Alton Wood Partners, LLC’s Post

Forget about pricing your product!   Let's go beyond pricing your customers even...   Are you pricing the situation or context?   In SaaS, pricing isn't just about setting a dollar value on your product's features; it's about understanding the context in which your customers will use it. Pricing the situation, not just the product, allows companies to align better with customer needs, value perception, and willingness to pay. This approach can transform your offering from a perceived commodity into a tailored solution.   Take Slack, for instance. Slack's pricing isn't just about charging for messaging capabilities—it aligns with how teams communicate and collaborate. Its per-seat pricing model makes it easy for companies to scale their usage, ensuring that they only pay for the value they're actively receiving as their team grows or shrinks. By focusing on the dynamics of team collaboration, Slack prices the context of modern work environments.   Similarly, HubSpot adopted a tiered pricing strategy that adjusts to the size and needs of a business. Startups and SMBs can begin with a free or lower-tier plan, while larger companies with more complex needs are directed to premium options. HubSpot’s pricing reflects the growth stage of their customers, ensuring that pricing matches the specific challenges of each phase.   Is your solution essential to your customers' survival, does it provide your customer with a competitive advantage, or is it simply perceived as a "nice to have"? Each of these situations will alter value perception and willingness to pay considerably.   ----------------------------------------------------------------------------------- 𝘐 𝘸𝘰𝘳𝘬 𝘸𝘪𝘵𝘩 𝘥𝘪𝘴𝘳𝘶𝘱𝘵𝘪𝘷𝘦 𝘨𝘳𝘰𝘸𝘵𝘩 𝘤𝘰𝘮𝘱𝘢𝘯𝘪𝘦𝘴 𝘵𝘰 𝘣𝘶𝘪𝘭𝘥 𝘮𝘰𝘯𝘦𝘵𝘪𝘴𝘢𝘵𝘪𝘰𝘯 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘦𝘴 𝘵𝘩𝘢𝘵 𝘨𝘦𝘯𝘦𝘳𝘢𝘵𝘦 𝘴𝘶𝘴𝘵𝘢𝘪𝘯𝘢𝘣𝘭𝘦 𝘤𝘢𝘴𝘩𝘧𝘭𝘰𝘸. 𝘍𝘰𝘭𝘭𝘰𝘸 𝘮𝘦 𝘧𝘰𝘳 𝘮𝘰𝘳𝘦 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘰𝘯 𝘱𝘳𝘪𝘤𝘪𝘯𝘨 𝘱𝘰𝘸𝘦𝘳 𝘢𝘯𝘥 𝘱𝘳𝘰𝘧𝘪𝘵𝘢𝘣𝘭𝘦 𝘨𝘳𝘰𝘸𝘵𝘩 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘦𝘴. 𝘋𝘔 𝘵𝘰 𝘸𝘰𝘳𝘬 𝘸𝘪𝘵𝘩 𝘮𝘦 𝘢𝘯𝘥 𝘵𝘰𝘨𝘦𝘵𝘩𝘦𝘳 𝘸𝘦 𝘸𝘪𝘭𝘭 𝘸𝘪𝘯 𝘮𝘰𝘳𝘦 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘢𝘵 𝘩𝘪𝘨𝘩𝘦𝘳 𝘱𝘳𝘪𝘤𝘦𝘴   #saassales #saasgrowth #scaleups #globalexpansion #pricingstrategy #subscriptioneconomy #ceo #executivesandmanagement #positioning

✈️ Running Your SaaS Business Without Metrics? Imagine stepping onto that flight and you look left...no instruments—no altimeter, no compass, no navigation tools. Nervous? You should be. Running a SaaS company without metrics is just as risky. Metrics are your cockpit instruments, giving you the clarity to: ✅ Navigate growth opportunities ✅ Spot and fix problems before they escalate and burn cash ✅ Stay on course toward your goals 🎯 I developed the Five Pillar SaaS Metrics Framework, a system that gives SaaS teams and leaders the transparency and tools to scale confidently. Here’s How It Works: 🔹 Growth Metrics - Are you tracking ARR, expansion, and customer acquisition effectively? 🔹 Retention Metrics - Are customers renewing, and are they satisfied? Retention drives SaaS success. 🔹 Gross Margins - Is your delivery engine efficient and scalable? 🔹 Financial Profile - Are you balancing growth with profitability? (Hint: check your Rule of 40.) Hard to get out of that EBITDA negative hole. 🔹 Sales/Org Efficiency - Are your GTM investments delivering ROI? How about your team’s efficiency? Why Should We Care? Whether you’re in sales, marketing, product, or customer success, metrics impact your day-to-day decisions. Metrics help teams align, prioritize resources, and pivot when needed. They also show investors, leadership, and YOU what’s working and what isn’t. 💡 Takeaway: Be the co-pilot in your company’s journey. Know your metrics. Ready to dig into the framework? Check out the link below. Download my framework here: https://lnkd.in/gMq3xruY #SaaS

