When you’re trying to grow your SaaS business, the challenges can stack against you. How can you optimize your market reach while pushing product innovation to carry you into the future? In this guide, Sahir Azam, Chief Product Officer at MongoDB, and Javier Molina, SVP at MongoDB, share their journey to increasing company revenue through their cohesive sales and product relationship. When sales and product work together, amazing things happen. Here’s how they scaled their open-source product with a bottom-up and top-down sales motion.
Seeding the Market & Early Monetization
MongoDB is open-source software (OSS) database technology released ten years ago used by developers to build modern applications. Their initial growth strategy was to drive widespread developer adoption, followed by monetization at the enterprise level. The idea was to make money from early adopters through an upsell of their proprietary technology and eventually scale to mainstream enterprise adoption.The MongoDB Continue reading "How Sales and Product Really Should Work Together with MongoDB"
How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Howie Liu, CEO and Co-Founder @ Airtable shares the strategies he used to gain traction with a low-code platform.
Airtable is a low code, bottoms-up business which means that its users don’t have to be in IT or have a technical background in order to build useful internal databases within Airtable. The idea was to create robust solutions that empower business processes within companies.
Here, we breakdown some of the strategies Howie used to turn Airtable into the project-management powerhouse it is today.
One question I struggled with a lot in the early days was what price points supported inside sales reps. It was clear to me that our freemium offering, priced at from $0 to $19/month, couldn’t really support a traditional inside sales team. And it became clear to me that five-figure or larger ACV deals could clearly support an inside sales team, once I handed those off to sales.
But how low can you go? Can you really sustain a sales team around a $299/mo product? A $2000 ACV? What about a $199 or even a $99/mo price point?
Different companies will have different experiences. But here’s what I learned. And do it right, and you can go pretty low.
First, at the low end of the market, there are 2 types of sales: “Real” sales with demos, leads, a sales process … and 1-Call-To-Close. The latter is basically sophisticated customer
A few years back at SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here) and Peter Gassner of Veeva (transcript here).
Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different. Veeva sells eight figure deals to a very small number of very sophisticated customers, while Twilio has a huge long tail and starts at $0.0085 a minute
But I wanted to pair them for several reasons. One was to get a sense of what the bar was to pull off a successful SaaS IPO these days (answer = oh man, very high). Another was to see examples of some relatively capital efficient companies (Veeva raised less than $10m in VC money on the way to $6 billion in value!).
And a third key
So finally, after likely trillions of minutes of sessions, Zoom is rolling out end-to-end encryption.
And while it sounds great, it’s also sort of a bit, well, almost silly as a feature. Almost. Or at least, not really necessary. Too much form over substance.
Why? Because of course “end-to-end encryption” sounds like something you’d want, and it sounds like a big upgrade. Who wouldn’t want it? The problem is, once you understand how it works in practice, it also means a ton of Zoom features won’t work if you turn it on. And Zoom was plenty secure before this:
“Notably, however, Zoom says that enabling E2EE disables certain meeting features: join before host, cloud recording, streaming, live transcription, Breakout Rooms, polling, 1:1 private chat, and meeting reactions. Phase 2 of the E2EE rollout will occur in 2021, Zoom says.”
It’s no secret there’s a tremendous amount of work that goes into balancing your business and customers. Having a functioning product team will make that balance just a tad easier. It can be easy to make mistakes when you’re going really fast and have multiple projects being worked on at the same time.
Here are 3 mistakes Shawna Wolverton, SVP Product @ Zendesk, experienced, and her best learnings on how to avoid them.
Mistake #1 You can’t understand something if you think you already doSometimes as business owners and teams we make assumptions. It’s easy to forget that you aren’t the customer. It’s good to feel like you know things and keep things moving within your business but try not to get too lost. You can’t understand something if you think you already do. This can give you some major blind spots to what is really going
Ep. 385: Paul Rosania is the Founder & CEO @ Balsa, the company that recognizes that builders move the world forward and so they are building the best second screen for builders, integrating tools you already use like Jira, GitHub, and Figma. Coming out of stealth today with their seed round being led by Andrew Chen @ a16z and joined by former CPO @ Slack, April Underwood, Chapter One’s Jeff Morris Jr and then of course, 20VC Fund. Prior to founding Balsa, Paul was Senior Director of Product @ Slack and before Slack was a Group Product Manager @ Twitter where he was responsible for the home timeline, including timeline ranking.
In Today’s Episode We Discuss:
How Paul made his way into the world of startups with Twitter and Slack and how that led to his founding SaaS company, Balsa.