Sat.Nov 12, 2016 - Fri.Nov 18, 2016

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How to Create Competitive Advantage for Your Startup with Proxy Metrics

Tom Tunguz

Imagine you’ve just been named the head of a bustling New York City restaurant challenged by one issue - customers complain about the customer service. A data-driven person, you search for a metric to evaluate the current customer service to validate the complaint and then track as you experiment with the restaurant’s operations. What metrics would you employ?

Metrics 176
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How to manage your sales qualification process in Close with Process Street

CloseSaaS

Getting an entire sales team to follow a consistent process is always a challenge. So, to make things easier, we've devised a clever way to integrate Process Street with Close using Process Street's new Run Link feature, Close's Integration Links feature and Zapier.

Sales 52
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How To Setup A Growth Team For Maximum Impact

Brian Balfour

Part of every team’s identity is how they measure success, and each team measures their success in different ways. Product teams might be measured by NPS, feature output, or possibly by metrics. An engineering team’s success may be measured by uptime and reliability among other things, and a design team’s success could be measured on usability. But measuring the success of the growth team is a tougher question.

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Here’s The Content Marketing Assembly Line Based On a Survey of 2,203 Companies

Hitenism

Most people approach content marketing like a black box. Ideas go in one end. Hours and days are spent doing something creative. And content comes out the other end. In a survey I ran of 2,203 companies, I was shocked to find that only 35% had a documented content marketing strategy. People measure and analyze all other aspects of marketing, but they don’t take that mindset and apply it to the actual practice of content creation.

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How Investors & Strategic Buyers Evaluate Integrated Payment Strategies

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.

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How Should You Allocate Your Startup's OpEx between Sales and Engineering?

Tom Tunguz

Earlier this week, I published benchmarks on What Percentage Of Revenue Should SaaS Startups Spend On operating expense? Several founders asked to see this data broken down further. What fraction of operating expense is spent on sales & marketing, and what fraction of op is spent on engineering? Most businesses spend 2x more on sales & marketing than engineering.

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What Percentage of Revenue Should SaaS Startups Spend on Payroll?

Tom Tunguz

What percentage of revenue should be spent on payroll? In 2001, Salesforce spent $35.6M on payroll and generated $5.4M in revenue. NetSuite spent $38M on payroll generated $17M in 2004. as both of these companies scaled and approached IPO, the operating expense ratio (OER) or operating expense divided by revenue, asymptotes to 0.8. For every dollar of revenue, both of these companies spent $0.80 in payroll at scale.

Revenue 100
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Product update: Schedule your emails to be sent later

CloseSaaS

We’re happy to announce that a much requested feature is now available to all Close users. Write your sales emails whenever you want, and schedule them to arrive in your prospect’s inbox at just the right time.

Sales 52
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Product Update to Email Follow Ups, Snoozing, and more

CloseSaaS

We are excited to share a few recent product improvements to Close, in addition to the recently announced Send Email Later feature.

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