Allon Mason

Blueprints of a $4B success story: How focusing on the right team, structured employee integration, and a strong cultural foundation can propel your startup 👇 ➡ 𝗜𝗻𝘁𝗲𝗿𝘃𝗶𝗲𝘄𝗲𝗲: Garrett Langley, Founder & CEO of Flock Safety 🔌 𝗜𝗻𝘁𝗲𝗿𝘃𝗶𝗲𝘄𝗲𝗿: Logan Bartlett, Managing Director at Redpoint Ventures ✏ “The $4B Tech Startup Solving Crime with AI” ⭐ 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗮 𝗴𝗿𝗲𝗮𝘁 𝘁𝗲𝗮𝗺, 𝗮𝘀 𝘁𝗵𝗲𝘆 𝘄𝗶𝗹𝗹 𝗳𝗶𝗻𝗱 𝗴𝗿𝗲𝗮𝘁 𝗺𝗮𝗿𝗸𝗲𝘁𝘀 𝗮𝗻𝗱 𝗯𝘂𝗶𝗹𝗱 𝗴𝗿𝗲𝗮𝘁 𝗽𝗿𝗼𝗱𝘂𝗰𝘁𝘀: "I am a staunch believer that people and products trump market. I think great teams build great products and find great markets. I don't know any other way to do it... And so I've just always believed if you have a great team, the rest comes with that." ⭐ 𝗨𝘀𝗲 𝗮 𝟵𝟬-𝗱𝗮𝘆 𝗽𝗹𝗮𝗻 𝗳𝗼𝗿 𝗲𝘃𝗲𝗿𝘆 𝗻𝗲𝘄 𝗲𝗺𝗽𝗹𝗼𝘆𝗲𝗲 𝘁𝗼 𝗱𝗿𝗶𝘃𝗲 𝗮𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁, 𝘀𝗲𝘁 𝗲𝘅𝗽𝗲𝗰𝘁𝗮𝘁𝗶𝗼𝗻𝘀, 𝗮𝗻𝗱 𝗲𝗻𝘀𝘂𝗿𝗲 𝘁𝗵𝗲𝘆 𝗺𝗮𝗸𝗲 𝗮𝗻 𝗶𝗺𝗽𝗮𝗰𝘁 𝘄𝗶𝘁𝗵𝗶𝗻 𝘁𝗵𝗲𝗶𝗿 𝗳𝗶𝗿𝘀𝘁 𝟯𝟬 𝗱𝗮𝘆𝘀: "What we tend to do is put together a very actionable 90-day plan for every new employee. Are people actually gonna make an impact? Is the plan actionable? And what that does is it drives this deep level of alignment between a new employee. Because you're effectively telling them this is how I'm going to keep score…" ⭐ 𝗪𝗿𝗶𝘁𝗲 𝗱𝗼𝘄𝗻 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝗰𝘂𝗹𝘁𝘂𝗿𝗲 𝘁𝗼 𝗺𝗮𝗶𝗻𝘁𝗮𝗶𝗻 𝗶𝘁 𝗮𝘀 𝘁𝗵𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝘀𝗰𝗮𝗹𝗲𝘀, 𝗲𝘀𝗽𝗲𝗰𝗶𝗮𝗹𝗹𝘆 𝗶𝗻 𝗮 𝗿𝗲𝗺𝗼𝘁𝗲 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁: "If you don't write your culture down, it is inherently weak. In the absence of a written culture, your culture will just fade away. And in a remote environment, even harder, right? Because you don't see these people, you don't interact with people." ⭐ 𝗘𝗻𝘀𝘂𝗿𝗲 𝘁𝗵𝗮𝘁 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗮𝗿𝗲 𝗱𝗼𝗶𝗻𝗴 𝗿𝗲𝗮𝗹 𝘄𝗼𝗿𝗸 𝗮𝗻𝗱 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝗺𝗮𝗻𝗮𝗴𝗶𝗻𝗴 𝗽𝗲𝗼𝗽𝗹𝗲 𝗯𝘆 𝗵𝗮𝘃𝗶𝗻𝗴 𝘁𝗵𝗲𝗺 𝗼𝘄𝗻 𝗢𝗞𝗥𝘀 𝗮𝗻𝗱 𝗽𝗿𝗼𝘃𝗶𝗱𝗲 𝗱𝗲𝘁𝗮𝗶𝗹𝗲𝗱 𝘂𝗽𝗱𝗮𝘁𝗲𝘀 𝗼𝗻 𝘁𝗵𝗲𝗶𝗿 𝗽𝗿𝗼𝗴𝗿𝗲𝘀𝘀: "I expect anyone pretty much VP and above to own at least one if not two OKRs. One of the ways we're able to do that is every two weeks when we do a check-in, whoever is the owner is actually the one writing the update and it goes to the entire team." ───── 👉 Follow me, Alexander Small, for tactics and strategies for building startups from industry-leading Founders, Operators and Investors

