Ben MacKinney

My latest post on Medium -- an overview of how to build a great delivery or "product success" function, which I think is one of the most important (and consistently under-valued) teams at a high-growth tech business. https://lnkd.in/ekUwpZ-d

163

11 Comments

Regardless of how you feel about any of the politics of the folks involved, this is a fascinating and interesting read that quickly devolved into airing of corporate dirty laundry, first between John Carmack and Andrew Bozworth, and then between Andrew Bozworth and Palmer Luckey. I don't shed any tears for Palmer's departure, but the process behind it is interesting to analyze. I can say having worked with John that he doesn't ever bring personal politics or personal beliefs into work. He doesn't discuss them. When he's at work, he's focused on work, and expected everyone else to be also. Our personal politics may not have aligned but we share an enduring love for the medium of games, the nascent technology of VR, and the potential of a future metaverse. As for this conversation on Twitter? I can imagine that there were PR folks trying to drag Andrew Bozworth's social media credentials away from him. Something like, "stop posting to Twitter dammit, you're just digging the grave deeper." This is like watching a mixed doubles tennis match. ----- UploadVR: "Palmer Luckey & John Carmack Argue With Meta CTO Over Luckey's Firing" (Ian hamilton) (April 15, 2024) “On Saturday I was out at a soccer field in Manhattan watching my kid play, relaxing like many of us do on the weekend, when I saw that former Oculus CTO John Carmack wrote “I regret not doing more to support and defend Palmer Luckey at Facebook. We were in different states and divisions, and I was largely out of the political loop, but when I became aware of the situation I should have made a clear and open statement of opposition to the witch hunt.” Twitter: John Carmack: https://lnkd.in/gYfU98Xr IanHamilton: https://lnkd.in/g7nmRXzU JohnCarmack: https://lnkd.in/gr58AWAM IanHamilton: https://lnkd.in/g_ai_ciJ JohnCarmack: https://lnkd.in/gfyG7ygG AndrewBozworth: https://lnkd.in/ghFvenWD AndrewBozworth: https://lnkd.in/gn_MqkmE JohnCarmack: https://lnkd.in/gs8d-RVi AndrewBozworth: https://lnkd.in/geUCd-5W Blair Renaud: https://lnkd.in/gPviA5Bc AndrewBozworth: https://lnkd.in/ggWCehvQ UploadVR: https://lnkd.in/gzqczb4A PalmerLuckey: https://lnkd.in/gkqaKVuN AndrewBozworth: https://lnkd.in/gG3xnj9W PalmerLuckey: https://lnkd.in/g5n2Eh95 AndrewBosworth: https://lnkd.in/gnDC2myH PalmerLuckey: https://lnkd.in/gH_aVtSY AndrewBozworth: https://lnkd.in/gd3RqKgZ AmandaWatson: https://lnkd.in/gx6bq95w #socialmedia #xr #twitterbeef #flamewar #twitter

14

13 Comments

𝗔𝘁𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆-𝘀𝗽𝗲𝗰𝗶𝗳𝗶𝗰 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝗳𝗼𝘂𝗻𝗱𝗲𝗿𝘀! We're conducting a benchmarking study to define success metrics specifically for vertical software companies. 𝗪𝗵𝘆 𝗧𝗵𝗶𝘀 𝗠𝗮𝘁𝘁𝗲𝗿𝘀: Existing SaaS benchmarks just don't cut it for your unique industry needs. This research will provide the data-driven insights to measure and optimize your vertical software business. 𝗖𝗮𝗻 𝗬𝗼𝘂 𝗛𝗲𝗹𝗽? A few minutes of your time can make a big difference.

19

Andrew Johnston's journey through the SendGrid-Twilio merger is a masterclass in navigating the complexities of large tech acquisitions. When SendGrid and Twilio joined forces, it seemed like a match made in tech heaven. But even with aligned company values, the sales motions were wildly different. • Twilio: Aggressive, enterprise-focused, high ACV. • SendGrid: Developing enterprise muscle, lower ACV but very high margins. Andrew shared 3 keys to leading sales teams through the turbulence of a merger in the latest episode of the GTM Podcast by GTMnow. 1. Don't rush the integration Andrew's key insight? "We tried to integrate the teams too much, too soon.” The better approach?  Keep teams separate and co-sell initially. 2. Align everyone’s incentives with business goals The misalignment between deal size and margins created issues. Twilio reps chased big numbers, while execs wanted the juicy SendGrid margins. The fix? Consider margin-based quotas to guide your sales fleet in the right direction. 3. Use complementary products as "Trojan horses" Reps were able to leverage SendGrid to open doors for larger Twilio deals. This approach helped reps see value in the full product suite. Andrew's advice for navigating acquisitions on a more personal level: –  Be the easiest to work with, go the extra mile for your new colleagues – Invest in relationships, even 15-minute syncs can pay huge dividends – Understand the acquiring company's history and priorities, crucial for aligning incentives As he reminds us: "acquisitions are messy, only about 60-75% are ever done right." With strong relationships as your compass though, you can make your way to the promised land. Check out ep.106 of The GTM Podcast wherever you 🎧 to your pods.

