Palo Alto, CA
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From Open Source to Cloud: Harnessing Product Data for Growth

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What We Covered

Harnessing the power of product data is vital for companies aiming to stay competitive. The challenge lies in not only collecting and managing this data but also making it accessible and actionable for go-to-market teams. By effectively leveraging product insights, organizations can gain valuable information that fuels their go-to-market strategies and drives success. In this session, Rayees Pasha shared the strategic utilization of product data and its implications for effective go-to-market approaches.

Balancing Open Source and Commercial Success

Understanding the distinction between the open source project and the commercial SaaS offering is crucial. The open source project focuses on community engagement and development driven by the needs of users. The roadmap is shaped by community feedback, and updates are released on a monthly basis. On the other hand, the SaaS service caters to early adopters and provides faster turnaround times with bi-weekly releases. Recognizing these different development models and maintaining a clear roadmap for each streamlines operations and ensures the needs of both user groups are met.

The team is in the middle of striking a balance between community engagement and commercial growth. Rising Wave Labs views the open source community as a potential customer base but avoids overly sales-oriented approaches. Instead, they prioritize engagement and provide hooks for users to transition from open source to the commercial offering. This can be achieved through addressing specific pain points, offering product extensions, providing production-level support, or enabling integration with existing data infrastructures. By nurturing the open source community and identifying opportunities for collaboration, Rising Wave Labs successfully converts open source users into commercial customers.

Utilizing Product Data for Continuous Improvement

Rising Wave Labs utilizes data collected from the open source project to gain a better understanding of user behavior and preferences. By identifying the most requested features and connectors, they prioritize their development roadmap accordingly. This data-driven approach allows them to align their product with the evolving needs of the community and enhance user satisfaction.

Furthermore, Rising Wave Labs utilizes data from their SaaS service to monitor and improve the performance of their hosted infrastructure. They track metrics such as compute resource utilization, memory usage, and storage utilization. This data enables them to ensure that their service is scaled appropriately and meets the requirements of developers and operational staff. By analyzing job failure rates, completion rates, and logs, they identify areas for improvement and refine their system to provide a more seamless and reliable experience.

It’s important to note there is an incremental nature of data utilization. As the service matures, they plan to evolve their data analytics capabilities in stages. This progression includes expanding their product analytics to offer deeper insights into query profiling, workload profiling, and automated debugging. Additionally, they aim to perform cohort analysis to benchmark and compare customer performance. This stepwise approach ensures that their data analysis aligns with the growth of their service and enables continuous improvement over time. In time, this wealth of data will serve their commercial teams.

Leveraging Product Data for Effective Go-to-Market Strategies

Almost every B2B software company understands the significance of harnessing data. However, the challenge lies in making this data accessible and consumable for go-to-market teams. The process involves integrating data from various sources, such as customer interactions, pricing models, and self-onboarding or product-led growth (PLG) approaches. By effectively leveraging product insights, companies can gain valuable information to enhance their go-to-market strategies.

One of the key principles in utilizing product data for go-to-market purposes is ensuring its availability to the relevant teams. In the presented webinar transcript, Rayees Pasha discusses how his company manages product usage data. Currently, they have an internal app that collects and stores information in a separate database. Go-to-market teams can access dashboards displaying new signups, cluster sizes, usage duration, and other vital metrics. This empowers them to analyze trends and identify potential touchpoints with customers, such as sending targeted emails to understand and address any issues or obstacles they may encounter. Although the data is not yet integrated with popular MarTech tools like HubSpot, the company recognizes the importance of such integration in the future.

Challenges related to data collection, management, and generating actionable insights continually emerge. Every team faces them. Incomplete or missing data can hinder the effectiveness of analytics efforts, and you have to address this early and often. By aligning product analytics with the specific needs of the sales team, they can develop meaningful metrics and provide the necessary information for go-to-market strategies.

Bringing It All Together

As companies strive to achieve a balance between community engagement and commercial growth, the role of product data becomes increasingly crucial. By prioritizing community needs and nurturing user interactions, organizations like Rising Wave Labs successfully transition open source users (free users) into commercial customers. Of course, leveraging product data also allows them to continuously improve their offerings, aligning their products with evolving user preferences. With comprehensive insights gained from product analytics, go-to-market teams can make informed decisions, identify opportunities, and tailor their strategies to meet the ever-changing demands of the market.

Speakers

Rayees Pasha
Head of Product at RisingWave Labs
 
Aseem Chandra
Co-founder & CEO @ Immersa