Robbert de Haan’s Post

In scaling a SaaS company, understanding and refining your GTM motion is not just important—it's fundamental. Drawing parallels from 🐶 Jacco van der Kooij's insights on Revenue Architecture, I've seen our GTM efforts much like production lines in a factory. Here's why this perspective is game-changing: Don't Scale Prematurely: Just as Ford wouldn't mass-produce a cabriolet before perfecting the hatchback, focus on perfecting one GTM motion before diversifying. Scale only what works, aiming for that ±$10M ARR milestone first. Follow a Process: Imagine if Oreo tweaked its recipe daily. Chaos, right? Similarly, experimenting daily without a solid process leads to inconsistency. Establish a GTM process grounded in best practices to ensure consistent, quality customer interactions. Speak a Uniform Language: In a factory, seamless communication is key to efficiency. Apply this by adopting a unified sales methodology (like SPICED or MEDDIC) across your team, ensuring everyone's aligned and minimizing friction. The magic happens when we start viewing our operations through the lens of a Revenue Factory, with each GTM motion acting as a meticulously optimised production line. Let's embrace the factory model for our GTM motions, refining and scaling our approaches with the precision and efficiency of a well-oiled machine. The future of SaaS isn't just in the technology we sell but in how we go to market — meticulously, methodically, and most importantly, together. #GTMStrategy #RevenueArchitecture #SaaS

Day 64: Understanding Business Models In today's competitive landscape, understanding various business models is paramount for product managers. Let's embark on this journey of business acumen and dive into the intricacies of different business models. 1. Subscription Model: Explore how businesses generate recurring revenue through subscription-based services, analyzing the benefits and challenges associated with this model. 2. Freemium Model: Delve into the freemium model, understanding how companies offer basic services for free while charging for premium features, and examine strategies to convert free users into paying customers. 3. Marketplace Model: Unravel the dynamics of marketplace models, where platforms connect buyers and sellers, and learn about revenue generation strategies, trust-building mechanisms, and scalability challenges. 4. SaaS Model: Explore the Software-as-a-Service (SaaS) model, understanding its key features, pricing strategies, and customer retention techniques, and discover how SaaS companies leverage cloud computing to deliver value to customers. Stay tuned for the next three days as we continue our exploration into funding strategies, key financial metrics, and their implications for product managers. Let's equip ourselves with the knowledge and skills to navigate the business landscape effectively! #ProductManagement #BusinessAcumen #FinanceBasics #BusinessModels

Building Brand Visibility from Scratch: Strategies for SaaS Startups by Michael Levitt Image created via Microsoft Designer The demand for SaaS (Software-as-a-Service) is on the rise and shows no signs of slowing down. In fact, according to a study, the global SaaS industry is expected to grow in revenue from $197 billion in 2023 to $232 billion in 2024. Another study has found that over 53% of […] #boomers #babyboomers

'What's the secret GTM spending formula?' Here's what the traditional 40/40/20 principle looks like for SaaS operations: 40% on GTM initiatives 40% on product development 20% on operations But here's what everyone misses - it's not about hitting these numbers. It's about what you do within that 40% GTM allocation. The most efficient companies aren't just spending differently, they're thinking differently about each dollar. No one thinks of expansion from current customers because the playbook for new user acquisition is much simpler. Question worth pondering: Is your GTM spend driving compound growth, or are you just paying premium for every new customer? #GTMStrategy #SaaSOps

🚀 Excited to dive into the world of SaaS business models today! 💻 Let's discuss the key elements that drive success in this dynamic and ever-evolving industry. 🌟 🔹 Scalability is the name of the game in SaaS business models – the ability to expand rapidly while maintaining efficiency and quality. 🔹 Customer-centricity is crucial; understanding your users' needs and delivering exceptional value is a surefire way to stand out in a crowded marketplace. 🔹 Subscription-based revenue models offer predictability and stability, creating a win-win situation for both the company and its customers. 🔹 Continuous innovation is a non-negotiable – staying ahead of the curve and adapting to changing market trends is essential for long-term sustainability. 🔹 Flexibility in pricing structures allows for customization and caters to diverse customer segments, maximizing revenue potential. 🔹 Data-driven decision-making empowers SaaS businesses to optimize operations, enhance user experiences, and drive growth through actionable insights. 🔹 Collaboration across teams and functions fosters a culture of innovation, creativity, and agility – essential components for success in the fast-paced SaaS landscape. In a world where digital transformation is the norm, SaaS business models represent a powerful avenue for companies to deliver value, drive growth, and stay ahead of the competition. Embracing these key principles can pave the way for sustainable success and long-term impact.💡 Let's continue to learn, adapt, and innovate together as we navigate the exciting world of SaaS business models! 🚀 #SaaS #BusinessModels #Innovation #TechIndustry #Leadership #DigitalTransformation

