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Hi <<First Name>>,
In the past few emails I have sent to you, I talked about looking at value from a channel/source perspective eg. Ads 🗣 or Content 📝.
Ads and Content are definitely value drivers for most B2B companies, but they are not the whole picture.
How to prove the value of your tech product with data
What is often overlooked, or at least remains intangible to measure for most people, is the value that your tech product provides. This is particularly important if you run some sort of freemium product.
If adoption or usage of your products goes up, what’s it worth?
Do you get a positive return of your product investment?
In the early days of Ole Dallerup’s time at Trustpilot, the company used to primarily applaud the sales people when revenue was made.
Sounds familiar?
Although the Trustpilot website increasingly generated millions of visits every month along with generating thousands of B2B leads, the business did not really understand how to think about value generated by the increasingly large Trustpilot platform.
Ole, being smart and (some would say) stubborn 🙊 (don’t tell him), set out to prove with data how much revenue could be attributed to the product vs. the actions of the sales people.
Podcast 🎧
In this episode of the “Developer on fire” podcast Ole goes deep into his journey at Trustpilot.
Ole shares a bunch of interesting tech challenges and learnings ie.:
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How to code and organize when scaling from a small 10 man company to managing a team of more than 100 engineers and how to manage and motivate them.
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From purely celebrating sales people for revenue to getting a holistic view of what happens in a B2B buyer's journey and how to prove with data what is valuable or not.
You can find the episode here.
Are you able to attribute value/revenue to your tech product?
Would love to hear from you if you have any comments or questions after having listened to the episode.
All the best,
Steffen Hedebrandt
Dreamdata.io
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