Diese Präsentation wurde erfolgreich gemeldet.
Wir verwenden Ihre LinkedIn Profilangaben und Informationen zu Ihren Aktivitäten, um Anzeigen zu personalisieren und Ihnen relevantere Inhalte anzuzeigen. Sie können Ihre Anzeigeneinstellungen jederzeit ändern.

The Future of B2B Growth is Product Led

562 Aufrufe

Veröffentlicht am

The future of B2B growth is product led. Learn the definition of product led growth and why it's the next successful go-to-market strategy.

Veröffentlicht in: Software
  • //DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT ......................................................................................................................... ......................................................................................................................... //DOWNLOAD PDF EBOOK here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD EPUB Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD doc Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD PDF EBOOK here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD EPUB Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD doc Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
       Antworten 
    Sind Sie sicher, dass Sie …  Ja  Nein
    Ihre Nachricht erscheint hier
  • //DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT ......................................................................................................................... ......................................................................................................................... //DOWNLOAD PDF EBOOK here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD EPUB Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD doc Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD PDF EBOOK here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD EPUB Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... //DOWNLOAD doc Ebook here { https://tinyurl.com/y8nn3gmc } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
       Antworten 
    Sind Sie sicher, dass Sie …  Ja  Nein
    Ihre Nachricht erscheint hier

The Future of B2B Growth is Product Led

  1. 1. THE FUTURE OF B2B GROWTH IS PRODUCT LED A S H L E Y M I N O G U E O P E N V I E W V E N T U R E P A R T N E R S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  2. 2. Based in Boston, we invest in software companies around the world aimed at improving people’s working lives. OPENVIEW T H E E X P A N S I O N S T A G E V C Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. Learn more at ov.vc
  3. 3. THE NEXT EVOLUTION OF GO-TO-MARKET IS PRODUCT LED GROWTH. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  4. 4. BUT FIRST…A QUICK HISTORY LESSON. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  5. 5. THE HISTORY OF TECH GTM A T I M E L I N E Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. 2 0 0 0 FIELD SALES PRE
  6. 6. THE HISTORY OF TECH GTM A T I M E L I N E Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. 2 0 0 0 FIELD SALES PRE INSIDE SALES 2 0 0 0 s EARLY
  7. 7. THE HISTORY OF TECH GTM A T I M E L I N E Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. 2 0 0 0 FIELD SALES PRE INSIDE SALES 2 0 0 0 s EARLY 2 0 1 0 s INBOUND MARKETING
  8. 8. THE HISTORY OF TECH GTM A T I M E L I N E Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. 2 0 0 0 FIELD SALES PRE INSIDE SALES 2 0 0 0 s EARLY 2 0 1 0 s INBOUND MARKETING T O D AY PRODUCT LED GROWTH
