Intercom, Inc.

OCTOBER 5, 2018

Customer retention is the silent killer of SaaS businesses today. People get curious, kick the tires, shrug their shoulders and leave without saying goodbye. Even if you are acquiring customers for $10, if they only stick around for a month or two, you won’t build a lasting business. What is customer retention? Customer retention is the rate at which your business can keep its paying customers over a given period of time.

Churn 199

Churn Retention Strategy Education 199

Tom Tunguz

OCTOBER 3, 2018

Last week, AirBnB proposed granting their most valuable hosts shares in the company , much like employees. This requires a change in securities law. It’s a novel idea that has a history, promise and some risks. In 1998, an online travel agency, TravelZoo, tried this. They granted free shares to 700,000 people who signed up to use the service. Administration of these shares proved a headache for the company.

Blockchain 147

Blockchain Travel Startup Technology 147

Practical Advice on SaaS marketing

OCTOBER 1, 2018

I get it. You’ve finally built a working product and now you’re ready to get it out into the market. You want to crank out a press release, put up a website, offer a free trial, execute an email campaign, buy adwords, or do whatever else you can think of or afford. Don’t do it. Or at least don’t do it yet. If you rush headlong into programs and deliverables, you’ll end up spending a lot of time and maybe a lot of money… but not necessarily winning a lot of paying customers.

Marketing 133

Marketing SaaS B2B Communication 133

Sales Hacker

OCTOBER 5, 2018

The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When James’ supervisor left he made it clear he wanted to move up in the organization and Kim and the other members of management thought it was clearly the right thing to

Management 85

Management Underperforming Technical Team Sales Compensation 85

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

Intercom, Inc.

OCTOBER 2, 2018

You might have noticed Inside Intercom is looking a little different today. What you’re experiencing is the result of almost a year’s work, designed not just to showcase the breadth of content we publish, but to make it easy for you to discover and consume it. Over the past few years Intercom’s customer base has grown considerably beyond the startup and product-focused readership we initially focused on with Inside Intercom.

Sales Hiring 162

Sales Hiring Scale Social Media Content Marketing 162

CustomerSuccessBox

OCTOBER 4, 2018

Every SaaS company knows how important Customer Success is and what results it can bring if implemented properly. However, since it is a comparatively new field, there are many different ideas, thoughts on how one should be building a customer success team so that it can have a big impact on the bottom-line. This makes it imperative to take the guidance from experts who have years and years of experience in the field.

Customer Success 77

Customer Success Sales Hiring Outsourced Development Technical Review 77

Sales Hacker

OCTOBER 5, 2018

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to.

Onboarding 81

Onboarding Sales Hiring Underperforming Technical Team Sales 81

Intercom, Inc.

OCTOBER 4, 2018

Innovation doesn’t matter if it can’t be trusted, and that’s why we are committed to ensuring we deliver the highest standards of security for our customers. That has always been a guiding principle here at Intercom from our very earliest days. We aim to constantly deliver the most innovative products to our customers but we know that your trust is fundamental to everything we do.

compliance 91

compliance Innovation Cloud Data 91

Adhere Creative

OCTOBER 1, 2018

P rofessionals have always been told that it’s better to have a specialty than to take a jack-of-all-trades skillset. Marketers are no exception. In the golden years of advertising, you c ould specialize in art, copy, or accounts. Now, as marketing is further fragmented, you could have any number of specialties—SEO, email marketing, social media, content creation , distribution, strategy, PPC, and so much more.

Social Media 49

Social Media Marketing Advertising Engagement 49

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Payments

SaaSOptics

OCTOBER 2, 2018

Examining 7 key revenue growth performance and customer success metrics that are essential for scaling your SaaS business. For any growing business, capturing and analyzing financial data is critical for scaling and making informed decisions. With the right performance metrics and insights at your disposal, you won’t be blindsided by changes in the business.

Business 47

Business SaaS Metrics Scaling 47

Sales Hacker

OCTOBER 1, 2018

I’m a big believer in sales contests. During my 10 years in sales leadership, I’ve had a lot of time to experiment with designing sales contests—some of which have worked, some of which have not. In this post, I’ll share my biggest takeaways on designing sales contests that work. But first, let’s tackle a bigger question – what are you actually trying to achieve when you run a sales contest ?

Sales 65

Sales Leadership Innovation Engagement 65

CloudKettle

OCTOBER 2, 2018

There is no doubt we are living in the subscription economy. Some of the fastest growing, The post Negative Churn: Reaching the Pinnacle of Customer Success appeared first on CloudKettle.

