Shows
Run the NumbersInside the Economics of Independent Creators | Mostly GrowthMostly Growth on YouTube: https://www.youtube.com/@MostlyGrowthMostly Growth on Apple: https://podcasts.apple.com/us/podcast/mostly-growth/id1842238102Mostly Growth on Spotify: https://open.spotify.com/show/3KDtaLaXx1obFp5PUhZ6V3In this year-end episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman reflect on what it actually takes to build a modern media business around newsletters and podcasts. They unpack CJ’s first year going full-time, comparing creative intuition versus metric-driven operating styles, and discuss what content truly drives growth. The conversation also covers distribution dynamics, the em...
2025-12-2740 min
Mostly GrowthThe Economics of Being an Independent Creator | Year in ReviewIn this year-end episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman reflect on what it actually takes to build a modern media business around newsletters and podcasts. They unpack CJ’s first year going full-time, comparing creative intuition versus metric-driven operating styles, and discuss what content truly drives growth. The conversation also covers distribution dynamics, the emotional reality of unsubscribes and burnout, and closes with a candid look at monetization, team building, and the tradeoffs between simplicity and scale.—SPONSORS:Pulley is the cap table management platform built for CFOs and...
2025-12-2640 min
Mostly GrowthPricing in the Real World: Babies, Bots, and BillingIn this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman go deep on pricing—how it’s discovered, negotiated, and perceived in the real world. The conversation spans Salesforce’s rapid-fire evolution of AI pricing models, unpacking the tradeoffs between consumption-based pricing, flat-rate enterprise licenses, and bundling AI to drive expansion and simplify buying decisions. The hosts also examine what Salesforce’s acquisition of Qualified signals for the AI SDR market, competition, and private equity, before zooming out to practical lessons on multi-year contracts, renewal dynamics, and when longer commitments actually pay off for buyers and sellers...
2025-12-2444 min
Run the NumbersAirPods as Recurring Revenue, Direct Mail’s Revival, and Other Growth Predictions | Mostly GrowthMostly Growth on YouTube: https://www.youtube.com/@MostlyGrowthMostly Growth on Apple: https://podcasts.apple.com/us/podcast/mostly-growth/id1842238102Mostly Growth on Spotify: https://open.spotify.com/show/3KDtaLaXx1obFp5PUhZ6V3In this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman unpack a wide-ranging set of predictions and observations about where go-to-market strategy, AI, and pricing models are headed next. They discuss why what ChatGPT says about your product may become a core marketing KPI, the resurgence of direct mail and physical touchpoints in an AI-saturated world...
2025-12-2035 min
Mostly GrowthAirPods as ARR, Direct Mail’s Comeback, and Other Growth PredictionsIn this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman unpack a wide-ranging set of predictions and observations about where go-to-market strategy, AI, and pricing models are headed next. They discuss why what ChatGPT says about your product may become a core marketing KPI, the resurgence of direct mail and physical touchpoints in an AI-saturated world, and why “almost as good as a human” is a dangerous positioning for AI-driven products. The conversation also explores AI monetization paths through advertising, the risk of an AI infrastructure timing mismatch leading to a broader financial pullback, and what hist...
2025-12-1934 min
Mostly GrowthEscaping the AI Thirst Trap: Building Products That Actually Last | Des TraynorIn this episode of Mostly Growth, Kyle Poyar and CJ Gustafson sit down with Des Traynor, Co-Founder of Intercom, to unpack how building, marketing, and scaling software has changed over the past decade—and what still matters. Des reflects on the early days of SaaS, why attention and distribution have become the hardest problems in modern growth, and how AI has intensified both competition and hype. The conversation dives into founder-led sales, why customer love and real product value beat narrative-driven marketing, and what weak retention metrics reveal about many AI-native startups. Des also shares Intercom’s thinking on outc...
2025-12-1746 min
Run the NumbersMall Santas, Chicken Fingers, and Why Focus Wins | Mostly GrowthMostly Growth on YouTube: https://www.youtube.com/@MostlyGrowthMostly Growth on Apple: https://podcasts.apple.com/us/podcast/mostly-growth/id1842238102Mostly Growth on Spotify: https://open.spotify.com/show/3KDtaLaXx1obFp5PUhZ6V3In this episode of Mostly Growth, CJ Gustafson and Kyle Poyar explore the hidden mechanics behind focus, competition, and value creation across both consumer culture and B2B SaaS. They unpack why point-solution companies like Untuckit and Raising Cane’s can outperform diversified rivals, examine how competition actually strengthens category demand, and break down the gray zone of mid-market ve...
2025-12-1343 min
Mostly GrowthMall Santas, Chicken Fingers, and the Case for Keeping It SimpleIn this episode of Mostly Growth, CJ Gustafson and Kyle Poyar explore the hidden mechanics behind focus, competition, and value creation across both consumer culture and B2B SaaS. They unpack why point-solution companies like Untuckit and Raising Cane’s can outperform diversified rivals, examine how competition actually strengthens category demand, and break down the gray zone of mid-market venture exits where founder incentives and investor expectations diverge. The conversation ranges from private equity roll-ups to the realities of cold-calling returning as a top-performing growth channel, to pricing transparency, algorithmic price discrimination, and how everyday behaviors—from mall Santas to $...
2025-12-1242 min
Mostly GrowthBuilding AI-Native Software With No Rules | Christopher O’DonnellChristopher O’Donnell, Founder and CEO of Day.ai and former Chief Product Officer at HubSpot, joins CJ Gustafson and Kyle Poyar to explore what it takes to build an AI-native CRM from first principles in a moment when product development has “no rules.” He reflects on shifting from leading massive teams to coding daily, why CRM needs to return to serving CEOs rather than being trapped in operational bottlenecks, and how blending familiar interfaces with powerful AI assistants can reset user expectations. O’Donnell digs into market selection, product-market fit in rapidly evolving categories, agent-based pricing, and the cultural...
2025-12-1046 min
Run the NumbersFrom Birding Apps to Billion-Dollar Bundles | Mostly GrowthMostly Growth on YouTube: https://www.youtube.com/@MostlyGrowthMostly Growth on Apple: https://podcasts.apple.com/us/podcast/mostly-growth/id1842238102Mostly Growth on Spotify: https://open.spotify.com/show/3KDtaLaXx1obFp5PUhZ6V3In this episode of Mostly Growth, CJ Gustafson and Kyle Poyar bounce between sharp SaaS insights and delightfully weird internet culture. They start with an unexpected dive into competitive bird-watching apps, then break down recent software mergers like Superhuman + Grammarly + Coda and what they signal about scaling, cross-sell strategy, and private equity mechanics. CJ and Kyle explore why PE...
2025-12-0636 min
Mostly GrowthFrom Birding Apps to Billion-Dollar Bundles: The Future of SaaS GrowthIn this episode of Mostly Growth, CJ Gustafson and Kyle Poyar bounce between sharp SaaS insights and delightfully weird internet culture. They start with an unexpected dive into competitive bird-watching apps, then break down recent software mergers like Superhuman + Grammarly + Coda and what they signal about scaling, cross-sell strategy, and private equity mechanics. CJ and Kyle explore why PE portfolios are becoming powerful distribution channels for AI solutions, how niche data “signals” are outpacing generic ones in sales, and share hedge-fund-style tactics for uncovering proprietary business information. The conversation rounds out with “business blunders” — from Y-axis chart crimes to clickbait...
2025-12-0535 min
Mostly GrowthThe Layer-Cake Playbook for Vertical SaaS Growth | with Roland LigtenbergIn this episode of Mostly Growth, CJ Gustafson and Kyle Poyar interview Roland Ligtenberg, Co-Founder and SVP of Growth & Innovation at Housecall Pro, to break down how vertical SaaS can scale in messy, offline markets. Roland shares how Housecall Pro grew from a $4-per-month scheduling tool into a platform with more than a dozen products, emphasizing the importance of sequencing “layer cake” monetization — building a solid core before adding new revenue streams. He walks through unconventional customer acquisition tactics like cold-calling trades businesses, Yeti giveaways, truck-wash offers, and word-of-mouth tracking, all rooted in one principle: speak to customers through the ch...
