Tom Tunguz
AUGUST 22, 2017
A founder asked me if we had reached the point that SaaS is commodified. “Can you build a venture scale SaaS company anymore?” He made three key points to support the argument. First, the technology barriers to starting a SaaS company continue to fall. Amazon, Google and Microsoft provide sophisticated, scalable, and easy to use infrastructure as a service.
Sales Enablement, SaaS and Growth
AUGUST 22, 2017
In my sales enablement role at HubSpot I'm truly privileged to partner with over 100 sales professionals that are at the top of their game and only want to get better. Working with sales reps that want to succeed and push each other to do better is a joy. Unlike other parts of the business, it’s relatively uncommon for sales enablement to reveal how they work with the sales organisation to hit quota and help the company to grow.
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The Angel VC
AUGUST 25, 2017
Over the last couple of weeks and months we spent some time putting our investment thesis on paper. The purpose of this exercise was to challenge and discuss our implicit assumptions and to get everyone on our team aligned on what kind of investments we seek. One of the things that being very clear about our investment focus helps with is getting to “no” faster.
A Smart Bear
AUGUST 22, 2017
Product teams have been repeating the MVP (Minimum Viable Product) mantra for a decade now, without re-evaluating whether it’s the right way to maximize learning while pleasing the customer. Well, it’s not the best system. It’s selfish and it hurts customers. We don’t build MVPs at WP Engine. The motivation behind the MVP is still valid: Build something small, because small things are predictable and inexpensive to test.
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Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.
Totango
AUGUST 17, 2017
After new customers are fully onboarded, they move along the customer journey into the growth stage (nurture or adoption stage). For most recurring revenue companies, this stage is the longest. Looking at the representation below, customers typically spend 30 days in the new or onboarding stage, 30 days in the renewal stage, and the remaining time or 305 days of the year, in the growth stage.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Tom Tunguz
AUGUST 12, 2017
“Would you compare a bootstrapped SaaS company to a seeded company? At what point does the bootstrapped company have to raise if it’s profitable, if ever?” One founder asked me this question recently. I hesitate to compare and contrast bootstrapped and venture backed businesses, because I’m a venture capitalist and it’s very easy to dismiss any analysis as biased in favor of venture investment.
Entrepreneur - SaaS
AUGUST 25, 2017
Adjusting to the unexpected is good. Winging it from beginning to end is not.
CloseSaaS
AUGUST 7, 2017
Every year, hundreds of startup founders move to Silicon Valley. But even if you’ve had success elsewhere, it’s a risky move.
Brian Balfour
AUGUST 3, 2017
This is part five in a series about 4 Frameworks To Grow To $100M+. Subscribe to get the rest of the series. In the introduction I explained there are two types of companies: Tugboats, where growth feels like you have to put a ton of fuel in to get only a little speed out. Smooth sailors, where growth feels like wind is at your back. The difference between these two are not the common mantras of build a great product, product market fit is the only thing that matters, or growth hacking.
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Think your customers will pay more for data visualizations in your application? Five years ago, they may have. But today, dashboards and visualizations have become table stakes. Turning analytics into a source of revenue means integrating advanced features in unique, hard-to-steal ways. Download this white paper to discover which features will differentiate your application and maximize the ROI of your analytics.
Totango
AUGUST 23, 2017
Customer Success Summit is the industry-leading conference on customer success because it brings together experienced customer success professionals and industry thought-leaders, as well as research institutes for industry benchmarking. To that end, one of the keynotes from #CSSummit17 was Thomas E. Lah, Executive Director at TSIA, a for-profit research institute that does deep operational benchmarking with member companies.
Practical Advice on SaaS marketing
AUGUST 5, 2017
Tom Tunguz
AUGUST 14, 2017
The cash conversion cycle is a key metric for startups, but one that often isn’t talked about until a business hires a CFO. Once a business established product market fit, the cash conversion cycle is a key metric of a company’s cash efficiency - how quickly a company can convert a dollar of investment into a dollar of cash flow. To calculate the cash conversion cycle for a software company, the formula is.
Chargify
AUGUST 9, 2017
We’ve been hearing hype about the Internet of Things (IoT) for a while, but now we’re at a time where it is becoming a reality. Many are calling IoT the fourth Industrial Revolution; the other revolutions brought us factories, the steam engine, and the internet. At its most basic definition, Internet of Things is “a network of internet-connected objects able to collect and exchange data,” according to Business Insider.
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CloseSaaS
AUGUST 14, 2017
Most founders and engineers don’t consider themselves natural salespeople. It’s not part of their DNA. They’re uncomfortable negotiators. They hesitate to close deals. They lack the confidence to succeed.
