Thu.Sep 19, 2019

5 Lessons on SaaS Pricing

SaaSX

Pricing is the exchange rate you put on all the tangible and intangible aspects of your business. Value for cash. Patrick Campbell. For young SaaS founders, navigating the complex world of pricing can be very overwhelming.

Accelerating Growth With The Extended Product Led Growth Strategy

OpenView Labs

First-time founders care most about product. Second-time founders care most about distribution. — Sahil Lavingia (@shl) August 26, 2019. This recent thoughtful tweet from Sahil Lavingia, Gumroad’s founder & CEO, was followed by an engaging series of inputs from other growth fanatics.

At the Top SaaS Companies, Most Co-Founders Are Not Equal (And That’s OK)

SaaStr

I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders).

Little Known Facts about the VC Industry

Tom Tunguz

I’ve been searching for a great history of the venture capital industry since before I joined Redpoint. There are a handful of books that are pretty good. Done Deals. eBoys. Creative Capital. But there’s a great one called VC by Tom Nicholas. Nicholas traces the history of the venture capital industry back to whaling. They were called venture capitalists back then, but they serve the same role. Men would broker relationships between wealthy individuals and adventuresome captains.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

What’s the one thing about sales you’ve learned that helped you succeed?

SaaStr

It’s a full-time job. Yes, you can start off a a founder doing support, QA, sales, marketing, and more. But sales is a full-time job. And you need folks with experience , usually. You need 40+ hours a week to: Do 2–3 demos a day. Follow up with 20–50 new leads a month.

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The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.

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The Complete Guide to Outbound Email: Get Started Now

Sales Hacker

So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”?

Will Your Business Disrupt—Or Be Disrupted?

Sage Intacct

“Digital transformation” may sound like a buzzword, but the drivers behind it are very real. In an era where technology is reshaping businesses and industries, companies that harness technology can reap big advantages over those that don’t.

Close.com’s Steli Efti on balancing competition and collaboration in sales

Inside Intercom

Some leaders mistake internal competitiveness for toxicity, opting instead to exclusively focus on collaboration. They avoid any internal ranking, out of fear that the workplace will become negative – or politically charged. This is the recipe for a mediocre sales team.

Vacations Are Important, but Most Founders Do Them Wrong

Groove HQ

It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing.

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Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

The Best Customer-Centric Uses of Data

Totango

Becoming customer-centric —putting the customer’s needs and interests at the center of your goals and processes—is impossible without customer data. You need customer data to track progress toward goals, deliver on promises, and continually upgrade your product.

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5 Simple Ways To Improve Your SEO With CRM

Nimble - Sales

Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM.

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

Close.io

Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it?

Startup Sales: Everything You Need to Know About Building Your First Sales Team

Chart Mogul

It's easy to get lost in the weeds when there's so much to do. But sales is the one thing founders cannot oversee — without it your startup will die. Startup founders are stretched thinly like silly putty.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

Why Canada EFT Integration is Difficult

Agile Payments

What is Canada EFT? Canada

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Recur Now 9/19: Notion Goes Back to School

ProfitWell

Today, Notion goes back to school with a smart move in the education market. We also ask our ProfitWell crew how much I'd have to pay them to move cross country for work. We have your daily digest, here. Today's Top Subscription News. Salesforce Goes Sustainable.

Property Management, Leveraging an ACH Integration

Agile Payments

Property management applications are extremely popular today. There is rarely a week that goes by where we are not contacted by a software application that serves property management in some way or another. Often, we are discussing payments solutions with many at one time.

Top CDP Use Cases for B2B Organizations

Hull

At this point, you’ve learned what a CDP is and what it can do, and now it’s time to figure out what use cases make sense for your organization to implement.

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Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

Subscription Economy News: Week of 09/16/2019

Zuora

Every week, we bring you the top stories and analyses from the global Subscription Economy. The post Subscription Economy News: Week of 09/16/2019 appeared first on Zuora. Subscription Economy

Weekly Walk with OpenView’s Director of Corp Dev, Sean Fanning

OpenView Labs

The post Weekly Walk with OpenView’s Director of Corp Dev, Sean Fanning appeared first on OpenView

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How to Create a Unique Subscription Service in a Crowded Market

Subscription DNA

Subscription services have exploded in popularity in recent years. Customers choose subscription services to sample a variety of products or to receive items they regularly… Read more. The post How to Create a Unique Subscription Service in a Crowded Market appeared first on Subscription DNA. Business Solutions

Manage the Big Picture of Your Customers with ChurnZero and Teamwork Integrations

ChurnZero

. Manage the Big Picture of Your Customers with ChurnZero and Teamwork Integrations. ChurnZero is announcing that we are now available in the Teamwork Integrations Marketplace for Teamwork Projects and Teamwork Desk customers to take advantage of our robust integrations.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.