March, 2021

The Confounding Logic of Discounting


There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting.

The Feedback Loops in Data that Will Change SaaS Architecture

Tomasz Tunguz

About a year ago, I wrote a post on the hub and spoke data model. The idea is that in the future SaaS applications would be built on a single database, instead of each SaaS application writing to its own proprietary database. I was wrong about the catalyst for this hub-and-spoke model.

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What is a Minimum Viable Product, Anyway? My Favorite MVP Analogy.


The concept of minimum viable product (MVP) has been popularized in the past decade thanks to the success of the wonderful book, The Lean Startup. It’s thrown around so casually, and you hear it so often, that sometimes you wonder how — or even if — people define it.

Cold Emails – The Complete Guide

The Daily Egg

Many marketers and sales reps think of spam any time cold emailing comes up. If you fall in this category, you may be missing out on one of the best customer outreach channels. Cold emailing may be an old concept, but it is still instrumental when used as part of a larger prospecting strategy.

Report by Dresner Advisory Services: Embedded Business Intelligence Market Study

According to the 2020 Dresner Embedded Business Intelligence Market Study, embedded business intelligence is crucial for application success. This report explores the current state of BI and why application teams are increasingly choosing an embedded solution.

Chief Revenue Regrets – The Sales Leader Blindspot: Early Stage Funnel


Agile transformed engineering teams. ABM is transforming marketing. Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number.

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Yes, You Need to Fundraise 52 Weeks a Year. The 1-and-30 Rule.


“I don’t want to meet [That VC]. I don’t need money now and it’s distracting.” ” — most founders, post Seed round. …… There’s a superpower some founders have.

“Buy and Hold” No More: The Resurgence of Active Trading

Andreessen Horowitz

Conventional wisdom holds that passive trading is the rational investing strategy. Active traders are often portrayed as gambling rubes or lucky opportunists who will (eventually) be handily beaten by index funds.

UIPath S-1 Analysis: How 7 Key Metrics Stack Up

Tomasz Tunguz

UIPath, leaders in the Robotic Process Automation (RPA) category, filed their S-1 last week , revealing an impressive business. Founded in 2005 in Bucharest, Romania, by Daniel Dines and Marius Tirca, the company now operates more than 60 offices housing nearly 3000 employees.

The Only 5 Sales Email Templates You’ll Ever Need

The Daily Egg

If you’re a marketer, finding the absolute best sales email templates has probably crossed your mind at some point in your journey. And, honestly, we can’t blame you.

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SaaS Chart of Accounts

It’s no secret that general ledgers aren’t optimized for SaaS companies. Your QuickBooks or Xero Chart of Accounts is no different. The following Excel template is a sample Chart of Accounts that you can download and customize to fit your business needs.

3 Simple Steps for The Perfect Sales Pipeline Review Meeting


She shoots, she scores! Nailing that buzzer-beater didn’t just randomly happen. The technique, the confidence, the setup – all came together as planned over the past few months of teamwork and coaching.

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How to Manage a Sales Org Spanning Two Continents and Two Cultures

Predictable Revenue

The standard SaaS startup model for a sales team is deeply ingrained in US business culture. But Billy’s sales team has been subverting this structure since the very beginning. The team itself is separated by 8,070 miles of land, water, and (sometimes spotty) internet connection.

The 4 Questions Every Founder Should Ask Every VC. That Almost No One Asks.


When you go to raise venture capital, if you are in the fortunate group of start-ups with access to venture capital, you’ll either have options (more than one VC wants to fund you), or you won’t.

a16z Podcast: All about NFTs

Andreessen Horowitz

TABLE OF CONTENTS. This episode is all about NFTs. It seems like nothing has caught on and spread into mainstream interest like NFTs, where one hears everything … The post a16z Podcast: All about NFTs appeared first on Andreessen Horowitz.

Guide to Data Consulting Success: What to Know & Ask Before Your Next Data Project

Whether you're starting a new data initiative or benchmarking a current effort, this guide breaks down how to develop a coherent data strategy, avoid common pitfalls, and work with data consultants to improve business visibility and drive growth.

