OpenView Labs

JULY 18, 2019

The advent of the SaaS model fundamentally changed how software companies approach customer service. When each piece of software was sold as a high-priced package, the emphasis was on traditional sales tactics: stress the positives, gloss over the negatives, make the sale and move on — make it past your refund period, and you’re safe. But the move to a subscription-based strategy made that approach untenable because assent could no longer be won and forgotten about.

Merchant Services 41

Merchant Services Marketing SaaS Software Review 41

Incredo

JULY 14, 2019

Whether you are a startup owner, a manager of a growing business or the CEO of an established company, you might find yourself asking questions like “ Should our SaaS subscription model be monthly, annually or both ?” or “ What are the best tips I can get in terms of annual vs monthly subscription models ?”.

Subscription 184

Subscription Payment Features SaaS Business 184

Cobloom

JULY 15, 2019

Competition is growing. With more startups appearing each day, now, more than ever, the success of your own SaaS business hinges on the service part of software-as-a-service. It's no longer a race to see who can acquire the most customers. Instead, it's a competition to see who can create the most active, engaged and impassioned customers, and see which SaaS businesses can: Turn as many ad-hoc users into committed, paying customers.

Customer Success 73

Customer Success SaaS Strategy Startup 73

ProfitWell

JULY 18, 2019

The way we think about productivity is wrong (at least that's what Bradley Scott thinks). Andela's VP of Technology Product joined us at Recur 2018 to talk about how we need to rethink productivity to position it as a way to help companies find a path to sustainable growth. We all know that tracking productivity is a valuable KPI. It not only helps us see how efficiently our teams move from idea to finished product, it helps identify areas for improvement.

Operational efficiency. 51

Operational efficiency. SaaS Engineering Communication 51

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Payments

Groove HQ

JULY 16, 2019

The story of the darkest months of Groove’s history “I don’t even want to go.” It all came to a head at my kitchen table at home. I was talking with my wife, and I was miserable. Anyone who’s been through it will tell you that the entrepreneur’s journey is full of peaks and valleys, […]. The post Why I Almost Walked Away From the $500k/mo Company I Founded appeared first on Groove Blog.

111

111

Tom Tunguz

JULY 19, 2019

I’ve written before about the Jacob’s Ladder of Fundraising. The Jacob’s Ladder is a children’s toy that flips over, and it’s a great metaphor for the seed market. Seed rounds are rapidly approaching and now often equal to the sizes of Series As just five years ago. The chart above shows the mean round size in the US across.

Finance 270

Finance Innovation Startup Investment 270

SaaStr

JULY 18, 2019

A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories. About 70% of SaaS Unicorns Are New Versions of Existing Categories of Software. But sometimes, you really are something new. Or so different, that it’s basically new.

Headcount 198

Headcount Enterprise Pricing Onboarding 198

Incredo

JULY 14, 2019

Whether you are a startup owner, a manager of a growing business or the CEO of an established company, you might find yourself asking questions like “ Should our SaaS subscription model be monthly, annually or both ?” or “ What are the best tips I can get in terms of annual vs monthly subscription models ?”. To shed light on your doubts and questions, we have compared and analyzed the pros and cons of these two subscription pricing models , knowing how essential it is for your SaaS success.

Payment Features 184

Payment Features SaaS Payments Payment Methods Payment Solutions 184

The Daily Egg

JULY 16, 2019

As a B2B Demand Generation Agency, our clients are faced with longer sales cycles and a multitude of influencers and decision makers who are conducting research on their product and services. This means that when we’re analyzing traffic data, heatmaps, and in-app surveys, we approach these insights with the understanding that most visitors are there […] The post Converting B2B Leads: How to Build a Multi-Touch Attribution Marketing Campaign appeared first on The Daily Egg.

