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

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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.

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.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

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.

Sales 93

More Trending

The Life and Death of Product Marketing

Casey Accidental

This is part two in likely a three part series on career paths. You can read about the analyst career path here. As someone who majored in marketing in undergrad and has an MBA with a concentration in marketing, I receive a lot of career advice requests from up and coming marketers.

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.

Churn 82

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.

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.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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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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.

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.

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.

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

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.

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.

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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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.

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

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.

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.”.

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.

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.

Need Remote Learning ASAP? Don’t Pick Your Next LMS Before Reading This!

Need to go remote or move your training programs online? Download this guide to identify and overcome the biggest eLearning challenges so you can pick the perfect LMS without wasting time, money, and effort, even if you are just starting your eLearning journey.

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.

Sales 88

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

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

B2B 63

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.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

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.

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.

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.