Reliable market sizing doesn't have to be as complicated or painstakingly slow as you think. This presentation offers a quick overview of the art and science of market sizing, and offers a step-by-step guide on how to conduct seven fast market sizing approaches.
Margaret Dawson defines integrated marketing and the required components of an integrated marketing plan. You can use this template to set up your marketing program for success. From performing a market analysis and SWOT to establishing the right strategies and objectives to establishing the right metrics - and then putting an action plan together based on all of that.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Market sizing TAM SAM SOM Target MarketReza Hashemi
Startups need a clear understanding of their market segment and show know about SAM, TAM abd SOM. As a Mentor in StartupWeekend and NEXT program, I have noticed that many entrepreneurs are not familiar with these terms. Here’s a quick explanation of what they mean, as an addition to this useful slides (Copyright notes inside) :TAM is Your Total Available or Addressable Market (everyone you wish to reach with your product) , SAM is Your Segmented Addressable Market or Served Available Market (the portion of TAM you will target), SOM is Your Share of the Market (the subset of your SAM that you will realistically reach – particularly in the first few years of your business), SOM is known as Target Market in Steve Blanc Startup Manual.
Identifying your TAM, SAM and SOM requires some market research.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
Margaret Dawson defines integrated marketing and the required components of an integrated marketing plan. You can use this template to set up your marketing program for success. From performing a market analysis and SWOT to establishing the right strategies and objectives to establishing the right metrics - and then putting an action plan together based on all of that.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Market sizing TAM SAM SOM Target MarketReza Hashemi
Startups need a clear understanding of their market segment and show know about SAM, TAM abd SOM. As a Mentor in StartupWeekend and NEXT program, I have noticed that many entrepreneurs are not familiar with these terms. Here’s a quick explanation of what they mean, as an addition to this useful slides (Copyright notes inside) :TAM is Your Total Available or Addressable Market (everyone you wish to reach with your product) , SAM is Your Segmented Addressable Market or Served Available Market (the portion of TAM you will target), SOM is Your Share of the Market (the subset of your SAM that you will realistically reach – particularly in the first few years of your business), SOM is known as Target Market in Steve Blanc Startup Manual.
Identifying your TAM, SAM and SOM requires some market research.
How (and When) to Hire a Great VP of Customer Success Management CSMGainsight
The VP of Customer Success role has become one of the hottest hiring priorities for companies in the Subscription Economy. Although the impact is now widely recognized, businesses still struggle with identifying the right time to bring on a CSM leader, and furthermore, how to recognize truly great candidates.
Join a lively conversation between Nick Mehta, CEO at Gainsight, Tomasz Tunguz, Partner at Redpoint Ventures, and Monica Adractas, VP of Customer Success and Retention at Box as they share how (and when) to hire a great VP of Customer Success.
In this webinar, you’ll learn:
- How data supports hiring a VP Customer Success earlier in the company lifecycle
- What the key characteristics of greatness are and how to identify them early
- How maturing companies have evolved the VP Customer Success role to meet the changing needs of their customer base
Featuring: Tomasz Tunguz, Partner at Redpoint Ventures; Monica Adractas, VP of Customer Success and Retention at Box; and Nick Mehta, CEO at Gainsight
To download the editable version of this document, go to www.slidebooks.com
Market & competitor analysis template in PPT created by former Deloitte & McKinsey management consultants and talented designers.
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
How to think about your new business go to market strategy?
In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
Presenting, competitor analysis PowerPoint presentation slides. These PPT slides restrain one stage process to overcome your obstacles relating to marketing and competing. Flat designs are provided to have a clear understanding. We have included the topics dealing with identification, trademarks/logos, comparison and positioning based on your accurate data. Competitor ranking, revenue calculation, profit, and moreover, you can use these designs to explain your detailed studies regarding their internal/external portfolio. Market segmentation, competitor's average price per product and their advancing areas, thorough understanding and an attractive presentation can help you excel in your project. Also, you can lay down your ideas concerning, other corporate strategies and social media analysis. Merging these conceptual slides in your PowerPoint presentation will also encourage your company's work ethic proving beneficial. Our planners have incorporated images samples here which can easily be personalized for your fit. Use our, competitor analysis PPT slides in your competitor analysis, competitive intelligence, competitor landscape related presentations to precisely portray your aim. Our Competitor Analysis PowerPoint Presentation Slides are a sure bet. Guaranteed to win against all odds.
Planning a Product launch ? Here is a guideline/template for Defining a Go To Market Strategy. The deck would be more apt for Technology Product / Solution launch. Feel free to download and customize the deck for your needs.
