Sat.Aug 03, 2019 - Fri.Aug 09, 2019

SaaS Differentiation: How to Win in a Crowded Market with High Feature Commoditization

OpenView Labs

The other day, I was discussing the inception of Loomly on a podcast, when the host asked me, “Wasn’t it a bit scary to launch a new product in a mature market with substantial competition?” In the same vein, during initial investor calls, the concept of “crowded verticals” almost always comes up.

The ROSE Metric | The Return on Your Most Important SaaS Asset

The SaaS CFO

Measuring Organizational Efficiency There are a ton of SaaS metrics measuring sales efficiency, margins, revenue, and more. These are all important metrics (depending on the stage of your business) that you should be constantly monitoring in your SaaS organization.

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Zoom Had a Burn Rate Budget. So Should You.


There was a very curious thing in Zoom’s financials leading up to its IPO that I am surprised no one commented on. But as a founder, it jumped out at me. In 2017, Zoom’s cash burn was exactly equal to its Gross Proft.

Which Categories of Seed Startups are Thriving? Which Aren't?

Tom Tunguz

Which sectors see more startup company formation than others? The answer has changed quite a bit over the last 8 years. Some sectors have hit their apogee and are declining. Others have grown by more than 3x. Yet others are growing geometrically. Let’s take a look. Hot Spaces.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Four-step Pricing Process for Fast-growing SaaS Companies

OpenView Labs

I have spent much of my career in product marketing roles at fast-growing companies. At Glassdoor and Lever, we doubled in size each year; and Reflektive —where I am now Head of Marketing—was recently recognized by Deloitte as the 13th fastest-growing technology company in North America.

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2 Cold Emails I Funded For Millions


Cold emails to investors have their detractors. There are so, so many start-ups these days. Everyone with a checkbook is looking for signals which of the 1000s to invest in. Because these days in SaaS, there are just too many. 5 years ago, you could meet many of them.

Slack’s Lane Collins on their ‘radical convenience’ approach to customer experience

Inside Intercom

? ? ?. Today, we’re dissecting the customer experience at one of the hottest companies around: Slack.

Customer Churn Analysis: Why Analyzing Churn Is So Important - ProfitWell


There’s no more vital metric for a SaaS company to keep track of than churn : the rate at which customers are leaving your business and taking their subscription dollars elsewhere.

Churn 97

The 37% Rule: How to Decide When to Stop Wondering and Start Deciding

Tom Tunguz

Earlier this year, I read Algorithms to Live By, a book that explains how to use insights from computer science in daily life. One of the rules is the 37% rule. It’s an important rule because it’s broadly applicable. But I had forgotten about it until I listened to the author on the Software Engineering Daily podcast. The 37% rule says that if you have a decision to make, you should spend 37% of the amount of time you have. This is called exploration period.

The North Star Playbook

Every product needs a North Star. In this guide, we will show you the metrics product managers need to tie product improvements to revenue impact. If you are looking for a more-focused, less-reactive way to work, this guide is for you.

“Land, Expand, Explode: How to Win the Long-Game in SaaS” Egnyte Chief Customer Officer and Co-Founder Rajesh Ram (Video + Transcript)


The SaaS business model has risen to popularity for many reasons – it’s fast-paced, creates residual revenue streams, and well, the multiples are strong.

How to Be an Intentional Organization With an Intentional Tech Stack


What is an intentional organization? The first step toward sustainable, strategic growth for any organization is to look at your business as an ecosystem. Each individual team needs to understand not only the function of its role but the impact of it.

What are the Benefits of Customer-Centricity?


Imagine if you could give your customers that “day 1” feeling of excitement and potential throughout the entire customer journey. That’s the goal Amazon CEO Jeff Bezos has for his customers.

Churn 118

Video: Growth, Sales, and a New Era of B2B

Andreessen Horowitz

Traditionally, consumer companies have had viral growth and network effects, while enterprise companies have been built brick by brick and sale by sale.

B2B 114

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

How Founders Can Take Control of Their Destiny with Tradeshift (video + transcript)


Join Tradeshift founder and CEO as he shows founders how to take control of their destiny. Tradeshift has grown to 650+ people with offices in 12 countries from its start as a mere vision in 2005. Want to see more content like this? Join us at SaaStr Annual 2020.

