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. Ben Horowitz teaches us the traits of peacetime and wartime CEO’s. In this article, I zoom in on the art of forecasting the future in this new wartime. Arrested attention.

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. But human nature and the will to move forward help companies even in the hardest times to come up with creative initiatives to spread the word about their companies. We interviewed tens of SaaS companies worldwide to understand what special campaigns they launched or how they tried to help people in general.

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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. And the one thing that was clear to me was that as hard as it was to see at the time, once we got out of our Year from Hell at Adobe Sign / EchoSign … things roared back. I thought it would be worth a refresh of that post here. Will it be a V-shaped recovery this time? Or a swoosh? I don’t know.

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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

The Complete Guide to SaaS Revenue Modeling

SaaS financial models require that you build an income statement, balance sheet, and cash flow statement. In this e-book, we’ll focus on the most complicated SaaS input to model: revenue. Specifically, we’ll dive into two distinct methods for forecasting ARR, explain the relationship between ARR and Revenue, and also highlight how to model cash flow associated with revenue.

The Startup Sectors Most Impacted by the Coronavirus

Tomasz 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. Over the weekend, I analyzed Roger’s data to answer this question. First, let’s look at layoffs by day. Before March 23, there wasn’t a meaningful volume. But starting that week, startups began reducing headcount by about 700 per day.

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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. Perhaps we’ll be through the worst of this crisis by the time you read this, but I think some lessons have value beyond the short term.

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. It is an outcome based on an emotional reaction and connection to the performance of a supplier and the value a customer experiences through using that enterprise’s product.

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. Not only has the number of SaaS companies exploded, but companies like Slack, Zoom, and Shopify have grown into … The post SaaS Businesses Weather Hard Times by Focusing on Efficient Growth appeared first on Andreessen Horowitz. enterprise & SaaS

Are Your Embedded Analytics DevOps-Friendly?

Does your analytics solution work with your current tech stack and DevOps practices? If not, any update to the analytics could increase deployment complexity and become difficult to maintain. Learn the 5 elements of a DevOps-friendly embedded analytics solution.

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. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well.

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. Some of you won’t be able to grow revenue at all for now. But that doesn’t mean you can’t still grow. Grow something that matters, so that when we pull out of this, you’ll grow revenue again, and maybe even faster than before.

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? Should you let them even pause their account, and pick it up later when their business picks up? You should.

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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.

The Five-Finger Approach to Onboarding

As a group who provides the software tools necessary to manage the contracts to cash process, Aysling onboards users and projects daily, and has learned some important tips if you want to be successful when onboarding new clients and/or projects.

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. They’re just new and require some creative adjustments. The post Sales and COVID-19: How CSOs and Sales Teams Can Rise to the Challenge appeared first on Predictable Revenue.

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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. The one exception seems to be sales teams. Only 8% of sales leadership planned to make related changes here. The boiler room remains a piece of the core sales toolkit, at least for now.

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. Rather than buying inventory upfront, storing it, and shipping it to customers on your own, dropshipping makes it possible for you to sell online without ever touching your inventory. With dropshipping, the […]. The post Best Dropshipping Companies appeared first on The Daily Egg. Reviews

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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. However, this practice, while not completely foreign, is not the norm for many businesses. There are certain hurdles to overcome if you want to keep your business running like a well-oiled machine. .

Digital Trends Report 2020

As part of our goal to continue helping our community during these times, we wanted to share with you this critical data on the state of digital products across industries and provide context on how businesses are responding to the changing winds.

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. A global pandemic is but one possibility here; natural disasters and other crises may pull the rug out from under your organization’s feet at any time. The question is whether your enterprise is equipped to deal with it properly when it does.

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. We think it’s important to keep investing in … The post Crypto Fund II appeared first on Andreessen Horowitz. cryptocurrencies & blockchains open source announcements

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. The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. You got 10 paying customers out of the ether, that aren’t your friends, folks that work at your old company, your old boss, etc.?

5 Things a Data Scientist Can Do to Stay Current

DataRobot together with Snowflake – a leading cloud data platform provider — is helping data scientists stay current with the latest technology and data science best practices so that they can excel in an increasingly AI-driven workplace. Five Things a Data Scientist Can Do to Stay Current offers data scientists guidance for thriving in AI-driven enterprises.

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. How do we improve our conversions so we can get […]. The post The 13 Most Effective Ways to Increase your Conversion Rate appeared first on The Daily Egg. Conversion


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. In this climate of extreme uncertainty, few things are more important than reducing friction and streamlining operations. Our webinar series, “Ramp to RevOps,” was designed to help you do just that.

Empathy: The Most Underrated Sales Skill & How To Build It Fast

Sales Hacker

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good. Of course, empathy has never been a bad thing.


Andreessen Horowitz

Every Western institution was unprepared for the coronavirus pandemic, despite many prior warnings. This monumental failure of institutional effectiveness will reverberate for the rest of the decade, but it’s not too early to ask why, and what we need to … The post IT’S TIME TO BUILD appeared first on Andreessen Horowitz. policy coronavirus education future of cities jobs manufacturing

Testing at Every Stage of Development

Up to 80% of new products fail. The reality is harsh and the reasons why are endless. Perhaps the new product couldn’t oust a customer favorite. Maybe it looked great but was too hard to use. Or, despite being a superior product, the go-to-market strategy failed. There’s always a risk when building a new product, but you can hedge your bets by understanding exactly what your customers' expectations truly are at every step of the development process.

Unpacking the “Why” Behind Who You Should Hire Next with Amy Volas

Predictable Revenue

Amy discusses the context of why you should hire someone, how easy it is finding a potential hire’s digital footprint, and asking the right questions; why, how and what am I hiring for. The post Unpacking the “Why” Behind Who You Should Hire Next with Amy Volas appeared first on Predictable Revenue.

Is This The Beginning of the End of the Bay Area as The Global HQ of SaaS?


Things are so crazy right now, and beyond that, the pace of change is almost incomprehensible. Zoom has grown 20x in usage in a little more than a month. But at the same time, we added 6,000,000 new to the unemployment rolls. SaaS for some industries is being decimated in just a week or two. In other cases, unexpected upgrades and leads seem to come out of nowhere. We are going to see some sort of rapid evolutionary change in SaaS. Exactly where is hard to see right now.

14 Best Website Visitor Tracking Software Tools (By Category)

The Daily Egg

Website visitor tracking can mean a lot of different things. We broke our list down into 3 common use cases—so you can find the tool you need fast. The post 14 Best Website Visitor Tracking Software Tools (By Category) appeared first on The Daily Egg. Analytics Conversion Testing