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
SALES PITCH is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
Business Plan, Business strategies, marketing plan, marketing strategies, sales plan, sales strategies, executive summary, competitors, small business plan, budget, forecast, business analysis, operations, personnel, mission, vision, jose cintron mba, mba4help.com
This is a preview of the Complete Business Frameworks Reference Guide/Toolkit. The full document can be downloaded here:
https://flevy.com/browse/business-document/complete-business-frameworks-reference-guide-644
The Complete Business Frameworks Reference Guide is a very comprehensive document with over 300+ slides--covering 50 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms, such as McKinsey, Bain, BCG, Booz, Monitor Group, Deloitte, Accenture, IBM, E&Y, LEK, AT Kearney, Roland Berger, Oliver Wyman, and others.
INCLUDED FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Core Competence Analysis
16. Cost Structure Analysis
17. Customer Experience
18. Customer Satisfaction Analysis
19. Customer Value Proposition
20. Fiaccabrino Selection Process
21. Financial Ratios Analysis
22. Gap Analysis
23. Industry Attractiveness & Business Strength Assessment
24. Key Purchase Criteria
25. Key Success Factors (KSF)
26. Market Sizing & Share
27. McKinsey 7-S
28. Net Present Value
29. PEST Analysis
30. Porter Competition Strategies
31. Porter's Five Forces
32. Portfolio Strategies
33. Price Elasticity
34. Product Life Cycle
35. Product Substitution
36. Relative Cost Positioning
37. Rogers' Five Factors
38. Scenario Techniques
39. Scoring Models
40. Segment Attractiveness
41. Segmentation & Targeting
42. Six Thinking Hats
43. Stakeholder Analysis
44. Strengths & Weaknesses Analysis
45. Structure-Conduct-Performance (SCP)
46. SWOT Analysis
47. SWOT Strategies
48. Treacy / Wiersema Market Positioning
49. Value Chain Analysis
50. Venkat Matrix
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Kotler Keller - Marketing Management 15th edition
Chapter 01 Lecture slide
Made by Korea Institute of Marketing Education
http://www.marketingkorea.org
02-563-0717
A Go to Market Strategy is a strategic plan that organizations use to outline how they will bring a new product, service, or business model to market. This strategy is created with the intention of attaining competitive advantage in the industry by improving the overall product experience of the customer (e.g., reasonable price, high quality materials, etc.). While creating an enticing value proposition is a commonly used strategic plan of organizations, the Go to Market Strategy is unique in that it specifically highlights how the company will use internal and external resources to differentiate and establish itself to succeed in a new market segment or geography.
Fill out the template on the next page with ideas related to your Go to Market Strategy.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
To download the editable version of this document, go to www.slidebooks.com
Market & competitor analysis template in PPT created by former Deloitte & McKinsey management consultants and talented designers.
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
How to think about your new business go to market strategy?
In my accelerators mentoring sessions, I try to bring all the knowledge I have built in the last 10 years into a 30min presentation, aiming to inspire entrepreneurs and startups founders and give them hints and tips on how to think and develop their go to market strategy as an essential part of successfully launching and growing their business idea.
These slides are by no mean a go-to-market strategy template but rather an elaboration on the different aspects of what constructs the process of building the sales and marketing activities of a new business.
The slides touch the following topics:
Things that you can control for your idea to be successful
Re-thinking your new business KPIs
Analysing the market objectively
Identifying target customers
Defining the "Minimum Viable Sales Process"
Widening the marketing activities
Tracking and optimisation
Presenting, competitor analysis PowerPoint presentation slides. These PPT slides restrain one stage process to overcome your obstacles relating to marketing and competing. Flat designs are provided to have a clear understanding. We have included the topics dealing with identification, trademarks/logos, comparison and positioning based on your accurate data. Competitor ranking, revenue calculation, profit, and moreover, you can use these designs to explain your detailed studies regarding their internal/external portfolio. Market segmentation, competitor's average price per product and their advancing areas, thorough understanding and an attractive presentation can help you excel in your project. Also, you can lay down your ideas concerning, other corporate strategies and social media analysis. Merging these conceptual slides in your PowerPoint presentation will also encourage your company's work ethic proving beneficial. Our planners have incorporated images samples here which can easily be personalized for your fit. Use our, competitor analysis PPT slides in your competitor analysis, competitive intelligence, competitor landscape related presentations to precisely portray your aim. Our Competitor Analysis PowerPoint Presentation Slides are a sure bet. Guaranteed to win against all odds.
Planning a Product launch ? Here is a guideline/template for Defining a Go To Market Strategy. The deck would be more apt for Technology Product / Solution launch. Feel free to download and customize the deck for your needs.
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
SALES PITCH is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
Business Plan, Business strategies, marketing plan, marketing strategies, sales plan, sales strategies, executive summary, competitors, small business plan, budget, forecast, business analysis, operations, personnel, mission, vision, jose cintron mba, mba4help.com
This is a preview of the Complete Business Frameworks Reference Guide/Toolkit. The full document can be downloaded here:
https://flevy.com/browse/business-document/complete-business-frameworks-reference-guide-644
The Complete Business Frameworks Reference Guide is a very comprehensive document with over 300+ slides--covering 50 common management consulting frameworks and methodologies (listed below in alphabetical order). A detailed summary is provided for each business framework. The frameworks in this deck span across Corporate Strategy, Sales, Marketing, Operations, Organization, Change Management, and Finance.
