Metrics that Measure Up

In this episode of the Metrics that Measure Up, Kyle Poyar, Vice President of Growth at OpenView Partners discusses a Product Led Growth Go-To-Market motion for B2B SaaS companies. High growth B2B SaaS companies like Zoom, Twilio, DataDog, Box and DocuSign have used a product-led go-to-market motion to decrease initial customer acquisition costs, expand the total addressable market and reduce dependency that an Enterprise sales led motion can have on getting executive buyers to engage. Topics discussed include how Gross Dollar and Net Dollar Retention Rates are different from sales led motions, critical KPIs and metrics that seem more B2C oriented and how understanding the marginal Customer Acquisition Costs for Enterprise led versus product-led cohorts is critical to understanding the overall CAC ratio. New terms and concepts for B2B SaaS leaders, including Product Qualified Leads, Natural Rate of Growth and how Free to Paid conversion rates are correlated to # touches are covered in this fast-moving, information-rich episode.