{"id":18984,"date":"2018-12-19T17:00:23","date_gmt":"2018-12-19T17:00:23","guid":{"rendered":"https:\/\/www.intercom.com\/blog\/?p=18984"},"modified":"2021-12-06T18:49:49","modified_gmt":"2021-12-06T18:49:49","slug":"2018-on-inside-intercom","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/2018-on-inside-intercom\/","title":{"rendered":"2018 on Inside Intercom"},"content":{"rendered":"<p>It has been a year of extraordinary growth at Intercom.<\/p>\n<p>Intercom, the product, continued to develop at a fast pace with hundreds of new features big and small \u2013 from an <a href=\"https:\/\/www.intercom.com\/blog\/new-business-messenger\/\" target=\"_blank\" rel=\"noopener noreferrer\">entirely reimagined Messenger<\/a> to a thriving <a href=\"https:\/\/www.intercom.com\/blog\/meet-the-intercom-app-store\/\" target=\"_blank\" rel=\"noopener noreferrer\">Intercom App Store<\/a> to next generation chatbots, <a href=\"https:\/\/www.intercom.com\/blog\/videos\/build-your-own-chatbots-with-custom-bots\/\" target=\"_blank\" rel=\"noopener noreferrer\">Custom Bots<\/a> and <a href=\"https:\/\/www.intercom.com\/blog\/introducing-answer-bot\/\" target=\"_blank\" rel=\"noopener noreferrer\">Answer Bot<\/a>. Meanwhile, Intercom, the company, welcomed hundreds of new hires across the organization and <a href=\"https:\/\/www.intercom.com\/blog\/remote-team-new-sydney-office\/\" target=\"_blank\" rel=\"noopener noreferrer\">opened a new office<\/a> in Sydney.<\/p>\n<p>Here at Inside Intercom, we did a lot of growing too \u2013 adding <a href=\"https:\/\/www.intercom.com\/blog\/author\/tweets_amanda\/\" target=\"_blank\" rel=\"noopener noreferrer\">new<\/a> <a href=\"https:\/\/www.intercom.com\/blog\/author\/courtney\/\" target=\"_blank\" rel=\"noopener noreferrer\">editors<\/a> in Dublin and San Francisco, saying farewell to <a href=\"https:\/\/www.intercom.com\/blog\/author\/adamrisman\/\" target=\"_blank\" rel=\"noopener noreferrer\">others<\/a>, and entirely <a href=\"https:\/\/www.intercom.com\/blog\/we-killed-the-blog-we-hope-you-like-it\/\" target=\"_blank\" rel=\"noopener noreferrer\">redesigning<\/a> this publication right here, creating a brand new platform for our range of content. We invested in more <a href=\"https:\/\/twitter.com\/intercom\" target=\"_blank\" rel=\"noopener noreferrer\">social<\/a> and <a href=\"https:\/\/www.youtube.com\/channel\/UCJG0MvLP03kyzzAkD-w98aQ\" target=\"_blank\" rel=\"noopener noreferrer\">video<\/a> content as well to connect with more of you.<\/p>\n<blockquote class=\"pullquote-style-one\"><p>&#8220;The journey from startup to scale-up is a fascinating story, and we thoroughly enjoy sharing our perspective, our insights and our experiences&#8221;<\/p><\/blockquote>\n<p>The journey from startup to scale-up is a fascinating story, and we thoroughly enjoy sharing our perspective, our insights and our experiences as we continue on that journey.<\/p>\n<p>We hope you have enjoyed the material we have published this year and have found it enriching and informative. What can we do different and better in the year ahead? If you have a few minutes, we\u2019d really appreciate it if you could give us some feedback by opening the <a href=\"https:\/\/www.intercom.com\/blog\/messenger\" target=\"_blank\" rel=\"noopener noreferrer\">Intercom Messenger<\/a> in the bottom right hand corner.<\/p>\n<p>Here is our collection of the Inside Intercom highlights from 2018.<\/p>\n<h2 id=\"the-best-of-the-blog\">The best of the blog<\/h2>\n<blockquote class=\"pullquote-style-one\"><p><em>Significant digits: 240 blog posts, 18 videos<\/em><\/p><\/blockquote>\n<h3 id=\"growth\">On Growth<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/videos\/intercom-next-chapter\/\" target=\"_blank\" rel=\"noopener noreferrer\">The Next Chapter of Intercom<\/a><\/h4>\n<div class=\"oembed-wrapper oembed--youtube\"><iframe loading=\"lazy\" title=\"Intercom: The Next Chapter keynote\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/EziCPBBHITc?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/eoghan\/\" target=\"_blank\" rel=\"noopener noreferrer\">Eoghan McCabe, CEO<\/a>, and <a href=\"https:\/\/www.intercom.com\/blog\/author\/matthodges\/\" target=\"_blank\" rel=\"noopener noreferrer\">Matt Hodges, VP of Commercial Product Strategy<\/a><\/em><br \/>\n\u201cConsumer expectations of real-time interactions online are exposing some real human limitations. Bots have the potential to deliver radical efficiencies and help businesses meet consumer expectations. In the face of this technology, businesses have three options \u2013 ignore it, see adoption as a box-ticking exercise or embrace it and think long-term. In Intercom\u2019s next chapter, we intend to deeply embrace automation and bots to help businesses dramatically enhance their customer experience and achieve faster growth.