PLG and enterprise sales, SaaS pricing strategy, OPT options • TechCrunch


After orchestrating the first TechCrunch disruption in San Francisco in three years, Slack is quieter than usual this morning.

My colleagues travel home to cities as far away as Taipei, Paris and London; I just took a trolleybus home, which should keep my expense report simple.

The Moscone Center didn’t look like we were experiencing a tech slowdown: the exhibition hall and demo booths were buzzing, and attendees were rapturously communicating in the corridors (are business cards coming back?).

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Next week, I will be sharing a summary of the panel I moderated, “Getting Your Bachelor’s Degree Out of Your TAM.” In a conversation with Kara Nortman (Upfront Ventures), Aydin Senkut (Felicis Ventures), and Deena Shakir (Lux Capital), we explore many mistakes first-time founders make when calculating their market size and identify what information investors actually provide. searching for.

Everyone had actionable ideas to share, and more than one attendee stopped me in the aisles afterwards to tell me how much they appreciated our frank discussion. If you don’t want to wait for my feed, you can Watch a video of the painting now.

Thanks again to everyone who participated!

Walter Thompson
Managing Editor, TechCrunch +
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2023 VC Predictions: Finding a Way Out of the “Chaos Middle”

We are entering an era of “chaotic midst” for venture capital, says Eric Tarczynski, Managing Partner and Founder of Contrary Capital:

“Companies can no longer raise $5 million to $10 million in incorporation rounds with nothing but a pool and the assumption that revenue multiples will exceed historical norms,” He writes in a guest post TC +.

Looking ahead to 2023, Tarczynski anticipates an environment in which “the venture capital landscape is beginning to split,” where “slow M&A, no IPOs” and “good companies in ‘safe’ industries” temper investor expectations.

Read this before re-pricing your SaaS product due to deflation

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

Many startups are cutting prices in an effort to retain customers and reduce turbulence during a downturn.

“But is this really useful advice for SaaS founders?” asks Torben Friehe, CEO and co-founder of Wingback. “As far as I can see, this is not for most.”

Rather than react, Friehe says SaaS startups should instead reconsider their ideal customer profile and review their messaging.

“This adverse economic climate may be the time when you have more leverage and can command higher prices for your product.”

Dear Sophie: How do I start running while I am in the OPT?

A lone figure at the entrance to a maze fence with an American flag in the middle

Image credits: Bryce Durbin / TechCrunch

Dear Sophie,

I am an international student in the US in F-1 status. I will be graduating with a bachelor’s degree in computer science in May and plan to apply to OPT. I want to launch a startup company.

Can I do that with OPT? What options do I have after OPT to continue growing my company?

Founder looking to the future

The Great Migration and the next ten-year cycle in the cloud

A flock of birds flying in the form of an arrow over a hill with some communication masts and cell phones.

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

Now that the public cloud market has undergone a correction after years of growth, will seasoned workers look for greener pastures in smaller companies?

According to Andy Stinnes, general partner at Cloud Apps Capital Partners, we are entering a decade-long cycle that will lead to a massive talent drain.

“The answer is obvious once you think about it,” he says. “Companies are expanding their liquidity runways, and cloud leaders are feeling this pain as they lay off parts of their teams and face more work and pressure.”

How to combine PLG sales and projects to improve your funnel and drive revenue growth

Six different straws in a cup

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

Products and services that sell themselves look great, but PLG startups still launch marketing campaigns and hire sales teams.

Combining PLG with traditional sales-led growth efforts can take retention and acquisition to the next level, says Kate Ahlering, Cal Friendly’s chief revenue officer.

In this TC+ guest post, Ahlering lays out several strategies that will help teams implement their “Hybrid GTM Strategy,” which includes suggestions for leveraging PLG data and improving success metrics.

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