June, 2019

It is Better, All Things Being Equal, If Your VCs are Friends

SaaStr

In my first start-up, I had some rough experiences with VC collusion. I remember I went to one top VC’s Monday partner meeting (which went well) in the morning, and then in the afternoon, visited another. The two firms had not only talked between the meetings, but shared feedback and notes!!

Why Product Innovation Slows After the Series A

Tom Tunguz

You’ve found product market fit. You’ve hired a team, including some managers. Your initial, small customer base is very happy. You’ve discovered an initial channel of customer acquisition that’s working. You’ve raised a meaningful round of capital. And then, right then, product innovation decelerates to zero. The fast pace that characterized the past 12-18 months, when you would germinate an idea and write the code in less than a few days, has evaporated.

Tell your creation story

Practical Advice on SaaS marketing

SaaS companies need to tell their creation story. Not because they’re storytellers, but because It can help them acquire customers. Yes, I know this notion of a creation story might sound like something from ancient mythology.

David & Brad reflect on the first six episodes of the Give First podcast

TechStars

How has the Give First podcast been going? David and Brad reflect on their initial forays into podcast hosting, and come to the conclusion that, while they’re still learning, their guests are amazing. .

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.

How to Use Keyword Analysis to Understand Your Customers

The Daily Egg

Keyword analysis has always been a vital element in every SEO strategy. You’d typically use it to identify what words people are typing into search engines to find your business and your products or services. But this application of keyword analysis is very one dimensional.

SaaS Freemium Model: What Works, What Doesn't?

Incredo

Do you love free stuff? Imagine that you can visit a sports complex for free but you are allowed to do it only twice a month, only for 3 hours in total and you have access to the swimming pool and cardio & strength classes only.

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The SaaS Valuation Environment in Mid-2019

Tom Tunguz

Every six months or so, I take a look at how the public markets are valuing next-generation software companies. There’s been quite a bit of volatility over the last five years, and this update is no exception. As of mid-June, the public markets value software companies at all-time highs.

What Happened at Ramp 2019? Highlights from the Ops Event of the Year

InsightSquared

Ramp 2019, the revenue ops event of the year organized by InsightSquared, returned this year with exciting news and insightful discussions.

What To Expect From Your Corporate Accelerator

TechStars

Partnering with startups is a great way to accelerate the entire corporate innovation journey. In fact, Techstars and Innovation Leader recently partnered to r eveal best practices for leveraging startups to drive corporate innovation.

Should You Pay People To Test Out Your Website? How Usability Testing Can Improve Your UX

The Daily Egg

People talk all the time about the need to be a data-driven company and to use scientific decision-making at work. This is why so many companies conduct website tests like A/B and multivariate (MVT) tests.

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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.

How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years.

Top Lessons in Building Great Teams from Khosla Ventures (Video + Transcript)

SaaStr

Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments.

Setting the Salesforce/Tableau Acquisition in Context

Tom Tunguz

Yesterday, Salesforce announced it would acquire Tableau for $15.7B. Tableau sells data visualization software and the team has built an incredible business. We analyzed the S-1 in 2014. The company has grown since its public offering to generate about $1.1B in revenue, growing at 29%.

Superhuman

Andreessen Horowitz

I spend hours and hours in my inbox every single day. When I was CEO of OpenDNS, I would triage constantly to not block some critical path for my team.

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?"

Mary Grove on the origins of Google for Startups & Startup Weekend

TechStars

From Google for Startups to Startup Weekend to Rise of the Rest and beyond, Mary Grove is passionate about community-driven change, and helping make it happen. Mary Grove is passionate about community-driven change, and this theme has guided her entire career.

Tips and Insights from People Who’ve Built Successful Shopify Stores

The Daily Egg

Thanks for Making Crazy Egg a Shopify App Store Staff Pick! In honor of Crazy Egg being listed as a Shopify Staff Pick from June 26 – July 3, we thought we’d take some time to share what the Crazy Egg community has learned about building an excellent business on Shopify.

