Intercom, Inc.

OCTOBER 16, 2019

The SaaS industry is constantly evolving, and for many companies in the space, that means having to evolve their business model. However, that doesn’t necessarily mean a “pivot”, but more often the evolution is a shifting business model as the company scales and the user base grows and changes. The classic example sees a company move from niche startup to mainstream scale-up, but it can also see companies hone their product-market fit by focusing on a more specialized, and yet more lucrative, us

Business Model 195

Business Model Scale Pricing Payment Methods 195

Tom Tunguz

OCTOBER 14, 2019

We are very excited about open source software. Open source is a powerful distribution mechanism to get software and people’s hands early and easily. In an era where SaaS customer acquisition cost increases monotonically , open source can be a powerful antidote. The other area that we are spending time in is open source at the application tier.

Engineering 181

Engineering Innovation User Experience Acquisition 181

ProfitWell

OCTOBER 16, 2019

It’s the question on every SaaS founder’s lips: Is my churn rate too high? While it might sound like a simple question on the surface, the answer is anything but. A “good” churn rate for one company might be terrible for another. Worse, comparing average churn rates across different markets and industries will leave you mired in confusing statistics and contradicting studies.

Churn 55

Churn SaaS Payments Payments Payment Methods 55

SaaStr

OCTOBER 12, 2019

Just a few years ago, as the next generation of SaaS companies were beginning to scale, the idea of building a Big or Biggish SaaS Company using Silos-in-the-Enterprise was all the rage. For many it still is. But there are a lot of flaws to this thinking it’s worth taking a look at. First, just to get on the same page … a Silo-in-the-Enterprise is a small or smallish group in a BigCo that adopts your product.

Enterprise 139

Enterprise Scale Finance Scaling 139

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Generative AI is upending the way product developers & end-users alike are interacting with data. Despite the potential of AI, many are left with questions about the future of product development: How will AI impact my business and contribute to its success? What can product managers and developers expect in the future with the widespread adoption of AI?

Generative AI

Groove HQ

OCTOBER 15, 2019

Josh Kohlbach developed a unique customer experience strategy during his time working as a marketing consultant for small businesses. Business was good, and demand was strong. So strong, he soon hired two developers to help him keep up with the work. The problem was: the business was taking over his life. “I think we ran […]. The post Customer Experience Strategy: How This Startup Used Customer Reviews to Gain Traction appeared first on Groove Blog.

Startup 95

Startup Strategy Consulting Development 95

ChurnZero

OCTOBER 18, 2019

Churn Monster #14: Know-It-All Customer. . Hi churn fighters! We have a new churn monster to introduce to you today – a Know-It-All customer. A Know-It-All customer is someone who behaves as if they know everything, and constantly presents their input as though they were professionally trained or have firsthand insight into subjects when it is evident that is not the case.

Churn 40

Churn Underperforming Technical Team Scale Customer Success 40

Chargify

OCTOBER 14, 2019

Customer support has always been important in the SaaS industry, but its importance is only growing. . Customers expect more authenticity in their relationships with the companies they do business with — and excellent customer support is perhaps the most critical component of customer relationships. If you’re not providing award-winning customer support, you might find yourself quickly losing your competitive edge.

Merchant Services 68

Merchant Services Customer Support SaaS Scale 68

Sales Hacker

OCTOBER 18, 2019

Many sales leaders think their onboarding process stinks… . And it’s true. . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Yet 3 out of 5 reps will not fully ramp for seven months. One in five will take nearly a year to develop all of the skills and behaviors they need to be successful. . That’s troublesome when efficient onboarding programs can improve employee performance by 11.5% and drive a massive impact on revenue. .

Sales Hiring 42

Sales Hiring Onboarding Sales Technical Review 42

The Daily Egg

OCTOBER 16, 2019

You’ve reached article 4 in our A/B testing series. In case you missed the first three, here’s a recap: A Beginner’s Guide to A/B Testing with Crazy Egg A/B Testing: How and Where to Start Best Practices and Pro Tips for Using an A/B Testing Tool Now it’s time to move onto the final chapter: […]. The post How to Understand and Act On Your A/B Test Results appeared first on The Daily Egg.

266

266

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Payments

For Entrepreneurs with David Skok

OCTOBER 15, 2019

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~424 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology.

SaaS 225

SaaS Technology Revenue Metrics 225

SaaStr

OCTOBER 18, 2019

A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress. I still see most startups way behind on their 2020 planning, and most importantly, hiring, at this point in the year.

Sales Hiring 191

Sales Hiring Scale Headcount Revenue 191

Intercom, Inc.

OCTOBER 14, 2019

I’m a crappy poker player and always have been. Part of the reason for this is I’m easy to read. For a long time, I thought my inability to bluff would hamstring me in sales, but now I see it differently. I’ve come to view authenticity as a kind of sales superpower. Being transparent has helped me connect with customers on a deeper level than would have been possible otherwise.

Software Review 162

Software Review AWS Social Media Machine Learning 162

Incredo

OCTOBER 17, 2019

Asking “what’s the typical commission for SaaS salesperson?” is like asking “how expensive should I price my SaaS product?” or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

Predictable Revenue

OCTOBER 17, 2019

Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients. The post Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki appeared first on Predictable Revenue.

