Sat.Aug 10, 2019 - Fri.Aug 16, 2019

5 Myths That Stop SaaS Companies from Moving Upmarket with Dropbox (Video + Transcript)

SaaStr

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success.

How SaaS Products Ascend the “Trust Pyramid”

OpenView Labs

SaaS products may be the future of how we work, but that future will only happen if we can overcome significant obstacles along the way. And the biggest obstacle is trust.

B2C 56

How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo

Predictable Revenue

We break down how to build your first end to end sales playbook. We cover everything from the benefits of having a documented sales playbook to maintaining quarterly playbook reviews.

How is CAC changing over time?

ProfitWell

On this episode, Saba Mohebpour from Spocket asks us a key question to understanding growth: How is customer acquisition cost (CAC) changing over time? To answer this question, we looked at the data from just under seven hundred subscription companies. Here’s what we found.

B2C 63

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.

Customer Success 101: How to Power Up Your Startup’s Growth

Cobloom

The success of every SaaS business is directly tied to its ability to retain customers and create recurring revenue. It’s no longer enough for SaaS businesses to simply acquire as many users as possible, because customer acquisition is just the tip of the iceberg.

Automated customer service should be personal

Inside Intercom

Automated customer service isn’t a new concept. We’ve all navigated our fair share of automated phone menus or interacted with support bots to get help. But much has changed, both in usability and customer perception.

AI 89

More Trending

If Customers Want to Cancel, Just Let Them. Move On.

SaaStr

How do you handle B2B customers who want a refund on an annual subscription because they didn’t realize that their credit card would get charged again a year later? You refund them, 100%. And you move on to bigger and better things. First, it doesn’t help to not process the refund. In SaaS, once a customer churns — it’s gone. It comes off your ARR/MRR “base”. It really doesn’t matter much if you lose them in month 18 or 24.

B2B 120

How AI is Changing the Sales Process

InsightSquared

In 2019, artificial intelligence (AI) is prevalent in our everyday lives. Whether it be selecting a movie on Netflix, shopping on Amazon, or ordering an Uber, AI is powering many of the decisions we make on a daily basis.

AI 238

Low Traffic? No Problem! How To Improve Your Website And Increase Sales

The Daily Egg

A common refrain we’ve heard is that people’s businesses are too small to use any sort of CRO tool that tells them what their visitors are up to. That their website traffic is too low.

Sales 218

People Ops Question: How do we define our company culture?

TechStars

By Sabrina Kelly, Techstars Vice President of Talent. At Techstars, we define our mission in People Ops as the following : “ We are strategic partners in building Techstars business by maximizing the value of our most important asset—our people.

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.

What is the reality of startup life?

SaaStr

A few things that surprise you especially as a founder: Things are sort of … slooow. Yes, lots is always seemingly going on at a start-up. But the reality is, major releases happen only a few times a year. Really Big sales deals don’t close every day.

The tools we use: Challenging dogma in the design process

Inside Intercom

Many of us in the design and technology community pride ourselves on being tool builders, creating products that others can use to get things done.

Why We Dropped “Fun” as a Core Value

Groove HQ

And how, as a result, we’re having more fun than ever. Have fun.” She stared at me. “Go Go ahead. Just have fun.” I wasn’t sure how to respond. Having fun yet?” I was talking with my sister, Elizabeth, and she was helping me come to an embarrassing realization.

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107

Harry Stebbings on committing to building a network & giving first

TechStars

Harry Stebbings, founder of the Twenty Minute VC podcast and Stride.VC, spends time every day connecting with each of his new followers on social media. He ends every email with “How can I help you?”

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?"

SaaStr Podcasts for the Week with PatientPop and Plaid — August 16, 2019

SaaStr

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice.

How to Qualify a Prospect (And 6 Common Mistakes to Avoid)

Sales Hacker

As the first step in the sales process, prospecting can make or break your entire funnel. . That’s why it’s critical you know how to qualify a prospect (the right way).

How to Use Customer Data: A Guide for Customer Success Teams

Totango

As customers use your product, they generate data just by going about their daily workflow. And you would be missing out on a huge opportunity if you didn’t capture that data, analyze it, and organize it.

