Peter Mahoney

Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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Sharing RevOps co-op community best practices on something we all know is critical - designing territories to ensure the success of your sales force and, by extension, your company. The number of different strategies available make selecting the right one both challenging and critical. The team at RevOps Co-op delve deep into this topic 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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“Proof is in the pudding” ~ William Camden My colleagues, Catherine Maloney, Paul O'Sullivan Peter Beutelmann, and I were on stage at our Regulated Industries Partner Summit to demonstrate validated proof of how Public Sector customers have innovated and gained value with SAP solutions. Two key takeaways were the need of empathy in digital transformation as our customers adopt and familiarize themselves with new tools at their disposal, and naturally the second takeaway was the time required to modernize. Digital transformation is a journey, not a destination.

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It was great to chat with Elias Chavez from Boston Business Journal about M33 Growth's strategy and huge congrats to Will Collins and his team at BFC Software on the acquisition of Somerville-based Herlitz, which specializes in food industry demand forecasting. This acquisition will enable BFC to offer a more comprehensive logistics and tracking product to its food distribution customers and will help them drive efficiency and improve profitability through cutting-edge technology. Here at M33 Growth, we are big believers that strategic acquisitions are a critical vector of growth for smaller software platforms. Our companies operate in tight vertical markets, where customer requirements are very tight and deep domain experience is critical. Often there are a myriad of smaller “point-solutions” that can be acquired and integrated into a core platform like BFC, which is a win-win for our customers, who are able to buy more product from a single vendor and benefit from an integrated offering. We work closely with our companies to execute acquisition strategies that enhance product offering, deepen the customer base and open up new market segments. BFC’s activity over the past year is a classic case study in our approach to driving growth with our teams. The company has doubled its revenue (and headcount) and Will Collins has built a tremendous management team that can drive both organic growth and acquisitions

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Are you a SaaS leader looking for some valuable insights on how to help navigate the evolving landscape of B2B technology? I've found the article (& podcast) for you! Zapier CEO Wade Foster and SaaStr CEO Jason M. Lemkin discuss the future of B2B sales, emerging trends like the rise of AI, increased focus on customer success, and the importance of remote work. This article offers great perspectives on what lies ahead for SaaS in 2024 and beyond. #saas #b2b #ai #b2bsales #saasleadership

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Here's a great article that discusses the emerging trend of SaaS companies finding success by focusing on niche vertical markets rather than horizontal markets. It explores how this strategy allows companies to differentiate themselves, cater to specific customer needs, and achieve higher customer retention rates. #verticalsaas #customersuccess

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In today's environment, all things being equal, I do not take capital from VC knowing what I know about pipeline transformation. Scenario: $5m Pure ARR at 6 x valuation.... Downsides and Considerations: Model A (VC-funded) Challenges: >Equity and Control Loss: Significant control ceded to investors. >High Pressure for Rapid Scaling: Focus on quick returns might undermine long-term viability. >Potential for Strategic Misalignments: Investor-founder vision conflicts. >Dependency on Continued Funding: Continuous investment rounds can distract from building a sustainable business. >Inefficiencies in Sales Hiring compounded by requirement to hire to volume: >High labor cost with low quota attainment rates.(Active selling time) Model B (Bootstrapped) Challenges: >Slower Growth Rate: Conservative growth can delay achieving market dominance. >Resource Constraints: Limited resources may restrict scaling efforts. >Higher Initial Costs per Rep: Investments in technology, while boosting productivity, increase initial costs. Investigate the numbers below, and maybe you can get a view on alternative funding for your company if you just shake up the operational inefficiencies at the top of your pipeline growth/coverage programmes...

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The end of first half is quickly approaching for many SaaS GTM teams and leaders will soon start to assess how the second half is shaping up. Pipeline will get a lot of attention - as it should. But are you asking the right questions about that data? Do you know what your pipeline data tells you about the efficiency of your GTM team? Are you asking the right questions to help determine hiring plan adjustments? Do you what 1H pipeline data says about the likelihood of success for reps ramping in the 2H? Excited to hear Jeffrey Serlin and Erik Swenson talk about pipeline and more as they share tips to avoid a 2H slump! https://lnkd.in/gdb4NQnv

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What the heck is "fracking the enterprise"? It's ways to think about and plan ABM programming designed specifically to connect buying team members and connect into new buying centers so more revenue can flow from your target accounts. Join us for this fun session where my colleague Kate Jacobsen and I talk through intent data- and content-driven methodologies we're using to create better opportunities and more of them in high-priority accounts. Think data, content, and #buyinggroups. #ABM #revenueprocessoptimization Evan Liang Jeremy Schwartz Terry Flaherty

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𝐌𝐚𝐫𝐓𝐞𝐜𝐡𝟑𝟔𝟎 Exclusive Conversation with Ed King, 𝐅𝐨𝐮𝐧𝐝𝐞𝐫 𝐀𝐧𝐝 𝐂𝐄𝐎 of Openprise In the past decade, what were considered best practices for GTM strategies might not hold true today. Leaders must critically evaluate their approaches, understanding that success formulas from a time of economic boom and abundant capital might not suffice under current market conditions. Full Interview Here: https://gag.gl/Mfpnc2 #martech360 #marketingtechnology #artificialintelligence #Salesenablement #Openprise #Revenuegrowth #RevenueOperationsDataAutomation

