Sat.Apr 11, 2020 - Fri.Apr 17, 2020

7 Actionable Ways to Retain Your SaaS Revenue During COVID-19

Chargebee

A list of a few tried and tested features of Chargebee used by our customers at this time of crisis that can aid you too

Churn Monster: Black Swan

ChurnZero

As we are all working from home, social distancing, and seeing once-crowded streets now nearly empty, it doesn’t take much to see that the world has drastically changed in just a few weeks due to the COVID-19 pandemic. There are a lot of unknowns and one of them related to our professional lives is how will this affect Customer Success. Today we are unveiling a new churn monster to talk about this all too real churn risk – the Black Swan.

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Grow Something That Matters. Even If It Isn’t Revenue.

SaaStr

Times are tough for many of us now. What do you do, if half your customers have just gone out of business? If your growth has gone from 60% to 0% overnight? Well you can’t fix everything. And maybe — you can’t even grow your ARR. Some of you won’t be able to grow revenue at all for now. But that doesn’t mean you can’t still grow. Grow something that matters, so that when we pull out of this, you’ll grow revenue again, and maybe even faster than before.

Surveying Sales Leaders - How Coronavirus is Impacting Quotas, Bookings, and Budgets

Tomasz Tunguz

Sam Jacobs created the Revenue Collective , a group of more than 1700 sales professionals at some of the fastest-growing companies. With chapters across the US, Revenue Collective has broad reach within the sales community. I’ve known Sam a long time and he’s done remarkable work with this community. Recently, Revenue Collective surveyed its members about the impact of coronavirus on businesses.

The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

Segmenting Your Sales Goals by Customer Category: Growing. Struggling. And Dire Straits

SaaStr

Everyone usually gets pretty good at segmenting customers by ACV. Large, Medium and Small. Or at least by splitting up sales-driven and self-service revenue. Or enterprise vs smaller customer. And later, we often start segmenting by vertical and industry. More of you right now should be putting that aside a bit and segmenting your customers into 3 new groups: Growing. Struggling. And Shrinking. And setting different goals for sales and retention for each segment: Growing.

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Your New Plan for May: Just Do Better Than The Last 30 Days

SaaStr

Ok for many of you, everything since March 15 or so has been just crazy. Sometimes, terrible. Sometimes, rough. Sometimes, just crazy. But crazy. If your bookings dropped, if your churn went way up, then … it did. Things changed. Now you have the data. You know what your New Normal is like, mostly. From the past 30 days. Maybe you are only growing 20% now. Maybe bookings are down 50%. Maybe churn has doubled in your SMBs.

5 of the Most Revealing SaaS Customer Success Metrics

OPEXEngine

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. Today, I’m taking a look at 5 of the most revealing SaaS customer success metrics – from the ever-present customer churn rate, through to your SaaS product’s viral coefficient. 1) CUSTOMER CHURN RATE.

The true cost of an SDR team

Predictable Revenue

Getting started with outbound sales is an exciting time for a company, but over the past 10 years, we’ve noticed that companies beginning their outbound journey tend to all stumble in the same key areas: they don’t validate their target market, they try to manage outbound off the side of their desks, and they don’t budget for success. The post The true cost of an SDR team appeared first on Predictable Revenue.

Managing Churn and Cash Flow in Your Subscription Model

Sage Intacct

Sage Intacct’s virtual Modern SaaS Finance Summit moved into its third week with a focus on managing churn and cash flow. This panel tackled issues that are especially critical right now around customer-by-customer account evaluations, automation efficiencies and billing model adjustments. You can access the video and register for other summit sessions here. Software/SaaS SWTL

Are Your Embedded Analytics DevOps-Friendly?

Does your analytics solution work with your current tech stack and DevOps practices? If not, any update to the analytics could increase deployment complexity and become difficult to maintain. Learn the 5 elements of a DevOps-friendly embedded analytics solution.

