TechCrunch+ Review: 11 PLG Tactics, Eliminate Copycat Stigma, Unicorn Oversaturation Theory

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Imagine a world where founders brag about how much they have grown, not about their ability to raise funds.

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The ability to raise capital is less impressive than finding sustainable ways to build a base of paying customers. The right coaching and a strong network can help many entrepreneurs secure a significant seed round, but that money reflects investor confidence, not market demand.


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In a message to TC+, Curtis Townsend, Senior Director of Development at OpenView, shares 11 Product-Driven Growth Tactics which contribute to the “acquisition, retention and expansion of customers”.

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After surveying 14 public B2B software companies, Townshend says firms that built for discovery and implemented usage-based pricing had an average growth rate of 141%, compared to 21% for traditional SaaS.

These companies were also much more efficient with respect to Rule 40 and revenue retention. “Everywhere, the difference in metrics is striking,” says Townsend.


The TechCrunch+ team is growing!

Tomorrow at 8:00 AM PDT / 11:00 AM EST, we’re hosting a Twitter Space with new contributors covering climate, crypto, venture capital, and more. To join a chat, follow @techcrunch on twitter.

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Senior Editor at TechCrunch+
@yourprotagonist

Fighting Copycat Stigma in SaaS: 3 Techniques That Work

Dalmatian dog scared by a white dog in a spotted sweatshirt pretending to be a Dalmatian

Image credits: Gandhi Wasan (Opens in a new window) / Getty Images

Many years ago I found myself at a party with someone who was wearing the same sweater, jeans and shoes, right down to the manufacturer. We looked like we stepped out of a clothing catalog.

At first it was funny. And then, when other guests joked endlessly, it became annoying. We spent most of the evening avoiding each other and I was itching to leave.

Startups that lack the first-to-market advantage face a similar challenge, according to Sachin Gupta, CEO and co-founder of HackerEarth.

The “unicorn glut” theory of startup failures

Fewer new unicorns are emerging in the hilly green meadows of technology, but the slowdown in the venture market suggests that past mega-deals are making it harder for early-stage startups to raise funds.

“The biggest problem in venture capital today is not interest rates, earnings multiples or anything like that,” SaaS investor Jason Lemkin tweeted yesterday.

“We’ve seen it all before… what’s new (at least since 2001) is a huge over-investment in growth that will take startups years to build,” he wrote.

Via The Exchange, Alex Wilhelm agreed with Lemkin’s assessment:

“The surplus of unicorns is exacerbating the unicorn traffic jam, and as far as can be seen, the vast majority of private market value is frozen.”

With experience, MGA insurtech paves the way for insurtech 2.0

3D rendering of a labyrinth, labyrinth.  Path, choice, problems, strategy concept.  Stairs.

Image credits: akinbostanians (Opens in a new window) / Getty Images

Innovation has long been a part of insurance: the management of general agents was the result of insurers requiring agents located far outside the country to have a certain degree of independent underwriting and service ability.

Now, new insurtech startups developing MGA are using the lessons learned by their predecessors to make the industry more sustainable, writes Dave Wexler, who leads insurtech investment at OMERS Ventures.

“The MGAs are correcting course and a new generation of challengers are stepping into the game with new principles based on that knowledge.”

To better manage cybersecurity risks, extend zero trust principles to third parties.

A metal chain connected by a red rope with knots, representing a threat to the cyber security of third parties.

Image credits: cyberbrain (Opens in a new window) / Getty Images

When it comes to cybersecurity, it’s no longer enough to just clean up your own house — 81 separate incidents by third parties resulted in more than 200 publicly disclosed breaches and thousands of wave breaches over the course of 2021, according to a Black Kite report. .

Companies should also assess third-party vendors’ cybersecurity risks before signing agreements, writes Saket Modi, co-founder and CEO of Safe Security.

“Companies must establish zero trust principles for all vendors, assess risks to external and internal assets through internal assessments, and measure cyber risk in real time.”




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