How to Scale Customer Success Operations


If you were presented with the opportunity to double or triple the size of your business virtually overnight, what would you say? For most people, the answer would be a swift “yes, please!” But what about all of the growing pains that come along with that expansion?

Best Lead Management Software

The Daily Egg

What happens after your marketing efforts generate a lead? It is estimated that 80% of leads generated through marketing are never pursued. And that’s a lot of revenue lost. As sales or business leaders, knowing what to measure and why even before a sale is made is a critical part of the job.

Q1 Product Updates: Inspect, Predict, Validate and Coach


Deal-Level Intelligence You Can’t Get Anywhere Else. Revenue leaders have spoken. When it comes to forecasting, pipeline reviews, coaching and overall opportunity management — high-level predictions and scores simply aren’t enough.

How B2B Companies Can Leverage Channel Partners To Scale Up Their Sales Internationally

Predictable Revenue

Scaling your business internationally is no easy feat. It requires a dedicated team that is in sync with each other and your customers. Here are some tips on how to do it!

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5 Tips to Advance Your Career as a Technical Recruiter

Just as the tech industry revolves around innovation, so does technical recruiting. To advance their career by attracting top candidates in a competitive landscape, modern recruiters must commit to actively adapting and advancing their hiring strategies. This step-by-step guide is designed to provide technical recruiters with tips and tricks to achieve tangible results that accelerate their recruiting efforts—and career.

7 Simple Tips to Being a (Much) Better First Time Manager


One privilege I get as part of mentoring and investing in a few dozen startups is a chance to work with first-time managers. The reality is, most start-ups are better off with a Stretch VP than a Never Did It But Has a Great LinkedIn VP. More on that here.

Investing in Whatnot

Andreessen Horowitz

For many years now, we’ve seen ecommerce grow, sparking an entire industry of new brands, channels, and technology stacks.

Buyer Personas: Tips to Make Them Work Better for Your Sales Team

Sales Hacker

“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Newsflash: buyer personas are useless.

7 Easy Steps to Install Google Analytics in WordPress

The Daily Egg

Do you ever wonder how your website is performing? How many people visit your website? What the conversion rates are? What your bounce rate is? You and millions of other people. That is why Google Analytics exists. Knowing your website’s stats is important.

Onboarding Projects and Clients? Here are 5 Tips for Success

As a company that has onboarded thousands of clients, users, and projects over the past decade, Aysling has learned a handful of tips to streamline processes. With its award-winning support, they wanted to share their successful onboarding tips with all.

Take Control of Your Sales Reports with InsightSquared & HubSpot SalesHub


You’ve spent untold hours setting up your HubSpot SalesHub , customizing it with fields relevant to your business and your desired outcomes. Now the question is—are you getting the answers you need, or is the lack of flexibility holding you back?

How to Spot and Prevent Sales Team Burnout

Predictable Revenue

There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout.

5 Ways to Enter a Crowded Market. And 3+ Ways Not To.


Zoom even at $100m ARR still felt like it was in a crowded market. So that’s not really an excuse — Jason BeKind Lemkin (@jasonlk) December 22, 2020.

Investing in OpenSea

Andreessen Horowitz

NFTs are blockchain-based records that uniquely represent pieces of media. When you purchase an NFT, it’s yours to control as you see fit, similar to when you buy a physical good.

Get More Help With Merchant Onboarding and Get Payments Going Your Way

Software companies are increasingly looking to move up in the payments food chain and play a bigger role. This whitepaper discusses where you'll fit in the chain, your cut of the revenue, and the benefits of becoming a payment facilitator.

What a Pipeline Coverage Target of >3x Says To Me


I’m working with a lot of different companies these days and one of the perennial topics is pipeline. Do we have enough ? Is it spread across reps in a healthy way ? Should I build pipeline then hire reps or hire reps to build pipeline ?

Hubspot CRM Review

The Daily Egg

Hubspot is rated as the number one option when it comes to CRM solutions over and over again.

International Women’s Day 2021: Choose to Challenge


The theme for International Women’s day this year is #ChooseToChallenge. As the organization says , “ A challenged world is an alert world. Individually, we’re all responsible for our own thoughts and actions – all day, every day.