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 ?”

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.

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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More Trending

How to Optimize Your SaaS Pricing Page? (Best Practices + Examples)

Incredo

Psychological facts about your consumers + advanced pricing page tips + real SaaS examples = your SaaS pricing page is ready to close! SaaS Sales

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.

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.

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

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.

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?"

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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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).

For someone just starting out in SaaS sales (entry level Salesforce in November), what are your tips to accelerate growth/ability in early stages?

SaaStr

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.

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Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

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.

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. .

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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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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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.

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

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.

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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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.

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.