August, 2022

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Setting Up Compensation Plans for SDRs Effectively

Predictable Revenue

Graham Collins joined the Predictable Revenue podcast to discuss how to set up more effective compensation plans for sales development reps (SDRs). The post Setting Up Compensation Plans for SDRs Effectively appeared first on Predictable Revenue.

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Only 11% of Public SaaS Companies Sell Just to SMBs

SaaStr

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. But, it's often hard to get to $100m ARR selling just to SMBs. So I took a look at the BVP Nasdaq index. Only 11.8% sell just to SMBs pic.twitter.com/Po1I2aMaBK. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 26, 2022.

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Best Landing Page Creation Tools Compared

The Daily Egg

Multipage websites are a great way for your audience to get to know you, but in this crowded market, you need the. The post Best Landing Page Creation Tools Compared appeared first on The Daily Egg.

Marketing 325
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Growth is No Longer the Best Predictor of a Software Company's Value

Tom Tunguz

In 2020, revenue growth was the most important factor explaining a public software company’s forward multiple. The formula has changed since then. Net income has surged to the highest correlate of a public software company’s multiple surpassing revenue growth. Narratives published in newspapers trumpeting the importance of profitability correctly assess investor sentiment on stock exchanges.

Software 363
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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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Consultative Sales Approach Strategies

Predictable Revenue

What is consultative sales and how can it help you win more business? These 7 consultative selling strategies will help you stand out from the competition. The post Consultative Sales Approach Strategies appeared first on Predictable Revenue.

More Trending

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What is Cash-adjusted EBITDA

The SaaS CFO

At some point in your SaaS journey, you will be asked about your EBITDA. And then someone will calculate your cash-adjusted EBITDA. Say what? EBITDA represents Earnings Before Interest, Taxes, Depreciation, and Amortization. It’s a widely used measure of financial profitability. EBITDA attempts to eliminate non-cash and non-operating items. Over the long run, it measures […].

SaaS 98
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Dear SaaStr: How Do I Deal With Investors That are Unhappy With The Company?

SaaStr

Dear SaaStr: How Do I Deal With Investors That are Unhappy With The Company? Be transparent. And show them an honest, data-driven path to a better future. First, investors get most upset when founders hide things. And founders tend to hide things more when times are tougher. So … share more: Make sure you send a monthly investor update out ASAP after the month ends.

Finance 277
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The Complete Guide to Ecommerce SEO

The Daily Egg

Ecommerce SEO is the process of driving organic traffic from search engines to an online store. This in-depth guide covers everything you. The post The Complete Guide to Ecommerce SEO appeared first on The Daily Egg.

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The Trillion Dollar Empire that Started with a Coupon

Tom Tunguz

This is a paper bond from the US Treasury dated 1976. This piece of paper guarantees its holder $5000 on August 15, 1986. At the bottom, four coupons entitle the holder to $200 at the maturity date on the top right. The coupons represent the interest on the bond. Those four little coupons would lead to the creation of a $2 trillion bond behemoth. Prior to the early 70s, investors bought bonds & held them until maturity.

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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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The Financial Impact of Breaking Down Your Revenue Organization Silos

Predictable Revenue

Tayler Barron joins the Predictable Revenue podcast to discuss breaking down the silos between marketing, outbound sales, and customer success in your organization. The post The Financial Impact of Breaking Down Your Revenue Organization Silos appeared first on Predictable Revenue.

Revenue 258
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Announcing our new guide ‘Supercharge Your Support: How In-context Support Can Boost Your Bottom Line’

Intercom, Inc.

10Today, retaining customers is more valuable than acquiring new customers. But facing economic uncertainty coupled with fewer resources, support teams need to work smarter, not harder to increase loyalty. Learn how in our new guide. In today’s digital era, customer expectations are rising but many support teams lack the modern tools and strategies needed to provide personal, efficient support at internet scale.

Headcount 237
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Is Usage-Based Pricing Right For Your SaaS?

FastSpring

According to an OpenView survey, by 2023, 56% of SaaS companies will be using or expecting to test usage-based pricing, which they define as “a pricing model that enables customers to pay for a product according to how much they use it.”. Usage-based pricing (UBP) — or consumption pricing — is based on the amount of usage of a specific metric, such as gigabytes of storage used or the number of API calls made — over a period of time.

Pricing 133
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Fenwick: Down Rounds Aren’t Really Happening Much. But Later Stage Prices Have Fallen Quite a Bit.

SaaStr

Fenwick, one of the bigger Silicon Valley / tech law firms put out its quarterly report on the venture market , sourced from 194 deals that actually closed in Q2’22, and I found the way the data was presented super helpful given all the drama in the venture markets, on twitter, etc. A few learnings: #1. Yes, while downrounds have increased, there still aren’t very many of them.

Pricing 316
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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 Complete Guide to Buying an Ecommerce Business

The Daily Egg

With so much competition, getting into the ecommerce space can be challenging. Cutting through the noise and succeeding online requires a solid. The post The Complete Guide to Buying an Ecommerce Business appeared first on The Daily Egg.

Business 344
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How to Structure a Startup Sales Team for Optimal Land & Expand

Tom Tunguz

Last week, Office Hours welcomed Bill Binch, former CRO at Pendo, EVP Worldwide Sales at Marketo & operating partner at Battery to share his views on building world-class sales organizations. Bill & I exchanged emails about Deliberately Underselling as Sales Strategy. I asked him to share his views on land & expand team structure & quotas.

Startup 286
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How To Optimize Your Sales Booking Process

Predictable Revenue

Tanya MFK joins the Predictable Revenue podcast to discuss how to optimize your appointment setting process for an improved show rate and better sales meetings. The post How To Optimize Your Sales Booking Process appeared first on Predictable Revenue.

