Andreessen Horowitz

FEBRUARY 10, 2020

0/ There is a dazzling amount of inconsistency in what GTM (go-to-market) metrics are presented at board meetings of early stage B2B (business to business) companies. Here is my hit list of the most important, and why: 1/ CARR – … The post 11 Key GTM Metrics for B2B Startups appeared first on Andreessen Horowitz.

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B2B Metrics Startup Marketing 132

Nimble - Sales

FEBRUARY 10, 2020

The theory of organizational life cycle according to Itzhak Adizes consists of nine major stages: Courtship, Infancy, Go-go, Adolescence, Prime, Stabilization, Aristocracy, Early bureaucracy, Bureaucracy, and Death. Every other company moves from one stage to another based on the niche specifics, level of competition, the volume of investments, and other varying factors, As soon as […].

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Software Management Investment Business 77

Andreessen Horowitz

FEBRUARY 10, 2020

This is a written version of a presentation by Divvy Homes CEO Adena Hefets at the a16z Summit in November 2019. You can watch a video version on YouTube. I’d like to start by illustrating the importance of homeownership. … The post A Novel Path to Homeownership appeared first on Andreessen Horowitz.

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ProfitWell

FEBRUARY 10, 2020

Whether you know it or not, you've encountered the economy pricing model. It's why you buy generic cola instead of Coke. Or facial tissues instead of Kleenex. It’s a pricing strategy employed by businesses to make generic and commodity goods appealing. In other words, it makes customers feel like they’re getting a deal. Store-brand products and generic medications are some of the best examples of economy pricing at work.

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Pricing Airlines Advertising Acquisition 59

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Payments

OpenView Labs

FEBRUARY 10, 2020

Listen to this post below. . [link]. From its bootstrapped founding in 2002 all the way to a $5 billion valuation in 2016, Atlassian famously had no sales people. ‘No sales’ became nearly as synonymous with Atlassian as ‘no software’ was with Salesforce. The software company’s stated strategy was to offer great products paired with low pricing and self-service purchasing, a Product Led Growth (PLG) recipe that fueled the company’s sustained profitable growth.

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Sales Hiring Scale Headcount Sales 57

ProfitWell

FEBRUARY 10, 2020

Today, we're listening to an episode of The Growth Hub podcast that’s near and dear to our hearts —on redefining content in the age of growth. And finally, tips for those looking to dip into the subscription ecommerce space. Your top subscription news. Redefining content in an age of growth. A question we hear time and time again: What is the role of content in growth?

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Interviewing Subscription Payment Features Content Marketing 40

InsightSquared

FEBRUARY 10, 2020

New Executives Join InsightSquared, Accelerating Company’s Growth in Revenue Operations. BOSTON — Feb. 10, 2020 – InsightSquared , the leading provider of revenue intelligence solutions, has announced the addition of Todd Abbott as President and Chief Operation Officer, and James Davison as Vice President of Products. As the B2B customer journey becomes increasingly complex, InsightSquared’s fast time-to-value, breath of suite and ease of use has positioned the company as the go-to partner for o

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VP of Engineering Forecasting B2B Engineering 12

Sales Hacker

FEBRUARY 10, 2020

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points.

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Consulting Sales Hiring Leadership Sales Enablement 120

Cobloom

FEBRUARY 10, 2020

Whether you're trying to accelerate your lead generation or send your conversion rates sky-high , the success of your SaaS product relies on your understanding of a single person: the buyer. To get to the heart of the pains, problems and passions that drive buyers towards to your product, you need to learn as much about your buyer as possible. Thankfully, there are 4 actionable strategies you can use for defining and refining your SaaS product's buyer persona.

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SaaS Strategy 77

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