2025-12-0347 min
Run the NumbersDo vanity plates bring serious business? | Mostly GrowthIn this Thanksgiving-week Mostly Growth episode, CJ Gustafson and Kyle Poyar ditch the serious finance talk for a looser, drinks-in-hand conversation with Ben Hillman, bouncing between CJ’s nostalgic emo-punk concert adventure, the curse of vanity license plates, and the epidemic of “Y-axis crimes” in founder charts. They riff on Spotify Wrapped copycats, YouTube becoming living-room TV, kids’ YouTube empires, and the game theory behind The Traitors and the Monty Hall problem before shifting into real-world pricing: newsletter perk economics, the pitfalls of hourly consulting, and why value-based packaging always wins. The episode stays playful but still sneaks i...
2025-11-2945 min
Mostly GrowthDo vanity plates bring serious business?In this Thanksgiving-week Mostly Growth episode, CJ Gustafson and Kyle Poyar ditch the serious finance talk for a looser, drinks-in-hand conversation with Ben Hillman, bouncing between CJ’s nostalgic emo-punk concert adventure, the curse of vanity license plates, and the epidemic of “Y-axis crimes” in founder charts. They riff on Spotify Wrapped copycats, YouTube becoming living-room TV, kids’ YouTube empires, and the game theory behind The Traitors and the Monty Hall problem before shifting into real-world pricing: newsletter perk economics, the pitfalls of hourly consulting, and why value-based packaging always wins. The episode stays playful but still sneaks in sharp in...
2025-11-2844 min
Mostly GrowthIs a weekly martini ARR? | with Dave KelloggMostly Growth’s conversation with legendary SaaS operator and blogger Dave Kellogg digs into the shifting economics of software, why traditional ARR metrics are breaking down, and what actually drives buyer interest in today’s M&A landscape. Dave, CJ, and Kyle unpack the growing divide between “recurring,” “re-occurring,” and empirically recurring revenue, calling out how misreported ARR (from multiplying single months by 12, counting trials as customers, or ignoring opt-outs) is warping valuations. They explore why many $20–50M horizontal SaaS companies have become “zombies,” why vertical software and AI tuck-ins are still getting bought, and how investor preferences and preference stacks...
2025-11-2646 min
Run the NumbersRunning the Product-Market Fit Treadmill with Brian Balfour | Mostly GrowthBrian Balfour, Founder & CEO of Reforge and former VP of Growth at HubSpot, joins Mostly Growth to explore why product-market fit is a moving target. He introduces the concept of the Product-Market Fit Treadmill, a state where rising customer expectations and competitive pressure make it harder than ever to stay ahead. Brian breaks down how AI has accelerated PMF collapse, explains the hidden costs of product adoption, and shares how Reforge shipped five AI-native products with a team of just 20 people. Packed with frameworks, strategic insight, and startup realism, this episode is essential listening for product leaders, operators, and...
2025-11-2252 min
Mostly GrowthThe Product-Market Fit Treadmill | Brian Balfour ExplainsBrian Balfour, Founder & CEO of Reforge and former VP of Growth at HubSpot, joins Mostly Growth to explore why product-market fit is a moving target. He introduces the concept of the Product-Market Fit Treadmill, a state where rising customer expectations and competitive pressure make it harder than ever to stay ahead. Brian breaks down how AI has accelerated PMF collapse, explains the hidden costs of product adoption, and shares how Reforge shipped five AI-native products with a team of just 20 people. Packed with frameworks, strategic insight, and startup realism, this episode is essential listening for product leaders, operators, and...
2025-11-2152 min
Ten Speed SessionsSession #8 - 2026 Planning Advice from B2B Leaders & Growth Unhinged B2B GTM ReportIn this Ten Speed Session, we dig into the biggest question facing B2B marketing leaders as they plan for 2026:
If you could give one piece of advice to B2B marketing leaders heading into 2026, what would it be?
We pulled together perspectives from some of the smartest operators in the industry, and a few themes surfaced again and again. Speed beats perfection. Brand measurement needs to grow up. Automation should clear the way for bold creative ideas. The modern buyer expects more than recycled tactics. Generalists are becoming the new in-house power players. And...
2025-11-1955 min
Mostly GrowthOpenAI’s Impossible Math: $500B or Bust?In this episode of Mostly Growth, CJ and Kyle break down the brutal math behind OpenAI’s path to a $500B revenue future—unpacking how much would realistically need to come from consumer subscriptions, B2B APIs, advertising, and commerce. Using comparisons to Netflix, Meta, Google, Amazon, and Snapchat, they map out the limits of each revenue stream and debate whether OpenAI can ever become both the world’s largest subscription business and a top-tier ad platform. Along the way, they detour into business blunders (including Kyle getting locked out of LinkedIn for being “too efficient”).—LINKS:
2025-11-1943 min
Run the NumbersToo Big to Fail: The OpenAI Edition | Mostly GrowthIn this episode of Mostly Growth, CJ Gustafson and Kyle Poyar dig into what it means to be useful rather than just right at work, exploring how communication, empathy, and impact matter more than technical precision as careers mature. They share candid lessons from their own paths—CJ’s focus on making others look good to earn promotions and Kyle’s evolution into a domain expert through public writing—before unpacking what separates good from great VPs of Sales with insights from Pavilion founder Sam Jacobs. The conversation then shifts to OpenAI’s “too big to fail” claims, the ec...
2025-11-1547 min
Mostly GrowthOpenAI is too big to fail… where have I heard that before?In this episode of Mostly Growth, CJ Gustafson and Kyle Poyar dig into what it means to be useful rather than just right at work, exploring how communication, empathy, and impact matter more than technical precision as careers mature. They share candid lessons from their own paths—CJ’s focus on making others look good to earn promotions and Kyle’s evolution into a domain expert through public writing—before unpacking what separates good from great VPs of Sales with insights from Pavilion founder Sam Jacobs. The conversation then shifts to OpenAI’s “too big to fail” claims, the economic rippl...
2025-11-1446 min
Mostly GrowthWhen the marketing math doesn’t math | with Emily KramerEver built a plan that looks airtight on paper—until you do the math? Emily Kramer (ex-Asana, Carta) joins the Mostly Growth crew to expose the hilariously painful reality of B2B marketing budgets, broken forecasts, and exec goals that straight-up don't add up. From her viral “Random Acts of Marketing” framework to headcount-vs-program spend debates, Emily breaks down why planning often feels like a farce. The episode also dives into the budgeting tug-of-war between CMOs and CFOs, why LinkedIn marketing is mostly a mess, and how to stop optimizing things that don’t matter. If you’ve ever been told...
2025-11-1245 min
Run the NumbersGuess That Name: Pop Star or SaaS Bro? | Mostly GrowthIn this high-energy episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman dive into the hidden levers of SaaS growth and what truly separates startups that scale to $20M+ ARR from those that stall out. They explore eye-opening data from 6,500 companies, revealing how the best improve net retention, raise pricing, and re-engineer their revenue models over time. Alongside the metrics, there’s plenty of playful chaos—like a naming debate over “Yoshinobu Yamamoto Gustafson,” a rapid-fire game of “Founder or Pop Star,” and CJ’s accidental IPO embargo break. It’s part insight, part inside joke, and 100% for SaaS operato...
2025-11-0836 min
Mostly GrowthSaaS Founder or Pop Star? CJ Gets SchooledIn this high-energy episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman dive into the hidden levers of SaaS growth and what truly separates startups that scale to $20M+ ARR from those that stall out. They explore eye-opening data from 6,500 companies, revealing how the best improve net retention, raise pricing, and re-engineer their revenue models over time. Alongside the metrics, there’s plenty of playful chaos—like a naming debate over “Yoshinobu Yamamoto Gustafson,” a rapid-fire game of “Founder or Pop Star,” and CJ’s accidental IPO embargo break. It’s part insight, part inside joke, and 100% for SaaS operato...
