Sixteen Ventures

DECEMBER 31, 2019

Introduction from Lincoln for 2020. What I called the “Definite Guide to Customer Success” way back in 2014 is getting far more definitive for 2020 as I incorporate what I learned over the last year. Here’s to your success in 2020! . . . The Definitive Guide to Customer Success 2020. In the SIX(!)

Customer Success 136

Customer Success SaaS Payments Payment Solutions Payment Services 136

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. Then I got a call from a friend who actually was the first lawyer at Google and he was looking for someone to start the patent team there.

Sales Hiring 218

Sales Hiring Scale CTO Hire CTO Coach 218

SaaStr

APRIL 16, 2020

In Today’s Episode We Discuss: * How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? * In terms of tone, what is the right tone to approach the broader team with? How does PagerDuty gain a sense of company morale at scale?

Scale 180

Scale Underperforming Technical Team Leadership Branding 180

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. In this session, she’s going to share 2 of the skill sets you need to thrive as a modern seller and give you strategies to implement them in yourself and your team. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this.

Sales 103

Sales Underperforming Technical Team B2B Technical Review 103

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Sales Development and Prospecting. The Sales Development Playbook. The 5 Dysfunctions of a Team. Here are the best books on selling (and related disciplines) that can help you hit your goals and develop your career. Sales Models and Fundamentals. Top of Mind.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

SaaStr

MARCH 13, 2020

And I guess this was somewhat foreshadowing because I’m now backed by David Saks who is the founding team there. Josh and I both went to work at Fair, along with our entire team, until eventually about a year and a half in, Josh and I both decided to leave, go for round two with Pipe in late 2019. I totally agree.

SaaS Payments 213

SaaS Payments Payment Methods Finance Payments 213

OpenView Labs

JANUARY 3, 2020

This year we thought we would do something a bit different and frame this as a conversation between two pricing leaders, Kyle Poyar, VP, Market Strategy here at OpenView, and Steven Forth, Partner at Ibbaka, a strategic capability development platform that enables sustainable growth. The value proposition can change over the customer journey.

Pricing 54

Pricing Scale Underperforming Technical Team B2B 54

TriTuns

JANUARY 21, 2020

Do you want to boldly grow your SaaS company in 2020 – and beyond? This is very bad news for SaaS vendors. They are embracing a customer success mindset, investing in building customer success teams, and slowly trying to align their organizations around delivering customer outcomes, not just software.

SaaS 71

SaaS Underperforming Technical Team Customer Success Business Model 71

TriTuns

JANUARY 21, 2020

Do you want to boldly grow your SaaS company in 2020 – and beyond? This is very bad news for SaaS vendors. They are embracing a customer success mindset, investing in building customer success teams, and slowly trying to align their organizations around delivering customer outcomes, not just software.

SaaS 71

SaaS Underperforming Technical Team Customer Success Business Model 71

SaaStr

NOVEMBER 26, 2019

sales team. Join us at SaaStr Annual 2020. I did all sorts of things there from sales, to project management, to running the engineering team, hiring. This is where I got my chops in growing and scaling enterprise sales teams. We have team selling here that extends beyond the sales team. Good afternoon.

Scale 220

Scale Sales Hiring Underperforming Technical Team Sales 220

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. What is the ability of the company to continue to build an incredible team?

Scale 173

Scale Underperforming Technical Team Investment Sales Hiring 173

ProfitWell

MARCH 11, 2020

According to Walker , 2020 is the year where businesses need to shift their mindsets from "customer-focused" to "customer-committed." We're about to go diving for metrics. Why you need to understand your customer retention metrics. That's what metrics give you. 6 Customer retention metrics to pay attention to.

Retention 52

Retention Metrics SaaS Payments Underperforming Technical Team 52

SaaStr

MARCH 20, 2020

Before Slack, Rachel spent 4 years at LinkedIn where she led the product marketing team for content experiences. Before Slack, Rachel spent four years at LinkedIn, where she led the product marketing team for content experiences. And so that’s when I went to Slack to start their growth marketing team.

SMB 180

SMB Scale Startup Marketplace as a Service 180

Intercom, Inc.

