Blake Bartlett is Partner at OpenView and this episode is all about product-led growth. This is a term that the OpenView team developed and Blake stopped by the podcast to introduce us to the concept, explain what it actually is, and discuss how companies can start developing a product-driven growth culture within their DNA, including: - how cross-functional teams can leverage a product’s inherent virality as an acquisition channel - how you can build in virality into your product - the implications of product-led growth on pricing and packaging - the role of marketing and sales teams as part of a product-led growth strategy - some examples of good product-led growth companies --- OpenView >> https://openviewpartners.com/ Product-led growth resources from OpenView >> https://openviewpartners.com/product-led-growth/ --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

John Bonini is Director of Marketing at Databox and by the end of this episode you’ll know how to set goals, track KPIs and measure the performance of your marketing. With so much data available to us as marketers, that's often siloed across multiple tools, it’s easy to get overwhelmed with where to start, and in this episode John discusses: - How to simplify everything to focus on tracking the right numbers to improve performance - The evolution of data in marketing and how marketers can follow progress in real time - What data you should be reporting to various levels of the organisation whether that’s the board, the C-level, or marketing teams - How the Databox marketing team sets goals and tracks KPIs as a way to measure and improve performance --- Databox >> https://databox.com/ Influence >> https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X/ref=sr_1_1?s=books&ie=UTF8&qid=1529935378&sr=1-1&keywords=infleunce Positioning >> https://www.amazon.com/Positioning-Battle-Your-Al-Ries/dp/0071373586/ref=sr_1_1?ie=UTF8&qid=1529935349&sr=8-1&keywords=positioningasecamp.com First Round Review >> http://firstround.com/review/ Wistia Blog >> https://wistia.com/blog Baremetrics Blog >> https://baremetrics.com/blog Price Intelligently Blog >> https://www.priceintelligently.com/blog Seeking Wisdom >> https://www.drift.com/seeking-wisdom/ Follow John on Twitter >> twitter.com/Bonini84 --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

Nicola Anderson is VP of Marketing at GoCardless and she joined us on The Growth Hub Podcast to explore the topics of innovation, diversity, coaching, and personal development in SaaS. This is one of the rawest interviews we’ve had on The Growth Hub Podcast and this episode all comes back to development on multiple levels, including as a SaaS company, as a marketing team, and as an individual. In this episode we discuss: - The ingredients needed for innovation, how it’s impacted teams at GoCardless, and the building blocks needed to start building a culture of innovation - The importance of diversity in SaaS and what we can do to address the issue and get more women in tech - Imposter syndrome and how to overcome mental barriers that may be blocking your self-development - The differences between coaching & mentoring as well as how to develop yourself and those around you --- GoCardless >> https://gocardless.com/en-eu/ Brené Brown on vulnerability >> https://www.ted.com/talks/brene_brown_on_vulnerability Play Bigger >> https://www.amazon.com/Play-Bigger-Dreamers-Innovators-Dominate/dp/0062407619/ref=sr_1_1?s=books&ie=UTF8&qid=1528121181&sr=1-1&keywords=play+bigger Slaughterhouse Five >> https://www.amazon.com/Slaughterhouse-Five-Novel-Modern-Library-Novels/dp/0385333846 ChartMogul Blog >> https://blog.chartmogul.com/ Occam's Razor >> https://www.kaushik.net/avinash/ Follow Nicola on Twitter >> https://twitter.com/nic365 --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

Ben Cotton is Principal Marketing Manager of Sales Enablement at HubSpot and this episode of The Growth Hub Podcast is all about how marketers can help their sales team to sell more. We hear about some of the things Ben has done at HubSpot including the roll out of an on-demand service for sales reps called Deal Support that’s influenced over $1.5 Million in revenue, the launch of a sales bootcamp that helped sales reps who were struggling to hit quota, and how Ben has scaled up sales enablement with chatbots. In addition we hear: - Ben’s view on the similarities between football and sales as he talks about weak-link and strong-link thinking - How sales and marketing teams can better work together What the best marketers are doing to enable their sales team to succeed - How SaaS companies can get started with Sales Enablement -- HubSpot >> https://www.hubspot.com/ Ben's Blog >> https://www.ben-cotton.com/blog/ Ogilvy on Advertising >> https://www.amazon.com/Ogilvy-Advertising-David/dp/039472903X/ref=sr_1_1?s=books&ie=UTF8&qid=1526393906&sr=1-1&keywords=ogilvy+on+advertising The Numbers Game: Why Everything You Know About Soccer Is Wrong >> https://www.amazon.com/Numbers-Game-Everything-About-Soccer/dp/0143124560?ie=UTF8&*Version*=1&*entries*=0 Follow Ben on Twitter >> twitter.com/bencotton --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

