July, 2018

Why You Don’t Want to Miss Ramp, the Revenue Ops Event of the Year


Sales, marketing and business operations professionals will join forces for Ramp by InsightSquared , the second annual revenue ops event of the year, on August 6th-7th at the Westin Boston Waterfront. Here’s all the reasons why you should be there: 1.

Zero to 100 – A High Growth SaaS Playbook

For Entrepreneurs with David Skok

I have great pleasure in announcing a new program called Zero to 100 – The Growth Academy. This program is my response to what so many of you have been asking for: a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building. Startup Help

Jacob's Ladder in the Startup Fundraising Market - How Startups Today Skip a Round of Fundraising

Tom Tunguz

Jacob’s Ladder is a toy of thin wooden blocks attached by ribbon. If you hold it in your hand and rotate it to touch the second block, it seems to set off a cascade of blocks falling from the top. The blocks haven’t changed positions, though they do rotate. It’s a moving optical illusion. When I watch this toy, I’m reminded of the current state of the fundraising market. Long-term trends in the start of fundraising market have been consistent over the last 10 years.

Rules to Run Your SaaS Business By

Sales Enablement, SaaS and Growth

I’ve been working within the software as a service (SaaS) industry for more than five years now. During this period I’ve learnt more than I ever thought possible about the SaaS business and my personal growth has accelerated with each passing year.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

Sales Automation: 210+ Tools to Turbocharge Your Sales Process

Sales Hacker

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action.

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Making things people want

Inside Intercom

The problems people encounter in their lives rarely change from generation to generation. The products they hire to solve these problems change all the time.

More Trending

SaaS vs On-Premises: Choosing the Right Enterprise Solutions

SaaS Metrics

Introduction Deciding between an in-house or on-premises and SaaS solution is an important element of an IT strategy. That’s especially true for large enterprises that are always looking for a competitive advantage.

Why Your Startup Doesn't Invest Sufficiently in its Differentiators

Tom Tunguz

There are three types of product features, a seasoned head of product told me recently. MMRs, neutralizers, and differentiators. MMRs are minimum market requirements; basic features that every customer expects and demands. Neutralizers mitigate competitive threat. Differentiators are your startup’s competitive advantage. As a product manager, I’d never thought about this type of roadmap segmentation before. But it made a lot of sense to me.

Going beyond the subscription model

Chart Mogul

Subscription businesses are experimenting with hybrid billing models, mixing recurring revenue with one-time payments. Here are some examples of successful hybrid billing strategies in the industry today.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective.

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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.

Do you know what really makes your customers click?

Inside Intercom

Technology firms have a long and storied history with commercials. Just reading that sentence you’re probably already thinking about half-time Super Bowl commercials. Or annoying YouTube pre-rolls that leave you puzzled as to what the company actually does.

Is RFM still king? A data science evaluation


Introduction Predicting and preventing customer churn has a strong impact on the success of e-commerce businesses. Many businesses understand the importance of churn and engineer a predictive model to analyse and identify churning users. There are various flavours to define user churn in e-commerce.

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Workflows are here


We’re excited to tell you that Workflows are now available to all our customers! This new feature will make it easier and faster for you to design and manage your email journeys in Vero.

Lessons Learned from 20 Years at the Leading Edge of SaaS

Tom Tunguz

Over the weekend, I read Tien Tzuo’s book, Subscribed. Tien is the founder and CEO of Zuora, and former CSO/CMO at Salesforce, where he started in 1999. He has been working in SaaS for nearly 20 years. He’s a thought leader in the world of subscriptions, and I learned a tremendous amount from his book. There were three key themes that resonated with me. First, the shift to a subscription business model reinforces customer centricity.

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.

7 SaaS Content Marketing Mistakes to Avoid


When implemented in the right way, SaaS content marketing can be one of the most powerful tools to build your product’s awareness and foster a devoted customer base that will ultimately comprise enthusiastic promoters of your message.

5 Secrets to Running More Productive Weekly Sales Meetings

Sales Hacker

Sales meetings are an integral part of every business, regardless of maturity, industry, or goal. They’re key to keeping team members on the same page and working towards the same goal as a singular unit.

