Sat.Nov 09, 2019 - Fri.Nov 15, 2019

How to Calculate Your Renewal and Upsell Rate

The SaaS CFO

In the SaaS space, we talk a lot about the health of our recurring revenue. This comes in the form of churn and retention. And it makes sense, right? Macro level valuations of your SaaS business are based on a multiple of recurring revenue. But as an operator of your business or an investor in […]. The post How to Calculate Your Renewal and Upsell Rate appeared first on The SaaS CFO. SaaS Metrics Renewal Rate Upsell Rate

The Red Badge of Courage: Helping Overachievers to Manage and Process Failure


When I lived in France for five years I was often asked to compare it to Silicon Valley in an attempt to explain why — in the land of Descartes, Fourier, and Laplace, in a country where the nation’s top university (École Polytechnique) is a military engineering school that wraps together MIT and West Point, in a place that naturally reveres engineers and scientists, why was there not a stronger tech startup ecosystem?

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How Yelp drove down churn by building up customer success

Inside Intercom

As a brand new company, you might engage in plenty of initiatives that are inherently un-scalable – because there’s no better way to nurture customer love than through a personal relationship. But what happens when you hit hockey-stick growth, and you’re no longer able to connect with individuals on a one-to-one basis? It’s time to start thinking about retention at scale and bring onboard a customer success team.

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5+4 SaaS Marketing Tactics At First Hand That Have Worked Like A Charm


Marketing is approached differently in each industry. The audience and the platforms keep changing with the industry and the product. Particularly in the SaaS industry, it can be daunting for new business owners and marketers. You know you’ve built an awesome product, but sometimes your marketing efforts don’t pay off all the time. With so many metrics and variables to chase in each campaign, it gets increasingly difficult to market the product effectively.

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Facebook Causes Continue to Show Little Promise as Fundraising Tools

The Most Frequent Mishire in Startups

Tomasz Tunguz

The most frequent mishire in startups is the first head of marketing. Many different disciplines fall under marketing’s purview. The question facing founders recruiting marketers is: which is the most important to prioritize? Marketing expertise falls into three segments: product marketing, demand generation, and brand marketing. Each of these kinds of marketers have critical skills for a startup.

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Here's How To Make Your SaaS Marketing Strategy Generate Revenue

Entrepreneur - SaaS

Optimizing for conversions is just the tip of the iceberg. Marketing

The SaaS Financial Model You’ll Actually Update (Updated 2019)


Since the original version of this post from early 2017, we’ve worked with many more SaaS companies and a common theme has been moving companies from a starter template to a more robust financial model. So I’m providing an updated model for SaaS CEOs and founders looking to improve their financial model from a number-crunching exercise to an operational tool. This model allowed me to work with dozens of SaaS startups using spreadsheets, while we built our financial modeling software Flightpath.

The Power of Simmering: Airtable’s Design Principles for a PLG Company

OpenView Labs

When people think about software companies, they usually think about technology first. They think about innovation and sophisticated new features, functionality and use cases. But a great deal of what makes any software company successful has little to do with technology and everything to do with understanding and investing in the connection between technology and humanity. At Airtable , we’re on a mission to democratize software creation.

The 14 best SaaS tools: analytics, accounting, pricing, and retention


Your subscription company should run like a well-oiled machine. Taking advantage of SaaS tools will help you accomplish this. If you aren’t using SaaS tools yet, by the end of this article you’ll understand why you should. There are a wide number of reasons why SaaS tools are taking over. SaaS eliminates the need to do things manually, which is often time consuming and leaves too much room for error. SaaS tools are easy to use and come equipped with updated features.

Product Analytics Playbook: Mastering Retention

Why do your users churn? In this guide you'll learn common product pitfalls and how to fix them.

How a chatbot sped up our tech support resolution time by 50%

Inside Intercom

If your support team is routinely asking the same set of questions at the start of every chat conversation, it’s time to ask if you’re using the right tools to triage support issues. Recently our internal tech support team found themselves in this situation while providing support to our 650-person team spread across five offices and timezones. They offer rescue for a broad swath of issues, from account lockouts to AV issues and hardware requests.