Enterprise 145

Enterprise Revenue 145

SaaStr

OCTOBER 16, 2019

Why is it dangerous to accept too high of a valuation from an investor for a startup company? A lot of VC advice is a bit self-serving. There are risks with a too-high valuation — but also benefits: A high valuation has two core advantages for founders: Less dilution. Not only does this mean you own more, but it also means you can sell more later for the same amount of dilution.

Startup 187

Startup Venture Capital Acquisition Investment 187

For Entrepreneurs with David Skok

OCTOBER 15, 2019

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~424 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in … The post 2019 SAAS Private Survey Results- Part 1 appeared first on For Entrepreneurs.

SaaS 130

SaaS Technology Revenue Metrics 130

Incredo

OCTOBER 17, 2019

Asking “what’s the typical commission for SaaS salesperson?” is like asking “how expensive should I price my SaaS product?” or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach.

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

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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.

Payments

Tom Tunguz

OCTOBER 17, 2019

Dr. Daniel Kahneman features on the latest Farnam Street podcast and it’s a surprising episode. Kahneman wrote Thinking Fast and Slow. I admire Kahneman a great deal. Not for his Nobel or for his work, which are both impressive, but for his humility. Some of the key tenets of Kahneman’s work in his famous book were disproved. And he owned up to it , both in print and on the podcast.

Interviewing 141

Interviewing Forecasting Management 141

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software.

Underperforming Technical Team 165

Underperforming Technical Team Sales Hiring compliance SMB 165

Andreessen Horowitz

OCTOBER 17, 2019

The plan was to drink until the pain over. But what’s worse, the pain or the hangover? —Kanye West, “Dark Fantasy”. When you found a company, it tends to get wired into your nervous system. I used to become physically … The post Which Way Do You Run? appeared first on Andreessen Horowitz.

Leadership 111

Leadership 111

Nimble - Sales

OCTOBER 15, 2019

Choosing your next hosting provider is a big deal because digital marketing is critical to your success. If your business crashes and burns online, you’re in big trouble. Recently, our business got itself into a situation where we had to switch hosting providers, which was actually the inspiration for this article. We quickly realized that […].

Data 84

Data Marketing Business Technology 84

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SaaS

Groove HQ

OCTOBER 17, 2019

I shared a story recently about one of the darkest moments of my career. We’re through it now and better because of it. But, woah… rough times. Two years ago, we were still in its grip. Our team retreat was just a few weeks away, and I was a wreck. Sitting at my kitchen table […]. The post Founder’s Depression Is B t appeared first on Groove Blog.

75

75

SaaStr

OCTOBER 14, 2019

Are you a company with $20 ARR or more? Perhaps this is the SaaStr event you haven’t (but should’ve heard of) This year, SaaStr is hosting it’s first-ever SaaStr CXO Summit. We’ll be bringing 150+ CIOs, CDOs, CMOs, and 200+ top SaaS and Cloud CEOs. The SaaStr CXO Summit will be an event-within-an-event. From VIP lunches to exclusive content to CXO attendees and matchmaking for one-on-one meetings, we’ll have a packed day of content for attendees.

Cloud 142

Cloud SaaS 142

Andreessen Horowitz

OCTOBER 16, 2019

It could all be so simple, but you had to make it hard. —Lauryn Hill, “X-Factor”. Almost every company has more data about their business than ever before, but very few are smarter for it. It turns out that radically … The post Sisu appeared first on Andreessen Horowitz.

Data 76

Data Business 76

Nimble - Sales

OCTOBER 17, 2019

Even if your business is profitable, sooner or later you will face the question of how to boost your sales. To achieve this goal, you need to analyze your company’s sales processes and determine exactly what you can do to boost returns. One of the main things you need to do is identifying sales opportunities. […]. The post Everything You Need to Know About Sales Opportunity Management appeared first on Nimble Blog.

Management 83

Management Sales Business 83

As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.

Pricing

FastSpring

OCTOBER 14, 2019

Believe it or not, the holidays are just around the corner. This is a special time of year for businesses where they can expect increased brand awareness, higher website traffic, and most importantly, more sales. A significant portion of these increased sales stems from gift purchases—when someone purchases a digital product with the intention of giving it to another individual.

Payment Methods 63

Payment Methods Payments Payment Services Payment Solutions 63

SaaStr

OCTOBER 15, 2019

It is preferable for a simple, telling and important reason: at least at the seed stage, the economics of founders and investors are very aligned. Put differently, at the end of the day, it’s not likely there will be a huge economic difference between Common / Founders Stock and Series Seed Stock issued to founders. Yes, there is a small liquidation preference usually.

Startup 137

Startup Pricing Investment Management 137

ProfitWell

OCTOBER 17, 2019

On today’s episode, we’re spanning from PLG to TV —an era of product-led growth and a streaming service overload. And The Good Place. How can this NBC original teach us a ton about content marketing? Your top subscription news. A streaming service OVERLOAD. We are facing a streaming service overload—and Amdocs Media has the findings and the repercussions.

Content Marketing 73

Content Marketing Marketing Scale Consulting 73