Alexander Berry’s Post

🔥 Excited to deep-dive into product-led growth! Tomorrow, I'm diving into the "Product-led Growth in B2B" course by Leah Tharin on Maven. I'm eager to learn from the best and apply these insights to drive more impact and product growth. #productledgrowth #PLG #B2B #alwaysbelearning

In the current macroeconomic environment, one of the major challenges faced by B2B SaaS businesses is retaining their customers. One of the strategies is to look at their revenue streams and based on the ACVs the retention strategies are created. Customers paying the top dollar, get a "white glove" service through Customer Success & Account Management teams, but what about customers who do not pay the top dollar? These customers are called the "long tail" In our analysis, we found in B2B SaaS companies whose ARR fall between $4Mn to $10 Mn ARR, their long tail customers constitute: 🏢 By Count: 65% to 75% of total customer base 💰 By Revenue: 40% to 50% of total revenue Ignoring the long tail, while leading to their churn is like ignoring the small leaks in a boat as they eventually add up. What if you don't ignore them and can they contribute to your revenue? 📈 Revenue Boost: Revenue contribution by long-tail customers may be small, but they can boost your revenue due to the courtesy of volume. As per Custify, the median NRR across all SaaS companies in 2023 is 102% when they manage their long-tail customers better, indicating that existing customers contribute significantly to revenue growth. 📊 Growth Potential: These customers can grow over time, and nurturing them early can lead to bigger accounts in future. Do you think long-tail customer retention is a good strategy? If so, what are some unique strategies that you follow? Comment below. Let’s discuss. #b2bSaaS #customerretention #retentionstrategies #ARR

The linear funnel is easier to grasp by marketing & sales acquisition teams as its intuitive and happens with the flow of business activities. Downstream funnels are fractious & take long time to fructify. Companies will invest in service elements downstream but not necessary business development executives at this stage where TAT is slow. Companies like Dow, GE, Dupont who co create solutions with customers have perfected full funnel methodologies which last several business cycles. Hence, most companies are always in acquisition mode pegged to the financial year for reporting.

B2B growth model has changed Used to be prospect only Now it's the bowtie... prospect & customers So much opportunity for SaaS companies to grow more by being much more intentional with their customers - better free to paid - better product onboarding & adoption - better intention around upgrades/expansion Companies will spend countless hours on lead nurturing flows but almost no time on onboarding flows or customer expansion flows. They are overweighting net new ARR and underweighting expansion ARR and NRR. Inflection.io was built for modern B2B growth Great slide from Casey Carey

In the fast-paced world of B2B SaaS, scaling with a product-led growth (PLG) approach can be revolutionary. It empowers users to explore, adopt, and champion your product organically. But here’s the catch: PLG doesn’t replace the human connection, it complements it. Many companies face a critical gap: 📉 The strategy to scale through marketplaces and PLG initiatives doesn't always align with 🤝 The ability of sales teams to engage, understand, and close conversations with customers. This disconnect can lead to missed opportunities, inconsistent messaging, and a slowdown in growth. CloudAtlas bridges this gap. Here’s how we help: ✅ Aligning GTM strategies with marketplace growth – Our tailored frameworks ensure your PLG strategy is marketplace-ready. ✅ Upskilling sales teams – We equip your team with the tools and training to master customer conversations, enabling them to position your product offer effectively. ✅ Streamlining your product journey – With our SOUP Methodology, we simplify complex sales cycles, empowering you to close deals faster. ✅ Driving seamless collaboration – We integrate marketing, sales, and customer success to create a unified approach that maximizes growth. At CloudAtlas, we believe that the perfect blend of product-driven and people-driven strategies is the key to sustained success. 📸 Gary Gatiss #CloudAtlas #B2BGrowth #ProductLedGrowth #SalesEnablement #MarketplaceSuccess