2025-11-0735 min
Mostly GrowthWe get roasted for swag and drop some GTM goldIn this episode, CJ Gustafson, Kyle Poyar, and Ben Hillman break down the data behind Kyle’s new 2025 B2B Go-To-Market report, covering what’s actually working in sales and marketing right now — and what’s not. They discuss why most companies are spreading their marketing budgets too thin, how focusing deeply on a few proven channels drives better ROI, and why founder-led content on LinkedIn is outperforming everything else. The crew digs into the rise of AI search, the surprising durability of SEO, and the death of AI SDRs. CJ also explains his “analytics escalator” framework, showing how teams can ev...
2025-10-2952 min
Marketing Against The Grain9 ChatGPT Use Cases from the Top 1% of MarketersGet Kyle's Top 1% ChatGPT Marketing Stack (free): https://clickhubspot.com/khv
Ep. 374
Is ChatGPT the most impactful tool in the marketer’s tech stack?
Kieran and Kyle Poyar, creator and writer of Growth Unhinged, dive into the revolutionary ways marketers and go-to-market teams are using generative AI to transform their workflow—faster, smarter, and with more impact than ever before. Learn more on how marketers are leveraging ChatGPT for persona research with deep context, creating differentiated product positioning, and optimizing growth experiments to make better business decisions.
Mentions
Kyle Poya...
2025-10-2842 min
Run the NumbersInside the AI Feedback Loop: Nvidia, OpenAI, and the Bubble Building ItselfCheck out Mostly Growth and get episodes early. Available on all platforms.* YouTube* Spotify* AppleIn this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman dive into the question on everyone’s mind: are we in an AI bubble? What starts as a lighthearted riff on the U.S. Postal Service launching a podcast quickly spirals into a sharp, funny breakdown of today’s AI hype cycle — from Nvidia, OpenAI, and AMD trading money and GPUs in a trillion-dollar feedback loop, to startups burning cash chasing “AI-power...
2025-10-1846 min
Mostly GrowthThe $1 Trillion AI Bubble: Nvidia, OpenAI, and the Feedback LoopIn this episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman dive into the question on everyone’s mind: are we in an AI bubble? What starts as a lighthearted riff on the U.S. Postal Service launching a podcast quickly spirals into a sharp, funny breakdown of today’s AI hype cycle — from Nvidia, OpenAI, and AMD trading money and GPUs in a trillion-dollar feedback loop, to startups burning cash chasing “AI-powered” everything. The trio share real examples of when AI helps and when it backfires (including one newsletter that totally tanked), debate whether companies are over-optim...
2025-10-1745 min
Mostly GrowthWhy Only 2% of Startups Make ItCJ and Kyle kick things off celebrating their global rise to fame (#10 in Croatia) before diving into what it really takes to grow a podcast from scratch, why second place doesn’t matter in a winner-take-all world, and how only 2% of startups ever make it to $25M ARR—plus a Business Blunders detour into panels nobody wants, children’s play-place pricing gone wild, and the strange genius of The Wonder.Timestamps:00:00 Intro: Croatia & Rankings01:10 #10 in Croatia02:30 Growing the Pod04:05 Building an Audience05:22 Why Most Pods D...
2025-10-1547 min
Run the NumbersPrompt Anxiety, Sad Dinners, & the $8B QuestionCheck out Mostly Growth and get episodes early. Available on all platforms.* YouTube* Spotify* AppleAI may be changing how we work, but it’s also changing how we interact with software — and not always for the better. CJ and Kyle Poyar dig into the growing pains of product design, IPOs in weird markets, and the unexpectedly depressing world of startup networking.* Navan IPO: Why a $613M company burning $80M is still pushing for an $8B valuation — and what it says about the state of software IPOs.* Prompt...
2025-09-2756 min
Mostly GrowthPrompt Anxiety, Sad Dinners, & the $8B QuestionAI may be changing how we work, but it’s also changing how we interact with software — and not always for the better. CJ and Kyle Poyar dig into the growing pains of product design, IPOs in weird markets, and the unexpectedly depressing world of startup networking.Navan IPO: Why a $613M company burning $80M is still pushing for an $8B valuation — and what it says about the state of software IPOs.Prompt Bars Are Everywhere: The rise of “blank box” UX, why every app suddenly looks like ChatGPT, and how that’s giving users prompt anxie...
2025-09-2753 min
Mostly Growth996 Workweeks, Exploding AI Bills & The SaaS Payback ProblemAI was supposed to make software cheaper and companies more efficient. Instead, costs are exploding, CFOs are getting squeezed, and founders are pushing their teams harder than ever. CJ and Kyle Poyar dig into the economics behind AI, usage-based pricing, and what all of this means for SaaS growth.Usage-Based Credits: Why they’re supposed to save SaaS margins but often trap customers in bad deals.996 Hustle Culture: The rise of 9 a.m.–9 p.m., 6-days-a-week work schedules — and why it’s both romanticized and unsustainable.SaaS Payback Periods: Public companies now take 3+ years to reco...
2025-09-2756 min
Run the Numbers996 Workweeks, Exploding AI Bills & The SaaS Payback ProblemAI was supposed to make software cheaper and companies more efficient. Instead, costs are exploding, CFOs are getting squeezed, and founders are pushing their teams harder than ever. CJ and Kyle Poyar dig into the economics behind AI, usage-based pricing, and what all of this means for SaaS growth.* Usage-Based Credits: Why they’re supposed to save SaaS margins but often trap customers in bad deals.* 996 Hustle Culture: The rise of 9 a.m.–9 p.m., 6-days-a-week work schedules — and why it’s both romanticized and unsustainable.* SaaS Payback Periods: Public companies now take...
2025-09-2057 min
The Meg and Amy ShowEpisode 16 | Kyle Poyar: Software Pricing in the AI EraIn the business of software, how you charge is just as important as what you build. In this episode of The Meg & Amy Show, Meg and Amy sit down with Kyle Poyar, creator of Growth Unhinged and one of the leading voices in SaaS pricing and monetization. Kyle coined the term Product-Led Growth, and in this conversation he unpacks the seismic shifts happening in pricing – from the rise of hybrid and usage-based pricing to the new frontier of AI ARR.
Save your spot for Kyle's upcoming keynote:
How to Monetize Your Product in the AI Era | https://pr...
2025-09-051h 02
Thrive Through ConnectionUsing Benchmarks as a Diagnostic with Kyle PoyarOn the fifth episode of the Thrive Through Connection Podcast, we welcome Kyle Poyar, the founder of Tremont and Growth Unhinged. Tremont is an early growth equity firm based in Boston. Kyle joins us to break down his career supporting companies at OpenView, how SaaS companies should think about benchmarks, and the future of SaaS investing.
2025-07-1041 min
The SaaS Podcast: Build, Launch & Scale Your SaaSSaaS Referral Strategy: Scaling to $2.5M ARR with Viral Loops | CelloStefan Bader couldn't find a referral tool that integrated directly into his SaaS product, so he quit his job as a CRO to build it himself. Today, Cello is a $2.5M ARR platform powering referral programs for giants like Typeform, Miro, and Pipedrive.
In this episode, Stefan reveals the "Growth System" playbook that helped him land his first customers through network sales (turning investors into customers), how he used content collaborations with influencers like Kyle Poyar to drive massive inbound, and why he made the controversial decision to hire a Head of People as his second employee.
2025-05-2952 min
BrandformanceThe SECRET to SaaS Growth No One Talks AboutIn this episode of the Marketing Scientists Podcast, Kyle Poyar, author of Growth Unhinged, discusses the limitations of traditional attribution models and emphasizes the importance of focusing on incrementality to drive revenue growth. He also delves into the evolving landscape of SaaS pricing models, highlighting the shift towards usage-based pricing and the need for companies to adapt. Additionally, Kyle shares his insights on the critical role of customer success in driving SaaS growth and the importance of early customer adoption. About the guest:Kyle Poyar, a former VC at OpenView and the author behind Growth Unhi...
