SaaSBOOMi Growth

Choosing the right focus vertical & building a GTM strategy around that could supercharge your growth. Join Head of Product @ Vymo in learning from his immense experience and how to answer critical questions including:

• When do you know if vertical is right for you
• Who should do vertical SaaS
• How do you validate the vertical
• How do you execute → hiring and team building
• What next? If you want to expand out etc. 

Enterprise growth usually starts as a push sales mechanism - and that can’t be sustained / starts giving diminishing returns shortly. A robust growth engine in the enterprise scenario is also difficult to setup - given the complexities involved. However, sustained growth can come only if a repeatable growth framework is applied.

This session will be a workshop that will help you think about:

• How to approach Enterprise growth
  
• Growth Frameworks that are applicable at the early, mid and growth stages
  
• Setting up (when, what, how)
  
• Hiring / Org structure
  
• Metrics to measure at various stages
  

As an SMB startup, it can be extremely daunting to envision a timeline for building a marketing & sales organization. At the outset, you have no idea if a market even exists for your product, and if it does, how big it is, and how you will reach them. Initially, you’re the first founder salesperson, figuring out your problem-solution fit & testing the viability of your product. At the same time, thinking about marketing & sales early as part of the growth of an SMB company is an important first step. If you dig too deeply into product and engineering and put sales off, you run the risk of starting too late - and someone getting there first. 

Who’s this session for 

1. SMB Founders
   
2. SMB Marketing & Sales leaders
   
3. Hiring Leaders & Chief of Staff
   

Who’s this session is not for 

1. Enterprise & Mid Market Founders
   

This session will help you think about:

1. Thinking about GTM at the right stage of the growth i.e. >1M, 1-3, 3M>. Lessons for each stage.
   
2. SMB business economics - low touch vs medium touch models. The imp of having an Inside Sales function & when does an AE come into the picture.
   
3. Horizontal vs Vertical SaaS - shifts in GTM team building & motions in SMB space
   
4. Where to rely on the early days - Marketing or Sales
   
5. Understanding the top of the funnel velocity
   
6. Where do invest in marketing for creating demand & right mix
   
7. The team structure builds for that stage of revenue & growth
   
   1. AE, SDR & Marketing alignment & ratios
      
8. Investing in Brand Marketing & Content Creation from a team skill & build standpoint
   
9. Some mistakes to avoid and doubling down on what works.
   
10. What is the good recipe for an SMB-led org that can take the company to PMF?
    

A lot of B2B SaaS founders struggle to describe their Ideal Customer Profile (ICP) even after they have several paid customers. This is because in the early stages we sell to anyone who is willing to pay us money to use our product. Slowly they start feeling like they’ve become a services company doing custom work for each customer to keep them happy. They struggle to figure out what to say no to. 

It eventually gets to a point where unless they take a hard call on who they will serve and who they won’t, it becomes impossible to repeatably grow their business. This is why it’s critical for founders to understand how to nail their ICP and use a clear ICP definition as a way to supercharge their growth.

In this session we will walk the audience through DocSumo’s story - from being a broad solution that served anyone who wanted to their product, to nailing their ICP which led to 5x increase in ACV, 6.5x revenue growth in 12 months, and a $3.5M fundraising round led by customers. 

This session is for founders & growth/marketing teams. Manish (Co-founder of Hevo Data) will talk through the session with examples of how he aced the content marketing GTM, and some unheard of tactics to scale it.
How to supercharge your GTM with content

• How Hevo Data grew 3X y-o-y with zero-touch sales model 
  
• Increasing traffic from x to y surpassing the combined traffic of the two largest players in the space
  

How to think about content strategy for your category

• The funnel of content marketing
  
• How to build traffic that is relevant and looking for a solution
  
• How to think through triggers for converting traffic into trial and sign-ups/ demos\
  

Metrics 

• Content  to revenue : the science behind Content Marketing
  

Building a system to make the lead-gen engine reliable and predictable
Shaping Content teams that never miss a lead target 

Software has been eating the world for decades now. But if there's one seismic shift in the way software is growing, that would be the buying behavior. From a top to bottom CXO buying behavior in the 1980s to a bottom up buying behavior where anyone and everyone in an org can try a self-serve software, find value and make a case for buying it. And all of this is now becoming familiar to us under the banner of a fancy term - product-led growth.

But what is product-led growth or PLG? Does every startup that has a product automatically subscribe to PLG? And how to understand it beyond the romanticized journeys of Slack and Zoom?

In this session put together by Matthew (Founder, Typito), we will have Niraj Ranjan Rout (Founder, Hiver) and Girish Redekar (Co-founder, Sprinto) share how to get your PLG motion right with the help of actionable ideas. All three of them have successfully adopted PLG in their respective startup journeys.