Ian Leaman’s Post

[WHAT] is the newest trend in B2B/SaaS pricing? → Add-ons -Notion -Airtable -ClickUp “Would you like a side of AI with your order today?” A lot of companies are experimenting with add-ons. Most are adding AI functionality to their existing plans but instead of increasing the price for everyone they are letting customers opt-in to these additional features. At least for now. Others are adding complimentary features outside of the AI craze: -Zoom -Square -Zapier -Webflow -Docusign -Ahrefs Of course while some are experimenting others are taking it 1 step further: -Semrush → 8 add-ons & counting [WHY] should you care? Budgets are shrinking across the table. You’ve seen it. You’ve probably felt it. → Experimenting with add-ons can open up new revenue streams. → Help you test out new features in a controlled environment  → Mitigate risk or completely eliminate pricing page experiment blockers [HOW] can you use this information? 1. Share internally on Slack/Teams or DM your colleagues: “This is something worth exploring as a potential experiment. Let’s discuss it and see what makes sense for us” 2. Before your next meeting with the CMO /marketing leadership/: “It might be worth looking into this pricing page add-on strategy. Happy to talk through it with you and see if the numbers make sense to pursue further” 3. Social Posts: Why add-ons make sense for [my company] (make sure to tag me Hristian Kambourov and your CMO) Now go out and talk to your team. Figure out if it makes sense to experiment with add-ons. Talk to your customers, talk to your product people, engineers, marketing department, sales… — — — P.S. “Experimentation Confidential | Off the Record” ↳ Private conversations. Actionable insights. #pricing #b2b #experimentation 

Excited to share some of what we've been working on at the intersection of modern B2B marketing and AI. With Google, Saber Sherrard, Rishi Dave, Glenn Engler, Meti Aberra and I have been exploring what marketing characteristics separate high growth tech firms from their lower growth counterparts. - Revenue-growth leaders devote more time and resources to experimentation around digital marketing and AI. - Leaders use more marketing measurement methods and have ~30% greater confidence in those methods. - Leaders have more in-house digital marketing and AI skills and technology, as well as tight alignment between sales and marketing. Explore our findings and insights here.

This is about the evolution of communications in the #sales & #marketing tech stack. Salesloft didn't really acquire conversational chat leader Drift; -- Vista Equity Partners, a powerhouse in the private equity realm, holds a majority stake in both companies and has seamlessly merged them. This move positions them to challenge industry giants like HubSpot. The implication here for sales and marketing #growth leaders is that integrated communications combined with #AI will continue to become an increasingly valuable, critical, competitive advantage in the sales and marketing #business #tech stack.

“Generative AI promises to disrupt the way B2B players think about customer experience, productivity, and growth” - McKinsey Here’s my thoughts from an article in Tech Company News. Have a read 📖 #ai #b2bmarketing #linkedinmarketing #digitalclarity #dbmm

Connection matters more than ever. HubSpot CEO, Yamini Rangan, unveiled game-changing updates in the customer journey driven by AI technology. The landscape is evolving in terms of where people spend their time, how they make purchases, share information, and expect customer service. But one thing remains constant – the power of connection. How did HubSpot find out customer connection leads to growth? They delved into the data. Check out this article to find out more. #connection #personalization #HubSpot #digitalagency #B2B https://lnkd.in/gDN5iUKP

Our EVP of Product Andrew Pitre, like all great product people, is totally pinning down how it feels for so many businesses right now: it just keeps getting harder. There's more to cover with less resource, there are more channels, more content is needed, it's harder to track and measure what's actually working, harder to be responsive to customer asks. Throw in AI and figuring all that out, and you have complexity headaches and lots of lost revenue opportunity. We are hearing and *feeling* what our customers' need right now. So check out Hubspot's latest Spotlight of new product releases to find out how we're *bringing all the important tools together, in one place* - Service, Content (with built in AI features), Commerce + Marketing & Sales. Hubspot.com/Spotlight 🧡 Service Hub connects service and success together to help customers faster 🧡Content Hub takes content creation into the future with a single piece of content – remixing everything from blogs to social, and more  🧡Commerce Hub makes B2B buying and selling SO MUCH smoother from wherever you transact - now available for the UK! 🧡HubSpot AI powers all our Hubs and the Smart CRM so you can deliver the best experiences possible

An interesting post by my colleague, John Buten on how genAI has started impacting us and the things around us. And there is an even more interesting webinar on "Have Your Bot Call My Bot: Buying In The Age Of GenAI" by Jessie Johnson & John. #B2B #CMO #CMOInsights #genAI #Marketing

👋 Hello B2B Marketing Phenoms, Ever wondered why Dave has been raving about MarketMate AI? Here's the scoop. 🎯 Messaging Frameworks are vital, but they're often incomplete. Why? Because they lack a fully-realized Buyer Persona, a cornerstone for effective communication. 🕒 Creating and refining buyer personas is challenging and time-consuming. Whether you're a one-person show or a rapidly scaling enterprise grappling with long sales cycles, this is the Pipeline bottleneck you can't afford. 💡 Time to Pivot: Let us help you streamline your strategy. MarketMate AI offers you a consistent, AI-augmented process to dramatically cut down the time spent on persona creation and refinement. 📺 I invite you to watch our introductory video, where we showcase our Target Market Module, featuring the Persona Builder and Market Analyzer. Stay tuned for a deep dive into Market Analyzer in our next video. Dave 🫶🏼 Co-founder/Friendly Neighborhood Tech Evangelist (Budding Social Media Phenom, lover of IoT and People!) #MarketMateAI #AIB2B  #BeyondChatGPT #CraftConnectCaptivate #SalesCycleOptimization #B2BMarketing #ConversionsMatter #MessagingFrameworks