Intercom, Inc.

FEBRUARY 5, 2019

When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming. Keep in mind, as your business matures from startup to scale-up, your sales strategy will need to evolve too. Act like a consultant and advisor to your prospects.

Outbound 177

Outbound Strategy Inbound Customer Experience 177

Intercom, Inc.

OCTOBER 16, 2019

The classic example sees a company move from niche startup to mainstream scale-up, but it can also see companies hone their product-market fit by focusing on a more specialized, and yet more lucrative, user base. 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.

JANUARY 24, 2019

Mike has been in and around startups for the better part of three decades: as a consultant, as a co-founder and now as the Managing Director of Salesforce Incubator, which propels new startups into the marketplace. He joined me for a chat that ranged from the role of AI to how they choose startups to incubate.

Analytic Tools 151

Analytic Tools Data Visualization User Testing Artificial Inteligence 151

Gainsight

FEBRUARY 2, 2024

Sam Mallikarjunan, Head of Growth at HubSpot, a leader in inbound marketing and sales software, explains that teaching the user in this example to create an email campaign isn’t good enough. They’re creating great inbound marketers, with the understanding that it will make them more successful customers.

Education 52

Education User Testing Customer Experience Research Software 52

Intercom, Inc.

JANUARY 16, 2019

Most users view a product only through the lens of their own use, not through the needs and habits of all the users in their enterprise (which is a view someone at the top, such as a Chief Information Officer, is more likely to have). Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

OCTOBER 29, 2020

After college, I went to work at the Boston Consulting Group, BCG, which was my first experience in business. And at that time, I was mostly building PowerPoint decks” After business school, I did more work in strategy consulting and realized I love building things. At the same time, I was doing a bunch of startup advisor work.

Feedback Software 209

Feedback Software Research Software Reporting Tools User Testing 209

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. “Give away your legos” and other commandments for scaling startups. By the time that I actually left Slack, I was senior manager of enterprise. About four months ago, I came over to Webflow.

Weak Development Team 118

Weak Development Team Feedback Software User Testing Customer Experience 118

Intercom, Inc.

MAY 10, 2018

Andrew’s been an angel investor and advisor for a slew of name-brand startups; however, he’s most widely known for his invaluable essays on growth. I’ve known Marc and Ben for a long time, and they originally seed-funded a startup of mine many years ago. Navigating supply and demand at Uber.

User Testing 224

User Testing Customer Experience Onboarding KPIs Customer Feedback 224

Business of Software Conference

JULY 26, 2016

Matt Wensing: 1 Startup In 10 Years vs 1,000 Startups in 10 Minutes. Nilan Peiris: Building A High-Growth Startup Sustainably. Bill Janeway: The Rise & Fall Of Enterprise Software. Rita Gunter McGrath & Mike Sikorsky: Alarming The Enterprise – Software-Driven Inflection Points.

Weak Development Team 70

Weak Development Team Data Visualization Customer Feedback User Testing 70

Intercom, Inc.

JANUARY 31, 2019

When you say, “We’re not going to do enterprise sales,” and then a massive company waves a massive number of potential dollars in your face, it’s easy to compromise when you haven’t written that out explicitly. For us, it was clear that startups and small businesses were the types of businesses we understood. Speed is everything.

Customer Experience 165

Customer Experience Customer Feedback User Testing Weak Development Team 165

Andrew Chen

MAY 14, 2018

I’ve known Marc and Ben for a long time, and they originally seed-funded a startup of mine many years ago. When I think about growth and Dropbox, Drew Houston’s classic talk from the 2010 Startup Lessons Learned Conference immediately comes to mind. You’ve also worked with Dropbox, who just had their very successful IPO.

User Testing 71

User Testing Customer Experience Onboarding KPIs Data Visualization 71

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. At Slack, our sales cycle is very consultative.

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Business of Software Conference

JANUARY 16, 2020

April is an expert marketing practitioner turned executive consultant and author who helps technology companies make complicated products easy for customers to understand and love. This is a talk about positioning one of the most misunderstood concepts in marketing, in startups, in business. I got a job at a startup.

Positioning 108

Positioning Analytic Tools Reporting Tools Research Software 108