June, 2020

What Is Good Retention: An Exhaustive Benchmark Study with Lenny Rachitsky

Casey Accidental

At the end of 2019, I presented Eventbrite’s product plans to the board for 2020. These plans included a lot of the goals you likely have in your company: improvements in acquisition, activation, and retention. One of our board members asked: “I understand these goals for the year.

Congratulations, You’ve Created a Category. Now What?


I was talking to an old friend the other day who’s marketing chief at a successful infrastructure startup. “Congratulations,” I said, “I know it was a long slog, but after about a decade of groundwork it looks like things have really kicked in.

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Avoiding Website Ratholes: Advice for SaaS Marketers

Practical Advice on SaaS marketing

Nobody seems happy with their website. In talking with lots of Marketing managers over many years, I’ve found that they tend to fall into one of only two camps: People that are currently redoing their website, or People that are planning to redo their website.

We?re About To See a Lot More SaaS Debt


Debt for SaaS companies done right is a gift. Done wrong, it can weigh you down like an anchor. Few folks have more data than Nathan Latka and he offers up some insights on how to properly leverage up in SaaS. — ed. Good — and Bad — Types of Debt.

Product Judgment: How some people can repeatedly create product success

Inside Intercom

Let’s talk about that trickiest of subjects: Product Judgment.

Return to the workplace strategy: How to still hit your 2020 sales plans

Predictable Revenue

It’s uncertain how long it will really take to get back into the workplace at this stage, the truth is that we have another disruption to face on the horizon. Sales leaders will need to ask themselves how they’re going to approach the return to the office in a way that’s safe and efficient.

More Trending

How Important Are Happy Employees When VCs Invest?


Do startup investors care about how employees are treated where they invest? The reality is VCs for the most part sort of care. What I can tell you 100% for sure is one you have even a small team, VCs: Will all look at your Glassdoor ratings. This is so easy to research / see.

Why You Should Consider Eliminating the Title “Implementation Consultant” from Your Startup


I’ve worked with several startups that fell into the following pattern: Selling a SaaS application at a healthy price (e.g., 100K to $200K ARR). With low, fixed-cost implementation packages (e.g., $25K). But a product that actually takes maybe $50K to $75K to successfully deploy.

9 Customer Referral Hacks to Grow Your SaaS User Base


User referrals are a powerful tool for growing your SaaS business quickly, efficiently, and with minimal investment.

In SaaS, Your Burn Rate is Muchly a Function of Your DNA. And Your Chosen Competition.


There are some questions in SaaS that are, at some level, almost a mystery: Why was Veeva able to burn only ~$10m net on its way to an IPO? Yet Box needed $250m? Both sell to the Enterprise. So it’s not that. Yes, Veeva has a very high ACV, with prepaid contracts. That helps a ton.

3 Reasons Why Catalog Flexibility Gives Your SaaS Sales Team a Competitive Advantage


No one can dispute the competitive nature of sales. In the world of SaaS—where many teams are peddling products that appear similar on the surface—the need for competitive advantage is real. To successfully make the sale, product quality can only get you so far.

3 Customer Renewal Strategies that Work in Uncertain Times


The COVID-19 pandemic may have radically altered the marketplace around us, but the fundamentals of customer renewal strategies remain the same.

Building Blocks of an Efficient SaaS Finance Operations Team


Growth of any kind demands changes in the status quo. SaaS businesses are no exception. As your SaaS business scales, new processes and functions get added

Introducing drag and drop email content and a new campaign editing experience


It’s an exciting day! We’re pleased to announce our first major release of the Drag and Drop editor. It’s a feature that we believe will transform the way you design, build, and edit responsive email templates. At Vero, we strive to help you send engaging, personalized content at scale. A core part of that is enabling product and marketing teams to communicate product updates, news, and promotions and to also edit the automated product engagement emails.

What Is COVID-19’s Effect on Customer Churn—And What You Can Do About It in 5 Steps


The COVID-19 pandemic increased the risk of customer churn across almost every industry. Forrester predicts that software growth as a whole will slow down to two to four percent or may be flat if a recession occurs. However, you still have a say in how well your business makes it through this period.

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How to Survive and Thrive in the post-Covid Era

For Entrepreneurs with David Skok

Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. The OECD is forecasting the worst recession in a century. But expect to see far more change than just a recession.

