Intercom, Inc.

JUNE 21, 2018

We’ve evolved into the leading resource for B2B salespeople who are trying to figure out how to innovate, evolve and modernize their sales processes. Is it transitioning from inbound to outbound sales? So he or she gets into sales, starting out selling stuff in the finance space. We helped Jason Lemkin start SaaStr Annual.

Outbound 183

Outbound Technical Advisors Weak Development Team Product Research 183

Mixpanel

FEBRUARY 23, 2021

Taking a cue from corporate finance, their framework uses a series of measurements—growth accounting, cohort analysis, and customer distribution—to provide a quantitative view of a company’s level of product-market fit. . In the B2B space, if your company is old enough, see if customers bring you with them when they change jobs.”

User Testing 130

User Testing Onboarding KPIs Product Research Startups 130

Intercom, Inc.

OCTOBER 16, 2019

At this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing, such as creating quality content that educates the market and attracts prospects to your site. If your application is a self-service one, focus on content and inbound marketing as your primary source of leads.

Strategy 195

Strategy Customer Experience Inbound User Testing 195

Intercom, Inc.

NOVEMBER 5, 2019

To Derek’s point, I think a lot of walls get broken down in selling B2B software these days. Consumer apps have influenced how buyers think about their experience when it comes to B2B scenarios. In our study of B2B sales professionals, 6 out of 10 of them reported the tactics they used last year were less effective this year.

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Intercom, Inc.

OCTOBER 29, 2020

And, yes, that means we have to be good for targeting, marketing, messages, and yes, it means we need to be really good at structuring thousands of inbound conversations and doing ticketing workflows and triage and all that sort of stuff. And that’s unusual for a B2B software company. And this is not just for people in R&D.

Feedback Software 209

Feedback Software Research Software User Testing Reporting Tools 209

Intercom, Inc.

MARCH 29, 2022

into B2B software. We had an inbound sales team as well, basically quite a few groups. So if a billing question came in and we needed somebody from finance, they were there. Not only do we have this wave of inbound customer volume, we’ve got change in customer expectations. We had a pre-sales team.

Feedback Software 118

Feedback Software Customer Communications Reporting Tools Events 118

Intercom, Inc.

SEPTEMBER 20, 2018

Since that time, I’ve set up and run sales operations teams, done a little bit of marketing ops, and even a little bit of finance at times at about four different companies. My entry into startups was timed really well for the emergence of inbound and content marketing as marketing tactics. I often say B2B marketing is boring.

Marketing 99

Marketing Weak Development Team Data Visualization Analytic Tools 99