[GROWTH] - 3 Ways To Use Product Data For Go-To-Market Strategies with Tim Geisenheimer

In today's episode, Duane Dufault and Tim discuss the importance of looking at unit economics when growing a business. He explains that if unit economics are in the positive, and above industry standards, then the business is likely headed in the right direction. Dufault also says that businesses should focus on win rates, as this is an indicator of success.

EPISODE HIGHLIGHTS:  

0:00:03

The Benefits of Focusing on Your Unit Economics

0:00:50

The Impact of Product Market Fit on Customer Churn

0:02:13

The Benefits of Product Data for Customer Success Managers

0:04:05

SellingSaas Podcast: Using Data to Drive Upsells and Improve Customer Health

And so where at least we see value in kind of product data and some of the plays is good things and bad things. So on the good things front, if you see spikes in usage, spikes in spend, if you're a usage based billing company, things that are kind of inflecting in the right way, then that's when maybe someone on the CS or account management side can come in and say, hey, things are going well.

Yeah, so we see a number of our customers using us on the customer success or account management side. And I think where we see less usage for us at least is on the more the size of the book that you just mentioned, 50 to 100.

Well, most product like growth strategies that I've seen is all centered around go to market teams, growth, net new sales, and that type of stuff. But how does a CSM, let's say they've got a book of customers, they've got maybe 50 to 100 customers, and on the front end they were product led growth.

So I always look at product usage and churn to kind of help me really pinpoint, do we have product market fit? Because you could have a low conversion, right? You could be an enterprise type software or mid market where you've got three SDRs to one account executive type of scenario.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.