Kyle Poyar’s Growth Unhinged

Kyle Poyar’s Growth Unhinged offers insights on scaling SaaS companies through untraditional methods, focusing on product-led growth (PLG) strategies. It covers sales compensation, pricing, metrics, marketing, and enterprise demand for PLG businesses, emphasizing the importance of user engagement, innovative growth marketing, and the integration of sales and product usage.

Product-Led Growth Sales Strategies SaaS Metrics Pricing Strategies Marketing Techniques Enterprise Sales Referral Programs Value Proposition User Acquisition

The hottest Substack posts of Kyle Poyar’s Growth Unhinged

And their main takeaways

The state of B2B monetization in 2025

520 implied HN points • 04 Jun 25
💼 Business Software Pricing Subscription SaaS AI
  1. Traditional pricing models like flat-rate and seat-based are losing popularity. Companies are now favoring hybrid pricing to better match value and costs.
  2. Hybrid pricing is becoming the go-to choice for software companies, providing flexibility and a better upselling opportunity while keeping it simple for customers.
  3. Outcome-based pricing is highly desired but rarely adopted because it's complicated. Most companies struggle with measuring and ensuring consistent results for customers.

You should be vibecoding for GTM

820 implied HN points • 28 May 25
💼 Business Startups Marketing Growth Technology Innovation
  1. Using AI coding tools can really speed up the process of building marketing tools. Even if you aren't a coder, you can create useful apps in just a couple of hours.
  2. Vibecoding allows you to bypass relying on developers for basic tools, giving you the power to manage your go-to-market strategies independently. This can save both time and money.
  3. You can create engaging and interactive tools, like an ROI calculator, that can enhance your sales efforts and make a better impression on potential clients.

Intercom's decisive bet on AI

315 implied HN points • 21 May 25
💼 Business Startups Technology AI Pricing Customer Service
  1. Intercom was quick to invest in AI, becoming a leader by being the first major SaaS company to do so. Their 'war time' CEO, Eoghan McCabe, made bold decisions to redefine customer support with AI.
  2. The quality of AI tools matters more than just having features. Intercom's Fin AI agent succeeded through a lot of testing, improving its ability to resolve customer inquiries from 25% to 56%.
  3. Competitors now have to focus on delivering results, not just flashy marketing. Businesses need to educate their customers on how to choose AI products based on effectiveness, not just promises.

Customers don't care about your AI feature

1246 implied HN points • 29 Jan 25
💼 Business Marketing Consumer behavior Product Development Technology Trends
  1. Most customers don't really care if a product is AI-powered. They want to know how it will solve their problems, not get lost in technical jargon.
  2. Highlighting the benefits and real outcomes of a product works better than focusing on the AI label. Show customers how your product can make their lives easier.
  3. Using 'AI' in marketing can sometimes backfire. It can lower customer expectations and doesn't always justify a higher price. It's better to focus on value rather than buzzwords.

The best automated GTM plays you’re not running

410 implied HN points • 12 Feb 25
💼 Business Sales Marketing Automation Technology
  1. Automation in marketing doesn't mean sending many random messages. It can be effective by targeting the right audience in a smart way.
  2. Using advanced tools, businesses can reach out to potential clients based on specific signals, like job changes or website visits, making outreach more relevant.
  3. By focusing on quality over quantity, automated strategies can significantly improve response rates and lead conversion, creating a more successful approach to sales.
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The definitive product positioning framework

749 implied HN points • 04 Dec 24
💼 Business Marketing Startups Strategy Sales Product
  1. Choosing the right customer segment is crucial for your product's success. Different segments have different needs, and you need to focus your strategy accordingly.
  2. Positioning isn't something you can just test quickly with A/B tests. It's more of a strategic choice you make at a higher level, affecting how you market and present your product.
  3. Your homepage is the best place to show your product's positioning. It should be clear and accessible, so everyone inside and outside the company understands it.

