Miro

SaaStr 778: How to Leverage Pricing and Packaging to Drive Growth, Revenue, and Profit with Miro, Loom, OpenAI, and Splunk Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. At this year's SaaStr Annual AI Summit, Akshay Sharma, Head of Pricing and Monetization at Miro, chats with a panel of experts, including Janie Lee, Head of Product at Loom, Alison Harmon, Head of Growth at OpenAI, and Carsten Holm, VP of Pricing and Monetization at Splunk, about their nuanced approach to pricing and monetization. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Hey everybody - thanks to the 10,000 of you who came out to SaaStr Annual. We had a blast and big news -- we'll be back in MAY of 2025. That's right, the SaaStr Annual will be a bit earlier next year, May 13-15 2025. We'll still be back in the same venue, in the SF bay area at the 40+ acre sprawling san mateo county events center. Grab your tickets at saastrannual.com with code JASON50 for an extra discount on our very best pricing. -------------------------------------------------------------------------------------------- This episode is sponsored by: Anrok A question for SaaS finance leaders, do you know where your customers are? Anrok tracks where your sales are creating exposure, and automates tax calculation and filing worldwide. Built for high-growth software companies, Anrok protects your revenue and saves you time. Visit anrok.com/saastr to learn more.

Akshay Sharma

Head of Pricing and Monetization

Miro

Janie Lee

Head of Product

AbridgeLoom

Alison Harmon

Head of Growth

OpenAI

Carsten Holm

VP of Pricing and Monetization

Splunk

Brought to you by Miro—A collaborative visual platform where your best work comes to life | Braintrust—For when you needed talent, yesterday | Linear—The new standard for modern software development — Varun Parmar is the Chief Product Officer of Miro and has over two decades of experience in the tech industry. Prior to joining Miro, Varun held executive positions as Chief Product Officer at Box and Syncplicity (acquired by Dell EMC) and spent six years in product management at Adobe. He also co-founded Doculus, which was later acquired by Box. In today’s episode, we discuss: • The importance of empathy and how to foster it • The “AMPED” structure for cross-functional product teams • How to move fast and stay ahead of the competition • Powerful product and design rituals • How Miro acquired their first 1,000 users • How Miro successfully added a sales motion — Find the full transcript at: https://www.lennysnewsletter.com/p/an-inside-look-at-how-miro-builds — Where to find Varun Parmar: • Twitter: https://twitter.com/vparmar230 • LinkedIn: https://www.linkedin.com/in/vparmar/ — Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • Twitter: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ — In this episode, we cover: (00:00) Varun’s background (04:08) How Miro operates as a cross-cultural product team (07:22) How applying empathy helped Miro build Miro Talktrack (11:51) What makes Miro stand out (17:08) Miro’s AMPED structure (22:57) The benefit of having product marketing as a part of the cross-functional team (25:24) How competition affects growth and product strategy (31:43) Why speed is so important and how to improve it (34:21) How Miro ensures that their products meet quality standards (37:19) How to remove blockers (47:22) Miro’s product development process (53:34) How OKRs work at Miro (55:55) The product stack at Miro (1:01:20) Big bets vs. maintenance and bug fixes at Miro (1:03:44) The “three horizons” framework (1:04:30) The importance of accountability (1:10:46) How Miro got their first 1,000 users (1:12:33) Other growth levers at Miro (1:15:53) Adding a sales motion (1:18:08) Miro AI, and new updates and enhancements coming soon (1:20:12) Lightning round — Referenced: • Miro: https://miro.com/ • Miro Talktrack: https://help.miro.com/hc/en-us/articles/7825622973330-Miro-Talktrack-board-recordings-BETA- • The design sprint: https://www.thesprintbook.com/the-design-sprint • Jake Knapp on LinkedIn: https://www.linkedin.com/in/jake-knapp/ • Miroverse: https://miro.com/miroverse/ • Amp It Up: Leading for Hypergrowth by Raising Expectations, Increasing Urgency, and Elevating Intensity: https://www.amazon.com/Amp-Unlocking-Hypergrowth-Expectations-Intensity/dp/1119836115 • Reinforcement learning: https://towardsdatascience.com/reinforcement-learning-101-e24b50e1d292 • Jira: https://www.atlassian.com/software/jira • Confluence: https://www.atlassian.com/software/confluence • Coda: https://coda.io/ • Looker: https://www.looker.com/google-cloud/ • Productboard: https://www.productboard.com/ • Three horizons framework: https://www.mckinsey.com/capabilities/strategy-and-corporate-finance/our-insights/enduring-ideas-the-three-horizons-of-growth • Capterra: https://www.capterra.com/ • Elena Verna on Lenny’s Podcast: https://www.lennyspodcast.com/elena-verna-on-how-b2b-growth-is-changing-product-led-growth-product-led-sales-why-you-should-go-freemium-not-trial-what-features-to-make-free-and-much-more/ • Barbra Gago on Lenny’s Podcast: https://www.lennyspodcast.com/category-creation-and-brand-building-barbra-gago-pando-miro-greenhouse-culture-amp/ • FIFA World Cup template: https://miro.com/miroverse/fifa-world-cup-2022-editable-bracket-diagrams/ • When Breath Becomes Air: https://www.amazon.com/When-Breath-Becomes-Paul-Kalanithi/dp/081298840X/ • Hit Refresh: The Quest to Rediscover Microsoft’s Soul and Imagine a Better Future for Everyone: https://www.amazon.com/Hit-Refresh-Rediscover-Microsofts-Everyone/dp/0062652508/ • Ted Lasso on AppleTV+: https://tv.apple.com/us/show/ted-lasso/ — Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit www.lennysnewsletter.com/subscribe