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Why Did Wiz Turn Down Google’s $23B Offer? Assaf Rappaport called it one of the hardest decisions he’s ever made. 😬 𝗪𝗶𝘇’𝘀 𝗡𝘂𝗺𝗯𝗲𝗿𝘀 𝘁𝗼 𝗗𝗮𝘁𝗲: • $100M in ARR in just 18 months - fastest-growing SaaS company 🤑 • $500M in ARR to date • $1.9B in total funding, reaching a $10B valuation • Secured over 25% of Fortune 100 clients (Costco, Salesforce, Chipotle, and BMW) • Expanded from 40 employees in 2021 to a global presence, with offices in New York, Europe, and Asia-Pacific 𝗪𝗵𝗮𝘁 𝗗𝗿𝗼𝘃𝗲 𝗧𝗵𝗲𝗶𝗿 𝗥𝗮𝗽𝗶𝗱 𝗚𝗿𝗼𝘄𝘁𝗵? • Enterprise Focus - Targeted Fortune 500 companies, winning enterprise contracts • Competitive Edge - Quick product delivery and robust API provided a strong advantage over competitors like Palo Alto Networks • Market Timing - Post-pandemic, companies have increased investments in security ⏳ It’s clear why this acquisition appealed to Google but, why did Wiz reject $23B? 𝟯 𝗥𝗲𝗮𝘀𝗼𝗻𝘀 1. IPO Ambitions - Wiz has been eyeing an IPO, aiming for a $100B valuation while retaining control of its future. 2. Regulatory Concerns - The deal could have faced regulatory scrutiny with BigTech acquisition (take HubSpot for example) 3. Market Validation - The CrowdStrike outage and Google’s interest validated Wiz’s belief in its market position and growth potential. Rappaport believes in himself and his team. 🔥 They had a few lucky moments with the pandemic and CloudStrike outage, but their results are not lucky by any means. Now, Wiz has the opportunity to take it all the way, and create public value. With the decrease in IPOs the past few years, we need more founders like Rappaport. Much credit to Rappaport and the Wiz team for pursuing IPO. 👏 #wiz #venturecapital #startups

