Sat.Nov 23, 2019 - Fri.Nov 29, 2019

Should SDRs Report to Sales or Marketing?

Kellblog

Slowly and steadily, over the past decade, the industry has evolved from a mentality of “all salesreps must do everything” – including some percent of their time prospecting — to one of specialization.

Triple-Double-Double is Good. 10-100-110 is Enough.

SaaStr

Neeraj Agarwal of Battery Ventures a few years back simplified a lot of the journies top SaaS companies go on to TripleTripleDoubleDoubleDouble, T2D3. That the top SaaS companies triple in the early years, and then double after that to get to $100m+ in ARR.

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Customer.io Onboarding Email Breakdown Subject Line: How long does it take to integrate?

SaaS Onboarding Emails

Series Overview Customer.io is all about targeted emails and triggered push notifications, so I was curious to see what their onboarding email sequence is like. Over the course of the one month trial I received 13 emails, including an email after the trial ended.

SaaS analytics will save your subscription business: 4 best tools

ProfitWell

There are a lot of moving parts when it comes to ensuring your subscription business stays healthy. And SaaS analytics play a crucial part. Tracking certain analytics will help keep you informed and alerted of your company’s health.

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.

Is Customer Success More Important than Sales and Marketing?

Cobloom

SaaS companies traditionally invest most of their time and money in Sales & Marketing, focusing all their energy on acquiring as many new customers as possible. But in doing so, are you missing out on valuable additional sources of revenue for your business?

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How to Hire a Pricing Consultant

OpenView Labs

Editor’s Note: This article first appeared on the Ibbaka blog here. Pricing is the most powerful of the four Ps (product, price, place, promotion) but it is also one of the least understood. In many companies pricing is a frozen accident.

The Secrets to Building a World-Class, $2.3 Billion Inside Sales Team (Video + Transcript)

SaaStr

Duo Security is an Ann Arbor, Michigan based cyber-security startup. Duo Security was acquired by Cisco for $2.35B in August of 2018. The company’s customers include Etsy, K-Swiss, Toyota, Yelp and Facebook among others. Its customer base spans over 14,000 customers in over 100 countries.

Sales 191

Gathering Community Feedback Isn’t Optional

OpenView Labs

How much cash can your SaaS co burn?

OPEXEngine

Cash efficiency is one of our favorite metrics in SaaS. Measured as recurring revenue in the latest year / equity + debt invested, it’s every bit as important as growth. We did an analysis looking at the revenue, equity, and debt of 88 publicly traded SaaS companies at the time they went public. Using the equation above (revenue/[equity invested + debt]), we were able to observe the cash efficiency of each company. The conclusion: if you can generate $0.58 cents of revenue each year per $1.00

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.

Intercom on Product: The intersection of company and product strategy

Inside Intercom

Five years ago I wrote about how product strategy means saying no – you must ruthlessly protect your product from feature creep. . Saying no, however, is just one part of a successful product strategy.

SaaS Free Trial Benchmarks: Is Your Product Hitting The Mark?

Inturact

Do you know if your product’s Free Trial is hitting industry benchmarks? If not, you could be leaving a lot of money on the table. This article will help you determine just how much is being potentially lost and make sure you’re picking the right type of trial for your customer acquisition model.

Startup Reads: 11 Books Every Early-Stage Entrepreneur Should Read

TechStars

I haven’t always been a big reader, but I’ve got more into it over the past few years of working with startups. In a past article, Five Pillars of Success: Curated Content for Early-Stage Entrepreneurs , I mentioned that last year I read 12 books.

20 Incredible New Experiences at 2020 SaaStr Annual

SaaStr

With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. It will be in March this year for one year in 2020, before we go back to February for 2021 on. March 10-11-12 in San Jose, CA just south of San Francisco.

Cloud 239

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?"

How to Use Personalization and Automation for Small Business Growth

The Daily Egg

New technologies are radically changing the way businesses interact with customers. As a result, customer expectations are constantly changing. Businesses should innovate and evolve in order to meet those expectations and build relationships that customers value.

How To Run Facebook Ads For SaaS To Get New Paying Users?

Incredo

What are common objections that you hear (or have) regarding Facebook ads for SaaS companies? “ Users log in to Facebook to see posts from their friends and for entertainment. Who’s consider subscribing to software? ”. Or maybe “ Users don’t always mention their job titles on Facebook.

How to deliver empathy as a prospector and increase sales with Brian Carroll

Predictable Revenue

The challenge in sales is we are trying to get our needs met. That can be motivating – but it can also be a negative. We spend so much time trying to get people to care about what we do, and what we sell, but you have to start with what your customers care about and what they are trying to get done.

How You Can Help Your Sales Team in 2020

SaaStr

Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. If you have a good sales team, they are leaving nothing on the table. They won’t go home until 11:59 on December 31.

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.

Sales Hacker Success Summit: Level Up Your Sales Game for 2020

Sales Hacker

Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW.

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a16z Podcast: How We Podcast

Andreessen Horowitz

“Hi everyone, welcome to the a16z Podcast…” … and welcome to our 500th episode, where, for the first time, we reveal behind-the-scenes details and the backstory of how we built this show, and the broader editorial operation.

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Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service

Groove HQ

Find out how to provide exceptional customer service using our 15-point checklist. The post Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service appeared first on Groove Blog. Customer Support

Is LinkedIn still used today?

SaaStr

Q: Is LinkedIn still used today? LinkedIn continues to show the power of brand, network effects, and modest incremental improvements and innovation. Even as part of Microsoft, LinkedIn is still growing 25% by revenue and 22% by sessions.

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.

PODCAST 85: AI will not replace SDRs/BDRs w/ Dan O’Connell

Sales Hacker

This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad. Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords.

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Fintech Newsletter: November 2019

Andreessen Horowitz

To receive this monthly update from the a16z fintech team, sign up here. Cash-strapped boomers; Big tech does fintech; Schwab launches zero-fee trading, and more. OK Boomer…ready to retire? .

How to achieve 2,500% revenue growth: 5 lessons from Paddle’s Ed Fry

Inside Intercom

These companies obviously have an amazing product. They’ve got a great way of telling that product’s story to the world. And they’re really, really good at selling.

What are some of the advantages and disadvantages of bootstrapping?

SaaStr

Q: What are some of the advantages and disadvantages of bootstrapping? The biggest disadvantage is generally, it seems to take longer in SaaS at least. Often about 4 years longer: Bootstrapping in SaaS? It Works. But Add ~4 Years to the IPO Timeline. SaaStr.

Cloud 191

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.