SaaStr

MARCH 12, 2022

Dear SaaStr: When Is It Too Early to Hire a CRO or a COO? I used to think CROs and COOs were made up titles until “Late Stage” or so, and in startups, a bit of a sign of weakness. Signs a weak CEO was giving away a fancy title to someone that wasn’t really willing to do the work. I used to think there’s no way a SaaS startup needed a “CRO” or “COO” (or even “CMO”) or other C-level Officers Without a Clear, Single Functional Area to Own Until $40m-50m+ in ARR.

Sales Hiring 350

Sales Hiring Startup Trends SaaS 350

Andreessen Horowitz

MARCH 17, 2022

Unqork founder and CEO Gary Hoberman took an unusual path to entrepreneurship, spending decades writing code and managing massive budgets on Wall Street (his prior role was executive vice president and global CIO for MetLife) before starting his own company. By his estimation, it was the best thing he could have done to set him. Read More. The post The Key to Enterprise Sales Is Understanding Enterprises appeared first on Future.

Enterprise 128

Enterprise Entrepreneurship Sales Management 128

Predictable Revenue

MARCH 15, 2022

Simeon Atkins joins the Predictable Revenue podcast to discuss leveraging ABM for more effective sales development outreach. The post Leveraging ABM to Reach Prospects That Are Actually Worth Your Time appeared first on Predictable Revenue.

Revenue 255

Revenue Development Sales Strategy 255

Tom Tunguz

MARCH 13, 2022

Thanks to the many readers who wrote in to Guess the Startup on Friday. There were a torrent of ideas: Mongo, Twilio, Snowflake, Databricks, Niantic, Klayvio, Microsoft, DataStax, Zoom, and Peloton. Here’s the early revenue chart again. Blue Company is none other than MongoDB, one of the most successful standalone database companies. Red Company is Ethereum.

Startup 281

Startup Scale Retention Enterprise 281

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Artificial Intelligence

SaaStr

MARCH 14, 2022

Q: Dear SaaStr: What’s The Best Way to Follow Up From Trade Show Leads? I have learned a few things from the sponsors at the SaaStr Annual over the past almost eight (!) years. There’s a good summary from one here: How to make serious money off a SaaStr Annual sponsorship – SaaStr. The meta-learning is: especially if the show is large (top 1 or 2 in your segment) — focus on quality over quantity.

Marketing 268

Marketing Growth Marketing Sales 268

Predictable Revenue

MARCH 14, 2022

Learn the top five reasons why AEs should be included in the SDR training process, and how greater communication between these roles can help you close more deals. The post Should AEs Be Training and Onboarding SDRs? appeared first on Predictable Revenue.

Onboarding 263

Onboarding Communication Revenue Development 263

Tom Tunguz

MARCH 16, 2022

Is charging by consumption (usage-based pricing) a superior model for a business? When we say UBP, we mean charging customers by how much they use, rather than a constant amount of seats per month or API calls per month. On on hand, UBP lubricates the customer conversion funnel. Prospects sign up and grow their accounts seamlessly. Usage data feeds the PLG lead score , and AEs outbound to the most promising users.

Pricing 258

Pricing Scale Banking Startup 258

SaaStr

MARCH 15, 2022

SaaS investor Logan Bartlett put together a good summary of the tumult in the SaaS public markets here. I like it because it models out two scenarios — one if the current downturn is like 2008, another if it’s like 2000. Personally, I think it this contraction be less severe than either. Why? While SaaS multiples may have gotten too high, the best SaaS companies are growing faster than ever.

SaaS 260

SaaS Cloud Revenue Marketing 260

Intercom, Inc.

MARCH 15, 2022

In today’s market, customers expect personalization. According to one report , 66% of customers expect companies to understand their needs and expectations – but say that they’re generally treated like numbers instead. This is a huge wasted opportunity, as research shows that 80% of consumers are more likely to make a purchase when brands offer personalized experiences.