Moving beyond founder-led sales

425 implied HN points • 22 Jan 25
💼 Business Sales Marketing Startups Growth Revenue
  1. Warmly grew from zero to $700k ARR in 2023 by using a founder-led sales approach, where the co-founder took a hands-on role in closing sales.
  2. By shifting to a more structured and scalable sales process, Warmly was able to triple their revenue plan for 2024 and build a diverse sales team with various roles.
  3. They experimented with different marketing channels, including partnerships and paid ads, which helped them expand their customer base while learning which strategies were most effective.

The anatomy of a breakthrough “Service-as-a-Software” business

425 implied HN points • 15 Jan 25
💼 Business Startups Technology E-commerce Marketing Finance
  1. Chargeflow focused on marketing and customer relationships before building their product. This helped them understand what their audience needed and how to stand out.
  2. They made it super easy for customers to sign up and get started, which led to positive reviews and a better presence in app stores. Fast onboarding is key for attracting users.
  3. Chargeflow's pricing model is based on success, meaning customers only pay when they see results. This approach not only attracts customers but keeps them around longer.

The 10 biggest mistakes I made bootstrapping to $1M ARR

788 implied HN points • 13 Nov 24
💼 Business Startups Marketing Sales Entrepreneurship Growth Strategies
  1. Launching on Product Hunt was a big effort, but it didn't really help with getting customers. It was a good learning experience, though, and helped shape our messaging.
  2. Hiring digital marketing agencies didn't work out well because we didn't understand marketing ourselves. We realized we needed to learn the basics to direct our strategy effectively.
  3. Spending a lot on affiliate marketing and event sponsorships didn't pay off. Having a great product isn't enough; you need a solid plan to get others to promote it effectively.

The emerging startup playbook

962 implied HN points • 09 Oct 24
💼 Business Startups Entrepreneurship Marketing Product Development Growth Strategies
  1. Create a minimum remarkable product that really stands out. This means your initial product should be good enough to impress people right away, as getting their trust back later is tough.
  2. Use storytelling to engage your audience. Instead of a big launch event, try to build a community around your product through authentic content and personal stories.
  3. Stay lean by using automation and AI to keep things efficient. It's better to have a small, skilled team that can innovate rather than hiring lots of people to get things done.

What I learned from tracking 443 SaaS pricing pages

907 implied HN points • 16 Oct 24
💼 Business SaaS Pricing Marketing Growth Strategy
  1. Many SaaS companies are raising their prices. In 2024, about 42% of them made adjustments, with an average increase of 20%.
  2. Some companies are adding or removing plans to better meet customer needs. Others are being more strategic with their pricing pages to attract larger clients.
  3. Pricing strategies are evolving, with some companies using discounts to gain new customers while others maintain strict pricing models to target premium segments.

How to differentiate your product

520 implied HN points • 18 Dec 24
💼 Business Marketing Startups Product Development Sales Strategies Entrepreneurship
  1. Identify who your target customers are and what problem your product solves. Knowing your audience helps position your product effectively.
  2. To stand out, clearly define how your product is different from its competitors. Focus on unique features or benefits that are important to your customers.
  3. If you're in a crowded market, consider creating real differentiation or targeting an underserved area. Both strategies can help your product capture attention and grow.

Your complete guide to board rooms

276 implied HN points • 05 Feb 25
💼 Business Management Finance Corporate Governance Startups Leadership
  1. Know who's in the room during board meetings. The CEO, CFO, and tech leaders each have specific roles and responsibilities that are crucial for a productive discussion.
  2. Keep your board meetings under 3.5 hours. Long meetings can tire everyone out, so aim for a focused agenda that encourages valuable input from all members.
  3. Send out materials for the meeting 48 to 72 hours in advance. This allows everyone to prepare without being overwhelmed, and it helps keep the meeting on track.