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The $17.5B success story: How Miro turned digital whiteboards into gold 👇 ⭐ 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗠𝗶𝗿𝗼'𝘀 𝗠𝗮𝗿𝗸𝗲𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻 💬 "Miro — the online collaborative whiteboard — is a beast of a SaaS product that's seen incredible growth (~10x) over the past 3 years: $17.5B valuation, 45M+ users, 99% of Fortune 100 companies as customers, 1,500+ employees." ⭐ 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗶𝗻𝗴 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗲 𝗘𝗻𝘁𝗿𝘆 𝗣𝗼𝗶𝗻𝘁𝘀 𝗳𝗼𝗿 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲 𝗔𝗱𝗼𝗽𝘁𝗶𝗼𝗻 💬 "If Spotify's marketing team isn't interested in Miro, but their designers love using it to brainstorm with engineers, that persona becomes Miro's point of attack to break into Spotify and win the account." ⭐ 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗶𝗻𝗴 𝗮 𝗙𝗿𝗲𝗲𝗺𝗶𝘂𝗺 𝗠𝗼𝗱𝗲𝗹 𝗳𝗼𝗿 𝗣𝗿𝗼𝗱𝘂𝗰𝘁-𝗟𝗲𝗱 𝗚𝗿𝗼𝘄𝘁𝗵 💬 "Miro uses a freemium model to provide value first and receive money later. The freemium version offers significant value upfront, allowing an unlimited number of teammates to get started, designed to get teams hooked and drive an internal viral loop." ⭐ 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗶𝗻𝗴 𝗨𝘀𝗲𝗿 𝗢𝗻𝗯𝗼𝗮𝗿𝗱𝗶𝗻𝗴 💬 "For SaaS with single-player and multiplayer modes, onboarding should differ for first-time users creating the workspace versus those joining an existing team." ⭐ 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗶𝗻𝗴 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲𝘀 𝗳𝗼𝗿 𝗥𝗮𝗽𝗶𝗱 𝗩𝗮𝗹𝘂𝗲 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 💬 "Each core use case unlocks new pools of users, expanding Miro's total addressable market. For example, by launching templates for Strategy, Planning, and Roadmapping, Miro began competing with products like Aha! and Productboard." ⭐ 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗶𝗻𝗴 𝗣𝗿𝗼𝗱𝘂𝗰𝘁-𝗟𝗲𝗱 𝗦𝗮𝗹𝗲𝘀 💬 "To build a strong, durable business, you need to be customer-centric. By adding marketing and sales layers on top of PLG, we increased our investment in customers, deepened relationships, and expanded the breadth of customers we can serve." ⭐ 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗶𝗻𝗴 𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆 𝗳𝗼𝗿 𝗚𝗿𝗼𝘄𝘁𝗵 💬 "Community isn't just a buzzword for Miro; it's an integral part of their strategic DNA. Miro understands that success lies in fostering a community that adds an extra layer of value, reflected in their various initiatives." ───── Actionable insights from: ➡ Aakash Gupta (Chief Product Officer at Product Growth) ✏ “How Miro Grows: Tactical Lessons From The $17.5B Whiteboard” ───── 👉 Follow me, Alexander Small, for tactics and strategies for building startups from industry-leading Founders, Operators and Investors

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Startup decks vs Business plans. It's accepted that a startup needs a deck. Dax Dasilva of Lightspeed Commerce made an important point on 20VC. Writing a business plan - including financial projections - is an important step. It requires discipline. It provides a rigorous framework for thinking deeply about the problem you're trying to solve. Harry Stebbings countered that he doesn't even want to see a deck since it's all dreams. We spent a lot of time and energy on our business plan with the expectation that we would show it to no one ever. The business plan was part of our roadmap for the company. We researched customers - including having 50+ conversations. We wanted to understand them: their background, their interests, their presence on social media. We also wanted to understand how they were evaluated by leadership and how integrated they were with the business of the company they were protecting. We researched pricing both with potential customers and other products in our industry to find out if OpEx or CapEx was a better fit. How did they buy today? How would they like to buy? We did market research to understand the verticals and map the right entry point - we were wrong but that doesn't reduce the value of the research. We looked at competitors in depth to understand what they were seeing that we weren't. Dax is right. This is an invaluable document that should be updated every year - the company is changing, the market is changing, there's more feedback about price and ICP. It's not for sharing with the outside world. It's a map for driving forward. Decks won't get you investment - VCs invest in people. We make decks but we know they don't tell our story. The deck is a calling card. Dax and Harry are both right. https://lnkd.in/e25M82xY

