Monetization Categories

Integrating an Add-on Acquisition
Pricing
Integrating an Add-on Acquisition
Payments
Integrating an Add-on Acquisition
Partnerships

All Monetization Guides

Integrating an Add-on Acquisition

David Demres is Vice President of Marketing and Strategic Development at AutoQuotes, where he’s responsible for M&A. Across similar previous roles, he’s helped integrate 10+ add-on acquisitions. In this guide, he explains how to plan for a successful add-on integration from pre-close planning to full integration 90-180 days later. David covers financial, operational, technical, and communications aspects of the integration process.
David Demres
David Demres

 David is Vice President of Marketing and Strategic Development at AutoQuotes, a SaaS Quote to Cash provider, and previously served as Vice President of New Markets at Light Wave Dental as a part of Alpine Investors’ CEO-in-Training program. Across roles, he’s helped integrate 10+ add-on acquisitions. Earlier in his career, David also worked at Yale University and the Boston Consulting Group, and he earned an MBA at Stanford Graduate School of Business.

Increasing Prices (Or Repackaging to Charge More)

Mark Stiving is Chief Pricing Educator at Impact Pricing, an advisory firm specializing in value-based pricing for B2B technology companies. In this guide, he describes how to manage a price increase (which probably shouldn’t be an across-the-board increase) including deciding how much more to charge, which customers should see a price increase, and how to manage the roll-out.
Mark Stiving
Mark Stiving

Mark is Chief Pricing Educator at Impact Pricing, an advisory firm specializing value-based pricing for B2B technology companies. He holds a Ph.D in Marketing and is the author of two pricing books (“Impact Pricing” and “Win, Keep, Grow”). Mark was previously a Pricing and Product Management Instructor with the Pragmatic Institute and has coached hundreds of businesses, from solo entrepreneurs to multi-billion dollar corporations, on pricing and monetization.

Enabling Service / Consulting Partnerships

Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business. In this guide, he lays out the key components of partner enablement, and outlines how to create power-users and advocates at partner agencies and consultancies.
Zak Pines
Zak Pines

Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business and growing. For the past two decades he’s led high growth teams thriving in the top MarTech & CRM ecosystems – including Salesforce, Marketo, HubSpot and many others. Zak takes a cross-functional approach to growth, and is a firm believer that partnerships should be seen as a community, not a channel.

Optimizing a Payments Processing Partnership

Greg Myers is a payments ecosystem expert and the host host of the Monetize your Payments podcast. In this guide, he outlines the different types of payment processor relationship options available to software companies, along with the risks, benefits, and considerations that come with each.
Greg Myers
Greg Myers

Greg is the creator and host of the Monetize your Payments podcast and the Leaders in Payments Podcast. He is also the Founder of Actio Insights, a payments marketing strategy firm. Greg was previously CEO of PaymentFacilitator.com, a media platform dedicated to the payment facilitator ecosystem, and held marketing leadership roles at First Data and JP Morgan Chase.

Managing B2B Product Launches and Releases

Mary Sheehan leads product marketing for Adobe’s Advertising Cloud and previously led the function at SocialChorus, NextRoll, and learned the trade at Google. She is also the host of the Women in Product Marketing podcast, a Top 100 product marketing influencer, and a Top 50 product marketing mentor. In this guide, she describes how to prepare for, coordinate, and measure product launches of all types, from routine releases to major new offerings.
Mary Sheehan
Mary Sheehan

Mary currently leads product marketing for Adobe’s Advertising Cloud, where she’s responsible for launching new products, positioning for growth, and creating go-to-market strategies. She previously led product marketing at SocialChorus, an enterprise SaaS platform for internal corporate communications, during its growth journey. Mary has also held product marketing roles at AdRoll, a performance marketing company, and Google.

Planning a SaaS Partnership Strategy

Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Sunir Shah
Sunir Shah

Sunir is the founder and CEO of AppBind, a software company making it possible for partner resellers to buy SaaS and bill it to their clients. He’s also the President of the Cloud Software Association, an industry association for SaaS partnership professionals. Sunir was previously Head of Platform at FreshBooks, where he managed all business around the API and grew the FreshBooks ecosystem to over 70 integration partners.

Designing a Category

John Rougeux is VP of Marketing Strategy at BombBomb and hosts the #CategoryCreation series on the B2B Growth Show podcast. In this guide, he explains how to use category design to capitalize on unclaimed market territory and to help prospects evaluate your product using advantageous criteria.
John Rougeux
John Rougeux

John is currently VP of Marketing Strategy at BombBomb, a video email marketing platform, where he leads category design and messaging, positioning and content strategy. He also co-hosts the #CategoryCreation series on the B2B Growth Show podcast, through which he’s drawn insights from category designers at Hubspot, Salesforce, and Drift. John was previously a VP Marketing at Skyfii, a publicly-traded SaaS company that helps physical venues measure, predict, and influence visitor behavior.

Hiring a Product Marketer

Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Ryan Goldman
Ryan Goldman

Ryan is the Vice President of Product Marketing at SoundCloud, and has previously held product marketing leadership roles at SoundCloud, Pendo, Sentry, Signal FX, and Cloudera.  He has particularly deep experience with developer products, and serves as a Marketing Advisor for the Heavybit Industries Accelerator

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