Building an Investor Pipeline Spreadsheet: Keep Your Funding Flowing!


As the Managing Director of Techstars NYC and investor in 120+ companies , I’ve helped dozens of early stage companies connect with investors. But all too often I’ve watched founders struggle with fundraising —- pitching the wrong deal, to the wrong investor, at the wrong time. It’s painful to watch (and even worse for the founder!) and mostly avoidable with a simple process for staying organized and tracking the investor pipeline funnel. .

How to Prepare Yourself to Be a Great CEO


Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before. Turns out, first-time CEOs are often the most successful. Because they don’t know it’s impossible.

5 Last Minute Conversion Tips Before the Holiday Season

The Daily Egg

How to Quickly Boost Conversion Rates for Your Online Store If you’re an ecommerce owner, you’re probably looking forward to the upcoming holiday season. You’re planning your marketing campaigns carefully, maybe hiring new people to help, and waiting for more traffic to come. But you may also think it’s too late to do anything with […]. The post 5 Last Minute Conversion Tips Before the Holiday Season appeared first on The Daily Egg.

6 Steps to Improving Your Application’s Analytics Experience

No one designs bad dashboards and reports on purpose. So why do so many applications have terrible analytics experiences? Download this ebook for secrets to creating dashboards and reports your users will love.

Are you setting your SDRs up for failure?

Predictable Revenue

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.

Bernard J. Tyson

Andreessen Horowitz

“Sometimes I’m right and I can be wrong. My own beliefs are in my song. The butcher, the banker, the drummer and then. Makes no difference what group I’m in. I am everyday people”. Sly and the Family Stone, “ … The post Bernard J. Tyson appeared first on Andreessen Horowitz


Are there any examples of a unicorn startup that was bootstrapped?


Q: Are there any examples of a unicorn startup that was bootstrapped? From the 2019 Forbes Cloud 100, here are the SaaS/Cloud “start-ups” that are bootstrapped, i.e. $0 in disclosed capital raised: Mailchimp. Closing in on $1,000,000,000 in ARR and 1,000+ employees with no outside capital raised. That’s impressively efficient. Yardi. A software oldie in property management. With 6,650 employees, that’s some impressive bootstrapping. Sitecore. 1,300 employees and bootstrapped, apparently.

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Sequencing Business Models: Can That SAAS Business Turn Into a Marketplace?

Casey Accidental

As someone who has spent a lot of time building marketplaces in my career, a curious thing has happened over the last couple years. Founders have started reaching out asking for help converting their SAAS or SAAS-like business into a marketplace. The approach sounds a bit like this: I’ve amassed a large group of X type of professionals. I’ve helped their business, but they’re asking for help driving more customers.

Don't Pick Your Next LMS Until You Read This Guide!

With so many factors and people to consider, how do you make sure you pick the right LMS? It’s simple: This guide covers crucial considerations with actionable advice and professional insights, so you know you’ve picked the perfect eLearning solution.

How Predictable Revenue built its innovative Outbound Validation program with CPO Kenny MacKenzie

Predictable Revenue

A few years back,Kenny MacKenzie, Predictable Revenue’s Chief Product Officer had bootstrapped his company, Vandrico, to six figure revenue and a team of 13 people. But they failed on the sales and marketing side – they developed a really cool, cutting edge piece of software that wasn’t aligned with what the market needed. And that’s the story of entrepreneurship. even the best ideas can fail for a host of different reasons. Failure, though, can also inspire learning, passion, and your next idea.

16 Steps to Securing Your Data (and Life)

Andreessen Horowitz

Attackers look for the path of least resistance. Recently, that path has shifted from enterprise networks to you and your devices for two reasons. First, as we have built more secure software and systems, it has made it harder to … The post 16 Steps to Securing Your Data (and Life) appeared first on Andreessen Horowitz. cloud computing enterprise & SaaS security & privacy

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After $2m-$3m in ARR, Your Leads Should Always Grow. Here’s Why.


