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.

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.

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.

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.

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More Trending

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.

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.

Trends 176

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 (!)

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.

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?

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?

“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.

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.

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?"

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).

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.

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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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.

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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.

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.

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.

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.

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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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.

Remind customers why they're paying you

Practical Advice on SaaS marketing

attrition churn customer acquisition renewals SaaS marketing

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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.

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?

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

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.