Stop trying to “revolutionise” whatever your customers are doing. You’re basically reinventing the wheel. Plus, everyone else is using that word.   Many SaaS companies use the term "revolutionise" without demonstrating the real value behind their products. It's become all too common (and convenient) for start-ups to position their solutions as revolutionary—without validating their claims.   But your customers aren't impressed by buzzwords or promises of “revolutionising” their processes. They're looking for solutions that solve their problems. They could care less about what you say.   So, instead of using flashy words and questionable promises, here’s what you can do:   ✅ Focus on showcasing the real value that your product brings to the table.   ✅ Highlight how your product addresses specific pain points, improves efficiency, saves time, or drives measurable outcomes.   ✅ Provide use cases, case studies, and testimonials that show your solution's impact.   By shifting the conversation from "revolution" to "value", it’s easier to differentiate yourself from the competition (while building trust and credibility).   Plus, you’ll demonstrate your understanding of your customers’ needs and commitment to delivering solutions that enhance their lives and businesses.   The next time you're tempted to use the word "revolutionise," ask yourself: What's the real value I'm offering? How can I communicate this value in a way that resonates and inspires action?   Over to you. Have you noticed a similar trend of overused buzzwords in the SaaS industry?   #SaaS #MarketingStrategy #Positioning #ValueOverHype

Mike Belsito of Product Collective goes deep on detailing the ins and outs of what it means to be Product Led -- highlighting the work of Wes Bush, Blake Bartlett, and others -- and going through case studies that include companies like Dropbox, Calendly, Slack and more. #plgplays #productledgrowth #revenueengine #valueengine #saas #saasgrowth #gtm #saasbusiness #saasstartups #saasproduct #productmanagement #businessgrowth #scalingup #gtmstrategy #revenueboost #monetization #revenuegeneration #productgrowth #gtmmotion #gtmplays #customerjourney #plgstrategies #plg #bestpractices #expertadvice #customervaluecreation #productvalue #successstrategy #gtmomentum #gotomarket #valuecreation #bestpractices #customercentricity #saassales #saasmarketing #growthlevers #growthdrivers #softwarebusiness

🚀 From Hardware to SaaS: The Strategic Shift Every Tech Company Needs to Know 💻➡️☁️ Transitioning from hardware products to SaaS is no small feat—it’s a transformation that requires a complete overhaul of your product strategy and Go-To-Market (GTM) approach. But when done right, the rewards are undeniable: recurring revenue, scalability, and deeper customer engagement. 🔄💡 In my latest article, I explore the key pillars for a successful hardware-to-SaaS shift: 1️⃣ Redefining the Product Mindset: Continuous value delivery, usage-based metrics, and building an API ecosystem. 2️⃣ Restructuring Your Go-To-Market Strategy: New buyer personas, subscription models, and sales enablement. 3️⃣ Scaling Acquisition & Retention: Digital-first marketing, robust onboarding, and product-led growth (PLG). 4️⃣ Leveraging Real-Time Feedback: Agile development, usage analytics, and rapid iteration for SaaS success. 📈 Data-Driven Insights: SaaS companies that emphasize continuous customer education see a 15% reduction in churn. Product-Led Growth models drive 3x higher customer retention compared to traditional sales-led approaches. Check out my full guide to learn how hardware companies can make this strategic shift and ensure long-term success in the SaaS world. - https://lnkd.in/gp84ncgg If your company is considering moving to a SaaS model, what are your biggest challenges? Let’s discuss in the comments! 👇 #SaaS #ProductStrategy #ProductMarketing #HardwareToSaaS #GTM #TechInnovation #CustomerSuccess #ProductLedGrowth #DigitalTransformation #B2BMarketing #BusinessGrowth #SaaSTransition

