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 SaaS pricing

646 implied HN points • 21 Feb 24

💼 Business

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.
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.
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.

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

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.
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.
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.

The evolution of user onboarding at Databox

339 implied HN points • 28 Feb 24

💼 Business Data Analytics Subscription Models

Databox focused on improving activation, which led to a 10% increase from 30% to over 40%.
Experimenting with the onboarding process, like allowing users to explore the product before connecting data, can significantly impact user engagement and activation rates.
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.

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

252 implied HN points • 06 Mar 24

💼 Business Marketing Growth Product Development Sales Revenue

Launching a self-service plan can lead to significant improvements in conversion rates, even if initial numbers are low
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
Revisiting pricing and packaging is crucial for the success of a self-service model, including conducting user interviews, analyzing features, and monitoring competitors

How to have "the talk" with your customers

607 implied HN points • 17 Jan 24

💼 Business Marketing Finance Pricing Product Development

Increase ACV by asking customers about willingness-to-pay without directly asking for a specific price.
Understand that ACV growth involves price increases, product expansion, and knowing what customers value.
As your business scales, consider factors like pricing, packaging, and customer willingness to pay to optimize revenue.

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Your guide to quick wins in SaaS marketing

370 implied HN points • 31 Jan 24

💼 Business Marketing Startups ROI Competitors Customers

Quick wins are practical tactics delivering tangible results in a short time frame.
Quick wins in marketing build trust, validate strategies, and earn the right to take bigger risks.
Quick wins should have high success rate, low effort & budget, demonstrable results, and short time to value.

From seven failures to 10x growth

354 implied HN points • 24 Jan 24

💼 Business Startup Growth Product Development Marketing User Feedback Team Management

Growing from 0 to 1,000 users was harder than the next 999,000 for Jam.
Key factors for Jam's success included dogfooding, focusing on high quality, and having few, focused pilots.
Jam's growth strategies involved continuous improvement, strong focus on user feedback, and engaging with the community through events and content.

Inside Rewind’s path to 170 Series A offers

433 implied HN points • 10 Jan 24

💼 Business Startups Funding Product Development Monetization Entrepreneurship

Rewind's success story includes starting with a different product and pivoting to a viral AI hit
The decision to monetize from day one helped Rewind grow rapidly but required continuous iteration on pricing strategies
Rewind's approach to leveraging product-led growth (PLG) includes emphasizing viral loops and frequent product launches

The state of B2B contracts in 2024

228 implied HN points • 07 Feb 24

💼 Business Contracts AI Partnerships Fees Negotiations

Key stats on B2B software contracts include negotiation tips and common terms to expect.
There has been a significant increase in AI-related clauses in B2B contracts.
In B2B contracts, automatic fee increases are common, particularly with the larger enterprise customers.

Your guide to sales compensation & PLG

631 implied HN points • 26 Jul 23

💼 Business Sales Compensation Software companies SaaS

Sales compensation design involves understanding company goals, seller profiles, and using compensation to drive desired behaviors.
Components of a sales compensation plan include OTE, base salary, variable comp, quota, quota attainment, and more.
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

Product-led growth is disrupting many software categories, but CRM remains dominated by traditional players.
Attio successfully launched a product-led growth CRM platform after three years of development, achieving rapid customer adoption.
Attio strategically designed their pricing and packaging, experimented with freemium pricing, and focused on customer engagement for user acquisition.

Your guide to SaaS metrics 2.0

567 implied HN points • 07 Jun 23

💼 Business KPIs Revenue

Traditional SaaS metrics are not always reliable for product-led growth businesses.
Modern software businesses should focus on the user's journey and product usage as key indicators of success.
Executive and investor KPIs should consider factors like growth efficiency and revenue generation per employee.

