Wed.Nov 11, 2020

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What to Expect when you Scale: Lessons from Mark Roberge

Chargebee

A former CRO of HubSpot who helped transform the startup into a unicorn valued at over $5 Billion, Mark shares his learnings at Hubspot and on scaling with adaptability.

Scaling 105
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Just Assume Your Top Partners Eventually Compete With You. It’s OK.

SaaStr

I note a whole bunch of announcement from the recent past : Salesforce is now competing with a whole ‘nother bunch of its top partners with its new High Velocity Sales Cloud. And yet, Outreach, Salesloft, Mixmax and others are growing faster than ever. Salesforce now competes with many of its partners via Service Cloud, and even in the contact center now.

Scale 260
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Announcing our new report – “The Future of Support Has Arrived: It’s Conversational”

Intercom, Inc.

Customer support is evolving. But how are support leaders staying ahead of rising conversation volumes and sky-high customer expectations? Our new report reveals that conversational, messenger-based support is key. Discover five trends transforming the support industry along with tips on how to capitalize on them. Today, modern customers expect both personal and efficient support.

Headcount 145
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Role of Sales in ‘Product Led Growth’

SaaStr

The ‘end-user era is here’ as explained in detail by Openview Partners , and enterprise software is charging the way. Gone are the days when software was thrusted from the C-Level down to practitioners. With that came the enormous burden of a contract and that dreaded lock-in period. The usefulness of the product came secondary to the attractiveness of the product brief.

Scale 178
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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 marketing teams produce more content under tight deadlines

Trint

Brands need to be visible on the channels their customers use as audiences demand more and more content. At the same time c ustomers are being inundated with content with ads, offers and social media posts. Marketing teams need to keep up with demand while also breaking through in an overstimulated world. Power your content machine and speed up creation with content that's fast and relevant.

More Trending

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How to Double Your YouTube Subscribers (Without Buying Them)

Neil Patel

Every minute, 500 hours of videos are uploaded to YouTube. With that much competition, you might have counted yourself out and accepted that getting enough Youtube subscribers isn’t worth the effort. But what if you’re making a social media mistake ? What if you could break through the noise and become popular on YouTube? One of the best ways of measuring popularity on YouTube is by looking at the number of subscribers.

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Should Your SDRs Look for Projects or Pain?

Kellblog

There’s a common debate out there, it goes something like this: “Our sales development representatives (SDRs) need to look for pain: finding business owners with a problem and the ability to get budget to go fix it.” Versus: “No, our SDRs need to look for projects: finding budgeted projects where our software is needed, and ideally an evaluation in the midst of being set up.” Who’s right?

Scale 144
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How to Create an Editorial Style Guide

Neil Patel

As a digital marketer, you know just how important the tone and message of your blog are to the overall success of your business. A cohesive approach to your digital content, especially the content on your blog, is critical to your brand. The best way to ensure your site is editorially cohesive is with an editorial style guide. This article will walk you through the basics of an editorial style guide.

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What is Negative Churn? (And How to Achieve it)

Baremetrics

Generally speaking, you don’t want your SaaS metrics to be negative. Negative daily active users? Bad. Negative revenue? Horrible. Negative net revenue churn? Amazing! Net revenue churn is the exception to the rule, and it’s one of the few times you’ll hear founders get excited about a KPI being in the negative. So, why does everyone have such a positive attitude about negative churn?

Churn 111
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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 Competitive Intelligence is Replacing the Relationship Sale

Sales Hacker

The relationship sale is on its way out. I know this sounds like blasphemy, but hear me out before you start throwing sarcastic memes my way. All I mean is: the way people buy has changed drastically. In the past, strong relationships were the main way to get in front of a prospect and close a deal. Now, data, media, and technology allow us to get in front of prospects and convince them that a complete stranger has a better solution than their incumbent partner.

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The era of the ‘home subscriber’

Zuora

This article was originally published in El País by Sandra López Latvian. Think for a moment about the number […]. The post The era of the ‘home subscriber’ appeared first on Zuora.

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How to Use the Voice of the Customer in Your Renewal Conversations

ChurnZero

Customer Success (CS) has become a larger priority for many companies in the past five years as the shift to SaaS subscriptions has become the de facto standard for most license models, and customers can more easily switch vendors with little effort. So making sure your customers are happy is vital to ensure companies are achieving a best in class churn rate, usually somewhere between 5-7%.

Churn 85
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Webinar: Quote-to-Cash for High-Tech & SaaS

Navint

In today’s chaotic business landscape, success for SaaS focused companies is based on much more than a strong product – innovations in the purchasing experience, usage, payments and service have quickly become essential for both survival, and growth. Launching and optimising subscription and consumption revenue models is now paramount. However, for many SaaS organisations.

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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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It’s Time to Resegment Your Market (and Revise Your Pricing)

OpenView Labs

The US election is behind us, many of our customers at Ibbaka have worked out their Covid-19 and post Covid-19 strategies, and we’re moving into a new market in 2021. Given the changes we’ve all experienced in 2020, now is the time to resegment your market. When you do this, you’re looking for two key changes: Have current customers and prospects changed segments?

