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.
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
WebSummit 2018 - The SaaS Business Model & MetricsDavid Skok
SaaS businesses are extremely sensitive to a small number of important variables. If you are running a SaaS company, understanding how these variables drive your business model is crucial to long-term success. In this talk, David Skok, author of the now famous SaaS Metrics 2.0 blog post will talk through those key metrics and their impact on the overall SaaS business model.
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
There are seven key stages in a startup’s evolution from $0m to $50m in revenue. Understanding where you are in that evolution, and how to act at each stage is critical for success, as what is appropriate at one stage is not appropriate at another stage. David will lay out the roadmap, and detail the keys to success at each stage. The talk is aimed at technical/product founders plus their sales, marketing & product executives who are responsible for the go-to-market strategy for their company.
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
WebSummit 2018 - The SaaS Business Model & MetricsDavid Skok
SaaS businesses are extremely sensitive to a small number of important variables. If you are running a SaaS company, understanding how these variables drive your business model is crucial to long-term success. In this talk, David Skok, author of the now famous SaaS Metrics 2.0 blog post will talk through those key metrics and their impact on the overall SaaS business model.
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
Mailchimp: Scaling Experimentation Across TeamsOptimizely
Mailchimp, an all-in-one marketing platform for small businesses, has built innovative, beautiful products that empower those businesses to scale. No longer just an email marketing tool--the shiny, new marketing platform’s mission is to empower the underdog to connect with their audiences and create the customer loyalty that’s needed to grow.
In this webinar, Anne Reints, Senior Manager, Growth Analytics & Experimentation at Mailchimp, will discuss how Mailchimp is continuing to build a culture of experimentation and has leveraged testing across both their product and marketing teams.
Join this webinar and learn:
The history of growth and experimentation at Mailchimp
How Mailchimp grew their experimentation program by 6,000%+ in 12 months, going from just 1 experiment to over 60
About the launch of their internal Experimentation Resource Group
How they created a data-driven decision-making framework across the company
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Show me the money! Sales compensation plans that won't failOpenView
Compensation plans are extremely powerful tools for influencing Sales results...when done right!
If done incorrectly, they can back-fire, demotivate and even distract to your sales team.
In this webinar, we will address the frequently asked question, "How do I design a compensation package for my sales team?"
Sales strategy consultant Michael Hanna will discuss the 7 critical, but commonly overlooked factors for designing and implementing sales compensation plans to keep your team focused and motivated.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
David Cancel's presentation slides from the 2017 Revenue Summit conference. Look back 5-10 years ago, and sales and marketing teams were all focused on this same thing: Attracting website visitors. Back then, everyone was asking questions like…How do I rank higher in search? How frequently should I be posting on social media sites? How long should my emails subject line be?
Some people are still asking these questions today, but for the most part these are questions that we’ve already found the answers to.People have figured out how to attract attention and get awareness and get people to their websites, thanks in part to all of the technology that’s been developed: marketing automation software, social media management software, blogging software with built-in SEO tools, and the list goes on.
That was the first wave in sales and marketing.
Now it’s time to move on to the next wave.
Mastering SaaS Pricing - The Top 5 Mistakes + How to Avoid ThemCodeScience
OpenView Venture Partners pricing experts, Partner Blake Bartlett and Senior Director of Market Strategy Kyle Poyar, join host and CodeScience CEO Brian Walsh to share real-life examples and actionable pricing strategies that position SaaS businesses for success.
Learn:
- Why pricing can make or break your business
- The 5 most common pricing mistakes for SaaS companies
- Pricing examples both good and bad from other SaaS organizations
- What roles and teams in your company should own pricing
- Key takeaways for optimal pricing
- Gotchas to avoid when pricing for the AppExchange
- And more!
Watch the recording at https://youtu.be/emDzLKq1f5g
Blake Bartlett - Partner / OpenView
Kyle Poyar - Sr. Director, Market Strategy / OpenView
Pricing and packaging is one of the most powerful, yet overlooked levers to drive growth in a SaaS business. In this session, you'll find out how to price and package your product from MVP to IPO.
Mailchimp: Scaling Experimentation Across TeamsOptimizely
Mailchimp, an all-in-one marketing platform for small businesses, has built innovative, beautiful products that empower those businesses to scale. No longer just an email marketing tool--the shiny, new marketing platform’s mission is to empower the underdog to connect with their audiences and create the customer loyalty that’s needed to grow.