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Why I Chose to Go Solo Instead of Accepting a Co-founder... And I have immense respect for Elad Gil and his smart investment decisions. His view resonates deeply with me, as he said, "I don't think you need a co-founder, and I think conventional wisdom in Silicon Valley is you should find one, and I think that's bad advice." This affirmation from a seasoned investor, who has backed around 40 unicorns, gave me further confidence in my decision to go solo. A few months ago, I was deep in the search for a co-founder, mainly because it seemed almost mandatory for YC applications, and other VCs and accelerators. I used YC's co-founder matching, met some incredible folks, and came close to teaming up with someone impressive. Yet, here I am, choosing to fly solo. Why? It's not about the equity or not wanting to share the spotlight. Truth be told, I've always been skeptical about the co-founder route. Despite the appeal of those smiling teams in front of the YC logo and countless LinkedIn posts of co-founders celebrating their funding, the reality often tells a different story. I’ve observed too many partnerships dissolve into conflicts, and statistics back this up—with over 65% of co-founder relationships eventually splitting. A close friend parted ways with his co-founder, and I’ve heard many similar stories. My main reason for going solo? I need decisiveness and swift execution. I bootstrapped DataInsta as a jack-of-all-trades 😂 —from scientist to coder, designer, marketer, salesperson, and even a video content creator on social media. With the need for fast execution and quick iteration in startups, I can’t afford to slow down. Plus, I’m all-in, often clocking 16-hour days, and the potential co-founder I considered did not share that commitment. The potential co-founder was experienced and came from a big corporate and consultancy background—great for the pitch deck but often caught in analysis paralysis, hesitant in making quick decisions. By the time he was ready to jump in, I realized we might never fully align on the vision or share the same level of commitment. I'm not totally against the idea of having co-founders. There are countless success stories out there, though many also end up in splits or conflicts. If you're purely technical, pairing with someone strong in business or marketing might be crucial, and vice versa. Finding a balance can help cover all critical aspects of your startup's operations. Just tread carefully to avoid those early decisions that could split your venture down the middle. For now, I believe in building a strong team around me rather than binding myself to a co-founder. It’s about complementing skills without compromising the mission. #startup #ai #founder

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Description: Welcome to The Unstoppable Product Pioneer podcast, where Tamar Stolz, a seasoned expert in product strategy and SaaS innovation, guides you through the intricate world of product management. With a passion for empowering product managers at mid-size SaaS companies, Tamar shares practical insights on achieving strategic alignment, driving growth, and fostering cross-functional collaboration. In each episode, Tamar dives deep into the strategies and frameworks that successful companies use to streamline processes, align goals, and boost market impact. Whether you're looking to optimize workflows, strengthen your team's leadership, or sharpen your product management skills, Tamar delivers actionable advice to help you stay ahead in the competitive SaaS landscape. What You’ll Learn: How to align your product strategy with your business goals Best practices for product management coaching and mentorship Proven methods to streamline team processes and enhance collaboration Leadership development tips to build strong, high-performing teams Join Tamar as she explores the strategies that help organizations accelerate development, improve product-market fit, and increase revenue. Subscribe now for expert discussions, tutorials, and more to empower your team and drive product success. Subscribe to The Unstoppable Product Pioneer and start building products that matter! Connect with Tamar: 🌐 Website: uxpressed.com 📧 Email: [email protected] 📅 Book a Call: calendly.com/tamarstolz 🔔 Newsletter: tstolz.substack.com 📺 YouTube Channel: @TheUnstoppableProductPioneer