2025-01-1336 min
CHURN FME276 | Beyond Seats: The Shift Towards Success-Based Pricing with Kyle PoyarToday on the show, we have Kyle Poyar, Co-founder and Operating Partner at Tremont.In this episode, Kyle shares his journey from consulting at Simon-Kucher to becoming a leading voice in SaaS pricing. We dive deep into the challenges and opportunities of evolving pricing models, exploring the shift from traditional seat-based pricing to success-based frameworks.We also discuss how AI is reshaping the SaaS landscape, influencing not just products but also how companies think about customer value and retention. Kyle shares actionable insights on aligning pricing strategies with customer success to drive growth and minimize...
2025-01-0150 min
The Revenue FormulaFrom seats to outcomes: How AI is changing pricing (with Kyle Poyar)Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate.With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with.(00:00) - Introduction
(03:19) - The Evolution of SaaS Pricing
(06:04) - How AI is changing pricing
(09:31) - Challenges and Strategies in AI Pricing
(27:01) - Challenges for incumbents
(36:31) - It comes down to the CEO
(40:24) - Hybrid pricing
(42:18) - 2025 Predictions
Check out Kyle's article on the new pricing models here.
2024-12-1945 min
The Pocus Unlocking Revenue PodcastKyle Poyar: How to go account-based and winHow do you generate growth in a crowded, noisy market?
Ditch the one-size-fits-all outreach and go ABX: account-based everything.
In this episode, growth expert Kyle Poyar is talks with us about how to make the shift to ABX. From the key ABX success metrics you need to track to how AI fits into your account-based strategy, we'll be unpacking it all.
Our conversation covers:
Kyle's experience starting and growing Growth Unhinged from 0 to 50k+ subscribers
What you need to know about the new era of consultative selling and ABX
The metrics your team needs to focus on to...
2024-12-1026 min
TGS Podcast#017 Kyle Poyar: The Emerging Tech PlaybookThe biggest shift in startups is happening right now.Some founders are seizing the opportunity—others are missing it entirely.Will you ride the wave or risk being left behind?In the latest episode of Grow with the Flow, Georgi Furnadzhiev sits down with Kyle Poyar, an Operating Partner and author of the game-changing Growth Unhinged.Over the years, Kyle has helped dozens of leading SaaS companies scale and succeed. Along the way, he’s uncovered insights that go beyond fleeting trends—shaping what’s now known as the emerging startup playbook.Within this episode, we also covered various topics i...
2024-11-2628 min
Run the NumbersIs ARR Dead? SaaS Metrics in the Age of AI with Kyle Poyar of Growth UnhingedKyle Poyar, author of Growth Unhinged and a leading expert in pricing, packaging, and product-led growth, joins CJ for this episode. Together they explore the evolving landscape of SaaS metrics in the age of AI with a focus on the paradigm shift from access-based pricing to outcome-based models. They also examine success-based pricing and how to attach metrics to these models. The discussion delves into AI’s impact on ARR (annual recurring revenue), questioning its relevance in this new era and the implications of these changes for CFOs, who must now navigate more complex revenue structures and margins. As AI...
2024-10-2455 min
The GTMnow PodcastGTM 118: 5 Must-Try PLG Tactics to Accelerate Growth with Kyle PoyarKyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach. Discussed in this Episode:Why PLG is becoming inevitable, especially with the rise of AI in softwareCreative ways companies can build out their PLG motionHow social proof and PLG are merging to influence buying decisionsAdvice for early-stage founders looking to set...
2024-10-2255 min
Traction PodcastUltimate Guide to Community-Led Growth with Kyle Poyar, OpenViewOn this episode, Kyle Poyar, Operating Partner at OpenView, delves into the transformative power of community-led growth and its impact on businesses. Kyle shares his expertise on how companies can effectively engage with their users to drive sustainable growth and build strong brands.Specifically, Kyle discusses:- The importance of understanding the needs and pain points of your audience.- How to leverage existing communities for faster results.- The role of community in creating a new category, as demonstrated by HubSpot’s inbound marketing....
2024-05-2250 min
Growth Science for B2B SaaS Companies from Mosaic Growth SolutionsApril 26, 2024 - Improving Your LinkedIn Presence, Great Reporting, The Impact of Removing Self-Service Signups, and things to test in your first 90 daysApril 26, 2024
Justin Rowe does the math on increasing your LinkedIn presence
https://www.linkedin.com/posts/justin-rowe-4043339b_entrepreneurship-linkedin-activity-7189197864529514497-ByjJ/?utm_source=share&utm_medium=member_ios
Ray Rike lays out what great reporting looks like and why it matters
https://www.linkedin.com/feed/update/urn:li:activity:7189247071051235328/
Peep Laja says Wynter removed their self-service sign up to increase demos, it didn't work
https://www.linkedin.com/posts/peeplaja_we-ran-an-experiment-at-wynter-we-turned-activity-7189578992935448577-b8v3?utm_source=share&utm_medium=member_desktop
Kyle Poyar shares his tips...
2024-04-2613 min
Street Pricing with Marcos RiveraHow to deliver value before your customer buys | Kyle Poyar (OpenView Partners)Today Kyle Poyer, operating partner at OpenView and a former pricing strategist at Simon Kutcher, shares his seasoned perspective on the SaaS pricing journey. As we walk through the evolution of pricing strategies, Kyle reveals the pivotal moments B2B software companies face as they transition from undervaluing their offerings to recognizing their true worth and the need to increase average contract values. Our stroll down memory lane uncovers the alignment in our approaches to pricing, highlighting the crucial practical aspects of monetization and the impact of pricing decisions on company growth.
Explore the cutting-edge intersection of...
2024-03-0538 min
Growth Machines: Combining Product-Led Growth and SalesPricing challenges in PLG | Kyle PoyarIn the second episode of the Growth Machines podcast, I talk with Kyle Poyar, Operating Partner at Openview and writer of the Growth Unhinged newsletter. We talk about what to do when you have a pricing model in place for a sales motion and are considering to introduce PLG.Pricing and packaging can be an enabler or blocker when thinking about product-led approaches. Kyle talks about the different challenges this can present. He includes suggestions how to gradually introduce the product-led e...
2024-02-1529 min
Sales Therapy by FlowlaMastering the Art of Growth in the SaaS Industry with Kyle PoyarGrab a chair, you’re invited to the therapy room! In this episode of sales therapy, Kyle and Alper delve into the evolution of growth in the SaaS industry!
Key Takeaways:
Emphasis on building a community and leveraging personal branding.
The transition from traditional corporate marketing to creator-led brands.
The importance of validating product ideas with users before scaling.
Identifying and focusing on an ideal customer profile to drive targeted growth.
Navigating the integration of AI into SaaS business models.
Understanding the shift towards quality over quantity in go-to-market strategies.
Guest: Kyle Poyar, Operating Pa...
2024-01-2943 min
ARRtist on AIR - Meaningful conversations with Software & AI leaders🇬🇧170: Asking Kyle Poyar - Is PLG dead in 2024?With Kyle Poyar - PLG Expert and Partner at OpenView
Product-Led-Growth is still a quite young topic but was surely one of the most hyped and discussed terms over the last years. Kyle Poyar together with Julius dives deep into understanding what's really behind, how PLG have been evolving and how PLG models need to be adapted in 2024 to face the current market conditions and turbulences. Tune in to understand in detail, e.g.:
What do people think PLG is and what it really means?
Examples of latest successful PLG models
How did PLG evolve over the last...
