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2. Erp Innovation Implementation Model Incorporating Change Management
2. Erp Innovation Implementation Model Incorporating Change Management
Donovan Mulder
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/
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
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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/
Investment Bank Overview from OpenView
Investment Bank Overview from OpenView
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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
2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView
OpenView
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/
11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView
OpenView
Read the full story at https://openviewpartners.com/blog/
Inventing Product-Led Growth
Inventing Product-Led Growth
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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.
Developer Documentation Best Practices
Developer Documentation Best Practices
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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.
What Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last Year
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2. Erp Innovation Implementation Model Incorporating Change Management
2. Erp Innovation Implementation Model Incorporating Change Management
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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/
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
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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/
Investment Bank Overview from OpenView
Investment Bank Overview from OpenView
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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
2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView
OpenView
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/
11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView
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Read the full story at https://openviewpartners.com/blog/
Inventing Product-Led Growth
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OpenView
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.
Developer Documentation Best Practices
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OpenView
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.
What Happened After SaaS Companies Introduced Free Offerings Last Year
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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.
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PLG SaaS Camp - Openview - Feb 2021
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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.
Developer Buyer Journey Best Practices
Developer Buyer Journey Best Practices
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What are developers looking for when they encounter your product for the first time?
Developer Buyer Journey Best Practices
Developer Buyer Journey Best Practices
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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.
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How Organizations Can Focus Sales for Maximum Impact
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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.
The Recession Planning Framework for Startups
The Recession Planning Framework for Startups
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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.
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
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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.
2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks
OpenView
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.
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
OpenView
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.
2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report
OpenView
Product led growth is the future. Find out why PLG companies are able to grow faster and more efficiently and how you can get started.
The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59
OpenView
The future of B2B growth is product led. Learn the definition of product led growth and why it's the next successful go-to-market strategy.
The Future of B2B Growth is Product Led
The Future of B2B Growth is Product Led
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OpenView Partner Adam Marcus explains the history of software's go-to-market strategies and why the future is now product led.
The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready?
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Pricing is a major blind spot in many software companies. Learn how to successfully unlock scale in a product-led world with your pricing strategy.
Unlocking Scale Through Pricing
Unlocking Scale Through Pricing
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The next evolution of go-to-market is Product Led Growth. Learn about this growth strategy where companies forgo spending large sums of money on traditional marketing and sales activities and instead rely on the product itself to supply a pipeline of satisfied users and ‘hand raisers.'
What the Heck is Product Led Growth?
What the Heck is Product Led Growth?
OpenView
Is your pricing model broken? OpenView's Kyle Poyar breaks down the top 5 pricing mistakes (and how to fix them).
How to Fix your Broken Pricing Model
How to Fix your Broken Pricing Model
OpenView
When OpenView was founded in 2006 email newsletters were not the norm, but we were committed to sharing best practices with founders around the globe and believed this was the way to do it. With a team of only 2 marketers, putting out a new piece of content every single day would not be possible without a strong, dedicated and expert pool of regular content contributors. Getting started with your own content network might seem daunting, but it really breaks down into two sides of one coin: building your network of contributors and then managing the content those contributors create. Key Takeaways: - Discover how to get started with a content strategy by leveraging existing in-house content, outside contributors and syndicated content - Learn strategies to build your following through workflow and promotion - Develop plans to implement your own content strategy, regardless of team size
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How Small Teams Can Build Powerful Content Engines
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Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
Mastering SaaS Pricing
Mastering SaaS Pricing
OpenView
We all know that the SaaS landscape is ever-changing. That’s precisely why it’s crucial for SaaS businesses to constantly evolve and change their strategies and tactics. But without objective data on what works and what doesn’t, shifting strategies would be mere conjecture. To help these companies we’re releasing, for the second year in a row, a massive data set that takes a look at what does and doesn’t work when it comes to efficiently growing a SaaS company. This year, we placed special emphasis on the explosion of product led growth – a go-to-market strategy that underpins some of today’s most successful businesses including Atlassian, Dropbox and Expensify. Companies with a product led growth (PLG) strategy exhibit unique financial and operating characteristics like rapid scalability, economic efficiency and outsized investment in technology that enable them to grow at more efficient rates. Our survey uncovered trends around how fast startups are growing (hint: it’s tough to break in, but the best performers are growing faster than ever), the emergence of SaaS companies all around the world, and early indications of progress on hiring diverse candidates.
2018 Expansion SaaS Benchmarks
2018 Expansion SaaS Benchmarks
OpenView
Not just another buzzword…product-led growth is an important go-to-market strategy that underpins some of today’s most successful businesses. Think Dropbox, Slack, Intercom, Expensify and Datadog. At OpenView, we define product-led growth (PLG) as a strategy that puts the product front and center when it comes to how a company acquires, expands and retains customers. Relying on a product-led strategy yields rapid, extremely efficient growth. Although similar to a freemium approach, a product-led growth strategy doesn’t actually require that you offer your product for free. It does however necessitate an amazing product and customer experience. In fact, PLG companies make it frictionless for users to start using their products. They deliver value extremely quickly and target users rather than buyers.