Engagement 129

Engagement Marketing Communication Mobile 129

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Payments

Unbounce

MARCH 17, 2022

In a market where it takes so much work to gain customer trust, what can you do to become a trustworthy brand? According to the Gustavson Brand Trust Index, brand trust fell to an all-time low in 2020. But the following year , the same researchers discovered a trait that could help you bring that trust back: authenticity. Brand authenticity and brand trust have a major relationship going on.

Branding 140

Branding Social Media Strategy Communication 140

Sage Intacct

MARCH 14, 2022

SaaS companies are benefiting from digital transformation initiatives as catalysts to improve business performance, achieve scale and continually innovate to grow. More than most, finance leaders at these companies know the value of cloud-native platforms as both a supplier and consumer.

SaaS 133

SaaS Finance Innovation Cloud 133

SaaStr

MARCH 15, 2022

So the @jasonlk account on Twitter finally crossed 100,000 followers. I’m not sure the most popular tweets are necessarily the absolute best, but it’s still interesting to see what resonated most with folks over the years. Here are The Top 10 @Jasonlk Tweets of All Time! Well, at least so far! #1: First time reporting to a CEO? 3 simple things to learn: – admit your mistakes.

Startup 248

Startup Scaling 248

Intercom, Inc.

MARCH 16, 2022

Intercom is a product-led company, focused on maximizing product innovation and development velocity. That also means we hold ourselves to high operational standards: minimizing costs, speedily addressing quality issues that arise within existing products, and mitigating security risks. The foundation of our operational health is availability. Without rock solid availability, nothing else matters.

Software Review 118

Software Review Technical Review Management Systems Review 118

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

Andreessen Horowitz

MARCH 18, 2022

A question we often get is how can someone who isn’t super technical get started analyzing data for NFTs, or non-fungible tokens? (More on NFTs, including reading resources, conversations on how they work, specific use cases, etc. here.) Part … The post The NFT Starter Pack: Tools for Anyone to Analyze NFTs appeared first on Andreessen Horowitz.

Data 114

Data Blockchain 114

Infinicept

MARCH 18, 2022

The ISO is Dead. Be a Payfac® Watch this discussion about how ISOs (independent sales organizations), payments companies, and acquirers can remain competitive in an evolving payments world. Tom Tucker of Till Payments, joins the conversation and covers Till’s journey and the initiatives they are taking to remain competitive. Source.

Payfac 105

Payfac Sales 105

SaaStr

MARCH 18, 2022

Customer feedback is an essential road map to guide a company toward success. When you have a customer-centric culture, your business has a greater chance of growing and thriving. But how can businesses create spaces for customers to engage in productive dialogue? . Mapistry sought out feedback about its direction by organizing a Customer Advisory Board (CAB). .

Sales Recruiting 245

Sales Recruiting Enterprise Onboarding Investment 245

Frontegg

MARCH 17, 2022

Product-Led Growth (PLG) is becoming the default strategy in modern SaaS organizations due to the plethora of operational, financial, and technical benefits it brings to the table. But what about the traditional Sales-Led Growth? Is it still relevant? Let’s dive into the Product-Led vs Sales-Led comparison and learn about the main differences.

Scale 105

Scale Technical Review Underperforming Technical Team Sales 105

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Chargebee

MARCH 16, 2022

Introducing industry-first eInvoicing compliance capabilities for Europe & India. Our latest updates solve for compliance heavy-lifting during market expansion.

compliance 105

compliance Business Marketing 105

Totango

MARCH 15, 2022

Efforts to scale customer success team activity often fall short because of failure to avoid common mistakes. Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. Mistakes in any of these areas can ripple throughout your organization and doom your efforts to failure.

Sales Recruiting 96

Sales Recruiting Customer Success Sales Hiring Scaling 96

SaaStr

MARCH 15, 2022

Dear SaaStr: How Do VCs Really Feel About Founder Salaries in the Early Days? Let me add just one thought to the discussion on founder salaries, once you are venture-backed. There are lots of good ideas for all different situations: 75% of market for founders’ salaries. As little as possible, until it doesn’t matter. $10k a month. Market once you are well funded, not until then.

