Trending Articles

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In Sales Any Easier So Far in 2024? The Answer is “Meh”

SaaStr

So 2023 was a strange year, with many of the biggest, public Cloud and SaaS leaders on a tear, from Microsoft to Cloudflare to Palantir, but so many startups and especially those in traditional B2B struggling to grow. So what’s the overall vibe check? We did a survey with 2,000+ respondents : The learnings? For some, sales is easier these days, at least a bit.

Sales 161
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Clouded Judgement 2.23.24 - Rule of X

Clouded Judgement

Every week I’ll provide updates on the latest trends in cloud software companies. Follow along to stay up to date! Subscribe now Rule of X Meritech and Bessemer both recently did an analysis that looked at the Rule of 40 and asked the question “what if growth / profitability shouldn’t be treated equally in the Rule of 40?” The Rule of 40 looks at the sum of a companies growth rate and FCF margin (or some other profitability metric like EBIT margin) and says that the sum s

Cloud 152
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Dear SaaStr: Is It Normal for a Founder CEO to End Up With Just 10% Equity?

SaaStr

Dear SaaStr: Is It Normal for a Founder CEO to End Up With Just 10% Equity? Yes. Roughly speaking, this is what generally will happen after 3 rounds of traditional venture capital. If the company sells 15–20% in each round, and 15–20% is reserved for employees, that typically will leave 15–25% for the founders in total. Q4 2023 Median primary round dilution: ⚪️ Seed: 19.9% ?

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The First $100m ARR AI Security Company

Tom Tunguz

Palo Alto Networks, the largest security software company in the world, worth roughly $82b, announced earnings this week. There are three interesting themes : AI is a big business for them already. Internally, the efficiency gains are impressive. They’ve embarked on a platform strategy 5 years ago & there are some positives but also some significant challenges.

AI 168
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The Big Payoff of Application Analytics

Outdated or absent analytics won’t cut it in today’s data-driven applications – not for your end users, your development team, or your business. That’s what drove the five companies in this e-book to change their approach to analytics. Download this e-book to learn about the unique problems each company faced and how they achieved huge returns beyond expectation by embedding analytics into applications.

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What Founders Must Do Before Their First Sales Hire with Mia Murphy

Predictable Revenue

Collin sat down with Mia Murphy from Tontine.ai, to discuss her transformative journey through the sales landscape. The post What Founders Must Do Before Their First Sales Hire with Mia Murphy appeared first on Predictable Revenue.

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Yes, It Can Take More Than a Year to Close a Big Customer

SaaStr

Dear SaaStr: Did it ever take you a year to close a sale? Absolutely. This is pretty common in the enterprise. It took me about 18 months to close Google, for example. And that was just for the initial group of users: Need identification and discussions with project manager over several months About 6 on-site meetings to review need identification and discussion with a broader group RFP Prototype of workflow Ensure integrations could be connected to custom apps Wait for new feature to ship A

Scale 245
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Global Payment Methods for SMEs in 2024: An All-Inclusive Guide

Subscription Flow

In today’s international business scene, it is vital for us all to investigate why small/medium-size businesses (SMEs) supplying to enterprises require strong global payment methods for handling payments from their multinational clientele worldwide. One reason behind this is that as SMEs have grown outside of their native regions, the internet has given them the chance to reach a worldwide clientele.

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Nobody Knows : Steel & Blockchains

Tom Tunguz

Asking “What problems do blockchains solve?” is like asking “What problems does steel solve over, say, wood?” Blockchain networks are a new construction material for building a better internet. This section in Read Write Own , Chris Dixon’s book, has been bouncing in my brain for the last few weeks. Very few people know whether today’s apps are built with, just as they don’t consider the construction materials of their office building.

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The Dynamic Nature of Your ICP

Predictable Revenue

An ICP comprehensively describes your perfect customer, the ideal fit for your offerings, and future long-term partnerships. The post The Dynamic Nature of Your ICP appeared first on Predictable Revenue.