What's changing with AI monetization

354 implied HN points • 12 Jan 25
💼 Business Market Trends Monetization Strategies
  1. AI monetization is changing a lot, with companies trying different pricing models like skill-based pricing instead of just selling features. This means customers might pay more for higher skills or better performance.
  2. Many AI products are moving away from traditional seat-based subscriptions and instead charging for the amount of work done. This makes it easier for businesses to understand what they’re paying for.
  3. Recent announcements from big players like OpenAI about pricing show that businesses are experimenting with different strategies, which can sometimes lead to unexpected consequences like losing money on subscriptions if usage is too high.

Our first try at PLG nearly failed. Here's what we did next.

354 implied HN points • 08 Jan 25
💼 Business Startups Marketing Sales Product Growth
  1. The team turned around low activation and conversion rates by improving their onboarding process. They made it easier for users to get started and better understood how to use the product.
  2. They used data from user feedback and behavior to identify problem areas in their product. This helped them find ways to create a smoother experience for users.
  3. By adding gentle reminders and prompts in their product, they encouraged free users to explore paid options. This strategy increased their free-to-paid conversion rate significantly.

Your guide to the 2024 SaaS benchmarks

504 implied HN points • 21 Nov 24
💼 Business SaaS Startups AI Growth Metrics
  1. 2024 sees stabilization in SaaS growth rates, with early stages performing better while larger companies struggle. Smaller startups are showing stronger growth despite an overall slowdown.
  2. Early stage SaaS and AI companies are thriving, significantly increasing growth rates and maintaining lean teams. They are using automation and smart hiring to succeed.
  3. There's a shift in pricing models for AI products, with many still using traditional subscription models but a growing number exploring usage-based and outcome-based pricing. It's a sign of changing market demands.

The best growth advice of 2024

418 implied HN points • 11 Dec 24
💼 Business Growth Strategy Product Development
  1. Measure how well your product keeps users every week. This helps you understand if your product is genuinely useful and worth their time.
  2. Active participation in online communities can help build your brand and attract eager users. Engage in places like Facebook, Reddit, or Slack to connect with potential customers.
  3. Consider changing how you charge for your services. Instead of just a subscription fee, think about charging based on the work done or features used to better match your product's value.

From selling access to selling work (and what it means for you)

512 implied HN points • 30 Oct 24
💼 Business Business Models Pricing Strategies SaaS AI Integration Revenue management
  1. Companies are shifting from charging for access to software to billing for the actual work done by AI. This means businesses will charge based on how much the AI helps them, like charging per task completed.
  2. With these new pricing models, customers can pay only when they see results. However, it can be tricky to figure out who deserves credit for any success achieved.
  3. As the industry evolves, businesses will have to rethink how they predict revenue and manage customer relationships, making it more about actual usage and outcomes instead of just subscriptions.

40+ ICP marketing plays

465 implied HN points • 23 Oct 24
💼 Business Marketing Sales Growth Strategy
  1. Identify your ideal customer profile (ICP) well. Look at signals like company growth and tech usage so you know who to target.
  2. Use different marketing strategies together, like emails and social media, to reach your best customers effectively. It's better than just hoping your ads will land on the right people.
  3. Keep track of how potential customers interact with your business, like signing up for newsletters or attending events. These actions show they are interested and can help guide your follow-up efforts.

How to build your GTM strategy from scratch

291 implied HN points • 06 Nov 24
💼 Business Startups Marketing Strategy Sales Growth
  1. Building a go-to-market (GTM) strategy involves understanding stages like problem-solution fit, product-market fit, and go-to-market fit. Each stage helps you grow and attract more customers.
  2. Create an Early Customer Profile (ECP) based on real evidence to identify your first customers. This helps you target those who have a strong need for your product and are willing to pay.
  3. Differentiate your product by refining your unique value proposition (UVP) and unique selling proposition (USP). This makes it clear why customers should choose you over the competition.

The state of SaaS pricing

646 implied HN points • 21 Feb 24
💼 Business
  1. Usage-based pricing in SaaS can reduce friction for customers by allowing them to start at a lower cost, expand product usage, and appeal to a larger market.
  2. Hybrid pricing models that combine usage and subscription pricing are becoming more common, especially for businesses catering to smaller customers who are concerned about unplanned expenses.
  3. Companies considering usage-based pricing should carefully select the right value metric, address customer concerns about predictability, and align their internal teams to focus on ensuring customers derive value from the product.