  9. 9. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  10. 10. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. T H E C O N S U M E R I Z A T I O N O F I T
  11. 11. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. T H E C O N S U M E R I Z A T I O N O F I T V I R A L G R O W T H
  12. 12. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. T H E C O N S U M E R I Z A T I O N O F I T V I R A L G R O W T H F R E E M I U M O R “ T R Y B E F O R E Y O U B U Y ”
  13. 13. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. T H E C O N S U M E R I Z A T I O N O F I T V I R A L G R O W T H F R E E M I U M O R “ T R Y B E F O R E Y O U B U Y ” P R O D U C T Q U A L I F I E D L E A D S
  14. 14. THINK… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. T H E C O N S U M E R I Z A T I O N O F I T V I R A L G R O W T H F R E E M I U M O R “ T R Y B E F O R E Y O U B U Y ” P R O D U C T Q U A L I F I E D L E A D S B O T T O M S U P S A L E S
  15. 15. PRODUCT LED GROWTH PRODUCT USAGE SERVES AS THE PRIMARY DRIVER OF USER ACQUISITION, RETENTION AND EXPANSION. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  16. 16. 17I stopped thinking about our business like a traditional sales and marketing firm. It's more like a flywheel where the customers are the main driver that pulls new prospects in. That flywheel spins at the rate of our customers’ delight. B R I A N H A L L I G A N C O - F O U N D E R & C E O H U B S P O T “
  17. 17. HOW DOES THIS REALLY PLAY OUT? R E A L W O R L D I M P A C T Founded: 2005 NYSE: BOX CY 2018E Revenue: $608M Market cap: $2.7B BOX Founded: 2007 NASDAQ: DBX CY 2018E Revenue: $1.37B Market cap: $9.3B DROPBOX Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  18. 18. AND THERE’S MORE Company Enterprise Value FY2018E Revenue FY2018E Revenue Growth Rate TTM Gross Margin FY2018E EBITDA Margin FY2018E Rule of 40 S&M Expense as Percent of 2017 Revenue R&D Expense as Percent of 2017 Revenue Atlassian (NAS: TEAM) $19,499 $1,180 35.1% 81.2% 27.9% 16.5x 63.0% 21.5% 47.6% Shopify (NYS: SHOP) $14,730 $1,057 57.0% 55.8% 3.7% 13.9x 60.7% 33.5% 20.2% Dropbox (NAS: DBX) $8,632 $1,386 25.2% 70.3% 23.5% 6.2x 48.7% 28.4% 34.4% DocuSign (NAS: DOCU) $5,730 $686 32.3% 73.9% 3.7% 8.4x 36.0% 53.6% 17.8% New Relic (NYS: NEWR) $4,634 $469 32.2% 83.7% 14.2% 9.9x 46.4% 58.3% 20.9% Zendesk (NYS: ZEN) $6,363 $592 37.5% 69.9% 6.0% 10.7x 43.5% 51.3% 26.8% LogMeIn (NAS: LOGM) $4,755 $1,203 21.6% 77.4% 36.8% 4.0x 58.4% 35.1% 15.8% Twilio (NYS: TWLO) $9,025 $629 57.6% 53.7% 4.2% 14.3x 61.9% 25.2% 30.3% Wix.com (NAS: WIX) $4,361 $601 41.3% 80.3% 18.9% 7.2x 60.2% 48.0% 36.1% HubSpot (NYS: HUBS) $5,207 $506 34.8% 80.2% 10.4% 10.3x 45.2% 56.7% 18.7% Elasticsearch (NYS: ESTC) $4,914 $237 48.2% 73.6% -24.2% 20.7x 24.0% 51.6% 34.8% Pluralsight (NAS: PS) $3,172 $231 38.2% 71.6% -18.6% 13.8x 19.6% 62.0% 29.5% Smartsheet (NYS: SMAR) $2,558 $168 51.4% 80.7% -22.8% 15.2x 28.6% 65.5% 33.8% MongoDB (NAS: MDB) $4,017 $231 49.3% 72.1% -30.8% 17.4x 18.5% 71.2% 40.3% SurveyMonkey (NAS: SVMK) $1,938 $252 15.3% 69.4% 23.1% 7.7x 38.4% 33.6% 24.5% SendGrid (NYS: SEND) $1,995 $145 29.7% 74.9% 12.6% 13.7x 42.2% 25.2% 26.5% PLG Index Median $4,834 $549 36.3% 73.7% 8.2% 12.2x 44.3% 49.7% 28.2% SaaS Index Median $2,289 $266 25.8% 69.8% 8.0% 6.7x 34.9% 40.7% 15.5% EV / FY2018E Revenue Source: Pitchbook on 12/5/2018. Market data as of 11/30.
