Alex Meredith

How do you do messaging for multiple ICPs? What do you do when one of these scenarios applies? · Expanding from one ICP to two (or more) · Needing to talk to several ICPs at once · Messaging when you're a multi-product company · Writing home page copy for multiple audiences Anthony Pierri 🎸and I are gonna talk about it for 60mis, and discuss what makes sense when. We'll share our overall thinking about the matter, but will mostly focus on audience Q&A. Come join us next Wed (June 12) to discuss this topic. Bring your questions. Free event. Registration link in the comments.

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Do you know how many hyper-growth public software companies are growing by over 40% this year? According to the latest June Guggenheim report… Zero. Not a single public SaaS company is growing over 40%. Do you know how many are growing their next twelve months (NTM) revenue over 30%? Also, zero! With that context, I was strategizing with my team on the most impactful ways companies can change their growth trajectory, and one thing we landed on solving immediately was time to integrate. If a company growing at 30% can pull in all net new integrations and thus revenue by just 1 month over the course of the year, it can increase its growth rate by almost 5%. For simplicity, assuming a $100M annual revenue, a 10% discount rate, and a 5-year valuation period, using a DCF, the company’s present value would not be 5% more valuable, but closer to 20% more valuable for all shareholders. The power of compounded growth rates. Game changer, and with just the smallest adjustments. That’s why smart companies are investing heavily in new customer onboarding and no-code, low-code technologies, like lightweight agents, hosted or embedded UIs, and more. The Socure team is ahead of the curve—ask our people about what we’re building and how we can help you accelerate your revenue growth.

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As people navigate the world of venture studios, I thought it'd be interesting to interview those with experience. Recently I caught up with Brian Bemiller, Innovation Engine Leader at 1848 Ventures, backed by Westfield. 1848 Ventures is a corporate venture studio building new B2B SaaS businesses targeting SMBs. They're specifically not building insurance companies, despite their parent, Westfield, being an insurance company. It's an interesting and proactive strategy. Brian was 1848 Ventures first employee, who previously worked at Westfield. He's seen a lot as the studio has built and launched several ventures, iterated on its validation process, hired a bunch of people (they're hiring today!) and more. Here are some highlights from that interview: Q: Why did Westfield decide to launch 1848 Ventures? There are two long term outcomes we target: (1) direct financial value from the income generated from ventures that we launch; and, (2) the indirect financial value that we generate for our parent company, Westfield, via access to new customers and data. Two examples of ventures we’ve launched, which we’re now scaling are TakeUp and Vandra. Q: Can you describe how your process works for creating new ventures? There are two distinct parts of our organization. The first is the early stage venture creation “engine” that starts with market exploration in one of our core industries of focus (retail, restaurants, hotels, real estate and construction) and progresses through customer discovery and business model ideation and de-risking through hypothesis driven, in-market testing. Throughout these phases, many alternative problem spaces and business model ideas are explored and tested. Many of these are ultimately shut down or significantly pivoted. For those that progress through the initial hypothesis driven, in-market testing, the venture is transitioned to an experienced B2B SaaS leader to carry the momentum forward into early customer acquisition, product launch/go to market, and the original team heads back to the beginning to restart in a new space. For those ventures that experience early indicators of future success (initial customer acquisition, customer feedback, market understanding, etc.), a Seed investment is made to drive additional customer growth and progression on the journey towards product market fit and scale. Once that investment is made, funds are leveraged to build a team around that specific venture and execute a Seed investment plan, iterating along the way informed by learnings from customers and the market. Q: Why do people join 1848 Ventures? For many, a corporate venture studio represents an opportunity to do the kind of work they're passionate about without the challenges and time commitment of raising capital. So many individuals on the team have come from other venture studios or the VC-backed startup world & enjoy operating and continuing to grow their skills via new and diverse experiences.