44

11 Comments

Running our Q1 retro with the whole Accord GTM crew in town! Despite coming in +120% to target, there're still SO MANY WAYS I want us to get better... - Getting onsite, to leaders, and multi-threading *earlier* in the process - Running tighter demos with relatable stories vs feature heavy - Do even more work for our buyers to help them evaluate - Exec updates post-sales to drive success + upsells - Document talk-tracks and key objections There's ENDLESS ways to up-level your team when it comes to deal execution... The question is, will you prioritize the time, effort, and growth? Or just ask yourself + your team to work harder, not smarter? Getting 1% better every day is incredibly rewarding and the only way to win over the long term 📈 📈 📈

40

3 Comments

Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

156

6 Comments

Just finished SaaStr's interview with Daniel Lang, CEO of Mangomint. It's a quick but comprehensive view in building a modern vertical SaaS platform for SMBs. Key takeaway: "You really have to do it all now to build a true platform for SMBs: software, payments, payroll, marketing, workflow and more." SMB customers today expect a one-stop solution for their growing needs, and it's our responsibility to deliver. Some fascinating points from Mangomint's journey: 1. Automation & AI aren't just for efficiency — they're solving critical labor shortages 2. Multi-product strategy is critical for achieving high net revenue retention 3. Laser focus on the right customer segment is key https://lnkd.in/eVQHUGEk #VerticalSaaS #SMBTech #PlatformStrategy #EmbeddedFinance

13

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

1

2 Comments

As customers see how fast AI is learning, adapting and improving, they are expecting vendors to match this velocity for their own solutions. Adaptability and agility are two of the most powerful benefits of our DaVinci Toolkit. If you're a customer that is tired of the long development roadmap waitlist from your vendor, or you're a vendor who's overwhelmed by the expense of building and maintaining your in-house integration, then reach out and we can help you refocus on what you do best. #YourRoadmapYourRulesYourData

11

It was great meeting Anna Centrella, Tyler Gonzalez and the team of Carta while visiting their booth at the recent SaaStr Conference. Carta helps startups and companies manage their equity (like shares and stock options) all in one place. This includes keeping track of who owns what, fundraising, and staying compliant with legal rules. Carta offers tools for issuing digital shares, running valuations, and facilitating secondary market transactions. Carta rocks! That's because they simplify complex tasks like tracking equity, which could otherwise be a big headache for growing companies. Let's say, you're a startup founder and you need to issue stock options to your employees or raise money from investors. Carta makes that whole process super easy and efficient, so you can focus on building your business. Carta's services extend to venture capital firms, helping them manage their investment portfolios. #Carta #EquityManagement #CapTable #StartupFunding #Investment #ValuationSoftware #PrivateEquity #StockOptions #FinancialTechnology #CartaX #BusinessSolutions #VentureCapital Henry Ward Will Larson 🔌 Andy Mowat Jeff Perry If you are interested, do check them out at: https://carta.com/

15

2 Comments

Other than excessive maleness and paleness*, April 2024 was an excellent month for the podcast, packed with outstanding guests. ICYMI, today's episode highlights the most fascinating moments of my convos with them. Specifically, conversation highlights include: 1. Iconic open-source developer Dr. Hadley Wickham putting the "R vs Python" argument to bed. 2. Aleksa Gordić, creator of a digital A.I.-learning community of 160k+ people, on the movement from formal to self-directed education. 3. World-leading futurist Bernard Marr on how we can work with A.I. as opposed to it lording over of us. 4. Educator of millions of data scientists, Kirill Eremenko, on why gradient boosting is so powerful for making informed business decisions. 5. Prof. Barrett Thomas on how drones could transform same-day delivery. *Remedied in May! Check out today's episode (#782) to hear all these eye-opening conversations. The Super Data Science Podcast is available on all major podcasting platforms and a video version is on YouTube. #superdatascience #datascience #machinelearning #ai #podcast

28

1 Comment

Hey RevOps - here's a hack for you to eliminate all the time and money you are spending on your sandbox environment 👇 Test in production. 😏 Follow me for me RevOps hacks...and have a good weekend y'all ✌️ #revops #revenueoperations #salesops #salesoperations #sfdc #salesforce #salesforceadmin #sfdcadmin