These frameworks and templates are the same used by top tier consulting firms, such as McKinsey, Bain, BCG, Booz, Monitor Group, Deloitte, Accenture, IBM, E&Y, LEK, AT Kearney, Roland Berger, Oliver Wyman, and others.
INCLUDED FRAMEWORKS & METHODOLOGIES:
1. ABC Analysis
2. Adoption Cycle
3. Ansoff Market Strategies
4. Balanced Scorecard
5. BCG Growth-Share Matrix
6. Benchmarking
7. Blue Ocean Strategy
8. Break-even Analysis
9. Business Unit Profitability
10. Economics of Scale
11. Environmental Analysis
12. Experience Curve
13. Cluster Analysis
14. Company & Competitor Analysis
15. Core Competence Analysis
16. Cost Structure Analysis
17. Customer Experience
18. Customer Satisfaction Analysis
19. Customer Value Proposition
20. Fiaccabrino Selection Process
21. Financial Ratios Analysis
22. Gap Analysis
23. Industry Attractiveness & Business Strength Assessment
24. Key Purchase Criteria
25. Key Success Factors (KSF)
26. Market Sizing & Share
27. McKinsey 7-S
28. Net Present Value
29. PEST Analysis
30. Porter Competition Strategies
31. Porter's Five Forces
32. Portfolio Strategies
33. Price Elasticity
34. Product Life Cycle
35. Product Substitution
36. Relative Cost Positioning
37. Rogers' Five Factors
38. Scenario Techniques
39. Scoring Models
40. Segment Attractiveness
41. Segmentation & Targeting
42. Six Thinking Hats
43. Stakeholder Analysis
44. Strengths & Weaknesses Analysis
45. Structure-Conduct-Performance (SCP)
46. SWOT Analysis
47. SWOT Strategies
48. Treacy / Wiersema Market Positioning
49. Value Chain Analysis
50. Venkat Matrix
The level of detail varies by framework, depending on the nature of the management model. Examples, templates, and case studies are provided.
Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities.
Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework
Kotler Keller - Marketing Management 15th edition
Chapter 01 Lecture slide
Made by Korea Institute of Marketing Education
http://www.marketingkorea.org
02-563-0717
A Go to Market Strategy is a strategic plan that organizations use to outline how they will bring a new product, service, or business model to market. This strategy is created with the intention of attaining competitive advantage in the industry by improving the overall product experience of the customer (e.g., reasonable price, high quality materials, etc.). While creating an enticing value proposition is a commonly used strategic plan of organizations, the Go to Market Strategy is unique in that it specifically highlights how the company will use internal and external resources to differentiate and establish itself to succeed in a new market segment or geography.
Fill out the template on the next page with ideas related to your Go to Market Strategy.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
Learn how to create an action plan that defines how you will reach your target customers and achieve competitive advantage. This session is geared for startups that have not yet entered the market and are contemplating what needs to be in place for product launch.
Some ideas about how to write a business plan.
The first chapter : introduction
See the second chapter : information & analytics : (http://www.slideshare.net/oscarz9/how-to-write-a-business-plan-02)
For more staff, visit my site : zhaoscar.com
Strategic Management: Organizational DesignTriune Global
There are a number of factors that differentiate small-business operations from large-business operations, one of which is the implementation of a formal organizational structure. Organizational structure is important for any growing company to provide guidance and clarity on specific human resources issues, such as managerial authority. Small-business owners should begin thinking about a formal structure early in the growth stage of their business.
Different types of startups, markets and whysBlaz Kos
This presentation is about various types of startup companies, markets and core competencies.
In the presentation you will learn why market trends are important, why markets always win, how to calculate market size and why you have to start with the strong why.
You will also learn the fundamental difference between established companies and startups. Startups are designed to search and established companies to execute.
Provides practical tips on how to prepare to enter the marketplace with your product. Relevant for all start-ups that are still in a development phase and contemplating the various pieces that need to be in place for product launch.
https://masterclass.etiennegarbugli.com
This presentation was voted Most Liked presentation of the year by SlideShare. In December 2013, 26 Time Management Hacks I Wish I'd Known at 20 was included in the Slideshare Zeitgeist.
Eric Ries' presentation on lean startups. From Steve Blank's Customer Development course at Berkeley. Learn more and hear the audio at http://bit.ly/3qsvJ.
