SaaStr 690: From $5M to $100M: How to Scale a Multi-Product Startup with Lattice CEO Jack Altman

This podcast episode delves into the advantages of multi-product companies, examining their impact on growth, conversion rates, customer retention, and product development. It also explores go-to-market strategies, cross-selling opportunities, and challenges in managing multi-product companies. The speaker emphasizes the importance of having a customer-centric approach, considering factors such as ARR goals, sales team structure, and buyer dynamics, and addresses the complexities of introducing new products and managing diverse product portfolios. Takeaways • Multi-product companies can leverage economies of scale and deepen customer relationships, resulting in increased growth and retention. • Multi-product companies can optimize go-to-market strategies by sharing UX patterns, leveraging data integrations, and simplifying product development. • Cross-selling can be an effective strategy for multi-product companies, but careful consideration of different maturity curves and the complexity of the products is necessary. • Managing multi-product companies requires clear ownership structures, efficient post-sales support, and careful planning for integration when acquiring new products or building in-house. • Multi-product SaaS offers unique advantages in differentiation and efficiency, but it also presents challenges in terms of planning, resource allocation, and execution.