the way. Liam Geraghty: Hi there.

Product Marketing 211

Product Marketing Marketing Sales Hiring Management 211

SaaStr

FEBRUARY 10, 2025

The company’s pricing structure, centered around $10,000 average contract values (ACVs), created a problematic middle ground – too expensive for small and medium-sized businesses but not substantial enough to support a partner channel strategy effectively.

Scale 162

Scale Scaling Outsourced Development Sales 162

SaaStr

FEBRUARY 12, 2025

The Power of Authentic Founder-Market Fit The most successful vertical SaaS companies are often built by founders solving problems they’ve personally experienced. This creates what I call “authentic product-market fit.”

Construction 251

Construction Scale SaaS Travel 251

SaaStr

MARCH 18, 2025

Colin observed that “everyone’s calendar was full of customer calls,” providing an immediate, tangible signal of product-market fit. Calendar density became both a lagging indicator of market interest and a leading indicator of potential revenue bottlenecks.

Scale 185

Scale Sales Hiring Scaling Headcount 185

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. Do you have a pricing page on your site or do you make it up on the fly?

Business Model 195

Business Model Scale Pricing Payment Methods 195

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Pricing: Keep It Simple (At First) Databricks started with a simple, consumption-based pricing model. So having a consumption-based pricing model makes a ton of sense. Keep pricing simple and optimize packaging.

Scale 176

Scale Sales Hiring Scaling Revenue 176

Predictable Revenue

JUNE 10, 2021

Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. The post How to Price your SaaS Product appeared first on Predictable Revenue.

Pricing 165

Pricing SaaS Scaling Product Marketing 165

SaaStr

FEBRUARY 25, 2025

Speakers share their playbooks on everything from achieving product-market fit to optimizing CAC:LTV ratios and scaling go-to-market strategies. SaaStr Annual attracts thousands of high-quality SaaS professionals across functions like engineering, product, marketing, sales, and customer success.

Sales Recruiting 195

Sales Recruiting Scale CTO Hire Sales Hiring 195

User Pilot

AUGUST 1, 2024

Product marketing is the process of bringing a product to market, and a well-curated product marketing strategy is key to understanding customer needs and driving adoption. TL;DR A product marketing strategy is a roadmap for how a new product will be positioned, priced, and marketed.

Product Marketing 105

Product Marketing Strategy Marketing Underperforming Technical Team 105

SaaStr

APRIL 30, 2022

10% basically means you don’t have any product market fit. 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. Got to go into new verticals, you have to do more marketing, you have to do more sales. Reworking your product.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

SaaStr

JANUARY 28, 2025

The company uses a customer Advisory Board and a growth Advisory Board to test new slides, messaging, product demos, and get quick reactions from customers and advisers. The company’s product marketing team is constantly testing and iterating on new messaging, with the goal of getting market feedback as quickly as possible.

AI Search 244

AI Search AI Artificial Intelligence Technical Review 244

Tom Tunguz

MAY 23, 2021

While not as hyperbolic an inflation rate as copper or lumber, the price trajectory of early stage cloud startups does result from a similar supply demand/imbalance. 3 of the years saw declining prices. Perhaps these prices are tied to blockbuster IPO markets. Pricing rounds on multiples like public market investing.

Software Review 364

Software Review Venture Capital Cloud Pricing 364

Sales Hacker

JANUARY 30, 2023

I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Find 10 people, then 100 people, then 1,000 people who love your product.

Sales Recruiting 120

Sales Recruiting Product Marketing Scale Sales Hiring 120

FastSpring

JANUARY 25, 2022

Pricing typically requires replacing a small number with a bigger one.” Pricing was a constant theme and generally delivered the fastest path to impact — although often the hardest from a change management standpoint. Start with a thought experiment: “If we raise prices 10%, what would the impact on win rates be?

Pricing 147

Pricing SaaS Technical Review Software Review 147

SaaStr

SEPTEMBER 8, 2024

Pricing is always evolving. As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee.

Sales Recruiting 322

Sales Recruiting Scale Venture Capital Sales Hiring 322

User Pilot

JUNE 11, 2024

Product marketing metrics are key for understanding and optimizing the performance of your product. They help you measure success, identify areas for improvement, and align your product management strategies with your overall business goals. Book a Userpilot demo to see how you can track all your metrics in one place.

Benchmarks 102

Benchmarks Product Marketing Metrics Marketing 102

Tom Tunguz

MAY 15, 2022

The y-axis is sales efficiency: a proxy for product-market fit (PMF). The company likely needs 1-2 quarters to develop a product and then 2 quarters to book business. Time to Strategize : with a long runway but lacking product-market fit, the startup possesses the resources to scale. Markets reverse in a moment.

Startup 355

Startup Outsourced Development Scale Banking 355

User Pilot

JANUARY 22, 2024

A product marketing framework is like a compass that guides you through the complex, fast-paced world of SaaS. From initial launch to ongoing product management , this framework acts as a map towards sustainable growth. In this article, we dive deep into what a product marketing framework is and explore its essential components.