The Dangers Of Being Too Salesy (And How To Build Trust Instead)

Sales Hacker


Top 9 B2B Marketing Strategies to Maximize Growth in 2019


As a B2B marketer, you’re no stranger to the often overwhelming count of tasks on your plate. You’ve got blog posts to write, SEM campaigns to launch — Facebook ads, demand generation tasks, A/B tests , and so much more. How do you choose what’s worth your time and what to ignore as simple noise?

B2B 104

Ecommerce as Video’s Killer App

Andreessen Horowitz

As online video platforms seek a business model beyond advertising , and short videos start to look more and more like commercials, it turns out that commerce may be video’s killer app. And not only could video apps become ecommerce … ecommerce ai marketing tiktok video platforms

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

What are some fundamental sales principals entrepreneurs must understand?


Creating urgency is an art. Most founders are great “middlers”. They are great at explaining not just what the product does, but what it can do to solve your problems. No one is better than a founder at this. And then … the deal often never quite closes.

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5 of the Most Revealing SaaS Customer Success Metrics


Whether you're trying to retain more customers or accelerate new customer acquisition, your customer success strategy needs to start with the right performance metrics.

What Is Business Development? (And Why It’s Vital to Sales Success)

Sales Hacker

A few weeks ago, I had a conversation with the head of business development for a French logistics company. He was over the moon because in only 5 months he reached his goal of getting 10 qualified opportunities. And, even better, he managed to go beyond the target by closing a €350K deal.

Guide to SaaS Customer Services Software and Top 10 Solutions

SaaS Metrics

Introduction Failing to offer great customer services directly impacts customer satisfaction and retention rates. Superior products/services alone are not good enough in today’s competitive market. Excellent customer services and knowing who wants what is equally important in achieving success.

Build or Buy an LMS? How to Pick the Right Solution for Your Budget

BUDGET. When it comes to picking your next LMS that six-letter word is probably the most important part of the decision-making process. So, what are your options to get the best possible eLearning solution without breaking the bank? Build It or Buy It. This guide from Lambda’s eLearning experts details absolutely everything you need to consider so you can pick the perfect eLearning solution for your organization and budget.

SaaStr Podcasts for the Week with Kustomer, Google Cloud, and Zenoss — August 8, 2019


Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks.

Cloud 161

What is Product Led Growth? How to Build a Software Company in the End User Era

OpenView Labs

How did your company adopt Slack? I don’t know your company’s story, but I’m guessing it went like this: Jane heard about Slack from a friend, so she signed up and started using it with her team. Pretty soon the whole company was on Slack , and no one can remember life before it.

Custom Landing Pages: The Unlikely Answer to Low Email Lead Conversion

Sales Hacker

Did you know the probability of selling to a new prospect is only 5-20% ? What if I could help you beat that statistic, raising your probability to 20% or more? It is possible — if you understand the problem and adopt the simple solution I’ll share with you in just a minute.

How to get a handle on multicloud management

IT World

As enterprises pile more cloud activities onto the platforms of more cloud providers, many IT and network managers are feeling overwhelmed because each cloud provider comes with its own toolset, rules and user demands.

Cloud 82

Growing your Startup? Find the Right Startup Financing for Your Capital Needs

Entrepreneurs are facing unprecedented circumstances right now. The capital choices you make will have a lasting impact on the trajectory of your company. Knowing the right questions to ask and how to compare your options is vital to making the best decisions. Download the Startup Finance Playbook to learn more.

When should you use testimonials in the sales cycle?


Testimonials are nice, but most prospects these days have already seen the generic ones on your website and in your collateral. What work in sales is very similar companies using, and loving, your product. This is why once you have 1 leader in a space, you should run the tables in that segment.

Sales 161

Why Chatbots Play a Mission-Critical Role in Marketing More Than Ever Before

Nimble - Sales

Chatbots have become an integral part of digital communication across web, social media, and mobile app interfaces. Marketers are increasingly growing fond of chatbots because of effortless, fast-paced, and customer-centric communication in different contexts.

3 Ways Sales Can Use a CDP to Improve Account-Based Selling

Sales Hacker

Customer data platform (often called CDP) isn’t a term you hear very often — especially outside of marketing. In truth, it’s a relatively new addition to the MarTech landscape. .

B2B 89