Sat.Feb 01, 2020 - Fri.Feb 07, 2020

Simpson's Paradox in Measuring Net Dollar Retention Rate

Tom Tunguz

Net Dollar Retention is one of the most important metrics is a SaaS business. It measures the value of a cohort of customers over time including expansion, cross-sell, and churn (loss of revenue). But how do you measure NDR? Imagine this is your company’s data. The first column is the cohort month for each cohort in a year. The second column is the revenue of this cohort in their first month. The second colum is a random number between -20 and +20 that is the NDR for that cohort.

What can you do to lower your customers churn rate?


Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done.

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Upselling isn't easy

Practical Advice on SaaS marketing

I’m probably reading the same research you are about upselling. The clear conclusion is that selling more stuff to existing customers is important for software-as-a-service (SaaS) companies.

3 customer retention statistics shaping the subscription industry in 2020


Today, we're sharing Brightback's second annual State of Industry Report. In this report, we've surveyed over 400 subscription businesses to better understand how the industry is approaching and prioritizing customer retention.

Need Remote Learning NOW? Get Online Quickly & Easily With This Can’t-Miss Guide

Picking the wrong LMS can cost you. Don’t settle for a disconnected, hard-to-use, expensive system that doesn’t meet your needs. Follow these 12 steps crafted by Lambda Solutions' LMS experts, and find your perfect eLearning solution!

Overcoming Barriers to Successful RevOps Strategy


RevOps is on the rise. In fact, LeanData and SalesHacker’s just released “State of Revenue Operations ” shows a 55% year-over-year increase in companies that have established a dedicated RevOps group—a positive sign that companies believe in the importance of aligning strategy and operations. .

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Our Customer Onboarding Process: How We Customize Onboarding for 10,000+ Customers

Groove HQ

Here’s how we optimize our customer onboarding process to cater to all our customers’ needs. The post Our Customer Onboarding Process: How We Customize Onboarding for 10,000+ Customers appeared first on Groove Blog. Customer Support

From marketplace to SaaS business: How Udemy acquired 80% of the Fortune 100

Inside Intercom

The shift from serving just consumers to serving consumers and companies is a massive one. The story you tell to the market, the competitive moats you build, the pricing models fueling your growth – everything that got you to where you are needs to be reimagined for your new buyer.

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5 Best Practices to Encourage Customer-Centric Growth


A customer-oriented approach to business is fast becoming a necessary ingredient for success in today’s customer-centric economy. The idea is simple: look after your customers, and your customers will look after you.

Why Business “Transparency” is B t

Sujan Patel

If you spend any amount of time in the SaaS space, you hear a lot from leading companies about how committed to transparency they are. And a lot of founders walk the walk. They publish revenue and fundraising numbers. They share detailed accounts of their progress on specific metrics. And they offer behind-the-scenes insights that […]. The post Why Business “Transparency” is B t appeared first on Sujan Patel.

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

Premium pricing examples, definition, and expert insight


So, you’re setting out with your company’s first product offering. The SaaS field is intensely competitive, and like everyone else, you’re looking for a sales strategy that will help your product bring in more revenue than your competitors.

The Equality, Inclusion and Balance Guide to 2020 SaaStr Annual!!


We’re almost there! The biggest and best SaaStr Annual ever — March 10-11-12 in the SF Bay Area. Each year, we work to improve our commitment to putting on one of the most inclusive events in Cloud and SaaS.

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LaunchPad Lift Spring Program Kicks Off


What elements are necessary for successful college-based entrepreneurship education?

Mental Models for Hiring Salespeople at Startups

Tom Tunguz

Have you ever sold a product while working at the market leader? How about from the market challenger? If you’ve done both, you know how different the role of a salesperson can be in each of these businesses. having them both, I can tell you that though the jobs have very similar titles, the work is quite different. The market leader benefits from the strength of its brand. Buyers compare other products to the leader. For account executives, everything is easier.

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.

Put an End to Sales’ “Weekly” Groundhog’s Day: Pipeline Review


Ah, Groundhog’s Day. A day that has become synonymous with mindless repetition thanks to the cult Bill Murray movie. But for sales reps, that mindless repetition isn’t just once a year, it’s happening weekly in the form of Pipeline Reviews. .

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The Playbook to Scaling High-Performance Teams with Gusto COO Lexi Reese (Video + Transcript)


Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. Want to see more content like this?

Phillip McKernan on the importance of reinventing yourself


Phillip McKernan believes life is too short to have regrets. As a life coach, he is dedicated to helping others rediscover themselves, tap into their greatest gifts and create a positive impact on the world.

An outsider’s perspective on how to build a great training program for your sales team with Kyle Van Pelt

Predictable Revenue

Training is a funny thing in many organizations: it’s meant to be a critical piece of every new employee's experience, and a direct reflection for how a company expects to run. But, often, training feels like a separate experience, a time divorced, somehow, for real work.

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.

Customer Meetings: How the Best Sales Reps Approach Them

Sales Hacker

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . Don’t worry about what you can’t control.

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Who’s Coming to the 2020 SaaStr Annual: Stage, Role, Countries, and More


I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees.

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1,000 True Fans? Try 100

Andreessen Horowitz

More than a decade ago, Wired editor Kevin Kelly wrote an essay called “ 1,000 True Fans ,” predicting that the internet would allow large swaths of people to make a living off their creations, whether an artist, musician, author, … The post 1,000 True Fans?


The Top Customer Success Factors to Help You Create an Enterprise-Wide Strategy


The rise of the recurring revenue business model has placed the customer in control of their business partnerships. Customer value is now achieved over repeated cycles of renewal, and the customer can walk away whenever they see fit.

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?"

Answering the Top 5 Questions on How to Use LinkedIn

Sales Hacker

In my years of working in sales, I’ve tackled thousands of questions regarding the use of LinkedIn. Most can be summed up by one statement: “This is all so overwhelming….”. But, the truth is, LinkedIn and LinkedIn Navigator are unbelievably powerful tools that aren’t as complicated as they seem.

SaaStr University Crosses 3,000+ Founders, Execs and More — Learning Together!


We launched over the holidays and have already crossed 3,000 founders, CEOs, and SaaS execs learning on the platform. About 60% of the folks on SaaStrU are founders, the rest are a mix of sales, marketing, and product professionals.

Building an API for powerful customer data analysis

Inside Intercom

Today we’re delighted to launch our brand new API version 2.0 , which makes it easier for our customers to pull, analyze, and update Intercom contact and conversation data. This will more easily allow our customers to transform their data into valuable performance reports and business insights.

5 Best Practices to Encourage Customer-Centric Growth


A customer-oriented approach to business is fast becoming a necessary ingredient for success in today’s customer-centric economy. The idea is simple: look after your customers, and your customers will look after you.

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.