Andrew Chen

JULY 20, 2020

Solving for the Adjacent User through growth and scaling work helps your product realize its true product-market fit potential. Sitting at the edge of each user state is a quantitative metric that indicates conversion from one state to the next. Paying User, the metric that monitors that edge is free to paid conversion.

Retention 145

Retention Accounts Marketing Metrics 145

Andrew Chen

NOVEMBER 1, 2021

Or are you trying to scale its success? In the book, I describe stage-by-stage how to successfully start and scale the central forces that power tech’s most successful companies — network effects. When a company like Dropbox, Slack, or Uber hit scale, it might seem like network effects kick in, and the next phase is easy.

Scaling 82

Scaling Marketing Recruitment B2B 82

Andrew Chen

JUNE 25, 2019

As the number of homes on Airbnb scaled from around 100,000 in 2012 to over 6 million today, I led teams tackling everything from supply growth, to guest booking conversion, to marketplace quality. Once you reach scale, fraud becomes a real issue. Stage : Early-stage for B2C, an evergreen lever for B2B. Cost : Medium.

Retention 111

Retention User Experience Travel Marketing 111

Andrew Chen

DECEMBER 10, 2018

Another note is that this is closely related to, and complimentary, to this deck: The red flags and magic numbers that investors look for in your startup’s metrics. If the below deck is the macro view of how I’m looking at markets, industries, and technologies, then the metrics deck gives my POV on how to diligence each company.

Media 100

Media Advertising Scaling Marketing 100

LSA Global

APRIL 10, 2020

We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. 80% more productive.

Sales 36

Sales Sales B2B Metrics 36

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Sales Sales Management B2B 36

Peter Winick

JUNE 29, 2023

They discuss thought leadership strategy (and how to create one), as well as the baseline criteria and metrics you should use, the warning signals that your strategy isn’t working, and the importance of alignment across the organization. Those are the pieces that cause an idea to reach scale further and faster.

Sales 130

Sales Sales Education Scaling 130

Andrew Chen

JANUARY 9, 2020

I did a Q&A on Quora about investing, growth channels, metrics, and life as a startup CEO — it was fun, and some of the answers ended up getting a million views! The internet culture supply chain works like this: Asia US teens Adults B2B. Want to know what B2B communication/collaboration will look like in 5 years?

Marketing 52

Marketing Retention B2B Scaling 52

Andrew Chen

JULY 20, 2020

Solving for the Adjacent User through growth and scaling work helps your product realize its true product-market fit potential. Sitting at the edge of each user state is a quantitative metric that indicates conversion from one state to the next. Paying User, the metric that monitors that edge is free to paid conversion.

Retention 59

Retention Accounts Marketing Metrics 59

Andrew Chen

JUNE 25, 2019

As the number of homes on Airbnb scaled from around 100,000 in 2012 to over 6 million today, I led teams tackling everything from supply growth, to guest booking conversion, to marketplace quality. Once you reach scale, fraud becomes a real issue. Stage : Early-stage for B2C, an evergreen lever for B2B. Cost : Medium.

Retention 48

Retention User Experience Travel Marketing 48

Andrew Chen

DECEMBER 10, 2018

Another note is that this is closely related to, and complimentary, to this deck: The red flags and magic numbers that investors look for in your startup’s metrics. If the below deck is the macro view of how I’m looking at markets, industries, and technologies, then the metrics deck gives my POV on how to diligence each company.

Media 40

Media Advertising Scaling Marketing 40

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. Our analysis of 73 B2B technology companies shows that across sectors, the top 25% of companies achieve more than twice as much return on sales investment compared to the bottom 25%.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Although it’s easier than ever to create a SaaS business, it’s also harder to scale one.

SaaS 15

SaaS Sales Sales B2B 15

Harvard Business Review

JANUARY 18, 2016

Large-scale examples include Hong Kong’s historic real estate subsidy for MTR rail from the airport to downtown, or the per-liter subsidies for private urban water and sanitation providers in Algiers and many other cities. They should also encourage sources of repayment for such investments beyond just user fees.

Real Estate 14

Real Estate Cash Flow B2B ROI 14

Harvard Business Review

JULY 30, 2013

But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? If you want to scale sales, you hire more sales reps. To that point, a well-run telesales operation will be super metrics-driven. 1) Enterprise Sales.

