Intercom, Inc.

OCTOBER 1, 2019

Inside we reveal the strategies, learnings, and best practices that have enabled us to build a business worth more than $1.275 billion. 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. Short on time?

Outbound 155

Outbound User Friction Demo Enterprise 155

Userpilot

JANUARY 22, 2024

In SaaS, the low-touch and hybrid models are more popular, while enterprise software – very high-touch, so consider your industry when choosing the model. As a result, it’s very difficult to scale and typically reserved only for customers with a high lifetime value or of strategic importance to the company, like big enterprises.

Analytic Tools 103

Analytic Tools Feedback Software User Testing Customer Feedback 103

Intercom, Inc.

JUNE 21, 2018

I hosted Max on our podcast, where he shares the strategies he’s used to grow Udemy and Sales Hacker, hiring tips for sales teams, and much more. Is it transitioning from inbound to outbound sales? Max: For the most part, it’s outbound efficiency. Are you doing outbound? Is it getting their stack right?

Outbound 183

Outbound Technical Advisors Weak Development Team Product Research 183

The Product Coalition

MARCH 3, 2023

PLG is often compared to traditional inbound and outbound methods, which focus on more traditional marketing practices, such as email campaigns, advertising, lead generation, and sales activities, to name a few. Using a trial version of your software is part of the evaluation phase.

Customer Experience 143

Customer Experience Customer Feedback User Testing User Friction 143

ProductPlan

MARCH 17, 2020

How can you take responsibility for the vision and shape the future of your product when you don’t control strategy at the corporate level?”. Developing a Product Strategy. Before we go any further discussing the activities of a strategic product manager, let’s review the key parts of developing and implementing a product strategy.

Outbound 80

Outbound Product Management Product Manager Inbound 80

Business of Software Conference

NOVEMBER 16, 2023

Outbound Calls Depending on your product, making outbound sales calls can have a big impact on your customer acquisition numbers. That being said, outbound sales calls aren’t for everyone. The Keys to Effective Sales Emails So, what makes a sales email strategy effective? A few simple things. What transition?

Research Software 52

Research Software Feedback Software User Testing Customer Experience 52

Userpilot

FEBRUARY 4, 2022

Today, we’re going to walk you through the top techniques you should implement into your SaaS sales strategy. SaaS sales can be broken down into three models: self-service, transactional, and enterprise. Selling SaaS products with a transactional sales model is still a lot easier than going for enterprise customers though.

Feedback Software 98

Feedback Software Research Software Reporting Tools Onboarding KPIs 98

Intercom, Inc.

MARCH 28, 2022

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? After all, as Intercom’s co-founder and Chief Strategy Officer Des Traynor says, almost any product or service can be replicated by a competitor. The answer is yes – it’s both.

Reporting Tools 228

Reporting Tools Data Visualization Customer Communications Research Software 228

Userpilot

APRIL 8, 2022

Going global was difficult for Prowly, but after a year and a half, they found that their differentiating factor was catering to SMBs rather than enterprises. From the get-go, Joanna was responsible for managing and growing the company via strategy, sales and funding as well as cultivating the company culture.

User Testing 98

User Testing Feedback Software Research Software Product Marketing 98

Mind the Product

MARCH 7, 2019

Mailchimp, for example, has leveraged this strategy aggressively, and arguably was ahead of its competitors in pushing integration. Maintain Good Data Quality for Outbound Integrations. A strategy that worked well for us was to audit the data semi-regularly to ensure it was as clean and consistent as possible.

Reporting Tools 154

Reporting Tools Data Visualization Customer Experience User Testing 154

BrainMates

SEPTEMBER 19, 2022

The modern workplace is the backbone of our economy – from start-ups to government agencies and large enterprises – and the employees that work within are the engine that keeps the business running. The product managers drive the team roadmaps according to set objectives aligned to company objectives, as well as the product strategy overall.

Feedback Software 52

Feedback Software User Testing Customer Feedback Data Visualization 52

Revulytics

FEBRUARY 12, 2019

In defense of decreased multi-tasking, the author says “many businesses are beginning to organize customer engagement, strategy, and product development responsibilities among different people within product teams.” But can you be just a technical product manager or just a strategic one?

Data Visualization 66

Data Visualization Product Management Product Manager Outbound 66

Userpilot

SEPTEMBER 7, 2023

Here are practical steps: Understand your buyer personas and user personas The buyer isn’t always the end user, especially in large enterprises. Iterate on your customer experience management strategy It’s not enough to collect qualitative and quantitative data; implement the insights to improve the customer experience.