14 Best Website Visitor Tracking Software Tools (By Category)

The Daily Egg

Website visitor tracking can mean a lot of different things. We broke our list down into 3 common use cases—so you can find the tool you need fast. The post 14 Best Website Visitor Tracking Software Tools (By Category) appeared first on The Daily Egg. Analytics Conversion Testing

10 Things New Sales Reps Are Taught. That They Shouldn’t Be.

SaaStr

Q: What sales tactics that are taught to new salespeople bother you enough that you refuse to use them? A few that I think really do you a disservice in SaaS, especially before you have a huge brand: “Be careful of prospects that waste your time.” Yes, your time is precious in sales. But this is backwards. Almost no one wants to waste a salesperson’s time. Talking to sales isn’t fun. It’s not Tik Tok. A prospect inbounds because they have a need.

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The World of Sales Development is Changing

Predictable Revenue

n the not so distant past, many organizations, including Predictable Revenue, had very little difficulty generating sales meetings by sending routine, cold prospecting emails. But things are rapidly changing. The post The World of Sales Development is Changing appeared first on Predictable Revenue.

The CFO in Crisis Mode: Modern Times Call for New Tools

Andreessen Horowitz

In the current economic crisis, businesses have been forced to make difficult decisions around resource allocation and cash flow planning. The person most critical in helping the CEO make those high-stakes calls—the CFO—is more vital than ever. Over the years, … The post The CFO in Crisis Mode: Modern Times Call for New Tools appeared first on Andreessen Horowitz. enterprise & SaaS fintech Uncategorized

The Five-Finger Approach to Onboarding

As a group who provides the software tools necessary to manage the contracts to cash process, Aysling onboards users and projects daily, and has learned some important tips if you want to be successful when onboarding new clients and/or projects.

Best Email Marketing Services

The Daily Egg

Email marketing is one the most cost-effective and impactful marketing tactics in existence. It delivers a higher ROI than any other type of marketing strategy. If you understand how to leverage emails, your campaigns will build customer relationships and drive engagements better than any other distribution channel. But before you can start thinking about subject […]. The post Best Email Marketing Services appeared first on The Daily Egg. Reviews

Bridging Buyer-Seller Gaps like It’s 2020

SaaStr

By PandaDoc Marketing Specialist Travis Tyler. Even before a global health crisis slammed into the world economy this year, global sales leaders were already pretty shakey about the current state of deals. We know this because hundreds of them told us so in a joint study PandaDoc did with G2 in January of 2020. The results culminated in a comprehensive research report titled: 2020 The State of Deals Report. Here’s a quick summary of what those findings were: Now for the good news.

Unpacking the “Why” Behind Who You Should Hire Next with Amy Volas

Predictable Revenue

Amy discusses the context of why you should hire someone, how easy it is finding a potential hire’s digital footprint, and asking the right questions; why, how and what am I hiring for. The post Unpacking the “Why” Behind Who You Should Hire Next with Amy Volas appeared first on Predictable Revenue.

Why Margin Matters Now in Startupland

Tomasz Tunguz

Over the last decade, growth has been the winning card for startups to play. The faster the business grew, the higher its valuation. Margins didn’t matter much. Neither gross margin, nor net income margin weighed heavily on a company’s valuation unless they deviated grossly from norms. Today, runway ranks as the first consideration in evaluating a company’s strategy. Suddenly, margins matter. Richer margins lengthen runway.

Digital Trends Report 2020

As part of our goal to continue helping our community during these times, we wanted to share with you this critical data on the state of digital products across industries and provide context on how businesses are responding to the changing winds.

The Best Web Hosting Services

The Daily Egg

Every website on the Internet must be hosted on a server. The easiest way to host your site is with a web hosting service. But choosing the best web hosting provider can be complicated if you don’t know where to start. There are different types of web hosting—like shared hosting, VPS hosting, cloud hosting, and […]. The post The Best Web Hosting Services appeared first on The Daily Egg. Reviews

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Offices Are Going to Get Smaller After This. Except Maybe for Salesteams.

SaaStr

Gartner recently did a survey of 317 CFOs and finance professionals, and found the vast majority plan to permanently shift to more remote work going forward. This doesn’t mean letting their loffice eases expire. It does mean cramming more folks into the same or even less space. The one exception seems to be sales teams. Only 8% of sales leadership planned to make related changes here. The boiler room remains a piece of the core sales toolkit, at least for now.

How to Adjust Outbound Sales to This Challenging Professional Climate with Jason Bay

Predictable Revenue

How does one marry that reality – that companies are still trying to sell and grow – with the fact that society has been effectively turned upside down and prospects may not be as interested in buying? The post How to Adjust Outbound Sales to This Challenging Professional Climate with Jason Bay appeared first on Predictable Revenue.

