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

Incredo

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.

SaaStr

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)

Zuora

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 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.

5 Ways Your SaaS Can Improve Customer Success (Starting Today!)

Cobloom

This is a guest post from Kate Harvey, the Content & Search Marketing Manager at Chargify , a product that helps manage and grow subscription-based businesses that collect recurring revenue. Want to learn more? Join a demo or start using Chargify for free. Reduce churn. Increase revenue.

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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

Totango

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.

Your Product Has to Be Easier to Buy Than to Use

SaaStr

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.

SaaStr

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.

SaaStr

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

Kellblog

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.

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.

SaaStr

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.

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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10 Must-Haves for an Impactful Virtual Meeting

InsightSquared

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

Totango

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.

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 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

SaaStr

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 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.

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Getting started with RevOps!

InsightSquared

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.

Why Margin Matters Now in Startupland

Tomasz 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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23 Fintech Companies Aiding in Coronavirus Relief

Andreessen Horowitz

This week, fintech startup Propel and nonprofit GiveDirectly announced their role in carrying out Project 100 , an initiative to send $1,000 cash transfers directly to 100,000 COVID-impacted American families within the next 100 days.

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?

SaaStr

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.

24 Attention-Grabbing Website Homepage Introductions

The Daily Egg

When visiting your site, a user decides whether to hit the “back button” within milliseconds. That’s right, milliseconds. Your homepage is your only chance to get them to stay on your site and become a customer.

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Preparing for Your Virtual QBR

InsightSquared

Perspective is everything when assessing your sales performance, especially during unprecedented times. While it’s important to keep your focus ahead, it is equally important to reflect on past results to better evaluate where you are headed.

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.

IT’S TIME TO BUILD

Andreessen Horowitz

Every Western institution was unprepared for the coronavirus pandemic, despite many prior warnings.

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”

SaaStr

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.

Clicks But No Conversions? How to Buy Traffic That Converts

The Daily Egg

Are you getting clicks but no conversions when buying traffic? Something’s seriously broken. There’s good news, though. You can fix the problem and turn traffic into leads and customers. Most marketers usually start at the beginning, with traffic. That’s a good strategy. Traffic is great.