Data 95

Customer Experience Analytics: Metrics, KPIs, and Reporting to Get CX a Seat at the Table

Groove HQ

This guide covers the ten most valuable customer experience metrics for small to medium businesses broken down in practical terms. It’s primarily meant for those of us: Averse to analytics (english and communications majors, rejoice!) With little or no time to spare (this should be all of us, right?)

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.

SaaStr Scale is Two Weeks at Terra Gallery! Here’s Everything You Need to Know Before You Go!

SaaStr

We’re one week closer to SaaStr Scale ! A few things to share with you this week about Scale on the 29th. BOOK A BRAINDATE WITH THE MENTOR OF YOUR DREAMS.

A Day in the Life of an Early-Stage, High-Growth VP Sales

Sales Hacker

Have you ever wondered how other salespeople are tackling their roles? Structuring their days? Overcoming their challenges? In this series, we’re going behind the scenes with top salespeople to get the inside scoop. You’re welcome!).

Cloud 96

The Top Five Customer Onboarding Challenges and How to Solve Them

Totango

Some people think the most important moment in the customer relationship is when they make the initial decision to purchase. But the period after the purchase, the onboarding phase , is what really establishes the customer relationship.

Lean UX author Jeff Gothelf on why design must have a seat at the table

Inside Intercom

? ?. If an organization’s founders aren’t designers and don’t come from a background where well-designed products played a key role in their lives, it can often be the last discipline to be brought onboard the team.

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.

“Early Gains, Early Pains: 5 Lessons for Surviving Hypergrowth” Stride.VC Founder Harry Stebbings and MessageBird Founder and CEO Robert Vis (Video + Transcript)

SaaStr

The startup journey moves in waves—whether you’re ready or not. After finding funding and product/market fit, your next steps as a founder in the hypergrowth phase can determine the future of your company. Harry Stebbings of Stride.VC

How Revenue-Based Financing Works and What RBF Providers Care About

Chart Mogul

Revenue-based financing is quickly becoming a popular way for startups to raise funds without sacrificing equity. This is how it works. This is a guest post by Brian Parks, Managing Partner at Bigfoot Capital. New investment structures are gaining traction in the early-stage SaaS financing market.

The only kick-ass guide to sales operations you'll ever need

Close.io

Your sales team isn't meeting its potential. It's a hard truth. And I'm sorry to break it to you, but for most companies out there, it's true. A sales operations team can change that.

What is IaaS? Infrastructure-as-a-service explained

IT World

Cloud computing isn’t one monolithic type of offering, but an assortment of services aimed at meeting the various IT needs of an organization.

Cloud 81

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.

For a B2B tech startup that has raised a series A and a series B in the last 12 months, what percent of revenue should the marketing budget be? Growth is a priority. Marketing owns the SDR function.

SaaStr

I wouldn’t think about your marketing spend post Series B solely as a % of revenue. Although you probably should start there: First, you can probably spend up to 50% of your first year ACV to acquire a customer once you are well-funded.

B2B 141

The Power of Social Selling (+ 7 Rules for Storytelling in Sales)

Sales Hacker

Prospects are dodging sales communications at greater and greater rates. . Armed with better filters on their email inboxes and cell phones, they can block just about any sales message. Which means email open rates and call connect rates are dropping. This should make every sales leader nervous.

a16z Podcast: Software has Eaten the World…and Healthcare is Next

Andreessen Horowitz

Back in 2011, a16z cofounder Marc Andreessen first made the bold claim that software would eat the world. In this episode (originally recorded as part of an event at a16z), Andreesseen and a16z general partner on the bio fund Jorge … AI, machine & deep learning bio healthcare history software

4 Steps Every Organization Can Take to Improve Sales and Marketing Alignment

OpenView Labs

There’s often an unspoken tension between sales and marketing teams. On one hand, marketing might feel like sales isn’t following up with the leads they’ve generated. On the other hand, the sales team might feel like marketing isn’t handing off quality leads.

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.