May, 2019

The Top 5 Questions Every CEO Wrestles With – Lessons From Host Analytics (Video + Transcript)

SaaStr

Dave Kellogg is the former CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Want to see more content like this? Join us at SaaStr Annual 2020.

Why I Wrote the Book On Product Led Growth

OpenView Labs

Editor’s Note: This article covers one chapter from the book on “ Product-Led Growth: How to Build a Product That Sells Itself ” written by Wes Bush, founder of Product-Led Institute. History tells us that “how” you sell is just as important as “what” you sell.

The Benefits of and Questions Facing Remote and Distributed Startups

Tom Tunguz

In 2013, Scott Berkun authored a book called The Year Without Pants. Scott shared his experience working remotely for Wordpress. After I read the book, I wrote : In the coming years, video conferencing and online meetings will become much more prevalent as stories like the ones Scott shares are told and retold.

Outsourcing Your SaaS Marketing: How to Choose an Agency That Digs Your Business

Incredo

As a SaaS vendor, you should be familiar with how competitive the environment in this field is. Behavioral patterns change at a turbo rate when it comes to usage of various devices, and it affects the concepts of where the data is stored and where the processing is performed.

What Is (and Isn’t) Product Management?

Speaker: Steve Johnson, VP of Products, Pragmatic Institute

Product Management is one of the most exciting - and most misunderstood - functions in technical organizations. Is it strategic or tactical? Is it a planning role or a support role? Many product professionals are unclear about what is (and isn't) product management. After all, product management spans many activities from business planning to market readiness. In this session, we’ll examine many product activities and artifacts for product strategy, planning, and growth, and introduce a simple tool that you can use in your organization to clarify the roles of product management and others. Steve Johnson explores the many roles of Product Management in this fun talk focused on why product managers should obsess on problems instead of solutions.

The best (worst) outbound sales campaign by Growbots

Predictable Revenue

Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue. B2B Blog Lead Generation

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6 Effective Ways To Drive Sales With Social Media In 2019

The Daily Egg

It goes without saying that social media is a very powerful tool that every business and entrepreneur should use to their advantage. According to MarketingCharts, 2 out of 3 US adults use social media on a weekly basis. While there are many social media platforms, 68% of US adults use Facebook.

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Want to Solve a Social Problem? Turn It Into an Economic Opportunity

TechStars

Katica Roy is on a mission to close the gender equity gap—in her lifetime. And she has a formula for how to do it. It’s a formula that other entrepreneurs can use to tackle other large, seemingly intractable social problems. The key is to turn a social problem into an economic opportunity. “If

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The New Forecast Flow

InsightSquared

Having an accurate sales forecast is critically important to the business. As these numbers roll up to the executive team and board members, many decisions are made from them including future investments, product launches, hiring and strategic planning.

9 Steps for SaaS Companies to Boost Conversion Rates | Incredo Blog

Incredo

Simply having a SaaS product that is useful, easy to use, customizable and affordable is not enough in order to ensure a steady stream of users. Sad, but true. To attract customers and show how beneficial their product is, nearly every single SaaS company offers users a free trial.

How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource.

Embedded BI and Analytics: Best Practices to Monetize Your Data

Speaker: Azmat Tanauli, Senior Director of Product Strategy at Birst

By creating innovative analytics products and expanding into new markets, more and more companies are discovering new potential revenue streams. Join Azmat Tanauli, Senior Director of Product Strategy at Birst, as he walks you through how data that you're likely already collecting can be transformed into revenue!

A Beginner’s Guide to A/B Testing with Crazy Egg

The Daily Egg

We are all united in a common struggle: designing products, apps, and websites that engage, entice, and delight our customers. So how do you know for sure that you are actually providing what they’re looking for? You research, experiment, and launch A/B tests.

5 Interesting Learnings from SurveyMonkey. As It Crosses $300m in ARR.

SaaStr

SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path. Founded back in 1999 (like Salesforce) in the Web 1.0 days, for years it was run by a tiny team and dominated the self-service side of surveys.