In this webinar, Anne Reints, Senior Manager, Growth Analytics & Experimentation at Mailchimp, will discuss how Mailchimp is continuing to build a culture of experimentation and has leveraged testing across both their product and marketing teams.
Join this webinar and learn:
The history of growth and experimentation at Mailchimp
How Mailchimp grew their experimentation program by 6,000%+ in 12 months, going from just 1 experiment to over 60
About the launch of their internal Experimentation Resource Group
How they created a data-driven decision-making framework across the company
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
Zero to 100 - Part 5: SaaS Business Model & MetricsDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019Sales Hacker
What You'll Learn:
- How to develop a rhythmic sales process that predictably converts opportunities into revenue
- A simple 7-step framework that you can follow to craft a winning sales strategy
- The “bridge” between strategy and successful execution (hint: 90% of sales organizations don’t implement this)
- How to “back into your number” by building combining the sales process with demand generation
Show me the money! Sales compensation plans that won't failOpenView
Compensation plans are extremely powerful tools for influencing Sales results...when done right!
If done incorrectly, they can back-fire, demotivate and even distract to your sales team.
In this webinar, we will address the frequently asked question, "How do I design a compensation package for my sales team?"
Sales strategy consultant Michael Hanna will discuss the 7 critical, but commonly overlooked factors for designing and implementing sales compensation plans to keep your team focused and motivated.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
David Cancel's presentation slides from the 2017 Revenue Summit conference. Look back 5-10 years ago, and sales and marketing teams were all focused on this same thing: Attracting website visitors. Back then, everyone was asking questions like…How do I rank higher in search? How frequently should I be posting on social media sites? How long should my emails subject line be?
Some people are still asking these questions today, but for the most part these are questions that we’ve already found the answers to.People have figured out how to attract attention and get awareness and get people to their websites, thanks in part to all of the technology that’s been developed: marketing automation software, social media management software, blogging software with built-in SEO tools, and the list goes on.
That was the first wave in sales and marketing.
Now it’s time to move on to the next wave.
Mastering SaaS Pricing - The Top 5 Mistakes + How to Avoid ThemCodeScience
OpenView Venture Partners pricing experts, Partner Blake Bartlett and Senior Director of Market Strategy Kyle Poyar, join host and CodeScience CEO Brian Walsh to share real-life examples and actionable pricing strategies that position SaaS businesses for success.
Learn:
- Why pricing can make or break your business
- The 5 most common pricing mistakes for SaaS companies
- Pricing examples both good and bad from other SaaS organizations
- What roles and teams in your company should own pricing
- Key takeaways for optimal pricing
- Gotchas to avoid when pricing for the AppExchange
- And more!
Watch the recording at https://youtu.be/emDzLKq1f5g
Blake Bartlett - Partner / OpenView
Kyle Poyar - Sr. Director, Market Strategy / OpenView
Pricing and packaging is one of the most powerful, yet overlooked levers to drive growth in a SaaS business. In this session, you'll find out how to price and package your product from MVP to IPO.
Matching Price to Value: 3 Lessons in Monetization from Menlo Venturessaastr
SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. Learn actionable monetization tips from a Product/Growth operator turned VC.
Marking the case_for_predictive_marketing___webinar_slidesSean Zinsmeister
Hear how real customers are infusing predictive analytics into their go-to-market machines.
In this Presentation you'll learn:
• Differences in approaches to launching a predictive solution
• Top use cases for getting started
• How to measure success
Leverage all the customer data you have collected over the years and use these simple data analytic techniques to align your marketing expense better and identify your best customers.
Infer & Lattice Engines: Making a Case for Predictive Sales & MarketingInfer
Brought to you by industry leaders Infer, Lattice engines with the support of SiriusDecisions.
Are you looking to deploy a predictive marketing solution, but need more details on how to get started, what different use cases predictive can support, and how to measure success? Watch this webinar to learn:
-Differences in approaches to launching a predictive solution
-Top use cases for getting started
-How to measure success
Results from the 2014 Conversion Rate Optimization Survey.
2,300 TrustRadius members and 1,800 site visitors were asked to participate in the 2014 CRO survey to understand their practice maturity level, tool usage and spend on Digital Analytics and A/B testing software. The key results are included in this presentation.
