Lenny Rachitsky

JANUARY 16, 2024

ARR = New ARR + Expansion ARR + Reactivation ARR – Churned ARR – Contraction ARR New ARR = Leads * qualified leads rate * meeting booked rate * win rate * ACV Leads = Direct + indirect Direct = Outbound + inbound Outbound Cold emails Cold calls Cold DMs Events Inbound Paid ads SEO Referrals (e.g.

User Testing 118

User Testing B2C Outbound Feedback Software 118

Intercom, Inc.

OCTOBER 13, 2022

For the past year, our product and engineering teams have been building game-changing features that will help you manage inbound support volume, make your work faster and easier, provide a high-quality customer experience, and help your customers get the most out of your product. What follows is a lightly edited transcript of the event.

Feedback Software 118

Feedback Software Events Data Visualization Customer Communications 118

Userpilot

MAY 3, 2022

Inbound works really well for smaller SaaS businesses, whether B2B or B2C. Enterprise SaaS marketing is the process of acquiring enterprise-level customers through various methods often centering around outbound marketing, account-based marketing (ABM), and paid advertising among other channels. What is enterprise SaaS marketing?

Enterprise 98

Enterprise Strategy Marketing Outbound 98

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. I believe we did manage to do a good job, and now it’s a super exciting time where we are well-funded. Short on time?

Feedback Software 162

Feedback Software Marketing User Testing Finance 162

Mironov Consulting

FEBRUARY 6, 2020

Many of underlying B2C assumptions don’t work for B2B: The buyer is the user. This makes sense when most outbound spending is through Marketing (not field sales) and we can isolate campaigns or messages or channels with enough volume to accurately compute CAC. Crawling through real events and real timelines helps highlight real issues.

B2B 118

B2B Enterprise Onboarding KPIs User Testing 118

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. Potential customers land on your website from the inbound marketing funnel and outbound marketing funnels. The stages include: Website visitor: This is the entry point.

Research Software 98

Research Software Analytic Tools B2B Reporting Tools 98