What Customer Demand and Your Startup Balance Sheets Imply about Your Startup's Strategy

Tomasz Tunguz

Among the most useful frameworks I’ve found to manage a company in this era is the 2×2 matrix above. This matrix answers the question: what should the company’s stance be. It also raises the question: when should it change? One could argue times like these all good opportunities to adopt a defensive posture: focus on product, limit GTM hiring, and modulate burn. A million saved is a million raised.

5 Things a Data Scientist Can Do to Stay Current

DataRobot together with Snowflake – a leading cloud data platform provider — is helping data scientists stay current with the latest technology and data science best practices so that they can excel in an increasingly AI-driven workplace. Five Things a Data Scientist Can Do to Stay Current offers data scientists guidance for thriving in AI-driven enterprises.

Best VPS Hosting Services

The Daily Egg

VPS stands for “virtual private server.” VPS hosting is a step up from shared hosting, which is typically used by new websites or smaller websites that need an entry-level plan. But as your site grows, your hosting needs will change. Switching to a VPS web hosting provider can accommodate larger websites with higher volumes of […]. The post Best VPS Hosting Services appeared first on The Daily Egg. Reviews

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New Incredible Sessions added to FREE SaaStr Summit on April 22: CEOs + CIOs Twilio, Zuora, Zendesk, and Much More

SaaStr

Ok we are almost at our cap of 10,000+ attendees for the FREE SaaStrSummit on Bridging the Gap on April 22. Many of the sessions already have 5,000+ registrants or more already. Some of the newer additions you may not have seen: What It’s Really Like Selling to the Enterprise Now — With CEO of Zuora + CIOs of Zendesk and Nutanix. This should be an incredible deep-dive on the opportunities and challenges to selling into the enterprise right now.

How to Plan a Virtual Event That Generates Leads in 4 Easy Steps

Sales Hacker

The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. In the tech sector alone, the direct losses from the cancellation of just 10 events are more than $1.1 billion. Many companies are canceling events or postponing them until after the crisis is over.

How to Grow Your Business: 15 Steps We Actually Took Growing to $3.5M/Year

Groove HQ

After seven years, 2,000+ customers, and growing from $0 to $290K+ in monthly revenue, I want to pull back the curtain on exactly what it takes to grow a business. Good, bad, and ugly. I almost shut the whole thing down. It was two years ago. Our business had stagnated. My head of marketing had […]. The post How to Grow Your Business: 15 Steps We Actually Took Growing to $3.5M/Year appeared first on Groove Blog. Growth

Testing at Every Stage of Development

Up to 80% of new products fail. The reality is harsh and the reasons why are endless. Perhaps the new product couldn’t oust a customer favorite. Maybe it looked great but was too hard to use. Or, despite being a superior product, the go-to-market strategy failed. There’s always a risk when building a new product, but you can hedge your bets by understanding exactly what your customers' expectations truly are at every step of the development process.

a16z Pod: How the Passion Economy Is Redefining Work

Andreessen Horowitz

Patreon cofounder and CTO Sam Yam and a16z consumer tech partner Li Jin join host Lauren Murrow to talk about the Passion Economy: the rise of online platforms that enable people to make a living off their unique interests and. … The post a16z Pod: How the Passion Economy Is Redefining Work appeared first on Andreessen Horowitz. gaming, social, and new media marketplaces online communities Uncategorized creator economies passon economy

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“What Are You Seeing? #001” with Romain Lapeyre, CEO of Gorgias: 2,500+ SMB E-Commerce Customers

SaaStr

I’m kicking off a new series at SaaStr on the #1 question everyone asks me, and I think is asking: “What Are You Seeing?” ” I’m going to talk to a bunch of Cloud CEOs in the $2m-$20m ARR range, to really hear what they are doing, how they are changing, what they are learning. What they are seeing. First up is Romain Lapeyre, CEO of Gorgias.

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How to Build a Successful Sales Enablement Initiative in 5 Steps

Sales Hacker

Facing the pandemic and related challenges all over the world, the need for change is huge. That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Buyers are in fear, postponing decisions and cutting budgets. As a result, all selling approaches that focus on selling a product or taking an order will fail.