Much before a company starts to estimate the market size, it is very important to compile the data concerned in PPT template format relating to the study of market potential. Other parameters like defining of customer target, penetration rate, and potential market size can be addressed with ease in a Market Sizing PowerPoint Presentation Slides. As far as company’s allocation is concerned in the total market size it can be measured by the stats of total volume rightly updated in presentation template. Number handling and other calculation part has become very easy as all the measurement tables and formulas are supported in PowerPoint slideshow. In a conference hall qualitative and qualitative aspects can be handled, brought into notice and assessed with ease using pre designed graphics in PPT layout. Even before a new product or service is launched its important to understand the market potential with respect to your company, all of which can be tracked with presentation slide, thus helping you to stand at par with others. Ensure ethnic feelings are duly considered with our Market Sizing PowerPoint Presentation Slides. Be able to address cultural concerns.
Rapid Optimization Application Development Using Excel and SolverMichael Mina
Marketing optimization is the process of determining how to allocate marketing dollars in order to achieve specific goals (e.g., maximize profit), subject to certain constraints (e.g., a fixed marketing budget). This often takes the form of using mathematical techniques to determine who to target, through which channel, and with what message or offer.
A number of optimization applications are commercially available. However, many of them require changes to data and computational infrastructure that are labor-intensive and cost-prohibitive. This presentation will demonstrate how optimization applications can be developed easily and quickly using Excel combined with Excel Solver, even for large marketing campaigns.
This presentation will discuss how segmentation can be used to reduce the complexity of large optimization problems, and how to quickly develop a simple but effective optimization application using Excel combined with Excel Solver.
This presentation will be of interest to those seeking to optimize marketing campaigns of any size while managing operational and computational complexity.
An electronic copy of the Excel worksheet used for optimization is this presentation is available at tinyurl.com/mina2018artforum.
Energy and utilities analytics market worth $4.3 billion by 2025DheerajPawar4
[269 Pages Report] Energy and utilities analytics market size, analysis, trends, & forecasts. The global market for energy and utilities analytics categorized by solutions, services, deployment mode, organization size, application, vertical, and by region.
Energy and utilities analytics market vendors by share & growth strategie...DheerajPawar4
[269 Pages Report] The global market for energy and utilities analytics categorized by solutions, services, deployment mode, organization size, application, vertical, and by region.
Cognitive analytics market is expected to grow $10.95 billion by 2022DheerajPawar4
[162 Pages Report] Cognitive analytics market categorizes the global market by application by component, deployment model, organization size, industry, and by region.
Market leadership cognitive analytics market by marketsand marketsDheerajPawar4
Cognitive Analytics Market by Application (Fraud and Risk Management, Customer Analysis and Personalization, and Sales and Marketing Management), Component, Deployment Model, Organization Size, Industry, and Region - Global Forecast to 2022
Cognitive computing market vendors by size, share & growth strategies 2...DheerajPawar4
[207 Pages Report] To provide detailed information about the key factors influencing the growth of the market (drivers, restraints, opportunities, and industry-specific challenges)
[137 Pages Report] The data center colocation market size is expected to grow from USD 31.52 billion in 2017 to USD 62.30 billion by 2022, at a Compound Annual Growth Rate (CAGR) of 14.60%.
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenViewOpenView
Usage-based pricing (UBP), also known as consumption-based pricing, is a pricing model that enables customers to pay for a product according to how much they use it. The metric used to measure usage corresponds to how the customer is extracting value from the product. UBP is becoming increasingly prevalent within SaaS, replacing more traditional subscription- and seat-based pricing models. Learn more at https://openviewpartners.com/blog/
Investment banks can provide a tremendous amount of value to your business. This might be most clear when it comes to assisting with a sale process or preparing for an IPO, but advice and guidance often begins well before a transaction.
You don’t need to be actively pursuing an exit to begin speaking with banks. Building relationships early on can provide perspective on who would be the best partner down the road, and are often great resources before engaging as well.
Read more at https://openviewpartners.com/blog/
A common problem facing startup founders is how to adequately fund their businesses from inception through profitability.
Many rely on equity raises to climb up the J-curve, but the dilution that results is often a hefty price to pay. Fortunately, that isn’t the only option.
Venture debt is a potentially attractive alternative that founders tend to under-utilize. Whether you’re looking for a source of growth capital with minimal dilution, a way to extend your runway between equity financings, or both, venture debt is an important component of the capital structure for many venture-backed startups.
What’s best is that you don’t need to be an expert in debt financing to make venture debt work for your business. What you do need to understand, however, is how and when to access the venture debt markets.
Read more here: https://openviewpartners.com/blog
11 PLG Principles for the Age of Connected Work from OpenViewOpenView
We’re often asked “How do we become PLG?” While there is no one way to PLG, we have accumulated a number of principles below to guide entrepreneurs. Building upon our inaugural post on what is PLG, we are launching our PLG principles for the Age of Connected Work. Public company PLG leaders like Datadog, Snowflake and HubSpot have adopted at least nine of the principles and are rewarded with outsized valuations–more on that later.
You don’t need to adopt all 11 principles to be PLG, but use as many as are applicable for your market to build a defensible competitive advantage for your business and win in the long-term. Start by embracing the Build principles; otherwise you’ll be optimizing from a shaky foundation. Then layer on Deliver and Monetize principles to amplify your efforts.