  19. 19. FASTER GROWTH RATES Company Enterprise Value FY2018E Revenue FY2018E Revenue Growth Rate TTM Gross Margin FY2018E EBITDA Margin FY2018E Rule of 40 S&M Expense as Percent of 2017 Revenue R&D Expense as Percent of 2017 Revenue Atlassian (NAS: TEAM) $19,499 $1,180 35.1% 81.2% 27.9% 16.5x 63.0% 21.5% 47.6% Shopify (NYS: SHOP) $14,730 $1,057 57.0% 55.8% 3.7% 13.9x 60.7% 33.5% 20.2% Dropbox (NAS: DBX) $8,632 $1,386 25.2% 70.3% 23.5% 6.2x 48.7% 28.4% 34.4% DocuSign (NAS: DOCU) $5,730 $686 32.3% 73.9% 3.7% 8.4x 36.0% 53.6% 17.8% New Relic (NYS: NEWR) $4,634 $469 32.2% 83.7% 14.2% 9.9x 46.4% 58.3% 20.9% Zendesk (NYS: ZEN) $6,363 $592 37.5% 69.9% 6.0% 10.7x 43.5% 51.3% 26.8% LogMeIn (NAS: LOGM) $4,755 $1,203 21.6% 77.4% 36.8% 4.0x 58.4% 35.1% 15.8% Twilio (NYS: TWLO) $9,025 $629 57.6% 53.7% 4.2% 14.3x 61.9% 25.2% 30.3% Wix.com (NAS: WIX) $4,361 $601 41.3% 80.3% 18.9% 7.2x 60.2% 48.0% 36.1% HubSpot (NYS: HUBS) $5,207 $506 34.8% 80.2% 10.4% 10.3x 45.2% 56.7% 18.7% Elasticsearch (NYS: ESTC) $4,914 $237 48.2% 73.6% -24.2% 20.7x 24.0% 51.6% 34.8% Pluralsight (NAS: PS) $3,172 $231 38.2% 71.6% -18.6% 13.8x 19.6% 62.0% 29.5% Smartsheet (NYS: SMAR) $2,558 $168 51.4% 80.7% -22.8% 15.2x 28.6% 65.5% 33.8% MongoDB (NAS: MDB) $4,017 $231 49.3% 72.1% -30.8% 17.4x 18.5% 71.2% 40.3% SurveyMonkey (NAS: SVMK) $1,938 $252 15.3% 69.4% 23.1% 7.7x 38.4% 33.6% 24.5% SendGrid (NYS: SEND) $1,995 $145 29.7% 74.9% 12.6% 13.7x 42.2% 25.2% 26.5% PLG Index Median $4,834 $549 36.3% 73.7% 8.2% 12.2x 44.3% 49.7% 28.2% SaaS Index Median $2,289 $266 25.8% 69.8% 8.0% 6.7x 34.9% 40.7% 15.5% EV / FY2018E Revenue Source: Pitchbook on 12/5/2018. Market data as of 11/30.
  20. 20. HIGHER MULTIPLES Company Enterprise Value FY2018E Revenue FY2018E Revenue Growth Rate TTM Gross Margin FY2018E EBITDA Margin FY2018E Rule of 40 S&M Expense as Percent of 2017 Revenue R&D Expense as Percent of 2017 Revenue Atlassian (NAS: TEAM) $19,499 $1,180 35.1% 81.2% 27.9% 16.5x 63.0% 21.5% 47.6% Shopify (NYS: SHOP) $14,730 $1,057 57.0% 55.8% 3.7% 13.9x 60.7% 33.5% 20.2% Dropbox (NAS: DBX) $8,632 $1,386 25.2% 70.3% 23.5% 6.2x 48.7% 28.4% 34.4% DocuSign (NAS: DOCU) $5,730 $686 32.3% 73.9% 3.7% 8.4x 36.0% 53.6% 17.8% New Relic (NYS: NEWR) $4,634 $469 32.2% 83.7% 14.2% 9.9x 46.4% 58.3% 20.9% Zendesk (NYS: ZEN) $6,363 $592 37.5% 69.9% 6.0% 10.7x 43.5% 51.3% 26.8% LogMeIn (NAS: LOGM) $4,755 $1,203 21.6% 77.4% 36.8% 4.0x 58.4% 35.1% 15.8% Twilio (NYS: TWLO) $9,025 $629 57.6% 53.7% 4.2% 14.3x 61.9% 25.2% 30.3% Wix.com (NAS: WIX) $4,361 $601 41.3% 80.3% 18.9% 7.2x 60.2% 48.0% 36.1% HubSpot (NYS: HUBS) $5,207 $506 34.8% 80.2% 10.4% 10.3x 45.2% 56.7% 18.7% Elasticsearch (NYS: ESTC) $4,914 $237 48.2% 73.6% -24.2% 20.7x 24.0% 51.6% 34.8% Pluralsight (NAS: PS) $3,172 $231 38.2% 71.6% -18.6% 13.8x 19.6% 62.0% 29.5% Smartsheet (NYS: SMAR) $2,558 $168 51.4% 80.7% -22.8% 15.2x 28.6% 65.5% 33.8% MongoDB (NAS: MDB) $4,017 $231 49.3% 72.1% -30.8% 17.4x 18.5% 71.2% 40.3% SurveyMonkey (NAS: SVMK) $1,938 $252 15.3% 69.4% 23.1% 7.7x 38.4% 33.6% 24.5% SendGrid (NYS: SEND) $1,995 $145 29.7% 74.9% 12.6% 13.7x 42.2% 25.2% 26.5% PLG Index Median $4,834 $549 36.3% 73.7% 8.2% 12.2x 44.3% 49.7% 28.2% SaaS Index Median $2,289 $266 25.8% 69.8% 8.0% 6.7x 34.9% 40.7% 15.5% EV / FY2018E Revenue Source: Pitchbook on 12/5/2018. Market data as of 11/30.