✈️ Running Your SaaS Business Without Metrics? Imagine stepping onto that flight and you look left...no instruments—no altimeter, no compass, no navigation tools. Nervous? You should be. Running a SaaS company without metrics is just as risky. Metrics are your cockpit instruments, giving you the clarity to: ✅ Navigate growth opportunities ✅ Spot and fix problems before they escalate and burn cash ✅ Stay on course toward your goals 🎯 I developed the Five Pillar SaaS Metrics Framework, a system that gives SaaS teams and leaders the transparency and tools to scale confidently. Here’s How It Works: 🔹 Growth Metrics - Are you tracking ARR, expansion, and customer acquisition effectively? 🔹 Retention Metrics - Are customers renewing, and are they satisfied? Retention drives SaaS success. 🔹 Gross Margins - Is your delivery engine efficient and scalable? 🔹 Financial Profile - Are you balancing growth with profitability? (Hint: check your Rule of 40.) Hard to get out of that EBITDA negative hole. 🔹 Sales/Org Efficiency - Are your GTM investments delivering ROI? How about your team’s efficiency? Why Should We Care? Whether you’re in sales, marketing, product, or customer success, metrics impact your day-to-day decisions. Metrics help teams align, prioritize resources, and pivot when needed. They also show investors, leadership, and YOU what’s working and what isn’t. 💡 Takeaway: Be the co-pilot in your company’s journey. Know your metrics. Ready to dig into the framework? Check out the link below. #SaaS

Wondering about the explosive growth of the SaaS industry worth $195 billion by 2023? The evolution of Software as a Service has turned tech delivery models inside out, making the transition faster than a jet on a runway. Dive into Hubspot's guide on SaaS dynamics to catch a glimpse of this revolutionary landscape. Soaring growth rates and innovative solutions make SaaS a goldmine for savvy entrepreneurs. But tread carefully; success in this realm requires a deep understanding of its workings and a relentless drive to stand out in a sea of offerings. Unpack the essentials of the SaaS world and chart your course towards pioneering success. https://lnkd.in/eFttZBij

STEAL THIS TEMPLATE: The RevOps/HubSpot Priority List Managing a company’s revenue operations and growth stack is not easy. There is no end to the things that need to be done, from building out automations to cleaning data to improving conversion rates and much, much more. The more time you spend in the weeds, the harder it is to zoom out and ensure what you’re working on delivers the most value to your company. That problem is magnified when you have no internal #RevOps or #HubSpot resources. If #Sales or #Marketing is managing your platforms and processes off the sides of their desks, key initiatives can get postponed again and again. Here’s a resource that will help: The RevOps/HubSpot Priority List. We use this document with all our clients to track everything that needs to be done, from the tactical to the strategic. This working document becomes a handy place to record tasks from across the organization, and then re-visit regularly to align on where you/your company should spend its time. Grab the link in the comments and start using it for your organization. This can easily be replicated in PM tools like Asana, Monday, etc. Let me know how it works for you! How do you prioritize your HubSpot or RevOps work? What would you add to this list?

Is Product-Led Growth the future of SaaS? 🚀 There's a new kid on the SaaS GTM block, and it's making waves. We're talking about product-led growth. In a PLG model, the product itself is the star of the show. It's designed to drive acquisition, deliver value, and encourage expansion - all without relying on traditional sales and marketing motions. Think Slack, Dropbox, and Zoom - they all skyrocketed to success by putting their products front and center. So why is PLG such a hot topic in SaaS right now? A few key reasons: 1. ⚡ Faster time-to-value for customers 2. 📈 Speeds up the sales cycle 3. 💰 Lower customer acquisition costs 4. 📊 Valuable product usage data and insights But PLG isn't a silver bullet. It’s costly, but it will pay for itself in the long run. It requires a major shift in mindset and a deep commitment to delivering an exceptional product experience. Is your SaaS company ready to take the PLG leap? Here are a few questions to consider: - Is your product designed for self-service and quick time-to-value? - Do you have robust product analytics in place to inform decisions? - Is your team aligned around a product-first mindset? PLG is a powerful approach, but it's not one-size-fits-all. The key is finding the right balance of product-led and sales-led strategies for your business. What's your take on the rise of PLG in SaaS? Is it the future or just another buzzword? Let's discuss this in the comments! 👇 #ProductLedGrowth #SaaS #GrowthStrategy #ProductFirst