Pricing 73
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Your Checklist to Evaluating Digital Transformation Consulting Firms

Treehouse Technology Group

When it comes to executing digital transformation projects successfully, leading to a profound change in business models and processes to fully leverage the opportunities unlocked by digital technologies, many organizations turn to specialized consultants. Digital transformation consultants help the organization craft a new vision and bring in expertise that is not available within internal teams,… The post Your Checklist to Evaluating Digital Transformation Consulting Firms appeared first

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Subscription Economy News: Week of 11/09/20

Zuora

Every week, we bring you the top stories and analyses from the global Subscription Economy. BMW’s Offering Subscription-Based Speed Trap Warnings […]. The post Subscription Economy News: Week of 11/09/20 appeared first on Zuora.

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A Brief History of SaaSOps (And Why it Matters)

BetterCloud

When I accepted my job at BetterCloud earlier this year, my wife asked me one question: What is SaaSOps? I knew the answer, but didn’t do a great job of explaining it at first. “It’s the same idea as DevOps, but for IT pros,” I said. “Or at least I think that’s what it is.”. As I read more about SaaSOps (short for SaaS operations), to give her a better idea of what my new employer does, I learned two things.

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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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What is Contracts to Cash?

Aysling

If you have strolled around the Aysling website, then it is likely you have seen the term “ Contracts to Cash ” in quite a few places, and you might be wondering what is Contracts to Cash; and how does it apply to my business? To answer that, we have to explain what Aysling isn’t first. Aysling is not really an ERP. At least not yet. To be an ERP or Enterprise Resource Planner, a software platform needs to contain accounting and inventory functionality.

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Sales Spotlight: Ted DeBettencourt, building sales by sharing your vision

CloseSaaS

Learn how the one-man-sales-show, Ted DeBettencourt, turned his vision into a successful business that continues to thrive despite the current state of the world.

Sales 52
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How to Achieve more by doing less by Brian Kardon

Chargebee

Brian Kardon, the CMO of Invision shares his tips and tricks on how to achieve more by doing less in this Champions of Change series.

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45 – Technical leadership (from a past CTO, CEO, Director of Engineering, and Coder), with Cynthia Del’Aria

Natalia Luneva

Today I interview Cynthia Del’Aria and we talk about leadership in the SaaS world. Cynthia helps business owners turn their idea for an app, custom software, subscription product, or website into higher profit with higher margins. Her career spans nearly 25 years, and includes development skills in the full web stack, as well as the business side of the house.

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Crafting Tomorrow: A to Z of Delighting Customers with Your Product

Ready to build game-changing software fast? Trigent's eBook, "Crafting Tomorrow," unlocks the secrets. Entrepreneurs, product managers, and developers: it's time to bring your vision to life. Tech Accelerator: An on-demand ninja team ready to ideate, validate, iterate, and propel your product at every stage. Master the Product Life Cycle: Identify problems, build solutions, launch, scale, and optimize with confidence.

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The Ultimate Guide to Customer Engagement

SmartKarrot

Source: Pexels. Sometimes, delighting customers and asking them for frequent purchases, is not enough. You should be constantly striving to work on relationships that foster customer engagement. This will be the result when you are more worried about the quality of relationships than monetary finance. Here in this post, we will walk through everything you need to know about customer engagement.?

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How to Strategically Score Customer Health to Drive Startup Growth

OPEXEngine

To outline a hands-on, effective approach to customer health scoring, Underscore VC sourced insights from the Customer Success Core. In this framework, you’ll learn how to design a scoring system that aligns to your growth strategy, brainstorm and select leader indicators of success, and operationalize the system across your startup. After Jebbit raised its Series B, Michael Marcus, VP of Customer Success (CS), sat down with his team to plan their scale-up operations.

Startup 91
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Nov 11 – Customer Success Jobs

SmartKarrot

Role: Vice President of Customer Success Location: Englewood, CO, US Organization: WOW! Internet, Cable & Phone As a Vice President of Customer Success, you will define and optimize the customer lifecycle, applying customer journey mapping, and identifying standardized interventions for each point in the journey. Develop effective customer success programs to ensure successful onboarding, adoption, retention, and revenue growth.

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Top Strategies for Customer Value Creation

SmartKarrot

In order to stay in business with you for the long term, the customer has to constantly realize the value of your product. It is the job of a customer success manager to constantly demonstrate how your product is adding business value to the customer. Hence, customer value creation is an integral part of a business strategy. Customers often pay for the perceived value of the product.

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How To Package & Price Embedded Analytics

Just by embedding analytics, app owners can charge 24% more for their product. How much value could you add? This framework from Software Pricing Partners explains how application enhancements can extend your product offerings. You’ll learn: How to take a disciplined approach to pricing The three elements of the Packaging Decision Framework Ways to structure your new embedded analytics offering Download the White Paper to learn about How To Package & Price Embedded Analytics.

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Building the Optimal Customer Success Org Structure

SmartKarrot

The customer success space primarily strives on building optimal, long-lasting relationships over the course of time. In such a case, it is of high pertinence that they come up with a customer success org structure. This chart structure gives shape to why and how the hierarchy of a CS organization should look like. It is a given that your customer’s success is your success.