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What happened to all the #Forbes #30Under30 led startups from the last 3 years? Are they poised for greater success? Here's my analysis… I went through the Israeli lists from 2021-2023, and mapped out all the startups that had at least one founder noted on the list. 42 startups total: 🎖 8 companies, representing 19% were acquired (awesome work Ran & Eylam among many others). 😥 2 companies, representing 4.7% are inactive. Probably a couple more headed in this direction as the data depicts.  *I will be excluding these companies from the analysis moving forward. Most recurring investors? Samsung Next, Insight Partners, Matias Ventures (nice one Michael!). Deel leads the pack with the most funding to-date, totaling $679M raised. Followed by Remilk with $131M. Funding stage breakdown: ➡ $35M+, 31.25% - 10 Startups ->: Mostly B-Round companies with an occasional A-Round and C-Round. ➡ $15M-$34M, 31.25% - 10 Startups  ->: Mostly A-Round companies with an occasional B-Round and Seed round in there.  ➡ $0-$14M, 37.5% - 12 Startups ->: Mostly Seed companies with an occasional A-Round and a couple of Pre-seeds. Company sizes by headcount: Small (11-34) - 17, 53.1%  Medium (35 - 59) - 5, 15.6% Large (60+) - 10, 31.3% The list is pretty split between small and large companies. A year ago, the medium category would have a greater representation. Fastest growing companies YoY in employees: Vee (Small). Bridgewise (Medium). Humanz (Large).    All growing in high double digits in headcount %. No triple digit growth in the list. Most endured through the 2021-2022 free capital detox and seem to be rebounding at a lower velocity. 📉 46.9% of companies reduced their headcount in the last 12-months. Only 3 companies reduced headcount by over 20%. Any other random sample of decreasing headcount companies would yield higher shrinkage numbers. 📊 12.5% of companies either stayed stale or grew their workforce by up to 10%. 📈 37.5% of companies grew their workforce by 10%-90%+, pretty awesome given the fact some of these are post major firing waves. Latest financing: 25% of the companies disclosed a new funding round in the last 12-months. 21.87% of the companies HAVEN’T disclosed new funding in the last 12-24 months.  The rest haven't disclosed new funding in 24+ months. Final thoughts: 20% M&As is pretty high in any standard. Most companies seem to continue their growth trajectory. And lastly, these Forbes people choose really cool companies 🙂. Get the full list to perform your own analysis here ▶ https://lnkd.in/eRCF5BB8 Want to run your own analysis for any list? Shoot me a DM and let’s schedule a coffee / Zoom meeting! Shout out to my awesome friends on this list - Gila, ‪Aviv, Shir, Alon. Dealigence

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Curious about what’s happening in Israel’s AI ecosystem? Spoiler: It’s thriving. With both Google for Startups and Meta betting big on Israeli innovation, there’s no better time to pay attention. Here’s the latest—three Israeli startups were selected for Google’s AI First Accelerator. That’s right, three of the 15 chosen are from Israel. These startups are set to solve massive global challenges: ➡ Bagel AI - helping product teams to make smarter decisions and accelerate growth with their AI validating and prioritizing roadmaps, maximizing impact and boosting revenue. ➡ Dtect Vision - tackling the threat of deepfakes and misinformation, especially in finance, with advanced AI protection against digital fraud. ➡ Geneyx Genomex Ltd. - leveraging AI to simplify genetic data analysis, helping hospitals and labs manage and interpret complex sequencing data more effectively. Not to be outdone, Meta has also picked its top 10 Israeli #AIStartups: ➡ QRGenetics - using #GenAI to develop cures for rare and common genetic diseases. ➡ Twee - revolutionizing English education with AI-powered tools that let teachers create and deliver lessons more effectively. ➡ Lucid Dreams Financial - building the first AI-powered Financial Officer for startups and SMBs, instantly generating financial plans and KPIs. ➡ AdgeAi - a platform enabling teams to create data-driven content that cuts production costs and boosts brand profitability. ➡ Vinst - your AI-powered cooking companion, offering real-time vision support in the kitchen. ➡ Weavy - scaling content creation with AI-powered workflows for studios and agencies. ➡ Spines - an AI-driven platform that simplifies book publishing, from editing to global distribution. ➡ OrCam (Hear) - developed a hearable device that lets you focus on hearing what you want while tuning out distractions. ➡ Panjaya.ai - adapting video content to any language with AI, while keeping natural voice and lip sync. ➡ [Stealth Mode Entertainment], using AI to develop short-form animated content at scale. The energy here? Electric. The startups? Tackling some of the world’s toughest problems head-on. With valuations more attractive then ever, there’s no better time to get involved.