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It’s not an exaggeration to say that Matt Wallaert’s book, Start at the End, has evolved my approach to business by: (1) codifying a scientific method for centering the customer, and (2) sequencing the requisite considerations toward making impact in a scaleable framework. He came to speak to Philo about applying behavioral science to streamline business prioritization with customer psychology at the center. It boils down to recognizing that businesses, products, and advertising are inherently designed to change behavior. Getting specific about the things that either promote or inhibit that behavior allow us to design specific interventions around them. KPIs are the way we figure out which interventions work, but are not the core objective. Matt's narrative style is a compelling mix of psychology, business cases, and snarky cultural commentary (some spicy takes for what he labels 'Mad Men' marketing, but I'll let it slide for now). I highly recommend to any folks trying to orient their businesses toward bigger leaps.

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🎶 Dive into key business lessons with David Hawkins of Your Song Maker! 📈 Learn how to harmonize success in your entrepreneurial journey. Click the link to uncover the secrets: https://wix.to/9TPXcCb #BusinessLessons #Entrepreneurship #SuccessStory

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Had a great conversation with Matt Blumberg, CEO of Bolster on The Daily Bolster podcast! Matt is one of the most inspiring leaders I know, he's a serial entrepreneur and author of several books for the CXOs. We discussed how CEOs can navigate periods of uncertainty, view them as opportunities, and make the most of them! Link to the conversation: https://lnkd.in/gVK4Qqfs

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In today's competitive landscape, maximizing profitability is crucial for sustainable growth. This article shares valuable strategies and actionable tips to enhance gross profit margins, empowering SaaS businesses to thrive in a dynamic (& competitive) marketplace. Optimizing pricing strategies, streamlining operational efficiencies, and leveraging technology to drive profit growth is key. #saas #startups #profitability #pnlmanagement #margins #growth #crunchbase

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Unlock the Midmarket Opportunity 🔑💼 Are you finding it tough to tap into the immense potential of midmarket B2B customers? You’re not alone. Many large enterprises face challenges in effectively reaching and profiting from this critical segment. Here’s why it matters: 💰 The U.S. midmarket alone represents over $6 trillion in annual purchases 📈 Midmarket companies grow faster than large or small businesses. 💼 Yet, many multinationals get less than 20% of their revenue from this segment. Key Challenges: 🔍 Misalignment with customer journeys ⚙️ Ill-fitting products or services 📉 Organizational deprioritization 👥 Talent retention issues Strategic Approaches to Consider: 🚀 Unicorn Hunter: Focus on high-growth midmarket companies 🎯 Segment Specialist: Target specific niches with tailored offerings 🔧 Middle Market Optimizer: Pursue broad midmarket penetration with operational efficiency The key is to align your strategy with your product line and competitive position. Share your thoughts and experiences below! Continue to read full story at : https://lnkd.in/eewXAgQr #salesstrategy #midmarket #B2BSales #GrowthOpportunities #salestable #sales #salestips

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Have grit & grace, and be authentic. Babel Street's Michael Southworth highlights the secrets to why he is one of the best CEOs out there for building and growing transformative businesses with great cultures. R "Ray" Wang & Vala Afshar of Constellation Research & Technology Inc. dig into topics like M&A and the problems Babel Street is focused on solving from National Security to Executive Protection on the latest episode of DisrupTV. #AI #OSINT #MergersandAcquisitions #CEO

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Power delivery is crucial for data centers as it impacts their operational efficiency, reliability, and ability to scale. Now, any enterprise can reduce the number of failure-prone AC power supplies, enhancing overall data center performance. Why rent when you can get your own scale-ready Cloud Computer from Oxide Computer Company.

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Back in May Mark Stiving, Ph.D. at Impact Pricing LLC and Steven Forth at Ibbaka did a well received webinar on how new AI functionality is being priced. More than 500 people registered. This week, Mark and Steven connected again on the Impact Pricing Podcast. The conversation focused on a theme that had emerged in the webinar comparing the disruption of the SaaS model with the current generative AI disruption. Is generative AI disruption smaller or larger than the SaaS disruption? - For customers - For vendors - For pricing Mark and Steven have different views on this. https://lnkd.in/gjujda3d #podcast #pricing #SaaS #generativeAI #disruption

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Fellow SaaS Growth enthusiasts, Dave Boyce and I are planning a series of conversations(blogs/podcasts) on the state of SaaS GTM. What would you like us to cover? --- We are thinking about the following broad topics... 1. SaaS Growth At All Costs (GAAC) , why is it a continuing trend 2. What are the constituent line items that makes up the large S&M budgets across major companies 3. Can #PLG reduce customer acquisition costs (CAC)? What else would you like us to cover? cc'ing few folks for ideas: OnlyCFO, David Spitz, CJ Gustafson #SaasGrowth #moderngtm #b2bsaas

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