Patrick Campbell is the CEO and Co-Founder of ProfitWell — and he's also the OG of all things SaaS pricing. From strategy to tactics, Patrick explains how to build a value-based pricing framework, quantify your buyer personas, and ensure you don't leave any money on the table with your SaaS pricing. In addition, this episode digs into: - The benefits and limitations of pricing tactics such as relativity and anchoring - The impact of localising your pricing for different regions and currencies - How to align your pricing with your customers and quantify your buyer personas - What the best marketers are doing to help the fight against churn - How ProfitWell built their own pricing model using the hub and spoke framework - The inside scoop on how Patrick and the team approached their own marketing using something called bottom-top-of-the-funnel content ProfitWell >> https://www.profitwell.com Price Intelligently >> https://www.priceintelligently.com High Output Management by Andrew Grove >> https://www.amazon.com/High-Output-Management-Andrew-Grove/dp/0679762884 Follow Patrick on Twitter >> twitter.com/Patticus --- SaaStock on Tour Helsinki >> https://www.saastock.com/ontour/city/helsinki 20% Discount Code: ADVANCEB2B-20 --- Advance B2B >> www.advanceb2b.com Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

In this episode of The Growth Hub Podcast we’re joined by two superstars of SaaS, Marie Prokopets & Hiten Shah, co-founders of Draftsend & Product Habits, as we hear their views on how to build, launch and market new products in SaaS, including: - The product strategy for Draftsend - The marketing strategy when launching Draftsend + Hiten's key learnings from earlier ventures - How to leverage Product Hunt when launching new products - Hiten and Marie’s plans for developing both product & marketing as Draftsend looks to scale up - How you can overcome your fears of public speaking so you can crush it next time you’re on stage - What Hiten and Marie have planned for the future and where they go to read and stay up to date on all the latest things in SaaS Marie and Hiten's newest product FYI >> https://usefyi.com/ Draftsend >> https://draftsend.com Product Habits >> https://producthabits.com/ The Artist’s Way by Julia Cameron (Marie's Book Pick) >> https://www.amazon.com/Artists-Way-25th-Anniversary-ebook/dp/B006H19H3M/ref=sr_1_1?s=digital-text&ie=UTF8&qid=1521466335&sr=1-1&keywords=the+artists+way The War of Art by Steven Pressfield (Hiten's Book Pick) >> https://www.amazon.com/War-Art-Through-Creative-Battles/dp/1936891026/ref=sr_1_4?s=books&ie=UTF8&qid=1521467307&sr=1-4&keywords=The+War+of+Art "Growth hacking was invented with a mint julep and two beers" >> hitenism.com/growth-hacking Follow Marie on Twitter >> https://twitter.com/marieprokopets Follow Hiten on Twitter >> https://twitter.com/hnshah --- Advance B2B >> www.advanceb2b.com/ Follow The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Follow Edward on Twitter >> twitter.com/NordicEdward

Krish Subramanian stopped by The Growth Hub Podcast to share the story of Chargebee's journey to 5000 customers. Krish and his founding team set up Chargebee back in 2011 and the Chennai-based company's growth was built upon three key pillars, those being product, marketing and customer support. In this episode Krish opens up on these topics including: - Why Krish decided to set up a subscription billing solution in the relatively early days of SaaS back in 2011 - Why Chargebee went with a freemium business model and how they acquired their first customers - The role of Inbound Marketing as a growth driver - How to build commitment and dependence to your product before new customers have spent a dollar - The secrets to building a world-class global support team - The four key teams within Chargebee's marketing unit - How the SaaS landscape has evolved since 2011 and how Chargebee have ensured they’re able to stand out and differentiate in the face of increased competition Chargebee >> https://www.chargebee.com/ Hit Refresh by Satya Nadella >> https://www.amazon.com/Hit-Refresh-Rediscover-Microsofts-Everyone-ebook/dp/B01HOT5SQA Mindset by Carol Dweck >> https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck-ebook/dp/B000FCKPHG/ref=sr_1_2?s=digital-text&ie=UTF8&qid=1519638218&sr=1-2&keywords=mindset+carol+dweck Scaling Up by Verne Harnish >> https://www.amazon.com/Scaling-Up-Companies-Rockefeller-Habits-ebook/dp/B00O5RR7QO/ref=sr_1_1?s=digital-text&ie=UTF8&qid=1519638277&sr=1-1&keywords=Scaling+Up Follow Krish on Twitter >> https://twitter.com/cbkrish --- Advance B2B >> http://www.advanceb2b.com/ Follow The Growth Hub on Twitter >> https://twitter.com/SaaSGrowthHub Follow Edward on Twitter >> https://twitter.com/NordicEdward

