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Prashanth Chandrasekar (Stack Overflow) - Powering Success by Fostering Community

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Prashanth Chandrasekar (Stack Overflow) - Powering Success by Fostering Community

  1. 1. Prashanth Chandrasekar CEO stackoverflow.com Powering Success by Fostering Community
  2. 2. Confidential & Proprietary Stack Overflow by the numbers Monthly Visitors to Stackoverflow.com 100M+ Monthly Visitors to 62 tech sites (e.g., Super User, Server Fault) 50M+ Sign-ups per month ~200K Every time a new question is asked 14s Questions and answers to-date 52M+ Website in the world alexa.com Top 50 Stack Overflow is an Internet Treasure. Fred Wilson Union Square Ventures
  3. 3. stackoverflow.com/teams Private stackoverflow.com Public FOR TEAMS REACH & RELEVANCE Engagement stackoverflow.com/advertising stackoverflow.com/collectives
  4. 4. We love communities
  5. 5. We’re not alone. Source: “State of Startups” stateofstartups2019.firstround.com 80% of founders reported it important to their business 28% of founders reported it critical to their success
  6. 6. 27M+ Monthly Active Users 275K+ Neighborhoods Social 4.4M+ Members 500K+ Bikes & Treads Sold Fitness 100M+ Monthly Visitors 50M+ Questions & Answers Technology
  7. 7. Four Key Pillars
  8. 8. Product-Market Fit & Expansion 1 Go-to-Market Approach & Expansion 2 Competitive Differentiation 3 Stage-Specific Team 4
  9. 9. Product-market Fit & Expansion 1
  10. 10. Delivering repeatable value early in the customer journey (i.e., beware of snowflakes) Customer problem journey (pre and post current stage) Product-Market Fit & Expansion: Key Points Fit Expansion Measuring leading indicators and not lagging indicators like churn Use cases for adjacent organizations
  11. 11. Go-to-market Approach & Expansion 2
  12. 12. Product-led, sales-led or marketing- led growth Verticals Go-to-Market Approach & Expansion: Key Points Direct vs. Indirect (Tech Alliances, Channel and SIs) Approach Expansion Freemium / Free Trials Positive unit economics (LTV/CAC, Payback period) Segments Geographic regions
  13. 13. Competitive differentiation 3
  14. 14. COMMUNITY BRAND PRODUCT Features Quality Reliability Price Distribution Etc. Values Heritage/story Packaging Convenience Customer support Quality Segment focus Positioning Etc. Shared identity Incentives & rewards for users Building with the community Breaking down silos Virtuous cycles
  15. 15. Community is a competitive moat.
  16. 16. Community is a competitive moat. Public community Paid products REACH & RELEVANCE FOR TEAMS
  17. 17. Stage-specific team 4
  18. 18. Small, tight knit group focused on product, architecture and engineering Evangelist Sales leader Stage-Specific Team: Early Direct customer feedback with early customers Product Go-to-market Scrappy Sales & Customer Success team
  19. 19. Full Product team including product management, user research, product design, etc. “Builder” VP of Sales Stage-Specific Team: Mid Product Go-to-market Sales cadence, pipeline, qualification methodology (e.g., BANT, MEDDPICC) Specialized Sales org. Inbound and outbound Sales Development Separate Customer Success org.
  20. 20. Mid-stage items + true voice of customer, CABs, roadmap review process, etc. Forecast machine and predictability VP of Sales Stage-Specific Team: Late Deliberate focus on market differentiation vs. market relevance as it relates to investment Product Go-to-market Mid-stage items + Sales enablement and Ops (sales strategy, territory planning, deal desk, etc.)
  21. 21. Product-Market Fit & Expansion 1 Go-to-Market Approach & Expansion 2 Competitive Differentiation 3 Stage-Specific Team 4
  22. 22. Prashanth Chandrasekar CEO @pchandrasekar stackoverflow.com

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