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Ibotta, Inc., a platform that helps CPG brands deliver promotions to millions of consumers went public today, and you probably didn't hear about it. My guess as to why? It hasn't raised money from any big-name VC firms with big marketing teams. Ibotta was started 12 years ago after Bryan Leach saw someone take a photo of a receipt for an expense report and realized there were tons of interesting data contained in that picture that was going to waste. Fast forward 13 years and Ibotta is a profitable, fast-growing business helping over 2,400 of the most notable brands like Kraft Heinz, General Mills, and Unilever. They touch over 91% of US households... Ibotta offers shoppers cash-back on in-store purchases funded by its advertisers, while also collecting all sorts of valuable data like cart makeup and much much more. They've paid out over $1.8B to consumers over the course of the company Quick 2023 Numbers: Revenue: $320M (+52%) Gross Margin: 86% (best in class despite not being traditional "SaaS") Net Income Margin: 12% (a quick turn around from a $50m loss in 2022) Adjusted EBIDTA Margin: 26% In 2022, they inked a MASSIVE partnership with Walmart that made up for a huge amount of 2023 growth via 3rd Party revenue. As a part of that deal, Walmart also owns a significant amount of the company There are some fun case studies in the S1 showing off some hot up-and-coming brands as well including poppi and Chomps. When you dig deeper, one of the more concerning parts of the business is the revenue concentration inside of Walmart, but with their significant ownership %, it's unlikely they go anywhere. Seed investors paid $0.74.share and it's going public at $88/share so that's a pretty good day at the office. Excited to see how this trades!

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If you're a startup with basic seed capital of $10k, you may qualify for my press package offer. Using brand strategy development, I'll help you craft the best press packet and send it privately to my vetted and active list of 10,000 angel investors. Once you get funded, we can use a portion of the funds to scale rapidly and then help you sell for X millions in 3-5 years. Then, rinse and repeat until the end of time. #StartupFunding #SeedCapital #AngelInvestors #PressPackage #BrandStrategy #RapidScaling #BusinessGrowth #StartupSuccess

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Looking for a unique business opportunity? Automating the buying and selling of niche collectibles could be your next big venture. By leveraging data scraping, machine learning, and API integration, you can streamline the process of trading valuable items like rare stamps, vintage toys, and limited-edition sneakers. Imagine having a system that automatically tracks market trends, identifies undervalued items, and handles transactions for you. This approach not only saves you countless hours but also increases the accuracy of your buying decisions and maximizes your profits. Unlike traditional selling, where manual effort and time constraints limit your scalability, automation allows you to expand your operations effortlessly and efficiently. With an automated system, you can monitor multiple marketplaces simultaneously [...]

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Good agencies and great agencies are separated by one thing. People. I used to think it was process too. But, I think most agencies have virtually the same process. The difference in good process v bad process are the people executing that process and the quality at which they do it and how much they care. The name of an agency matters virtually zero. The people within the agency matter, a lot. The size of the agency, most of the time, doesn't matter a TON. The quality of the TEAM at that agency, that you are working with, matters. 3 A players will accomplish more (and a higher quality output) than a bigger group of B + C players. All this to say, if you are looking to build a great agency, you must find A players who care about the success of the agency and the clients you serve, almost as much as you do. When you find them -- pay them extremely well. Invest in their success, their happiness, their future. Most of the 'bad' agencies I chat with, don't charge their clients enough, or have a good enough margin, to support a team of A players, and it shows. They have high employee churn. In turn, high client churn. And worse, overall morale is low. Great agencies are made up of A players. Play like a champion, today :)