In this episode of The Growth Hub Podcast we're joined by Liam Boogar to explore the world of brand strategy and its critically important role in the world of B2B SaaS. But what is brand? How do you go about building a brand strategy? And why is it so important? As former Brand Director at Algolia, Liam answers all these questions - and more - whilst advocating that whatever your brand strategy may be, authenticity must be at the heart of it. In this episode we explore: - What brand actually is and why it's so imporant in SaaS - The role of storytelling in brand marketing - How Algolia developed a brand strategy that spoke to their core audience - Methods to align everyone within your company around your brand - Challenges of brand consistency across international borders and how to tackle issues such as language and culture - Some of Algolia’s most successful brand campaigns and projects - How to measure the performance of your brand - The role of authenticity in your company's brand Algolia >> https://www.algolia.com Gibson Biddle's blog post on building the Netflix brand >> https://medium.com/emerging-tech-insights/branding-for-builders-19e103ef3f1d The 22 Immutable Laws of Marketing >> https://www.amazon.com/22-Immutable-Laws-Marketing-Violate/dp/0887306667 Follow Liam on Twitter >> twitter.com/liamboogar The Growth Hub >> www.advanceb2b.com/thegrowthhub Advance B2B >> www.advanceb2b.com The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Edward on Twitter >> twitter.com/NordicEdward

Guillaume Cabane, aka G, is a well known name within the world of SaaS. He's also well known by his other name, The Mad Scientist, for his original and out of the box experiments in marketing; he doesn't follow the playbook, he rewrites it. Having recently joined Drift as VP of Growth, G shares with us his insights on growth marketing and how he’s planning to build up the growth function at Drift, including: - Why G decided to join Drift - How he handled his first 100 days as the founding member of their growth team - The purpose of growth marketing at Drift and its role within their monthly product launches, known as marketable moments - How the team operates inbetween other functions and the SLAs they use to align sales and marketing - Some of G’s craziest experiments he’s run while at Drift - The big challenges facing growth marketers - How G plans to build out the growth team during 2018 - The inside scoop on his famous hot coffee experiment The Growth Hub >> www.advanceb2b.com/thegrowthhub Advance B2B >> www.advanceb2b.com The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Edward on Twitter >> twitter.com/NordicEdward

For any SaaS company, the journey to $10M in ARR is anything but easy; just ask Hotjar Founder & CEO, David Darmanin. In this episode, David takes us on an adventure along this rocky road as he shares some of the highs and lows of building Hotjar. Starting from pre-Hotjar times, David talks about his background growing up in Malta and how he went from studying a Doctorate in Law to becoming a serial MarTech entrepreneur, and he gives us a very open and honest account of what it really takes to build a successful B2B SaaS business, including: - Why David decided to start Hotjar - How Hotjar generated 60,00 beta signups in 6 months through a gamified referral program - The big challenges in converting these free beta users into paying customers - The difficulties with pricing and how David and the team dealt with a European Tax Law issue just days before Hotjar’s commercial launch - How Hotjar was able to scale up and the key factors that enabled them to reach $10M in ARR - The benefits and challenges of growing a fully remote team including how to build a strong remote company culture and the keys to successful leadership Hotjar >> https://www.hotjar.com/ The Essential Guide to Growing Your Early-Stage SaaS Startup >> https://www.hotjar.com/grow-your-saas-startup/ Radical Candor >> https://www.radicalcandor.com/ SaaStr >> https://www.saastr.com/ SaaStock >> https://www.saastock.com/blog Follow David on Twitter >> https://twitter.com/daviddarmanin The Growth Hub >> www.advanceb2b.com/thegrowthhub Advance B2B >> www.advanceb2b.com The Growth Hub on Twitter >> twitter.com/SaaSGrowthHub Edward on Twitter >> twitter.com/NordicEdward