Monetizing SaaS

Schematic

Lessons from SaaS operators that built and monetized great products and businesses.

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Mandy Singh is an experienced product leader and SaaS entrepreneur with a diverse background spanning SaaS, AI-powered analytics, & DevSecOps. He's currently a Senior Product Manager at Plotly, working on platform services like Dash Enterprise. Previously, he led the launch of next-gen security tools at Sonatype, developed crypto trading solutions at Botsfolio, and built AI-powered business intelligence tools at EXL. He also founded Psychd Analytics, a social recruitment platform backed by FBStart and IBM, growing it to over 100,000 users and partnering with companies like Reliance Jio. In this conversation, Mandy Sidana shares his journey as a product leader and entrepreneur, discussing his experiences in building products, understanding customer needs, and navigating the complexities of pricing and monetization strategies. He emphasizes the importance of being user-centric, learning from early mistakes as a founder, and the critical role of pricing in product strategy. Mandy also highlights the significance of building relationships with sales and customer success teams, as well as the need for continuous evaluation of product and pricing alignment to drive growth in a competitive market. Takeaways * The importance of being a user champion in product management. * Understanding industry dynamics is crucial for defining strategy. * Validating monetization strategies early can prevent future struggles. * Plotly's approach focuses on code-based data visualization. * Engaging customers for feedback is essential for product-market fit. * The first 90 days in a new role should focus on learning and absorbing. * Building relationships with sales and customer success is key to success. * Making tough decisions about revenue and customers is part of growth. * Pricing should be viewed as a strategic lever for the business. * Continuous evaluation of product and pricing alignment is necessary for growth. 00:00 Introduction to Mandy Sidana's Journey 03:00 Lessons from Founding a Startup 06:01 Understanding Plotly and Its Market 09:11 Customer-Centric Product Management 11:53 Navigating the First 90 Days 15:03 Building Relationships with Sales and Customer Success 17:46 Opportunities for Growth at Plotly 21:02 Making Tough Decisions on Revenue and Customers 25:08 The Role of Pricing in Product Strategy 29:59 Aligning Product Roadmap with Pricing Strategy 35:07 Engineering's Role in Pricing Initiatives 40:04 Future Trends in B2B Software