Mon.Aug 26, 2019

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3 Tactics to Optimize Your Customer Success Accounts

OpenView Labs

If you’re like most SaaS Customer Success Managers, chances are you have 30, 40, sometimes 50+ accounts or relationships you want to assure benefit the most from your companies partnership, inevitably resulting in renewal and expansion opportunities. More frequent than not, questions like these plague your conscious on the regular: Where does X account stand?

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Benchmarking DataDog's S-1: How 7 Key Metrics Stack up

Tom Tunguz

Recently, we’ve seen a series of product-driven companies building huge customer bases with tremendous account expansion and terrific sales efficiency. DataDog is no exception. DataDog provides a very popular IT monitoring solution that has grown from its founding in 2010 to a huge business. During that time the product has grown from infrastructure monitoring to application performance management, logging and user experience products.

Metrics 189
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As a startup founder, what’s the shadiest thing a VC asked you to do (to get their funding)?

SaaStr

I don’t think anything is truly shady, but like most founders, I’ve had better and worse experiences with VCs. (And yes, when I invest, I won’t do this stuff). Still, here are my worst / shadiest experiences: Issuing a secret, second version of the term sheet where I would be replaced as CEO. Oh this was great. In my first start-up, the second term sheet came from a new venture firm that was … nervous.

Startup 136
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Announcing ‘Intercom on Sales’ – our playbook for scaling a billion dollar business

Intercom, Inc.

Today we’re releasing a brand new book, Intercom on Sales. If you work at a high-growth company, you’ve likely heard the saying, “What gets you to $50 million won’t get you to $100 million.” You could swap in any numbers you’d like, and the sentiment would still hold true: scaling sales is incredibly hard. I joined Intercom three years ago to do just that, to take our nascent sales team to the next level.

Scale 119
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How Investors & Strategic Buyers Evaluate Integrated Payment Strategies

Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.

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How Ian Cleary Used Networking to Build a Globally Scaling Brand

Nimble - Sales

Ian Cleary is a globally recognized marketer that is known for his ability to see the full picture in marketing because of his combined marketing, technology, and business skills. He shares his knowledge through an award-winning blog, at marketing conferences around the world, and through working with customers. Ian strives to bridge the gap between […].

Branding 106

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PODCAST 72: How to Break Down Sales Stereotypes and Hire Better SDRs w/ Rahim Fazal

Sales Hacker

This week on the Sales Hacker podcast, we speak with Rahim Fazal , Co-Founder and CEO of the SV Academy. The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We hear how the SV Academy finds, trains, and releases SDR’s into the wild and the crazy, unconventional success they are finding on the way.

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HoneyBook’s Billion Dollar SaaS Network Effect

Ryan Berg

According to a study by venture firm NFX, 70% of value in tech is driven by network effects. But when most people think of network effects, they think of marketplaces and social networks. Not SaaS. In this case study we’ll explore how HoneyBook, a SaaS focused on streamlining the proposal and invoicing workflow for freelancers, has built a powerful network effect into their SaaS.

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Recruiting Saleswomen of Color: What Are You Waiting For?

Sales Hacker

America is a diverse nation. Our cities and towns are becoming increasingly diverse. And as companies take advantage of global business opportunities, they’re experiencing an increasingly diverse range of clientele. So why are many companies failing to make building a diverse workforce a greater priority? The fact that they don’t is actually bad for their bottom line.

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8 technologies that will disrupt business in 2020

IT World

Technology’s pace of change has had a profound impact across nearly every industry. These days it’s not enough to keep atop of emerging technologies but to keep ahead of them.

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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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More on IBIZA, Totango Product Updates | August 26, 2019

Totango

Continuing on the journey of providing more value to Portfolio managers, this sprint we are releasing set of features to help drive productivity. Information Request Forms is our newest tool, which enables teams to achieve end to end workflows within Totango by asking the specified team members to fill in the relevant data in context and in time. Imagine that your sales team has signed a new customer (Yay!

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VMware plan elevates Kubernetes to star enterprise status

IT World

San Francisco – VMware has announced an initiative that will help make it easier for current vSphere customers to build and manage Kubernetes containers as the platform evolves. The company, at its VMworld customer event, announced VMware Tanzu which is made up of myriad new and existing VMware technologies to create a portfolio of products and services aimed at enterprises looking to more quickly build software in Kubernetes containers.

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Recur Now 8/26: Retail therapy? Subscribed.

ProfitWell

It's an "add to cart" kind of day. Today, we dive deep into the future of retail, plus a feature on HubSpot’s Brian Halligan — on how he scaled the company to the #1 spot in marketing automation. Today's Top Subscription News. Top SanFran Startups. Tech Tribune's list of the best 2020 tech startups in San Francisco is out. Zenefits, a cloud-based software for managing human resources, scored a # 10 spot.

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VMware vSphere goes Kubernetes native

IT World

As much as enterprises might want to modernize IT and go cloud, it’s still a stubborn fact that 95 percent of IT spending remains firmly on-premises. That’s changing, and fast, but CIOs have struggled to upgrade their information technology for the cloud era. In a bid to ease that struggle, VMware today announced Project Pacific, a re-architecture of its vSphere server virtualization platform that turns vSphere into a Kubernetes native platform.

Cloud 49
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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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Lead Generation Landing Page: 10 Steps to a High-Conversion Page

Sales Hacker

“Just Google it.” Today, the first stage in any purchase is a Google search. And B2B buyers are no different. In fact, most won’t talk to a salesperson until they’re nearing the final stages of the buying journey: 94 percent of B2B buyers perform online research before making a purchas ing decision. . 45% of buyers are spending more time on research before making a purchase.

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Navigating Apttus’ Return to Salesforce: A Quick Guide for Future Customers

Navint

Having worked for both Apttus and Salesforce, Sean Joyce , the Salesforce practice lead for Navint, is in a unique position to share his perspectives on Apttus returning to its Salesforce roots. What does the pivot mean for buyers of CPQ software, and how do Apttus and Salesforce CPQ & Billing stack up? Tale of Two CPQ Providers: A Brief History.

Azure 40