Read more at https://openviewpartners.com/blog/age-of-connected-work/
Developer-focused tools can greatly improve organic discovery and conversion by ensuring that their documentation acts as a side-door to the product.
Often, developer documentation is so product and feature focused that it doesn’t answer the question ”What’s in it for me with this product?”
We researched 20+ developer-focused products’ documentation using the internet archive to understand trends and best practices used by top companies in the space.
It’s important to note that this is a follow on to our Developer Buyer Journey, and we recommend reviewing that first.
What Happened After SaaS Companies Introduced Free Offerings Last YearOpenView
2020 was the year of free. And 2021 is the year of reaping the rewards. Let's dig into what happened when SaaS companies started to give away their products.
Product Led Growth (PLG) is a go-to-market strategy that relies on product usage as the primary driver of acquisition, conversion and expansion. Learn why we're now in the end user era and how your org can adapt.
Anyone who has ever tried to sell software to developers probably learned pretty quickly that traditional B2B marketing tactics just plain don’t work. Developers are a tough crowd, their time is extremely valuable, and they’re allergic to anything that even remotely feels, tastes, or smells like marketing.
How Organizations Can Focus Sales for Maximum ImpactOpenView
The best PLG businesses have a dirty secret: They all have sales teams. In fact, they’re doubling down on these teams.
But that doesn’t mean their unit economics are going to get any less attractive, or that they’ll build their sales team at the same pace that their lead volume increases.
How are the best companies doing this? Focus. We used to want to build a big funnel to give our sales team plenty of leads—but many of the experts Sam Richard spoke with from InVision, Wistia, Hubspot and more told me that they’re “splitting the funnel,” or narrowing it, to keep their teams laser-focused on the leads that make sense for their business.
Sam just finished a project with an OpenView portfolio company that wanted help identifying ways to keep their sales team focused on the best accounts coming through their free tool. During the course of the work, Sam consulted with experts and pretended to be a lead in order to shape some findings that she would now like to share with the community.
We invite you to check out Sam's findings, best practices and suggestions to rethink how you’re applying sales resources at your own organization. We hope this helps provide some guidance, and we’d love to know how your organization does this or what companies you admire who do this well. Reach out on Twitter or LinkedIn.
The Recession Planning Framework for StartupsOpenView
We are “officially” entering a recession. That’s likely not a surprise to hear.
For SaaS companies, a recession is defined by a few things:
Churn increases (big time)
ARR growth decreases (big time)
Cash burn feels like bleeding out (big time)
Runway is king
You’ve probably read this same kind of advice in many doom and gloom posts over the last month or so.
But how do you turn these high-level truths into practical action?
I put together this Recession Planning Framework based on how I have seen the best SaaS CEOs leading through this crisis.
I hope that it makes planning during this uncertain time feel less like summoning a crystal ball and more like navigating with a map .
This framework is meant to help you develop the map so you can then focus on navigation.
Step up. Lean in. Be strong. Make decisions. Move forward.
It’s never been more imperative to understand if you're providing enough value to your customers. Check out our best practices for building a customer health score based on product analytics, customer success, and support data.
Product Led Growth (PLG) is a go-to-market strategy that relies on product usage as the primary driver of acquisition, conversion and expansion. Learn why we're now in the end user era and how your org can adapt.
We uncovered a lot of information in our 2019 Expansion SaaS Benchmarks survey. What's keeping founders up at night, what the fundraising landscape looks like and how a product led growth strategy can help you narrow your focus to see better results.
Over the past few decades, buyer power shifted from the executive to the end user. OV's Kyle Poyar explains how this shift occurred and how product led growth is how you adapt.
OpenView surveyed over 500 companies, from pre-revenue to $150M+ ARR publicly traded SaaS companies, about what does and doesn't work when it comes to scaling a business.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...jamalseoexpert1978
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
4. Understanding How to Think About a Market Opportunity
4
• 4 ways to think about market size. Knowing the level of detail necessary to address your concerns
is key to properly scoping the problem and approach.
5. Total Market Potential
• Definition: The potential sales value of a particular product or service within a specific target
segment over a specified time frame.
– How is it calculated?
• Total Market Potential = (# of Opportunities) x (Average Selling Price of Opportunities)
• Best to do this calculation at segment by segment level, not as an overall market.
– Important Assumptions:
• Company can win 100% of market opportunities.
• All opportunities within market are there for the taking.
• Price is consistent across market.
– Costs & Benefits:
• Statistic can be estimated in hours, not days.
• Useful for quickly understanding the potential for a B2B market opportunity in terms of
magnitude.
• Always grossly overstated, due to over-simplification.
5
6. Total Addressable Market (TAM)
• Definition: The potential sales value of a specific target segment over a specified time frame that
takes into consideration the available demand for a particular service or product.
– How is it calculated?
