David Wachtendonk

Can you integrate with my accounting software? I can't count the number of times I have heard this question. Broadly speaking, these integrations for smaller SMBs may get the job done, but they aren't great. And, there is still a lot of importing and exporting of data. In comes Layer Financial. For many cases, it makes so much sense to embed an accounting/bookkeeping solutions in the software platform and improve the back office experience. There is an incredible team behind this and I am looking forward to seeing Layer take off 🚀

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On our latest #CAS panel on marketing and positioning CAS, we couldn't help but bring up pricing as a key component! Amy Vetter, CPA, CSP, CGMA, RYT delivered a lot of hard won lessons in pricing, just a few I dropped below! (if you're not getting invited to attend these panels, be sure to get on our newsletter https://lnkd.in/e96TXajN) 🔥 Figure out who you are, who are the customers you want to attract, how do you do the work so you understand overhead cost / cost of doing business, THEN building out the price 🔥 Price does NOT equal timesheets 🔥 3 pricing pages PER niche so packages can communicate specific value / KPI's for the niche 🔥 You ideally want deliverables that are also not time bound (videos, tutorials) 🔥 You can also include 'a la carte' items 🔥 You MUST scope. You MUST keep to the scope. You MUST train on scope... All.The.Time 🔥 Bookkeepers are the biggest upsell to controllership services (bookkeepers know their scope!) 🔥 If you become a 'yes' person to clients, you sell something your staff is likely not trained on, therefore it's unlikely it will be profitable Jetpack Workflow The B3 Method® Institute #advisory #accounting #pricing #marketing

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3 years of pricing lessons at Equals condensed into one blog post. Since starting the company, we've tinkered a lot with pricing and packaging. It's one of the single most impactful levers early stage companies can pull. I think folks *don't* experiment with pricing enough, or take big enough bets when they do. We've tried free. We've tried completely sales led. We've tried not listing pricing on the site. Matt Hodges details all the plans we've had, why, and what we've learned in our latest installment on Wrap Text. https://lnkd.in/ecckEDba

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When you're trying to grow, clarity - about what you do, why it's relevant, and how it can help - is highly underrated. April Dunford might be the best "commercial clarity" person alive right now. And she's our guest this week. Check out our conversation with April below to learn: 💡 Why product pessimism is dragging down your growth 💡 The must-have components of a good sales pitch 💡 Why good positioning is so hard to get right 💡 What April learned from writing her second book - "Sales Pitch" This was fun, eye-opening, and gave me a lot of good stuff I'm immediately putting to work inside of our portfolio companies. Hope it can do the same for you. 👍

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Are you a founder or CEO prepping for fundraising? Or a GTM pro who works for one? You’ll want to check out our new interactive fundraising deck and executive summary templates. While AssetMule was designed to help GTM teams better engage prospects with interactive sales assets, we’ve started to see an influx of founders signing up to build their fundraising assets. And it makes total sense. Just like buyers, investors are overwhelmed with the amount of pitches coming their way and are harder to reach than ever before. Founders need new ways to rise above the noise and earn their attention. And that’s exactly what AssetMule is designed to do. Not only will these templates help you pull your core fundraising assets together in a fraction of the time and with less effort, but they’ll help you engage investors in a more meaningful way and book more pitch meetings. Check out the demo below and sign up for AssetMule to get started for free.

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You are invited! Join us for an online event on June 11th at 4pm for a deep dive discussion with Matt Kaplan about market leading SaaS products that help companies scale to over $1B in revenue.  Register: https://lnkd.in/e5xuHE9q Matt is one the top product leaders in the tech scene having been the SVP of Product at Toast, Acquia, and LogMeIn.  We'll have a lot to cover, including:  * Working side-by-side with founders * Building a durable, multi-product strategy * Your role in navigating uncertainty * The power of vertical SaaS * Operating a product function during rapid scale to an IPO * How to manage your career to executive product leadership roles * And more! #productmanagement #scaling #events

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immi reinvented the instant ramen game, adding nutrition without compromising on delicious flavors. 🍜 But, as the brand scales, they want to spend their time on strategy, not spreadsheets. The solution? They turned to Drivepoint’s strategic finance platform for forecasting and FP&A. Here’s a recap of what went down: ✅ 50% improvement in forecast accuracy ✅ ~$150k saved vs. hiring a CFO in-house ✅ 20 hours saved each month ‍ Get the details in the full case study: https://lnkd.in/eHNy8ZP5

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This is a great read by Sachin Rekhi that outlines the deliberate startup methodology. If you want to learn more - join me while I facilitate his Finding PMF course where we cover the methodology in depth, including case studies. Link to the course in the comments.