Moving from a Traditional to a Growth Oriented Organization - #GHConf18GrowthHackers
In today’s fast-changing environment, organizations need to focus on Growth as a strategy, a culture, and a mind-set. As one of Skyscanner’s earliest employees, Yara Paoli has seen the company scale from a small Scottish start-up to a global travel meta-search player who last year, was acquired by online travel giant Ctrip for $1.7B. Yara shares how Skyscanner transformed itself from a traditional organization to a Growth organization and the pitfalls, challenges and imperatives along the way.
The Three Things EVERY Aspiring SaaS Company Should Know!ServiceSource
This informative slide deck was the foundation of a webcast with ServiceSource and leading analyst firm IDC exploring the opportunities and challenges for companies making the transition to a SaaS or cloud-based business, including:
- The top 3 keys to success for software and hardware vendors to effectively manage the customer lifecycle and pave a shorter path to profitability
- Managing financial expectations in the marketplace
- Examples of companies that have successfully made the SaaS transition
- How usage and consumption insights are now the foundation for customer success driving successful SaaS businesses
Here is the link to the webinar!
http://corporate.servicesource.com/LP=279
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...SaaStock
Patrick Campbell, CEO, Price Intelligently presented "Lessons learned from 3k SaaS Companies" on the Playbook Stage at SaaStock 2016.
Watch the video here: https://www.saastock.com/blog/view/lessons-learned-from-3k-saas-companies
SaaStock is Europe’s premier Conference for B2B SaaS at RDS, Dublin Ireland in September 2017 www.saastock.com
Why marketing automation is indispensible (Shimon Ben Ayoun)B2B Marketing Forum
The use of marketing automation systems has grown by more than 50% in the US over the last years. In Europe however many European B2B companies still haven’t adopted marketing automation at all.
Marketing automation software provides the precise information buyers need as they move through the buying process. It helps us to guide buyers to consider, prefer, and select our products and services. In other words, it helps us in lead generation, nurturing, qualification, conversion, and much more. Marketing automation software, when used properly, will increase operational efficiency and grow revenue faster.
In short, marketing automation has become indispensable in the marketing journey from cost centre to revenue generator. Marketing can now prove its added value in a transparent way to sales. In this session Shimon Ben Ayoun from spotONvision will explain how marketing and sales can be facilitated with marketing automation.
SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...Freshsales
"Supercharge revenue with a value-based pricing strategy" by Patrick Campbell (CEO, Price Intelligently).
What you'll learn:
- The core principles that power the best pricing pages
- A framework for continually optimizing your pricing
- Easy changes that can boost your revenue
- The most common pricing mistakes
A Product-Led Growth Strategy for EnterpriseRocketSource
Product-led growth strategy might not be commonly thought of for enterprise, but it's time to innovate. Discover how to leverage a strategy traditionally used by Software as a Service (SaaS) for enterprises across all industries. In this presentation, you'll learn the importance of building employee experience feedback loops so that you craft more sublime experiences for your customers and your teams.
It's a great time to be a marketer. We are finally feeling a positive shift in the work we do, the results we can drive, and the influence we can wield with the help of tools like marketing automation and personalization. But at the same time, many of us are still reliant on dated, disparate, and otherwise discrepant CRM tools & data. In this session, we'll take a look at some of the most common challenges, the most useful solutions, and the most interesting ideas in how you can command results in using your CRM and marketing automation tools together.
This presentation was given by Jeff Russo, HubSpot's Senior Product Marketing Manager of Marketing Automation & Sales Products, at NEDMA's 2014 Marketing Technology Summit.
Why You Need to Speak the Language of Marketing PerformanceOrigami Logic
In this presentation we define key terms like “data”, “measure”, “metric,” and “KPI”, and explain why best-in-class marketers are better at knowing what metrics matter.
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.
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.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
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[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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3. The only difference between companies that succeed and
fail is that the winners figured out how to make money.
The winners thought deeply through the revenue, price, and
business model.“
Steve Ballmer
CEO, Microsoft 2000 - 2014
“This thing called ‘price’ is
really, really important.