• TAM = (# of Opportunities) x (% Targetable Opportunities) x (Average Selling Price of
Opportunities)
• Targetable opportunities can be estimated via a market research survey or an
assessment of current market penetration.
• Best to do this calculation at segment by segment level, not as an overall market.
– Important Assumptions:
• Company can win 100% of its targetable opportunities.
• All opportunities within targetable segment are there for the taking.
• Price is consistent across all segments and customers.
– Costs & Benefits:
• Provides more realistic picture of market opportunity than total market potential.
• Always overstated
• Statistic can be estimated in a day or less if willing to use publicly available data to
estimate percentage of targetable opportunities.
6
7. Segmented Addressable Market (SAM)
• Definition: The potential sales value of a specific target segment over a specified time frame that
is limited to available demand for a particular service or product that can be addressed via a
specific business model and strategy.
– How is it calculated?
• SAM = (# of Opportunities) x (% Targetable Opportunities) x (% Opportunities Targeted
as Part of Business Model) x (Average Selling Price of Opportunities)
• The segment or business model addressable opportunities can be estimated via more
targeted market research.
– Important Assumptions:
• Opportunity tomorrow is same as opportunity today.
• Company can win 100% of its segmented or business model addressable opportunities.
– Costs & Benefits:
• Provides a more accurate estimate of actual revenue potential of a market or segment.
• Requires a more involved process, as you have to understand what percentage of the
market would be addressable via your business model.
• Inputs into calculation are difficult to come by and may require primary research which
can be very costly and time consuming.
7
8. Expected Share of Addressable Market (ESAM)
• Definition: The portion of the segmented addressable market sales value expected to be won,
due to a given produce or service, over a specified time frame.
– How is it calculated?
• ESAM = (Expected Win Rate) x (Segmented Addressable Market) x (Average Selling Price
of Opportunities)
• The win rate can be proxied by win rates in other similar segments or estimated via
market research.
– Important Assumptions:
• Opportunity tomorrow is same as opportunity today.
• Win rates are same across segments.
• Opportunity tomorrow is same as opportunity today.
• Price is consistent across all segments and customers.
– Costs & Benefits:
• Statistic provides most accurate estimate of actual market opportunity. Although
typically understated.
• Inputs into calculation are difficult to come by and may require primary research which
can be very costly and time consuming.
8
9. Developing a Clear Market Definition
• What is a Clear Market Definition?
– A series of externally identifiable characteristics that identify the group of companies who
would likely have a need for product/services and could reasonably be expected to consider
purchasing product/service or a competitor’s product/service within a given time frame.
• 6 Key Factors To Consider When Developing a Market Definition:
9
Market
Definition
Relevant
Good/
Service
Minimum
Viable
Opportunity
Resources
Timeframe
Costs
Opportunity
Limitations
Legend
Business Factor
Outside Factor
10. Opportunity Size Triangulation – 3 Ways to View an Opportunity
10
Opportunity
Size
Top-Down:
Percentage of total
revenue in current
market
Bottoms-Up:
Customer or
competitor customer
spend on this
category
Resource Constraint Sizing:
Ability and cost to serve
market within time and
resource constraints.
11. What’s The Difference Between Top-Down and Bottoms-Up Approaches
• Its all about how you view the market and what this enables you to see or prevents you from
seeing.
11
13. Quick Top-Down Example
13
• Question: What is the market size for commercial printing services?
• Who are their target customers?
– Can we bucket each profiled customer by industry or another easily identified
attribute?
– Is there a minimum employee or revenue threshold to afford or need these services?
• We can use analyst firm IT Spend Statistics to figure this out.
• Minimum Revenue = Average Sales Price (ASP) / (% Revenue Spent on IT * %
Allocation of IT Budget Towards technology Area * % Take of Technology
Allocation )
• How many companies are in each of these target industries with the specified
characteristics?
– We use CapitalIQ, Jigsaw.com, LinkedIn.
14. Quick Top-Down Example Continued
14
• How much will customers be willing to spend on printing per a year?
– Can we estimate this from their current customers?
– If not, can we approximate number using publicly available competitor data?
• Key: Must be uniquely focused on space or breakout revenue in financial reporting.
• CapitalIQ and 10-ks are great sources for customer and revenue.
• We have a range, so conservatively estimate a high-end ($500k) and low-end ($200k)
• Putting it all together to calculate a market size:
15. Analyst Spend Statistic Market Size Example
15
• Question: What is the market size for disaster recovery services for a company who sells to
utilities and charges a minimum of $1,000 per a month for this type of service?
• What is minimum revenue for utility that would be likely to purchase DR services at this
price point or higher?
– We can use analyst firm IT Spend Statistics to figure this out.