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This is our first major new product launch at UserEvidence. Introducing UE Research Content. The feedback from customers has been incredible - incredibly disruptive to the traditional model of expensive and slow Analyst research. Thought leadership content is crucial for building awareness and moving B2B prospects down the funnel. But here's the problem: 71% of decision-makers say less than half of thought leadership provides powerful insights (Brighttail). Original Research - e.g. the "2024 VENDOR State of INDUSTRY Report" with substantive, interesting, survey data and industry trends projections - is the way to go, and is consistently a high-performing and wide-reaching asset type that works well in Content, PR/Marcomm, Analyst Relations, and Demand Gen. But creating these original research reports is a painful, slow, expensive process, regardless if you're doing it internally, or working with an agency or Analyst firm. - source a survey panel of 500+ industry professionals - come up with good questions that pain the industry narrative/direction you want - analyze the data and write copy about they key themes and takeaways - hand it to design to turn into a designed report - atomize the report into snackable content It's par for the course for these reports to cost $60+ ($100k+ if it's Gartn3r or Forre$ter ;) - and take 4-6+ months. UserEvidence Research Content enables marketing teams to quickly and cost-efficiently (like 1/3 of the cost and 1/2 the timeline) create substantive and thought provoking long-form industry trends reports - "2024 State of X" reports, Buyers Guides, and more - and use the UserEvidence Platform to atomize and create derivative short-form content and social content from the underlying research. In the words of our first UE Research Content client (who has now done several projects with us), Immuta, "Our newest report launched only two weeks ago. We've already gotten picked up by three media outlets, are capturing leads, and the sales team is leveraging stats in their presentations" + "We couldn't be happier with the results from UE Research Content, the content is THAT good." Check out the blog post for more info, and to see example Research Content created by Immuta and others. Boost! 🚀 #thoughtleadership #contentmarketing

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How to pitch: The company has zero traction —> “We’re early” You only have 2 customers —> “We’re working with design partners” You currently have no revenue but hoping some pipeline finally closes —> “we’re on track to exit this year at $3M ARR” You’re in the natural kill zone of a FAANG —> “We view them as partners rather than competitors” There’s no way the tech can actually work —>“We’re manifesting the future” And of course: One of your developers uses Co-Pilot to write some front end code —> “We’re an AI company”

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Congratulations to Roland Reynolds and the team at Industry Ventures on the raise of its latest $900M hybrid fund (split three ways, 40% backing VC funds, 40% directly investing in promising Series B startups from their existing partnerships, and 20% acquiring stakes in emerging investment firms from other LPs looking to exit). Read more from Marina Temkin, CFA at TechCrunch below. #VC #venturecapital #fundraising #startups #investing #news #technews #startupnews

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In this week's episode of the Mobile Dev Memo podcast, I speak with notable X personality Trung Phan about the evolving social media landscape, and how to tame the mayhem and pandemonium of X. https://lnkd.in/dVHMzbui

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This is a must listen to for anyone B2B founder. How to figure out Product Market Fit. One of best frameworks I've seen in a while. https://lnkd.in/ghSmhVNB

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A top 5 worst VC behavior.... VC wakes up and sees an article on X about a new competitor to a portfolio company. VC just copies the Techcrunch article and sends a text to founder simply saying "Have you seen this company yet? $5M seed round backed by A16Z" Please, don't be this type of VC. Instead, if you're sending a link about a competitor, provide a relevant insight to the founder For example, "seems like they're targeting SMBs and not enterprise," "different GTM than us, starting w/ a PLG motion" Founders are under enough stress. Don't add to it.

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VC funding in healthcare has been more resilient than in other industries. Here are some key takeaways from recent Carta data: 👉 At the priced seed, Series A, and Series B stages, dilution for health startups has noticeably decreased, while dilution for SaaS startups has stayed flat or increased slightly. 👉 In priced seed rounds, median dilution for healthcare companies dipped to 14.2%, compared to 20% for SaaS.  👉 The frequency of bridge rounds surged in the health sector in Q1, jumping to 44.3% from 36.9% in Q4 2023. This is the first significant increase in bridge rounds in healthcare over SaaS since early 2022. 👉 More founder-friendly terms for health startups may result from enduring VC interest since COVID. Healthcare has remained strong through economic turmoil, enabling higher valuations with smaller round sizes. What are the implications? The healthcare sector might see a rise in new ventures due to favorable investment conditions and lower dilution rates. The surge in bridge rounds suggests that certain sectors within healthcare face unique challenges that require interim financing solutions. Founders and investors in the healthcare space- what are your thoughts on this? I’d love to hear from you. If you know a founder innovating in healthcare, tag them in the comments! The Artemis Fund is especially interested in groundbreaking care tech companies. You can check out Carta’s full blog linked in the comments. If you haven’t read our latest blog on care tech, you’ll find that there too. #healthcare #caretech #fundraising