As Long As You Are Growing 60% Or More — Your Competition Can’t Really Hurt You


(Note; an update of a classic SaaStr post, with 2020+ learnings.). A little while ago, I Zoomed with a good friend running a SaaS company doing about $4 million in ARR. A really good SaaS company. And he was beside himself. First, he was just plain exhausted.

Best Cloud Storage Services

The Daily Egg

The best cloud storage service is Google Drive. For a more in-depth look at the best cloud storage services, check out reviews of our five favorites below. Looking for a way to save room in your office? Or maybe you want to be able to access files remotely? Or maybe you just need a place […].

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5 Tips to Building Rapport on a Cold Call

Predictable Revenue

On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time?

Guided Selling Best Practices For Sales


Sales rarely follows a linear path. As much as you prepare and strategize for every deal, things never seem to go exactly as planned. Fortunately, many sales teams are improving coaching and executing using the new Guided Selling technology.

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Top 10 Learnings from the Redpoint 2020 GTM Survey

Tomasz Tunguz

Yesterday, we shared the Top 10 Learnings from the 2020 Redpoint GTM Survey at SaaS Office Hours. The presentation is embedded below. It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities.

Introducing the Talent x Opportunity Fund

Andreessen Horowitz

“Picket lines and picket signs. Don’t punish me with brutality. Talk to me, so you can see. Oh, what’s going on. What’s going on”. –Marvin Gaye.


15+ of The Top Sales & Marketing Mistakes SaaS Startups Make


A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. I thought it would be worth a quick update of the post. We’ve all made many of these mistakes ourselves, myself included ??

Best Time Tracking Software

The Daily Egg

If you’re looking for the best time tracking software, look to Time Doctor. Time tracking software is a must have for any business. It doesn’t matter if you’re a freelancer looking to track hours for clients, or if you’re a Fortune 500 company looking into employee productivity.

How to focus on building an effective revenue enablement function with Maggie Callahan

Predictable Revenue

Deep dive in how to set up a revenue enablement function – and how to prioritize and execute on revenue enablement’s many important tasks. The post How to focus on building an effective revenue enablement function with Maggie Callahan appeared first on Predictable Revenue.

G2 Users Rank InsightSquared a Leader in Sales Analytics and Analytics Platforms


The results are in and once again, InsightSquared has been named a Leader in G2’s Sales Analytics and Analytics Platforms (formerly Business Intelligence) categories. We also were named a High Performer in the AI Sales Assistant category. .

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What is the Structure of the Typical SaaS Company as it Scales?

Tomasz Tunguz

This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales?

What We Can’t Reveal We Can’t Heal

Andreessen Horowitz

Just listen. A special episode of the a16z Podcast, with Shaka Senghor and Terry Brown , in conversation with a16z co-founder Ben Horowitz — given recent events around George Floyd and far beyond.

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77% of You Aren’t Going Back to A Traditional Office. What That Means.


The pace of change recently has been breathtaking. Just a few weeks ago, Stewart Butterfield, CEO of Slack, was kind enough to join us at SaaStr Summit: Bridging the Gap. He said Slack wouldn’t be going back to the office until September. Now, just a few weeks later?

Best Helpdesk Software

The Daily Egg

Helpdesk software allows businesses and IT teams to improve the customer support process. If a customer has a problem or needs assistance, they can reach customer service representatives through a virtual helpdesk.

Managing up as an individual contributor on a remote team

Predictable Revenue

Remote work takes an increased commitment to open communication, support, and accountability for all involved. How can we empower teams to navigate a remote work environment? The post Managing up as an individual contributor on a remote team appeared first on Predictable Revenue.

5 Signs Your Pipeline Reviews Are Failing


Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process.

Sleep and Productivity: The Best Way to Boost Sales Performance

Sales Hacker

Even before the uncertainties of COVID-19, Americans were underslept. And there’s a lot of research that shows we’ve been quite unproductive as a result. The current crisis has introduced even more threats to our sleep and productivity.

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16 Minutes on the News #34: Videogames as Medicines — So What Is/Isn’t a Digital Drug?

Andreessen Horowitz

The FDA just approved the first ever videogame that can now be legally marketed and prescribed as a medicine.