• Gartner overall spend statistics
• Forrester DR/BC IT Spend Allocation Report
– Minimum Revenue = Minimum Sales Price / (% Revenue Spent on IT * % Allocation of IT
Budget Towards technology Area * % Take of Technology Allocation )
– Minimum Revenue = ($1,008*12)/(.062*.013*1.00) = $15,000,000
Company Annual
Revenue
Employee
Count
Allocation of
revenue to IT
budget (Utilities)
Allocatio
n of IT
budget
towards Target "take" %
Monthly Service
Price Can Afford
Inputs 0.9 6.2% 1.30% 100% 12
$5,000,000 6 $310,000 $4,030 $4,030 $336
$10,000,000 11 $620,000 $8,060 $8,060 $672
Basement $15,000,000 17 $930,000 $12,090 $12,090 $1,008
$20,000,000 22 $1,240,000 $16,120 $16,120 $1,343
$30,000,000 33 $1,860,000 $24,180 $24,180 $2,015
$40,000,000 44 $2,480,000 $32,240 $32,240 $2,687
$50,000,000 56 $3,100,000 $40,300 $40,300 $3,358
$75,000,000 83 $4,650,000 $60,450 $60,450 $5,038
$100,000,000 111 $6,200,000 $80,600 $80,600 $6,717
16. Analyst Spend Statistic Market Size Example Continued
16
• How many utilities generate less than $15 million in revenue per year in the United States?
– Looks like there are a couple good sources to make estimate: LinkedIn, US Energy information
Administration
– Need to convert revenue into an employee count to use LinkedIn. This can be done using an
industry revenue to employee multiplier.
• We can estimate total market opportunity without ASP since we have a canonical revenue list.
– Total Market Opportunity = ∑(Revenue* (% Revenue Spent on IT * % Allocation of IT Budget
Towards DR/BC) = $248,000,880
• What is our expected take of this market?
– Let’s use our current overall win rate of 25%.
– So total market opportunity = (25% * $248,000,880) = $62,220,000
Source Number of Utilities Confidence
LinkedIn 1309 Medium
US Energy Information Administration 1,225 High
Best Estimate 1,225 High
17. Census-Based Market Sizing Example
• Question: What is market size for firm who sells to US-based
architecture firms with greater than $2.5M in revenue and an ASP
of $5,000 per year?
• How many US-based architecture firms are there with greater
than $2.5M in revenue?
• Employee to Revenue Conversion: 20 employee minimum
• Find NAICS Codes for target space: 54131 and 54132
• Finding right Census Dataset - focus on dataset that is most
granular with firm size on low-end.
• Note: Hierarchical data so components are only additive when have
same number of NAICS digits.
• What is the overall market opportunity for this firm?
– Target Market Opportunity = Number of Opportunities * ASP =
(1857+365) * 5,000 = $11,110,000
17
Multiple
relevant NAICs
for a specific
sector.
Sometimes at
different
hierarchy in
data.
18. LinkedIn-Based Market Sizing Example
• Question: What is market size for firm who sells to US-based architecture firms with greater
than $2.5M in revenue and an ASP of $5,000 per year?
• How many US-based architecture firms are there with greater than $2.5M in revenue?
• Employee to Revenue Conversion: 20 employee minimum
• Identify parameters and determine if need to qualify by advanced keywords search.
• Determine if opportunity at firm or location level.
• Pull Counts by Company Size Ranges
18
Any
Size
Not
Specified 1 to 10 11 to 50
51 to
200
201 to
500
501 to
1,000
1,001 to
5,000
5,001 to
10,000 10,000+
None Architecture &
Planning
Location Count 7,326 1,121 3,514 1,917 632 91 22 24 2 3
None Architecture &
Planning
Headquarters Only 6,637 1,004 3,132 1,767 601 87 20 21 2 3
Architectural
Services
Architecture &
Planning
Location Count 1,239 158 588 375 97 15 1 5 0 0
Architectural
Services
Architecture &
Planning
Headquarters Only 1,098 135 510 338 95 15 1 4 0 0
Architectural
Design
Architecture &
Planning
Location Count 2,080 269 1,038 584 159 21 3 6 0 0
Architectural
Design
Architecture &
Planning
Headquarters Only 1,827 231 888 527 153 20 3 5 0 0
Architectural
Landscape
Architecture &
Planning
Location Count 141 19 69 32 18 1 0 2 0 0
Architectural
Landscape
Architecture &
Planning
Headquarters Only 125 17 61 27 18 1 0 1 0 0
Search Term Category Type
Company Count by Employee Size
19. LinkedIn-Based Market Sizing Example Continued
• Estimate composition of company size range that overlaps cut-off point using alternative
source like Census Data.
• Quarantine any data that does not need to be included in transformation to minimize
exposure to assumption.
• Apply conversion ratio to LinkedIn estimate and calculate number of opportunities:
• What is the overall market opportunity for this firm?
