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 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.
InsightSquared
NOVEMBER 10, 2017
Guest post by Adam Honig is the co-founder and CEO of Spiro Technologies. If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. Instead of ignoring the divide, see it from the sales side and try to articulate, in their language, your value add.
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.
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.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
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.
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”.
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.
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.
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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.
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?
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.
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
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?
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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.
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.
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 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.
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?
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
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.
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
When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?
Sales Hacker
NOVEMBER 7, 2017
The post B2B Sales: 5 Simple Steps to Building an Outbound Growth Machine appeared first on Sales Hacker.
Advertiser: Data Robot
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.
BetterCloud
NOVEMBER 9, 2017
Last month we hosted Altitude 2017, our annual customer summit, at Brazos Hall in Austin, Texas. We filled the room with over 100 of the brightest minds in IT to explore the increased impact IT has on organizations, collaborate on technical strategies, and define today’s best practices. Altitude was an IT conference like no other. It was interactive and grounded in concrete IT processes, not theories, enabling attendees to refine their management and security strategies.
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 10, 2017
This is a guest post by Alivia Kasumov at Badger Maps.
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If you're in the software industry grappling with integrating payments into your business model, understanding where others have stumbled can be a game-changer for your revenue goals. Discover 6 key reasons behind the struggles many face. The challenge goes beyond the technicalities of integrating a payment system; it delves into the strategic oversight of revenue shares, negotiations with payment providers, and the full exploitation of potential revenue streams.
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.
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.
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!
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