Sat.Jul 06, 2019 - Fri.Jul 12, 2019

Hook trial users from their first use

Inside Intercom

In 1898, American sales pioneer E. Elmo Lewis created the AIDA model to describe how customers buy. The AIDA model described four cognitive phases that buyers follow when accepting a new idea or purchasing a new product: A problem comes to the customer’s attention.

Why Churn Rates Can Spike When Your SaaS Startup Experiences Hypergrowth

Tom Tunguz

In Rethinking Customer Churn Rate & LTV/CAC , Thibaud Clement illuminates a counter-intuitive concept about churn. The faster you increase your growth rate (acceleration rate), the higher the churn rate. Consider the same startup under two scenarios: one in which the acceleration rate is 50% and one in which the acceleration rate is 0%. In the 50% scenario, churn will be 67% higher. A surprising result. Why does this happen?

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If Your Enterprise Customers Want An SLA — Just Give It To Them. You Owe Them That Much.

SaaStr

Many start-ups and even larger SaaS customers are reluctant to provide a Service Level Agreement — an SLA — that says they will, well, stay up. It’s not our fault, they think. What if Amazon goes down? Or our email provider? That’s not our fault. The lawyers tell you to try to not to do this. Sometimes, the accountants too. But they are wrong. A n SLA is most importantly a cultural commitment. That you truly, fully stand behind an enterprise-grade product.

7 Things You Need to Have Before Becoming Incredo Customer

Incredo

“The aim of marketing is to know and understand the customer so well the product or service fits them and sells itself.” Peter Drucker, American author, educator, and consultant. SaaS Lead Generation SaaS Marketing Strategy

What Is (and Isn’t) Product Management?

Speaker: Steve Johnson, VP of Products, Pragmatic Institute

Product Management is one of the most exciting - and most misunderstood - functions in technical organizations. Is it strategic or tactical? Is it a planning role or a support role? Many product professionals are unclear about what is (and isn't) product management. After all, product management spans many activities from business planning to market readiness. In this session, we’ll examine many product activities and artifacts for product strategy, planning, and growth, and introduce a simple tool that you can use in your organization to clarify the roles of product management and others. Steve Johnson explores the many roles of Product Management in this fun talk focused on why product managers should obsess on problems instead of solutions.

“Delivering Meaningful Opportunities to do Good Stuff Together:” Community Leader Spotlight with Pascale Hyboud-Peron

TechStars

Pascale Hyboud-Peron, Co-founder and Director of Venture Centre , has an awesome Twitter bio: “Creating connections and exploring intersections between people and ideas by delivering meaningful opportunities to do good stuff together #entrepreneurship.”.

The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve recently published an exciting update to Aaron Ross’ and Jason Lemkin’s renowned book From Impossible To Inevitable. We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts.

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More Trending

Why We Launched a Website Survey Integration with SurveyMonkey

The Daily Egg

We’ve hit a tipping point.

Reaching Rockstar Admin Status

InsightSquared

“Slowness to change usually means fear of the new.” – Philip Crosby. Change is hard for any organization or individual but there are steps you can take to ease the transition and provide confidence as people move toward the new normal. . Four years ago, I was in the same boat.

The power of coaching and long-term goal setting with Lever’s Kelly Del Curto

Predictable Revenue

We cover why investing in long term coaching is the right move, how to make your coaching plans actionable, and how to tell if they're working. The post The power of coaching and long-term goal setting with Lever’s Kelly Del Curto appeared first on Predictable Revenue. B2B Blog Sales Management Sales Process

“From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin (Video + Transcript)

SaaStr

In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. 7 years later that hackathon project achieved Unicorn status while transforming the call center space.

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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.

3 Tips for Improving the Enterprise Customer Experience

Totango

What’s your company’s most precious asset? It’s not your inventory, your stock options, or your intellectual property. It’s your customers. Your business can’t exist without them, and if you want your business to last, you’ve got to make them happy.

Adding Engineering Metrics to the Redpoint SaaS Metrics Template

Tom Tunguz

When I shared the Redpoint SaaS Metrics Template, I wrote about the difficulty I had identifying key engineering metrics. I was grateful for all the responses from leaders at many startups to share their expertise. I’ve updated the template with a few metrics. Reliability - percent of application requests that load. 1 minus reliability is the percentage downtime. This measures the durability of the application. Availability - percent of application requests that load within a certain latency.

6 Sales Phrases That Are Killing Your Deals (& What to Say Instead)

Sales Hacker

“Use your words.”. It’s a good reminder when you’re angry or upset. But it’s also a good reminder when you’re emailing a prospect or on a call. Because the wrong sales phrases — no matter how natural they seem — can kill a deal before it starts. Why Some Sales Phrases Need to Go.

