SaaStr

SEPTEMBER 3, 2021

Expanding your SaaS business to reach new segments requires careful planning, specific strategy and a thorough understanding of the customer. The Jobs to Be Done (JTBD) framework is a methodology used to identify and empathize with a customer’s struggle and their desired progress. Enter your email below for the latest SaaStr updates.

Scale 243

Scale Sales Hiring Merchant Services Sales 243

Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. What words do they use?

Startup 178

Startup Sales SaaS Systems Review 178

User Pilot

JUNE 20, 2023

An exceptional user onboarding experience can make all the difference for your SaaS company's growth. It had brilliant lessons from the product-led growth (PLG) methodology and the author's personal experiences. She has helped several successful SaaS companies improve their onboarding processes. But where do you begin?

Onboarding 87

Onboarding VP of Engineering SaaS Consulting 87

OPEXEngine

FEBRUARY 18, 2020

At SaaS Capital, we have a lot of respect for GAAP financial statements. We think GAAP financials generally do a better job than cash-based financial statements in reflecting the underlying financial performance of a SaaS business. For SaaS businesses today, however, capitalization makes no sense at all.

Software Development 78

Software Development Development Software SaaS 78

SaaStock

JANUARY 25, 2019

The Latin American SaaS landscape is hustling and bustling, having seen more IPOs in the last 6 months than the previous 20 years combined. We will gather 300 leading SaaS founders, executives and investors for three days packed with opportunities and rich exchange of knowledge to push the whole ecosystem forward.

SaaS Payments 257

SaaS Payments Payment Solutions Payment Methods Payments 257

Baremetrics

OCTOBER 12, 2021

Your SaaS business needs a solid system for finding qualified leads and converting them to customers if it will survive and thrive. Sales qualified leads: These are leads who show interest beyond consuming content. Lead generation is the process of initiating customer interest to turn that interest into a sale.

Payment Methods 98

Payment Methods SaaS Payments Payment Services Sales Hiring 98

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

TriTuns

MARCH 6, 2019

It seems like only yesterday, SaaS vendors were worried that getting the Customer Success (CS) teams involved in the sales process would only slow things down and prevent a sale from closing. Today, it is increasingly the case that SaaS vendor need to showcase its customer success services to win a deal!Organizations

Customer Success 69

Customer Success SaaS Sales Marketing 69

Neil Patel

MARCH 9, 2021

Manually, the ability to optimize your marketing and sales efforts with lead scoring identifies and converts the right prospects much easier. If you have a sales background, this process should feel familiar. What is Lead Scoring? At its core, lead scoring functions is a tool for marketers looking to qualify their leads accurately.

Scale 115

Scale Underperforming Technical Team Metrics B2B 115

CustomerSuccessBox

MAY 26, 2021

If you start looking online for a Customer Success Platform or a solution you’ll most likely come across a lot of discussion about “B2B SaaS, which might cause you to wonder if Customer Success software is only for Subscription-based, B2B companies. How does it help achieve growth in the SaaS economy? What is Customer Success?

Customer Success 52

Customer Success Business Social Media B2B 52

Intercom, Inc.

JANUARY 14, 2021

Keeping lines of communication open between product, sales and customer success is essential for a well-oiled, highly-efficient product organization. It’s a B2B SaaS application, think of it as a CRM. Information from the front lines is critical when helping product decision-makers prioritize what to build next.

Strategy 225

Strategy Scale Systems Review Technical Review 225

The Angel VC

NOVEMBER 29, 2013

“What gets measured gets done” – it seems like the source of this quote, often attributed to management expert Peter Drucker, isn’t certain, but its meaning is clear and very relevant for every SaaS founder. Depending on the stage that you’re in you’ll want to focus on different metrics. Let’s have a closer look at each of the three phases.

Scale 190

Scale Startup SaaS Customer Lifetime Value 190

OPEXEngine

AUGUST 23, 2022

Our August SaaS conversation focused on high performance in R&D, with OPEXEngine CEO and Founder Lauren Kelley hosting Bain Expert Partner Rob Levy for an energizing discussion on this critical topic. Top R&D KPIs Every SaaS Company Should Track & Benchmark. Source: 2022 OPEXEngine BenchmarkEngine™. Financial KPIs.

