Coming back from the Thanksgiving holiday we were back in the studio this week with Liz Young, the VP of Sales at Reonomy, to discuss SaaS pricing strategies that work. We've talked a bunch on the podcast about pricing and in particular have covered discounting and choosing scaling units. However, we have never had someone like Liz on to talk about the broader thinking around product pricing and what strategies work and don't work. Founders go through a lot of pain in thinking about SaaS pricing strategies and for the most part get this wrong out of the gate. Liz came on to the show to talk through the various approaches of pricing that she has seen work. In particular we cover pricing strategies around research to do, pricing strategies around the frameworks to create, pricing strategies around communicating value, and various stories and lessons from Liz and her current and prior companies. Give a listen to learn more below, and make sure to subscribe for a new episode every week!
This week the Bowery Capital team hosts Sangram Vajre, the Co-Founder and CMO of Terminus, to talk about winning strategies in account based marketing. Terminus enables B2B marketers to target accounts, engage decision-makers, and accelerate marketing and sales pipeline velocity at scale. In our podcast, Sangram and I discuss what account based marketing encompasses, what types of companies it works best for, and how to structure a strategy successfully. He speaks about using the proper metrics to track an account based marketing effort, and the different talent backgrounds necessary to lead the process. We also dig in on what infrastructure and software you need to have in place to measure your success on a per account basis. Finally, Sangram takes us through some account based marketing strategies that have pleasantly surprised him, as well as some examples of what he's seen flop. Listen here, learn more below, and make sure to subscribe for a new episode every Friday!
Sangram Vajre, co-founder and CMO of Terminus, is a passionate Marketing geek at heart and loves to solve problems, both analytically and creatively. In today’s marketing world, when companies need to rapidly adapt to changing buyer-centric communication, Sangram finds comfort in all things technology to keep pace with this challenge. Over the years, Sangram has amassed invaluable experience from his exposure to startups, consulting, and global companies. Most recently, Sangram headed up Marketing at Pardot, which was acquired by Salesforce in 2013. Sangram is putting all that knowledge to good use as he is currently authoring the first-ever “Account-Based Marketing for Dummies,” to be released in 2016. Sangram also has a Masters in Computer Science from the University of Alabama. You can follow him on Twitter at @sangramvajre.
We hope you enjoyed this week's post! Check out all of the latest episodes from the Bowery Capital Startup Sales Podcast here.
This week, we welcome Naeem Ishaq, CFO of Boxed Wholesale, onto the show to discuss "SaaS Churn Management In Early-Stage Sales Orgs." Boxed Wholesale is an eCommerce company focused on delivering the "big box club" experience (bulk grocery a la Sam's Club or Costco) direct-to-consumer online. We recorded the session live at the Bowery Capital CFO Summit 2016, where Naeem joined us as a panelist on the topic of "Maximizing Customer Retention & Managing Churn" alongside Antonia Pitney (CFO of Handshake) and Bart Hacking (CFO of Bettercloud). In this podcast, Naeem discusses how he has tackled SaaS churn at his various roles, from Salesforce to Square. We also explore the churn issues any early stage founder or CXO should expect to face, and the various quantitative approaches one should use to best measure and manage retention.
Naeem Ishaq has 15 years of experience as a finance and strategy professional in the tech industry, from Fortune 50 companies to early-stage startups. Prior to assuming his current role as CFO of Boxed Wholesale, he spent 4 years at Square, where he most recently served as the company's Head of Finance, Strategy & Risk. Before that position, Naeem spent nearly 5 years at Salesforce, ascending to Senior Director of Finance & Strategy. Naeem cut his teeth in finance at Intel where he spent 6 years, following a brief role at Chevron where he began his career. In addition, Naeem has also advised several startups along the way, including eero, a consumer electronics startup aiming to reinvent the home WiFi system. Having worked across many software business models at 5+ top-tier technology organizations, Naeem brings an excellent perspective on how to think about, measure and manage SaaS churn. Tune in now to hear his thoughts on how to stay ahead of churn and ensure the right people on your team become retention pros.
This week the Bowery Capital team hosts Georgiana Laudi, the VP of Marketing at Unbounce, to talk about how to build a customer focused content strategy. Unbounce allows users to build, publish, and A/B test high-converting mobile-responsive landing pages for their campaigns without relying on technical teams. In our podcast, Georgiana and I discuss what a customer focused content strategy encompasses, what types of content a company should consider, and how to think about distribution channels early on. She speaks about knowing what will resonate with the audiences you are trying to reach, and whether it makes sense to source content internally or externally. We also dig in on determining the value of your content, and some methods for tracking overall results. Finally, Georgiana takes us through what has worked for her at Unbounce, and some content she has been pleasantly surprised by. Listen here, learn more below, and make sure to subscribe for a new episode every Friday!
Georgiana is the VP of Marketing at Unbounce, one of Canada’s fastest growing startups. Her team more than doubled acquisition, contributing to the doubling of revenue for the company in it’s third year. Prior to joining Unbounce in February 2012, she helped startups and companies like Yellow Pages, AskMen, PartyMart and Sierra Eco launch products and marketing campaigns as a consultant. She also led a fiercely growing community and monthly educational events devoted to inspiring and empowering women in tech.
She began her marketing career in 2003 with Search and Internet Advertising, quickly developed copywriting skills, mastered Social and Content Marketing, and most recently A/B Testing and Conversion Rate Optimization. She has worked with Ecommerce, SaaS, brick & mortar, tech startups, retail and wholesale businesses, for both B2B and B2C markets.
She holds a Bachelor of Arts in Communications from Concordia University.
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