Sales 255
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Drive retention from customer support with 4 easy steps

Intercom, Inc.

Customer retention has never been more critical to business success than it is today. With increasing business costs and reduced headcount, companies are feeling the squeeze as they also grapple with rising consumer expectations. That’s why companies should look to support – and retain – the customers they have. Shifting focus to customer retention can actually be twice as powerful as customer acquisition.

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Driving Growth, Customer Satisfaction, and Retention through Usage-Based Pricing

As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.

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Investing in Flow

Andreessen Horowitz

Our nation has a housing crisis. The demographic trends driving America’s housing market are impossible to ignore: our country is creating households faster than we’re building houses. Structural shortages in available homes for sale push housing prices higher, while young … The post Investing in Flow appeared first on Andreessen Horowitz.

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Dear SaaStr: What Do You Do To Stop Customers From Abusing Free Trials, Sharing Accounts, etc.?

SaaStr

What are some techniques SaaS companies use to combat trial abuse / people trialling multiple times? My advice: Just let it go. At least for now, and probably a very long time. A lot of things will drive you a bit nuts when you are small: Folks that do repeat free trials. Folks that share accounts. Early customers that got “too good of a deal”. Customers that use a cheaper edition they aren’t entitled to.

Scaling 316
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Best Keyword Research Tools Compared

The Daily Egg

In the vast landscape that is the internet, keywords play a crucial role in connecting your website with the customers who need. The post Best Keyword Research Tools Compared appeared first on The Daily Egg.

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Don't Look Now But Web3 Companies are Beginning to Trade Like their Web2 Counterparts

Tom Tunguz

This chart shows the relationship between the top 100 public projects’ revenue and their trailing revenue multiple. There’s none. The correlation asymptotes to zero. At least when looking at the ecosystem as a whole. But let’s break the data down by category into the top 5 by revenue: L1s (blockchains), DEXs (decentralized exchanges), Credit (lenders), NFT Marketplaces (buy & sell Bored Apes), & Yield Aggregators (systems to maximize interest rates on deposits).

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How to Achieve Product-Market Fit

Speaker: Dan Olsen - Product Management Trainer and Consultant, Author, and Speaker

Everyone working on a product is trying to achieve the same goal: product-market fit. But most products fail to do so. In this webinar, product management expert Dan Olsen will share his simple but effective framework for achieving product-market fit from his book The Lean Product Playbook. He will explain his Product-Market Fit Pyramid and The Lean Product Process, a 6-step methodology that guides you through how to: Determine your target customer Identify underserved customer needs Define your

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Why Apple is building two different smartglasses platforms

IT World

A revolution is coming. And even the general public understands it has something to do with headsets, goggles or glasses. But what is the reality of the coming revolution, exactly? Virtual reality (VR), augmented reality (AR), extended reality (ER), mixed reality (XR)? Meta CEO Mark Zuckerberg changed the name of his company from “Facebook” to “Meta,” then miraculously convinced the media to refer to all of these realities as “the metaverse.

Trends 141
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Building a company to be proud of: Intercom recognized as one of the best places to work

Intercom, Inc.

Our products and platform have come a long way since Intercom was founded 11 years ago, and while our innovation is absolutely something to be proud of, we’re especially proud of the company culture we’ve built in tandem. We’ve never strayed from our vision, and we’ve stuck to our values – that’s allowed us to attract incredibly talented, innovative people with different, invaluable perspectives, to achieve our mission of making internet business personal. “ 92% of our employees said they would

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Playing Bigger vs. Playing To Win: How Shall We Play the Marketing Strategy Game?

Kellblog

“I’m an CMO and it’s 2018. Of course I’ve read Play Bigger. Duh. Do you think I live under a rock?” — Anonymous repeat CMO. Play Bigger hit the Sand Hill Road scene in a big way after its publication in 2016. Like Geoffrey Moore’s Crossing the Chasm some 25 years earlier, VCs fell in love with the book, and then pushed it down to the CEOs and CMOs of their portfolio companies. “Sell high” is the old sales rule, and the business of Silico

Strategy 136
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5 Interesting Learnings from Toast at Almost $800,000,000 in ARR

SaaStr

So we took a look at Toast just after it IPO’d. Times were good then, and Toast was worth $24B. Fast forward to today. and there’s not much to criticize Toast for. They dominate a large market, and are growing almost 60% at $800m in ARR! And yet, the markets are tough today, and Toast is now worth less than $10 Billion, despite executing admirably.

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Addressing Top Enterprise Challenges in Generative AI with DataRobot

The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.

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How to Start an Affiliate Marketing Business

The Daily Egg

Affiliate marketing has a definite allure. It’s a lucrative business that continues to generate income even when you’re off the clock. But. The post How to Start an Affiliate Marketing Business appeared first on The Daily Egg.

Marketing 328
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The Math Behind Starting a Successful Software Startup

Tom Tunguz

How much value does a successful software startup create per dollar of venture investment? About 10x, though it’s volatile. Let’s call the value generated per venture dollar the MOIC (multiple on invested capital). MOIC = value_at_exit / total_VC_dollars_raised. Over the last 30 years, a venture dollar invested in a successful US software startup generated $10 of value.

Startup 275
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Tech hiring enters the Big Freeze

IT World

As the global economic downturn continues to deepen, many technology companies are reacting to fears of an incoming recession by putting the brakes on hiring. While lowering payroll costs might seem like an easy way to reduce spending right now, the job landscape remains in a state of flux, with research showing that workers are just as pessimistic about the economic climate as their employers.