Outsourcing Services 59

Outsourcing Services Technical Review CTO Coach Software Review 59

OPEXEngine

NOVEMBER 23, 2020

Sales & Marketing Expenses (S&M). This may not seem like a major issue, but if you are calculating sales efficiency metrics like CAC, Months to Recover CAC, Magic Number, etc., these figures are going to be WRONG because you haven’t properly accounted for your headcount costs in Sales & Marketing.

Finance 52

Finance Sales Hiring Headcount Scale 52

Neil Patel

MAY 18, 2021

Your website can be your strongest sales asset or your weakest link. A high-converting website works even when you’re sleeping, bringing in sales and growing your business 24 hours a day. CRO programs are essential to growth because they improve customer experience, conversions, and sales. Why Are CRO Programs Important?

Sales Hiring 129

Sales Hiring Scale Education B2C 129

OPEXEngine

DECEMBER 17, 2019

In the many years I’ve worked with SaaS companies, I continue to observe a surprising lack of standardization of SaaS metrics and performance reporting. My experience reinforces the fact that SaaS business model variants and approaches to measuring performance via metrics are still very much undefined. The Value of Benchmarking.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

ChurnZero

NOVEMBER 18, 2021

But in the SaaS world – where users rely on technology to make their life easier – if users have to fight to understand the tools that were purchased to help them, they can quickly lose faith in them. To keep my plants from dying, I needed to make a change. To keep my plants from dying, I needed to make a change.

Education 98

Education Scale SaaS Engagement 98

CustomerSuccessBox

OCTOBER 4, 2021

SaaS businesses aim at being customer-centric. SaaS businesses aim at being customer-centric. In this blog post, we will outline the top 10 best customer success certificates and training in 2021. A study shows that customer-centric businesses are 60% more profitable than their counterparts. How to Manage your Tasks.

Customer Success 52

Customer Success Consulting Management Onboarding 52

Totango

AUGUST 21, 2020

We currently have 13,000 Totango users in the system contributing to, leading, running operations for our Sales and Customer Success Field teams. It was a great must watch panel discussion that provides many insights into SAP’s journey to becoming the largest Customer Success implementation world-wide.

Innovation 115

Innovation Customer Success SaaS Payments Payment Services 115

OpenView Labs

DECEMBER 13, 2019

We’ve published over 250 articles in 2019 and we’re proud to have contributors who provide our community with key insights and takeaways in the SaaS industry. We had some of the top PLG leaders from organizations like Zapier, Dropbox, Atlassian, Expensify, Calendly, SendGrid, GitLab and more contribute to our blog and our podcast.

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

OPEXEngine

JANUARY 13, 2021

Putting aside everything else, let’s just focus on what’s changing in SaaS in 2021. Cloud and SaaS companies overall benefited from the dramatic shift to digital and remote work in the US and around the world since March 2020. And according to Cisco, 75% of all cloud workloads and computing instances will come from SaaS applications.

Sales Recruiting 52

Sales Recruiting Sales Hiring SaaS Benchmarks 52

Intercom, Inc.

OCTOBER 3, 2019

Every SaaS company should be sending a welcome email – not from the company or the team, but from a real person telling a bit of the company’s story and values. Speaking to us about email strategy and onboarding, Val broke down her winning strategies into a series of practically applicable tips. Short on time?

Onboarding 143

Onboarding Sales Hiring Churn Consulting 143

User Pilot

MAY 18, 2023

The idea is to create a good brand impression in the minds of prospects and customers to increase sales, customer satisfaction, and loyalty. The customer experience (CX) encompasses all customer interactions with every aspect of your company as they move through the user journey stages. Are users satisfied with the app's design?

User Experience 83

User Experience Underperforming Technical Team Customer Lifetime Value Retention 83

Sales Hacker

MAY 16, 2019

Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Director of Sales and love what I do. How can you get started in sales?

Sales Hiring 93

Sales Hiring Sales Recruiting Sales Interviewing 93

SaaStr

JANUARY 5, 2023

These metrics will vary by company, but can include elements such as the following: Sales Funnel. Productivity Per Sales Rep. Once you pick a methodology, you’ll see how accurate it is. Your data set may be small at first, but you can work to refine your forecast methodology. – Dicken Chaplin, CFO at Laika.