Churn 45

Churn Customer Success Subscription Payment Features 45

yoursales

OCTOBER 5, 2018

Smart Scheduling for CalDAV SMART SCHEDULING FOR CALDAV SALES STACK 2017: THE TOOLS Sales 101: What is Smart Scheduling? One of the benefits of the rise of sales technology has been to allow Sales Professionals to spend less time on low-value tasks. With “low-value” we mean tasks which do little to help clients make healthy, well-informed decisions.

Sales Outsourcing 40

Sales Outsourcing Social Media Innovation Software 40

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Revenue

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology. His career spans building and leading Customer Success strategy [.].

Consulting 40

Consulting B2B Technology Customer Success 40

Sales Hacker

OCTOBER 2, 2018

This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. . Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth.

Sales Hiring 54

Sales Hiring Scale Sales Interviewing 54

Zuora

OCTOBER 5, 2018

At Subscribed London 2018 we once again showed that we #SubscribeToDiversity with a panel including Luminate, Auticon, and Tech Talent Charter, hosted by Karen Gaydon, Senior VP of ZEO Success at Zuora. Read on for highlights from this heartfelt and candid discussion. The post #SubscribeToDiversity at Subscribed London 2018: Bringing Your Whole Self to Work appeared first on Zuora.

40

40

ReSci

OCTOBER 4, 2018

Getting data into ReSci just got even easier. We are excited to announce an integration with Justuno, an innovative and robust conversion optimization suite for sales conversions, email list growth, and onsite promotions using real-time user data. With this integration, you can use Justuno’s on-site. The post Justuno partners with ReSci to optimize acquisition conversions appeared first on ReSci.

Acquisition 40

Acquisition Innovation Data Sales 40

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

Pricing

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology.

Consulting 40

Consulting B2B Technology Customer Success 40

Sales Hacker

OCTOBER 3, 2018

The post Sales Engagement or CRM: Which Sales Tech is Right for Your Team appeared first on Sales Hacker.

Engagement 67

Engagement Sales Technology 67

Zuora

OCTOBER 5, 2018

Subscribed London was all about the nuts and bolts of how to build a great subscription business with amazing stories from subscription thought leaders all about how people are transforming their businesses. Read on for highlights from Which?, Philips Health, Thales, Trustpilot, Volkswagen, Time Inc. UK and more! The post Subscribed London 2018 Wrap-Up appeared first on Zuora.

Subscription 40

Subscription Payment Features Business 40

TrackStreet

OCTOBER 4, 2018

If you are a manufacturer or brand owner worried about gray market retailers selling your products on Amazon without your permission, you might find this news troubling, but you need to hear it.

Marketing 40

Marketing Branding 40

Advertiser: Data Robot

The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.

Generative AI

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology.

Consulting 40

Consulting B2B Technology Customer Success 40

Net-Results

OCTOBER 4, 2018

Best value for who exactly? What are your use cases? What is your budget? Tell me this: what is the best value vehicle? That question can’t be answered without a lot more information. Do you need to transport 3 kids in your vehicle? Do you need to move 2 tons of dirt with your vehicle? […]. The post What is the best marketing automation software?

Transportation 40

Transportation Software Marketing 40

Sage Intacct

OCTOBER 1, 2018

In the 14th century, a cathedral builder was hustling down the dirt road in medieval France and passed three people stacking bricks.

Business Model 40

Business Model Finance Business SaaS 40

Sales Hacker

OCTOBER 4, 2018

The post 3 Paralyzing Mistakes for SDR Teams & How to Avoid Them appeared first on Sales Hacker.

Sales 40

Sales Development 40

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Payments

Unbounce

OCTOBER 4, 2018

Over 85% of online consumers these days are engaging with brands locally, whether through local listings, local sites, or search results. So you can’t be blamed for thinking that geo-targeting and running local PPC campaigns in Google Ads make a whole lot of sense. The only problem? If you work at a multi-location franchise or company with multiple offices, local PPC at scale can be very messy.

Scale 94

Scale Scaling Strategy Construction 94

Net-Results

OCTOBER 3, 2018

I’m the founder/ceo of a marketing automation platform and, as you may expect, we use automation to great effect all the time. A successful automation workflow isn’t magic and doesn’t need to be complicated. Here’s an example of something that’s working for us now… Run ads on Facebook/LinkedIn that target MA savvy marketers. Offer them […]. The post What are some real world examples of marketing automation projects that have successfully delivered marketing qualified leads?

Marketing 40

Marketing 40

Intercom, Inc.

OCTOBER 1, 2018

Data is key to driving revenue and engagement at scale. In the past month, we have released a series of sophisticated features that help you experiment, measure impact and give your leads and customers a targeted, on-brand experience. For sales and marketing teams, it’s important to understand how your tools are impacting your funnel, which messages are driving action and how well each team and teammate is performing.

Data 99

Data Scale Branding Benchmarks 99