Thu.Jul 25, 2019

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Product-led Calendly’s Path to Human-assisted Conversions — Insights from Tope Awotona

Chargebee

Calendly’s Founder & CEO, Tope Awotana shares their journey of monetizing their product-led SaaS and moving from a 100% self-service to a hybrid model.

SaaS 65
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Rethinking the Product Demo for Product Led Growth

OpenView Labs

Full disclosure: I started out my software career as a pre-sales engineer. Call me biased, but what other job inside a software company allows you to exercise so many skills at one time? Part show person, part geek, part industry expert, part teacher! I love the pre-sales role and the demo. A B2B software buyer’s early product experience is arguably the most critical part of any software sales cycle.

Scale 42
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The Definitive Guide to Mobile Deep Linking

Neil Patel

The average consumer is spending five hours per day on their smartphones and this number is only going up. We do everything on our phones these days, from shopping to browsing social media and managing our businesses. This is why it’s more important than ever to optimize the user experience to keep people on your app for longer periods, enjoying it more, and sharing it with friends.

Mobile 103
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When and how should SaaS startups offer reduced pricing?

SaaStr

For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.

Pricing 191
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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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Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.

Predictable Revenue

We breakdown the role confidence plays in a successful sales career. We give you actionable advice on how to inspire confidence in your sales reps. The post Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey. appeared first on Predictable Revenue.

More Trending

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90-Second Pre Call Planning: A Simple Process for Cold Calling Success

Sales Hacker

As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.

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Passwords Are Dead… Again

Andreessen Horowitz

After headlines and heated discussions around large consumer breaches, the “death of the password” may be the second most common information-security (“infosec”) story out there.

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Public cloud winners take most

IT World

It’s earnings season for the public cloud vendors and the chatter over who’s winning is heating up. Microsoft was first, reporting 64 percent growth on a base that no one outside of Microsoft seems to know (though Forrester is projecting $10 to $11 billion in 2019). Some observers, like former Windows chief Steven Sinofsky, doubt the number can possibly be “impressive” or Microsoft would break out Azure revenue.

Cloud 75
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4 Reasons Why Your Business Should Consider Switching from PayPal to a Full-Service Partner

FastSpring

Ecommerce sales are already growing at an alarming rate. And to take advantage of all this growth, many online businesses are working hard to ensure that they’ve covered all their bases. One question that gets asked frequently, is when online businesses should consider switching from accepting payments through a payment solution like PayPal and transitioning over to a comprehensive ecommerce platform.

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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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How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue

Sales Hacker

Forecasting the business in spreadsheets was not working for TrendKite, an innovator in the digital public relations space, growing 60% YoY. Learn how they added visibility, rigor, and efficiency to their sales process that set them up for a successful merger with their prime competitor, Cision. The post How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue appeared first on Sales Hacker.

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Public cloud winners take all

IT World

It’s earnings season for the public cloud vendors and the chatter over who’s winning is heating up. Microsoft was first, reporting 64 percent growth on a base that no one outside of Microsoft seems to know (though Forrester is projecting $10 to $11 billion in 2019). Some observers, like former Windows chief Steven Sinofsky, doubt the number can possibly be “impressive” or Microsoft would break out Azure revenue.

Cloud 58
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Meet BetterCloud’s New Chief Customer Officer, Rachel Orston

BetterCloud

Our new Chief Customer Officer (CCO) Rachel Orston was one of Atlanta’s early tech pioneers and helped build the thriving tech community there. Rachel leads a customer success forum in Atlanta and is an avid attendee of spin classes. Her passion for customers and the customer experience is unrivaled. She’s excited to seize the opportunities that lie ahead of BetterCloud, which is what unquestionably makes Rachel the ideal new head of our customer experience organization.

Scale 53
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5 Trends Driving End of Ownership and Growth of Subscription Economy

Zuora

Changing customer preferences are leading to a new era defined by "the end of ownership." A new global study by The Harris Group shows that 57% of the people surveyed wish that the could own less stuff. The post 5 Trends Driving End of Ownership and Growth of Subscription Economy appeared first on Zuora.

Trends 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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Pivoting & Proactivity: May Habib of Qordoba Talks Total Market Transition

ProfitWell

Every company goes up market eventually, especially in B2B. Most do so by expanding their offering, few actually make the leap from abandoning the low end of the market and going right at the enterprise instead. So how do you get there? Transitioning from the startup market to the enterprise world requires strategic pivoting and a proactive group effort.