Revenue 130
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6 Reasons Why Your Integrated Payments Strategy Could Fail

If you're in the software industry grappling with integrating payments into your business model, understanding where others have stumbled can be a game-changer for your revenue goals. Discover 6 key reasons behind the struggles many face. The challenge goes beyond the technicalities of integrating a payment system; it delves into the strategic oversight of revenue shares, negotiations with payment providers, and the full exploitation of potential revenue streams.

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How to Create a Decent One-Page Local Business Site in the Face of the Google Website Shutdown

The Moz Blog

Nothing could be worse for a business than existing customers thinking you no longer exist. With millions of Google Business Profile websites being shut down, Miriam Ellis outlines your options for a free/cheap replacement site, with tons of tips for making a strong 1-page presence.

Business 102
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SaaStr on Lenny’s Podcast: How To Build a World-Class Sales Organization

SaaStr

Lenny’s substack on product has over 600,000 subscribers (!) and Lenny asked us to join his podcast to talk about building a sales team — from the perspective of a product-first founder or exec. It was a pretty strong conversation and we took a lot of our learnings over the years and focused on how to learn to do sales right if you come from a product-first background: It’s good.

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Finding the Best Automated Billing Software for Small Businesses

Subscription Flow

If you are on the lookout for automated billing software for small businesses, this is the blog for you to read. In today’s world, having automated billing software is of immense importance because most SaaS companies are growing at an impossibly fast rate due to the various technological booms that are taking place around the world. This makes having such software a key way for you to continue to harness your growth with an eye on the future.

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The Best Way to Drive Demand in Marketplaces is Hiding in Plain Sight

Casey Accidental

This essay was co-created with Dan Hockenmaier. In marketplace businesses, the network is the product. If you’re not growing both supply and demand, the product generally isn’t getting better over time. And your network effects which compound organic growth are not getting better, and probably getting worse. Most marketplace founders and leaders intuit this over time, so they obsess over growth metrics.

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Driving Growth, Customer Satisfaction, and Retention through Usage-Based Pricing

As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.

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First 60 Days in the C-suite: How to Set Yourself Up for Success

Totango

The elusive C-suite is a powerful and exciting place to be. It’s a difficult level to reach and perhaps even more difficult to remain at – especially in the role of a Chief Marketing Officer (CMO). According to research by SpencerStuart , CMOs have the highest turnover rate in the C-suite, remaining in the role for only 3.3 years on average. Counteracting this stigma and laying the foundation for a successful and long-lasting tenure as CMO starts with the first 60 days.

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Drop-Off Rate: What Is It and How to Reduce It?

User Pilot

The drop-off rate is one of the key product metrics to track to improve the customer experience. This article explains: What drop-off rate is. Why it’s important to measure it. How to calculate it. How to reduce it. Let’s dive right in! TL;DR The drop-off rate is the percentage of users who start an action or process but don’t complete it.

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Top SaaStr Content for the Week: New CRO Confidential with Zapier, Workshop Wednesday with Founders Fund’s Partner, Podcast with Gainsight’s CEO and lots more!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: 11 Things That Set The Best Sales Teams Apart From The Rest 7 Things to Do When You’re Struggling Bringing Product-Led and Sales-Led Growth Together with Zapier 2024 Is The Year to Think About Buying Someone.

Scale 246
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How to Use DMs for Networking (+ Real-life Examples from 7 Writers)

Buffer Resources

You’ve probably received dozens of spammy, impersonal direct messages (DMs) in your social media inboxes that you never bothered replying to. Think messages from people who misspell your name, are clearly looking to sell you something you don’t need, or are just copy-pasting text en masse.  It’s little wonder that DMs get a bad rap, and most tend to shy away from sending them.

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Addressing Top Enterprise Challenges in Generative AI with DataRobot

The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.

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How to ensure a successful user onboarding implementation with Appcues

Inturact

You're already familiar with Appcues — a tool that promises to streamline and enrich the user experience. However, selecting this tool is merely the first step in a larger, more crucial strategy. This blog is dedicated to unraveling the layers of effective Appcues implementation, ensuring that your investment translates into tangible results for your product.

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The Unexpected C-Suite Collaboration You Need for Success

Totango

What do these four pairs have in common? Apple and IBM Peanut butter and jelly Martha Stewart and Snoop Dogg Marketing and Customer Success They are all unexpected — yet incredibly successful — partnerships. Bitter tech rivals put aside their differences to create world-changing innovations. A salty spread and a sweet topping form a beloved sandwich.