What are the cons of a pay-per-user SaaS pricing model?

SaaStr

The pros are that the revenue is highly predictable, and most SaaS applications are still priced this way. The cons are that it the one-size-fits-all approach to subscription pricing is a bit … dated … in SaaS. And does not always reflect the way customers use applications anymore.

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.

10 Essential Startup Books for SaaS Founders? & CEOs

Cobloom

When faced with a challenge, it's so easy to consult the wisdom of Q&A's and startup blogs , that we're often guilty of neglecting the humble book.

Understanding the Importance of Customer Retention

Totango

You wouldn’t throw your money away on the street, would you? Or drop it down the garbage disposal? If you’re not working hard to retain customers, you may as well—because you’ll be losing money. A one-time customer is a lost revenue opportunity.

HubSpot’s Michael Redbord on staying in touch with your customers as you scale

Inside Intercom

In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. You might say it’s one of the strongest advantages a startup has.

For someone just starting out in SaaS sales (entry level Salesforce in November), what are your tips to accelerate growth/ability in early stages?

SaaStr

A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach.

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.

Anish Acharya

Andreessen Horowitz

On behalf of the whole a16z team, I am thrilled to welcome Anish Acharya as our newest General Partner. There’s a joke I sometimes give in a presentation on fintech: the best fintech investments are probably Google stock, Facebook stock, … fintech Uncategorized announcements financial services

How to Create a Great User Onboarding Experience That Leads to Product Adoption and Customer Success

ChurnZero

This is a guest blog post by Andy Mura, the Head of Marketing at Userlane. When you think of the reasons why churn happens , what immediately comes to mind?

What IT Teams Can Do About Zoom's Webcam Security Vulnerability

Intello

Scary news this week for IT Managers and Zoom users everywhere. More than 4 million Zoom users on Macs are at risk of having their webcams hijacked. Zoom, who offer various web conferencing and webinar products disclosed publicly this week that they have a major security vulnerability for Mac users.

SaaS in Africa: 10 Things We Learned From Scaling to 1M Users (Video + Transcript)

SaaStr

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Want to see more content like this? Join us at SaaStr Annual 2020. Anish Shivdasani, CEO @ Giraffe. FULL TRANSCRIPT BELOW. How’s it guys? You guys good?

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.

IBM closes $34B Red Hat deal, vaults into multi-cloud

IT World

IBM has finalized its $34 billion purchase of Red Hat and says it will use the Linux powerhouse's open-source know-how to enable larger scale customer projects and to create a web of partnerships to simplify carrying them out. "A

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SaaS Pricing and Packaging: What to Do When Things Go Wrong (And How to Avoid Disaster)

OpenView Labs

Pricing is a crucial, pivotal element in any SaaS success story. It can be a game-changing growth lever. It can also create major controversy and unrest with customers.

Founding Stories: Synapse

Andreessen Horowitz

Imagine moving to a new country to start college. Now imagine trying to open a bank account at a local branch without the traditional forms of identification: no driver’s license, no social security card, and so on. You’d think that … fintech

Is there any value in transcribing inside sales calls to sales people?

SaaStr

There is a huge value to sales management to listening to (Chorus / Gong / etc) and/or transcribing sales call. Listening is even better than reading (you can learn more listening than just reading), but by listening or reading the calls of your reps you can: Make sure new reps are properly trained.

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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.

Best practice for sales team performance tracking

Teamgate

Measuring and tracking the performance of sales teams is imperative for the overall well-being of any company. How do CEOs and sales leaders go about this task? One of the main talents great sales leaders possess is the ability to see and understand the overall picture clearly.

7 Habits Successful AEs Use to Make their Sales Pitch a 10/10 (Part 1)

Sales Hacker

As the CEO of an On-Demand Inside Sales Coaching Company, I review literally hundreds of hours of recorded discovery and demo calls. As you might guess, my team and I have picked up on the subtle and surprising patterns followed by successful inside sales reps.

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Going Beyond Sales and Marketing Alignment: The Key to True ABM Success

OpenView Labs

For many years, we have heard about the importance of marketing and sales alignment – yet in many cases this essential relationship doesn’t seem to have improved much. It is critical to agree on goals at a high level (aligning, great!)

How do you still get the sale when they ask for mission critical features you don’t have yet?

SaaStr

This is indeed the art of enterprise sales. Marc Benioff and his team were legendary at this. Many seasoned enterprise sales execs are good at it, too. The key is simply to acknowledge the gap — and commit to building what the customer needs within X months. Enterprise customers are used to this.

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?"