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Wendy Lea talks about the risks of saying no

TechStars

Entrepreneur, investor, and Techstars board member Wendy Lea remembers the beginnings of Techstars, her first encounters with #GiveFirst—and how mentors have changed her life. Wendy Lea is a longtime entrepreneur and investor, as well as a board member and mentor at Techstars.

1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

InsightSquared

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement.

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 Develop Best in Class Sales Efficiency

Tom Tunguz

A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. As I looked through the list, I noticed one. All of these businesses sell bottom up with small initial ACVs that grow dramatically.

No one needs your solution unless they have a problem

Practical Advice on SaaS marketing

Let me give this to you straight: Nobody really cares about your SaaS solution. They don’t care how it’s built. They don’t want to see a demo. And they don’t want to talk to you about it. At least not yet.

Quick Hits CRO Tips Episode 4: What to Look For in Visitor Recordings

The Daily Egg

Welcome to Quick Hits CRO Tips from Crazy Egg! In this video resource series, we share advice, best practices, and strategies for how to boost your conversions, increase your revenue, and turn your visitors into customers — all in 2 minutes or less.

What’s the most efficient way to allocate inbound leads?

SaaStr

A few thoughts in the early and early-ish days: Segment your leads, once you have enough reps to do so. At least, by Small, Medium and Larger leads (if they aren’t all the same size). Let reps specialize at the business process changes, questions and needs of customers of a specific size.

Nine Companies Share 30+ Best Practices for Creating Embedded Analytics Products

In this 4-part series, product and technology leaders share insights for successfully going to market with a data product. Download the eBook now, and find out how you can embed analytics in your solution, from building your business case to designing and launching your product.

The Silent Epidemic of Workplace Bullying

TechStars

Workplace bullying is extremely common and has a high financial impact on companies. Based on research by Dr. Judy Blando at the University of Phoenix, 47% of employees have been bullied at some point in their career, and 27% admitted to being a target of a bully in the last 12 months.

Sales Operations: The Guide They Never Gave You

InsightSquared

“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range?

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The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales Management

How SEO Backlinks Are Actually Built

SaaS Growth Strategy

By Geoff Roberts Every month I mentor a few students that are going through Springboard’s Digital Marketing Career Track —most of whom are either in the process of switching careers or learning digital marketing for the first time.

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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.

These 18 Tools Will Supercharge Your Digital Agency Software Stack

The Daily Egg

As an agency, priority #1 has to be your clients. After all, your job is to solve problems for your clients, answer some pain they have, and lower their anxiety.

SaaStr’s Most Respected Leaders Awards 2019: The Top Five

SaaStr

Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Curious how we came up with this list?

A Student Of Style

TechStars

Chris Echevarria is a trend spotter, trained menswear designer, and cultural savant well-equipped to outfit a new generation of men.

Find Your Rev Ops Tribe: An Inside Look at Ramp 2019 from OpFocus

InsightSquared

I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year.

Top 10 industries for monetizing data: Is yours one of them?

Find out which industries, use cases, and business applications are the best opportunities for data monetization. Understand what data is being monetized, who wants it, and why. Use data you already own to create new revenue sources. Download the eBook today!

Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.

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As Your Sales Team Scales, Focus on Your Middle

Tom Tunguz

Imagine a hypothetical startup with 10 account executives that is growing quickly. This startup has two AEs that outperform meaningfully, six that are at typical quota attainment, and two that are underperforming. Where should your sales enablement team focus their time?

All You Need To Know About Fonts

The Daily Egg

Whether you’re in charge of designing a website, flyer, brochure, magazine, ad, street sign, billboard, textbook or ebook, you know the importance a font brings to your design. Design without fonts would be like a peanut butter and jelly sandwich without the bread; it’s no longer a sandwich.

5 Interesting Learnings from Fastly. As It Gets Ready to IPO.

SaaStr

Fastly isn’t quite as well known as the others in this 5 Interesting Learnings Series — Zoom, Slack, PagerDuty, etc. But it has some very interesting learnings for founders. Especially on how bigger deal sizes can work with free, freemium, self-service, etc.

Measure the Immeasurable: Beyond Vanity Metrics

Speaker: Sari Harrison, Product Management Instructor, Product School

As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.