𝟯 𝗞𝗲𝘆 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝗼𝗻𝘀 𝗳𝗼𝗿 𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝗶𝗻 𝗕𝟮𝗕 𝗦𝗮𝗮𝗦 (𝟮𝟬𝟮𝟱 𝗮𝗻𝗱 𝗕𝗲𝘆𝗼𝗻𝗱) Saw Benjamin Douablin's post and it got me curious, if you are running a B2B SaaS, what's the winning play in 2025? Here are my three key predictions - 1. 𝙐𝙨𝙖𝙜𝙚-𝘽𝙖𝙨𝙚𝙙 𝙋𝙧𝙞𝙘𝙞𝙣𝙜 𝙞𝙨 𝙩𝙝𝙚 𝙁𝙪𝙩𝙪𝙧𝙚 The traditional per-seat pricing model is becoming outdated. Instead, charge based on actual usage or outcomes. For example, at Rehers, we charge by the hour rather than per user. This means a 50-person company might pay as little as $30 if their usage is low, while still getting great value. 2. 𝙆𝙞𝙡𝙡 𝙩𝙝𝙚 𝙎𝙖𝙡𝙚𝙨 𝘿𝙚𝙢𝙤 B2B buying is becoming more like B2C – people want to try before they buy, without talking to sales. The key steps: ↳ Create detailed self-serve onboarding ↳ Provide clear documentation ↳ Enable one-click upgrades ↳ Make demos optional, not mandatory 3. 𝘿𝙞𝙨𝙥𝙡𝙖𝙮 𝙥𝙧𝙞𝙘𝙞𝙣𝙜 𝙩𝙧𝙖𝙣𝙨𝙥𝙖𝙧𝙚𝙣𝙩𝙡𝙮 Modern B2B buyers hate: ↳ Booking demos just to see pricing ↳ Sitting through sales calls ↳ Hidden pricing pages Instead, they want to: ↳ See pricing immediately ↳ Start a trial independently ↳ Purchase when ready, without interference 𝗪𝗵𝗮𝘁 𝗔𝗯𝗼𝘂𝘁 "𝗖𝗼𝗺𝗽𝗹𝗲𝘅" 𝗣𝗿𝗶𝗰𝗶𝗻𝗴? If you think your pricing is too complex to display: Simplify it ↳ Add a pricing calculator ↳Put your sales team's pricing framework directly on the website 𝗧𝗵𝗲 𝗙𝘂𝘁𝘂𝗿𝗲 𝗼𝗳 𝗦𝗮𝗹𝗲𝘀 𝗧𝗲𝗮𝗺𝘀 Sales roles are evolving: ↳ Account Executives (AEs) will focus on converting active trial users ↳ SDRs will concentrate on driving direct signups instead of meetings The goal is making purchases as frictionless as Netflix This is the EXACT playbook we are using at Rehers, and trying to implement the same for Scriptify.AI, where customers can sign up, test, and buy without ever needing to talk to sales (though help is available if needed). 𝗕𝗼𝘁𝘁𝗼𝗺 𝗹𝗶𝗻𝗲: 𝗕𝟮𝗕 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝗯𝘂𝘆𝗶𝗻𝗴 𝗶𝘀 𝗯𝗲𝗰𝗼𝗺𝗶𝗻𝗴 𝘀𝗲𝗹𝗳-𝘀𝗲𝗿𝘃𝗲 𝗳𝗶𝗿𝘀𝘁. 𝗠𝗮𝗸𝗲 𝗶𝘁 𝗲𝗮𝘀𝘆 𝗳𝗼𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘁𝗼 𝘁𝗿𝘆 𝗮𝗻𝗱 𝗯𝘂𝘆 𝗶𝗻𝗱𝗲𝗽𝗲𝗻𝗱𝗲𝗻𝘁𝗹𝘆, 𝗮𝗻𝗱 𝘆𝗼𝘂'𝗹𝗹 𝘀𝘁𝗮𝘆 𝗮𝗵𝗲𝗮𝗱 𝗼𝗳 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿𝘀.

Many SaaS companies are currently reevaluating and adapting their go-to-market (GTM) strategies, particularly focusing on how they approach sales and customer acquisition. Specifically, the debate between Product-Led Growth (PLG) and Sales-Led Growth (SLG) strategies has been a hot topic. https://ow.ly/jROr50TmT83 Userflow #marketing #business #sale #salestips #B2B

B2B SaaS is a crowded space. It feels like every problem has 10+ solutions. So how do you stand out? 👉🏼 A relentless focus on the customer. Here's the thing - features can be copied, but the customer experience can't. If you can: 1. Communicate clearly. 2. Solve problems quickly. 3. Build relationships. You'll already be in the top 1% of B2B SaaS companies. It's simple, but it's not easy. Most companies want to do the fun stuff - marketing, sales, product development. But if you can master the customer experience, you'll have a huge advantage. Customers will stick with you longer, pay you more, and refer you to others. So focus on your customers and everything else will fall into place. #saassales

B2B growth model has changed Used to be prospect only Now it's the bowtie... prospect & customers So much opportunity for SaaS companies to grow more by being much more intentional with their customers - better free to paid - better product onboarding & adoption - better intention around upgrades/expansion Companies will spend countless hours on lead nurturing flows but almost no time on onboarding flows or customer expansion flows. They are overweighting net new ARR and underweighting expansion ARR and NRR. Inflection.io was built for modern B2B growth Great slide from Casey Carey

It seems that CS is the middle child of B2B SaaS 😅 We know it's there and that we should probably pay some attention to them, but for some reason, it doesn't really happen. Very few companies have a fleshed-out CS strategy, and even fewer implement it. Look, the way that the market is developing, focusing on your existing customer base is no longer smart; it’s essential. With Net Revenue Retention (NRR) becoming a key metric, companies do it right and see drastic results. 📊 Let's have a look at the numbers: In 2023, top-performing B2B SaaS companies reported an average NRR of 110%. Predictions for 2024 suggest this could climb even higher, with some companies aiming for an NRR of 120% or more (let's see how many make it there) Now let's have a look on what to actually do about it: ✅ Reach out before they do! Regularly check in with your customers, not just when there’s a problem. Use data to anticipate their needs and provide value before they ask for it. ✅ One size fits none! Tailor your support and resources to fit the unique needs of each customer. Implement a CS system (yes, they exist; look at Planhat) to keep track of customer interactions and preferences. ✅ Educate! Offer ongoing training and resources to help customers get the most out of your product. Host webinars (go talk to TwentyThree for that), create how-to guides and maintain an updated knowledge base. ✅ Listen! Actively seek out and act on customer feedback. Use surveys, NPS scores, and direct conversations to understand their pain points and successes. ✅ CS is not Support. Don't ignore up-sales. Identify opportunities to offer additional value through upsells and cross-sells. Ensure these offers are genuinely beneficial to the customer, not just a sales tactic. ✅ Give them the spotlight! Highlight and celebrate customer successes. Share case studies and testimonials to showcase how your product is making a difference. Remember, a happy customer is not just a repeat customer—they’re your best advocate. Focus on customer success, and watch your NRR soar. PS: Want more tips on boosting your NRR? Let’s chat! Or DM my friend Kosta Lilov #CustomerSuccess #B2BSaaS #NRR #bemore