OV | Weekly – August 25, 2018

Hi Friend of OpenView,

Good morning!

Hope you're planning to get outside this weekend and enjoy the last drops of summer. But before you do...be sure to check out this week's newsletter full of helpful tidbits on pricing strategy from HubSpot, growth lessons from ZipRecruiter and the first-ever Product Led Growth Index, which breaks down why PLG public companies beat out their non-PLG public peers...pretty compelling stuff!

Enjoy!

Product Led Growth: The Secret to Becoming a Top Quartile Public Company

OpenView is all in on product led growth, but how does the go-to-market strategy play out in the real world? Let's take a look at two giants in file sharing: Dropbox and Box. Both were founded in the mid 2000s and reached scale quickly. But Dropbox, which pursued a freemium and product led strategy, has clearly won the file sharing war. The company generates double Box’s revenue, spends a lower share of their revenue on sales & marketing, and consequently trades for a far higher revenue multiple (9.1x versus 5.2x).

Learn why PLG companies outperform their non-PLG peers here.

How ZipRecruiter Grew to 7M Active Job Seekers Each Month [Podcast]

In product led companies, there's a natural tension between letting the product sell itself and building out a larger sales org to help the product along. In this episode of BUILD, we learn how recruiting tech giant, ZipRecruiter, navigated the waters to emerge with a successful 300 person sales team.

Listen to the full episode featuring SVP of Sales, Kevin Gaither, here.

Lessons from HubSpot: How to Overhaul Pricing in 3 Steps

Thinking about overhauling your pricing? Not without reading this article first. According to HubSpot's Chief Strategy Officer, Brad Coffey, there are three key steps to nailing a pricing change:

1. Do your homework
2. Get input from everyone
3. Implement like a pro

But that's not all. Learn from the challenges, trials and tribulations of implementing a pricing change here.

Here's what else we're reading 📖

• Boost enterprise sales with leads from product trials
• Looking to hire sales & engineering talent? Open your next office here.
• 3 Stages of Competitive Partner Programming
• Advice for startups looking to raise their next round [video]

Here's what else you need to know this week:

• Our Product Led Growth Panel & Happy Hour is fast approaching! Join OpenView, Growth Marketing Conference and speakers from Appcues, Wistia and HubSpot for this growth-focused event on September 5th. Register here.
  
  
• 💌 Quick PSA: If you read the OV Weekly in Gmail and want to ensure it hits your inbox, be sure to add OpenView to your contacts. Learn how to do so here.

That's it for now. See you back here next week! In the meantime, say 👋on Twitter, LinkedIn and Facebook.

This newsletter was lovingly curated by OpenView's marketing team. Think our readers would benefit from your expertise? Submit your content to Labs by emailing editor@ov.vc.