  21. 21. WHICH MEANS THEY’RE WORTH 2X MORE Company Enterprise Value FY2018E Revenue FY2018E Revenue Growth Rate TTM Gross Margin FY2018E EBITDA Margin FY2018E Rule of 40 S&M Expense as Percent of 2017 Revenue R&D Expense as Percent of 2017 Revenue Atlassian (NAS: TEAM) $19,499 $1,180 35.1% 81.2% 27.9% 16.5x 63.0% 21.5% 47.6% Shopify (NYS: SHOP) $14,730 $1,057 57.0% 55.8% 3.7% 13.9x 60.7% 33.5% 20.2% Dropbox (NAS: DBX) $8,632 $1,386 25.2% 70.3% 23.5% 6.2x 48.7% 28.4% 34.4% DocuSign (NAS: DOCU) $5,730 $686 32.3% 73.9% 3.7% 8.4x 36.0% 53.6% 17.8% New Relic (NYS: NEWR) $4,634 $469 32.2% 83.7% 14.2% 9.9x 46.4% 58.3% 20.9% Zendesk (NYS: ZEN) $6,363 $592 37.5% 69.9% 6.0% 10.7x 43.5% 51.3% 26.8% LogMeIn (NAS: LOGM) $4,755 $1,203 21.6% 77.4% 36.8% 4.0x 58.4% 35.1% 15.8% Twilio (NYS: TWLO) $9,025 $629 57.6% 53.7% 4.2% 14.3x 61.9% 25.2% 30.3% Wix.com (NAS: WIX) $4,361 $601 41.3% 80.3% 18.9% 7.2x 60.2% 48.0% 36.1% HubSpot (NYS: HUBS) $5,207 $506 34.8% 80.2% 10.4% 10.3x 45.2% 56.7% 18.7% Elasticsearch (NYS: ESTC) $4,914 $237 48.2% 73.6% -24.2% 20.7x 24.0% 51.6% 34.8% Pluralsight (NAS: PS) $3,172 $231 38.2% 71.6% -18.6% 13.8x 19.6% 62.0% 29.5% Smartsheet (NYS: SMAR) $2,558 $168 51.4% 80.7% -22.8% 15.2x 28.6% 65.5% 33.8% MongoDB (NAS: MDB) $4,017 $231 49.3% 72.1% -30.8% 17.4x 18.5% 71.2% 40.3% SurveyMonkey (NAS: SVMK) $1,938 $252 15.3% 69.4% 23.1% 7.7x 38.4% 33.6% 24.5% SendGrid (NYS: SEND) $1,995 $145 29.7% 74.9% 12.6% 13.7x 42.2% 25.2% 26.5% PLG Index Median $4,834 $549 36.3% 73.7% 8.2% 12.2x 44.3% 49.7% 28.2% SaaS Index Median $2,289 $266 25.8% 69.8% 8.0% 6.7x 34.9% 40.7% 15.5% EV / FY2018E Revenue Source: Pitchbook on 12/5/2018. Market data as of 11/30.