✈️ Running Your SaaS Business Without Metrics? Imagine stepping onto that flight and you look left...no instruments—no altimeter, no compass, no navigation tools. Nervous? You should be. Running a SaaS company without metrics is just as risky. Metrics are your cockpit instruments, giving you the clarity to: ✅ Navigate growth opportunities ✅ Spot and fix problems before they escalate and burn cash ✅ Stay on course toward your goals 🎯 I developed the Five Pillar SaaS Metrics Framework, a system that gives SaaS teams and leaders the transparency and tools to scale confidently. Here’s How It Works: 🔹 Growth Metrics - Are you tracking ARR, expansion, and customer acquisition effectively? 🔹 Retention Metrics - Are customers renewing, and are they satisfied? Retention drives SaaS success. 🔹 Gross Margins - Is your delivery engine efficient and scalable? 🔹 Financial Profile - Are you balancing growth with profitability? (Hint: check your Rule of 40.) Hard to get out of that EBITDA negative hole. 🔹 Sales/Org Efficiency - Are your GTM investments delivering ROI? How about your team’s efficiency? Why Should We Care? Whether you’re in sales, marketing, product, or customer success, metrics impact your day-to-day decisions. Metrics help teams align, prioritize resources, and pivot when needed. They also show investors, leadership, and YOU what’s working and what isn’t. 💡 Takeaway: Be the co-pilot in your company’s journey. Know your metrics. Ready to dig into the framework? Check out the link below. Download my framework here: https://lnkd.in/gMq3xruY #SaaS

🚀 Growth-stage SaaS? Here’s Why Your GTM Strategy Might Be Stuck (And How to Fix It)🚀 Your SaaS startup is scaling, leads are coming in, but suddenly... everything slows down like a traffic jam in rush hour. What’s holding you back? Let’s break it down 1. Sales Bottlenecks: If closing deals feels like pushing a boulder uphill, it's time to rethink your sales process. Think of Sisyphus, endlessly rolling that rock. Unlike him, you can break the cycle—take a page from Airtable’s book and simplify. They optimized their process to close deals faster and push through the hill. 2. Adapt or die: If you are clinging to outdated strategies, its time for Loki style Reset Like Zoom during the pandemic, it’s crucial to adapt your sales strategy to fit the current flow of market needs. 3. Marketing & Sales—The Plato’s Cave Problem: If marketing and sales teams are out of sync, it’s like the prisoners in Plato’s cave, mistaking shadows for reality. Both teams need to step into the light and understand the true nature of leads. HubSpot mastered this by aligning marketing and sales under one CRM. Getting everyone on the same page is key. 4. Missing Collateral = Missed Opportunities: If your sales team can’t find the right case study when needed, it’s like trying to navigate without a map. Excellence is a habit, and having the right resources is part of building those successful habits. 5. Product Limbo: If prospects keep asking for features you don't have, you’re stuck in a "potentiality" vs "actuality" dilemma. Slack tackled this by focusing on essential integrations. Don’t wait to turn potential features into reality—prioritize the ones that matter to close deals now. 6. Customer Success in Crisis Mode: If your customer success team is constantly firefighting, you’re at risk of losing customers who feel neglected. You need to focus on what you can control. Zendesk built a scalable customer success model to keep customers satisfied before issues spiral out of control. 7. Confusing Pricing: If your pricing is a mystery, you’re making things more complicated than they need to be. the simplest solution is often the best. Address the blockers, align your teams, and simplify processes to keep your growth engine running smoothly! 🚀 #SaaS #GTM #Growth #keeplearning #keepgrowing

As we're in growth mode, I wanted to share some of the tools that help us scale efficiently. These allow me to keep track of our metrics, remain laser-focused on our company-wide and department-level goals, and align our team around unified processes and execution: HubSpot - After trying several CRMs over the years, I'm impressed with HubSpot's evolution. It's providing data we've never had before, from multi-touch attribution to custom event tracking in our app. Their sales sequences and marketing automation have transformed our outreach. Perplexity Pro - This AI-powered search engine has replaced Google for me. It offers concise, cited answers to complex questions, saving me a ton of time. The ability to analyze uploaded documents for deeper insights makes it an essential part of my daily workflow. Claude (Team Plan) - Anthropic's AI assistant greatly enhances our collaborative work. Its Projects feature allows context-specific content sharing across the team, supporting tasks from strategy to execution while boosting our overall productivity and creativity. PartnerStack - Streamlines our entire partner lifecycle, from sign-up and vetting to onboarding and enablement. The integrated marketplace feature has expanded our reach, connecting us with potential partners and driving program growth. ClickUp - Our company's operating system offers customizable spaces and robust project management tools. Its agile development features and sprint planning capabilities have been crucial for our Product Development team. These tools have boosted our productivity and data-driven decision-making. What tools are you finding essential as you scale your business?