\u201d<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/videos\/lessons-learned-from-scaling-a-team\/\" target=\"_blank\" rel=\"noopener noreferrer\">Lessons learned from scaling a team<\/a><\/h4>\n<div class=\"oembed-wrapper oembed--youtube\"><iframe loading=\"lazy\" title=\"Des Traynor on lessons learned from scaling a team \u2013 Intercom World Tour 2017\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/lFo8DdYaxFQ?feature=oembed&#038;enablejsapi=1\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/des\/\" target=\"_blank\" rel=\"noopener noreferrer\">Des Traynor, Co-founder and Chief Strategy Officer<\/a><\/em><\/p>\n<p>\u201cScaling a company inherently means getting further away from our initial skill set, the actual abilities that got us up and running in the first place . . . The challenge for us all is that as our ideas flourish and our ambitions scale, we get further from the thing we\u2019re actually good at. The thing that made us excited enough to start this thing in the first place. And the distance is necessary.\u201d<!--\n\n\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/why-business-operations\/\" target=\"_blank\" rel=\"noopener noreferrer\">Bizops: when you\u2019ll need it and why, eventually, you won\u2019t<\/a><\/h4>\n\n\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/05\/Compressed_Bizops.png\" \/>\n\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/yaoc\/\" target=\"_blank\" rel=\"noopener noreferrer\">Yao Choong, Director, Business Operations<\/a><\/em>\n\n\u201cBizops teams need to be judged on what they do to build organizational capacity. They must uplevel everything they touch such that things work better and\/or faster even after they are no longer involved. Remember: Bizops exists because of problems that arise when humans organize themselves to get things done, and the ultimate purpose of Bizops is to solve these fundamental problems.\nWhich leads us to a potentially controversial conclusion: your Business Operations team needs to disappear when your company reaches a certain size. If it doesn\u2019t, it is failing to do its job.\u201d--><br \/>\n<!--\n\n\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/seriesd-announcement\/\" target=\"_blank\" rel=\"noopener noreferrer\">Putting $125M to work for you, our customers<\/a><\/h4>\n\n\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/03\/Intercom-125m-Series-D-announcement1.jpg\" \/>\n\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/eoghan\/\" target=\"_blank\" rel=\"noopener noreferrer\">Eoghan McCabe, CEO<\/a><\/em>\n\n\u201cWe just raised $125M in a round led by Mary Meeker at Kleiner Perkins ... Historically, we\u2019ve spent proportionately way more on research and development than other software companies we track, and that won\u2019t stop any time soon. This funding will go straight into building great new software at a pace you\u2019ve yet to see from us...Intercom customers, you are appreciated. Through our imperfections, you\u2019ve kept the faith, and you\u2019ve made us what we are today. We are wholly committed to giving you what you want and need, and making you ever more successful. We have more passion, energy, and resources than we\u2019ve ever had, and can\u2019t wait to get all these new things into your hands.\u201d--><\/p>\n<h3 id=\"design\">On Design<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/the-end-of-navel-gazing\/\" target=\"_blank\" rel=\"noopener noreferrer\">The end of navel gazing<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/09\/Target-Compressed.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/pauladams\/\" target=\"_blank\" rel=\"noopener noreferrer\">Paul Adams, VP of Product<\/a><\/em><\/p>\n<p>&#8220;It\u2019s high time we UX people stop moaning. Stop navel gazing, and grow up. I really believe this. This is a seminal moment in the history of this discipline. There are different ways this thing can go, and I think we need to stop doing this. Stop having this existential crisis about what we do and who cares, and who values what, and who talks to who, and instead go out and talk to other people. All these other people. Analytics, biz ops, marketing, sales, support, recruiting, finance, HR. Talk to these people. If you do that, I think that will be the next great leap for our industry.