44

12 Comments

Join Saish Redkar on May 7th! 👉 7 years using the product 👉 More than 1300 questions answered in our community 👉 Hands-on knowledge and experience into 7 things he's learned so far (# 6 will shock you!) Register below 👇 https://bit.ly/3xTyn5i #AmplitudeCommunity #DataRobot

3

The latest from Harry Stebbings + me: a deep dive on Seed Investing Today, The Best and Worst Investments, SMB vs. Enterprise SaaS, "Acceptable" Churn, and When to Go Multi-Product. And more ;) https://lnkd.in/gsD_x2Pi

39

2 Comments

The world of software sales and go-to-market (GTM) motions is ever-evolving. I firmly believe that integrating traditional B2B sales with Product-Led Growth (PLG) strategies is the key to sustained success. When you crack this puzzle, your product team and customers will truly thank you. At Lucid Software, we haven’t fully nailed it yet, but we’re getting better each and every day. The journey of continuous improvement is what drives us forward. I recently had the opportunity to share a few lessons in a conversation with Kelsey Stevenson (CPO, Bitly) and the Spectrum Equity team. Check out our discussion below! If you have tips or insights to share, drop some knowledge in the comments! #ContinuousLearning #ProductLedGrowth #LucidLearning

103

8 Comments

The truth many GTM leaders may not be prepared to acknowledge is the significant growth potential they are missing out on by not utilizing offshore talent. Offshore talent offers more than just cost-cutting benefits; it provides a strategic edge with agility, 24/7 productivity, and a drive for execution crucial for the success of today's tech startups. Why Offshore Talent is Crucial? In today's dynamic landscape, startups require more than just financial efficiency. They necessitate a team that can grow alongside the company, operate round-the-clock, and introduce fresh perspectives. Offshore talent enhances performance, unveils new avenues for growth, all while optimizing return on investment. Dispelling Misconceptions: It's understandable to have reservations. Questions like: - Can offshore hires match the caliber of an onshore team? - Will communication pose challenges? - Are they as committed to the company's mission? Our latest podcast episode delves into the experience of a startup leader grappling with these very doubts. Despite initial skepticism, he discovered that his offshore team exceeded expectations in remarkable ways. Here's what he found: - Time Zone Advantage: 24/7 productivity led to accelerated lead conversion and support. - Cost Efficiency: Achieving 70-90% savings on onshore expenses without compromising quality. - Innovation & Engagement: An actively involved team offering fresh ideas and solutions. One offshore team member even surpassed previous onshore hires, showcasing the impact of investing in talent irrespective of location. Feeling inclined to reassess your GTM approach? Join us on our latest podcast to uncover the complete narrative! visit our website! WWW.EXORDIOMTALENT.COM Youtube:  https://lnkd.in/eMaEFs69   Spotify : https://lnkd.in/etWqSJj2

12

This week, I sat down with Corey Bodzin, Chief Product Officer at Eclypsium, Inc. to talk about Eclypsium's unique insight, inflections in B2B SaaS, pricing & packaging, operating with excellence, and establishing alignment across product, engineering, and GTM. I loved this conversation, and we’ll release the entire interview soon on youtube. In the meantime, here's a great clip where Corey discusses major inflections in B2B SaaS and the acute constraints that have resulted for operators when it comes to evolving pricing & packaging. In a world of multiple go to market motions, hybrid billing, & multiple products, it's incredibly difficult to retain flexible control over pricing & packaging.⚙️ The analogy Corey uses is that in a startup or scale-up, pricing & packaging is not like playing a symphony, but instead like playing jazz. The tooling needs to support the necessary creativity. 🎶 Corey is a security professional by day🔒, having held product leadership roles across a number of great companies, prior to Eclypsium: Automox, Deepwatch, ExtraHop, Tenable Qualys, and RSA Security. He's also a fantastic storyteller, master of the metaphor, and a culinary nerd (his words, not mine :-)) at mealtime 🍳. #pricing #packaging #b2bsaas

20

1 Comment

Product for Engineers dropped another awesome post recently: How we decide what to build. It’s a beautiful building-in-public look at how PostHog goes about product development. There is so much to learn from this newsletter. I love it. https://lnkd.in/ewNBSpu4

60

45 Comments

On this episode of Building Jam w/ Retool + ex-Stripe eng leader Tamar Ben-Shachar: 1. How to get out of fire-fighting mode and back to proactive engineering 2. Slowing down short term to add observability to move faster long term 3. The importance of aligning on what does "Done" mean on your team 4. Why the best dev teams are good at saying no 5. What are the best engineering interview questions to ask Hope you enjoy the episode! YT link below

32

2 Comments