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Sam Richard is Director of Growth at OpenView, helping their portfolio accelerate top-line growth through establishing best practices and processes to support product-led growth. At OpenView, Sam works closely with portfolio leadership teams to discover and implement the most impactful strategies for growth, including onboarding and retention optimization, expansion strategy, funnel optimization, and channel/partner strategy.

Prior to joining OpenView in 2019, Ms. Richard worked as Director of Growth and Engagement at Dispatch, where she was on the founding team. She spent four years leading growth strategy and customer success teams with a focus on small to medium-sized businesses. She also helped grow the freemium product’s user base from 0 to 45,000. During her tenure, Dispatch was acquired by Vista Equity Partners. She also previously worked at Catalant and Abt Associates.

Together with Kyle Poyar, Sam has just released Open Views' SaaS Product Benchmarks Report which enables operators to compare themselves against their peers across the metrics that matter most. The report includes:

- Insights from CEOs and product leaders at over 150 SaaS companies

- Benchmarks on best-in-class freemium and free trial conversion funnels

- Expert advice on how companies can layer in sales to drive growth

Download the report here and bring your questions to the table.

 

  • GA

    Gaurav Arora

    3 months ago #

    With growing number of digital consumer products in the market, in your opinion, growth should be led by:

    1. Marketing
    2. Product
    3. Engineering

    Or a combination of 2 or more

  • OT

    Oleg Triers

    3 months ago #

    Hi Sam! The most popular advice a lot of us get when growing our business is "never quit" or "keep going", "never stop never stopping" — as a Director of Growth with a robust portfolio, do you have any advice on when and how to actually know that it's okay to quit while you're ahead?

    In the restaurant business (or so I heard) it's considered a success if the restaurant closed after 10 years of working since the industry has such an enormous failure rate. I don't hear failure talked about nearly enough when discussing online business, but businesses obviously fail and stagnate all the time, especially know with the global pandemic bringing a lot of industries to a halt.

    So, as Director of Growth, what's your professional take on not growing, and at what point is this "not growing" a sign that it's about time to quit while we're ahead. Should everybody just wait it out until a full-on bankruptcy, since things can turn around any day?

    Thank you for doing this AMA and sorry for the ramble-y question :)

  • AM

    Anthony Morris

    3 months ago #

    Do you have any advice on acquisition strategy for more technical IT products ( (i.e not SaaS, one-click and you're in type products) where the user need to invest time to create a solution and hence prove the value?

  • QA

    Q&A AMA

    3 months ago #

    Question from Razvan Girmacea

    Trial and Freemium to convert better, what do you think? I decided to go with a 30 days Trial, after that the user is moved to a free plan for 60 more days while I send him feedback/discount emails and then moved to Freemium if he didn't convert to keep the awareness of my brand.

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    Q&A AMA

    3 months ago #

    Question from Vlad Calus

    I've seen so many models of retail websites, storage clouds or even writing the app. But I can't find something that fits me or makes me even discover the option of implementing it. As for example, a retail website offers credit for shopping, even Airbnb offers $25. For every friend invited on Dropbox you get space. On Evernote you get points.

    We thought about points version, but it creates a full marketplace you have to build and test. Thus, we don't have time for that. Which referral systems/methods do you recommend for a SaaS on Freemium model?

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    Q&A AMA

    3 months ago #

    Question from Abhishek KG
    Do any of you have a handy checklist for beta launch? What are the things we must be doing while going for a beta launch? How do we acquire those early adopters?

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    Q&A AMA

    3 months ago #

    Question from Ryan Dixon

    As opposed to the weekly or fortnightly sprints for testing and optimisation, testing channels as things like content marketing and ads would need weeks to gather adequate feedback? So my question is how much time should one dedicate to testing each new channel?

  • QA

    Q&A AMA

    3 months ago #

    Question from Elia Morling

    Considering there appears to be a lack of consensus regarding what these terms actually mean it would be interesting to get your perspectives. Where do you draw the line between Acquisition and Activation?

  • QA

    Q&A AMA

    3 months ago #

    Question from Arsalan Sajid

    Which are the top 3 SaaS metrics you consider while calculating/estimating growth of your saas business?

  • QA

    Q&A AMA

    3 months ago #

    Question from Dapesh Mandalia

    Based on your own experiences how do you build and scale a growth team/function?

  • QA

    Q&A AMA

    3 months ago #

    Question from Nathan Lippi

    How do you determine the size/scope of your growth experiments?

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