Analytic Tools 105

Analytic Tools Feedback Software Research Software User Testing 105

Intercom, Inc.

JULY 29, 2021

We recently sat down with Mark to chat about onboarding in a hypergrowth environment, how that strategy played as the pandemic unfolded, and why taking care of your team is actually the best way to take great care of your customers. We have business development doing inbound and outbound. We have SMB mid-market enterprise.

Feedback Software 223

Feedback Software Reporting Tools Customer Experience Weak Development Team 223

Brian Balfour

JULY 18, 2017

Finally on the far right hand end of the spectrum you have very high ARPU businesses (6 to 7 figures) and therefore take advantage of very high CAC channels such as enterprise and outbound sales. Companies like Palantir and Veeva exist on the very far end. This is the ARPU-CAC Danger Zone. Can Companies Exist In The Danger Zone?

User Testing 65

User Testing Outbound B2B Inbound 65

Intercom, Inc.

FEBRUARY 5, 2019

Developing a sales strategy is one of the core activities every business will have to undertake. A well defined sales strategy is your path to meaningful, sustainable growth. When done correctly, your sales strategy will help your sales team execute with focus – SMB or enterprise, inbound or outbound, hunting or farming.

Outbound 177

Outbound Strategy Inbound Customer Experience 177

Brian Balfour

AUGUST 3, 2017

Marketo Their market is the enterprise. As a result they've differentiated their product on the things that enterprise customers care about: customization, security, and scale (that's their Market Product Fit). Because of that, they use Outbound Sales to sell (Product Channel Fit). HubSpot Their market is the mid-market.

Marketing 57

Marketing Outbound User Testing Reporting Tools 57

Intercom, Inc.

NOVEMBER 17, 2022

In today’s episode, we sat down with Alina to chat about starting a company from scratch, the importance of a marketing strategy that drives growth, and the perks of being remote-first. I’ve learned how enterprises work, how they make decisions and purchases, how each job has its role in a corporation, and how everybody operates.

User Friction 118

User Friction Customer Experience Weak Development Team Travel 118

Mironov Consulting

FEBRUARY 6, 2020

I’m often asked what KPIs B2B/enterprise product folks should use, or what OKRs they should choose. Why KPIs from consumer companies don’t fit well with B2B/enterprise. But I find they don’t map well to enterprise companies. Enterprise sales cycles are 6-18 months, with dozens of touches and contributions from every department.

B2B 118

B2B Enterprise Onboarding KPIs User Testing 118

Mironov Consulting

DECEMBER 31, 2017

Especially in enterprise/B2B, sales teams may have only a handful of major active accounts, each carrying a lot of revenue. Remember that outbound marketing teams are focused on generating interest among customers at the top of the funnel and in the renewal cycle. A lumpy pipeline that depends on closing some specific deals.

Roadmap 92

Roadmap Fractional VPE CTO Coach Data Visualization 92

Intercom, Inc.

NOVEMBER 7, 2019

At Spendesk I am currently head of sales, so my main missions are about hiring and building the sales department on one side, and I also work around like all of the go-to-market strategy. It’s super important to think early on about what strategy you have. So of course we are doing corporate cards, basically smart cards.

Feedback Software 162

Feedback Software Marketing User Testing Finance 162

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). This is not to say that bottom-up adoption is bad strategy; quite the opposite.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

APRIL 4, 2019

But as it started selling more and more into the enterprise, it staffed up with a deep and strong one. But when it came to selling Dropbox Enterprise, it added several. Using data to drive outbound sales. This meant that when Jeanne wanted to get an outbound sales program off the ground, she had to get creative.

Weak Development Team 162

Weak Development Team Outbound User Testing Research Software 162

Userpilot

APRIL 7, 2024

Userpilot – the best user journey tracking tool for web analytics Userpilot is a product growth platform for enterprises possessing user-tracking software for web analytics to increase adoption and reduce churn. Enterprise. The next two tiers, Growth and Enterprise, use a quote-based pricing model. Engagement reports.

Data Visualization 105

Data Visualization Analytic Tools Feedback Software Reporting Tools 105

Userpilot

SEPTEMBER 19, 2023

While a product-led growth flywheel and funnel both leverage product usage, there are a few key differences between the two product-led growth strategy frameworks: PLG funnels are almost structurally identical to conventional funnels, except the product experience takes the place of sales and marketing teams. Multiple types. Scalable costs.

