44 min
Finding your Product Fit - Mark Roberge - Revenue Today - Episode # 003 Revenue Today
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- Business
Today's guest took HubSpot from zero to a hundred million in annual recurring revenue. Mark Roberge is the current Managing Director at Stage 2 Capital, but he's also a sales scientist, MIT quant, sought-after keynote speaker, professor at Harvard business school, and author of the bestselling book: The Sales Acceleration Formula.
Tune in as Jared talks about revenue generation with the first person he looked up to when he started his sales leader journey.
Takeaways:
Revenue Myth: 95% of teams ignore that customer retention and success is the most important metric over revenue.
When most brands look at causes for issues with customer attention and success, they often first look at their product and their customer success teams. While those are intuitive places to look, in most cases the issue lies with sales.
The failure rate of a seed series A, series B, and series C is the same across the board at ~ 75%.
Extracting tangible areas of measurement from larger long-term goals is an effective way to lead sales team members to success.
Product Led Growth processes offer an exciting peek at how B2B structures will change in the near future.
The most successful teams are cross-functional, with the ability to experiment on the entire full-cycle funnel.
To see if your product has a good product-market fit, look at the value that your product offers, rather than the revenue generated from the product.
Quote of the Show:
“We have this cool term called product-market fit, but no one really knows how to define it. And half the people define it as a revenue line, which I couldn't disagree with more. When I have a million in revenue, that's market message fit, you can sell, great. But does your product deliver a value?”
Links:
Twitter: https://twitter.com/markroberge
LinkedIn: https://www.linkedin.com/in/markroberge/
Website: https://www.stage2.capital/
Book Link: The Sales Acceleration Formula
Ways to Tune In:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube: https://youtu.be/BW9isti41Vc
Today's guest took HubSpot from zero to a hundred million in annual recurring revenue. Mark Roberge is the current Managing Director at Stage 2 Capital, but he's also a sales scientist, MIT quant, sought-after keynote speaker, professor at Harvard business school, and author of the bestselling book: The Sales Acceleration Formula.
Tune in as Jared talks about revenue generation with the first person he looked up to when he started his sales leader journey.
Takeaways:
Revenue Myth: 95% of teams ignore that customer retention and success is the most important metric over revenue.
When most brands look at causes for issues with customer attention and success, they often first look at their product and their customer success teams. While those are intuitive places to look, in most cases the issue lies with sales.
The failure rate of a seed series A, series B, and series C is the same across the board at ~ 75%.
Extracting tangible areas of measurement from larger long-term goals is an effective way to lead sales team members to success.
Product Led Growth processes offer an exciting peek at how B2B structures will change in the near future.
The most successful teams are cross-functional, with the ability to experiment on the entire full-cycle funnel.
To see if your product has a good product-market fit, look at the value that your product offers, rather than the revenue generated from the product.
Quote of the Show:
“We have this cool term called product-market fit, but no one really knows how to define it. And half the people define it as a revenue line, which I couldn't disagree with more. When I have a million in revenue, that's market message fit, you can sell, great. But does your product deliver a value?”
Links:
Twitter: https://twitter.com/markroberge
LinkedIn: https://www.linkedin.com/in/markroberge/
Website: https://www.stage2.capital/
Book Link: The Sales Acceleration Formula
Ways to Tune In:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube: https://youtu.be/BW9isti41Vc
44 min