Sat.Sep 28, 2019 - Fri.Oct 04, 2019

You’ll Lose Customers. It Hurts. But Don’t Let Them Become Angry Ex-Customers.


The other day, I had an experience I’ve never had in 14 years of building and buying SaaS: I became That Angry Customer. Really, an Angry Ex-Customer. I don’t have time or energy to get too angry about a few bits and bytes, or a few nickels. But in this case, the vendor just went too far, too many times, and created disruption all across our little tiny team. Again and again and again.

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I’ve Got a Crazy Idea:  How About We Focus on Next-Quarter’s Pipeline?


I’m frankly shocked by how many startups treat pipeline as a monolith. Sample CMO: “we’re in great shape because we have a total pipeline of $32M covering a forward-four-quarter (F4Q) sales target of $10M, so 3.2x coverage. Next slide, please.”.

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Trending Sources

Marketing Ideas that Rarely Work

Practical Advice on SaaS marketing

customer acquisition lead generation SaaS marketing value proposition

Why churn prediction will save your company


You love your customers. They enable your business to, well, be. You want to retain them and worry about which ones might be looking slyly around over their shoulder, wondering if they could have it better with one of your competitors.

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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.

The Map and the Terrain

Andreessen Horowitz

“To me it’s kinda funny, the attitude showing a n*&#a driving. But don’t know where the f**k he’s going, just rolling”. Easy E, “Straight Outta Compton”. Years ago, I remember yelling at my CFO Dave Conte. He built a financial … The post The Map and the Terrain appeared first on Andreessen Horowitz. Uncategorized CFOs hiring on leadership

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The Early Discipline of Remote Startups

Tom Tunguz

In a recent interview, Sid Sijbrandij, the founder of Gitlab observed something about remote teams that I think is absolutely true. I’ve seen it in many of the remote/distributed companies we work with. He said: Remote forces you to do the things you should be doing any way earlier and better. As company scale, they need to develop infrastructure to successfully manage and coordinate large numbers of people.

The 4 Key Stages of SaaS Product Growth


Selling a new SaaS product isn't easy. Many of the challenges faced in the day-to-day seem impossible to overcome, but the great companies march forward anyway. They keep executing, breaking each impossible challenge down into smaller, solvable problems.

5 Powerful SaaS Growth Tips to Help You Scale Your Business


Just a few words before we start… In the f??t-????d t-????d d world ?f growing ??ur ur bu??n??? n??? ??n a significant challenge. The good news ?? t “S?ftw?r?-??-a-S?rv???” r?-??-a-S?rv???” ” ?? growing r???dl? n popularity, creating perfect ??nd?t??n?

Techstars and HBCUvc Launch 10-City Startup Weekend Tour to Promote Diversity in Entrepreneurship and Venture Capital



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.

Are there SaaS companies that don’t offer free trial?


Lots of SaaS companies don’t offer a free trial — intentionally. A free trial is a bad idea if: Your product has a lengthy and/or complex deployment process. If it’s going to take 30–60 days to go live, a Free Trial will just lead to failure.

The State of the Startup IPO Market

Tom Tunguz

Over the weekend, there was quite a bit of press about the challenged state of startup IPOs this year. I was curious about the real trends in share prices, so I gathered the data on some of the more salient IPOs. The chart above shows 11 IPOs at different points in their life cycles.

To Generate Pristine Data, Lock Down Your Buying Group


This article is part of the Mini Mighty ABM series where we ask top experts in ABM to share one actionable idea that you can use at work today. These tips are mini, but mighty. For more, visit ABM Revealed. The biggest, most underrated benefit to ABM is that it makes your data better.

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Setting Up Google Analytics and Crazy Egg to Help you Drive More Conversions

The Daily Egg

Author’s Note: We want to focus on giving you actionable advice for things you can pay attention to, evaluate, and implement quickly to make sure you get the most out of the remainder of 2019.


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 do you re-negotiate an unlimited seat site license SaaS agreement as VP of Sales?


This is a scenario a lot of us will go through. There’s no magic solution here, but a few thoughts: First, build a “better” edition they can choose to upgrade to. Even if they have an unlimited right to your Professional Edition, add an Enterprise Edition. Or Global Edition. Or Unlimited Edition.

Why Latinx In Tech Startup Weekends? To Develop the Next Gen of Latinx Entrepreneurs


As a Latina entrepreneur, I know the transparent walls that we face every day for being different. I know what it is like to be seen as an outsider and someone who doesn’t belong in a tech conference.

Why Validate an Outbound Strategy?

Predictable Revenue

Read more on Why Validate an Outbound Strategy?… … The post Why Validate an Outbound Strategy? appeared first on Predictable Revenue.

Open Source: From Community to Commercialization

Andreessen Horowitz

Editor’s Note: The open source software (OSS) movement has created some of our most important and widely used technologies, including operating systems, web browsers, and databases.

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.

Key Lessons from a $5B SaaS Category Leader (Video + Transcript)


Want to see more content like this? Join us at SaaStr Annual 2020. Doug Pepper | Marketing Director @Shasta Ventures. FULL TRANSCRIPT BELOW. All right. Good morning everybody. How are you? I really appreciate you coming here since Jason Lemkin is speaking downstairs.

How to Use Case Studies Effectively in Sales (And Mistakes to Avoid)

Sales Hacker

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. But here’s the thing… There are hundreds of tutorials on how to create them. Not so much on how to use them in your sales process.

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Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing

Predictable Revenue

Read more on Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing… The post Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing appeared first on Predictable Revenue.

A Guide to Customer Journey Optimization


Being a customer-centered enterprise means acting as a trusted advisor and helping your customers get greater business value from your product. The aim is to create customer lifetime value by nurturing sustained expansion over time for mutually beneficial growth.

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.

How to Create a Secure Mobile Payment Acceptance Strategy


By Rob Nathan, EVP, Integrated Solutions at CardConnect. Payments can be facilitated on a mobile device in a variety of ways. This is a huge advantage for SaaS companies looking to diversify recurring revenue streams in a way that also delights customers.

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Outbound Email Templates: Examples of (Real) Emails that Get Replies

Sales Hacker

Outbound emails are rarely a one-size-fits-all sort of thing. Truth be told, every time you change a target of your outbound email campaign, you need a new template. Unfortunately, the same template that worked on decision-makers at digital agencies won’t work on decision-makers in recruitment.

The ins and out of hosting a sales kickoff event: when to do them, why to do them, and how to do them great with Emarsys’ Meganne Brezina

Predictable Revenue

We explore in detail how to host a sales kickoff event. We'll look at when to do them, why to do them, and how to do them great!

How we’re building a marketing engine to move upmarket

Inside Intercom

Most SaaS companies start with a single solution designed for a single audience. But as they pick up steam, offering more products to multiple target markets, it’s easy for the message to get a little fuzzy.

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.