Marketing 8

Marketing Sales Sales SaaS 8

Brian Balfour

JANUARY 11, 2018

We’ve all heard the rallying cry of the “One Metric That Matters”. But blindly buying into the concept of the one metric that matters (OMTM) is a fatal oversimplification. The one key metric can make you think that is not important.” 4 Reasons OMTM is Misleading Even the name “One Metric That Matters” is problematic.

Metrics 105

Metrics Retention Revenue SaaS 105

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. It is these tensions that now shape the most important considerations for advertisers, their agencies, and the media companies that convene audiences at scale. Humans and Automation. Distribution strategies.

Media 8

Media Advertising Scaling Metrics 8

Harvard Business Review

DECEMBER 15, 2017

Industry cluster metrics measure the size of the pool of potential customers for B2B or B2C companies, and market stability metrics measure institutional, business, and social stability.)

Government 8

Government Operations Marketing B2C 8

Andrew Chen

SEPTEMBER 4, 2018

And we cover everything from the basics of growth and defining key metrics to know, to the nuances of paid vs organic marketing and the role of network effects and more. And then we layered in payment integration and each time we did that the total growth of the company would actually accelerate which is very hard to do at scale. .

Marketing 75

Marketing Metrics Retention eCommerce 75

Harvard Business Review

DECEMBER 13, 2017

Defining and tracking success metrics. Con: Breakthrough innovation may not get greenlit; time-to-market may seem to lag (though I’d argue what’s released is far better aligned with customer needs and more likely to successfully scale). The art of resource allocation (it is not a science!). Performing market assessments.

Manager 8

Manager Engineering User Experience Revenue 8

Andrew Chen

NOVEMBER 15, 2021

I saw it first-hand at Uber, which scaled to billions in revenue, and also within startups at Andreessen Horowitz, which has funded companies from Github, Coinbase, and Figma to Clubhouse and Airbnb. How to get them started, how to scale them, and what it’s like to compete. Colorful flags from every country hung from the ceiling.

Scaling 63

Scaling Metrics Revenue Operations 63

AIHR

JANUARY 18, 2022

Other laws, such as the Americans with Disabilities Act (ADA), don’t apply to smaller-scale businesses, so HR leaders must check which legislation applies to their organization. F 58 10+ 4 Consultant 60% PhD Graphic Analyst B2B 20962.63 M 42 5-10 3 Director 100% Bachelor’s Software Associate B2B 10617.87

Compensation 98

Compensation B2B Education Benefits 98

Andrew Chen

NOVEMBER 3, 2021

I plan to write a few essays on this topic — it’s relevant, given the new trend of “Product-Led Growth” in B2B, and the resurgence of new social apps in the wave of Creator Economy startups. This is a powerful metric, because it adds up. And by the way, you can order my upcoming book here! thanks, Andrew.

Retention 72

Retention Metrics B2B Marketing 72

Harvard Business Review

JUNE 30, 2015

We can benchmark how each client on the network performs against key metrics, identify high performers, and then, with a little extra research, figure out what those organizations are doing right. Slowly but surely, these same techniques are being brought to the B2B space, and to health care. Insight Center. Growing Digital Business.

Benchmarking 14

Benchmarking Workflows A/B Testing B2B 14

Peter Winick

FEBRUARY 24, 2025

Can you scale sales without sacrificing quality? Now, theyre sharing their insights in their book “Sales Sucks…But It Doesn’t Have To: Transform New Reps into Top Performers and Scale Your Sales Org from Millions to Billions” and their AI-driven platform, Patter AI. The secret? We had to get there within weeks.

Sales 169

Sales Sales Scaling Software 169

Peter Winick

APRIL 10, 2025

Strategies every CEO should embrace to maximize thought leadership ROI Today, we explore why investing in your personal brand and strategically targeting micro-media can outperform broad-based PR and vanity metrics. Paige explains how trust and connection are built person-to-person, especially in high-touch B2B environments.

Media 169

Media B2B Metrics Assets 169

Peter Winick

MAY 15, 2025

We explore how CEOs and their teams are becoming more intentional about content creationnot for vanity metrics, but to attract the right clients, partners, and talent. Together, these episodes explore how to scale thought leadership, deepen trust, and focus on quality over quantity. Dont miss it!

Travel 169

Travel Marketing Revenue Engineering 169