Scale 245

Scale Sales Hiring Compensation Scaling 245

Kellblog

MARCH 17, 2022

Earlier this week I appeared on a webinar with You Mon Tsang , founder and CEO of ChurnZero , a SaaS application aimed at helping subscription businesses reduce churn. In this post, I will share the video of event , provide a link to the slides , embed the video below, embed the slides below that, and finally provide a quick summary below that. Here’s the video: Here’s a copy of the slides: Here’s a quick list of the topics we discussed: ARR and MRR, and when to use which.

Metrics 101

Metrics Customer Success SaaS Benchmarks 101

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In the rapidly-evolving world of embedded analytics and business intelligence, one important question has emerged at the forefront: How can you leverage artificial intelligence (AI) to enhance your application’s analytics capabilities? Imagine having an AI tool that answers your user’s questions with a deep understanding of the context in their business and applications, nuances of their industry, and unique challenges they face.

Artificial Intelligence

Sales Hacker

MARCH 18, 2022

Adding new tech can cause a chaotic whirlpool of new processes to follow and not to mention—one. more. thing. to. remember. Sales Ops just wants to make the sales process (and the sales teams lives) easier with sales tech stack. But how do you add to the stack without causing your team stress? The post Expanding Sales Tech Stacks: More Chaos or More Structure?

Sales 98

Sales Revenue 98

ChurnZero

MARCH 18, 2022

With so many SaaS metrics floating around, and even more opinions on when and how to use them, it can be hard to know if you’re measuring what really matters. Leading SaaS expert, Dave Kellogg, and ChurnZero CEO, You Mon Tsang, sat down to answer all the questions you want to know about SaaS metrics like ARR, NRR, GRR, LTV, and CAC (i.e., all the metrics your CEO and CFO care about) and set the context for their usage.

Customer Success 98

Customer Success Metrics SaaS Banking 98

SaaStr

MARCH 12, 2022

We’re continuing to gear up for the 2022 SaaStr Europa in Barcelona, June 7-8! Each week we’ll be adding more incredible speakers. This week, new speakers include: Andrey Khusid | CEO | Miro. Laura Urquizu | CEO | Red Points. Henry Schuck | CEO | ZoomInfo. Dave Kellogg | Principal | Dave Kellogg Consulting. Veronika Riederle | Co-Founder & CEO | Demodesk.

Consulting 226

Consulting 226

SaaSOptics

MARCH 16, 2022

2022 B2B SaaS Trends [Webinar Recap]. There isn’t much that stays the same in the world of B2B SaaS. That’s why we sat down with SaaSOptics and Chargify executives Caitlin O’Neil, CFO , and Matt Downs, CRO , to weigh in on the biggest trends of 2022. In this webinar recap, you’ll see the most significant trends in SaaS pricing, subscription management, metrics/analytics, and what they could mean for your business in 2022.

Trends 98

Trends B2B Scale Payment Features 98

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User Experience

Sales Hacker

MARCH 18, 2022

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. What were are their other top challenges? What are their priorities for 2022? The post RESEARCH REVEAL: Top Mistakes Causing Sales Teams To Waste Valuable Leads in 2022 appeared first on Sales Hacker.

Sales 98

Sales Marketing Revenue 98

FastSpring

MARCH 17, 2022

The TL;DR version of this article is this: We just launched a new (free!) Slack community: Global SaaS Leaders. It’s open to leaders at established SaaS and software companies (including founders!). You can apply for membership here. We’d love for you to join! Why we’re starting a free Slack community. Because communities are awesome! No, seriously.

SaaS 78

SaaS Venture Capital Scale Software 78

SaaStr

MARCH 16, 2022

OpenPhone and AgentSync are two SaaS businesses with very different growth strategies, but the same ultimate goal: to continue selling while simultaneously problem-solving for current customers. They are a perfect example of implementing a growth model, mastering it, and then expanding horizons into other growth strategies with strategic testing and experimenting.

New CTO 221

New CTO CTO Scale Innovation 221