Inside Rewind’s path to 170 Series A offers

433 implied HN points • 10 Jan 24
💼 Business Startups Funding Product Development Monetization Entrepreneurship
  1. Rewind's success story includes starting with a different product and pivoting to a viral AI hit
  2. The decision to monetize from day one helped Rewind grow rapidly but required continuous iteration on pricing strategies
  3. Rewind's approach to leveraging product-led growth (PLG) includes emphasizing viral loops and frequent product launches

The evolution of user onboarding at Databox

339 implied HN points • 28 Feb 24
💼 Business Data Analytics Subscription Models
  1. Databox focused on improving activation, which led to a 10% increase from 30% to over 40%.
  2. Experimenting with the onboarding process, like allowing users to explore the product before connecting data, can significantly impact user engagement and activation rates.
  3. Implementing strategies like a reverse trial and a guided onboarding process can help not only improve activation rates but also showcase more value to users upfront.

From 0 to 10 million users in four years

307 implied HN points • 13 Mar 24
💼 Business Startup Growth AI Monetization Marketing Strategy Product-led growth
  1. Copy.ai's rapid growth from 0 to 10 million users in four years was fueled by fast MVP iterations, leveraging AI like GPT-3, and a focus on early monetization.
  2. The monetization strategy of starting at $3 per month and then testing higher price points was crucial in Copy.ai's journey towards a platform model with a $49 per month subscription.
  3. Key to Copy.ai's scaling success was a strong growth strategy that included early user acquisition via social media, SEO optimization, and a specialized marketing team dedicated to different channels.

Your guide to sales compensation & PLG

631 implied HN points • 26 Jul 23
💼 Business Sales Compensation Software companies SaaS
  1. Sales compensation design involves understanding company goals, seller profiles, and using compensation to drive desired behaviors.
  2. Components of a sales compensation plan include OTE, base salary, variable comp, quota, quota attainment, and more.
  3. When designing a sales compensation plan for a PLG business, consider business goals, roles needed, best practices, and behaviors to incentivize.

Can PLG beat Salesforce?

599 implied HN points • 12 Jul 23
💼 Business Startups Product-led growth Marketing Pricing Customer Feedback
  1. Product-led growth is disrupting many software categories, but CRM remains dominated by traditional players.
  2. Attio successfully launched a product-led growth CRM platform after three years of development, achieving rapid customer adoption.
  3. Attio strategically designed their pricing and packaging, experimented with freemium pricing, and focused on customer engagement for user acquisition.

The inside story of Amplitude’s new self-service plan

252 implied HN points • 06 Mar 24
💼 Business Marketing Growth Product Development Sales Revenue
  1. Launching a self-service plan can lead to significant improvements in conversion rates, even if initial numbers are low
  2. It's important to involve the sales team in the self-serve journey to avoid cannibalization and maintain a healthy balance between self-service and enterprise sales
  3. Revisiting pricing and packaging is crucial for the success of a self-service model, including conducting user interviews, analyzing features, and monitoring competitors

Your guide to SaaS metrics 2.0

567 implied HN points • 07 Jun 23
💼 Business KPIs Revenue
  1. Traditional SaaS metrics are not always reliable for product-led growth businesses.
  2. Modern software businesses should focus on the user's journey and product usage as key indicators of success.
  3. Executive and investor KPIs should consider factors like growth efficiency and revenue generation per employee.

Your guide to PLG pricing 201

449 implied HN points • 12 Apr 23
💼 Business Monetization Pricing Enterprise Startups
  1. Pricing for PLG products should focus on team monetization, not just individual users.
  2. Pay attention to the admin experience in PLG pricing to facilitate bottom-up growth within organizations.
  3. Offer value that attracts high-value customers and encourages them to grow with your product.