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/videos\/design-in-interesting-times\/\" target=\"_blank\" rel=\"noopener noreferrer\">Design in interesting times<\/a><\/h4>\n<div class=\"oembed-wrapper oembed--youtube\"><iframe loading=\"lazy\" title=\"Emmet Connolly on designing in interesting times \u2013 Intercom World Tour 2017\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/pzC0o3uj-fM?feature=oembed&#038;enablejsapi=1\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/thoughtwax\/\" target=\"_blank\" rel=\"noopener noreferrer\">Emmet Connolly, Director of Product Design<\/a><\/em><\/p>\n<p>&#8220;We live in interesting times. Everything is changing rapidly around us, at a faster pace than ever before. This growth has many unintended effects, and when things speed up, they also get more complex and break down. So, how do we break out of this pattern? When it comes to managing complex systems, the famous economist F.A. Hayek suggested we should think of ourselves less as craftspeople trying to achieve a specific outcome, and more like gardeners cultivating an environment for healthy, sustainable growth.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/navigating-the-complexity-of-change-aversion\/\" target=\"_blank\" rel=\"noopener noreferrer\">Navigating the complexity of change aversion<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/03\/change-aversion.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/cindyjchang\/\" target=\"_blank\" rel=\"noopener noreferrer\">Cindy Chang, Senior Product Designer<\/a> and\u00a0<a href=\"https:\/\/www.intercom.com\/blog\/author\/ulaize-hernandez-toyas\/\" target=\"_blank\" rel=\"noopener noreferrer\">Ulaize Hernandez Troyas, Product Manager<\/a><\/em><\/p>\n<p>&#8220;History is littered with cautionary tales of introducing change. When Twitter changed its &#8216;faves&#8217; icon from stars to hearts, users threatened a mass exodus. Similarly, the same pitchforks are raised every time Facebook tweaks its design, with users threatening to delete their accounts unless the site reverts to its original design. (It never does, and people quickly forget.) On the surface of it, the evidence looks clear: users hate change \u2013 even when it improves their experience with the product. How does anyone ever introduce anything new then?&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/story-of-a-portrait-how-we-create-our-intercomics\/\" target=\"_blank\" rel=\"noopener noreferrer\">Story of a portrait: How we create our Intercomics<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/10\/Intercomic-Colage-v2-1800x840.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/sebastianjaster\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sebastian Jaster,\u00a0Production Designer<\/a><\/em><\/p>\n<p>&#8220;Intercomics are a very special part of our culture, acting as a highly visible way that we recognize and celebrate each other. As their work anniversary (or Interversary as we call it) approaches, people feel a real sense of excitement and suspense \u2013 each comic is a closely guarded secret until the day of the anniversary, when their manager posts the portrait alongside a note talking through their achievements for the year on our internal message board.&#8221;<\/p>\n<h3 id=\"productmanagement\">On Product Management<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/videos\/product-first-traps\/\" target=\"_blank\" rel=\"noopener noreferrer\">Builder beware: marketing tension in product-first companies<\/a><\/h4>\n<div class=\"oembed-wrapper oembed--youtube\"><iframe loading=\"lazy\" title=\"Brian Donohue on marketing tension in product-first companies \u2013 Intercom World Tour 2017\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/txO0vmI2trU?feature=oembed&#038;enablejsapi=1\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/brian_donohue\/\" target=\"_blank\" rel=\"noopener noreferrer\">Brian Donohue, Director, Product Management<\/a><\/em><\/p>\n<p>&#8220;We at Intercom are still big believers in the product-first philosophy, so this post isn\u2019t written to tell you that product-first is a mistake. It is, however, a philosophy that comes with hidden traps. Here\u2019s how our product team at Intercom has pulled ourselves out of them \u2013 hopefully with only a few minor flesh wounds to show for it.