April, 2019

Five years later: Five ways to build a $100 million SaaS business

The Angel VC

Back in 2014, I wrote a post titled “Five ways to build a $100 million business”.

Is every company destined for freemium?

ProfitWell

On this episode of the ProfitWell Report, David Bj örk , Co-Founder and CEO of Webforum , wants to know the possibility of every company going freemium in the future.

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Benchmarking Slack's S-1: How 7 Key Metrics Stack Up

Tom Tunguz

Slack has transformed the way we work. By replacing email with beautiful and simple internal chat, Slack has productized productivity. Founded as a gaming company called Tiny Speck in 2009, the company’s initial product, Glitch, didn’t catch on as expected.

What are some things you can do early on to make scaling SaaS easier?

SaaStr

It’s never remotely easy until you have a steady stream of leads and a decent 1.0 revenue team. But here are some things that can help in the early days: Always hire at least 2 reps to start. If you just hire 1, you won’t really know what is working, and not working, and why. Don’t expect a sales magician. You ideally need to close the first 10–20 customers yourself, and then hire sales folks to help. Don’t expect magic. Instead, just expect some leverage.

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.

5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results.

Sales 271

Techstars and Innovation Leader Reveal Best Practices for Leveraging Startups in Corporate Innovation

TechStars

Research shows corporations create coherent partnering and investing strategies with startups.

More Trending

Remind customers why they're paying you

Practical Advice on SaaS marketing

attrition churn customer acquisition renewals SaaS marketing

Churn 173

Viewing Valuation as a Discount of Future Value

Tom Tunguz

Why does growth rate matter so much? Why does growth rate influence valuation so much? I was reading a book recently written by a hedge fund manager who discussed valuation frameworks. His explanation was one of the best I’ve come across.

5 Interesting Learnings From Slack. As It Gets Ready to IPO.

SaaStr

With Slack’s IPO data and financials finally public, what is left to know about the app we all use and have been reading about for years? What’s interesting to know about Slack … that we didn’t already know? ??. Slack is obviously a rocketship going from $0 to ~$600m+ ARR (!)

Predictable Ramp: It’s Not Just a Pipedream

InsightSquared

“How am I doing?”. Most sales reps are genuinely driven not by money, but by success. They are dying to know how they are doing. Regardless of their generation or experience, your reps want to know if they are on the right track to hit their goals. So, how do we do this?

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!

Teaching a VC How To See

TechStars

Mary Haskett, founder and CEO of Blink Identity , had a problem. Time after time, she and her cofounder, Alex Kilpatrick, would walk into an important meeting—often with a potential investor—and Alex, a man, would get the handshake.

From First-Time Buyer To Loyal Customer: Ecommerce Email 101

The Daily Egg

Oh, that feeling when you see your latest campaign was a big success! Lots of new customers acquired, products sold, and sales revenue made… Now, let’s pause for a moment and take a look at your historical data. What’s the share of first-time buyers who’ve bought from you only once?

How Lessonly’s Kyle Roach teaches his team to sell the dream

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. The post How Lessonly’s Kyle Roach teaches his team to sell the dream appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Do SaaS Startups Still Require Less Capital than 10 Years Ago?

Tom Tunguz

In 2014, I published a post called Do Startup Require Less Capital to Succeed than 10 Years Ago ? It’s been five years and time to see how things have changed. In the analysis, I created a metric, the return on invested capital (ROIC).

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.

5 Interesting Learnings From Zoom. As It Gets Ready to IPO.

SaaStr

Much has been written about Zoom’s impressive financials as it prepared to IPO, growing > 100% at $425m+ in ARR!

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Using Buying Groups to Accelerate Your Sales Process

InsightSquared

Yet Another Marketing Buzzword? Every few years there is a new buzzword in B2B marketing. A few years ago it was “Inbound Marketing.” The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. Then, there was “Account-Based Marketing.” The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.

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Disrupting Environmental Destruction

TechStars

Source: Ben Duke. Disruption” is a word that gets tossed around business a lot these days. But what if we could disrupt not just the way we do business, but the fate of our species and our planet? The World In 2050. What will the world look like in 2050?

Want 98% Open Rates? Launch An SMS Marketing Program For Your Online Store

The Daily Egg

SMS marketing is gaining more and more traction as a way to communicate important updates to customers about their orders, keep shoppers engaged, and move them through the sales funnel. Not only is SMS quick and easy to set up, but statistics suggest customers prefer text updates over email.

Mobile 217

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.

Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenches

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Scott Barker, Head Of Partnerships at Sales Hacker. The post Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenches appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Hustle As Strategy

Tom Tunguz

In a world where there are no secrets, where innovations are quickly imitated or become obsolete, the theory of competitive advantage may have had its day. Realistically, ask yourself, If all your competitors gave their strategic plans to each other, would it really make a difference? In 1986, Amar Bhide wrote “ Hustle as Strategy ” for the Harvard Business Review. At the time, he was an assistant professor at HBS. He examined the dynamics within the financial services market.

What are some key signs that the managers that got you to $5m ARR may not be the right managers that will get you to 25m ARR?

SaaStr

A few signs: Lack of organization. You can get to $5m being only sort of organized. After that, you gotta get really organized. Either by yourself, or with a Sales Ops / Marketing Ops / Some Sort of Ops leader under you.

5 Key SaaS Trends for 2019

Incredo

Having been involved in a number of SaaS companies over the last decade, we’ve noticed a series of recurring trends where growth is concerned. We recently attended SaaStr Annual with 14,000 other SaaS executives to discuss the latest trends in SaaS.

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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.

“I Learn From Startups All The Time”—Comcast NBCUniversal LIFT Labs’ Danielle Cohn Has 4 Rules for Startup Mentors

TechStars

If you spot a blur speeding through the bright, airy space occupied by Comcast NBCUniversal LIFT Labs Accelerator, powered by Techstars, it’s probably Danielle Cohn. She’s the Executive Director of Entrepreneurial Engagement and the Head of LIFT Labs for Comcast NBCUniversal, and she moves fast.

Quick Hits CRO Tips Episode 2: How to Use Google Analytics with Visitor Recordings

The Daily Egg

Welcome to Episode 2 of Quick Hits CRO Tips! 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.

Build an Outbound Program right the first time

Predictable Revenue

This is an excerpt from the 2nd edition of 'From Impossible To Inevitable' by Aaron Ross. The post Build an Outbound Program right the first time appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales. Blog Book First Million

A Random Walk Down Sand Hill Road

Tom Tunguz

Bernie Munger is famous for championing the idea of mental models. Mental models help us think about the world by simplifying very complex topics into more digestible and tractable ideas. The challenge with mental models is first learning about them and second figuring out which model applies when.

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!

10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out

SaaStr

We’ve written a lot on SaaStr on how to find a great VP of Sales, what the risks are, what risks to take, etc. We’ve also summarized a few critical factors that will tell you, within 30 days, if your VP of Sales won’t work out.

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The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.

Lesa Mitchell joins The Heritage Group Accelerator Powered by Techstars to help startups disrupt legacy enterprises

TechStars

Many industries that aren’t top of mind for most of us but serve our most basic everyday needs – from industrial production, transportation infrastructure and environmental services and safety – all are facing technological disruption and innovation.

CRO Hero: Robb Fahrion, Flying V Digital Marketing Agency

The Daily Egg

Ready for a sobering fact?

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.