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𝗗𝗼 𝘆𝗼𝘂 𝗹𝗶𝘃𝗲 𝗶𝗻 𝗚𝗧𝗠 𝗘𝗮𝘀𝘁𝗲𝗿 𝗜𝘀𝗹𝗮𝗻𝗱, 𝘄𝗵𝗲𝗿𝗲 𝘁𝗵𝗲 𝘀𝗵𝗼𝗿𝘁 𝘁𝗲𝗿𝗺 𝗶𝘀 𝗮𝗹𝗹 𝘁𝗵𝗮𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀? Easter Island’s history offers us a powerful GTM lesson. The massive statues on an empty island are all that’s left of a once-thriving civilization—an island that couldn’t support the population after all the trees were cut down. As the CEO of a fast-growing SaaS company, I understand the pressure of consistently hitting quarterly targets. This drives a push for every GTM initiative to deliver quick wins. When the CMO suggests investing in brand and demand generation the response often is; "How does that help us this quarter? Focus on cutting down more trees!” 𝗔𝘀 𝗮 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗹𝗲𝗮𝗱𝗲𝗿 𝗵𝗲𝗹𝗽 𝘁𝗵𝗲 𝗖𝗘𝗢 𝗮𝗻𝗱 𝗯𝗼𝗮𝗿𝗱 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝘁𝗵𝗲 𝗘𝗮𝘀𝘁𝗲𝗿 𝗜𝘀𝗹𝗮𝗻𝗱 𝘀𝗰𝗲𝗻𝗮𝗿𝗶𝗼: 𝟭. 𝗘𝘀𝘁𝗮𝗯𝗹𝗶𝘀𝗵 𝘁𝗵𝗲 𝗰𝗵𝗮𝗻𝗴𝗲 𝗮𝘀 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀-𝗰𝗿𝗶𝘁𝗶𝗰𝗮𝗹 Make it clear that if we don’t shift our approach, we risk missing growth targets in 9-12 months and facing declining sales and profitability in 12-18 months. 𝟮. 𝗗𝗿𝗮𝘄 𝗮 𝗯𝗶𝗴 𝗽𝗶𝗰𝘁𝘂𝗿𝗲 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝗰𝘆𝗰𝗹𝗲 Our sales cycle is 6 months, and the buying cycle of our ICP is 20 months (the sales cycle is ~30% of the buying cycle). If we only focus on demand-capture over the next 2 quarters, how is the demand generated for the following quarters? 𝟯. 𝗭𝗼𝗼𝗺 𝗶𝗻 𝘁𝗼 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗱𝗮𝘁𝗮 Our opportunity-to-won conversion rate is 5% overall, but it’s 15% for our ICP accounts. By focusing on the short term, we lose control over opportunity quality. Shifting to a long-term focus, we can increase pipeline quality and boost conversion rates. 𝟰. 𝗥𝗼𝗼𝘁 𝘁𝗵𝗲 𝗻𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲 𝗶𝗻 𝘂𝗻𝗶𝘁 𝗲𝗰𝗼𝗻𝗼𝗺𝗶𝗰𝘀 With the current 5% conversion rate our Cost-Per-Opportunity is 5% and Customer Acquisition Cost (CAC) is $150K. By tripling the conversion rate, we can reduce both metrics by 66%. 𝟱. 𝗦𝗵𝗼𝘄 𝘁𝗵𝗮𝘁 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝗯𝗹𝗮𝗰𝗸-𝗮𝗻𝗱-𝘄𝗵𝗶𝘁𝗲 We can optimize short-term demand capture by eliminating 40% of the poorest-performing investments and reallocating that spend to long-term initiatives. The CMO plays a crucial role in breaking this vicious cycle. While CROs focus on hitting the quotas, CMOs must establish strategic priorities by emphasizing key business metrics over marketing metrics. This approach arms the CEO with a compelling narrative for the board. Once the CEO is aligned, getting the CRO on board is easier, as they’ll see that marketing’s role isn’t just to fill the pipeline (quantity) but to enhance conversion rates and sales velocity (quality). McKinsey found that companies balancing short-term performance with long-term growth outperform peers by 47% in revenue and earnings. Those investing in brand building see a 3x ROI compared to those focused only on short-term sales. I’ve shared the research link in the comments.