What the heck is Product-led Growth?
What the heck is Product-led Growth?
OpenView
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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.
PLG SaaS Camp - Openview - Feb 2021
PLG SaaS Camp - Openview - Feb 2021
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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.
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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.
How Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum Impact
OpenView
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.
The Recession Planning Framework for Startups
The Recession Planning Framework for Startups
OpenView
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.
Customer Health Scoring Best Practices
Customer Health Scoring Best Practices
OpenView
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.
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
OpenView
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.
2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks
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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.
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
OpenView
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.
2019 Expansion SaaS Benchmarks Report
2019 Expansion SaaS Benchmarks Report
OpenView
Product led growth is the future. Find out why PLG companies are able to grow faster and more efficiently and how you can get started.
The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59
OpenView
The future of B2B growth is product led. Learn the definition of product led growth and why it's the next successful go-to-market strategy.
The Future of B2B Growth is Product Led
The Future of B2B Growth is Product Led
OpenView
OpenView Partner Adam Marcus explains the history of software's go-to-market strategies and why the future is now product led.
The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready?
OpenView
Pricing is a major blind spot in many software companies. Learn how to successfully unlock scale in a product-led world with your pricing strategy.
Unlocking Scale Through Pricing
Unlocking Scale Through Pricing
OpenView
The next evolution of go-to-market is Product Led Growth. Learn about this growth strategy where companies forgo spending large sums of money on traditional marketing and sales activities and instead rely on the product itself to supply a pipeline of satisfied users and ‘hand raisers.'
What the Heck is Product Led Growth?
What the Heck is Product Led Growth?
OpenView
Is your pricing model broken? OpenView's Kyle Poyar breaks down the top 5 pricing mistakes (and how to fix them).
How to Fix your Broken Pricing Model
How to Fix your Broken Pricing Model
OpenView
When OpenView was founded in 2006 email newsletters were not the norm, but we were committed to sharing best practices with founders around the globe and believed this was the way to do it. With a team of only 2 marketers, putting out a new piece of content every single day would not be possible without a strong, dedicated and expert pool of regular content contributors. Getting started with your own content network might seem daunting, but it really breaks down into two sides of one coin: building your network of contributors and then managing the content those contributors create. Key Takeaways: - Discover how to get started with a content strategy by leveraging existing in-house content, outside contributors and syndicated content - Learn strategies to build your following through workflow and promotion - Develop plans to implement your own content strategy, regardless of team size
How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines
OpenView
Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
Mastering SaaS Pricing
Mastering SaaS Pricing
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We all know that the SaaS landscape is ever-changing. That’s precisely why it’s crucial for SaaS businesses to constantly evolve and change their strategies and tactics. But without objective data on what works and what doesn’t, shifting strategies would be mere conjecture. To help these companies we’re releasing, for the second year in a row, a massive data set that takes a look at what does and doesn’t work when it comes to efficiently growing a SaaS company. This year, we placed special emphasis on the explosion of product led growth – a go-to-market strategy that underpins some of today’s most successful businesses including Atlassian, Dropbox and Expensify. Companies with a product led growth (PLG) strategy exhibit unique financial and operating characteristics like rapid scalability, economic efficiency and outsized investment in technology that enable them to grow at more efficient rates. Our survey uncovered trends around how fast startups are growing (hint: it’s tough to break in, but the best performers are growing faster than ever), the emergence of SaaS companies all around the world, and early indications of progress on hiring diverse candidates.
2018 Expansion SaaS Benchmarks
2018 Expansion SaaS Benchmarks
OpenView
Not just another buzzword…product-led growth is an important go-to-market strategy that underpins some of today’s most successful businesses. Think Dropbox, Slack, Intercom, Expensify and Datadog. At OpenView, we define product-led growth (PLG) as a strategy that puts the product front and center when it comes to how a company acquires, expands and retains customers. Relying on a product-led strategy yields rapid, extremely efficient growth. Although similar to a freemium approach, a product-led growth strategy doesn’t actually require that you offer your product for free. It does however necessitate an amazing product and customer experience. In fact, PLG companies make it frictionless for users to start using their products. They deliver value extremely quickly and target users rather than buyers.
What the heck is Product-led Growth?
What the heck is Product-led Growth?
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PLG SaaS Camp - Openview - Feb 2021
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How Organizations Can Focus Sales for Maximum Impact
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What the heck is Product-led Growth?
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Constitution of Company Article of Association
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