Intercom, Inc.
JULY 9, 2019
In 1898, American sales pioneer E. St. 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. This creates interest in the benefits of a product or service. The customer decides to buy the product.
Tom Tunguz
JULY 12, 2019
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.
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SaaStr
JULY 7, 2019
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.
The Daily Egg
JULY 10, 2019
We’ve hit a tipping point. In research conducted by Nonfiction Research this past November, we learned that more than 50% of self-identified marketing experts were more likely to read the research conducted by another company on that company’s customers than they were to review research on their own customers. It sparks a Naughty by Nature […] The post Why We Launched a Website Survey Integration with SurveyMonkey appeared first on The Daily Egg.
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Incredo
JULY 8, 2019
“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 Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
SaaStr
JULY 11, 2019
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. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
Intercom, Inc.
JULY 11, 2019
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. But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers.
Incredo
JULY 8, 2019
“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. Digital marketing agencies usually write about what a company will receive after partnering with them or why a company should choose their services over another agency’s services.
Predictable Revenue
JULY 8, 2019
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. The post The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips appeared first on Predictable Revenue.
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.
SaaStr
JULY 9, 2019
Recently I was catching up with an exec from a SaaS company well in excess of $100m ARR. One of the key platforms their app integrates with has started to … slow down their access. Slow down access to new features, to semi-documented APIs. Slow down access to their team. In fact, the partner’s sales team appears to have quietly dropped them entirely as a recommended app.
Neil Patel
JULY 9, 2019
The social web is huge. From Facebook to Pinterest , they all command billions of eyeballs per year. Which, of course, makes these channels too big to ignore. In other words, you have no choice but to participate in them or else you’ll miss out on traffic and revenue. But, how much time and money should you devote to each social network? Which ones produce the best ROI?
Nimble - Sales
JULY 9, 2019
Microsoft Inspire, the annual conference that Microsoft provides for its global partner community, is just around the corner (July 14 – 18, 2019). Thousands of partners from more than 130 countries are expected to arrive in Las Vegas to learn about the product roadmap, the direction Microsoft leadership is headed, how to accelerate the digital […].
Predictable Revenue
JULY 11, 2019
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.
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Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.
SaaStr
JULY 9, 2019
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? How’s everyone feeling? Yeah, great. Awesome, man. It’s great to be here.
Cobloom
JULY 8, 2019
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. But many of the defining principles of the startup and software-as-a-service business model come from old fashioned paper and ink books, like Eric Reis' Lean Startup and Geoffrey Moore's Crossing the Chasm.
Nimble - Sales
JULY 8, 2019
Customers just don’t buy your products; they buy your services more. If you provide them with the right products along with excellent services, they will always come back for more. Customer retention is the topmost priority for any company to increase its value, improve cultural norms, and boost revenue. 90% of the major corporate industry […].
Andreessen Horowitz
JULY 11, 2019
On behalf of the whole a16z team, I am thrilled to welcome Anish Acharya as our newest General Partner.
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Outdated or absent analytics won’t cut it in today’s data-driven applications – not for your end users, your development team, or your business. That’s what drove the five companies in this e-book to change their approach to analytics. Download this e-book to learn about the unique problems each company faced and how they achieved huge returns beyond expectation by embedding analytics into applications.
SaaStr
JULY 8, 2019
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. Why: Can’t a customer pay in part based on usage, if they want to? Does my price automatically go up, even if I just add 1 or 2 users to my account?
Sixteen Ventures
JULY 8, 2019
Onboarding is perhaps the most critical phase in the customer journey – if nothing else, it sets the tone for the relationship – and is too important to just slap together and hope it works. Please ensure you’re giving the Onboarding process – and your new customers with whom you currently have a very fragile relationship – the attention they deserve.
Nimble - Sales
JULY 10, 2019
Your website is probably the most important digital asset your small business has. More small businesses than ever before exist solely online. Even if you do have brick-and-mortar operations, your web presence is probably still your primary method of reaching new customers. Companies like DNL OmniMedia primarily work with nonprofit organizations to develop new digital […].
FastSpring
JULY 8, 2019
Consumers spent $517.36 billion online with U.S. merchants in 2018 , up 15% from $449.88 billion spent the year prior, according to a new Internet Retailer analysis of industry data and historical U.S. Commerce Department figures. Unfortunately, as growth in online payments continues to climb so do instances of credit card fraud. In fact, Aite Group estimates that card-not-present (physical card not present during a transaction) fraud is expected to increase to $7.2 billion by 2020.
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
SaaStr
JULY 7, 2019
I’m a bit bummed about enterprise zones. The current regulations seem to only encourage real estate investments primarily, and to a pretty small extent, very local businesses. If you could invest in start-ups HQ’d in enterprise zones and there was a tax benefit, I’d invest everything possible in enterprise zones, and I’d move our office and team to one.
Andreessen Horowitz
JULY 9, 2019
Those of us obsessed with the stock market — or even just our retirement funds — often tune in to watch a parade of characters standing behind a makeshift dais with their company logo proudly displayed, cheering wildly to the …
Nimble - Sales
JULY 12, 2019
MS Inspire ‘19 is right around the corner. With that in mind, it’s time to start planning your itinerary! Nimble CEO Jon Ferrara will be a keynote speaker on Tuesday, July 16th at 1:30 PM during the Small, Medium, & Corporate Sales Center’s Partner Demo Experience (PDX) at the SMC Sales Center located at The […]. The post How to Grow Your Microsoft CSP Practice by Digitally Transforming Your Customers appeared first on Nimble Blog.
FastSpring
JULY 10, 2019
Thinking about transitioning to a subscription-based business model? You’re not alone. In fact, according to a recent report from Gartner, more than 90 percent of software providers are expected to migrate to a subscription-based business model by 2022. We know this is a big decision for businesses. That’s why our Director of Pre-Sales and Implementation, Adam Cohen, is here to answer all of your burning questions about subscription management and recurring billing.
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The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.
SaaStr
JULY 9, 2019
This has evolved over time. In the Old Days, preferred stock had two key advantages: They had some downside protection, in that they’d be paid first in the case of a small exit; and. They had upside “protection”, in that participating preferred increased the return of preferred over common, often until a significant cap (say a 500% return). But times have changed.
ChurnZero
JULY 12, 2019
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? Perhaps product problems, loss of a key user in the account, a bad use case… Sure, these are some reasons why customers may churn, but the reality is that your churn rate is deeply connected to the quality of onboarding journey your users go through.
Nimble - Sales
JULY 11, 2019
MS Inspire ‘19 is right around the corner. With that in mind, it’s time to start planning your itinerary! Nimble CEO Jon Ferrara will be a keynote speaker on Tuesday, July 16th at 10:30 AM-11:30 AM at the Lagoon L Theater. Learn how Nimble built a global presence through leveraging the Microsoft 365 and Microsoft […]. The post How to Build a “GoldMine” via Global Partner-to-Partner Initiatives appeared first on Nimble Blog.
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