Brian P. McGlynn’s Post

🚀 Unlocking Growth with #PLG: Pros & Cons 📈 📣 Discover the dual edges of Product-Led Growth (PLG). PLG positions the product at the heart of business growth, fostering customer-centricity & data-driven decisions. Yet, it demands significant product investment & navigates longer sales cycles. 🌐 #ICYMI ➡️ https://lnkd.in/grwaP9SU #ProductLedGrowth #MarketEntry #BusinessStrategy

Here's a great post by Itamar Gilad on when, where, and how customer feedback should be part of your decision-making process: "Modern evidence-guided companies take a measured approach to customers’ input; It is collected, processed, and reviewed, but, as my Confidence Meter reflects, it is not considered strong evidence..." Read more: https://lnkd.in/gax4PiZG

Got a solid grasp on your CAC and Payback Period? 🧐 Customer Acquisition Cost (CAC) is a crucial metric to grasp, yet it can be layered with complexities and nuances. However, it’s one that every tech founder needs to be deeply familiar with. It’s not just about knowing the cost; it’s also about mastering your CAC payback period - the time it takes to recover those acquisition costs to drive sustainable and scalable growth. As Remco Marcelis, CEO at Standard Ledger, puts it: “As you’re optimising your business for profit, you want your CAC payback period to get better and better.” Our financial storyteller, Stian Overdahl, had an insightful conversation with Remco and Dilhan Wickremanayake, co-founder at gathera, where they explored the challenges founders face when it comes to mastering CAC and payback periods, as well as hearing their experiences and perspectives on both. Remco highlights the importance of understanding your CAC payback. Shorter payback periods often indicate a strong product-market fit, while longer paybacks may expose inefficiencies. Accurate tracking is essential - overlook costs like onboarding, and your numbers could be way off. Of course, even with a solid strategy in place for acquisition, external factors can disrupt your plans. Dilhan from Gathera, experienced this firsthand when new competitors entered the market and spiked their ad costs. However, instead of getting derailed, his team adapted by refining their product lineup to stay competitive. Read more about Remco and Dilhan's thoughts and experiences, as well as other insights on CAC and payback periods (with some helpful resources for further reading) 👉 https://lnkd.in/gtTHEjEm

"If a customer pays more they get more value." A Head of Customer Success favourite expression. I agree. If this is not the case, something is wrong with the pricing model. Companies should pair pricing tiers with the most scalable core value their product provides. That way it's easier for Customer Success to facilitate expansion by understanding the customers goals and how the product will help them achieve these goals. This leads to a natural progression from goals met to expansion. In other words: When a customer gets more value, they pay more. The problem is that companies don't re evaluate this as they get start getting real customer feedback. The result is either: 1. Customers paying less than they should 2. The CS team struggling with expansion. So basically: If your Customer Success team has a hard time expanding customers. Look at your pricing model. Listen to customers, and make sure pricing scales with the actual value they are getting from your product -- not what you believe it is. #pricing #customersuccess

You can build the best product in the world, but without a solid customer acquisition strategy (and the right team to pull it off), no one will ever use it. Find out how to do it right 👉 https://lttr.ai/ARVf5 #pmot #projectmanagement #customeraquisition

Ever wondered how much you're really spending to acquire each customer? 🤔 In our latest Quick Insight, we’re cracking CAC (Customer Acquisition Cost) wide open. Discover how to calculate this critical metric and what it means for your startup’s growth strategy. 👉 https://lnkd.in/eseWpXeS

You can build the best product in the world, but without a solid customer acquisition strategy (and the right team to pull it off), no one will ever use it. Find out how to do it right 👉 https://lttr.ai/ARVf4 #pmot #projectmanagement #customeraquisition

WELCOME to the realm of 'Customer Vitalization: Boosting Profitable Growth Via Pricing Mastery'! This isn't just a course. IT’S YOUR GAME CHANGER.  Ready to arm entrepreneurs and business warriors with the secret sauce—strategic pricing. In today’s cutthroat arena, PRICE IS KING. With the right pricing strategy, you’ll not only skyrocket revenue and profits but also forge an unbreakable bond with your customers.  THAT’S PRICING MASTERY—where profitability harmonizes with customer happiness. We dive DEEP, starting with the essence of pricing mastery and WHY it’s the entrepreneur's Excalibur. Learn to wield pricing like a pro to drive profit. THEN, we crack open the vault of customer segmentation. Slice and dice your market based on actionable insights. TAILOR each pricing strategy to resonate with every unique cluster.  RESULTS? Sky-high revenue and profits. Roll up those sleeves! We dig into segmenting by willingness to pay using simple, actionable tools. Unveil the power of FBE Customer Segments: First Class, Business Class, and Economy. Next up—pricing strategy’s secret weapon: PRICE ELASTICITY OF DEMAND. Calculate it via Excel and grasp demand’s responsiveness to price shifts. MASTER THIS, and you will optimize for volume AND margin. Explore an arsenal of techniques to amplify profitable growth—different pricing models, value-based pricing, and Excel-empowered basket and bundling analysis. MAINTAIN and SUSTAIN profitability with robust strategies. Balance volume against profit margins, dynamically adjust by segments and perpetually refine. IN SHORT: This journey through pricing mastery is YOUR passport to profitable growth. Nail these strategies and watch loyalty, revenue, and success soar. So, ARE YOU IN? Let’s ignite your path to pricing mastery and dominate the business battleground. LET’S GET STARTED!

3 stakeholders typically handle pricing strategy: Sales, Finance, Product But that leaves one key stakeholder missing... Customer Success More often than not, when we work with a customer on pricing strategy, we have to encourage them to loop in CS. But they should be included by default. They can bring so much insight to the discussion... Customer Value Perception - how do customer's value the product? Feature Usage and Value - which features are used and valued the most? Product Feedback - which features aren't delivering expected value? Churn Knowledge - how often do pricing issues contribute to churn? Upsell/Cross-Sell Opportunities - what would they pay more for? Pricing Change Risks - what's customer sentiment of potential price change? Next time you're thinking about updating your pricing model, don't hesitate to invite CS - chances are you won't regret it. #RevOps #CustomerSuccess #PricingStrategy