February, 2020

Upselling isn't easy

Practical Advice on SaaS marketing

I’m probably reading the same research you are about upselling. The clear conclusion is that selling more stuff to existing customers is important for software-as-a-service (SaaS) companies.

The Playbook To Re-Igniting Growth with Predictable Revenue Co-Founder and CEO Aaron Ross (Video + Transcript)

SaaStr

Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. Want to see more content like this?

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The Strategic Importance of Competition

Tom Tunguz

When I started in venture capital, one of the questions I learned to ask very early on was competition. Founders would often reply that competition validates the opportunity. At the time, I thought it was a canned response, a clever parry, to avoid answering the question directly.

Overcoming Barriers to Successful RevOps Strategy

InsightSquared

RevOps is on the rise. In fact, LeanData and SalesHacker’s just released “State of Revenue Operations ” shows a 55% year-over-year increase in companies that have established a dedicated RevOps group—a positive sign that companies believe in the importance of aligning strategy and operations. .

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

8 Simple Ideas On How to Motivate The Sales Team After a Rough Patch

SaaStr

Q: How do you motivate your sales team after a disastrous month? It’s definitely a challenge to keep the sales team in the game once things … slow down a lot. Because everyone in sales knows. They know if the competition is getting stronger. If the new VP of Sales isn’t good enough.

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More Trending

Discount pricing strategy: Are discounts really worth it?

ProfitWell

Everyone enjoys getting a good discount. But, while discounting may make customers feel good about purchases made, it’s not always the best strategy for certain businesses. Data suggests using unnecessary discounts can have a negative impact on your business.

What can you do to lower your customers churn rate?

SaaStr

Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done.

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Why Your Startup's Org Chart is Limiting Your Growth

Tom Tunguz

This is the theoretically ideal organizational chart of a startup. There’s a CEO at the top in red, VPs in orange, senior contributors in dark gray, team leads in green, and junior individual contributors in light gray. This is the org chart of the typical startup.

The Keys To RevOps Success

InsightSquared

Looking to jumpstart your RevOps initiative? Here are three keys to ensuring you’re on the right track. Where does RevOps report into: . Head of Sales? Where exactly does RevOps report up to? . According to Jen Igartua, Chief Services Officer, GoNimbly , the reporting structure can be flexible.

The North Star Playbook

Every product needs a North Star. In this guide, we will show you the metrics product managers need to tie product improvements to revenue impact. If you are looking for a more-focused, less-reactive way to work, this guide is for you.

How Question-Selling Can Triple the Value of Your Service

Predictable Revenue

In sales, the common misconception is that by saying the right thing you’ll win the deal.

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Simpson's Paradox in Measuring Net Dollar Retention Rate

Tom Tunguz

Net Dollar Retention is one of the most important metrics is a SaaS business. It measures the value of a cohort of customers over time including expansion, cross-sell, and churn (loss of revenue). But how do you measure NDR? Imagine this is your company’s data. The first column is the cohort month for each cohort in a year. The second column is the revenue of this cohort in their first month. The second colum is a random number between -20 and +20 that is the NDR for that cohort.

Venture Deals Spring 2020 Course – Now Open for Registration!

TechStars

Raising capital can be one of the most difficult parts of the founder journey. The more you know about cap tables and term sheets, negotiating tactics and letters of intent, the better positioned you’ll be for investor meetings.

Additional Health & Safety Rules for 2020 SaaStr Annual

SaaStr

We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them.

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How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

Comprehensive Guide to Website Usability Testing (With Tools and Software to Help)

The Daily Egg

We share the 3-step process for the website usability testing we recommend to our customers, plus the tools to pull actionable insights out of the process. The post Comprehensive Guide to Website Usability Testing (With Tools and Software to Help) appeared first on The Daily Egg.

9 Steps to Repeatable, Scalable, and Profitable Growth

For Entrepreneurs with David Skok

I recently did a podcast interview with Harry Stebbings of “The Twenty Minute VC” where we talked about the 9 step model for how B2B startups need to get through product/market fit, and then how they should go about finding a repeatable, scalable, and profitable growth process.

Want to Solve CRM Adoption? Stop Counting Log-ins

InsightSquared

Unlike in the movie Field of Dreams, when it comes to CRM, year after year, users have proven, “if you build it, they won’t necessarily come.”. The Customer Relationship Management (CRM) market is massive—expected to reach more than $80 billion in revenues by 2025 [1].

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The Great CEO Within

Tom Tunguz

If you’re looking for a primer on many of the responsibilities of being a startup CEO, read The Great CEO Within. Matt Mochary wrote the book. He founded a company which he sold to MCI and now coaches startup CEOs, amongst other philanthropic efforts.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

LaunchPad Lift Spring Program Kicks Off

TechStars

What elements are necessary for successful college-based entrepreneurship education?

A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated)

SaaStr

We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful.

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Crazy Egg vs. Hotjar vs. FullStory: A Comprehensive Comparison (Plus Who Each Tool Is Best Suited for)

The Daily Egg

We’d love to work with every team, but we know our platform isn’t for everyone. Here, we compare Crazy Egg, Hotjar, and Fullstory to help you find the right tool.

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Leading from the front: How Zendesk’s Jamie Buss trains and transforms leaders

Predictable Revenue

People leave managers, not jobs. So how do you avoid being that manager? Learn how good leaders keep top talent engaged and inspired. The post Leading from the front: How Zendesk’s Jamie Buss trains and transforms leaders appeared first on Predictable Revenue.

Build or Buy an LMS? How to Pick the Right Solution for Your Budget

BUDGET. When it comes to picking your next LMS that six-letter word is probably the most important part of the decision-making process. So, what are your options to get the best possible eLearning solution without breaking the bank? Build It or Buy It. This guide from Lambda’s eLearning experts details absolutely everything you need to consider so you can pick the perfect eLearning solution for your organization and budget.

RevOps Q&A

InsightSquared

You have questions, we have answers! Recently we teamed up with the incredible team at GoNimbly to host a webinar on Keys to RevOps Success. We talked about breaking through silos, reporting structures, actionable insights and measuring the impact.

When You Have an Advantage, Speed Up the Game

Tom Tunguz

“Basketball can be modeled as two-biased random walks. Each team has a probability. Each team has a probability of scoring each trip down the court…this model suggests a strategy: stronger teams should speed up the game to create more possessions.”

STANLEY + Techstars Accelerator Welcomes Laila Partridge as Managing Director

TechStars

Today, I’m excited to announce that I am joining Techstars as Managing Director of the STANLEY + Techstars Accelerator in Hartford, CT. .

The Future of Work is Not so Distant Anymore

SaaStr

By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends.

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Growing your Startup? Find the Right Startup Financing for Your Capital Needs

Entrepreneurs are facing unprecedented circumstances right now. The capital choices you make will have a lasting impact on the trajectory of your company. Knowing the right questions to ask and how to compare your options is vital to making the best decisions. Download the Startup Finance Playbook to learn more.

How to Create a Customer Success Adoption Plan

Totango

Adoption is a stage in a journey, not a point in time. It is the process of continuing to derive ever-more value from your products and services. This experience of value is critical to the health of your customer relationship, so you need a customer success adoption plan. What is Adoption?

The importance of connecting training and enablement to professional development

Predictable Revenue

There is plenty written about effectively managing and helping grow a sales team.

4 Tips to Sustain Your Sales Kickoff Momentum

InsightSquared

You’re going on a road trip. Do you A. review the maps step-by-step weeks in advance or B. turn on your GPS when you step in the car? In today’s digital age, few people travel anywhere without their GPS. The ability to get in-the-moment guidance has become a must-have.

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