5. Where are you in your journey?
Early
Expansion
Growth
Maturity
6. Founders who struggle to raise
capital are…
3x More
likely to say they monetized too late
2x More
likely to say they picked the wrong business model
40% More
likely to say their burn rate was too high
Pricing can
make or break
your business
Source: First Round Capital 2017 State of Startups
7. 88
Top 5
pricing mistakes
1. You’re too cheap
2. You picked the wrong value metric
3. You make it hard to buy
4. Your upsell path is broken
5. Your pricing is static
10. ’13 ’14 ’15 ‘16
$400
$300
$200
$100
$0
Starter Plan
Growth Plan
StatusPage Pricing Evolution, 2013 - 2016
Source: Wayback Machine; “3 Steps to Increasing Our Average Revenue Per User by 2.4X” (Nov 27, 2015)
11. ’13 ’14 ’15 ‘16
$400
$300
$200
$100
$0
Starter Plan
Growth Plan
Corporate plan
StatusPage Pricing Evolution, 2013 - 2016
Source: Wayback Machine; “3 Steps to Increasing Our Average Revenue Per User by 2.4X” (Nov 27, 2015)
12. ’13 ’14 ’15 ‘16
$1,500
$400
$300
$200
$100
$0
Starter Plan
Growth Plan
Corporate plan
Enterprise plan
StatusPage Pricing Evolution, 2013 - 2016
Source: Wayback Machine; “3 Steps to Increasing Our Average Revenue Per User by 2.4X” (Nov 27, 2015)
13. ’13 ’14 ’15 ‘16
$1,500
$400
$300
$200
$100
$0
Starter Plan
Growth Plan
Corporate plan
Enterprise plan
• Raised highest price point 30x
• Grew ARPU by 2.4x
• Minimal impact to conversion
• Hit $2.5M ARR in 2 years
• Acquired by Atlassian
StatusPage Pricing Evolution, 2013 - 2016
Source: Wayback Machine; “3 Steps to Increasing Our Average Revenue Per User by 2.4X” (Nov 27, 2015)
14. Profit Impact of Different Growth Levers
3.3%
6.7%
12.7%
Customer Acquisition Retention Pricing & Packaging
Pricing is a Powerful Growth Lever
Source: Price Intelligently study of 512 SaaS companies
4x More Powerful
21. VTS: new value metric increased revenue
Before – Per Building After – Per Square Foot
Problem
One-size-fits-all left money on the table
Solution
Price aligned with customer value
45. Salesforce pricing evolution, 1999 - 2017
’99 ’01 ’03 ’05 ’07 ’09 ’11 ’13 ’15 ’17
$300
$250
$200
$150
$100
$50
$0
Source: Wayback Machine; Salesforce.com; Salesforce press interviews *Price per user per month
Pro
46. Salesforce pricing evolution, 1999 - 2017
’99 ’01 ’03 ’05 ’07 ’09 ’11 ’13 ’15 ’17
$300
$250
$200
$150
$100
$50
$0
Pro
Enterprise
Unlimited
Source: Wayback Machine; Salesforce.com; Salesforce press interviews *Price per user per month
47. Salesforce pricing evolution, 1999 - 2017
’99 ’01 ’03 ’05 ’07 ’09 ’11 ’13 ’15 ’17
$300
$250
$200
$150
$100
$50
$0
• Top price point increased by 6x
• Enterprise is now the most popular plan
• Additional revenue from add-on features
Source: Wayback Machine; Salesforce.com; Salesforce press interviews *Price per user per month
Pro
Enterprise
Unlimited
48. The single most valuable lesson I’ve learned is that you have
to be ready to constantly iterate on both your pricing and
packaging. Successful companies are those that think of
pricing in the same way they think about product
development – their pricing is in a constant state of
evolution.
Monika Saha
General Manager, Finance Product Line
Zuora
It’s never 100% done.
51. But most people don’t take it seriously
No, 45%
Yes, cursory
research, 48%
Yes, in-depth
research, 8%
No, 64%Yes, 1 round,
15%
Yes, 2+
rounds, 22%
Have you done pricing research? Have you done price testing?
Source: openview.vc/saas-pricing-study
52. The price is not material enough to be a
factor in the decision.
It is not even a blip on the radar.
“
”
55. Who should
own pricing?
Great for positioning and messaging
Already own TOFU & website
Best grasp of product and roadmap
Already doing customer development
May overly focus on features vs. value
Analytical and data-driven
Best handle on costs and profit
Tend to take a cost plus vs. value-based approach
Closest to the customer
Constantly hearing about needs and pain points
May be too close – want too many options
Best grasp of the data
Great at processes and technology
Less customer-focused
Marketing
Product
Finance
Sales
Operations
56. SaaS Pricing Takeaways
1. Don’t be too cheap
2. The right value metric helps you differentiate & sell more
3. Sell to customers the way they want to buy
4. Usage-based pricing & feature packaging drives net negative churn
5. Experiment and iterate on pricing