2024-01-2353 min
Run the NumbersE14: Everything You Need to Know About Pricing ProductsWhat's the right way to think about pricing your product? This is a difficult challenge for executives to nail down, and can make or break your company—that's why we brought on Kyle Poyar, Operating Partner at OpenView, to distill how to think about pricing the right way. If you’re looking for an ERP platform, check out our sponsor, NetSuite: https://netsuite.com/metrics---SPONSORS:NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more...
2024-01-0349 min
The MarchitectREPLAY: Pricing with Confidence with Kyle Poyar (OpenView), Mark Stiving (Impact Pricing), & Jason Oakley (Productive PMM)In this replay episode, join our host, Rowan Noronha, as he discusses how to price with confidence with Jason Oakley (Founder, Productive PMM), Mark Stiving (Founder, Impact Pricing), and Kyle Poyar (Operating Partner, OpenView).Your pricing structure is your top profit lever. It can boost profits much more than increasing sales or cutting costs can. But most companies leave money on the table because they don’t charge the right price.Why is pricing underdeveloped in most companies? And how can companies do better?In this episode, pricing gurus Mark and Kyle explain wh...
2023-11-1632 min
The Revenue FormulaPricing as a growth lever (With Kyle Poyar, Operating Partner @ OpenView)There's a growth lever you should know about: Pricing.We geeked out on pricing with Kyle Poyar, Operating Partner at OpenView to lay out how you can grow through pricing.In the episode, we got into 👇(00:00) - Introduction
(10:41) - The scary growth lever
(17:42) - The steps to change pricing
(25:02) - Where do you anchor pricing?
(27:07) - How do you stick the landing?
(30:55) - What about the customers?
(36:26) - Avoid these mistakes
(39:50) - Pricing on the website?
Check out growth unhinged here.
2023-11-0244 min
Experience-Focused Leaders12 - The Most Effective Strategy for Software Companies to Achieve Rapid Growth with OpenView Venture Partners' Kyle PoyarYour host, Alex Shevelenko, talks with the Operating Partner of OpenView Venture Partners, Kyle Poyar. OpenView was founded in 2006 on a mission to improve people’s working lives. They invest in the best expansion-stage software companies and then work hard to help those companies become market leaders. OpenView has raised a total of $2.4 billion across its seven funds. OpenView exclusively invests in software companies at the expansion stage.OpenView targets seven to nine new investments per year, a concentrated approach that allows them to meaningfully support their portfolio companies post-investment. OpenView's focus on the expansion stage for ne...
2023-08-2453 min
Revenue BlueprintPicking The Right Startups: Founder Market Fit with VC Nick Moran - [Revenue Blueprint, EP.11]Jason Lalk and Seth DeHart ventured into the realm of startup success strategy with a guiding voice, none other than acclaimed venture capitalist, Nick Moran.
In this illuminating episode titled "Picking The Right Startups: Founder Market Fit with VC Nick Moran," listeners are invited to explore the pivotal concept of "Founder-Market Fit." The podcast delves into the art of discerning the perfect blend between a founder's vision and the pulse of the market, a synergy that can spell triumph or setback for a startup.
With Nick Moran's reservoir of insights, ga...
2023-08-1248 min
Revenue BlueprintBridging the Gap Between the Office and Remote Work: Why We Started Revenue Blueprint - [Revenue Blueprint, EP.10]In this podcast episode, Jason Lalk and Seth DeHart uncovered the genesis of Revenue Blueprint, a groundbreaking initiative that aims to bridge the gap between the traditional office and remote work setups. Through engaging storytelling and interviews, they explore the motivations behind embracing remote work and the benefits it brings for companies and employees alike.
Join them and discover the strategies and technologies they implemented to ensure seamless collaboration and communication across remote teams, fostering a sense of unity and camaraderie despite physical distances. Whether you're a business leader or simply curious about the future...
2023-08-0726 min
Revenue BlueprintSecrets of PLG and Building a Community at Early Stage Startups with Kyle Poyar from Openview - [Revenue Blueprint, EP.9]Jason Lalk and Seth DeHart had an enlightening discussion with Kyle Poyar and delve deep into the world of product-led growth (PLG) and explore the invaluable role of community-building for early-stage startups. They uncover the hidden gems and strategies that can catapult a startup's success to new heights.
Kyle Poyar, with his wealth of experience at OpenView, shares invaluable insights on how product-led growth has revolutionized the startup landscape. From understanding the core principles of PLG to implementing effective user acquisition and onboarding tactics, this episode is a goldmine for entrepreneurs, product managers, and growth enthusiasts...
2023-08-0747 minRevenue BlueprintThe Difference Between Salespeople: Junior Reps vs. Senior Reps - [Revenue Blueprint, EP.8]In the world of sales, experience matters. Jason Lalk and Seth DeHart had an insightful episode as they explore the key differences between junior sales representatives and senior sales representatives. No guest speakers this time, but they provide valuable insights into the distinct qualities and skill sets that set these two groups apart.
Discover the unique challenges and opportunities faced by junior reps as they navigate their early stages in the sales profession. Learn the importance of mentorship, continuous learning, and building a strong foundation of sales fundamentals. Gain practical advice on overcoming common hurdles and accelerating yo...
2023-08-0720 min
Revenue BlueprintFrom Struggle to Triumph: Rory Sadler - CEO at Trumpet - [Revenue Blueprint, EP.7]Jason Lalk and Seth DeHart sat down with the remarkable Rory Sadler, a true embodiment of resilience and triumph.
Rory shares his journey, overcoming adversity and defying the odds to achieve extraordinary success. From facing setbacks to embracing opportunities, this inspiring conversation will motivate you to overcome your challenges and strive for greatness.
Discover the key lessons learned from Rory's experiences, as he reveals the strategies that propelled him forward in both his personal and professional life. Dive into the mindset shifts, perseverance, and unwavering determination that played a pivotal role in his remarkable transformation.
Whether you're facing career roadblocks...
2023-08-0146 min
The Startup Podcast - advice for early stage tech founders from Silicon Valley insidersEdu: Knowledge vs Wisdom - When Our Advice Is WRONG!Rules are meant to be broken! You wouldn’t be building startups if you were a complete rule follower.
In this episode, Chris Saad and Yaniv Bernstein discuss all the times when you should IGNORE their advice!
Together they cover common themes that regularly appear in episodes:
Don’t listen to VCs
Don’t compromise on your vision
Don’t build B2B when you’re trying to build B2C
Don’t build a technology-backed services company
Along the way they also sprinkle key insights suc...
2023-07-1926 minRevenue BlueprintThe Power of Rest in Entrepreneurship, Balancing Work and Relaxation, Quotas for Early Stage Sales Compensation Plans - [Revenue Blueprint, EP.6]Jason Lalk and Seth DeHart delve into the challenges faced by early-stage sales professionals. Discover the art of taking time off without feeling guilty and the importance of allowing your brain to rest for optimal productivity. Gain valuable insights into compensation negotiations for first-time leaders in startups and learn how to strike a balance between career advancement and market-rate compensation.
This episode offers practical advice for entrepreneurs and ICs navigating the complex world of sales and highlights the significance of prioritizing personal growth and work-life harmony.
Don't miss out on this enlightening conversation with valuable takeaways for sales professionals at...
2023-06-2319 min
ProductLed PodcastPLG False Starts with Kyle Poyar (Openview)Transitioning to Product-Led Growth involves continuous iteration and learning. While successful case studies and impactful experiments are often highlighted, it's essential to acknowledge the behind-the-scenes reality.
Behind each success story, there are often multiple failed attempts. In our "PLG False Starts" series, we uncover the untold stories and failures behind Product-Led Growth implementations, offering valuable insights. Today, we have Kyle from OpenView joining us to share his learnings. Kyle is an accomplished professional dedicated to helping OpenView's portfolio companies achieve exceptional growth and establish themselves as market leaders.
Key Takeaways
2023-06-1340 min
Revenue BlueprintKrysten Conner: Mastering the Art of Sales and Content Creation on LinkedIn - [Revenue Blueprint, EP.5]Jason Lalk and Seth DeHart speak with Krysten Conner, renowned LinkedIn influencer and top AE at multiple startups.