B2B 273

B2B Marketing Data Sales 273

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

Tom Tunguz

JULY 15, 2019

Wing.vc published the Enterprise Tech 30 last week. It’s a coaches poll of the top enterprise startups broken into early, mid and growth stage. Congratulations to all the companies and in particular, the 8 Redpoint companies on the list: Mattermost, Cockroach Labs, LaunchDarkly, Tray.io, AppZen, Snowflake, Hashicorp and Stripe. Coaches polls are fun because they provide a different perspective on the market.

Enterprise 214

Enterprise Payments Payment Solutions SMB 214

SaaStr

JULY 15, 2019

My list: Same values and commitment as you. No matter how smart you both are, you also have to share the same values and commitment. Are you both 100% all-in? Are you both willing to go 18–24 months before initial product market fit? Are you both willing to do what it takes to win? Are there ego issues around titles? Is one of you willing to go fulll-time, but the other isn’t yet?

Sales Recruiting 185

Sales Recruiting Engineering Product Marketing Marketing 185

Predictable Revenue

JULY 18, 2019

Trust in the salespeople has been eroding for years. That’s because consumers have gravitated to familiar and effective channels from their personal buying process such as online reviews and referrals from their community. The post A window into the future: how Bevy Labs’ Steven Broudy sees sales evolving…and what we should do about it appeared first on Predictable Revenue.

Sales 113

Sales Revenue B2B Management 113

Intercom, Inc.

JULY 18, 2019

So what’s the key to having happy developers? A joyful, transparent development experience. As we keep building out our own platform so teams can customize Intercom for their own needs, we’ve loved getting to know the great group of developers and partners building apps for our customers and for themselves. I head up platform partnerships here at Intercom so every day I’m thinking about ways we can support those developers and make it as easy as possible for them to build useful and valuable app

Outsourced Development 110

Outsourced Development Development Innovation DevOps as a Service 110

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Payments

Nimble - Sales

JULY 19, 2019

How do you improve your sales, maintain a healthy team dynamic, and keep everyday processes as simple as possible? The answer is CRM. What does CRM stand for in sales? Moving away from manual work and digitizing your business development is essential to stay on the frontiers of the sales industry in 2019. This article […]. The post So You Implemented a CRM for Your Sales Team…Now What?

Sales 107

Sales Development Business 107

SaaStr

JULY 18, 2019

It doesn’t matter. On the face of it, there really should not be any termination clause in an annual contract, especially if the customer is paying a lower annualized rate vs. a monthly agreement, for example. If a customer is prepaying for a discount, why should they be able to get out? But the thing is, it doesn’t matter. If they do terminate, you’ve lost that customer.

Enterprise 174

Enterprise SaaS Revenue Business 174

Andreessen Horowitz

JULY 17, 2019

I often hear from founders of B2B companies, especially in the early stages, about the difficulty of negotiating customer contracts. As a startup, negotiating is tough because you are not yet established or trusted in the marketplace.

Sales 98

Sales B2B Startup Enterprise 98

InsightSquared

JULY 17, 2019

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. . So, maybe you need more than platitudes to keep your sales team, your executive team and your board focused on your most valuable customers.

Scale 94

Scale Customer Lifetime Value Acquisition Education 94

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Revenue

Nimble - Sales

JULY 17, 2019

Great achievements start with simple plans and small steps. If you are looking for a push to get you rolling towards your business dream, we have something really inspiring for you. How do you ensure success for your startup? What are the best startup companies? What software can you use to automate the major processes […]. The post 50 Thriving Startups You Should Definitely be Paying Attention to appeared first on Nimble Blog.

Startup 94

Startup Software Business 94

SaaStr

JULY 17, 2019

It is popular in enterprise sales, especially as a “trick” to get a customer to sign a multi-year deal. Why would a customer sign a multi-year deal (especially one with cash up-front)? Two reasons: An additional discount. I.e., another 10% off for a 3 year deal, cash up-front. This will sound great in the early years, when cash is king. Later, perhaps less so, as it’s yet another discount you didn’t have to give.

