Event category: Tactical Breakouts

Achieving product-market fit is the ultimate goal for startups and also scale-ups looking to launch new product lines. But what comes first: the product or the market? This session will cover how to bring customers, market and product development together into one cohesive and cross-functional strategy that will accelerate your go-to-market and maximize your chance of success. Tamara and Chris will share lessons and tactics from their own experience building a product and category in parallel as they transitioned Unbounce from a landing page builder to a multi-product conversion intelligence platform.

B2B SaaS sales can be a long, lonely, and tiring job, especially when you are selling to large enterprises and financial institutions. What may look like an obvious win can get dragged out over compliance-related questions and reviews, integration problems, needing to coordinate between multiple departments, etc. In this panel discussion, we will dive into key questions to ask, major hurdles to prepare for, and successful approaches that have worked.

Hear how the Growth Marketing Director at Clio, Alex Shipillo, draws on his experience and shares how growth marketing differs in startups versus scale-ups.

Things to learn: What marketing teams at startups and scale-ups should focus their energy on, how your marketing team, programs, and process can scale as the company grows and common pitfalls to avoid when transitioning from a startup to a scale-up.

Churn is one of the most hotly debated questions of all SaaS. Bessemer Venture Partners says an “acceptable” churn rate could be as high as 7% annually, though there are many SaaS CEOs who consider anything above 5% unacceptable. So… is negative churn even possible?  Yes.  It’s the “holy grail” of SaaS metrics in fact – and when it’s negative, this is a really POSITIVE thing!   In this presentation we’ll assess negative churn, why it’s such a powerful growth mechanism, and how to get there with these four “account expansion” strategies.

Finding the best way to fund your SaaS company is not easy, and there are more options to consider than ever as fundraising continues to change with the post-COVID19 economic rebound.   

Our panel will provide tips on how to navigate the world of virtual fundraising, prospecting, referrals, pitching and due diligence when you can’t meet investors face-to-face. They will share new investment processes and alternative fundraising opportunities such as the deregulation of angel capital, crowdfunding, friends and family rounds, , new funds for underrepresented groups and other seed money opportunities. 

Why do some software companies have a loyal, cult-like following? While others blend into oblivion? Is a good product enough to win in the SaaS market today? In this Masterclass with two leading community builders, explore how brands like Peleton, Gong, Notion & Duolingo build their raving fans. Walk away with a 4 step process to start building your own loyal member base today.

Striking the balance between profitability and a good customer experience is the most important thing when evaluating, or re-evaluating, your pricing strategy.   

This session will cover the foundation of your pricing models by unpacking how to establish and understand your SaaS pricing strategy and goals, understand the evolution of the primary SaaS pricing models and the pros and cons of each, tips for designing your optimal SaaS pricing plan and strategy and determining what your SaaS offering is worth 

Whether you’re big, small or already at the top of your game, big data should be a critical piece of your growth strategy. How you use data and generate insights can make or break your five-year plan. This masterclass with FreshBooks’ Chief Data Officer, Mara Reiff, hosted by Georgian’s content editor Jessica Galang, will share both trends and tactical tips for using big data to your competitive advantage.

The greatest challenge facing SaaS founders post-pandemic may have less to do with adjusting growth strategies and more to do with retaining team members, making them ‘talent poaching proof” and emulating a strong culture with hybrid/remote teams. People are not just changing jobs; they are shifting what they care about and leaving organizations that don’t meet expectations.    

In this session, hear innovative examples of how top companies have: Built cultures that fuel engagement and where team members can find meaning in their contribution, build top talent initiatives and strategic leadership development plans to retain employees who can grow their careers within your company and created connection amongst remote and hybrid teams.