Behind the Scenes of Pluralsight’s Pricing Rebuild [Podcast]


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Lindsay Bayuk (VP of Product Marketing) and Porntepp Ungvichian (VP, Head of Strategy & Business Operations) are the B2B SaaS leaders behind Pluralsight’s pricing overhaul. They went public last year, serve 70% of Fortune 500 companies and have customers in over 150 countries. Get ready for some serious note-taking on how they built a process around pricing changes and the importance of having the right infrastructure to make it all happen. Prefer to listen on iTunes? Click here. The post Behind the Scenes of Pluralsight’s Pricing Rebuild [Podcast] appeared first on OpenView.

Hired’s Switch to Subscription [Podcast]


This post is by Kyle Poyar from Openview Labs


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John Kelly is the Head of Global Revenue at Hired and has been in the enterprise software space for over 25 years. On this episode, John gets into how and why Hired changed their pricing model from pay as you go to subscription. Learn how they knew the switch would work, the trickiest customers to convince and how the change impacted their growth. Prefer to listen on iTunes? Click here. The post Hired’s Switch to Subscription [Podcast] appeared first on OpenView.

SurveyMonkey’s Pricing Change 10 Years in the Making


This post is by Kyle Poyar from Openview Labs


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After a decade, it was finally time to make a change to SurveyMonkey’s pricing. In this episode, learn from Pri Carr (SVP, Strategic Development) and Jordan Nolff (Senior Manager, Business Strategy & Monetization) about how they were able to pull off a massive revamp of the pricing and packaging of a beloved PLG brand without seeing a meaningful impact on acquisition or churn. Prefer to listen on iTunes? Listen here. The post SurveyMonkey’s Pricing Change 10 Years in the Making appeared first on OpenView.

Hypergrowth Pricing Strategies from the Trenches [Podcast]


This post is by Kyle Poyar from Openview Labs


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Mike is currently the Head of Marketing at Reflektive, but was at Lever and Glassdoor during periods of hypergrowth, where the name of the game was to double in size every year. Mike explains why you should lean on your sales reps throughout a pricing change, how to think about pricing as a competitive advantage and how his background in product marketing has benefited his role in pricing projects. Prefer to listen on iTunes? Listen here. The post Hypergrowth Pricing Strategies from the Trenches [Podcast] appeared first on OpenView.

The Ultimate Guide to SaaS Product Management


This post is by Kyle Poyar from Openview Labs


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Special thanks to Miriam Richter, Adelina Irimia and Adina Mic for helping compile this guide. It’s easy to forget that SaaS product management is a relatively new, and still emerging, function. (For proof, might I suggest the classic post Good Product Manager/Bad Product Manager, which presents a very different vision for the role of product manager than most of us have today). Product managers have an extremely difficult and amorphous job, filled with potential contradictions. They’re responsible for building amazing, market differentiated products that users love. But, they’re urged to de-scope products to a ‘minimally viable’ version in order to release features as fast as possible. They know the immense value of user input and customer development. Yet, they’re tasked with inventing a future that users may not be able to imagine and haven’t even known to ask for. Here’s some good news: there are tons of amazing product
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Making Better Business Decisions Faster at Atlassian [Podcast]


This post is by Kyle Poyar from Openview Labs


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This episode features BUILD superfan, Abde Tambawala, Head of Business Strategy, Operations and Monetization at Atlassian. His team focuses on making better business decisions, faster. He breaks down why even successful companies can benefit from a pricing change, how to create a framework to make data-driven pricing decisions and how their product led growth approach affects their overall strategy. You’ll also hear his perspective on when you should embrace change in the pricing landscape (yes, some things are iterative, but others should stay the same). Prefer to listen on iTunes? Listen here. The post Making Better Business Decisions Faster at Atlassian [Podcast] appeared first on OpenView.

Life as a Pricing Pro at SendGrid & InVision [Podcast]


This post is by Kyle Poyar from Openview Labs


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This episode features two pricing professionals from PLG companies for double the insider secrets! Madeline Stein is the Principal Pricing Manager at SendGrid and Ismail Madni is Director, Product Pricing Strategy at InVision. They discussed the ideal time to build a pricing team, the cross-functionality of their roles and where pricing should sit within the org. You’ll also get their takes on which KPIs matter most for determining when it might be time to make a pricing change. Prefer to listen on iTunes? Listen here. The post Life as a Pricing Pro at SendGrid & InVision [Podcast] appeared first on OpenView.

Customer-Driven Pricing with Logikcull’s CEO [Podcast]


This post is by Kyle Poyar from Openview Labs


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Andy Wilson is the Founder & CEO of Logikcull, a legal tech startup that’s revolutionizing how lawyers handle document discovery. In this episode, Andy explains why they pivoted from an annual subscription model to pay as you go and the implications this had on the business as a whole (spoiler: it changed everything). He also dives into how their mission drives decision-making and what they’ve done to help their customers have an amazing experience. Prefer to listen on iTunes? Listen here.
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It’s a Rough Time to Be a Startup – Here’s What You Can Do About It


This post is by Kyle Poyar from Openview Labs


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SaaS is now ubiquitous. Salesforce, which turned 20 in March, surpassed $13 billion in annual revenue this year. Everywhere you look there are dominant SaaS companies with thriving products. That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). This begs the question: how much room is left for emerging startups? Benchmarking data shows that it’s harder than ever for new SaaS companies to gain initial traction and reach the expansion stage. More and more startups are vying for traction against extremely well capitalized SaaS powerhouses. Not surprisingly, most struggle to break through. The median growth rate of startups with $1-2.5M in ARR fell from 100% to 64% in just the last year. SaaS companies now report 9 competitors on average, up from just 2 back in 2013. Those on the front lines know that
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Pricing at a PLG Company with Figma’s CCO [Podcast]


This post is by Kyle Poyar from Openview Labs


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Amanda Kleha has been involved with pricing at PLG companies like Zendesk and Figma. On this episode, she explains when freemium makes sense in SaaS, the right time to add sales or customer success to a self-service business and the implications of PLG on culture. You’ll also learn why she thinks you should know your leaders, fillers and killers. Prefer to listen on iTunes? Click here.
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