The Product Coalition

NOVEMBER 23, 2021

I recently led a workshop for an organic tech farm startup that wanted to set its foot online for selling organic food to B2B customers. Social media strategy The approach was to target the B2B customers hence we found the detailed approach to accelerate the social media strategy.

Startups 157

Startups Strategy Technical Review B2B 157

Intercom, Inc.

NOVEMBER 20, 2018

A simple way to access these is to do a LinkedIn search on the job title of the persona, say for example “marketing manager”, where connections = 1st, location = the city you reside in. For many B2B SaaS companies, inbound marketing represents a cornerstone of all marketing activity. Create compelling content to help generate leads.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Intercom, Inc.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. When a prospect is intrigued by your outbound marketing and reaches out to your support team to ask a question, is that a marketing, sales, or support issue? The answer is yes – it’s both.

Reporting Tools 228

Reporting Tools Customer Communications Data Visualization User Testing 228

Intercom, Inc.

OCTOBER 1, 2019

I shared a deeper look at how we run our sales organization – everything from how we keep our top reps motivated to why we take a highly targeted approach to outbound sales. In this example, the buyer decided to go with option two: an annual contract, upfront payment, and enterprise plan. Short on time?

Outbound 155

Outbound User Friction Demo Enterprise 155

Intercom, Inc.

JANUARY 28, 2020

Enter GetAccept , the all-in-one platform for B2B sales teams that brings video, live chat, proposal design, document tracking and e-signatures together to simplify the life of a sales team. After trialling some other solutions, we chose Intercom because it centralizes inbound and outbound conversations without the friction that CRMs add.” .

Customer Communications 138

Customer Communications Inbound Customer Experience Outbound 138

Andrew Chen

JUNE 26, 2017

For example, following the core internet boom of the late 90s (Google, Yahoo!, For example, let’s look at some of the dynamics of Facebook increasing their revenue per DAU over the last few years: This is driven by a number of factors, of course – relevance, targeting, ad unit engagement, etc.

Analytic Tools 111

Analytic Tools Reporting Tools Data Visualization Outbound 111

Sachin Rekhi

AUGUST 6, 2015

For a marketing automation solution, for example, "marketing professionals" is too broad but instead "demand generation professionals" and "marketing operations" is far more specific. Or to sell it through an outbound sales team? It all starts with a clear hypothesis on who the target audience is for your product or service.

User Testing 143

User Testing Document Product Marketing Marketing 143

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. We know that often, innovation in the B2C world tends to translate a few years after into the B2B world.

Feedback Software 162

Feedback Software Marketing User Testing Finance 162

Userpilot

FEBRUARY 25, 2021

Creative email strategies and other outbound hacks, and of course, this playbook wouldn’t be complete without Product-led growth frameworks that have led to double-digit ARR growth rates. Outbound vs. Inbound. Inbound and Outbound Success Stories. SaaS Marketing Playbook Table of Contents. Content Marketing.

Research Software 91

Research Software User Testing Outbound Marketing 91

Userpilot

AUGUST 15, 2024

Let’s explore some examples of the PLG approach: Offering a freemium version of your product to attract users. Usually, he works with B2B companies that have already achieved product-market fit and are looking to scale their operations. A classic example of a viral growth loop is Zoom.

Customer Experience 105

Customer Experience User Testing Data Visualization Analytic Tools 105

The Product Coalition

APRIL 14, 2020

Quality Leads Come at a Price Another research in B2B lead generation shows that outbound tactics such as events and trade shows generate the highest quality leads ³. More importantly, more than half of these lead generation techniques are outbound focused.

Banking 78

Banking User Testing Research Software Customer Experience 78

Brian Balfour

JULY 18, 2017

The two most important elements of your model are: How Your Charge - For example, free (monetized with ads), freemium, transactional, free trial, one year up front, etc. I'll walk through some examples: Most B2C companies driven by an ads model — companies like Facebook, WhatsApp, and Yelp — live on the left hand end of the spectrum.

User Testing 65

User Testing Outbound B2B Inbound 65

Intercom, Inc.

JANUARY 11, 2023

For Francis Brero , co-founder and CPO of MadKudu , a platform that helps B2B businesses qualify and engage with their leads, PLG doesn’t work in a vacuum. There are people that are going to sign up for the product, and there are people that you’re going to reach out to through outbound. Intercom is a great example.

Customer Experience 118

Customer Experience Inbound User Testing B2B 118

Userpilot

JULY 28, 2024

Average lengths for a free trial range between one week to two months but B2B SaaS companies typically fall in the 14 to 30-day range. This reduces the overhead you’d encounter with other acquisition methods , such as outbound sales or paid advertising. There are just a few examples of free trials that last longer than 7-60 days.

Research Software 98

Research Software User Testing Customer Experience Product Research 98

Intercom, Inc.

OCTOBER 22, 2019

When you’re a rep, you could be thinking about outbounding to prospects, building pipeline, or moving forward the opportunities already in play. Check out Collin’s recap on Predictable Revenue , or get our four key takeaways from LB’s conversation below. 4 steps to stand out as a sales leader. Prioritize work that will move the needle.

