July, 2019

HubSpot’s Michael Redbord on staying in touch with your customers as you scale

Inside Intercom

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. You might say it’s one of the strongest advantages a startup has.

The Strategic Question at Seed Today

Tom Tunguz

I’ve written before about the Jacob’s Ladder of Fundraising. The Jacob’s Ladder is a children’s toy that flips over, and it’s a great metaphor for the seed market. Seed rounds are rapidly approaching and now often equal to the sizes of Series As just five years ago.

Are you giving up on your prospects too soon?

Practical Advice on SaaS marketing

One of my clients told me a story that they’d just closed a large new deal with a prospect that’s been in their pipeline for a long time – as in 2 years’ long time. And that’s not some crazy outlier. They’re working other opportunities that have been in there for well over a year.

Annual vs Monthly Subscription for SaaS Businesses: Weighing the Pros and Cons

Incredo

Whether you are a startup owner, a manager of a growing business or the CEO of an established company, you might find yourself asking questions like “ Should our SaaS subscription model be monthly, annually or both ?”

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 key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. We nailed what our customer needed.

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Why Churn Rates Can Spike When Your SaaS Startup Experiences Hypergrowth

Tom Tunguz

In Rethinking Customer Churn Rate & LTV/CAC , Thibaud Clement illuminates a counter-intuitive concept about churn. The faster you increase your growth rate (acceleration rate), the higher the churn rate. Consider the same startup under two scenarios: one in which the acceleration rate is 50% and one in which the acceleration rate is 0%. In the 50% scenario, churn will be 67% higher. A surprising result. Why does this happen?

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More Trending

Every Marketing Initiative, Every Channel … Plateaus. Plan for It.

SaaStr

Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars.

When and how should SaaS startups offer reduced pricing?

SaaStr

For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand.

SaaS Pricing and Packaging: What to Do When Things Go Wrong (And How to Avoid Disaster)

OpenView Labs

Pricing is a crucial, pivotal element in any SaaS success story. It can be a game-changing growth lever. It can also create major controversy and unrest with customers.

8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook

Predictable Revenue

8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth! The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue. B2B Blog

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.

What are the cons of a pay-per-user SaaS pricing model?

SaaStr

The pros are that the revenue is highly predictable, and most SaaS applications are still priced this way. The cons are that it the one-size-fits-all approach to subscription pricing is a bit … dated … in SaaS. And does not always reflect the way customers use applications anymore.

Adding Engineering Metrics to the Redpoint SaaS Metrics Template

Tom Tunguz

When I shared the Redpoint SaaS Metrics Template, I wrote about the difficulty I had identifying key engineering metrics. I was grateful for all the responses from leaders at many startups to share their expertise. I’ve updated the template with a few metrics. Reliability - percent of application requests that load. 1 minus reliability is the percentage downtime. This measures the durability of the application. Availability - percent of application requests that load within a certain latency.

A Quick Checklist for Building SaaS Businesses

Entrepreneur - SaaS

Are you looking to start a SaaS business? Run through this checklist before you do.

Interview with Captain Steve Lauver, Director of Technology Accelerators, AFWERX

TechStars

This interview originally appeared in a report from Innovation Leader , sponsored by Techstars, “Startup Engagement: Best Practices for Large Organizations.” ” Read the complete report here. .

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.

Focus Your Board on Your MVC: Most Valuable Customer

InsightSquared

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. .

4 Stupid Simple Ways To Increase Product Page Conversions (Today)

The Daily Egg

Everybody is always looking for the next great marketing hack. The next great tactic that is going to skyrocket their sales and company growth. That one glorified A/B test to change everything… But more often than not, this leads to neglecting key factors that we know impact sales.

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How do VCs value startup?

SaaStr

There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers.

7 Things You Need to Have Before Becoming Incredo Customer

Incredo

“The aim of marketing is to know and understand the customer so well the product or service fits them and sells itself.” Peter Drucker, American author, educator, and consultant. SaaS Lead Generation SaaS Marketing Strategy

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.

The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve recently published an exciting update to Aaron Ross’ and Jason Lemkin’s renowned book From Impossible To Inevitable. We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts.

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Blockchain: Renewing Trust in Charities

TechStars

By Matej Michalko, Founder and CEO of DECENT. We at DECENT are investing in educating communities about the different ways that blockchain can be leveraged to make the world a better place. For example, in 2018, we worked with Techstars to bring a Techstars Startup Weekend Decentralize to Boulder.

Observations from the Enterprise Tech 30 List

Tom Tunguz

published the Enterprise Tech 30 last week. It’s a coaches poll of the top enterprise startups broken into early, mid and growth stage.

Best Practices and Pro Tips for Using An A/B Testing Tool

The Daily Egg

The smallest design changes can sometimes have the biggest impact on your conversion rates. And sometimes the most popular fads will actually backfire horrendously on your site (I’m looking at you, infinite scroll).

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Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation?

SaaStr

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling.

What Are The Most Successful SAAS Pricing Models and What You May be Doing Wrong

Incredo

SaaS (Software as a Service) has proven to be a very elastic, scalable and progressive industry. According to IDC , cloud services market grew 28.6 percent in the first half of 2017 and the revenue totaled 63.2 billion (the biggest share belongs to SaaS).

Reaching Rockstar Admin Status

InsightSquared

“Slowness to change usually means fear of the new.” – Philip Crosby. Change is hard for any organization or individual but there are steps you can take to ease the transition and provide confidence as people move toward the new normal. . Four years ago, I was in the same boat.

Build Highly Successful Teams With Techstars Talent

TechStars

Techstars , the worldwide network that helps entrepreneurs succeed, today announced the launch of Techstars Talent : a new offering that will enable startup founders to build highly successful teams and gain a competitive advantage when it comes to Talent. .

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

A Clever Hack to Reading More Books

Tom Tunguz

My perception of books was shattered in first grade. A friend and I were arguing about the extinction of dinosaurs. “It’s It’s right here!” I yelled pointing to the book in my hand.“A A meteor crashed, cooled the earth, and killed all the dinosaurs.“. My friend countered with a book of his own. Volcanic eruptions had blackened the sky with ash and cooled the earth, he recited. Locked in stalemate, we appealed to a higher authority.

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Why Your Website Needs Infographics

The Daily Egg

The internet is suffused with data that is ever-flowing and ever-changing. Keeping your audience engaged with your content, whether it is on your website, social media, or newsletters, is, unsurprisingly, a hard task for businesses.

The Competition You Always Have: Headspace and Budget

SaaStr

A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories. About 70% of SaaS Unicorns Are New Versions of Existing Categories of Software.

7 Biggest Trends in Content Marketing You Shouldn’t Ignore in 2019

Incredo

In digital marketing, content dominates and acts as the main selling point. Content is king in the digital world as we can't do without it. But content marketing requires proper planning, after which it will be able to provide the desired results. Other

Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"