Intercom, Inc.
JULY 11, 2019
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. But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers.
Tom Tunguz
JULY 19, 2019
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. The chart above shows the mean round size in the US across.
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Incredo
JULY 14, 2019
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 ?” or “ What are the best tips I can get in terms of annual vs monthly subscription models ?”.
Predictable Revenue
JULY 1, 2019
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. The post The key to getting your first 10 customers isn’t sales – it’s product appeared first on Predictable Revenue.
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Generative AI is upending the way product developers & end-users alike are interacting with data. Despite the potential of AI, many are left with questions about the future of product development: How will AI impact my business and contribute to its success? What can product managers and developers expect in the future with the widespread adoption of AI?
Tom Tunguz
JULY 12, 2019
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.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
SaaStr
JULY 20, 2019
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. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
SaaStr
JULY 25, 2019
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. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.
OpenView Labs
JULY 8, 2019
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. Most frustratingly, despite its central role in building and sustaining a company, it’s not a skill that’s taught in business school. For a lot of companies, especially startups and expansion-stage organizations, figuring out pricing involves a lot of trial and error.
SaaStr
JULY 8, 2019
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. Why: Can’t a customer pay in part based on usage, if they want to? Does my price automatically go up, even if I just add 1 or 2 users to my account?
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Tom Tunguz
JULY 8, 2019
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.
Entrepreneur - SaaS
JULY 1, 2019
Are you looking to start a SaaS business? Run through this checklist before you do.
The Daily Egg
JULY 23, 2019
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. Product pages don’t need to be fancy, […] The post 4 Stupid Simple Ways To Increase Product Page Conversions (Today) appeared first on The Daily Egg.
Incredo
JULY 22, 2019
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.
Speaker: Timothy Chan, PhD., Head of Data Science
Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.
Intercom, Inc.
JULY 23, 2019
Clear guiding principles are the best way to scale a team while keeping them aligned. Without a set of principles, organizations begin to fracture. One team heavily believes in Big Design Up Front , another follows Lean start-up , a third tries to instil PRINCE-2 , and before you know it your process is a patchwork quilt of all sorts of conflicting ways to build software.
SaaStr
JULY 11, 2019
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
Tom Tunguz
JULY 29, 2019
My perception of books was shattered in first grade. A friend and I were arguing about the extinction of dinosaurs. “It’s right here!” I yelled pointing to the book in my hand.“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.
Predictable Revenue
JULY 8, 2019
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. The post The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips appeared first on Predictable Revenue.
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Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.
The Daily Egg
JULY 2, 2019
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). The only way to know for sure is to A/B test those changes to see what resonates with your website visitors and […] The post Best Practices and Pro Tips for Using An A/B Testing Tool appeared first on The Daily Egg.
Incredo
JULY 8, 2019
“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.
Intercom, Inc.
JULY 9, 2019
In 1898, American sales pioneer E. St. Elmo Lewis created the AIDA model to describe how customers buy. The AIDA model described four cognitive phases that buyers follow when accepting a new idea or purchasing a new product: A problem comes to the customer’s attention. This creates interest in the benefits of a product or service. The customer decides to buy the product.
SaaStr
JULY 7, 2019
Many start-ups and even larger SaaS customers are reluctant to provide a Service Level Agreement — an SLA — that says they will, well, stay up. It’s not our fault, they think. What if Amazon goes down? Or our email provider? That’s not our fault. The lawyers tell you to try to not to do this. Sometimes, the accountants too.
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
Tom Tunguz
JULY 22, 2019
A little while ago, we were lucky to host Guillaume Cabane at Office Hours in a new format: 30 minute 1-on-1s with a few companies. It was a huge success and a format that we will continue because of all the learning. Guillaume was kind to share some takeaways from the event below. If you’re in B2B SaaS, you most likely have a finite TAM. For the love of ARR, please get the exact list of all accounts in your TAM (at least US).
Predictable Revenue
JULY 11, 2019
We cover why investing in long term coaching is the right move, how to make your coaching plans actionable, and how to tell if they're working. The post The power of coaching and long-term goal setting with Lever’s Kelly Del Curto appeared first on Predictable Revenue.
The Daily Egg
JULY 26, 2019
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. In an attempt to decrease bounce rates, web managers are trying every trick in the book but there is one […] The post Why Your Website Needs Infographics appeared first on The Daily Egg.
Incredo
JULY 8, 2019
“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. Digital marketing agencies usually write about what a company will receive after partnering with them or why a company should choose their services over another agency’s services.
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The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.
Intercom, Inc.
JULY 24, 2019
We all know it’s impossible for a sales team (or anyone for that matter) to predict the future. But with rigorous sales forecasting, they can actually get pretty close. Sales forecasting allows you to not only project how much revenue your team will close but also proactively influence current and future deals – by getting ahead of potential blockers, course correcting when you’re trending off target, moving into emerging markets, and more.
SaaStr
JULY 9, 2019
Recently I was catching up with an exec from a SaaS company well in excess of $100m ARR. One of the key platforms their app integrates with has started to … slow down their access. Slow down access to new features, to semi-documented APIs. Slow down access to their team. In fact, the partner’s sales team appears to have quietly dropped them entirely as a recommended app.
Tom Tunguz
JULY 15, 2019
Wing.vc published the Enterprise Tech 30 last week. It’s a coaches poll of the top enterprise startups broken into early, mid and growth stage. Congratulations to all the companies and in particular, the 8 Redpoint companies on the list: Mattermost, Cockroach Labs, LaunchDarkly, Tray.io, AppZen, Snowflake, Hashicorp and Stripe. Coaches polls are fun because they provide a different perspective on the market.
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