She shares her journey and insights. Krysten has recently transitioned into a unique role at UserGems, combining her sales strategy and content creation expertise.
As she embarks on this exciting journey, she discusses her plans for creating online courses, sales playbooks, and more engaging LinkedIn content.
Tune in to learn about her hybrid role and how she plans to bridge the gap between various departments at UserGems.
Plus, get a glimpse of what it...
2023-06-0745 min
Software Snack Bites#9 Kyle Poyar (Operating Partner at Openview) - Detailed Tips & Tactics for PLG motions, Pricing & Packaging, Product Led Sales & Marketing Tips, and Specific Case StudiesKyle Poyar is Operating Partner at Openview focused on PLG, pricing & growth. He writes the amazing and widely read newsletter, Growth Unhinged, which is one of my favorite weekly reads (multiple times a week!). It’s a wealth of information and I highly recommend listeners subscribe. Kyle joins us today to dive into all things PLG. He shares detailed and highly actionable tips with real-world examples of the countless startups he’s studied and worked with. We talk about PLG motions, multiplayer vs single-player, pricing & packaging, marketing tactics, retention and more. We could have gone on for much longer and...
2023-05-2458 min
Revenue BlueprintScott Britton, Cofounder at Troops.ai: Selling his business to Salesforce // Creativity for Founders // Transitioning from Founder-led Sales - [Revenue Blueprint, EP.3]Jason Lalk and Seth DeHart speak with Scott Britton about raising venture capital, selling his company to Salesforce, and what he would have done differently.
------
The Revenue Blueprint also has episodes with Scott Britton (Troops), Krysten Conner (Usergems), Meg Bowen (Refine Labs), Rory Sadler (Trumpet) and Kyle Poyar (Openview).
2023-05-0949 min
Revenue BlueprintMegan Bowen, COO at Refine Labs: Bootstrapping to $20M ARR // How to Make Career Decisions // Building the Customer Success Team at ZocDoc - [Revenue Blueprint, EP.2]Jason Lalk and Seth DeHart speak with Megan Bowen about her journey to become the COO of Refine Labs. She gets real about gender biases, speaking up in the workplace, and what it's really like to be in a hyper growth company
Megan's career includes leadership roles at ZocDoc, GrubHub, and Q (acquired by WeWork).
------
The Revenue Blueprint also has episodes with Scott Britton (Troops), Krysten Conner (Usergems), Meg Bowen (Refine Labs), Rory Sadler (Trumpet) and Kyle Poyar (Openview).
2023-05-0257 min
Revenue BlueprintDavid Campbell, CEO and Founder at Tropic: How Addiction Shaped Him // How Companies Buy Software // Closing Your First Deal // Hiring Your First Salesperson - [Revenue Blueprint, EP.1]Jason Lalk and Seth DeHart speak with David Campbell about his journey as the founder and CEO of Tropic – a venture-backed SaaS procurement company.
Tropic’s investors include Insight Partners, Canaan Partners, Founder Collective, and Company Ventures.
In a candid conversation, David shares how procurement companies price their services and how they work with sales teams.
They also speak about David’s struggles with addiction and how they’ve shaped him as a founder and leader.
Don’t miss David’s story about closing his first deal…not for the squeamish!
He also s...
2023-04-2447 min
Protect the Hustle | A SaaS PodcastOpenView’s Kyle Poyar on sidecar products and product-led growthThis week's guest is Kyle Poyar, Operating Partner at OpenView. Kyle sat down with Patrick Campbell at SaaStock 2022 to discuss the ins and outs of product-led growth and how businesses can capitalize on this strategy to propel their success.Throughout the conversation, Kyle and Patrick delve into the importance of focusing on product usage as a key driver for customer acquisition, retention, and expansion. They discuss how companies like Zenefits have harnessed the power of sidecar products to provide additional value to their customers while strengthening their overall product offering. Kyle also shares valuable insights on why...
2023-04-1849 min
The Pocus Unlocking Revenue PodcastEpisode 8: Diving into the 2022 PLS Benchmarks Report with Kyle PoyarWe partnered with Kyle and the folks at OpenView on our second annual Product-Led Sales Benchmark survey. In this episode of Unlocking Revenue, Kyle and Alexa dissect the survey results and share their SaaS trend predictions for 2023.
Listen in for insights on topics like:
👉 How are customers buying products?
👉 PQAs vs. PQLs
👉 Pros and cons of reverse trials
👉 The art and science of ICP definitions and lead scoring
👉 What PLS metrics should you be tracking?
👉 What sales roles are a PLG companies prioritizing? ...
2023-03-2143 min
GTM LiveRV E46 - Enterprise Demand for Product-Led Growth (PLG) | Interview with Kyle PoyarKyle asked Chris to sit down to an interview covering the current state and future of Product-Led Growth companies. They covered:What’s changed in the way B2B buyers buy software productsCompanies capitalizing on the changing landscapeThe effects of attribution mis-measurementThe way forward for modern software companiesAnd more!If you have questions for Chris, join the Revenue Vitals Live conversation on zoom by registering here, or submit them ahead of the call here! Also make sure to check out The Vault, where you can find full depth insights and IP beyond the high level live event.
2023-03-1128 min
The Seed Stage - formerly "the June Podcast"PLG is not for everyone | Kyle Poyar (OpenView)Kyle is a PLG guru.
He's an operating partner at Open View where you help OpenView’s portfolio companies fuel growth and become market leaders. Prior to OV, you worked at a consulting firm.
He's also the writer of a biweekly substack newsletter. Certainly the most read on PLG. You write about Product Led Growth (PLG) but not only, also pricing & packaging, go-to-market strategy, SaaS benchmarks and value-add in VC.
A quick word about your fund: Open View. They're a Boston based growth fund, provides a team dedicated solely to addressing the needs of...
2023-03-1043 min
PRODUCTEA with Leah, Growth & Senior Leadership13: Kyle Poyar, Operating Partner @ OpenviewKyle Poyar joined me on the ProductTea to talk about anything that makes businesses and VCs tick.I love this conversation for the simplicity of how Investors make decisions and what the future of our industry might very well look like. You should leave this podcast once you listened to it with some great insights into what makes product-led growth companies run differently than their competitors. 00:00 Kyle and Leah’s introduction04:00 Using LinkedIn to validate concepts and Ideas07:20 The balancing act of what we say and what we mean in...
2023-02-1853 min
SaaS Club#75 Happy Scribe - Bootstraper sa première startup à +4M€ d’ARR, après ses études, avec André BastiéAndré a monté sa startup de manière totalement “organique”.
Comprenez : il a rencontré un problème. Il a cherché une solution. Sa solution a plu.
Il en a fait une boîte.
Rien n’était prévu. Tout s’est fait par itération.
Et aujourd’hui, il a l’une des technologies les plus fiables du marché en matière de sous-titrage et transcription en ligne (si ce n’est la plus fiable).
Sa boîte, c’est Happy Sc...
2023-01-231h 31
Impact PricingWhat Is Product-Led Growth? The Whats, Hows, and Whys with Kyle PoyarKyle Poyar is a product-led growth expert who worked for Simon-Kucher & Partners for six years where he was a consultant, senior consultant and manager, and director. Currently, he is the operating partner of OpenView, a firm that helps build software companies into market leaders by helping them hire the best talents, acquire and retrain the right customers, and partner with industry leaders so that they can dominate their markets. In this episode, Kyle talks us through the details of product-led growth and how it became popular in the recent years. He also shares some tips on how...
2022-12-1229 min
Traction PodcastGrow Faster With $0 CAC with Kyle Poyar, OpenViewOn this episode, Kyle Poyar, Operating Partner at OpenView shares 11 rules to grow faster with low cost customer acquisition tactics using real-life examples from leaders like Calendly, Loom, Notion and Webflow. Viral products not only sell themselves but they market themselves, too. The fastest-growing companies generate 2x as many new sign-ups from product referrals compared to everyone else. Even if your product isn’t inherently viral, it pays to make customer-assisted marketing a pillar in your growth strategy. Specifically, Kyle shares: - How to reduce CAC. - H...