  22. 22. SO, YOU WANT TO SURVIVE IN A PRODUCT LED WORLD? Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  23. 23. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES
  24. 24. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES
  25. 25. Each business only really sells one thing. Obsess over it. I A N S I E G E L C O - F O U N D E R & C E O Z I P R E C R U I T E R “
  26. 26. 29 PRODUCT PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. S T A R T W I T H R E A L U S E R P A I N D E L I V E R V A L U E I M M E D I A T E L Y S T R I P O U T T H E U N C R I T I C A L
  27. 27. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES
  28. 28. THE RESULT? $100 MILLION IN 30 DAYS. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  29. 29. 33 MARKETING PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. E N A B L E V I R A L I T Y : I N T E R N A L L Y & E X T E R N A L L Y Y O U R P R O D U C T I S A M A R K E T I N G C H A N N E L T A R G E T U S E R S , N O T J U S T B U Y E R S
  30. 30. 34 MARKETING PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. E N A B L E V I R A L I T Y : I N T E R N A L L Y & E X T E R N A L L Y Y O U R P R O D U C T I S A M A R K E T I N G C H A N N E L T A R G E T U S E R S , N O T J U S T B U Y E R S
  31. 31. 35 MARKETING PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. E N A B L E V I R A L I T Y : I N T E R N A L L Y & E X T E R N A L L Y Y O U R P R O D U C T I S A M A R K E T I N G C H A N N E L T A R G E T U S E R S , N O T J U S T B U Y E R S
  32. 32. 36 MARKETING PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. E N A B L E V I R A L I T Y : I N T E R N A L L Y & E X T E R N A L L Y Y O U R P R O D U C T I S A M A R K E T I N G C H A N N E L T A R G E T U S E R S , N O T J U S T B U Y E R S
  33. 33. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES
  34. 34. 39 PRICING PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. R E M O V E A N Y B A R R I E R S F R O M I N I T I A L U S A G E E N F O R C E P A Y W A L L S O N L Y A F T E R V A L U E E X P A N D C U S T O M E R S W I T H S C A L A B L E E X P A N S I O N P A T H S U S E P R O D U C T D A T A T O U P S E L L U S E R S
  35. 35. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES
  36. 36. PRODUCT PRODUCT LED COMPANIES FLIP THE SCRIPT O N E V E R Y A S P E C T O F T H E I R B U S I N E S S Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. MARKETING PRICING SALES CUSTOMER SUCCESS
  37. 37. 44 SALES PRINCIPLES Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. C U S T O M E R S U C C E S S I S Y O U R N O R T H S T A R Y O U E M P O W E R S E L F - S E R V I C E B E A P R O D U C T E V A N G E L I S T C R E A T E O P P O R T U N I T I E S F O R U P S E L L
  38. 38. 45 Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved. When approached in the right way, layering in a human effort can accelerate growth.
  39. 39. ARE YOU THINKING… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  40. 40. THIS WILL NOT WORK WITH MY PRODUCT / MARKET / BUSINESS MODEL? Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  41. 41. WE ARE NOT SLACK. WE ARE NOT DROPBOX. WE ARE TRUE ENTERPRISE SOFTWARE. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  42. 42. I BRING YOU… Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  43. 43. E N T E R P R I S E S U B S C R I P T I O N T U R N E D “ P A Y A S Y O U G O ” P R I C I N G M O D E L G R E W C U S T O M E R B A S E B Y 5 0 0 % I N L E S S T H A N 1 2 M O N T H S ( 1 0 0 % G R O W T H Y E A R P R I O R ) M A I N T A I N E D A 9 7 % C U S T O M E R S A T I S F A C T I O N S C O R E T R I P L E D C U S T O M E R S U C C E S S T E A M I N 2 0 1 7
  44. 44. PRODUCT LED GROWTH MARKET MAP DEVELOPER & PRODUCT TOOLS BACK OFFICE & OPERATIONS CUSTOMER ENGAGEMENT PRODUCTIVITY & COLLABORATION THE PLGMATURITY OV | PLG
  45. 45. THE FUTURE OF B2B GROWTH IS PRODUCT LED. DON’T GET LEFT BEHIND. Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.
  46. 46. THANK YOU! L A B S . O V . V C @ A S H . M I N O Proprietary and Confidential ©2018 OpenView Advisors, LLC. All Rights Reserved.

×