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/how-video-games-prepared-me-for-life-as-a-product-manager\/\" target=\"_blank\" rel=\"noopener noreferrer\">Strategy over speed: How video games prepared me for life as a product manager<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/07\/Product-Management-like-Video-Games.png\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/ulaize-hernandez-toyas\/\" target=\"_blank\" rel=\"noopener noreferrer\">Ulaize Hernandez Troyas, Product Manager<\/a><\/em><\/p>\n<p>\u201cThe entire genre of product management books, articles and podcasts is basically focused on telling people how to manage competing priorities. I just got a head start with all those games! Some people never learn how to handle priorities and weigh up trade-offs, but if you play simulation games as much as I did, you can\u2019t help but learn the importance of carefully allocating your resources.\u201d<\/p>\n<h3 id=\"marketing\">On Marketing<\/h3>\n<p><!--\n\n\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/we-killed-the-blog-we-hope-you-like-it\/\" target=\"_blank\" rel=\"noopener noreferrer\">We killed the blog. We hope you like it<\/a><\/h4>\n\n\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/10\/BlogLaunch2018Hero-1200x560.png\" \/>\n\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/john\/\" target=\"_blank\" rel=\"noopener noreferrer\">John Collins, Director of Content<\/a>, and <a href=\"https:\/\/www.intercom.com\/blog\/author\/dlbee_\/\" target=\"_blank\" rel=\"noopener noreferrer\">Dani Balenson, Brand Designer<\/a><\/em>\n\n\"The most successful blogs are usually very personal and tied to a particular worldview or area of expertise. That metaphor started to break as Inside Intercom covered more and more topics in a variety of mediums such as text, illustration, audio and video. We felt a publication was a much more useful metaphor. Think a good old fashioned newspaper \u2013 with familiar sections that readers immediately head for, but which allows them to easily discover the best writing and most useful information in other areas too.\" --><\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/saas-marketing-101-marketing-for-growth-and-survival\/\" target=\"_blank\" rel=\"noopener noreferrer\">SaaS marketing 101: marketing for growth and survival<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/02\/DemandGenBears.png\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/bkotlyar\/\" target=\"_blank\" rel=\"noopener noreferrer\">Brian Kotlyar,\u00a0Director of Demand Generation<\/a><\/em><\/p>\n<p>&#8220;There\u2019s one thing all wilderness survivors have in common: they didn\u2019t get eaten by a bear. There\u2019s a strong parallel between surviving in the wild and starting a business. You\u2019ll either find customers and get them to pay you, or your business will fail and your idea will die.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/c-a-r-e-simple-framework-user-onboarding\/\" target=\"_blank\" rel=\"noopener noreferrer\">C.A.R.E. \u2013 a simple customer onboarding framework<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/02\/CAREOnboardingFramework.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/ruairi\/\" target=\"_blank\" rel=\"noopener noreferrer\">Ruair\u00ed Galavan,\u00a0Senior Manager, Product Education<\/a><\/em><\/p>\n<p>&#8220;Onboarding is not a project or a feature \u2013 it needs to be an ongoing concern, a mission, a mindset, a strategy that needs to adapt over time as your product and business evolve. It must be a continual process for your business and your customers. As your business grows and gets different types of customers, your onboarding will need to adapt. You\u2019ll never be &#8216;finished&#8217; working on onboarding.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/email-deliverability\/\" target=\"_blank\" rel=\"noopener noreferrer\">Send better email: A deliverability analyst\u2019s no-nonsense guide to avoiding the spam folder<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/12\/Email_Read_Rate_compared_to_Likelihood_of_reading_next_email-1400x567.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/matthodges\/\" target=\"_blank\" rel=\"noopener noreferrer\">Penny Merelle-Gray, Technical Program Manager<\/a><\/em><\/p>\n<p>\u201cEmail is an important channel for acquiring, supporting and retaining users. However, if not done properly, you can damage your sending reputation, meaning users won\u2019t get your emails at all \ud83d\ude1e . . . Here are the signs your email deliverability is in the red zone and how to fix them.