2022-12-0120 min
SaaS DistrictHow to Combine a Community-Led Growth & Product Led Growth Strategy with Zachary DeWitt # 192Zach DeWitt is a Partner at Wing Venture Capital, a firm investing in Seed and Series A rounds for transformative enterprise tech companies. Prior to Wing, Zach was CEO and co-founder of Drop, which built two award-winning iPhone apps (Drop Messages and Firefly) before selling the technology and the IP intellectual property to Snapchat in 2016.Zach holds a BA in Economics from Yale University as well as an MBA from the Harvard Business School.In this episode we cover:00:00 - Intro01:30 - Explaining CLG & PLG When It Comes To SaaS09:06 - Big Monolithic Brand...
2022-10-1440 min
The SaaSiest Podcast45. Kyle Poyar, Operating Partner, OpenView - To gate or not to gate - the new trends in PLG!In this episode, we speak with Kyle Poyar, Operating Partner, OpenView, the expansion stage venture firm, that helps build PLG software companies into market leaders!
We talk about all things PLG, and particularly dive into the ever-debated topic in PLG - How to showcase value that drives signups and converts down the road? Kyle and his team have developed the 11 principles of PLG and we touch upon elements such as:
-Pros and Cons of different PLG strategies
-Activation points, the real trigger of proving value to a customer
-The power of reverse trials
2022-09-1951 minThe SaaSiest Podcast45. Kyle Poyar, Operating Partner, OpenView - To gate or not to gate - the new trends in PLG!In this episode, we speak with Kyle Poyar, Operating Partner, OpenView, the expansion stage venture firm, that helps build PLG software companies into market leaders!
We talk about all things PLG, and particularly dive into the ever-debated topic in PLG - How to showcase value that drives signups and converts down the road? Kyle and his team have developed the 11 principles of PLG and we touch upon elements such as:
-Pros and Cons of different PLG strategies
-Activation points, the real trigger of proving value to a customer
-The power of reverse trials
2022-09-1951 min
The Startup Podcast - advice for early stage tech founders from Silicon Valley insidersEdu: Product-Led Growth - Accelerate Sales & Supercharge Scale w/ Kyle PoyarKyle Poyar joins Chris and Yaniv to dive deep into the world of Product-Led Growth (PLG) and how you can use its principles to drive growth at your startup.
Kyle has done a huge amount to spread the gospel of PLG. His newsletter Growth Unhinged reaches many thousands of readers and provides deep insights for anybody who wants to learn about new ways to grow their SaaS business.
In this episode, Kyle, Chris, and Yaniv discuss:
What is Product-Led Growth? The long history of bringing customers closer to the value.
PLG and The Innovator’s Dilemma
Tailwinds. Why now?
PLG St...
2022-09-1539 min
Traction PodcastHow Calendly Scaled Into the Enterprise with Kate Ahlering, CalendlyOn this episode, Kate Ahlering, Chief Revenue Officer at Calendly shares best practices for implementing a highly effective revenue strategy to improve the funnel and accelerate bottom-line growth across your organization, as well as insights into how her team is applying a combined PLG-SLG strategy to acquire more customers upmarket. Specifically, Kate covers: Why joining Calendly was the right opportunity. The first 30 days at Calendly as the first CRO. Tactics to accelerate revenue growth and scale faster. How do you prioritize accounts? The most common failure points to be mindful of. Tracked me...
2022-09-1520 min
Catalyst Sale PodcastProduct Led Growth - PLG, Speed to Value, and Alignment with Kyle Poyar - 304Kyle Poyar is my Catalyst this week. Kyle is an Operating Partner at OpenView Ventures, focused on SaaS revenue growth, specifically in the PLG (Product Led Growth) space. If you are interested in PLG, innovation, enabling your customers for success, designing for success, creating alignment across your organization and your customer base, you will enjoy this discussion. We talk about the benefits of a PLG motion, the bluring of lines between the functional areas within organizations, and the positive impact this will have on customers. We also get into a couple of the c...
2022-08-1344 min
Mehtaphysical MusingsMehtaphysical Musings with Kyle PoyarIn our first episode of Mehtaphysical Musings, Nick sits down with Open View Operating Partner, Kyle Poyar, to discuss all things Product-Led Growth.
2022-08-0827 min
B2B GrowthA New Era for PLG, with Kyle PoyarIn this episode, Benji talks to Kyle Poyar, Operating Partner at OpenView.
Discussed in this episode:
Principles for the Age of Connected Work
PLG and community strategies
Delivering instant product value
2022-07-2533 min
Gain Grow RetainWorlds colliding: PLG + Customer SuccessToday, we are joined by Kyle Poyar, an Operating Partner from OpenView. The OpenView team are experts and leaders in the space of Product-Led Growth (PLG) companies. Kyle helps us better understand how these product-led companies are building customer success.
You can find more about Kyle here
More about OpenView Partners
---
Gain Grow Retain exists to connect people, knowledge, and ideas to advance the state of customer success.
We're on a mission to connect B2B SaaS customer success leaders so that we can le...
2022-05-2743 min
Traction PodcastThe Rise of Usage-Based Pricing with Patrick Malatack and Kyle PoyarOn this episode of the Traction podcast, host Lloyed Lobo of Boast.AI welcomes Patrick Malatack, Partner at Matrix Partners and Kyle Poyar, Partner at OpenView. Is the end of subscription pricing near? Research from OpenView states that companies with usage-based pricing grow 38% faster... Of the IPOs over the last three years, seven out of nine that had the best net dollar retention all have a usage-based model. Welcome to a new era of software buying, where customers pay for the value they receive from the products. Leveraging...
2022-05-0551 min
GTM Live274 - Everything You Want To Know About PLG | Kyle PoyarProduct-led growth is "all the rage" as a B2B go-to-market strategy right now. But how do you adopt PLG if you're already running an enterprise outbound strategy? Can you start putting PLG motions into place without going straight to a free trial or free version motion? How do you run a PLG and enterprise acquisition model in tandem? What role does pricing play in a PLG motion? These are all topics covered in today's interview with PLG-expert, Kyle Poyar.
2022-04-2050 min
Live Better. Sell Better.Guide into Customer Success Using Product-Led Growth with Kyle PoyarThis episode of the Live Better Seller Better Podcast features Kyle Poyar, Operating Partner at OpenView. Product-led growth (PLG) is a buzzword today, but what does it really mean?Kyle drills down its definition, what it means for companies to adopt PLG, and some techniques to leverage PLG. The difference of PLG is its focus on end-user growth and success which is not only efficient, but scalable as well.These characteristics have led to crazy valuations and exits for companies. A main difference in a successful PLG strategy is the sales approach where sales teams...
2022-02-0935 min
How to Win podcast with Peep LajaEntering a growing ecosystem with Postscript's Alex BellerKey Points:The origins of Postscript (01:05)Why Postscript chose to build on top of Shopify’s platform (02:15)My thoughts on the advantages of attaching yourself to a growing ecosystem (03:34)Postscript’s initial, rapid growth (06:38)Alex’s thoughts on the SMS marketing channel opening up(08:45)I explain the law of double jeopardy, and how B2B buyers are satisficing (09:40)Why Postscript’s product strategy is to stay ultra-focused (12:57)My take on differentiating by building for a specific audience (13:56)Postscript’s hiring strategy through a year of explosive growth (18:02)My insight into common hiring missteps, and how to avoid them (20:43)Why Alex w...