Pricing 164

Pricing SaaS Enterprise Sales 164

Sales Hacker

JULY 15, 2019

Cold email is like door-to-door sales. You’re going to get a lot of no’s. Unless, that is, you learn how to write cold emails that actually convert. Keep reading to get 25 cold email tips — in 4 areas of mastery — that you can start using today: Cold email tips: the basics. Cold email tips for writing a better email. A template for cold emails. Cold email tips for raising open rates.

Forecasting 92

Forecasting Branding Social Media Sales 92

Groove HQ

JULY 15, 2019

Here’s something you won’t expect a customer support platform to say outright: Gmail is awesome for customer support. In fact, a lot of customers who come to Groove were using Gmail for customer support in the past. (What’s more, plenty of small businesses we talk to don’t actually need customer support software.) Why? Because if […]. The post Gmail for Customer Support: 10 Best Practices You Need to Know appeared first on Groove Blog.

Customer Support 87

Customer Support Software Business 87

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

Pricing

Nimble - Sales

JULY 16, 2019

Microsoft’s Newly Launched Commercial Marketplace Enables Nimble to Scale Globally by Selling Directly and Indirectly Through Microsoft to its Billions of Customers As the simple, smart CRM for Office 365 teams, we’re excited to announce that Nimble is now available to Microsoft’s billions of customers and hundreds of thousands of resellers through their new Commercial Marketplace. […].

Scaling 89

Scaling 89

SaaStr

JULY 14, 2019

It’s an impressive statistic. But … it is difficult to know how seriously to take this without knowing true engagement, because Microsoft Teams is packed into so many editions of Office, etc. Just like Yammer was (and still is): Perhaps that means Teams will kill Slack. But perhaps it also means that the $600m+ ARR worth of folks are paying for Slack instead of something that comes essentially for free with Office.

Communication 153

Communication Engagement Development 153

Teamgate

JULY 14, 2019

It’s no secret, but software and tech’ industries are the clear favourites when it comes to sourcing investment for their startup. See, I told you it was no secret. In stark contrast, non-tech’ startups tend to be Cinderella-like figures, last to be invited to the ball when it comes to investment funding. But why is that? One of the main factors behind this is the fact that figures are already resolutely stacked in favour of the tech’ sectors.

Technical Review 84

Technical Review Startup Software Review Technology 84

Groove HQ

JULY 15, 2019

The hiring process for customer experience teams is broken. Fixing it comes down to three strategies—for leaders and job seekers alike: Defining the five roles that make customer experience Applying those roles to the metrics within your organization Getting the right people onboard (even if you don’t hire anyone new) I’ve been calling myself a […].

Management 81

Management Onboarding Metrics Strategy 81

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Generative AI

Nimble - Sales

JULY 18, 2019

Today, remote jobs are becoming more and more popular. Many companies prefer hiring remote employees because it is more profitable for them. However, you need to make their work as effective as possible. How can you do that? What should you do to organize effective online collaboration for sales teams? Let’s move on to discussing […]. The post Why Online Collaboration is Pivotal for Remote Sales Teams appeared first on Nimble Blog.

Sales Hiring 86

Sales Hiring Sales 86

SaaStr

JULY 14, 2019

If you are a founder hiring salespeople to manage yourself (i.e., you don’t have a VP of Sales or other sales leader yet) … your #1 criteria should be trust. Specifically, does your gut and time with him/her say you can trust her with a lead. Leads and potential customers are so precious in the early days. Can you trust this rep with a lead? At least, with a part of the sales process?

Sales Hiring 150

Sales Hiring Sales Management 150

Sales Hacker

JULY 17, 2019

Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn. Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. This got me thinking about the habits and traits of my peers that have moved from IC ( individual contributor ) to sales management roles recently.

Sales Hiring 79

Sales Hiring Scale Management Sales 79