Mironov Consulting

FEBRUARY 6, 2020

I’m often asked what KPIs B2B/enterprise product folks should use, or what OKRs they should choose. Why KPIs from consumer companies don’t fit well with B2B/enterprise. Some B2B KPIs starting points, knowing that every company is different. [1] But I find they don’t map well to enterprise companies.

B2B 118

B2B Enterprise Onboarding KPIs User Testing 118

Brian Balfour

JULY 18, 2017

In the B2B world you also have B2B products like MailChimp, Slack, or SurveyMonkey that live on this end of the spectrum as they take advantage of viral and paid channels to drive most of their volume. Because they have higher ARPUs they can take advantage of higher CAC channel like Paid Marketing. This is the ARPU-CAC Danger Zone.

User Testing 65

User Testing Outbound B2B Inbound 65

Intercom, Inc.

NOVEMBER 20, 2018

Choose one, ensuring it can easily connect to any data sources you have (be that lead generation forms, or existing data sets) and also ensure that it can integrate with any outbound marketing tools you may have like MailChimp. For many B2B SaaS companies, inbound marketing represents a cornerstone of all marketing activity.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

BrainMates

SEPTEMBER 19, 2022

The modern workplace is the backbone of our economy – from start-ups to government agencies and large enterprises – and the employees that work within are the engine that keeps the business running. These product managers are driving inbound and outbound activities, so they are part of the product team and the GTM teams.

Feedback Software 52

Feedback Software User Testing Customer Feedback Data Visualization 52

Usersnap

FEBRUARY 14, 2023

In this article, we’ll share tips and advice all about SaaS go-to-market strategies , with questions to ask, things to consider, and data to research so you can start your commercial enterprise on the right footing. Am I competing with SMB markets, mid-markets, or enterprises? Let’s dive in!

Research Software 52

Research Software Feedback Software User Testing Product launches 52

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. We know that often, innovation in the B2C world tends to translate a few years after into the B2B world.

Feedback Software 162

Feedback Software Marketing User Testing Finance 162

Mironov Consulting

DECEMBER 31, 2017

Especially in enterprise/B2B, sales teams may have only a handful of major active accounts, each carrying a lot of revenue. Remember that outbound marketing teams are focused on generating interest among customers at the top of the funnel and in the renewal cycle. A lumpy pipeline that depends on closing some specific deals.

Roadmap 92

Roadmap Fractional VPE CTO Coach Data Visualization 92

Intercom, Inc.

MAY 24, 2018

If they’re a B2B company, it might be a very small number they’re using to make a large decision. It looks at the content of the website and puts companies into categories like SaaS, B2B, enterprise, marketplace, etc. For us, if it’s Saas, B2B and using one of six pieces of technology, it’s a super high signal.

Data Visualization 182

Data Visualization Feedback Software Customer Experience B2B 182

Intercom, Inc.

JANUARY 11, 2023

For Francis Brero , co-founder and CPO of MadKudu , a platform that helps B2B businesses qualify and engage with their leads, PLG doesn’t work in a vacuum. At the enterprise level, the user is rarely the decision-maker. Liam: And then, the final one was that selling enterprise deals at the lead level is impossible.

Customer Experience 118

Customer Experience Inbound User Testing B2B 118

Intercom, Inc.

JANUARY 16, 2019

Most users view a product only through the lens of their own use, not through the needs and habits of all the users in their enterprise (which is a view someone at the top, such as a Chief Information Officer, is more likely to have). Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

NOVEMBER 5, 2019

To Derek’s point, I think a lot of walls get broken down in selling B2B software these days. Before I was a sales manager at Slack, I was an Enterprise AE for a few years and I was also an AE for five years before coming to Slack. I can’t tell you how many years of my life I’ve spent creating presentations.

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Intercom, Inc.

JULY 9, 2020

So after like kind of teaching myself a little bit of SEO at these 16 years, it took me a couple of years until basically after college to join a great consultancy that was focused on enterprise clients, where I really learned the craft hands on. Atlassian does not have an outbound sales team. Kevin: Yeah, that’s true.

Analytic Tools 199

Analytic Tools Research Software Data Visualization Technical Review 199

Userpilot

MAY 19, 2021

The B2B SaaS marketing space can feel a lot like an echo chamber. In this post, we’ll go over how to create a B2B marketing plan and how to execute it, which B2B Saas marketing tactics are working best in 2021, and some real-life success stories for each of the tactics. What do SaaS Companies spend on B2B Marketing?

Research Software 119

Research Software B2B User Testing Customer Experience 119