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Subscription Economy News – Week of 7/22/2019

Zuora

Every week, we bring you the top stories and analyses from the global Subscription Economy. The post Subscription Economy News – Week of 7/22/2019 appeared first on Zuora.

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Revenue vs Income: What’s the difference?

ProfitWell

It's tempting to think that the relationship between revenue and income is a pretty simple one— that as long as you're keeping one of them healthy, the other will be healthy too. Not quite. In business, revenue constitutes a business’ top line (total income through goods/services), while income is its bottom line (revenue minus the costs of doing business).

Revenue 41
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7 Most Overlooked Efficiency Killers: How to Spend More Time Selling

Sales Hacker

You may have heard that sellers spend less than 40% of their time actually selling. So you’ve invested in enablement and technologies to help them use their time efficiently. But even with more than 7,000 sales tools available for sellers today, there are still seven key areas of the sales process that remain inefficient in most organizations.

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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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Weekly Walk with CLEAR’s CTO, Rob Wisniewski

OpenView Labs

The post Weekly Walk with CLEAR’s CTO, Rob Wisniewski appeared first on OpenView.

CTO 40
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Intercom on Product: The principles behind how we build

Intercom, Inc.

Today’s episode of Intercom on Product is all about principles. We use product principles a lot in Intercom to guide us, in terms of how we build, what we build and how we make decisions. In this installment, SVP of Product Paul Adams and I explore our product principles in depth, discussing everything from how they evolved to the qualities that make a good principle.

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Teamgate receives “Best ease of use” and “Best value” awards from Capterra

Teamgate

It is a great feeling to share more great news with you again! Some people say that success is never just one thing, that it’s a series of steps leading to a moment of achievement, a moment of recognition, a moment of overcoming. It is what it is, but we know how it feels. At Teamgate we’ve just experienced yet another one of those moments, and we’re feeling pretty thankful. .

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3 Shockingly Simple Ways to Triple Pipeline

Sales Hacker

This webinar does not introduce a new “patented” methodology or sales tool that promises to solve all your problems. Instead, you’ll learn tactics and tips that most sales teams miss, but which have an enormous impact on pipeline. Join John Healy from Factor 8 as he gets hands-on and shares three things your team can do right now to improve the number and quality of the conversations they have every day.

Sales 12
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10 Red Flags in Integrated Payment Partnerships: Moving Towards a Mutual Benefit

Navigate the complex world of integrated payment partnerships with this essential guide, a treasure trove of insights for software companies. It unveils ten critical red flags to watch out for, from the dangers of hidden fees to the constraints of restrictive contracts. This guide is crucial for identifying potential pitfalls and aligning with the right partners.

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The New Era of SaaS Forecasting

Baremetrics

Data science is beginning to replace spreadsheets for entrepreneurs wrestling with uncertainty in their business models. How did we get here? What’s really new? And how can founders at any stage get better at predicting their future? Staring into the Void. If you’re like most SaaS founders, you’ve googled for a saas financial template you can use to forecast your subscription business.

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Customer Success and Sales: How They Work Together

Totango

What’s better for your business to focus on: customer success or sales? Customer success is the practice of cultivating deep and lasting relationships with your customers, which can unlock lasting customer lifetime value for your business. And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers.

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How can the right onboarding process increase the renewal rate?

CustomerSuccessBox

Onboarding, Onboarding, Onboarding! Why do we write so many articles on onboarding? Having the right onboarding process can change several things for your company. How well the onboarding process is, has a major impact on renewal rate and even the upsells. Customer onboarding has several other advantages: Customer onboarding experience is almost wholly in the hands of the customer success team.

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Criteria Corp Introduces Account-Based Selling with Hull

Hull

Criteria is a technology company dedicated to changing the way employers find and hire great talent. "Without Hull, a lot of inbound leads would get lost between our go-to-market systems. We would have to do bulk imports and exports and de-duplication all day long, and there would be a lot of human error along the way that would cause discrepancies in our data.".

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Embedded Analytics: A Force Multiplier for Business

The possibilities for embedded analytics to drive real value for businesses, end users, and society are as fascinating as they are limitless. No matter the industry, brand after brand is finding that analytics can be the solution to a multitude of business challenges. Go deep with five insightsoftware customers as they share the details of their analytics journeys and discuss the transformative power of data.

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4 Key Marketing Strategies for Rapidly-Growing SaaS Businesses

Chargify

You have already figured out how to reach your target audience and acquire customers. And when you find something that works, it’s important to go all in and make the most of it. But businesses should never grow complacent — there is value in trying out new approaches and continuously experimenting to see what else might help take your business to the next level. .