On this episode of SaaS Open Mic:

1. Two common pricing mistakes founders make
2. How to apply the Jobs to Be Done framework to pricing strategy
3. Pricing experiments to test for price sensitivity
4. 90% of growth comes from 10% of the activities

Matt has worked with dozens of startups and scaleups in his time at 500 Startups and Startup Core Strengths. A challenge that every company must face at some point is optimizing pricing or setting a price for a new product or feature. Matt shares his perspective on establishing and optimizing pricing using the Jobs to Be Done framework. 

On this episode of SaaS Open Mic with Jess Bartos of Salesforce Ventures: 

1. Growth needs to endure at high rates
2. Net Dollar Retention means you’re delivering on your promise
3. Turn your gross margin into growth
4. Rule of 40 is the balance between growth and profitability
5. Burn multiples measure growth efficiency
6. Use your SaaS metrics to tell a great story to your investors

On this episode of the SaaS Open Mic:

• How Capchase got started
• The different options for raising capital
• Drivers and tendencies in funding and fundraising
• Revenue-based financing
• The metrics that distinguish the fastest-growing companies

On this episode of SaaS Open Mic

• The challenges of revenue attribution for B2B SaaS businesses 
• The do’s and don’ts of revenue attribution
• Google Analytics for complex sales cycles  
• Why you can’t measure everything but you should measure what you can

On this episode of SaaS Open Mic:

• What is the hotbed for technical talent right now?
• Creating a plan for hiring and onboarding new employees
• The minimum requirements to run a global team
• Going above and beyond for your employees

In this episode of SaaS Open Mic:

• The story of Mind the Product, the world’s largest community of product managers
• How it sold to Pendo
• What software companies should consider before acquiring a community 
• De-Risking acquisitions
• What community leaders should contemplate when considering an exit
• Building audiences versus building communities
• The next steps for the acquirer and acquired after the sale

In this episode of the SaaS Open Mic we discuss:

• Rapid growth during a pandemic
• How to tailor priorities and keep focus during a growth phase
• Establishing clear guidelines and expectations in remote work
• Measuring success through outputs (and not inputs)
• Hiring with a standardized process in mind
• Focus on company values
• Automating onboarding
• North Star metric for team alignment

In this episode of the SaaS Open Mic we discuss:

• How initial pricing models can be challenging and ultimately need to change
• Reaching price to value alignment
• Making the final decision to switch to a different pricing model
• The three dimensions of pricing experimentation and when to apply A/B testing
• The metrics that SaaS businesses need to keep an eye on during pricing experiments

We touch on many topics related to pricing migration:

• The decision drivers that led ChartMogul to decide on a pricing migration
• How to prepare for a pricing migration
• Where things could go wrong
• Maintaining flexibility and making space for conversation

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In this episode of SaaS Open Mic, Ross and I discuss creating repeatable revenue processes and: 

• Customer journey mapping
• Improving the funnel
• Positioning and sales/marketing alignment
• How to know when to iterate on your processes
• Personas and PMF
• Revenue generation responsibilities beyond the sales organization
• Relationship building

Our interview covers the following: 

• The shift from a service business to SaaS
• Focusing on the problem and nothing else
• Raising money
• The balance between confidence and vulnerability in the leadership team
• Employee experience

I hope you enjoy the latest episode of SaaS Open Mic!