axel sukianto

How Dovetail created a new SaaS category while growing to a $970M (Australian) valuation in 5 years: (I learned the details by having a chat with 4 members of their team, and 4 UXR leaders.) 1. Product-led growth, design-led company While Dovetail's culture is design-led, its business model is decidedly product-led growth. The company relies on the product, & inherently viral features like research reports, to: • Acquire • Convert • Monetize • And retain users 2. Creating a hub for a neglected persona Let's go back to 2016. While: • Engineers had JIRA • Designers had Sketch • PMs had Confluence • Analysts had Tableau • User Researchers had... nothing? Their workflow was a chaos of switching between different software and tools. Ben had lived it as a product designer at Atlassian. While there were many softwares focused on how to build, there was almost nothing about what to build. So, after validating the idea with an MVP, he recruited his Atlassian Engineer friend, Bradley Ayers, to join him. 3. Mastering the PLG motion Dovetail excels in all layers of PLG: → Acquisition: they don't use any outbound sales → Core problem: the home page emphasizes on improving your product decision-making → Reduced friction: its onboarding is focused on a standard walkthrough → Activation: an intuitive product, examples & templates → Retention: as a system of record, the product gets stickier as more data is put in → Monetization: free plan has unlimited functionality, but 1 project → Expansion: natural growth of free users, who become editors 4. Creating powerful, reinforcing growth loops Dovetail has 2 primary flywheels: • More paid seats help them build a better product, which helps UXRs succeed, which drives more UXRs & paid seats • UXRs succeed, driving collaborators to join, which go from free to paid seats As well as 2 secondary flywheels: • The more paid seats, the more it can invest in inbound sales • The more free seats, the more expansion products like Channels (to analyze customer support data) it can build 5. Building towards a category of one Dovetail is building out its own category even though there are competitors in the research insights space It's not quite transcription or a hub for research. It's that and more. This has helped it create a new category in SaaS. To learn about the complete story and breakdown, check out the deep dive here: https://buff.ly/4dBAdHs

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Do you work with Startups or Scaleups? When our Founders, Startup / Scaleup Leaders, or Startup Employees join Aussie Founders Club's free membership on Frontcover, they then unlock exclusive offers for products and services. On the list, we currently have offers from companies like: Rapha: 6 months FREE on their recruitment system Heatseeker: A 30% disount on their subscription which gives you access to tools for generating value propositions, conducting live competitor audits, and running in-market experiments Mayfly Ventures: A free 45 minute Product Strategy Session HubSpot: Discounted access to Hubspot for Startups which opens you up to MANY MANY offers for startups BetaTrends: A 25% discount on their analytics subscription Granton: A free 30 minute consult to discuss eligible grants for your startup ScoreApp: 50% off your first month (I love Scoreapp) Informly: 10% off your Idea Validation report (I've used this - their reports are incredible) Also offers from my own businesses: Kairos: Offering exclusive AFC rates for your first hire placed through Kairos Mployd: Discounts on services for startup employees looking for work I've got many more in the works but if this sounds like something you and your business wants to get across, getting you in front of your target market and supporting them with an exclusive offer - you can! Fill out our EOI form and we will be in touch - link here: https://lnkd.in/gWqN32cb

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Really well illustrated diagram on Growth Loops - an essential part of product led growth. Your key takeaways: -Reduce friction to getting to an Aha moment -Make it easy to share and add others to your product in a free/viewer mode -Make it easy to pay -Make sure your product gets more valuable the more people use it What are your thoughts? #product #design #plg #quantana

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📉 Outages Impacted eCommerce Brands Last Week 🚨 🔹 Shopify Inbox Access – 1 hr (Nov 13) 🏪 Customer support chat inaccessible for merchants. Admin Access Errors – 45 mins (Nov 9) 🗨 Admin login issues, SLAs impacted. Cashback Redemption Issues – 50 mins (Nov 7) 💲 Customers faced issues redeeming cashback on orders. 🔹 Meta Facebook Ads Delivery Delays – 1.5 hrs (Nov 7) 📉 Ads temporarily delayed/down, potentially impacting ROAS & CAC. 🛡️ Protect your eCommerce business from these disruptions with Out Of The Blue™ Pulse’s real-time monitoring and proactive alerts. 🔗Link to sign up for a free 7-day trial in the comments! Jaidev Karanth Vikram Peddakotla Ankit Agrawal Utkarsh Patil #Pulse #eCommerce #OutageAlert #Shopify #Meta #RealTimeMonitoring #SalesImpact #ErrorMonitoring #Growth

