{"id":1231141,"date":"2022-10-21T17:17:51","date_gmt":"2022-10-21T17:17:51","guid":{"rendered":"https:\/\/www.ghanamma.com\/2022\/10\/21\/plg-and-enterprise-sales-saas-pricing-strategy-opt-options\/"},"modified":"2022-10-21T17:17:51","modified_gmt":"2022-10-21T17:17:51","slug":"plg-and-enterprise-sales-saas-pricing-strategy-opt-options","status":"publish","type":"post","link":"https:\/\/www.ghanamma.com\/2022\/10\/21\/plg-and-enterprise-sales-saas-pricing-strategy-opt-options\/","title":{"rendered":"PLG and enterprise sales, SaaS pricing strategy, OPT options \u2022"},"content":{"rendered":"

<\/p>\n

\n

After staging our first Disrupt in San Francisco in three years, Slack is much quieter than usual this morning.<\/p>\n

My colleagues are flying home to cities as far flung as Taipei, Paris and London; I just took a streetcar home, which should keep my expense report simple.<\/p>\n

Moscone Center did not look like we\u2019re experiencing a downturn in tech: the Expo Hall and demo booths were buzzing, and attendees were networking with enthusiasm in the hallways (Are business cards making a comeback?).<\/p>\n\n

Full + articles are only available to members
Use discount code TCPLUSROUNDUP<\/strong> to save 20% off a one- or two-year subscription<\/i><\/p>\n\n

Next week, I\u2019ll share a recap of the panel I moderated, \u201cTaking the BS out of your TAM.\u201d In a conversation with Kara Nortman (Upfront Ventures), Aydin Senkut (Felicis Ventures) and Deena Shakir (Lux Capital), we explored the many mistakes first-time founders make when calculating the size of their market, and pinned down the information investors are actually looking for.<\/p>\n

Everyone had actionable insights to share, and more than one attendee stopped me in the hallways afterwards to let me know how much they appreciated our frank discussion. If you don\u2019t want to wait for my recap, you can watch a video of the panel right now.<\/p>\n

Thanks again to everyone who participated!<\/p>\n

Walter Thompson
Editorial Manager, +
@yourprotagonist<\/a><\/p>\n

2023 VC predictions: Finding an exit from the \u2018messy middle\u2019<\/h2>\n

Eric Tarczynski, managing partner and founder of Contrary Capital, says we are entering a \u201cmessy middle\u201d era for venture capital:<\/p>\n

\u201cCompanies can no longer raise $5 million to $10 million seed rounds with nothing but a deck and the assumption that revenue multiples will skyrocket beyond historical norms,\u201d he writes in a TC+ guest post.<\/p>\n

Looking ahead to 2023, Tarczynski foresees an environment where \u201cthe VC landscape has started to bifurcate,\u201d as \u201cslow M&A activity and no IPOs\u201d and \u201cgood companies in \u2018safe\u2019 industries\u201d temper investor expectations.<\/p>\n

Read this before you reprice your SaaS product because of the downturn<\/h2>\n
\n

Image Credits:<\/strong> Richard Drury (opens in a new window)<\/span> \/ Getty Images<\/p>\n<\/div>\n

Many startups are lowering their prices in an attempt to retain customers and reduce churn during the downturn.<\/p>\n

\u201cBut is that actually helpful advice for SaaS founders?\u201d asks Torben Friehe, CEO and co-founder of Wingback. \u201cAs far as I can see, it isn\u2019t for most.\u201d<\/p>\n

Instead of being reactive, Friehe says SaaS startups should instead revisit their ideal customer profile and revise their messaging.<\/p>\n

\u201cThis adverse economic climate may actually be a time when you have more leverage and can demand higher prices for your product.\u201d<\/p>\n

Dear Sophie: How can I launch a startup while on OPT?<\/h2>\n
\"lone<\/p>\n

Image Credits:<\/strong> Bryce Durbin\/<\/p>\n<\/div>\n

Dear Sophie,<\/strong><\/p>\n

I\u2019m an international student in the U.S. in F-1 status. I will graduate with a bachelor\u2019s degree in computer science this May and plan to apply for OPT. I want to launch a startup.<\/strong><\/p>\n

Can I do that with OPT? What options would I have after OPT to continue growing my company?<\/strong><\/p>\n

\u2014 Forward-Looking Founder<\/strong><\/p>\n

The Great Migration and the next 10-year cycle in cloud<\/h2>\n
\"Flock<\/p>\n

Image Credits:<\/strong> Tim Robberts (opens in a new window)<\/span> \/ Getty Images<\/p>\n<\/div>\n

Now that the public cloud market has undergone a correction after years of growth, will seasoned workers look for greener pastures at smaller companies?<\/p>\n

According to Andy Stinnes, general partner at Cloud Apps Capital Partners, we\u2019re entering a decade-long cycle that will spark a Great Migration of talent.<\/p>\n

\u201cThe answer is clear once you think about it,\u201d he says. \u201cCompanies are extending cash runways, and cloud leaders are feeling that pain as they lay off parts of their teams and face even more work and pressure.\u201d<\/p>\n

How to combine PLG and enterprise sales to improve the funnel and drive bottom-line growth<\/h2>\n
\"Six<\/p>\n

Image Credits:<\/strong> Richard Drury (opens in a new window)<\/span> \/ Getty Images<\/p>\n<\/div>\n

Products and services that sell themselves sound great, but product-led growth (PLG) startups still launch marketing campaigns and hire sales teams.<\/p>\n

Combining PLG with traditional sales-led growth efforts can raise retention and acquisition to the next level, says Kate Ahlering, chief revenue officer at Calendly.<\/p>\n

In this TC+ guest post, Ahlering lays out multiple strategies that will help teams implement a \u201chybrid GTM strategy,\u201d which includes suggestions for leveraging PLG data and optimizing success metrics.<\/p>\n<\/div>\n