👋 Hi, it’s Kyle from OpenView. Welcome to another Growth Unhinged, my newsletter that explores the unexpected behind the fastest-growing startups.

I’m currently headed back to Boston after a quick trip to Dublin for SaaStock ☘️. Being around so many startups was extremely energizing and reminded that there’s a lot to like about targeting this early adopter audience. It’s no wonder that SaaS companies often offer generous startup discount programs, which can convert to paid plans at surprisingly high rates (just see Elena Verna’s newsletter).

But there’s a catch. These programs tend to fail more often than they succeed in my experience. They take time to bear fruit and require building an actual program, not simply offering a discount.

Olena Avramenko has seen what it takes to get these programs off the ground. After all, she drove Miro for Startups, Miro for Agencies and Consultants, and Miro for EDU as Head of Growth Programs from 2020-2022. She shares a very practical guide with real-life artifacts from her hard-earned experience.

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