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.

Why We Launched a Website Survey Integration with SurveyMonkey

The Daily Egg

We’ve hit a tipping point.

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.

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

More Trending

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.

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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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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.

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.

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.

All Platforms Have Their Favorite Partners. Be One Of Them If You Can.

SaaStr

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.

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.

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

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.

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?"

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

Sales Hacker

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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.

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.

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.

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.

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.

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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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

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.

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?

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?

Equality in the Workplace: A Fresh Approach to Sales Performance

Sales Hacker

All sales organizations look for an edge. It’s a constant battle. More refined sales strategies and tactics. Improved incentives. Better training. Team building retreats. That’s all good. And it produces results. Otherwise, companies wouldn’t continue to invest in those approaches.

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

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.