Data Visualization 105

Data Visualization Analytic Tools Customer Experience Reporting Tools 105

Intercom, Inc.

NOVEMBER 27, 2019

A genius inbound marketing strategy. Moving upmarket: Court enterprise customers. Companies like Slack, HubSpot, and Shopify have all operated on this deeper level, leveraging these five strategies to go public. And really there are five most common market-moving strategies. Salesforce?

Data Visualization 186

Data Visualization Reporting Tools Software Review User Testing 186

Intercom, Inc.

DECEMBER 3, 2020

Instead of building on previous iterations with small, incremental changes that could be quickly shipped, this was a two-year-long enterprise designed almost entirely from scratch. I’m a product marketer here at Intercom, and I was responsible for our go-to-market strategy and bringing Series to market during the year.

User Testing 152

User Testing Feedback Software Data Visualization Research Software 152

Intercom, Inc.

JANUARY 11, 2023

At the enterprise level, the user is rarely the decision-maker. When trying to sell to enterprise, take into account all the potential users and stakeholders and create a multithread, go-to-market strategy that aligns with the whole business. And, of course, there are people that are going to do all of the above, right?

Customer Experience 118

Customer Experience Inbound User Testing B2B 118

Intercom, Inc.

DECEMBER 20, 2018

As the co-founder of WebProfits , he’s led marketing strategy for the likes of Intuit, LinkedIn and Salesforce. He joined me for a chat about everything from how to deploy chatbots effectively to strategies for balancing automation and human connection. Sujan: Mailshake is an outbound sales tool. Short on time?

Outbound 151

Outbound Customer Experience User Testing Data Visualization 151

Intercom, Inc.

SEPTEMBER 8, 2021

At Slack, she rose through the ranks from an Account Executive to a Senior Enterprise Leader, and by the time she left Slack six years later, their revenue had grown from about $12 million in ARR to more than a billion dollars. By the time that I actually left Slack, I was senior manager of enterprise. Is it true enterprise?

Weak Development Team 118

Weak Development Team Feedback Software User Testing Customer Experience 118

Userpilot

JULY 24, 2023

That said, there are key differences between a SaaS marketing strategy and standard digital marketing. In this guide, we’re going to highlight the nuances of SaaS marketing, walk you through its various components, and teach you how to create effective SaaS marketing strategies! Increasing signups with a free trial.

Analytic Tools 94

Analytic Tools Feedback Software Data Visualization Marketing 94

Intercom, Inc.

MAY 31, 2018

blog , books on everything from product demos to outbound sales, and the Startup Chat podcast that he co-hosts with Hiten Shah. 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.

Reporting Tools 223

Reporting Tools User Testing Customer Experience Data Visualization 223

Intercom, Inc.

JULY 9, 2020

And I’m a writer of a newsletter called Tech Bound, in which I hone in on marketing strategies and customer acquisition. I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team. Atlassian does not have an outbound sales team.

Analytic Tools 199

Analytic Tools Research Software Data Visualization Technical Review 199

Intercom, Inc.

NOVEMBER 28, 2018

An enterprise software company, on the other hand, may need a robust suite of integrated tools to help them manage long, multitouch sales cycles. This is a complete solution for sales teams making outbound calls. The key to choosing the right tools for your sales stack is finding the ones that address your specific needs.

Data Visualization 192

Data Visualization Analytic Tools Research Software Feedback Software 192

Intercom, Inc.

NOVEMBER 5, 2019

You’ll hear from: Dialpad’s Chief Strategy Officer, Dan O’Connell, and Sherlock’s CEO, Derek Skaletsky, on speeding up and slowing down deals to deliver value to your buyers and your business. That’s why it’s crucial to have an automation strategy to eliminate low-value work. Halid, how about yourself?

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Gainsight

DECEMBER 23, 2019

Are you selling more to enterprises? You have to have an understanding of how much of your business is enterprise versus SMB. For SMB you want to have more of a one to many strategy. A million things going on outbound-driven, rapidly changing. Are you selling more to SMBs? How do you think about budgets?

Customer Experience 52

Customer Experience Onboarding KPIs User Friction Data Visualization 52

Userpilot

MAY 19, 2021

You hear many people chanting the same things about how this one specific tactic gave them +1000% in ROI, and then you look at your own strategy and wonder why it’s all crickets. Venture Harbour’s Influencer Marketing Strategy That Has Led to 9 Successful Businesses. SaaS Outbound Marketing. Creating A B2B SaaS Marketing Plan.

Research Software 119

Research Software B2B User Testing Customer Experience 119