Sales Hiring 42

Sales Hiring Acquisition Forecasting Outsourced Development 42

Baremetrics

NOVEMBER 2, 2020

Perhaps this is why tiered pricing is so popular for SaaS companies. Tiered pricing is a SaaS pricing model in which cost is based on the tier of service chosen by your customer. That’s because the concept of picking a service plan is tried-and-tested. Small, medium, large. Tall, grande, venti. You get the idea. What is tiered pricing?

Pricing 98

Pricing Scale Enterprise Startup 98

Chart Mogul

NOVEMBER 26, 2020

The spreadsheet used to make the charts included in this blog post can be found here. So what is the best way to model MRR growth for SaaS businesses? As 2021 approaches, discussions about forecasting MRR are becoming commonplace in companies of all sized. It’s budget season. Nobody knows, it’s never been done. Click To Tweet.

Forecasting 116

Forecasting Advertising Sales Hiring Churn 116

OPEXEngine

OCTOBER 5, 2021

The SaaS model allows companies to focus on new ways to create value, and since many companies are early on their journey, more gains may lie ahead. When done well, the service model creates a stronger relationship between software vendors and customers, generating new sales opportunities. Four ways to drive value.

Software Review 52

Software Review DevOps as a Service Software Underperforming Technical Team 52

Aaron Beashel

MAY 5, 2014

These days we have more access to great information on marketing our SaaS products than ever before. How do I design a growth engine for my SaaS product? It’s important to note that SaaS is a product delivery model, not a business model. What is a growth engine? It’s just unrealistic.

Engineering 100

Engineering Scale SaaS Acquisition 100

TriTuns

MARCH 11, 2019

If you are a software vendor, consider this: What would it look like if you approached each sale like you were trying to raise investment capital instead of just selling a piece of software? Back in the days before SaaS, organizations implementing software treated their software acquisitions as a simple purchasing transaction.

Software 40

Software SaaS Sales Technical Support 40

Mattermark

AUGUST 30, 2017

The options around assembling tooling to make a sales funnel operate efficiently are numerous and daunting. We’e talked about this quite a bit in the past between this blog and the Mattermark Daily. We recently caught up with Diego Ventura, CEO and founder of noHold , to get his take on how their sales approach is unique.

Sales 51

Sales AI Operational efficiency. Sales Funnel 51

Aaron Beashel

OCTOBER 31, 2016

Alex co-founded the well-known SaaS company Desk.com before selling it to Salesforce and becoming the VP of Service Cloud (their second largest business unit, behind Sales Cloud). So for instance, here’s a shortened version of what the Vision might look like for a B2B SaaS marketing team. That CEO was a guy named Alex Bard.

Scale 100

Scale Underperforming Technical Team B2B Marketing 100

TriTuns

MARCH 6, 2019

It seems like only yesterday SaaS vendors were worried that getting the Customer Success (CS) teams involved in the sales process would only slow things down and prevent a sale from closing. Today, it is increasingly the case that SaaS vendor need to showcase their customer success services in order to win a sale!

Customer Success 40

Customer Success SaaS Sales Marketing 40

ChurnZero

MARCH 4, 2022

But Kurt Lewin applied this exact methodology to social situations to change people and processes alike. Assist your sales organization in closing deals faster. Though it sounds like the stuff of science fiction, we can assure you that a force field analysis has many practical applications that are firmly based in our current reality.

Customer Success 95

Customer Success Scale Underperforming Technical Team Onboarding 95

TriTuns

MARCH 6, 2019

It seems like only yesterday SaaS vendors were worried that getting the Customer Success (CS) teams involved in the sales process would only slow things down and prevent a sale from closing. Today, it is increasingly the case that SaaS vendor need to showcase their customer success services in order to win a sale!

Customer Success 40

Customer Success SaaS Sales Marketing 40

TriTuns

MAY 1, 2019

There are numerous examples where SaaS vendors invested in hiring a customer success leader to build a customer success practice , and then soon after that, they cut the entire customer success program. 3) Build an effective, cross-functional methodology that delivers impactful customer success services to customers.

Customer Success 40

Customer Success Metrics Sales Hiring Investment 40

GetUplift

SEPTEMBER 27, 2021

Markin Blog, 2020 ). For new prospects, your likelihood of a sale only lies between 5-20 percent. Markin Blog, 2020 ). . Markin Blog, 2020 )). This may not surprise you, but it can be almost 7 times more cost effective to retain an existing customer than acquire a new one. In fact, companies lose $1.6 Variable Reward .

Retention 89

Retention Strategy Sales Social Media 89