• Target Market Opportunity = Number of Opportunities * ASP = (960+189) * 5,000 = $5,745,000
19
Segment
Number of
Firms Total 0-4 5-9 10-19 20-99 100-499 500+
Number of
Firms >10 <20 20-99 100+
Architecture Services 23,581 14,704 4,482 2,481 1,599 262 53 4,395 56.45% 36.38% 7.17%
Firm Population Ratio
Approach
Less Than 20
Employees
100
Employees
or More Total
LinkedIn Category: "Architecture & Planning" 5,033 193 6,205
LinkedIn Search: "Architectural Landscape" 99 4 122
LinkedIn Derived 4,934 189 6,083
19
979
20 to 99 Employees
960
20. Directory-Based Market Sizing Example
• Question: What is market size for firm who sells to US firms in Financial Service industry with at
least 1,000,000 customers and an ASP of $100,000?
• What does this target market entail?
• Can it be broken-down into sub-markets?
• FDIC Insured versus Non-FDIC Insured
• Type: Commercial Bank, Retail Bank, Asset Management Company, etc.
• What is definition of Opportunity?
• Firm, location, division?
• How many US-based financial service firms are there with at least 1 million customers?
• Identify Directories
• Government Directories: Regulatory Agency and Regulation directories and databases
• Private Directories: Top firm lists, Association membership lists, licensing organizations
• Does any combination of directories allow for us to directly or indirectly estimate customers
and cover the whole space we are interested in sizing?
• FDIC Insured US Banks Database
• Towers Watson 2012 Top 500 investment firms
20
21. • Build list of companies by sub-market
• Review data on companies to see what might be able to be used to estimate customers
• Assets under management looks the best as it is available in both sources.
• Convert Assets Under Management to Customers for list of companies.
• Create combined list of firms with at least 1 million customer, dedup and count. We get 119.
• What is the overall market opportunity for this firm?
• Target Market Opportunity = Number of Opportunities * ASP = (119) * 100,000 = $11,190,000
Directory-Based Market Sizing Example Continued
21
Wells Fargo TD Bank Average
Customers 70,000,000 20,500,000
Assets 514,853,000,000 $98,613,149,000
Average Assets Per Customer 7,355 4,810 6,083
22. Power Curve Market Sizing Example
• Question: What is market size for company that
sells to accounting firms with $20 Million in
revenue if their ASP was $100,000 per year?
• How many accounting firm opportunities are
there?
• Prior Knowledge: This space is dominated by
the Big 4 (Ernst Young, KPMG, Deloitte,
PWC).
• Hypothesis: May be extremely consolidated
space, whereby we can use power curve to
estimate.
• Validate Hypothesis: Power curve
hypothesis is validated by Chart of top 25
accounting firms by revenue and then top
100 firms by revenue to confirm theory.
• Not strong enough to answer question
outright if need an exact number.
22
23. Power Curve Market Sizing Example Continued
23
• What is total revenue of accounting market?
• The top 100 firms account for
$49,468,330,000 and the total
accounting market is
$374,000,000,000. However, this
seems to include lots of other spaces.
• Can we estimate employment composition
for top 100 versus rest of market?
• No public data on this.
• Last resort, can graph revenues of top 100
and extrapolate out.
• 108 firms in target
• What is overall market opportunity for firm?
– Target Market Opportunity = Number of
Opportunities * ASP = 108 * $100,000 =
$10,800,000
24. Resource Constraint Angle on Sizing Example
• Question: What is the market opportunity 1- year out for a firm selling marketing
automation software to financial service firms with at least 50 million in revenue?
• Resource Constraints:
• Can bring on board 5 salespeople within budget this year
• Each salesperson can make 10 phone calls a day that get through to a
prospect
• 3 weeks of vacation per employee
• 25% of attempts will convert into opportunities
• 20% of opportunities will convert into sales
• 5% of the sales calls will convert within six months
• ASP $240 revenue per year
• Insight: Market size looks big enough to withstand well over a year of growth, so real
constraint is company’s own resources.
• What can we expect the sales to be after first year of operation?
• 10 calls/day x ((365 days/year - 21 vacation days)*(5/7)) x 25% opportunity
conversion rate * 20% sales conversion rate x $240/sale x 5 salespeople =
$147,000
24
25. Bureau of Labor Statistics Market Sizing Example
• Question: What is the U.S. market size for a real estate sales associate enablement
tool that costs $3 per user per month? And how will this market change by 2022?
• Who are your target users?
• Real Estate Sales Associates (Non-Brokers)
• Can use BLS employment tables to find specific occupation code: 41-9022
• Is this a horizontal solution or is focused on a subset of industries?
• No, it is a vertical product focused on residential real estate. This is
identified as code: 531000 in the BLS data
• How many retail sales associates are there in the U.S.? 139,000
• So the market size today is: 139,100 * 12 months = $1,669,200
• What do we project the market size will be in 2022? 1,669,200 * (1 + 12%
Forecasted Percentage Change) = $1,869,504
26. Need a Quick Market Size Estimate?
Get a trustworthy answer in 3 Minutes or Less!