Weak Development Team 123

Weak Development Team Inbound Outbound Management 123

Userpilot

NOVEMBER 2, 2023

Such an outbound approach distinguishes it from the MLG strategy, which focuses more on inbound initiatives like content creation and distribution. Finally, while MLG businesses may start generating revenue earlier in the customer journey, the sales cycle tends to take longe r, especially in the context of enterprise-level B2B software.

Feedback Software 105

Feedback Software Analytic Tools Research Software User Testing 105

Intercom, Inc.

APRIL 9, 2020

For example, in the travel sector, a lot of their customer queries are going to be from people who are very stressed or upset. We want to use outbound emails infrequently and wisely these days, but can you also present it on your website? Our Resolution Bot technology is an example. Can you then maybe proactively email that out?

User Testing 245

User Testing Customer Experience Customer Feedback Feedback Software 245

Intercom, Inc.

AUGUST 1, 2019

It depends on the industry, but Brex has had huge success by acting bigger than they are – particularly in the B2B space, where people are looking for signals that your product is going to be supported for years in the future. Intercom is a perfect example. But for B2B marketing, it’s super valuable.

Strategy 36

Strategy Data Visualization Analytic Tools Startups 36

Intercom, Inc.

MARCH 17, 2022

Through a series of ad tech and what’s called “rich media”, I was trying to persuade people to buy things with interesting layouts for e-commerce, and then I gradually drifted into B2B SaaS as I moved along as a UX researcher and product manager. So yeah, I lucked out. Now, I’m at a company called Amplitude.

Analytic Tools 151

Analytic Tools Research Software Data Visualization Customer Experience 151

Intercom, Inc.

OCTOBER 13, 2022

When we talk to you, our customers, we hear you talk about the same challenges across B2B and B2C companies and industries. For example, a different messenger for free users versus paid users or buyers versus sellers. For example, we have a space called home that you see here. It’s also fully configurable.

Feedback Software 118

Feedback Software Events Customer Communications Data Visualization 118

Userpilot

AUGUST 7, 2019

That’s the reason why focusing your efforts on what happens after you make the deal is also an important part of every B2B SaaS company. Note: This article has embedded real-life examples, strategies, and cases from the author and her company, Growbots. Win the Customer Success game with these 4 less known best practices.

Customer Experience 67

Customer Experience Feedback Software User Testing Customer Feedback 67

Usersnap

FEBRUARY 14, 2023

Whether you have a B2B SaaS go-to-market strategy or a B2C SaaS GMT plan, developing a detailed strategy can make the difference between failure and success. Slack, Spotify, Trello’s unlimited-time free plans are some SaaS go-to market strategy examples to look into. Here’s a micro survey example by Usersnap.

Research Software 52

Research Software Feedback Software User Testing Product launches 52

The Product Coalition

JULY 8, 2019

Product Marketing vs. Sales Enablement Sales enablement is crucial in B2B organizations to equip the sales teams with the necessary resources to succeed. This reflects the traditional bias of companies, but we believe the modern PMM needs to have the responsibility and capacity for both. What is Product Marketing?

Data Visualization 60

Data Visualization Definition Product Marketing Onboarding KPIs 60

BrainMates

SEPTEMBER 4, 2023

Sales-led growth depends on the sales team doing outbound and product demos to acquire customers, business reviews and customer-success outreach for retention and sales deals to convert. For example, Amplitude has several teams co-own growth across marketing and product.

Data Visualization 52

Data Visualization Onboarding KPIs Customer Experience Customer Feedback 52

Intercom, Inc.

SEPTEMBER 22, 2020

Brian also shares HubSpot’s strategy for creating an industry-defining category that helped more than 86,000 customers in over 120 countries move from unwelcome outbound marketing to permission-based inbound marketing. For HubSpot, that enemy was outbound marketing. Driving connection and growth with conversational relationships.

Inbound 211

Inbound Outbound Customer Experience Reporting Tools 211

Intercom, Inc.

NOVEMBER 5, 2019

So, for example, if it’s a big company that comes in, say, someone from Intercom, and signs up for the trial, sales is going to know that, and they’re going to react to that quicker than they’re going to react to a small startup that started to use the product. There are two other considerations, as well.

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Intercom, Inc.

JANUARY 16, 2019

For example, a security or audit feature that is crucial to a CIO might be completely irrelevant to an individual user. Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”. For example, a six-person sales pod would be composed of three SDRs, two AEs, and one customer success rep.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

JULY 9, 2020

Atlassian does not have an outbound sales team. So if you have a lot of people looking for something like Atlassian project management or Jira project management, that’s a very strong signal to Google that this particular brand or product is very important for the keyword project management, for example.

Analytic Tools 199

Analytic Tools Research Software Data Visualization Technical Review 199

Userpilot

JUNE 19, 2023

There’s no magic number when it comes to conversions, but knowing B2B SaaS funnel conversion benchmarks can benefit any SaaS product manager. In this article, we will discuss the most common B2B SaaS conversion rate metrics and their benchmarks. TL;DR Conversion happens when someone takes a desired action on your app or website.

Research Software 98

Research Software Analytic Tools B2B Reporting Tools 98