Progress in SaaS is never as linear as it looks years down the road. Everyone has rough quarters (often at least 1 in 5). And we almost had a full Year of Hell, often during a tough transition. I certainly did (twice). More on that here: The SaaS Year of Hell. And Then – Reignition.

How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter. You frantically look to see if there’s something you can pull forward, but with only 2 weeks left in the quarter, there’s nothing that can be accelerated to close the gap. That’s a forecasting miss. I see it happen all the time — to the best sales teams out there.

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

The top 6 subscription KPIs to measure for growth


The health of your SaaS business is entirely in the data, and a lot of SaaS professionals tend to think that the more data they’re actively tracking, the better. But you can get a more representative picture of your progress by reducing the number of metrics you observe. The trick is identifying a smaller set of metrics that really tell the story of your business and making them your key performance indicators, or KPIs.

Why We’re Investing in Virtual Kitchen Co

Andreessen Horowitz

We all have our favorite places to dine out where we live — for me, that could be anything from enjoying a hot pot meal with friends in the Richmond district of San Francisco, grabbing a quick burrito off a … The post Why We’re Investing in Virtual Kitchen Co appeared first on Andreessen Horowitz. marketplaces

7 Lessons Helping Start Pardot, SalesLoft and Calendly (Video + Transcript)


David Cummings is the co-founder of the Atlanta Tech Village, Pardot which sold to ExactTarget/, Hannon Hill, Rigor, SalesLoft (raised over $75M in capital), Terminus (raised over $25M in capital), and several more. Join him for a session on lessons learned over the years through Pardot to Calendly. Want to see more content like this? Join us at SaaStr Annual 2020. David Cummings | Founder @ Atlanta Ventures. FULL TRANSCRIPT BELOW. All right.

A Day In the Life of a Lead Development Manager in IT

Sales Hacker

Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. You’re welcome!). Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw. About Joe Latchaw. Company Name: itelligence North America. Title: Lead Development Manager. City/Country: Cincinnati, OH.

Why Distributed Tracing is Essential for Performance and Reliability

Speaker: Daniel "spoons" Spoonhower, CTO and Co-Founder at Lightstep

Many engineering organizations have now adopted microservices or other loosely coupled architectures, often alongside DevOps practices. Together these have enabled individual service teams to become more independent and, as a result, have boosted developer velocity. However, this increased velocity often comes at the cost of overall application performance or reliability. Worse, teams often don’t understand what’s affecting performance or reliability – or even who to ask to learn more. Distributed tracing was developed at organizations like Google and Twitter to address these problems and has also come a long way in the decade since then. By the end of this presentation, you’ll understand why distributed tracing is necessary and how it can bring performance and reliability back under control.

The Definitive Guide to User Onboarding: Part Three

OpenView Labs

Editor’s Note: This article is Part 3 of a 3-part series that was first published on the Product-Led Institute blog here. You can read Part 1 here and Part 2 here. Based on the user onboarding emails covered in Part 2, I’m going to share how you can create a just-in-time onboarding email sequence that converts. Create a Just-In-Time User Onboarding Sequence. Signals tell us when we should send a specific email or enroll a user into a new campaign.

The End of the Beginning, Again

Andreessen Horowitz

Editor’s note: It’s Summit Week at a16z, so each day we’re re-sharing some of our favorite talks from the last few years. a16z Summit is an annual, invite-only event bringing together thinkers, builders, and innovators to explore and examine the … The post The End of the Beginning, Again appeared first on Andreessen Horowitz. AI, machine & deep learning cryptocurrencies & blockchains fintech gaming & new media

Scaling Up Sales Managers: 5 Mistakes New leaders Make (Video + Transcript)


If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Knowing the common pitfalls won’t stop you or your team from making them, but it will help build the most important skill any manager can have: resiliency. Come and learn how to build great leaders so you can grow your team, and ultimately, your business.