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Sage advice from Brian Walker's latest C&C Substack: "There are two types of services providers - implementers or product & engineering (Prodineering!). Implementers will face a race to the bottom as their services become increasingly commoditized and generative AI impacts the value of repeat implementations of solutions like Shopify or even commercetools. Meanwhile, engineering and product focused SIs able to solve for complexity and support client’s transformations will thrive." I'm seeing this happen already. Move up that value chain! https://lnkd.in/gmSBBT2D

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Power to all the end-users out there. OMS, Product Catalog and Pricing/Promo engine all built with the business in mind with the customer! #FeastureFriday great short video by Lori Howitt!

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Woke up to read Lenny's Newsletter this morning and saw Growth roles are growing the fastest--outpacing other GTM and product roles. He hypothesized that it represented a shift towards capital efficiency and PLG. I'll also add that as products become more complicated---as the systems with which we go to market with products get more complicated, there's more of a role for well-rounded growth folks from varied backgrounds. These growth hires don't always have large teams under their leadership, but instead are able to influence other parts of the organization. The question I'm pondering the most is: are we "so back" in terms of hiring in tech, or does the jump in growth roles mean organizations are trying to hire 2-3 roles packed into a single one?

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Which prompt to use when defining your value/ROI calculation? I'm surprised by how many companies have paid thousands of dollars for Forrester's Total Economic Impact Reports, but are not using them sufficiently. Not quite sure whether it's a misalignment between marketing (who might have been initiating the TEI purchase) and sales. Or whether it's just the difficulty of operationalizing it for the GTM org. One of the easiest quick wins is to use the TEI report as a benchmark for your business case. A TEI report usually covers several use-cases that your customers have bought from you, including the specific value drivers and the final benefit calculation. If you're considering to find a way to measure the benefit of your solution, take your TEI report and use the following (simplified) prompt on an LLM (e.g. ChatGPT) as a starting point. > Based on the TEI report attached, I want to create a Benefit Calculation that summarizes the benefit of the core use case here that will then lead into the ROI calculation. > What could the benefit calculation look like? > Please include -> Inputs (including the value driver and the customer inputs that are needed) -> Subtotals that could be calculated -> Total impact on either costs or revenue Try it out and let me know how it went ✨

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I started using Pilot.com recently and was blown away by their product (simple yet super intuitive) and their service (from onboarding to the customer success journey). Turns out, Pilot is built on top of Quickbook Online. They didn’t reinvent the SMB accounting software. They provide a nice “wrapper app” experience to the existing software. There are many successful services built on top of existing software tools. Pilot is one such example; My First Million podcast always talks about this guy who built a big empire with Wordpress plugins; there’s a whole economy built around Notion templates; etc. There might be new vertical SaaS opportunities built on top of existing software, by providing a superior user experience or extensions for specific business use cases.

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Want to learn more about the role of the business user in low-code. Watch this fun episode of Low down on Low-code!

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Ignore the link-bait title, because this is a great article from Jason Lemkin characterizing what it’s like as a mid-sized or large SaaS companies right now, and some excellent advice on “what to do.”

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How do you do messaging for multiple ICPs? What do you do when one of these scenarios applies? · Expanding from one ICP to two (or more) · Needing to talk to several ICPs at once · Messaging when you're a multi-product company · Writing home page copy for multiple audiences Anthony Pierri 🎸and I are gonna talk about it for 60mis, and discuss what makes sense when. We'll share our overall thinking about the matter, but will mostly focus on audience Q&A. Come join us next Wed (June 12) to discuss this topic. Bring your questions. Free event. Registration link in the comments.

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The Product Marketing Alliance just issued their 2024 State of #PMM report.... And one REALLY telling survey chart has to do with the PMM TechStack. Dominating the list are core tools (analytics, reporting, CRM, collaboration, market research etc.). These are *great* benchmarks to help younger PMM teams decide where their gaps lie. But what I find interesting is that there are also a number of Demand Generation items on the list (email marketing, video marketing). Shouldn't these be owned by other teams? Or, do they just naturally fall into PMM? https://lnkd.in/g6KAccB4

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