Your guide to B2B referrals

418 implied HN points • 21 Jun 23

💼 Business Marketing Strategy User engagement

B2B referrals hold untapped growth potential
Success in B2B referrals relies on user quality and engagement
Designing efficient referral programs requires clear incentives and easy sharing

Your guide to SaaS product metrics

331 implied HN points • 19 Jul 23

💼 Business SaaS Metrics Marketing Product-led growth Activation

Benchmarks are crucial for understanding SaaS product metrics and identifying roadblocks.
Marketing is a key challenge for PLG, requiring low-cost and scalable channels.
TikTok is an emerging acquisition channel, with potential for viral discoverability.

PLG and sales in 2023

402 implied HN points • 14 Jun 23

💼 Business Sales Marketing Operations Customer Experience

PLG companies are adopting sales strategies and outspending traditional SaaS peers on sales & marketing.
Efficient growth requires combining PLG and sales strategies.
Anti-patterns to avoid when trying to combine PLG and sales motions.

Your guide to PLG pricing 201

449 implied HN points • 12 Apr 23

💼 Business Monetization Pricing Enterprise Startups

Pricing for PLG products should focus on team monetization, not just individual users.
Pay attention to the admin experience in PLG pricing to facilitate bottom-up growth within organizations.
Offer value that attracts high-value customers and encourages them to grow with your product.

How to optimize your pricing page

315 implied HN points • 07 Jul 23

💼 Business Marketing Sales Strategy Psychology Customer Experience

Reinforce the value proposition on your pricing page to help prospects understand how your product solves their pain.
Focus on the foundational aspects of your pricing page before diving into pricing hacks.
Avoid overwhelming prospects by providing clear and concise information, emphasizing benefits over features.

This is NOT your value prop

394 implied HN points • 03 May 23

💼 Business Marketing Management Finance Entrepreneurship Sales

Time savings should not be your central value proposition.
Connect your value proposition to the customer's priorities and hard ROI business outcomes.
Differentiate your product, create urgency, and demonstrate real monetary value beyond just time savings.

Your guide to growth marketing & PLG

268 implied HN points • 31 May 23

💼 Business Marketing Startups Sales Entrepreneurship Technology

As a first growth marketer, be comfortable with solving problems and focusing on the important ones.
For PLG products, prioritize paid channels with high intent and strong attention.
When advertising on social media, make it easy for users to engage with the product without too much friction.

Product-led marketing to reach 400,000 users

283 implied HN points • 17 May 23

💼 Business Marketing Data Analytics Messaging Experimentation Focus

Product-led marketing involves aligning the product, marketing, and customer success for growth.
Focus on user intent and eliminate unnecessary distractions in marketing efforts.
Layer in the right messaging, experiment, triage, choose your battles wisely, and stay focused to reach milestones like 400,000 users.

Typeform’s viral growth – and its disruption?

268 implied HN points • 24 May 23

💼 Business Technology Innovation Marketing Entrepreneurship Design

Typeform achieved viral growth through innovative product design and user experience.
Typeform leveraged organic growth with a focus on content marketing and customer success.
Typeform's innovation process is lean, fast-paced, and emphasizes user testing and iteration.

Your guide to PLG + enterprise demand

244 implied HN points • 05 Apr 23

💼 Business Marketing Content Strategy

PLG companies need to create enterprise demand.
B2B buyers trust peer recommendations over traditional marketing channels.
Digital attribution tools may not properly measure newer marketing channels.

How to optimize your free trial

236 implied HN points • 10 May 23

💼 Business Marketing User Experience Product Management Conversion Onboarding

Collaborate with experts to conduct a thorough audit of your product-led growth strategy.
Implement best practices at each stage of the free trial experience such as creating a compelling sign-up page and a goal-oriented onboarding checklist.
Utilize personalized templates, value-add empty states, and contextual guidance to enhance user experience and increase conversion rates.

Your guide to product-led sales

244 implied HN points • 22 Feb 23

💼 Business Sales Marketing Growth Revenue

Product-led sales is a combination of product usage and personalized sales assistance to convert users into revenue.
Early adopters like Jesus Requena from Figma provide valuable guidance on implementing product-led sales effectively.
Tools like Endgame can transform sales processes by providing relevant product telemetry and improving sales outreach.