Varun Parmar

Chief Product Officer

Miro

In conversation with Matthew Jacobson, Partner at ICONIQ Growth, Miro Founder and CEO Andrey Khusid will share his real-time revelations from growing Miro— which he likens to "building a plane while flying"—and what it takes to create a company that will endure for the longterm. Full video: https://youtu.be/s1Wz1nwASGM Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Andrey Khusid

Founder and CEO

Miro

Matthew Jacobson

General Partner

ICONIQ Growth

Zhenya Loginov is the CRO @ Miro, the leading visual collaboration platform that helps bring teams together and meaningfully improves the way people work. At Miro, I run the go-to-market team of 700+ people across 11 global offices. Prior to Miro, Zhenya was the COO @ Segment where he built and ran the global go-to-market team of 200+ people, expanded the product-market fit into the Enterprise and grew revenue 6x, leading to their acquisition by Twilio for $3.2Bn. Finally, before Segment, Zhenya led a 100-person team at Dropbox across numerous different functional areas. In Today's Episode with Zhenya Loginov You Will Learn: 1.) Entry into Sales as an Outsider: How Zhenya made his way into sales as an outsider and came to be one of the most powerful revenue leaders today with Miro? What are 1-2 of the biggest takeaways for Zhenya from his time at Segment and Dropbox? How did they impact his mindset today? Why did Dropbox not win the enterprise when they had the chance? What mistakes did they make? 2.) The Sales Playbook: What, Why and How: What does "the sales playbook mean to Zhenya? Does the founder need to be the one to create the sales playbook? What are the signs that the founders needs to bring in their first sales hire? Should this sales hire be a sales leader or more junior sales rep? Is is possible to run a PLG and enterprise sales motion at the same time in the early days of the company? What do many founders misunderstand when contemplating adopting an enterprise sales strategy? 3.) Hiring the Team: How does Zhenya structure the interview process for new sales hires? Zhenya spends 5 hours with each candidate, what does he look to get out of each meeting? How does Zhenya break down the criteria for what he wants to see? What are some examples of this? How does Zhenya test to determine if the candidate has these criteria? What questions does he find to be most revealing? Why does Zhenya find case studies to not be useful? How does Zhenya use interview panels to ensure he makes the right hiring decision? Who is on the panel? At what stage do they meet the candidate? How does Zhenya like to use the panel? 4.) Laying the Groundwork: The Onboarding Process: What is the right way to structure the onboarding process for all new sales hires? What are some early signs that a new sales hire is not working? What can sales leaders do to ensure new reps get "early wins" on the board? What can leadership do to ensure the sales team has good cross-functional communication across the org? What works? What does not work? What are some of the biggest challenges of running a remote sales team?

Zhenya Loginov

CRO

Miro