&#8221;<\/p>\n<h3 id=\"support\">On Support<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/preach-framework-for-customer-support-tone\/\" target=\"_blank\" rel=\"noopener noreferrer\">PREACH \u2013 a framework for perfecting your customer support tone<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/10\/PREACH-framework-for-CS_Hero-1.jpg\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/jackgjenkins\/\" target=\"_blank\" rel=\"noopener noreferrer\">Jack Jenkins,\u00a0Senior Customer Support Engineer<\/a>, and <a href=\"https:\/\/www.intercom.com\/blog\/author\/amandarothbard\/\" target=\"_blank\" rel=\"noopener noreferrer\">Amanda Rothbard, Customer Support Representative<\/a><\/em><\/p>\n<p>&#8220;Often in life, it\u2019s not what you say but how you say it that makes all the difference. This is even more true in a customer support conversation, so getting your company\u2019s tone just right is incredibly important . . . At Intercom, when speaking to customers we aim to be Proud, Responsible, Empathetic, Articulate, Concise and Human.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/how-to-support-angry-customers\/\" target=\"_blank\" rel=\"noopener noreferrer\">Keeping cool when things heat up: how to support angry customers<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/07\/How-to-handle-angry-customers.png\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/wyl-villacres\/\" target=\"_blank\" rel=\"noopener noreferrer\">Wyl Villacres, Customer Support Representative<\/a><\/em><\/p>\n<p>&#8220;Before starting in customer support at Intercom, I worked as a bartender in Chicago\u2019s Wrigleyville neighborhood. The area was exciting, busy and filled with people who had started drinking early and kept going all night. While working there, I saw firsthand how poorly handling an angry, upset or otherwise emotional customer can turn a small issue into an explosive one that can have a lasting impact on your business.&#8221;<\/p>\n<h3 id=\"sales\">On Sales<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/moving-sales-and-product-upmarket\/\" target=\"_blank\" rel=\"noopener noreferrer\">What we learned moving sales and product upmarket together<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/06\/move-sales-product-upmarket.png\" \/><br \/>\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/lb-harvey\/\" target=\"_blank\" rel=\"noopener noreferrer\">LB Harvey, VP of Sales<\/a><\/em><\/p>\n<p>&#8220;As Intercom\u2019s customer base moved upmarket, it became increasingly obvious to us in sales that what worked well in our product for early-stage startups didn\u2019t for larger companies . . . In many ways, moving upmarket \u2013 even ever so slightly \u2013 forced us to go back to our building blocks. We had to look at the problems our new customers needed to solve with fresh eyes and build a healthy partnership with Product to turn these roadblocks in the sales cycle into solutions that customers would love.&#8221;<\/p>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/the-big-whale-and-the-long-tail\/\" target=\"_blank\" rel=\"noopener noreferrer\">The big whale and the long tail<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/01\/First_Response_in_Sales.jpg\" \/><br \/>\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/patrickoneill\/\" target=\"_blank\" rel=\"noopener noreferrer\">Paddy O&#8217;Neill,\u00a0Account Executive<\/a><\/em><\/p>\n<p>&#8220;In &#8216;Moby Dick&#8217;, Ishmael is taken by Captain Ahab\u2019s quest to seek revenge on the whale that took so much from him. Most sales reps, myself included, possess a degree of Ahab\u2019s thinking. We obsess over closing the deal no one says we can, the white whales, and too often neglect the long tail of school fish that are abundant and easier to catch.&#8221;<\/p>\n<h3 id=\"engineering\">On Engineering<\/h3>\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/run-less-software\/\" target=\"_blank\" rel=\"noopener noreferrer\">Run Less Software<\/a><\/h4>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/02\/Hero.png\" \/><\/p>\n<p><em><a href=\"https:\/\/www.intercom.com\/blog\/author\/rich_archbold\/\" target=\"_blank\" rel=\"noopener noreferrer\">Rich Archbold,\u00a0Senior Director of Engineering<\/a><\/em><\/p>\n<p>&#8220;We are all in a battle, multiple battles in fact, with a lot at stake: whether it\u2019s the fate of the company we work for or for the product that we build. In this battle, I\u2019ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. As well as being a critical philosophy behind how we build software, it also represents how I feel about the software industry and technology in general.