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4 simple steps to manage your sales pipeline

Inside Intercom

If you’ve ever looked at your diary, notebook, sticky notes and email inbox in the middle of a busy sales period and thought, “This isn’t working,” you’re not alone. For years, I used to try to organize my thoughts and ideas without structure, missing sales opportunities and forecasts as a result.

Customer Support + Customer Success: Working Together to Increase Customer Satisfaction, Retention, and Growth


According to data from Forrester Research, almost two-thirds of interactions between a customer and a company take place through the Customer Service department. Customers often turn to Customer Service or Customer Support teams for help throughout the customer journey. From onboarding challenges, to user experience difficulties, to product misfires, the Customer Support or Customer Service agent is often the customer’s “first responder.”.

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?"

How to Use Upselling to Increase Customer Happiness, Retention and Revenue

Groove HQ

Upselling doesn’t have to be a dirty word. In fact, it can help you make your customers happier. What comes to mind when you think of the word upsell? For many of us, it might bring up images of sleazy salespeople trying to line their pockets by selling us extra stuff we don’t need. And, […]. The post How to Use Upselling to Increase Customer Happiness, Retention and Revenue appeared first on Groove Blog. Entrepreneurship

Does Winner Take Most in SaaS?

Tom Tunguz

There’s a theory to the idea that winner takes most in Startupland. The startup that grows a bit faster at the beginning demonstrates more momentum. The startup raises capital sooner, hires people, builds the product, markets and sells the product, grows more, and raises capital. Repeat the process for each round of capital. Is it borne out in reality? This theory suggests that irrespective of the category, the winner should capture most of the market value.

Is Your SaaS Business Outgrowing QuickBooks? The Alternative Approach to an ERP


Where are you with QuickBooks? QuickBooks wasn’t built for B2B SaaS or subscription-based businesses, but businesses create complicated workarounds to make it viable. That process often looks something like this and leads many to question if an ERP is a necessary move. Financial Operations

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7 Sales Triggers Guaranteed to Uncover New Sales Opportunities

Sales Hacker

In this article, I’m showing you how to uncover seven hidden sales triggers. They are perfect for nudging prospects over the line and discovering sales opportunities you never knew existed.

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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.

Builder beware: marketing tension in product-first companies

Inside Intercom

One of the lures when I joined Intercom in 2014 was that it sold itself as a product-first company. We continue to repeat that mantra to ourselves today, and we say it to anyone who’ll listen. We thump our chests when we say that.

Add ChartMogul metrics to Octoboard

Chart Mogul

Octoboard’s new ChartMogul integration lets users access their revenue, sales and marketing metrics all in one place. Many of our customers like to see their ChartMogul numbers alongside other business data.

How to use customer feedback to fuel your business growth


Jack Ma, founder and CEO of Alibaba, attributes the growth of his company to customer feedback. In one interview he said , “I’m not a tech guy. I’m looking at technology with the eyes of my customers… normal people’s eyes.”. Most businesses assume that to grow, they need to look at the numbers.

Timing Cashflows of Your Sales Commissions and Your Customers

Tom Tunguz

Your sales team is starting to close some terrific accounts. As your startup grows, your sales team will experiment with different sales techniques. For example, qualification, pricing, positioning, incentives and contract structure. This is a wonderful phase for a startup. However, there’s a common mistake to avoid. Your VP of Finance should model the impact and approve each experiment. Many startups don’t do this at the early stages of go to market.

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.

Forget Everything You Know About Color Psychology and Read This Guide


There are thousands of infographics, images and guides explaining how different colors affect our emotions. Usually, these infographics look something like this: Red = anger. Blue = trust. Green = health. A never-ending list explaining exactly what color creates what emotion.

5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount

Sales Hacker

As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs.

Emergence Capital’s Doug Landis on telling stories that sell

Inside Intercom

Doug Landis often sees an unsuccessful sales pitch stumble straight out of the gate. Specifically at the very first slide in the pitch deck. The problem, Doug says, is salespeople tend to focus too much on their company and the names on their client roster, rather than connecting with their audience.

In-House vs. Agency: Where to Keep Your Marketing Tasks

Adhere Creative

W ouldn’t it be great if there were definitive guidance on whether you should keep marketing in-house or use an agency

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.