Sat.Aug 24, 2019 - Fri.Aug 30, 2019

Don’t Just Follow the Buyer’s Journey, Enable the Buyer.

OpenView Labs

We are often rushing to build out a buyer’s journey, identify the personas and then map content along the journey. But it isn’t enough to have the buyer’s journey identified.

B2B 69

9 Ways to Sabotage Your SaaS Customer Referral Program

Cobloom

Struggling to generate a decent number of customer referrals? Feel like your growth is being throttled by your customer referral program? Don't worry: most SaaS companies are in the same position, and often, it's caused by the same handful of problems.

How to Use High-End Courses to Grow Your SaaS Company

Chart Mogul

The real-life examples of 3 companies that use online courses (that they charge a premium for) to educate customer, lower churn, and grow their revenue. The problem with SaaS is getting people to see the value in your product. This is difficult, especially if your product is complex.

Do successful SaaS companies have “transformational” opportunities beyond selling more and more of their core product?

SaaStr

Many do and have. As we see more and more SaaS companies cross $1b+ in ARR (wow!), Twilio being the latest, we see more and more adding new core products to their existing core products. Twilio started with SMS. Now that’s just a piece of Twilio, and its 81%+ growth at $1b (double wow!)

Cloud 247

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.

Creating a Culture of Accountability

InsightSquared

It is crucial to have a “clean” Salesforce instance, but it’s another daunting task to maintain it. Startups are built from the ground up and one of the major stepping stones is promoting an environment of accountability among your sales reps to properly input data and to follow sales best practices.

Data 241

Building an Entrepreneurial Culture

TechStars

By Carley Jacobson, Techstars Innovation Coach. I recently participated in a webcast hosted by SHRM on “Three Strategies for Building an Entrepreneurial Culture: Learn how to attract, manage, and build entrepreneurial talent.” You can watch a recording of the webcast here. .

More Trending

What were the signs you missed before you lost a major customer?

SaaStr

I remember the first time I lost a six figure customer. It was a surprise: They used the product every day, and constantly. They had done a case study for us. In fact, they were on our homepage. They renewed the contract and added additional seats. And then one day, we got a call.

The power of positivity: how to inspire your team to leave their limiting beliefs behind

Predictable Revenue

Learn how to empower your teams to not only crush their numbers but cultivate a mindset that will empower them in all areas of their life. The post The power of positivity: how to inspire your team to leave their limiting beliefs behind appeared first on Predictable Revenue.

Customer Retention Optimization Strategies to Keep Customers Long-Term

Totango

Your customers are your enterprise’s life’s blood. When you get a new customer, work to retain them and grow customer lifetime value. While the sales team will always be looking for new customers, retaining a current customer is far cheaper than finding a new customer to replace them.

How to Deal With Angry Customers: Examples, Research, and Field-Proven Best Practices

Groove HQ

What’s the best way to respond to an angry customer? It’s one of the most stressful parts of working in customer service. It’s also an issue that came up repeatedly in a recent survey we conducted of 2,300+ customer service professionals and businesspeople.

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.

The 10x Feature is Real. At Least, for a While. What’s Yours?

SaaStr

Recently there was a lot of discussion around if there are truly “10x engineers” or not. It’s a complicated topic. But one thing that is clearly true — there are 10x Features. Talk to any experienced SaaS sales leader in a competitive space. She’ll agree.

Mobile 215

Where the Opportunities Are in Regulated Marketplaces: Managed Marketplaces

Andreessen Horowitz

There might be no more beloved image of the American entrepreneurial spirit than that of neighborhood kids who open a sidewalk lemonade stand on a hot summer day. With a little bit of “capital” from their parents — lemons, water, … marketplaces consumer startups

Customer feedback strategy: How to collect, analyze and take action

Inside Intercom

There are many reasons an organization seeks out customer feedback. A support team will want to know if they were helpful, while a product team might need help prioritizing what to build next.

Coaching Salespeople into Sales Champions: 3 Times To Step In (& How)

Sales Hacker

Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. Letting them learn through trial by fire. But coaching salespeople into sales champions doesn’t happen in the extremes.

