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. .

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

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.

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

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.

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. .

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.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

How To Meet With 200+ Top CIOs, CDOs, CTOs and More at 2020 SaaStr Annual

SaaStr

We’re just 20 days away from 2020 SaaStrAnnual.com and there are so many new things in store! Take a look at 20 of them here: One of the biggest is our-first ever CXO Summit at Annual on March 12.

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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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.

Office Hours with Lisa Lawson

Tom Tunguz

Next Friday, February 21, SaaS Office Hours at Redpoint welcomes Lisa Lawson. Lisa built the channel program at Optimizely, the leading AB testing platform. Lisa also lleads the channel practice for SaaS Sales Management, the leading bootcamp for SaaS sales leaders.

Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

LaunchPad Lift Spring Program Kicks Off

TechStars

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

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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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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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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Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

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.

Mental Models for Hiring Salespeople at Startups

Tom Tunguz

Have you ever sold a product while working at the market leader? How about from the market challenger? If you’ve done both, you know how different the role of a salesperson can be in each of these businesses. having them both, I can tell you that though the jobs have very similar titles, the work is quite different. The market leader benefits from the strength of its brand. Buyers compare other products to the leader. For account executives, everything is easier.

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.

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.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

The Equality, Inclusion and Balance Guide to 2020 SaaStr Annual!!

SaaStr

We’re almost there! The biggest and best SaaStr Annual ever — March 10-11-12 in the SF Bay Area. Each year, we work to improve our commitment to putting on one of the most inclusive events in Cloud and SaaS.

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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.

Customer Meetings: How the Best Sales Reps Approach Them

Sales Hacker

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . Don’t worry about what you can’t control.

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