NOVEMBER 3, 2022

Scaling a support team is challenging enough as it is. You’re investing resources in hiring and training the right people, tracking different metrics at different stages, adding more and more complexity with each increase in headcount, use cases, and customers. For Natasha, the answer is a resounding yes.

Scale 206

Scale Outsourcing Services Software Sales Hiring 206

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Outline your desired outcomes, criteria for success, and the metrics by which you will measure and report progress. Today, not much has changed. Adopt the right mindset.

Investment 94

Investment Technical Review Underperforming Technical Team Scale 94

SaaSOptics

FEBRUARY 13, 2022

According to Gartner, the SaaS industry is projected to grow to a staggering $121B in 2021, a 15% increase from 2020. One challenge is how software providers manage their order to cash process and capture, share, and use financial metrics internally. Getting SaaS Accounting and Financial Operations Right in 2022. The worst part?

Payment Features 105

Payment Features Outsourced Development SaaS Software Review 105

User Pilot

JANUARY 8, 2021

Before we get into what is considered a good NPS score, we have some good news and some bad news. What Is Considered Good NPS Score, and What Is a Bad NPS Score? The metric was developed by Bain and Company in 2003 and has since been adopted by millions of businesses. Table of Contents. What Is NPS? What is NPS?

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Underperforming Technical Team Benchmarks Onboarding SaaS 67

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. That’s a great example.

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Scale Outsourcing Services Sales Hiring VP of Engineering 244

Chart Mogul

APRIL 24, 2020

Like the sirens of an early warning system, SaaS dashboards are alerting revenue leaders to sudden changes in the direction and velocity of their key metrics. Was that the last wave of bad news?’ ‘I’m Broadly, there are 3 key assumptions on which our new forecast will be built: How bad will it get: what is our new normal?

Forecasting 98

Forecasting SaaS Underperforming Technical Team Marketplace as a Service 98

Sales Hacker

FEBRUARY 1, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Callie Moriarty: Hi Sam.

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Underperforming Technical Team Scale Sales Hiring Systems Review 68

Sales Hacker

OCTOBER 14, 2021

As a result, we lost 40% in GMV since March 2020, which translates into $85,000 in monthly payments. In spring of 2020, we launched our first initiative on Product Hunt. We offered a big discount for the first 60 days of work with our developers for startups that had been affected by the pandemic. Involve your team.

Payments 88

Payments Revenue Payment Methods Underperforming Technical Team 88

Casey Accidental

OCTOBER 24, 2022

This isn’t a bad idea, and why companies like Facebook continued to grow despite adding more and more complexity over time. This is one of the key challenges we faced at Eventbrite when we radically shifted our strategy in 2020. And I’m sure we’ve all seen that quote that say if a design needs an explanation, it’s a bad design.

Scale 139

Scale User Experience Underperforming Technical Team Marketplace as a Service 139

Sales Hacker

NOVEMBER 6, 2019

Sales development representative roles have grown 5.7X If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. Our question: “What is your best advice for anyone starting their sales career in 2020?” That’s a lot of new people entering sales!

Sales Hiring 55

Sales Hiring Development Team Review Technical Review Sales 55

OpenView Labs

FEBRUARY 3, 2022

It’s one of my favorite questions, even though it’s really not a financial or operating metric at all. . When I was on the operating side, strategic initiatives in 2019 and 2020 were all about “cash flow break-even”. Hiring a traditional outbound sales team to target CIOs used to be the norm for B2B sales.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

OpenView Labs

JANUARY 19, 2022

It’s important to focus on those users who become customers from the beginning because their usage of the product, and where they fall off in this user journey, will help you prioritize where your team spends the most time and resources to convert at the highest rate. . This is covered in-depth in the Developer Go-To-Market-Playbook. .

Scale 72

Scale Underperforming Technical Team Sales Hiring Marketing 72

Kellblog

FEBRUARY 2, 2023

Formerly backseat metrics like ARR/FTE, free cashflow (FCF) margin, R40 score, and gross dollar retention (GDR) come to the front seat joining net dollar retention (NDR) and ARR growth. Management teams should prepare themselves for activist investors and adapt their financial profile to keep valuations high.