Sales 85

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?"

What is the difference between a startup mentor and an angel investor?

SaaStr

The best angels and seed investors can often serve the role of a mentor quite well, especially if they were CEOs or had similar operational experience. Where it breaks down is using a Series A-B-C investor as a mentor.

a16z Podcast: From the Internet’s Past to the Future of Crypto

Andreessen Horowitz

What can we learn from the history of the internet for the future of crypto? In this episode of the a16z Podcast, general partner Katie Haun interviews a16z co-founder Marc Andreessen — and co-founder of Netscape, which helped popularize and … cryptocurrencies & blockchains Crypto Regulatory Summit a16z founder/maker stories history our Summit events

Using lead scoring to identify the best opportunities

Close.io

You get to work in the morning. Your favorite CRM overflows with the names of people who signed up for your product recently. You can also see everyone who’ve been using it for a while. Sound familiar? And so, you begin. You start calling and emailing all those leads frantically.

Lead Generation Landing Page: 10 Steps to a High-Conversion Page

Sales Hacker

“Just Google it.” Today, the first stage in any purchase is a Google search. And B2B buyers are no different.

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.

36 Final, Final Tickets Left for SaaStr Scale THIS THURSDAY in SF!!

SaaStr

GRAB A FINAL, FINAL TICKET HERE ! SaaStr Scale is THIS THURSDAY in San Francisco! We have room for 1,000 and 965 slots are taken so grab a final ticket ASAP here !

Exploring the Importance of Customer Lifetime Value

Totango

In today’s customer-centered economy, focusing on short-term customers is an outdated business model. Instead, enterprises must nurture every customer relationship to increase retention and customer lifetime value (CLV). .

Top 10 SaaS Timekeeping Software

SaaS Metrics

Introduction Timekeeping systems make it easier to track time spent on different tasks, projects and deliverables. These systems are designed keeping the needs of a variety of businesses in mind.

Sales Enablement Content: How to Give Reps What They Truly Need [Infographic]

Sales Hacker

Is there anything worse than a deal stalling near the finish line because a seller cannot find the resources to build the buyer’s confidence to sign? Not much!

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.

Thank You To The 1,118 Folks That Came to SaaStr Scale!!

SaaStr

It’s a wrap. Our first SaaStr | Scale went off yesterday with top revenue leaders from Brex, Flexport, Talkdesk, Intacct, LinkedIn, PatientPop, and so many others. We also had 50+ Braindate mentoring sessions. It was a really great, less formal event and a big hit.

Everything we’ve learned about scaling sales

Inside Intercom

? ?. In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team.

VMware boosts load-balancing, security intelligence, analytics

IT World

SAN FRANCISCO – VMware has added new features to its core networking software that will let customers more securely control cloud application traffic running on virtual machines, containers or bare metal.

Cloud 77

Decentralized Applications: What’s Now, What’s Next

Andreessen Horowitz

Decentralized apps or “dApps” are the much-promised innovation of crypto. Imagine a decentralized version of every major application out there today, as well as new applications native to crypto.

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.

SaaStr Podcasts for the Week with HelloSign and Adaptive Insights — August 30, 2019

SaaStr

260: Whitney Bouck is the COO @ HelloSign (now a part of Dropbox). For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution.

SDR Training: 5 Tips for Faster Onboarding and Ramp Up

Sales Hacker

You did it! You just hired a new Sales Development Representative ! He or she is 24 years old, with plenty of lead generation experience, is sharp, and is ready to crush it. Now what? Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently.

Feedback and Performance: The Critical Connection and How to Foster It

OpenView Labs

Management feedback can directly influence employee performance and engagement. A recent scientific study found that a supportive supervisor and feedback-driven environment lead to an increase in creative performance for employees.

Social Networking in 2030: How Could Crypto Change Things?

Andreessen Horowitz

One of the most popular applications on the internet is social media, for better… and for worse. So if we were to imagine how crypto and blockchains could transform social networking in the future, how might that look?

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.