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.

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.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

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.

Content is king: how Kula’s Jeff White uses content to drive his company’s prospecting

Predictable Revenue

Content is the critical mechanism that connects you to prospects, builds relationships, educates your market on your offering(s), and drives opportunities and pipeline. Find out how to use content to drive your prospecting.

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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.

“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.

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.

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.

Trends 170

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 114

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

Sales Hacker

My new SDR was panicking. She was on the phones — the prospect yelling at her — and she didn’t know what to do. I took her headset and introduced myself as I looked at the prospect’s website. Turns out he went to school at the University of Michigan. I grew up in Detroit.

Travel 113

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 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.

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

What the four forces can teach us about the user onboarding experience

Inside Intercom

A great onboarding experience is one that proves to new users that your product will help them do the job that they want. To put it another way, the ideal onboarding experience is a short, easy and frictionless path to finding value. Of course, many products have unavoidable complexity.

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.

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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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?"

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 91

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.

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.

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 181

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.

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.

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

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

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 181

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.

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.

10 sales blogs you should be reading every day

Warren Buffet famously said, “The more you learn, the more you earn.” And if “there’s no better way to learn than to do,” second best might be to learn from the triumphs and challenges faced by others.

Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot!

Sales Hacker

How do you avoid stagnation? Simple: Stay “hot” during your day-to-day selling with the help of DiscoverOrg and Outreach! Join this webinar panel as these sales experts discuss cultivating strategies for. The post Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot!

Is Digital Ocean gearing up for an IPO with the new CEO and CFO?


Probably at least indirectly. Digital Ocean most likely can IPO any time it wants.

Cloud 173

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.