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Where are ALL the CSuites? Sure you are out there "looking" but is keeping quiet doing you any favors? For venture backed growth stage SaaS leaders the all important investor relationship/impression could be affected by your lack of a digital presence *Here's what a recent Kickstand -Pavilion Report has to say ➡ Companies AND executives who attempt to play it safe by keeping quiet aren’t doing themselves any favors: ✨Nearly two-thirds (65%) of tech investors feel that a lack of social media presence, including top executives, is a red flag when evaluating tech companies for investment. ✨Investing time and resources into building a strong, authentic social media presence is not just worthwhile but essential for today’s executives. It’s a strategic investment that pays dividends in enhanced trust, deeper engagement, and ultimately, a stronger, more resilient brand. ✨In a world where digital narratives can define a company’s success or failure, the question is no longer if executives should engage on social media, but how they can do so most effectively, authentically, and strategically – and how their companies can best support them along the way Still want to play it safe? *Source document in the comments #saas #growthstage #careergrowth #ownyourfuture

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I've looked at hundreds of distressed SaaS and Media companies Here's what they all have in common: Profitability is a dirty word. So many of these companies started with tons of investor capital and a mandate to grow at all costs. Now that money is running out, they don't know how to run a business. Inflated head count 100 people doing the job of 20 Paying for things they don't need Marketing agencies Consultants All sorts of expenses not tied to results Overpaying for things they DO need 5000 /m for data entry clerk instead of 500 to someone in Asia. Not invented here syndrome: I have seen millions of dollars wasted because companies insisted on building their own WordPress, YouTube or Moodle. Use off the shelf! Denial No real concept that the end is near. Only investors pushing or lack of capital got them on the phone.

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There's gold in these hills: 👉 Investments in retention can double as acquisition vehicles 👉 Customers do all of the selling to the prospects who join the events 👉 You can do no wrong by doing right by your customers Timeless lessons, Drew Neisser.

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I’ve now worked with 100+ founders, marketers, and salespeople setting up RB2B workflows. Here are 8 surprising use cases that companies are using to turn signals into revenue (besides booking demos): 1. Which pages drive ICP traffic - We wildly underestimated value proposition here - We need to make our own dashboards and offer a small upsell 2. Cross-selling existing customers from product pages - Morgan at Chili Piper gets credit for this one 3. Multithreading across customers - Sendoso use case #1 - Buying groups are the MOST valuable use of the intent signal - We’re building buying group functionality 4. Finding lookalike site visitors of successful customers - Sendoso use case #2 - I personally love it - although it’s fairly similar to an ICP visitor 5. Looking at competitors on your site - Who doesn’t want to know who’s snooping around? - You can see which pages they are paying the most attention to 6. Looking at investors on your site - Even if you’re not raising in 2024, still need to know who is thirsty 7. Discovering new ICPs on your site - Akooda use case #1 - 13% of their organic traffic is HEALTHCARE, reading about problems they solve 8. Current customers clicking on support pages - This one saved us with our biggest customer at Retention.com - They were looking at deliverability issue page, we saved the day, and customer TAKEAWAY: The power of Person-Level Website Visitor Identity goes far beyond booking demos. Our creative customers are figuring out new use cases every day. It’s helping us help our existing customers get more value out of the tool. It’s also helping us build out our product roadmap. Most importantly - it’s helping churn!!! Thank you RB2B community for being so badass and figuring all this stuff out. P.S. Tomorrow at 1pm EDT I'm doing a LIVE event with Clay and Sendspark to teach you how to convert "signals" into revenue. We'll show you exactly how to capture website visitors, enhance that with Clay, and then automate personalized videos for each person. Register here: https://lu.ma/55ob97py

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