Tom Tunguz
NOVEMBER 10, 2017
Disagree and commit. I first read about this idea in the 2016 Amazon Shareholders letter. But the idea can be traced back to Andy Grove at Intel. Grove wrote about this topic in High Output Management. Disagree and commit is a management technique for handling conflict. There are two parts to it. First, expecting and demanding teammates to voice their disgreement.
Practical Advice on SaaS marketing
NOVEMBER 4, 2017
No matter how long the list of amazing features you offer, if you’re marketing a software-as-a-service (SaaS) solution, that’s not all you’ve got to sell. You should be talking about the “non-feature” pieces as well. If not, you’re underselling your solution. That’s because prospects are usually thinking about more than just features when they’re evaluating a solution.
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Sales Hacker
NOVEMBER 7, 2017
I run a European based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about the most important ingredients for a successful outbound sales process. 1. The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. Sounds basic and redundant, I know.
FastSpring
NOVEMBER 9, 2017
Image Source: Asia Times. A relative newcomer to the holiday scene, Singles' Day sales are rocketing. How does it compare to the surge of sales that retailers often see on Cyber Monday?
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Rise to the next level of recurring revenue. Discover how recurring payments are reshaping industries beyond simple subscriptions, driving a $1.5 trillion market. Learn the crucial strategies for building scalable, secure, and seamless recurring payment infrastructure to boost customer retention and fuel growth.
Tom Tunguz
NOVEMBER 8, 2017
Founders often describe their unit economics in terms of their LTV/CAC ratio - the ratio of the Lifetime Value (LTV) of a customer to the Cost of Customer Acquisition (CAC). The LTV/CAC metric can be a powerful metric to unpack the health of the go-to-market team of a company, as Netsuite has shown. But this figure is often meaningless for early stage startups.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Sales Hacker
NOVEMBER 6, 2017
If you want to learn how to manage a sales team, you’ve come to the right place. You’re about to get actionable insights from top experts who have all been there (and done it) before. Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening.
Totango
NOVEMBER 10, 2017
Customer Health continues to be a hot topic among Customer Success professionals for obvious reasons. Getting your customer health model right is critical to the foundation of a great customer success operation. In part 2 of our customer health webinar series, we tackled “How to Measure the Effectiveness of a Customer Health Model” and discussed a more advanced approach to customer health.
Tom Tunguz
NOVEMBER 4, 2017
Initial Coin Offerings, a fundraising mechanism for companies using cryptocurrencies as a mechanism to buy their service, seem to be upending the world of venture capital. Filecoin raised $250M through an ICO. Tezos raised $232M. Bancor raised $153M. These are massive amounts of money. Recently, I’ve been wondering how prevalent ICOs are and whether they could potentially be a substitute for venture capital.
FastSpring
NOVEMBER 6, 2017
So, your business' pricing strategy includes subscriptions? Excellent: It’s one of the best ways to boost profitability for your SaaS company. But are you maximizing your subscription sales? Here are some bold steps you can take to elevate your subscription-based business to a new level of success.
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When test coverage falls behind release velocity, quality suffers, and your team feels the consequences. This guide outlines when it makes sense to outsource quality assurance (QA), the risks to watch for, and how to scale testing without increasing headcount or slowing down engineering. You will learn how leading teams are leveraging external QA partners to expand coverage, enhance defect detection, and remain aligned with CI/CD timelines.
Sales Hacker
NOVEMBER 8, 2017
Tis the season… that wonderful time of the year when the weather changes, the job requisitions open up, and the interviewees start pouring in to sit through hours of standard interview questions. You even get to read the same questions from your sales job interview script over and over and over. Some of the greatest hits include: “tell me about a major acco mplis hment” or “what about that time you had a conflict and how you resolved it?
Totango
NOVEMBER 10, 2017
Customer Health continues to be a hot topic among Customer Success professionals for obvious reasons. Getting your customer health model right is critical to the foundation of a great customer success operation. In part 2 of our customer health webinar series, we tackled “How to Measure the Effectiveness of a Customer Health Model” and discussed a more advanced approach to customer health.
Tom Tunguz
NOVEMBER 7, 2017
The startup acquisition market is off by roughly 35% year-over-year. Why the decline? One consistent response from potential acquirers is that they are waiting for tax reform to happen. If it does happen, and when acquirers do decide to pursue acquisitions, I suspect we will enter a very acquisitive environment for three reasons. First, the cash available to finance acquisitions on the balance sheets of public companies has grown by 20 X over the last 10 years and now totals more than $8.5 billi
CloseSaaS
NOVEMBER 6, 2017
Over the past two months, we've interviewed 50+ top sales leaders to get their best sales advice, tips, and strategies that have transformed the way we sell today.
Advertiser: ZoomInfo
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.
Sales Hacker
NOVEMBER 7, 2017
The post B2B Sales: 5 Simple Steps to Building an Outbound Growth Machine appeared first on Sales Hacker.
FastSpring
NOVEMBER 8, 2017
For EU sellers, a SaaS business comes with complex taxation regulations. The value-added tax (VAT) is intended to support European businesses, but it also adds a layer of financial management that’s a headache for business owners. Many of these EU sellers are solving these issues with FastSpring, a robust ecommerce platform that manages everything from VAT calculations to converting global currencies.