6 learnings SaaStr leaders on SAAS PLG, SLG, pricing, packaging... I summarize them here I attended SaaStr for the first time and learned a lot on what I was doing wrong. #1 Pricing & Packaging When it comes to packaging your product, always start with first principles. → Can you directly justify ROI to your customers? → Does your product increase productivity? → Can it be easily self-served or deployed by your sales team? Building from these basics ensures you’re delivering clear value and keeps things simple for the customer. ~ Akshay Sharma of Miro #2 Hybrid Pricing Models Successful SaaS companies use hybrid pricing—combining seat-based, usage-based, and free trials. Why? Because they balance different customer needs: → Free for individuals to try and love → Seat-based for teams collaborating → Usage-based for larger enterprises Flexibility is key to scale across different customer segments. ~ Sandhya Hegde GP Unusual VC #3 PLG + SLG = The New Normal Combining PLG and SLG is no longer an option; it’s essential. PLG isn’t just a channel; it’s a business model that allows users to experience value first, driving sales later. But PLG needs to work together with sales teams for ultimate growth. → Let users fall in love with the product at their own pace → Empower your sales teams to engage when customers are ready for larger deals ~ Adam Gross, Fromer CEO Vimeo #4 Freemium to Enterprise For your GTM (Go-To-Market) strategy, think in layers: → Freemium for individuals focusing on creation and sharing → Paid seats for teams that collaborate on projects → Solution-oriented plans for enterprises This holistic view can be tough to execute, but if done well, it scales. ~ Tim Zheng , CEO Apollo.io #5 Take the Long View Building a successful SaaS business is a long game. Sometimes growth takes longer, but having a long-term mindset pays off when it comes to strategy, customer relationships, and market positioning. ~ Erica Anderson , CRO Notion #6 Invest in customer Success 10% of revenue is the gold standard for customer success investment. Customer Success should not rely on lagging Indicators. ~ Abbas Haider Ali , VP CS GitHub Whats your favorite learning? Let me know in comments. ♺ Share these learnings with your peers.

🚀 How to Scale SaaS from $1M to $20M ARR: Key Insights from ICONIQ 📊 Scaling a SaaS business from $1M to $20M ARR is no easy feat, but with a solid foundation, clear strategy, and a focus on making strategic decisions at every stage, it’s achievable. ICONIQ’s latest report provides a detailed guide for companies navigating this crucial growth phase. Here are the key takeaways: 1️⃣ Identify Your Ideal Customer Profile (ICP): Focus on landing high-value logos that perfectly match your ideal customer profile (ICP). Securing quality customers early on not only sets a strong foundation but also builds credibility and positions your business for sustainable growth. 2️⃣ Build a Strong Product-Market Fit: Before anything else, ensure your product-market fit is rock solid. This means solving a real customer pain point and continuously iterating your product based on customer feedback to drive deeper engagement and retention. 3️⃣ Customer Retention Over Acquisition: Customer retention is a key driver of sustainable growth, often more impactful than acquisition alone. Prioritizing existing customers and expanding their accounts leads to higher Net Dollar Retention (NDR), ideally 120%+, which is a clear signal of long-term product success. 4️⃣ Invest in Product Before Expanding GTM: Don’t rush into scaling your go-to-market (GTM) strategy. Instead, focus on investing in your product to ensure it’s optimized for your initial customers. Once the product is solid, scaling your GTM efforts becomes much more efficient and impactful. 5️⃣ Focus on Operational Efficiency: From day one, implement scalable processes across critical areas like customer onboarding, product usage, and support. Companies that optimize their operations early on are better positioned to scale efficiently from $1M to $20M ARR. Scaling from $1M to $20M ARR is all about creating the right balance between customer retention, product development, and operational efficiency. As ICONIQ points out, focusing on the fundamentals will set you up for sustainable growth in the long term. 🌱💼 Check out the full report here: https://lnkd.in/dV-Dcf_j #SaaS #ScalingGrowth #ICONIQ #ARR #StartupGrowth #ProductMarketFit #RevenueGrowth #CustomerRetention #DataDriven #CFO