&#8221;<br \/>\n<!--\n\n\n<h4><a href=\"https:\/\/www.intercom.com\/blog\/rapid-response-how-we-developed-an-on-call-team-at-intercom\/\" target=\"_blank\" rel=\"noopener noreferrer\">How we fixed our on call process to avoid engineer burnout<\/a><\/h4>\n\n\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/04\/OnCall_at_Intercom.jpg\" \/>\n\n<em><a href=\"https:\/\/www.intercom.com\/blog\/author\/brian_scanlan\/\" target=\"_blank\" rel=\"noopener noreferrer\">Brian Scanlan, Engineering Manager<\/a><\/em>\n\nBeing on call out of office hours is inherently disruptive to your life. You need to be ready to respond quickly and competently to an alert about something being broken. Even without being paged, being on call creates anxiety \u2013 I know from personal experience that it is very disruptive to sleep, even if nothing actually breaks. Being on call regularly can lead to burnout, apathy or a general desire to never see a computer again.--><\/p>\n<h2 id=\"our-books\">Our books<\/h2>\n<blockquote class=\"pullquote-style-one\"><p><em>Significant digits: 3 new books, 4 long-form guides<\/em><\/p><\/blockquote>\n<p>This year, we published <a href=\"https:\/\/www.intercom.com\/blog\/books\/marketing\" target=\"_blank\" rel=\"noopener noreferrer\"><em>Intercom on Marketing<\/em><\/a>, a collection of startup marketing lessons we&#8217;ve learned (and are still learning). Our love of the printed book persisted, with the release of the soft cover edition in May, plus an audiobook as well.<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/intercom.com\/blog\/wp-content\/uploads\/2018\/05\/IOM-hero.png\" alt=\"Intercom on Marketing\" \/><br \/>\nIf the blog was our home for internal learnings, our other books this year focused on lessons from the best business leaders outside of Intercom.<\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/books\/growth-handbook\" target=\"_blank\" rel=\"noopener noreferrer\"><em>The Growth Handbook<\/em><\/a> shared industry-tested advice on scaling businesses from experts such as Andrew Chen and Chamath Palihapitiya.<\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/books\/growth-handbook\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/06\/Blog-hero_Growth-Handbook.png\" alt=\"The Growth Handbook\" \/><\/a><\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/books\/sales-handbook\" target=\"_blank\" rel=\"noopener noreferrer\"><em>The Sales Handbook<\/em><\/a> featured lessons on growing your bottom line from sales leaders like Jill Konrath and Steli Efti<\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/books\/sales-handbook\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/10\/sales-handbook-pt-3-hero.png\" alt=\"The Sales Handbook\" \/><\/a><\/p>\n<p>We also put out more guides to help you turn insights into action: <a href=\"https:\/\/www.intercom.com\/blog\/starter-kits\/customer-retention\" target=\"_blank\" rel=\"noopener noreferrer\">customer retention<\/a>, <a href=\"https:\/\/www.intercom.com\/blog\/starter-kits\/lead-qualification\" target=\"_blank\" rel=\"noopener noreferrer\">lead qualification<\/a>, <a href=\"https:\/\/www.intercom.com\/blog\/starter-kits\/real-time-sales\" target=\"_blank\" rel=\"noopener noreferrer\">real-time sales<\/a>, and <a href=\"https:\/\/www.intercom.com\/blog\/starter-kits\/live-chat-for-sales\" target=\"_blank\" rel=\"noopener noreferrer\">live chat for sales<\/a>.<\/p>\n<h2 id=\"our-podcast\">Our podcast<\/h2>\n<blockquote class=\"pullquote-style-one\"><p><em>Significant digits: 49 podcast episodes<\/em><\/p><\/blockquote>\n<p>In August, our 2-year-old podcast reached one million downloads! Thank you to everyone who&#8217;ve listened to the show \u2013 your enthusiasm kept our show going.