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Today marks a key moment on the retail calendar, with Australian Shopify merchants recording $9.3B in BFCM sales last year, up 25% on the previous. A recent report even found that BFCM has overtaken Christmas as the biggest sales event, with half of Australians planning to shopping this weekend. For brands with a strong, long-term approach to loyalty and customer success, BFCM is just one piece of the puzzle. It’s not about short-term wins but leveraging the momentum to enhance your overall strategy. In a recent article I wrote for Dynamic Business I cover some key areas for brands on how to approach BFCM with a long-term mindset: ✅ Profit-first strategies ✅ Creative, thoughtful discounting ✅ Memorable customer experiences ✅ Retention-driven tactics If you want to learn more check out my article and feel free to DM me with any questions: https://lnkd.in/gkzXsbUT #BFCM #retailstrategy #customerloyalty #ecommerce

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🌎🌍🌏 If you're expanding into the US (or into a bigger, international market) from Aus or NZ, here’s quick 3 tips for Google Ads: 1️⃣ Start with only one test area. i.e. don’t target the whole country. ↳ Otherwise you’ll need to 10x your current budget at the bare minimum as it will be depleted instantly with minimal results and not enough data for Google’s algorithms to optimise 2️⃣ Remember to localise your ad copy, landing pages etc ↳ It’s easy to forget basic even small things like changing the “s” to a “z”, among many others (e.g. localise -> localize) 3️⃣ Create a new, separate ads account  ↳ Not essential, but definitely recommended. Reduces complexities like reviewing metrics, adjusting strategy, billing in USD etc. Make sure to link it back to your original account using a MCC

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How Dovetail grew to a $970M (Australian) valuation in 5 years—and created a new SaaS category: I chatted with 4 members of their team, and 4 UXR leaders, to learn the details. 1. Product-led growth, design-led company Dovetail's business model is decidedly product-led growth. The company relies on the product, and inherently viral features like research reports, to acquire, convert, monetize, and retain users. But design-led is its culture. CEO and co-founder Benjamin Humphrey has been in the details of the design since its beginning. And the product "feels" like it as a result. 2. Creating a hub for a neglected persona Rewind to 2016. While engineers had JIRA, Designers had Sketch, PMs had Google Docs, and analysts had Tableau, User Researchers had... nothing? Their workflow was a mess of hopping between different software. Ben had lived it as a product designer at Atlassian. There was a plethora of software focused on how to build, but there was almost nothing about what to build. So, after proving out the idea with an MVP, he recruited his Atlassian Engineer friend, Bradley Ayers, to join him. 3. Mastering the PLG motion Dovetail excels in all layers of PLG: → Acquisition: they don't use any outbound sales, focusing on product acquisition → Core problem communication: the home page emphasizes improving how you make product decisions → Reduced friction: its onboarding is focused on a standard walkthrough, but it is 10 steps → Activation: Dovetail has an intuitive product, examples, and templates to take you from setup to habit → Retention: as a system of record, the product gets stickier as more (qualitative) data is put in it → Monetization: the free plan has unlimited functionality, but only 1 project → Expansion: it has a natural growth of free users, who eventually become editors 4. Creating powerful, reinforcing growth loops Dovetail 2 two core loops: • More paid seats helps them build a better product, which helps UXRs succeed, which drives more UXRs and paid seats                                 • UXRs succeed, driving collaborators to join, which go from free to paid seats As well as 2 ancillary loops: • The more paid seats, the more it can invest in inbound sales • The more free seats, the more expansion products like Channels (to analyze customer support data) it can build 5. Building towards a category of one While there are competitors in the research insights space, Dovetail is building out its own category. It's not quite transcription. It's not quite a hub for research. It's that and more. This has helped it create its own, new category in SaaS. As Benjamin, still the CEO, told me: "We're building a system of record for all insights... It's a friggin' long, 20-year journey. You need to be a little nuts to have that level of ambition. "