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Israeli startups: all look the same. No soul, no spark. I've seen it up close. These founders start with big dreams but lose their way. They're so busy trying to survive, they forget why they started. Fancy logos and slick websites? Sure. But dig deeper - there's nothing. No values, no real identity. It's not that they lack smarts. They're just scared. Scared of failing, scared of standing out. So they play it safe, blend in. Big mistake. Being forgettable is a death sentence. These companies need to find their voice, their purpose. They need to ask: "What do we really stand for?" #StartupLife #IsraeliTech #BrandIdentity #EntrepreneurshipJourney

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Growth is not a strategy. It’s the outcome of a successful strategy. #extu #themidmatketers #growthlooksgoodonyou

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💌 Did you know that Direct Mail gets up to 10x more responses than email marketing? It has this physical , personal touch and it just works ☺️—but it can feel overwhelming: What to send? When? To whom? That’s why, a few months ago, Dima Tarasenko 🇺🇦 and I built Salespost 👉 (www.salespost.co.uk) : a modern platform making Direct Mail as easy as email. Our pilot partners loved it, with campaigns seeing response rates up to 25%! 🚀 and now it's available to everyone! What’s Salespost? ✅ Personalized physical & virtual postcards ✅ We handle all the printing, mailing and tracking ✅ Stunning, editable templates - ready to use ✅ Campaigns ready in under 3 minutes 🚀 Launch Offer - expiring Christmas day. Visit www.salespost.co.uk for 50% off your first campaign with code SALSA50. Or check out the link in the comments for a 1:1 demo! 🌐 Let’s make postcards sexy again 🌇 Discover how Salespost can elevate your marketing strategy by visiting www.salespost.co.uk. #eCommerceMarketing #LawFirmMarketing #ProfessionalServices #StartupMarketing #DirectMailMarketing #CustomerEngagement #BusinessGrowth #MarketingStrategy #DigitalMarketing #SmallBusinessOwners #BrandAwareness #ClientRetention #Entrepreneurship #InnovationInMarketing #CampaignManagement

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💥 Webinar: How to handle loyalty program integrations with a complex techstack in place? (leave a comment, and my team will send you a recording) Irek (Host of the Loyalty Builders), Maciej (CTO at Omnivy), and Karol (ex-Comarch) have packed this episode with knowledge. I'm attaching a video snapshot. This is strongly recommended for anyone who is struggling with the technicalities of implementation or is about to implement a loyalty program and wants to avoid common pitfalls. DM me if you would like to watch the full recording 🤗

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NEW BLOG POST Engaging Weekly: The Power of Talking to Prospects and Users (Post 1 of 5) So critical, and so basic for anybody working in product. Not sure how you would do your job without it. Let's get back to this basic on a weekly basis! See full post within the comments! #SaaS #ProductManagement #CustomerEngagement #ProductLeadership #ContinuousDiscovery

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Faster growth, the path to $100M ARR, the secrets shared on mega exits or founder secondaries. This is what goes down at SaaSociety, our invite only event for 50 B2B SaaS Founders over $5M in revenue up to $50M, that want to get to $100M or even exit before then. Each year we take this select group of founders, to a special location for 2 days, to connect with peers on the same journey and we invite 3 special Founders who’ve passed the $100M ARR mark and maybe had a mega exit or two on the way. It’s chatham house rules (whats said there stays there). Except, you’ll only get the insider knowledge and make the connections by getting out of the office and being there yourself. We’ll also throw in a bit of fun, like Whiskey tasting and clay pigeon shooting. Most that attend learn more in those two days than in one year of running their business. And look at this list of previous attendees who combined have exited for around $10B Co-founder of Pipedrive,  CEO of Segment,  CEO of Brandwatch,  CEO of RD Station,  Co-founder of WalkMe,  Co-founders of Userflow,  CEO of Peakon,  Co-founders of Hotjar,  CEO of Datafox,  CEO of Mention,  CEO of Profitwell Spaces are limited, so apply today should you want to connect with your scaling peers and get the knowledge from those that have done it. Link in the comments #scaling #saas #founders #retreat #saasociety

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Can PLG companies, not just the .AIs, go from just surviving to truly thriving in 2024? Meka Asonye, Partner at First Round Capital, thinks so. At the PLGTM Summit 2024, Meka shared how AI-powered companies and compound startups are finding resilience and growth even in tough market conditions. He breaks down the strategies that are helping companies not just weather the storm but come out stronger on the other side. Also featured a hot new GTM job from OpenAI. 📖 Dive into Meka’s session recap and learn how to thrive in 2024. https://lnkd.in/e22HK54c