Scale 72
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Impact Analysis: What Is It and How to Conduct One?

User Pilot

You may have heard a horror story about a business not using impact analysis. It could be launching features that are half-finished and causing customer problems with THEIR customer. It could be push changes that bring your entire product down. Whatever it is, it’s not good. This could be avoided with the use of impact analysis. TL;DR Impact analysis evaluates the potential consequences of changes in a project, system, or process to inform decision-making and preparation.

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Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS?

SaaStr

Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS? It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. In fact, it happens all the time.

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How to Deliver a Modern Data Experience Your Customers Will Love

In embedded analytics, keeping up with the pace of innovation is challenging. Download Qrvey's guide to ensure your analytics keep pace so you can solve your user's biggest challenges, delight them, and set your product apart from the competition. The guide outlines how to use embedded analytics to: Increase user satisfaction Go to market faster Create additional opportunities to monetize your product It also shares what to look for to ensure your embedded analytics are keeping up with the lates

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The Chill Work Manifesto

Sparktoro

Shortly after Amanda Natividad joined SparkToro, she coined the term “Chill Work” to describe the unusually patient, mature, laid-back approach we take to building this business. And for the last three years, it’s become a bigger and bigger part of how I think about not only this company, but everything I do professionally.

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How I’ve Used Speaking to Develop a Sales Funnel With a 10-25% Conversion Rate

Buffer Resources

Most marketing advice you hear today revolves around online media: how to make short, quippy social media posts or write great emails and blog posts that attract clients, for example. Undoubtedly, these forms of marketing are valuable and have their place. But something also gets lost when you solely focus on those channels. In fact, I’ve found the most success in growing my PR and coaching business by focusing on marketing approaches that rely on verbal communication, direct contact with

Scale 86
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What Is Google Discover, and How Can You Boost Your Traffic?

The Moz Blog

Explore the intricate world of Google Discover and elevate your content strategy with insights from top SEO experts.

Strategy 105
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Drop-Off Analysis: How to Find Friction Points

User Pilot

How do you conduct drop-off analysis to identify friction points in the user journey ? This is the main question we cover in the article, so if you’re after the answer, you’re in the right place. Let’s get right to it! TL;DR The drop-off rate is the percentage of users who don’t complete an action or process. To calculate it, divide the number of users who finished the activity by the number of those who started.

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Monetizing Analytics Features

Think your customers will pay more for data visualizations in your application? Five years ago, they may have. But today, dashboards and visualizations have become table stakes. Turning analytics into a source of revenue means integrating advanced features in unique, hard-to-steal ways. Download this white paper to discover which features will differentiate your application and maximize the ROI of your analytics.

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Tech and Startups Have Changed. Do Founders Still Come Last?

SaaStr

So the other day I did a 20VC with Harry Stebbings, and one of the topics that came up was the Hopin founder ‘s $100m+ secondary that the CEO took out of the company. While the company is still around, the Hopin product was subsequently sold for pennies on the dollar to RingCentra l. And in fact, the product was already in decline by the time the CEO took $100m+ out.

Startup 235
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CRISPR by Design with Ben Oakes

Andreessen Horowitz

Scribe Therapeutics cofounder and CEO Ben Oakes joins a16z Bio + Health founding general partner Vijay Pande. In this episode, Ben traces his journey from PhD student to pioneering CEO in genome editing. Ben discusses his early exposure to CRISPR technologies, his hands-on experience of transforming these bacterial immune systems into “genome editing scalpels,” and the founding of Scribe.

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9 Things You Need to Know About the Threads Algorithm (According to The Threads Team)

Buffer Resources

We’re finally getting a peek behind the curtain of Threads’ algorithm. And while there are plenty of things that shouldn’t surprise you — especially if you’re familiar with how the Instagram algorithm works — there are some new and innovative ways Meta is creating a unique experience for users.  The Threads team quietly published this guide on the Threads Feed AI system on the Meta transparency site, which offers some interesting titbits about how t