Outseta
AUGUST 23, 2017
By Geoff Roberts 15 min read Forecasts, budgets, and performance targets; these activities have long been seen by business people as critical activities in the operation of companies of almost any size. They provide a necessary compass for the business, an accepted and understood path towards a business achieving its goals. They are also critical activities in driving accountability within an organization - performance will ultimately be measured against the budgets, forecasts, and performance t
Totango
AUGUST 2, 2017
Part II of this video series of interviews with Totango customers features two companies who maximized their investment in Totango to solve for specific, but not uncommon, business use cases. See how Totango has proven itself to be a cut above. Nate Richardson, Business Operations Director and Analytics Manager, xMatters. Nate sits at the intersection of multiple teams at xMatters who all have different use cases for customer data, including the customer success, sales, marketing, support, and p
A Smart Bear
AUGUST 29, 2017
Top workplace complaints: 1) The way things are 2) Change. — ?????? ????TT (@akannett) June 1, 2015. This plays out in many important ways: Customers demand an improved UX , but they don’t want to learn a new UX. Team members want consistency but don’t want policies. Developers want to be more efficient but don’t want to change how they work.
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
Tom Tunguz
AUGUST 17, 2017
Harry Stebbins published a podcast with David Beisel this week in which they discussed the importance of voice. David says, “Voice is the most natural user interface possible.” I think the biggest challenge for voice is the skepticism and cynicism engendered by a decade or two of poor experiences. It’s no longer the technology. One of my partners recently switched from an iPhone to an Essential phone and was stunned by the accuracy of the voice interface Google offers.
Chargify
AUGUST 17, 2017
You’ll likely recognize this description of the beginning of a well-known retail giant: “There was nothing to stop the company from selling everything. You could order from the comfort of your own home. You could pay a fair price. They would ship the goods right to you. Sales exploded, and if you’d picked up a big enough chunk of stock when the company went public, you’d never have to work again.”.
CloseSaaS
AUGUST 2, 2017
Early in my career, the majority of my business contacts came from my immediate circle. They were people who wrote about the things I wrote about. Thought about the world the way I did.
Mattermark
AUGUST 30, 2017
The options around assembling tooling to make a sales funnel operate efficiently are numerous and daunting. We’e talked about this quite a bit in the past between this blog and the Mattermark Daily. We thought it’d be great to chat with some founders of companies building sales tools to see how they not only use their own products, but how they use other products and processes as well.
Speaker: Dan Olsen - Product Management Trainer and Consultant, Author, and Speaker
Everyone working on a product is trying to achieve the same goal: product-market fit. But most products fail to do so. In this webinar, product management expert Dan Olsen will share his simple but effective framework for achieving product-market fit from his book The Lean Product Playbook. He will explain his Product-Market Fit Pyramid and The Lean Product Process, a 6-step methodology that guides you through how to: Determine your target customer Identify underserved customer needs Define your
Totango
AUGUST 8, 2017
Part III of this video series of interviews with Totango customers features two companies who used Totango to frictionlessly scale their customer success operations and teams. If your company is at a similar stage, these videos can provide ideas about how you can achieve similarly impressive results. Anthony Enrico, Director of Customer Success, Emailage.
Chart Mogul
AUGUST 4, 2017
We have all the data and insights, so why can't we be better at calculating churn risk? This first part looks at some of the data points and leading indicators of churn we can use to piece together a better prediction tool. Leading and lagging indicators of churn. Every metric and measurement you have is measuring a specific snapshot — a single event in a long funnel.
Tom Tunguz
AUGUST 30, 2017
Your startup is growing. You suspect you have initial product market fit. Time to hire the first head of each department. Sales, marketing, customer success, engineering, product management. Some founders might have experience or exposure into one of these teams. But rarely do they understand every one well enough to hire the right department chief.
ReSci
AUGUST 29, 2017
Create revenue generating Price Drop, New Arrivals, or Items Back in Stock emails with our proprietary AI models that will easily find your customers who have a high affinity to an item. Keep in mind, this feature is not the same as our product recommendations! The post Are You Sending Price Drop, New Arrivals, and Back in Stock Emails to The Wrong Customers?
Speaker: Blackberry, OSS Consultants, & Revenera
Software is complex, which makes threats to the software supply chain more real every day. 64% of organizations have been impacted by a software supply chain attack and 60% of data breaches are due to unpatched software vulnerabilities. In the U.S. alone, cyber losses totaled $10.3 billion in 2022. All of these stats beg the question, “Do you know what’s in your software?
CloseSaaS
AUGUST 28, 2017
Startup founders love to experiment, especially when things aren’t going well. They map out hundreds of tests and hacks, hoping to find that one perfect path to success.
Mattermark
AUGUST 29, 2017
Help People Affected By Hurricane Harvey. Houston, Texas and the surrounding areas have been devastated by Hurricane Harvey. We at Mattermark urge you to donate anything you can , whether it’s to the Red Cross or another local or national organization ( the New York Times has a good list of organizations , as well as advice on how to avoid scams ).
Network World
AUGUST 1, 2017
In the late 1990s and early 2000s when it became too difficult for large companies to manage their own WAN footprints, they adopted managed multiprotocol label switching (MPLS) services. These offered a simple connection at every location and offloaded the complexities of building large-scale routed networks from enterprises to the service provider.
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