InsightSquared
NOVEMBER 6, 2017
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. Have you ever heard the comment, “Why can’t we just train the sales team?” after you were just asked to create a new workflow? I hear it in my day-to-day work and sometimes it can be an acceptable solution. But, all too often it’s touted as the end-all be-all solution when the problem isn’t a lack of training, it’s confusing processes, or there is a lack of management.
CloseSaaS
NOVEMBER 10, 2017
This is a guest post by Alivia Kasumov at Badger Maps.
Speaker: Tamara Fingerlin, Developer Advocate
In this new webinar, Tamara Fingerlin, Developer Advocate, will walk you through many Airflow best practices and advanced features that can help you make your pipelines more manageable, adaptive, and robust. She'll focus on how to write best-in-class Airflow DAGs using the latest Airflow features like dynamic task mapping and data-driven scheduling!
Sales Hacker
NOVEMBER 4, 2017
Tis the season… that wonderful time of the year when the weather changes, the job requisitions open up, and the interviewees start pouring in to sit through hours of the same questions over and over again. You even get to read the same questions from your sales job interview script over and over and over. Some of the greatest hits include: “tell me about a major acco mplis hment” or “what about that time you had a conflict and how you resolved it?
Joel Caparella
NOVEMBER 7, 2017
There is one character trait will transform your content marketing and social media execution. Correctly applied this character trait will help you to understand your customer and marketplace better than you ever have before. The investment made in habitually developing and exercise this single are of personal development will have a sweeping positive impact across your entire organization.
ReSci
NOVEMBER 10, 2017
Recommendation algorithms have evolved in the last decade to provide a personalized experience to every shopper. In most cases, these algorithms rely on some behavioral (implicit) or transactional (explicit) inputs of the user. Pure collaborative filtering methods and matrix factorization methods are well known techniques. The post Solving Cold Start Product Recommendations in e-Commerce appeared first on ReSci.
CloseSaaS
NOVEMBER 8, 2017
Elon Musk said it was inevitable. Stephen Hawking guaranteed it. And futurists, technologists, and economists all agree that automation is taking our jobs and disrupting every industry.
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Your payments integration is more powerful than you think. In today’s complex business landscape, treating payments as just a software feature is a missed opportunity for significant growth and customer acquisition. With the right partner, payments can become a strategy that leads to competitive advantages. Designed for software leaders, this playbook outlines how to harness the full power of a payments strategy to drive substantial revenue and enhance the overall customer experience.
BetterCloud
NOVEMBER 8, 2017
Between information sprawl, publicly shared files, and data breaches, SaaS applications can create chaos. But because it’s so new, there’s no blueprint for IT professionals that outlines how to manage and control this chaos. Our founder and CEO David Politis recently hosted a webinar called “Bring Order to Chaos: Automating Policy Enforcement for SaaS.
Rakam
NOVEMBER 8, 2017
Google allows you to export all of the Google searches that you’ve done since you created your Google account. Despite this ability, to date there wasn’t a dashboard for analyzing this historical data. Because of this I figured it would be interesting if I could download my search history from Google and analyze the data and create a dashboard in Rakam.This February we published an article on analysing your Google search history.
Outseta
NOVEMBER 8, 2017
By Geoff Roberts 7 min read You may have noticed that while we’ve kept a steady drumbeat of SaaS related content flowing, it’s been four months since we published our last Outseta company update. Long story short, we’ve been head down working on some of the most challenging aspects of building our product. We didn’t have enough to say that we felt was worthy of your inbox, but we’re back - here’s what we’ve been working on….
CloseSaaS
NOVEMBER 8, 2017
When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?
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Codebases evolve rapidly, and your test automation should keep pace. However, many teams struggle with brittle scripts and growing test debt, which hinder delivery and increase risk. This guide illustrates how engineering leaders leverage AI to enhance the resilience and scalability of testing. You will discover how AI can automatically generate and maintain test cases, adapt to changing applications, and identify high-risk areas before problems reach production.
Chart Mogul
NOVEMBER 6, 2017
The model for early-stage success in SaaS is shifting. Let's take a look at the shift happening in fundraising, and some of the businesses succeeding from bootstrapped-origins, as well as some different strategies up to and beyond that critical first $1M ARR. What’s enabling bootstrapped SaaS? The concept of bootstrapping a business is nothing new. The term originates from the concept of “pulling yourself up by your own bootstraps”.
A Smart Bear
NOVEMBER 7, 2017
We’re tired of hearing how small software companies usually fail. The data show that the two most common causes are: (1) Product isn’t useful to enough people, and (2) Problems with the team. But what about the companies that die even though they did sell some copies of software, and where the early team isn’t dysfunctional? I don’t have data for that cohort (tell me if you do!
Sales Hacker
NOVEMBER 9, 2017
Consumers today are surrounded by sales — ads on their computer screen, commercials on TV, sponsors on their podcasts, spam in their inbox. That flood of incoming information has led to fatigue. Nearly half of consumers distrust brands and only 6.7 percent believe information coming from sales is very trustworthy. As a result, consumers are rebelling.
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