Thu.Oct 10, 2019

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5 Ways to Transform Your SaaS Financial Model into an Operational Forecasting Tool

Chargify

While running Flightpath Finance over the years, we have seen how a number of SaaS companies ranging from $1 to $15MM ARR forecast their financials. In this post, we will share our insights, focusing on tactics that will make your SaaS financial model more operationally focused and therefore more useful in supporting SaaS CEOs and co-founders in their decision-making. .

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How CRM can reduce churn and keep your sales on track

Teamgate

Reducing sales churn is the holy grail of every sales director. . The more customers you lose – churn – the less likely it is that your company is going to grow significantly any time soon. You see, the cost of acquiring new customers is far greater than retaining the ones you already have. Sure, of course, you need a constant supply of new leads and prospects entering the sales funnel, but don’t let that cloud the importance of existing customers and their likelihood to churn.

Churn 40
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Freemium at Scale with Typeform CEO (Video + Transcript)

SaaStr

Freemium can help software companies gain users quickly—but what happens when it’s time to scale back or up? Free services must meet users’ basic needs, while also encouraging them to upgrade to the paid version once those basic needs are met. Join Joaquim Lecha, CEO at Typeform, and Christoph Janz, Managing Partner at Point Nine, as they delve into freemium at scale.

Scale 141
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Lessons learned from hiring 200 sales reps in a year with Samsara’s Nick Rathjen

Predictable Revenue

We provide the framework and break down the process, fast-growing company Samsara used to hire 200 new sales reps in a year. Find out how Samsara maintains company culture and provides mentorship for new reps while rapidly growing their team. The post Lessons learned from hiring 200 sales reps in a year with Samsara’s Nick Rathjen appeared first on Predictable Revenue.

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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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Louis Rosenfeld on how UX design can close the gaps between people

Intercom, Inc.

? ?. You’ve probably heard the parable of the six blind men and the elephant: One touches the trunk and says, “It’s a snake.” Another, touching a leg, disagrees: “No, it’s not! It’s a tree.”. Another feels the ear and mistakes it for a fan. The one touching the body is sure he’s run into a wall. The one with tail in hand knows he’s holding a rope. And the last one, with his hand on a tusk, is certain he’s touching a spear.

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Tech-Based Communication Solutions to Improve Sales and Marketing Processes

InsightSquared

With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy. A successful tech-based communication strategy depends on defining the plan, finding and implementing the right tools, and taking measures to ensure their longevity. The following steps can help create a strong and highly engaged workplace with tech-based communication strategy. .

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RigUp

Andreessen Horowitz

The industry that powers our world is a massive one, employing over six million energy workers in the U.S. and spending over $100 billion on services alone. Yet modern software, payments, and mobile solutions elude the energy industry. . This energy … The post RigUp appeared first on Andreessen Horowitz.

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B2B Growth Mentor Musings: Wes Bush

Hull

Hull and GrowthMentor bring you Mentor Musings , a collection of insights, tactics, ideas, and musings about B2B growth strategies from the experts themselves. Wes Bush is the bestselling author of "Product-Led Growth: How To Build a Product That Sells Itself." In a few words or phrases, what does growth mean to you? Growth happens when you capitalize on opportunity.

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Product-led everything

ProfitWell

Today, we’re talking product-led everything. First up, a chalk-full Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. Your top subscription news. A product-led tweet storm. Userpilot’s Aazar Ali Shad begins his latest Twitter storm with a question for the product peeps out there: how do you run sales in the era of product-led growth?

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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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Data Governance: Salesforce Objects in a Lead-to-Cash Process

Sales Hacker

Reliable data is everything…. Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. The challenge?

Scale 58
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Preset

Andreessen Horowitz

Data has become so meaningful to the enterprise, it’s become a cliche. Increasingly, the answers to improved performance, accuracy, security, and, of course. business metrics are hidden within massive streams of data. However, while the industry has been espousing this … The post Preset appeared first on Andreessen Horowitz.

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What are microservices? Your next software architecture

IT World

Nearly every computer system performs multiple tasks using shared resources, and one of the questions of computer programming is how closely the bits of code that perform those tasks should be tied to one another. An increasingly popular answer is the concept of a microservice — a small, discrete chunk of functionality that interacts with other microservices to create a larger system.

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Are Remote Workers Leaving a Hole in Your Company’s Cybersecurity?

OpenView Labs

So many companies today are worried about how remote employee policies are affecting the security of their online networks. Businesses, no matter the size, are all concerned with the data they possess and how secure it is at all times. However, sometimes the policies are not always followed in the best manner. Not to mention, company leaders are often more stressed about the security of remote employee devices because they fear employees are connecting to public or unsecure Wi-Fi since these peo

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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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VMware builds security unit around Carbon Black tech

IT World

VMware has wrapped up its $2.1 billion buy of cloud-native endpoint-security vendor Carbon Black and in the process created a new security business unit that will target cybersecurity and analytics to protect networked enterprise resources. When VMware announced the acquisition in August , its CEO Pat Gelsinger said he expected Carbon Black technology to be integrated across VMware’s product families such as NSX networking software and vSphere, VMware's flagship virtualization platform.

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Subscription Show Boston – November 4-6, 2019

OPEXEngine

The Subscription Show is coming to Boston in a few weeks at the World Trade Center. I’m thrilled to be speaking there about SaaS Metrics and Benchmarks. The show is 100% focused on subscription models, operations, pricing, marketing and subscription-centric technologies, and organized by Subscription Insider. I’ll be talking about how investors are evolving the KPIs by which they value SaaS going into 2020, the latest on the Rule of 40, and how companies are bringing together operations and F

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What are microservices? Your next software architecture

IT World

Nearly every computer system performs multiple tasks using shared resources, and one of the questions of computer programming is how closely the bits of code that perform those tasks should be tied to one another. An increasingly popular answer is the concept of a microservice — a small, discrete chunk of functionality that interacts with other microservices to create a larger system.

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Anatomy of the Perfect BetterCloud Offboarding Workflow

BetterCloud

Our customers frequently ask us what a perfect offboarding workflow should look like. With that in mind, we want to give you a step-by-step guide on how to build a complete offboarding workflow in BetterCloud. Offboarding is more than just revoking access. There are many more steps than people often realize—steps that are critical for data security, compliance efforts, and business continuity.

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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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Sales Reps: The Winning Sales Demo Formula for 2020 & Beyond

Sales Hacker

The post Sales Reps: The Winning Sales Demo Formula for 2020 & Beyond appeared first on Sales Hacker.

Sales 51
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How to Make the Most of Customer Experience Feedback

Totango

Acting on customer experience feedback gives you a competitive advantage. No other enterprise has access to the information you can gather from your customers. No one else gets to have a personal conversation with the very people your product is designed to serve. When you listen to what your customers tell you and incorporate their feedback, you encourage loyalty in your existing customers and create a customer experience that will attract others to your product.

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Scaled pricing: comparing tiered and volume pricing scales

ProfitWell

It’s time to throw the age-old theory of “one product, one price” out the window. Sure, a single package at a fixed price might attract customers and spur growth and keep things simple in the early days of your company. But, ultimately, failing to get scaled pricing right is a death knell for SaaS products. It’s because customers are human—and humans are fickle.

Scale 41