April, 2020

Wartime SaaS Forecasting: Fighting Uncertainty by Accounting for Unknowns

Chart Mogul

In an environment marked by a global pandemic and market volatility, advocating for SaaS forecasting seems like a lost cause. But Matt Wensing argues that it is even more important now to chart a path for the road ahead to provide guidance for employees, stakeholders, and shareholders.

Marketing During Coronavirus: 8 Ways SaaS Companies Reacted to the Pandemic


Almost all industries witness decline in revenue because of the coronavirus crisis. And SaaS companies aren’t exceptions.

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The SaaS Year of Hell. And Then – Reignition.


I wrote an early SaaStr post way back in 2013 on my “Year of Hell” as a SaaS CEO in 2008. In 2013, we were just 2 years removed from the real recovery from ’08-’09.

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Subscription Businesses Prove Their Resilience (Surprise, Surprise)


This is the worst financial crisis since the Great Depression. Every sector of the economy is being hit, and technology […]. The post Subscription Businesses Prove Their Resilience (Surprise, Surprise) appeared first on Zuora. COVID-19 Subscribed Weekly / Thoughts from Tien Tzuo

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The Startup Sectors Most Impacted by the Coronavirus

Tom Tunguz

Which startup sectors are most affected by coronavirus? Roger Lee is maintaining Layoffs.fyi , which is a table of all the startups who have unfortunately cut staff. On the brighter side, it is a resource for startups looking to hire as they grow.

More Trending

The Subscription Economy: Doing What’s Right


No one can predict a sudden change in the economic climate — it can happen anywhere, to any business, at […]. The post The Subscription Economy: Doing What’s Right appeared first on Zuora. COVID-19 Uncategorized

Lessons from a pandemic

Practical Advice on SaaS marketing

I’ll be honest. Never did I think I’d ever write an article with a headline like that. Most of the time I’m writing about situations I’ve seen before – sometimes many times before. This is not one of those times. But I have learned a lot over the last few weeks.

6 SaaS Customer Retention Best Practices


In customer retention, every engagement counts. There is no final effort in the days and weeks leading up to an anniversary that can overcome a poor relationship in the months prior. Rather, customer retention for SaaS enterprises is a result of the customer experience.

SaaS Businesses Weather Hard Times by Focusing on Efficient Growth

Andreessen Horowitz

We’ve been in a bull market for over 11 years, and it has been all about growth for software-as-a-service (SaaS) companies.

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.

Your Product Has to Be Easier to Buy Than to Use


In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Such is the way as you grow. And one thing I’ve been shocked about is how few sales processes have kept up.

Grow Something That Matters. Even If It Isn’t Revenue.


Times are tough for many of us now. What do you do, if half your customers have just gone out of business? If your growth has gone from 60% to 0% overnight? Well you can’t fix everything. And maybe — you can’t even grow your ARR.

A Pause is Better Than a Cancel. And A Downgrade is Not Churn.


Many of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there are at least big pockets of customers under severe stress. Should you let folks easily downgrade?

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Marketing Exists to Make Sales Easier


Many moons ago when I was young product marketing manager, I heard a new VP of Marketing speak at a marketing all-hands meeting. He spoke with a kiwi accent and his name was Chris Greendale. What he said were six words that changed my career: Marketing exists to make sales easier.

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.

Sales and COVID-19: How CSOs and Sales Teams Can Rise to the Challenge

Predictable Revenue

Businesses around the world are experiencing huge challenges because of COVID-19. This is a particularly trying time for CSOs. So, what do you do? Throw in the towel and wait out the storm? Of course not. These are challenges just like any others you’d face in business.

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Offices Are Going to Get Smaller After This. Except Maybe for Salesteams.


Gartner recently did a survey of 317 CFOs and finance professionals, and found the vast majority plan to permanently shift to more remote work going forward. This doesn’t mean letting their loffice eases expire. It does mean cramming more folks into the same or even less space.

Why Margin Matters Now in Startupland

Tom Tunguz

Over the last decade, growth has been the winning card for startups to play. The faster the business grew, the higher its valuation. Margins didn’t matter much. Neither gross margin, nor net income margin weighed heavily on a company’s valuation unless they deviated grossly from norms.

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Best Dropshipping Companies

The Daily Egg

With ecommerce trends on the rise, dropshipping has quickly grown in popularity over the years. It’s an appealing alternative to traditional sales methods.

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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.

10 Must-Haves for an Impactful Virtual Meeting


Very quickly the world has been forced to communicate virtually. We are fortunate to be in constant communication with our coworkers, customers, and prospects using video sharing and other communication platforms.

Customer Retention Strategies That Work in Uncertain Times


Change is one of the few constants in life, especially in business. Enterprises that are able to adapt to change will be able to withstand not only the small fluctuations of everyday operations, but also sudden major disruptions.

The World of Sales Development is Changing

Predictable Revenue

n the not so distant past, many organizations, including Predictable Revenue, had very little difficulty generating sales meetings by sending routine, cold prospecting emails. But things are rapidly changing. The post The World of Sales Development is Changing appeared first on Predictable Revenue.

Never Quit If


Never Quit If … 1. Never Quit If … You Have 10 Unaffiliated, Happy Paying Customers. And Aren’t Completely Out of Money. It’s almost impossible to get anyone to buy any new business web services.

Need Remote Learning ASAP? Don’t Pick Your Next LMS Before Reading This!

Need to go remote or move your training programs online? Download this guide to identify and overcome the biggest eLearning challenges so you can pick the perfect LMS without wasting time, money, and effort, even if you are just starting your eLearning journey.

What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy

Tom Tunguz

Among the most useful frameworks I’ve found to manage a company in this era is the 2×2 matrix above. This matrix answers the question: what should the company’s stance be. It also raises the question: when should it change?

The 13 Most Effective Ways to Increase your Conversion Rate

The Daily Egg

Website conversion rates average around 2 percent. For every 100 visitors, you can expect to only get 2 customers. And honestly, that’s a pretty good conversion rate. Many sites only have a 0.1 conversion rate. That takes 1000 visitors to get 1 customer.


Getting started with RevOps!


Some may feel RevOps is a buzzword, but when executed successfully, it can increase win rates, decrease time to close, improve cross-functional collaboration, reduce spend—and that’s just the start.

Crypto Fund II

Andreessen Horowitz

Investments made in internet technologies over the last several decades have given rise to products and services used everyday by billions of people, including messaging, video conferencing, ecommerce and everything in between.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency

Predictable Revenue

How do recruiters – key pieces to building a sales team – source talent for their clients and themselves? Jamie Scarborough from The Sales Talent Agency walks us through the ins and outs of sales recruiting.

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10 Learnings From Mark Suster’s “Funding In the Time of Coronavirus”


Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Too much planning, moderating, etc. I thought I’d share my learnings from the sessions as we put them up on YouTube.

Benchmarking Sales Prospecting Volumes, Deal Terms, and Meetings in the Coronavirus Era

Tom Tunguz

How do you benchmark a sales organization in a time like this? This is one of the questions that Jim Benton, CEO of Chorus.ai, answers every day in his Daily Briefings. Using data across 10m telephone calls, Jim highlights how the coronavirus is changing sales team performance.