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I got renewed! $11M in pipeline. $7.1M in revenue. So we are back for another instalment of the Diary…Soon! This was something I joked about in the first book, even with this kind of revenue impact it would make no sense to write a volume 2 if I had nothing new to share. Luckily nothing stays still in marketing or at Cognism for long and even more luckily I haven’t been fired yet, so I am still very much on this journey of first time CMO. But it’s a new phase, with new challenges, new mistakes and new learnings. All of which I am going to share with you all…very soon. I’d love to hear - if you read my first diary - how did you read it? The physical book, the digital book or the audio book? Please leave this in the comments! It will help my team motivate me for those long nights sat recording audio that are looming. Excited to share this next phase of the journey with you very very soon. #b2bmarketing #demandgeneration

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This recent article about the ADMA sessions at SXSW - Sydney, is a good read. Here are a few key takeaways: Privacy is on everyone: It's not just on marketers to safeguard data. Agencies, platforms, and boards all need to step up. Marketers need to level up their privacy game: With the Privacy Act changes coming, it's more important than ever to be in the know. Lifelong learning is key: The marketers of 2030 will be the ones who are constantly curious and learning. Speak the language of business: We need to be able to demonstrate the value of marketing in a way that resonates with the C-suite. Don't be a dark pattern pusher: Persuasion is good, manipulation is not. Always think about the impact on the customer. No matter if you are starting your career in marketing or you have been at it for a while, it always remains exciting and challenging - and that’s a good thing! You can read the full article below. #SXSW #Marketing #Privacy #DarkPatterns #FutureofMarketing #ADMA

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I keep pinching myself over the partnerships we're building in our business. It surely can't get bigger than this? Gymshark, LVMH, Lounge Underwear - even the Sydney Roosters are powered by Patchworks. To be partnered and working together on solving customer experience problems for their Shopify clients is next-level exciting. Jim Herbert and the team have built a world-leading platform. While we're still young at Order Editing, it's a massive vote of confidence that we've built a robust app that the biggest brands on Shopify need. They spoke to their merchants and learned how much time is wasted in customer service each day changing addresses, applying discount codes, merging orders and every other ticket we self-service. This partnership is a no-brainer. With Patchworks, we create an editing period that gradually tightens as we get closer to the same-day shipping cut-off. This small window will self-service all your support tickets and drive upsells as customers add products to their orders. Turning order editing tickets into thousands of dollars. #Shopify #Ecommerce #Customerexperience

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In the past 7 days, I have spoken with: ✅ Digital marketing agency founder ($80k/mo) looking to automate the free audit they provide as a lead magnet ✅ Facebook ads agency founder ($30k/mo) interested in how to differentiate their service offerings with AI ✅ Australian solar energy company looking to use AI to help with lead generation ✅ Forex day trader and coach who wants to build an AI Trading Bot and automated content generation system ✅ Fractional CMO wanting to blend AI into her marketing initiatives ✅ Medical sales coach wanting to automate his lead management and build an automated sales funnel ✅ Events fundraising company founder looking to automate lead generation from LinkedIn ✅ SEO agency owner looking to improve his warm outreach with automated research ✅ Fractional talent recruiter looking for how AI can help him find new clients ✅ 3 AI automation agency owners who I onboarded onto my LinkedIn Content Copilot ✅ And a partridge in a pear tree All were looking to leverage AI automation for growth. This is why I love the AI automation world. I feel like I’m getting a mini MBA. I can’t make this up, it’s even wild looking at it typed up now. Not all weeks are like this. But this one was particularly awesome. --- If you want to learn how AI automation can help your company grow too, hit me up.

