Learn 6 tactics to make your PLG solution easy for users to learn.
Learn strategies to successfully execute product-led growth at your startup.
Creating specific steps for two distinct personas — the USER and BUYER — is one of the most important fundamental changes in the Modern GTM vs. the old GTM for enterprise startups.
As you scale, the GTM team is responsible for every aspect of the USER/BUYER journey. Sales, Education, Marketing, Community and Product must work together. It's critical that the team meet once a week to assess your GTM efforts.
As companies scale, founders need to offload sales to a salesperson. But founders MUST stay involved with users. Scale more effectively with these NEW actionable tips, including a downloadable Salesforce package.
Get all the details of the three most common go-to-market (GTM) motions — bottom-up, middle-out, and top-down — and show how they will impact the path to $100M ARR.
Learn the optimal process to source, interview, and hire Sales Development Representatives (SDRs).
Determine if a lead has the potential to become a customer (i.e. do they fit your ICP?) so that you can create a compelling value proposition and drive the sale
Learn how to structure your product testing process and establish a clear plan to sign and close customers.
A simple 4-step framework to help you price your product.
Learn about the best ways to build an OSS community and the main commercial business models to consider, with insights from Shay Banon of Elastic, Jonathan Ellis of DataStax, and more.
Learn a strategic framework to build your product’s self-serve experience for users to try before they buy.
Building a startup with the Modern GTM requires creating an organization that has a variety of skills and a high degree of teamwork.
Need help with the math of taking your SaaS product to market? This Modern GTM Planner includes a spreadsheet template that helps you calculate the costs of marketing, sales, and demand gen to meet your revenue goals.
Learn how to calculate the amount of outreach you should conduct on a regular basis to reach $1M ARR. Includes a simple calculator based on industry averages for enterprise B2B companies doing cold outreach.
The optimal GTM for an enterprise startup is vastly different than it was a decade ago. Founders must now embrace that the correct GTM begins at product strategy and demands that a founder function as an expert conductor of several major functions.
Sandhya Hegde, a B2B SaaS expert and investor, explains the three product-led growth modes and how to decide if PLG is the right strategy for your business.
Learn about Webflow's early days in this case study and how the company became a leader in the no-code space.
Learn the optimal process to interview and hire your first sales leader. Make sure you know the key traits that you should vet for throughout the interview process.
Enterprise software expert Sandhya Hegde explains how to choose the right bottom-up SaaS experience to let B2B customers try before they buy.
Use tutorials to drive awareness of your product. A tutorial must illustrate how your software takes something that is awful about your user's workflow and transforms it into something that works the way it should.
Increase your chance of getting to $1M in revenue by breaking down the complexity of sales into practical ideas through scalable and repeatable practices.
Learn about the discovery process where you ask questions to uncover critical information about your Ideal Customer Profile and User/Buyer Persona
Learn the importance of creating two separate sales funnels: 1. a sales forecast funnel and 2. a sales outreach funnel.
Learn how to control and close a deal by improving the quality and efficiency of your product testing process.
Once an enterprise startup has innovators for product/value hypothesis, it’s time to engage with design partners. Design partners help founders refine the product and the sales process.
To qualify design partners as prospective customers for a B2B product, you must learn about more than just the company’s current and desired future states. This article provides the strategy, success metrics, and more.
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