Software Review 120

Software Review Development Team Review Underperforming Technical Team Scale 120

ChurnZero

JUNE 12, 2020

Today, you’d be hard-pressed to find a high-velocity Sales, Marketing, or Product team without a designated operations function. Beloved by their tactical peers, operations brings needed order and logic to busy, results-oriented teams. Poor strategy, organization, and execution hurt your productivity and therefore your scalability.

Customer Success 80

Customer Success Scale Underperforming Technical Team Sales Hiring 80

InsightSquared

DECEMBER 20, 2019

Keeping tabs on all this great content is never easy, so we’ve compiled a Best of List with top webinars from our team and partners, to guide you into the new year! In this webinar, you will get a first look at the features and functionality and learn how InsightSquared with Olono helps quickly bring visibility to your 2020 pipeline.

VP of Engineering 62

VP of Engineering Underperforming Technical Team Forecasting B2B 62

Sales Hacker

AUGUST 12, 2021

Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Deal disasters you’ll want your team to avoid. Let’s have a look at what you can do to prepare and empower your team to avoid them so you can start beating that quota. So how can your team identify those decision-makers?

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Baremetrics

JANUARY 24, 2021

The Problem In January of 2020, we realized that one of the major problems holding back our company was a customer churn rate of 19%. The graph below, taken from our Baremetrics account, shows our customer churn throughout January 2020. At that moment, we made it our goal for 2020 to reduce customer churn to 5%.

Churn 71

Churn SaaS Payments Payment Methods Payment Solutions 71

Chart Mogul

APRIL 24, 2020

Like the sirens of an early warning system, SaaS dashboards are alerting revenue leaders to sudden changes in the direction and velocity of their key metrics. Was that the last wave of bad news?’ ‘I’m Broadly, there are 3 key assumptions on which our new forecast will be built: How bad will it get: what is our new normal?

Forecasting 52

Forecasting Underperforming Technical Team SaaS Marketplace as a Service 52

ChurnZero

FEBRUARY 5, 2020

The Call for Speakers is OPEN for all 2020 BIG RYG Speaking Opportunities! When developing sessions for BIG RYG , our primary goal is to – Speak Simply, Be Real and Challenge the Audience. Not bad for preparing and delivering a presentation on a topic you already know. We want to have fun while keeping gimmicks to a minimum.

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Underperforming Technical Team Customer Success Churn Communication 64

CustomerSuccessBox

DECEMBER 13, 2021

In 2020, he co-founded Gain Grow Retain, a community for customer success leaders. What are the KPIs and metrics you track for onboarding? A best practice that our onboarding team has implemented is to map out the process step by step in an activity diagram. In my experience, poor onboarding is a top driver of churn.

Onboarding 52

Onboarding Scale Underperforming Technical Team Systems Review 52

BetterCloud

MARCH 11, 2021

DevOps is a practice that combines software and IT operations to shorten the development cycle and deliver high-quality software. Statista predicts that the worldwide SaaS market size will reach $138 billion by 2022, a significant increase over the $101 billion market size it estimated in 2020. So the calculus here isn’t too difficult.

Underperforming Technical Team 52

Underperforming Technical Team Technical Review Software Review Engineering 52

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. Emilie Maret | Fellowship Team @ The Family. We’re a team of former investors and operators from the likes of Facebook, Deliveroo, and the Swedish payments company Klarna. Emilie Maret | Fellowship Team @ The Family. Want to see more content like this? Ophelia : Hi everyone.

New CTO 147

New CTO Sales Hiring B2C CTO Hire 147

SaaStr

SEPTEMBER 12, 2019

Ashley Smith, Venture Partner at OpenView provides insight on what investors are looking for in product metrics and growth indicators so you can capitalize on your product’s story for funding. Join us at SaaStr Europa 2020. I have a team of people who work on numbers. Atlassian famously does not have a sales team.

Investment 100

Investment Underperforming Technical Team Sales Hiring Software Review 100

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. And we’ve got this megaphone called social media, that every single customer can talk about a great product experience, and they can also talk about a bad one. For Slack, it was one that a team sends 2000 messages. We raised 30 million bucks, we can expand the team. What happened?

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Scale Sales Hiring Revenue VP of Engineering 212