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Here is an example of where Target ROAS means nothing in terms of profitability and what countless Australian e-commerce businesses are blindly using as a metric to manage their digital advertising. Highlighted is a 400% Target ROAS set in Google across two separate campaigns. They're spending significant budget on a campaign that thanks to Profit Peak has identified it's providing half the profitability of the other campaign beneath. The more profitable campaign is also spending a quarter the amount of ad spend! Further, this less profitable campaign has been supposedly "optimised" and is budgeted to spend 6-figures a year alone. Just imagine the boost to their bottom line when this customer sees the results and now has visibilility to confidently redirect budget to the more profitable campaign beneath. This is what gets Carla Penn-Kahn, my team and I so excited to get to work in the morning. This is the power of Profit Peak

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📊 A brand new HubSpot report throws light on how AI is revolutionising the Go-to-Market strategies of startups! Some key findings that caught my eye: - 86% of founders say AI has positively impacted their GTM strategy 🚀 - 57% have seen an increase in customer conversion rates thanks to AI 📈 - 62% use AI in marketing and customer service, 54% in sales - The most popular AI tools are ChatGPT, AI tools HubSpot and GitHub Copilot - 66% plan to hire AI specialists within the next year 👩‍💻👨‍💻 What intrigued me most is that startups with rapid growth and significant VC funding are likelier to have dedicated AI teams. This shows that investors are seeing the potential of AI to scale the business. As an early-stage VC (Movens Capital) investing in startups with an AI element, I see huge opportunities for startups that can effectively use AI in their GTM strategies. This levels the playing field and allows smaller teams to compete with the giants. And how are you using AI in your business? What opportunities and challenges do you see? #AIInnovation #AI #VC #Startup #VentureCapital #FutureOfBusiness link to the report in the comments

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Check out how you can work with Socially Ausome in our Stan Store! Keywords: Content strategy content marketing strategy best content strategy 4 x4 content strategy plan 2024 2024 content strategy repurpose content strategy fashion content strategy tips to create daily content tiktok content strategy 2024 content creation hacks instagram content strategy seo content strategy content strategy 2024 style content strategy content creator tips viral content

Check out how you can work with Socially Ausome in our Stan Store! Keywords: Content strategy content marketing strategy best content strategy 4 x4 content strategy plan 2024 2024 content strategy repurpose content strategy fashion content strategy tips to create daily content tiktok content strategy 2024 content creation hacks instagram content strategy seo content strategy content strategy 2024 style content strategy content creator tips viral content

Some fantastic insights from Aakash Gupta, aka The Product Growth Guy, on Dovetail, the world’s leading customer insights hub! Read more below! ⬇️ #CustomerInsights ##CustomerInsightsHub #CustomerUnderstanding #CustomerResearch

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BFCM is coming 👀 In Australia last year BFCM sales rose by 7% 🦘🐨 💸 Here are 5️⃣ must-use strategies 🧐 1️⃣ Use Real-Time Data: 📊 Track campaigns live to boost ROAS and focus on top performers. 2️⃣ Start Early: ⏰ Launch pre-sales to capture demand and ease fulfillment pressure. 3️⃣ Go Multi-Channel: 📱 Keep messaging consistent across websites, social, and email. 4️⃣ Set Clear Expectations: 🚚 Offer express delivery or local pickup to delight customers. 5️⃣ Drive Retention: 🤝 Follow up with loyalty programs to encourage repeat business. Looking to leverage data-driven tools for your best BFCM yet? Check out this amazing insight from Triple Whale https://lnkd.in/gEiWJZMq #BFCM #BlackFriday #CyberMonday #Ecommerce #Australia #Marketing #Retail

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As a founder, testimonials from your users like this feel damn good! On top of this, from our Grw AI customer feedback sessions in May, we’ve heard the following user stories: 🚀 A senior AE at an NZX listed org won a company record ~$3M, 3 year deal using our AI as their expert deal coach throughout. 🚀 A sales rep at a NASDAQ listed org used our AI to revive and win a previously non-responsive prospect. 🚀 A CSM at a growth company used our AI to improve their customer comms, prepare for meetings and hit a record month in upsells. If you want the worlds most advanced AI sales coach, that has deep contextual and personal relevance across your revenue org, check out Grw AI or DM me.

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This #BFCM, Yotpo has got our marketers covered. Your inbox is full. Your brain is full 🤯 Your calendar is... well, let's not even go there. 📅🧨🧯 Time to empty something off your plate (literally - Yotpo is at your service!). 🙏🏻 This BFCM, Yotpo is At Your Service: here to take care of business, when it matters most. Time to nominate the marketers who have truly been juggling chaos prepping for this BFCM: https://bit.ly/3AtTsoJ

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