Moving Upmarket for Growth - with Process Street's Vinay Patankar
Description
This week on How To Win: Vinay Patankar of Process Street, a workflow management software company. You'll hear why they didn't monetize for the first 2 years, how going upmarket increased retention and revenue, and why they focused the product on specific use cases.
Key Points:
01:15 Identifying market need from personal frustration
03:00 Deciding not to monetize for 2 years to optimize fundraising
06:15 Recognizing larger customers have higher retention and expansion
07:00 Transitioning from SMB to mid-market and enterprise
14:30 Having over 50% of revenue from inbound channels
15:00 Needing specialized use cases to differentiate amid competition
19:00 Advising founders to get very clear on product and go-to-market strategy
Mentioned:
Process Street
https://www.process.st/
Vinay Patankar's Linkedin
https://www.linkedin.com/in/vinaypatankar
Vinay Patankar on X
https://twitter.com/vinayp10?lang=en
My Links:
United States