How to take ownership of your sales career with Alexandra Adamson of Women in Sales

Predictable Revenue

Learn how to take ownership of your Sales Career, Explore the Subtle Art of Job Descriptions, and Discover Tips for Finding a Mentor. The post How to take ownership of your sales career with Alexandra Adamson of Women in Sales appeared first on Predictable Revenue. B2B Blog Book Energize Your Peopl

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What was the biggest ousting of a CEO that ever occurred?

SaaStr

CEOs get fired all the time. Founder-CEOs getting fired seems rarer these days, though. Two that would be hard to imagine happening today: Pushing Steve Jobs out of Apple. Pushing Sergey Brin + Larry Page “down” to bring in an Outside CEO.

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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.

100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?

Tom Tunguz

When we published the results of the freemium survey earlier this year , we noticed respondents targeting the enterprise observed higher net dollar retention and lower churn than those startups targeting other segments.

The Top 3 Customer Success Challenges and How to Beat Them

Totango

If you want your business to succeed, make sure your customers succeed. As the economy becomes more customer-centered, the need to foster customer success is more important than ever before.

Leading Student Entrepreneurial Teams Begin LaunchPad Lift Program

TechStars

Recent research confirms that successful startup founders need a combination of passion and vision (soft skills) and experience (hard skills). But how do enthusiastic and driven—but young—entrepreneurs quickly gain the critical knowledge and benefits that come with experience?

Thanks for the Insight! Now What? How to Get Unstuck and Improve CX, Conversions, and ROI

The Daily Egg

Our co-founder Neil Patel wanted to understand where companies were struggling to meet their fullest potential. One set of contrasting data points jumped out at the Crazy Egg team specifically.

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.

How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais

Predictable Revenue

Find out why, and how Spendesk evolved from having full stack sales reps to their current revenue pod structure. Each pod is a self-contained prospecting, sales, and onboarding unit.

What are the pros and cons of selling a company? Do you ever regret selling?

SaaStr

It’s complicated. Having a “good exit” is a special thing. You will make some money, perhaps even life-changing money. It will prove you can do it. It will Level You Up in the hierarchy of founders. You will have beaten the odds, and be a “winner”. But as time goes by, you may see it all differently.

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Redpoint SaaS Startup Key Metrics Template

Tom Tunguz

Over the last decade or so, I’ve compiled a metrics sheet to summarise a SaaS business. While no living document like this is ever perfect, this is currently the best board-level summary of the overall health of a business I have found. I’m sharing it so that others may benefit and improve it. If you have suggestions, please email me. Redpoint SaaS Metrics Template. The template is broken into six sections: People, Bookings & Revenue, Cash, Sales, Marketing, Customer Success.

Making the Most of the Customer Renewal Process

Totango

Renewal is a promise of future reward. In fact, an MRI study of the thought processes of loyal customers found that specific parts of the brain are activated when a customer sees a brand they like.

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.

Creating an Entrepreneurial Culture at Your Organization

TechStars

At Techstars, we talk a lot about “cultural transformation” and how we can support large corporations’ core objective to become more innovative and agile. As corporations strive to innovate in order to survive, creating an entrepreneurial culture has become a critical advantage.

Why Aren’t You A/B Testing Ways to Improve Your Website?

The Daily Egg

In January, I shared a post on Crazy Egg’s new priority as a company: our mission is to help you get better at paying attention to the people visiting your website, so you can improve their experience.

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How to scale a team to 25 reps in just 3 years and learn from the mistakes along the way with Spendesk’s Nicolas Marchais

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years.

Top 10 Learnings about Free Trials with Tomasz Tunguz (Video + Transcript)

SaaStr

Join Tomasz Tunguz, Managing Director with Redpoint Ventures as he takes you through a quantitive analysis of 600 Freemium Soon companies. Want to see more content like this? Join us at SaaStr Annual 2020. Tomasz Tunguz, Managing Director @ Redpoint Ventures. FULL TRANSCRIPT BELOW.

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Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.