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SPLASHLOGIC-AI MAKES THE COMPLEX - EASY! This is the 2nd in a series of posts covering the 3 core components of Splashmetrics: End-to-End RevOps Intelligence, AI-driven Sales Content, and 360° Self-Serve Pipeline Analytics. Takeaway of post 1: The ONLY way to effectively do self-serve selling is robust strategic planning prior to launching a self-serve initiative, which must involve ALL the major stakeholders in your organization to provide clear cross-team strategic alignment and direction. It's the collaborative, actionable and measurable playbook for any initiative. The great news: 1) With our platform, the AI driving this self-serve sales conversation with your Buyers is tied DIRECTLY to YOUR strategic plan (not some generalized model); and 2) Splashmetrics makes all of this easy via our automated intelligence. For example, Splashmetrics provides best-practice planning templates pre-configured for most leading marketing/sales models (e.g. - Gartner ABM, SPIN, Salesforce/HubSpot Lifecycle, etc.) You can even start with a fully populated Splash plan based on past enterprise self-serve selling initiatives and the content examples in our demo. It's a perfect way to quickly get started. Next, Splashmetrics automates the heavy lifting throughout the plan. For example, all KPIs, benchmarks, and quotas are tied directly back to your revenue target and customized for every downstream division and department. Everyone knows exactly what they need to do - and when - to reach that revenue target. Splashmetrics also automates all the CTA linking in the content itself ensuring that every CTA leads the Buyer to the next stage of their journey. They are never kicked out of their journey like they are with most PDFs today (a huge problem). Once the Splash plan is finalized, all the stakeholders across your organization are fully informed and ready to execute your self-serve selling initiative. But if you've been involved with holistic marketing/sales initiatives like this you know that one of the biggest challenges in any organization is executing the work while ensuring full adherence to that critical strategic plan. And this is where things start getting really fun... With one click, our SplashLogicAI goes to work, leveraging your strategic plan to tie everything together for your teams, end-to-end. For example, each Smart Content Experience in each stage outputs a SplashLogic Spec providing all the critical information for a content creator on the targeted Buyers, the personalized messaging to each based on specific needs and challenges, and the interactions in the content that provide real-time answers to each Buyer's questions. Our AI also integrates all the journey content with both the analytics and your CRM, providing your ops/sales teams the info needed to leverage the invaluable Buyer-data stream from these strategic sales interactions. Next time we'll explore SplashLogicAI a bit more. Stay tuned! #selfservesales #selfservebuying #ai

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How do you manage demo environments for your SaaS apps (for your sales and success teams)? Any out-of-the-box solutions out there? A few features that would be helpful: 1) Reset daily ⏮️ 2) Easily adjust the core instance 👨‍🔧 3) Relational dates (automatically adjust certain dates so data always looks fresh 🍞)

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When you hit $50M+ ARR, expect 30-50% of net-new ARR to come from 𝗲𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻. Based on benchmarks from 700+ SaaS companies by Kyle Poyar It’s time to shift away from getting more new users. Shift away from increasing brand awareness. Shift away from offering more free trials. At $50M+ ARR, you need to: ▶ Cross-sell and upsell ▶ Get more seats per account ▶ Close more annual and enterprise plans And how do you do that? Notion shifted away from sign-up metrics. Instead, they focused on higher-value customers. 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁: A 35% rise in accounts with 3 or more users. Full Case Study: https://lnkd.in/e6f5B_S8 Miro shifted away from TOFU: free trials Instead, they focused on BOFU: corporate sign-ups 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁: A rise in corporate accounts (30%) and annual plan subscriptions (35%) Full Case Study: https://lnkd.in/euRFmz2p Are you hitting the 30-50% benchmark in expansion? 💬 Maybe we can help you like we did with Notion and Miro. 👉 Private Message me the word "VBB" and we can talk. Voyantis.ai lets you acquire your highest-value customers with AI and Value-Based Bidding strategies. Used by clients like Notion, Miro, Ipsy, and Honeybook. #growth #strategy #artificialintelligence #digitalmarketing #VBB Image Credit: Kyle Poyar (https://lnkd.in/g-AuiG52)

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