<\/p>\n<p>You heard our series of growth discussions with leaders like <a href=\"https:\/\/www.intercom.com\/blog\/podcasts\/andrew-chen-on-growth\/\" target=\"_blank\" rel=\"noopener noreferrer\">Andrew Chen<\/a>, <a href=\"https:\/\/www.intercom.com\/blog\/podcasts\/sean-ellis-growth\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sean Ellis<\/a> and <a href=\"https:\/\/www.intercom.com\/blog\/podcasts\/square-rohini-pandhi-on-spotting-and-solving-customer-problems\/\" target=\"_blank\" rel=\"noopener noreferrer\">Rohini Pandhi<\/a>. We also shared a glimpse of growth at Intercom, through talks from last year\u2019s Inside Intercom World Tour. A live podcast show at SaaStock brought interviews with business leaders like <a href=\"https:\/\/www.intercom.com\/blog\/podcasts\/profitwells-patrick-campbell-on-the-art-and-science-of-pricing\/\" target=\"_blank\" rel=\"noopener noreferrer\">Patrick Campbell<\/a> of ProfitWell and <a href=\"https:\/\/www.intercom.com\/blog\/podcasts\/ambient-strategys-april-dunford-on-what-marketers-get-wrong-about-positioning\/\" target=\"_blank\" rel=\"noopener noreferrer\">April Dunford<\/a> of Ambient Strategy.<\/p>\n<p>Here are some of our favorite episodes from the year:<\/p>\n<p><iframe loading=\"lazy\" src=\"https:\/\/w.soundcloud.com\/player\/?url=https%3A\/\/api.soundcloud.com\/playlists\/667015404%3Fsecret_token%3Ds-lQrPd&amp;color=%23390ece&amp;auto_play=false&amp;hide_related=false&amp;show_comments=true&amp;show_user=true&amp;show_reposts=false&amp;show_teaser=true\" width=\"100%\" height=\"450\" frameborder=\"no\" scrolling=\"no\"><\/iframe><\/p>\n<p>For more audio content, check out the audiobooks we put out: <em><a href=\"https:\/\/soundcloud.com\/intercom\/sets\/intercom-on-marketing\">Intercom on Marketing<\/a><\/em> and <em><a href=\"https:\/\/soundcloud.com\/intercom\/sets\/intercom-on-customer-engagement\">Intercom on Customer Engagement<\/a>.<\/em><\/p>\n<h2 id=\"reflecting-on-the-march-of-technology\">Reflecting on the march of technology<\/h2>\n<blockquote class=\"pullquote-style-one\"><p><em>Significant digits: 3 new microsites<\/em><\/p><\/blockquote>\n<p>To build a better future where businesses grow through better customer relationships, we repeatedly found ourselves drawn to the past to understand how things got to their current state.<\/p>\n<p>Here are a few sites we built to shed light on what we learned:<\/p>\n<p><strong><a href=\"https:\/\/www.intercom.com\/blog\/history-of-messaging\" target=\"_blank\" rel=\"noopener noreferrer\">The History of Messaging<\/a><\/strong><br \/>\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/12\/2018Review_HistoryofMessaging.gif\" \/><\/p>\n<p><strong><a href=\"https:\/\/www.intercom.com\/blog\/keeping-business-personal\" target=\"_blank\" rel=\"noopener noreferrer\">Keeping Business Personal<\/a><\/strong><\/p>\n<p><img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/12\/2018Review_Keeping-Business-Personal.png\" \/><\/p>\n<p><strong><a href=\"https:\/\/www.intercom.com\/blog\/bot-or-not\" target=\"_blank\" rel=\"noopener noreferrer\">Bot or Not?<\/a><\/strong><br \/>\n<img decoding=\"async\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2018\/12\/2018Review_BotorNot.png\" \/><\/p>\n<h2 id=\"whats-ahead\">What&#8217;s ahead<\/h2>\n<p>After raising <a href=\"https:\/\/www.intercom.com\/blog\/seriesd-announcement\/\" target=\"_blank\" rel=\"noopener noreferrer\">$125M in Series D funding<\/a> back in March, our CEO, Eoghan McCabe, wrote: &#8220;Intercom customers, you are appreciated . . . We are wholly committed to giving you what you want and need, and making you ever more successful. We have more passion, energy and resources than we\u2019ve ever had, and can\u2019t wait to get all these new things into your hands.&#8221;<\/p>\n<p>Inside Intercom readers, we have the same commitment to you. As we head into the new year, we look forward to publishing ever more useful resources that help you and your business achieve high growth in 2019. We can&#8217;t wait to get started.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>It has been a year of extraordinary growth at Intercom and here at Inside Intercom. Here is a collection of highlights and insights from 2018, from our blog posts to our books, our podcast to our microsites.<\/p>\n","protected":false},"author":261,"featured_media":19056,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[4],"tags":[85,13578,20381],"coauthors":[571,4489],"class_list":["post-18984","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-news","tag-content-marketing","tag-inside-intercom","tag-year-in-review"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>2018 on Inside Intercom - The Intercom Blog<\/title>\n<meta name=\"description\" content=\"It has been a year of extraordinary growth at Intercom and here at Inside Intercom. 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