www.techsylvania.com

1. Prashanth Chandrasekar
CEO
stackoverflow.com
Powering Success by
Fostering Community

2. Confidential & Proprietary
Stack Overflow
by the numbers
Monthly Visitors to
Stackoverflow.com
100M+
Monthly Visitors to 62
tech sites (e.g., Super
User, Server Fault)
50M+
Sign-ups
per month
~200K
Every time a new
question is asked
14s
Questions and answers
to-date
52M+
Website in the world
alexa.com
Top 50
Stack Overflow
is an Internet
Treasure.
Fred Wilson
Union Square Ventures

3. stackoverflow.com/teams
Private
stackoverflow.com
Public
FOR TEAMS REACH &
RELEVANCE
Engagement
stackoverflow.com/advertising
stackoverflow.com/collectives

4. We love
communities

5. We’re not
alone.
Source: “State of Startups” stateofstartups2019.firstround.com
80%
of founders reported
it important to
their business
28%
of founders reported
it critical to
their success

6. 27M+
Monthly Active Users
275K+
Neighborhoods
Social
4.4M+
Members
500K+
Bikes & Treads Sold
Fitness
100M+
Monthly Visitors
50M+
Questions & Answers
Technology

7. Four Key
Pillars

8. Product-Market Fit & Expansion
1
Go-to-Market Approach & Expansion
2
Competitive Differentiation
3
Stage-Specific Team
4

9. Product-market
Fit & Expansion
1

10. Delivering repeatable value early in
the customer journey (i.e., beware of
snowflakes)
Customer problem journey
(pre and post current stage)
Product-Market Fit & Expansion:
Key Points
Fit Expansion
Measuring leading indicators and not
lagging indicators like churn
Use cases for adjacent organizations

11. Go-to-market
Approach & Expansion
2

12. Product-led, sales-led or marketing-
led growth
Verticals
Go-to-Market Approach & Expansion:
Key Points
Direct vs. Indirect
(Tech Alliances, Channel and SIs)
Approach Expansion
Freemium / Free Trials
Positive unit economics
(LTV/CAC, Payback
period)
Segments
Geographic regions

13. Competitive
differentiation
3

14. COMMUNITY
BRAND
PRODUCT
Features
Quality
Reliability
Price
Distribution
Etc.
Values
Heritage/story
Packaging
Convenience
Customer support
Quality
Segment focus
Positioning
Etc.
Shared identity
Incentives & rewards for users
Building with the community
Breaking down silos
Virtuous cycles

15. Community is a
competitive moat.

16. Community is a
competitive moat.
Public community
Paid products
REACH & RELEVANCE
FOR TEAMS

17. Stage-specific
team
4

18. Small, tight knit group focused on
product, architecture and engineering
Evangelist Sales leader
Stage-Specific Team:
Early
Direct customer feedback with early
customers
Product Go-to-market
Scrappy Sales & Customer Success
team

19. Full Product team including product
management, user research, product
design, etc.
“Builder” VP of Sales
Stage-Specific Team:
Mid
Product Go-to-market
Sales cadence, pipeline, qualification
methodology (e.g., BANT, MEDDPICC)
Specialized Sales org.
Inbound and outbound Sales Development
Separate Customer Success org.

20. Mid-stage items + true voice of
customer, CABs, roadmap review
process, etc.
Forecast machine and predictability
VP of Sales
Stage-Specific Team:
Late
Deliberate focus on market
differentiation vs. market relevance
as it relates to investment
Product Go-to-market
Mid-stage items + Sales enablement
and Ops (sales strategy, territory
planning, deal desk, etc.)

21. Product-Market Fit & Expansion
1
Go-to-Market Approach & Expansion
2
Competitive Differentiation
3
Stage-Specific Team
4

22. Prashanth Chandrasekar
CEO
@pchandrasekar
stackoverflow.com