2022-02-0729 min
Blindspots with Host Ryan SorleyMaximizing Your Growth Rate Through PLG Strategies with Kyle PoyarOn this episode of Blindspots by DoubleCheck Research, Kyle Poyar is here to discuss Product-Led Growth (PLG) strategies. Kyle is the VP of Growth at OpenView, helping companies fuel growth to become market leaders. As an expert on PLG, Kyle shares what it means to be a PLG company and his knowledge on product-led growth strategies that can help you successfully impact your organization's growth rate. He gives us insight into how to make this strategy successful and what results a company can expect when committing to a PLG strategy. Listen now!Key Takeaways:
2021-10-1225 min
Operations with Sean LaneUnder the Hood of Product-Led Growth with OpenView's Kyle PoyarThe tech industry is definitely one of trends and hype for those trends. Go on Twitter, go on LinkedIn -- you’ll find evangelists for the next big thing.One of those new shiny things in our industry is PLG, or product-led growth. So on this episode, we're going under the hood of product-led growth to figure out how Operators should think about it and what considerations to make in this Go-To-Market motion.Our guide, and our guest on this episode, is one of the foremost thought leaders on pr...
2021-10-0138 min
The Product-Led Revenue ShowThe Product-Led Revenue Show, EP 07 | PLG: Letting Customers Use The Product Before They Buy🎙: In this episode, our host Jorge L Soto interviews Boston's greatest Kyle Poyar, Operating Partner at OpenView.
Kyle is one of Planet Earth's top experts in product-led growth. He's a speaker at every major PLG conference in the world and is data-backed! In this interview, Kyles gives us advice on topics ranging from product-led sales to how enterprise leaders can approach product-led!
We love his #ProductLedTouchPoint ideas!
-- 👉🏽 Social Handles 👈🏼
🧑🏻💼 Expert's Linkedin: https://www.linkedin.com/in/kyle-poyar/
🏢 Company's Linkedin: https://www.linkedin.com/company/op...
2021-09-0222 min
Reveal: The Revenue AI Podcast by GongThe price is right: How to package for growthYour pricing strategy might not feel urgent, but it's the most impactful way to increase revenue overnight. As an operating partner at OpenView, Kyle Poyar specializes in pricing and packaging. He’s responsible for advising executive teams on strategies that drive revenue growth and lead businesses to dominate their markets. In this episode, you'll learn why pricing lays the foundation for growth and how to navigate the challenges that pricing adjustments bring.Key Takeaways:11:44 - How to Communicate Price Updates19:22 - Data-Driven Pricing Strategy to Help Drive Revenue21:05...
2021-06-2140 min
Sales & Marketing Talk Show#65 Pricing & packaging with Kyle Poyar / OpenViewPricing & packaging with Kyle PoyarIn this episode of Sales & Marketing Talk Show, Kyle Poyar, Partner at OpenView will share his thought on:✔️ Why is pricing so important for your growth?✔️ What are the legit ways of pricing research methodologies to determine your pricing?✔️Typical ways to do pricing: value, guess, copy competitors, cost-plus approach✔️ How pricing should change at the expansion stage or at the growth stage of your company?✔️ Should pricing always be shown on websites?✔️ The issue with your Free plan might be that you're *not* giving
2021-05-0533 min
Founders Forward PodcastHow to Get Started with Product Led Growth Featuring Kyle Poyar of OpenViewOn episode 5 of the Founders Forward Podcast we welcome Kyle Poyar, VP of Growth at OpenView Ventures. OpenView Ventures is an expansion stage venture firm with an extreme focus on software (SaaS) companies. Unique to OpenView is their team of in-house experts, like Kyle, that portfolio companies can call on to help tackle a growth issue. OpenView coined the term product-led growth. If there is one person that knows the ins and outs of PLG, it's Kyle.
2020-12-1649 min
Metrics that Measure UpProduct Led Growth - with Kyle Poyar - OpenView PartnersIn this episode of the Metrics that Measure Up, Kyle Poyar, Vice President of Growth at OpenView Partners discusses a Product Led Growth Go-To-Market motion for B2B SaaS companies.High growth B2B SaaS companies like Zoom, Twilio, DataDog, Box and DocuSign have used a product-led go-to-market motion to decrease initial customer acquisition costs, expand the total addressable market and reduce dependency that an Enterprise sales led motion can have on getting executive buyers to engage.Topics discussed include how Gross Dollar and Net Dollar Retention Rates are different from sales led motions, critical...
2020-10-0644 min
Product Chats PodcastOpenView and Effective Product Lead GrowthHow do you use your product to more effectively reach the end user? Do free trials really work? On this episode of Pragmatic Live, Kyle Poyar, VP of market strategy for OpenView, joins Rebecca Kalogeris, VP of marketing for Pragmatic Institute to answer these questions as well as sharing his 4 steps to effectively implement a product lead growth strategy.
2020-03-1629 minThe SaaS Podcast: Build, Launch & Scale Your SaaS210: SaaS Pricing Strategy: Top 5 Mistakes To Avoid - With Kyle PoyarKyle Poyar is the of VP Marketing Strategy at OpenView, an expansion-stage venture capital firm that helps build software companies into market leaders.The Show Notes
OpenView Partners
Simon-Kucher
Expensify
Hotjar
Salesforce
New Relic
Kyle on Twitter
Omer on Twitter
Enjoyed this episode?
Subscribe to the podcast
Leave a rating and review
Follow Omer on Twitter
Need help with your SaaS?
Join SaaS Club Plus: our membership and community for new and early-stage SaaS founders. Join and get training & support.
Join SaaS Club...
2019-05-2745 min
UI Breakfast: UI/UX Design and Product StrategyEpisode 117: Best Practices for SaaS Pricing Pages with Rob TurlinckxDeciding how much to charge for your SaaS is hard, but presenting these decisions on your pricing page is an art in itself. Today our guest is Rob Turlinckx, a digital product designer and co-founder of SaaS Resources. We talk about best design practices for SaaS pricing pages, how to communicate value, overcome objections, and optimize your pricing page for conversions.
Podcast feed: subscribe to http://simplecast.fm/podcasts/1441/rss in your favorite podcast app, and follow us on iTunes, Stitcher, or Google Play Music.
Show Notes
Rob's consulting website
SaaS Resources — a project co...
2018-07-2729 min
The SaaS Revolution ShowHow to get SaaS pricing right with Kyle Poyar, OpenViewKyle Poyar is a self-professed pricing and growth nerd. The latest guest on the SaaS Revolution Show, Kyle is Senior Director of Market Strategy at Openview, one of many speakers we will welcome in Dublin for SaaStock18. His passion lays in seeing how packaging and pricing have the power to build large and enduring business.
Kyle helps OpenView’s portfolio companies accelerate to top-line growth through deep insights into their market landscape and customers.
Kyle recently published an article studying the price changes Netflix introduced https://labs.openviewpartners.com/netflix-pricing-strategy/#.Wnx15pOFjOQ. The point he wa...
2018-03-0131 min
Enterprise Sales & Marketing Leadership - for B2B Companies - CXO - VC - Startup - Success - SaaSHow to Go From Growth to HyperGrowth with OpenView's Kyle Poyar - TALKS B2B GROWTHVideo Emails by Covideo = http://www.Covideo.com The Best Way to Stay Focused on Your Deals: https://www.pipedrive.com/brian Free A.I. Ice Breaker app: https://nudge.ai/ A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Acuity Scheduling Free Trial: https://acuityscheduling.com/?kw=YToxMzE1MDM...
2018-02-1929 min
Rocketship.fmInterview: Kyle Poyar of OpenView Partners on a simple framework for pricing your SaaS productToday Mike Belsito talks with Kyle Poyar about SaaS Pricing and his simple framework for determining your product pricing. Kyle is a market strategies for OpenView Venture Partners and put together this simple framework based on his observations.***This show is a part of the Podglomerate network, a company that produces, distributes, and monetizes podcasts. We encourage you to visit the website and sign up for our newsletter for more information about our shows, launches, and events. For more information on how The Podglomerate treats data, please see our Privacy Policy. S...
2016-11-0622 min