Product Marketing 105

Product Marketing Marketing Social Media Scale 105

User Pilot

JULY 29, 2024

Looking for the best product marketing campaigns to inspire your next project? We’ve curated 16 of the most innovative product campaigns from industry leaders like Userpilot, HubSpot, and Spotify, among others, that will spark your creativity and help you create campaigns that drive product growth.

Product Marketing 104

Product Marketing Marketing Scale Underperforming Technical Team 104

SaaStr

SEPTEMBER 11, 2024

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. This is where product-led sales comes in.

Scale 307

Scale Scaling Sales Hiring compliance 307

SaaStr

DECEMBER 2, 2020

And No, It Wasn’t… Raise prices 20% — on new customers. Pricing is not a science, even in B2C companies. Raise prices 20%. Discounting back to your old list price even if far better than discounting from your old list price. Align your website and product marketing on the higher end of the market.

Scale 317

Scale Sales Hiring Sales B2C 317

User Pilot

OCTOBER 16, 2023

Like any form of analytics, product marketing analytics is all about capturing key data and optimizing the customer experience using that data. Unlike marketing analytics which focuses on replicating marketing successes, product analytics focuses on improving the product. Product page analysis in Userpilot.

Product Marketing 105

Product Marketing Marketing Data Acquisition 105

SaaStr

JUNE 20, 2021

For the first few years in the company’s life, Klaviyo dedicated itself to building the perfect product and understanding their customer. “We We just had this point of view that we’re going to focus on making sure we really understand our customers and building a product they love –– product-market fit.

Scale 313

Scale Marketing Consulting Pricing 313

SaaStr

NOVEMBER 24, 2021

Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk. Copy your entire product.

Sales Hiring 257

Sales Hiring Scale Compensation Sales 257

SaaStr

DECEMBER 14, 2021

It can be easy for SaaS companies to lose momentum if they haven’t quite found the perfect product-market fit. They reached $10 million ARR by year three, which was exciting, but what was missing was a true sense of product-market fit. How can you get back on track? The Platform: $0 – $5 Million ARR.

Sales Hiring 307

Sales Hiring Data AWS Leadership 307

Buffer Resources

FEBRUARY 28, 2024

And you don’t get “business” status without understanding pricing. So, together with creator sponsorships expert Justin Moore , who helps creators negotiate partnerships through Creator Wizard , we put together this resource on how to figure out your pricing as a creator.

Pricing 124

Pricing Social Media Consulting Branding 124

User Pilot

SEPTEMBER 4, 2024

If a metric doesn’t help you make decisions about your product, marketing, or overall business strategy , it’s likely a vanity metric. CLV helps you make informed decisions about pricing , retention, and account expansion strategies. To identify vanity metrics, ask yourself: Does this metric drive decision-making?

Product Marketing 105

Product Marketing Metrics Customer Lifetime Value Marketing 105

SaaStr

APRIL 10, 2024

Many in SaaS have found a way to drive their ACV and ARPU up over the past 18-24 months with price increases, more products, and more. Still, at this maturity, even a modest increasing in ARPU makes a difference, and pricing is up 4%. But then growth slowed as it became, in many ways, just a single-product company.

Scale 300

Scale Churn Scaling Pricing 300

SaaStr

JUNE 19, 2023

Watch it here: And only then … product-market fit. A bit more here: The 10 Things I’d Tell My Younger CEO Self to Do Better Next Time | SaaStr and 10 Things Maybe Not to Do In The Earlyish Days | SaaStr Dear SaaStr: How do companies determine what price to sell something at? The pricing of comparable products.

Scale 288

Scale Pricing Innovation Revenue 288

User Pilot

JULY 31, 2023

What does a product marketing manager (PMM) do? This is the question on the lips of many marketing professionals browsing through opportunities at tech companies. Chances are you already know their broad responsibility is to develop and implement a marketing strategy roadmap for a specific product.

Product Marketing 98

Product Marketing Management Marketing Customer Lifetime Value 98

SaaStr

SEPTEMBER 29, 2023

We now have a backdrop where it’s cheaper, easier, and faster to build high-quality products. Markets are more crowded than ever, so building multi-product companies is the best way to compete. Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products.

Scale 284

Scale Scaling Startup Sales Hiring 284

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Let’s look at the pros and cons Founder-led Sales Pros: Flexibility as a founder in terms of how you craft messaging, pricing, etc.

Scale 277

Scale Sales Hiring Scaling Sales 277

Tom Tunguz

MAY 13, 2019

My answer was: it’s become incredibly sophisticated along three dimensions: diversity of product offering, pricing sophistication, and efficiency of investment processes. That’s not to say startups trade like exactly like the public market, but the pendulum has swung considerably from art to science.

Pricing 255

Pricing Startup Investment Trends 255

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Competitive differentiation. Building a stage-specific team. #1

Scale 322

Scale Scaling Technical Review Systems Review 322

SaaStr

JULY 1, 2024

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. It’ll also likely be wrong.

Sales Hiring 300

Sales Hiring Scale SMB compliance 300