Articles for category: Product-Led Growth (PLG), Conversion Rate Optimization, Customer Acquisition & Growth, Founders & Funding, Funnel Optimization, Go-to-Market Strategy, In-App Messaging & Product Tours, Lifecycle & Retention Marketing, Marketing Operations, Product & Market Strategy, Revenue Expansion, SaaS Metrics & KPIs, SaaS Strategy, Scaling Marketing Teams, Team & Ops, Usage-Based Pricing Models

Matthew Johnson

Product-Led Growth (PLG)Conversion Rate OptimizationCustomer Acquisition & GrowthFounders & FundingFunnel OptimizationGo-to-Market StrategyIn-App Messaging & Product ToursLifecycle & Retention MarketingMarketing OperationsProduct & Market StrategyRevenue ExpansionSaaS Metrics & KPIsSaaS StrategyScaling Marketing TeamsTeam & OpsUsage-Based Pricing Models
SaaS Founder Structuring COGS Without Killing Product-Led Growth

Freemium at Scale: How to Balance COGS Without Killing Product-Led Growth

In the early days, freemium feels like a growth cheat code. You lower the barrier to entry. You get product usage. You build word of mouth.And with the right feature gates and upgrade nudges, free users turn into paying customers. PLG magic. But then the growth starts to cost you. Free users flood your system—but ...

Matthew Johnson

Funnel OptimizationBehavioural TargetingConversion Rate OptimizationCustomer Acquisition & GrowthFounder-Led MarketingFounders & FundingGo-to-Market StrategyLifecycle & Retention MarketingMarketing AnalyticsMarketing OperationsSaaS Metrics & KPIsSales EnablementSales FunnelTeam & Ops
Aligned GTM Team Around A Funnel That Drives Growth

Are You Measuring the Right Thing? How to Align GTM Teams Around a Growth-Ready Funnel

You’ve got dashboards. You’ve got funnels. You’ve got meetings where marketing talks about MQLs, SDRs talk about meetings booked, and sales talks about pipeline. But growth still feels lumpy.The handoffs are messy.The leads are… fine, but something’s not landing. Everyone’s tracking metrics.But no one’s measuring what actually matters. Here’s the truth most SaaS teams hit ...

Matthew Johnson

SaaS StrategyFractional CMO InsightsMarketing OperationsProduct & Market StrategyTeam & Ops
B2B SaaS Marketing Benchmarks By ARR Stage

B2B SaaS Marketing Benchmarks by ARR Stage: From $0 to $10M+

What should your CAC be at $1M ARR? Is a 20% conversion rate from demo to close good—or a red flag? How much should you spend on marketing before product-market fit? Here’s the challenge with benchmarks in B2B SaaS: Most are too generic to be useful—or too outdated to be actionable. The truth? Your marketing ...