ChurnZero
MAY 31, 2019
Churn Monster #12: Championless. It’s now been a full year since we first launched the churn monster blog series, can you believe it? Over the course of the past year we have featured a new churn monster each month and taken a look at a life-like scenario involving that churn monster (i.e. customer churn risk ) and how that churn monster might be successfully defeated.
Tom Tunguz
MAY 30, 2019
Imagine a hypothetical startup with 10 account executives that is growing quickly. This startup has two AEs that outperform meaningfully, six that are at typical quota attainment, and two that are underperforming. Where should your sales enablement team focus their time? This is the team’s performance last year. They generated 8.6M in bookings on 10M in quota capacity (which is really good).
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SaaStr
MAY 25, 2019
SaaS as we know it probably started in 1999. Salesforce was founded then, NetSuite just before that. SurveyMonkey was founded in 1999, one of the few SMB survivors of that era. There were apps before that (e.g., WebEx was founded in 1995), but Salesforce kicked off the current era, and is the biggest player in SaaS. That means, especially if you are HQ’d in the Bay Area or have or are opening an office there … the market is flooded with folks with up to 20 years of SaaS experience
Predictable Revenue
MAY 27, 2019
Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots 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.
Intercom, Inc.
MAY 28, 2019
There are two funnels for SaaS companies. The first is all about acquiring new users. The second is all about keeping them. You can growth hack the first one, but to build a great business, you need to invest in the second one. The key to solving the second funnel is onboarding. Great onboarding transforms new customers from fleeting visitors to lifelong power users.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
SaaStr
MAY 27, 2019
The main advantage is you can pursue a market or opportunity that is not worth their time. Yet. Big, established tech companies aren’t stupid, or ignorant. Not at all. They are better aware of tech trends than you are, usually. After all, they have all the customer data. But so many things just aren’t worth their time … yet. As a rough rule, anything < 10% isn’t material or worth their time.
Predictable Revenue
MAY 27, 2019
For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue.
Intercom, Inc.
MAY 27, 2019
The design industry speaks English. The articles we read, the tools we use, the conferences we attend: we all speak the same language when it comes to design. If you are investing in self-development and learning about UX, it’s highly likely the materials you use are in English. In fact, right now you are reading this blog post in English. At the same time, for the overwhelming majority of people in the world, English is a foreign language which they need to spend time and effort learning.
Nimble - Sales
MAY 28, 2019
Without a doubt, social media platforms and e-commerce solutions are two of the most influential phenomena of the 21st century. Both have significantly changed the way we get information, buy and sell goods & services, and interact with others. Many would attest that both have altered how we see the world as a whole. Some […]. The post How Has Social Media Changed Marketing for E-commerce Companies?
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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
MAY 26, 2019
SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path. Founded back in 1999 (like Salesforce) in the Web 1.0 days, for years it was run by a tiny team and dominated the self-service side of surveys. It stayed small until 2009 when the founders were bought out by a private equity firm. Its growth has been more slow-and-steady than traditional rocketship, crossing $69m in Q4 revenues (let’s call that $280m+ in ARR, so soon to be $300m) — growing 1
Predictable Revenue
MAY 29, 2019
This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.
Intercom, Inc.
MAY 30, 2019
When we ship, we of course have done our diligence with research and design, but we’re also keenly aware that there’s so much we don’t know. As a result, we’re looking to start rich dialogues with lots of different people: prospective customers who are talking to Sales, existing customers who are solving issues with Support, and customers who have left for alternative solutions or for other reasons.
InsightSquared
MAY 29, 2019
I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe. This was a community who understood the power of alignment—that creating alignment across a company’s functional areas is the “master key” to unlocking exponential growth.
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SaaStr
MAY 29, 2019
Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Curious how we came up with this list? We found our most popular speakers by speaker views and likes, session bookmarks and ratings weighing categories more heavily for overall rating than initial interest. Using magic (standard deviation) we came up with the best of the best of our sessions as voted by you, our SaaStr community.
Predictable Revenue
MAY 30, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue.
Andreessen Horowitz
MAY 29, 2019
Editor’s note: Since we closely follow China and the global nature of tech in general, among other topics related to innovation, here are highlights from a two-hour interview that Ren Zhengfei, the founder and CEO of Huawei (the world’s largest …
Cobloom
MAY 28, 2019
Customer churn is bad. As a statement, that's uncontroversial. But for all its truth, it's also pretty unhelpful. As any SaaS founder knows, some degree of churn is unavoidable - there'll always be customers that cancel their subscription, because of failed payments, cashflow crises or plain unhappiness. That leads into an obvious question: how much churn is too much?
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
SaaStr
MAY 31, 2019
My gut was that equal splits were more common than non-equal — but I just looked and I’m wrong. Of the 25+ investments I’ve made, less than half have equal splits. And it looks like only a minority of the SaaS companies to IPO had equal splits. And looking at them, most seem “fair”. In some cases, the CEO really started the company first, and the others came later.
Predictable Revenue
MAY 30, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue.
Nimble - Sales
MAY 30, 2019
Did you know that the number of Facebook users already exceeds 2 billion? And that the number of users who visit Instagram monthly reaches 1 billion? A good reason to rely on social media for promoting your business, isn’t it? On the other hand, social media management is not as easy as it sounds. Especially […]. The post 10 Social Media Management Tools Small Businesses Can’t Live Without appeared first on Nimble Blog.
Divestopedia
MAY 28, 2019
Have you thought about who is going to sell your business? Seems like an easy answer (me), but chances are you aren't the right person to sell your own business. Here's why.
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SaaStr
MAY 29, 2019
We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. It impacts your NPS and relationships. And importantly, it will burn up a lot of internal discussion and brain cycles and won’t really matter.
Agile Payments
MAY 28, 2019
Have a software application with a payments requirement and want to enter the Canadian market? We'll show you how. Overview Payment Rails EFT API Processing Costs Recurring Payments Payment Facilitation. Overview: For software applications, especially those that serve a vertical base of client user organizations, one logical way to expanding market reach is to open up the application to countries outside your initial geographical focus.
FastSpring
MAY 28, 2019
Did you know that the conversion rate for visitors who land directly on a product page is around 7%? That should blow your mind when you consider the conversion for visitors who land on the homepage is only 2-2.5%. That means visitors are 3x more likely to convert if they land directly on your product page. So, I guess your product pages better be on point if you want to get those sweet, sweet conversions.
Chart Mogul
MAY 30, 2019
Who are your most valuable customers? How can you support and retain those customers in the long term? If you're asking questions like these, then it’s likely time to turn your attention to strategies tailor-made to support top-tier customers. At ChartMogul, our aim is to help our customers become category leaders. We know that transformational customer success focuses on proactive, strategic engagement.
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SaaStr
MAY 27, 2019
On a day when there is a lot to remember, a quick note to all the military veterans in SaaS and Cloud: You come to SaaStr Europa and SaaStr Annual on us. Just apply as part of our inclusion program, right here -> at SaaStrInclusion.com. We’ll get you a VIP ticket to either or both events, at no cost. Thank you for your service, and for everything.
IT World
MAY 29, 2019
Most enterprises now use two or more cloud service providers, and 35% use up to five monitoring tools to keep tabs on hybrid cloud and multi-cloud environments. What’s the best approach to full network visibility?
SaaS Metrics
MAY 28, 2019
Multi-Level Marketing (MLM) refers to one of the most popular and common forms of businesses in the industry today. It’s a big business that many Americans and even other countries all over the world are involved. Why is it so popular? Because you’re selling products, at your own flexible time, and with significant earning potential. With their unique MLM pay plan, this is a very attractive form of entrepreneurship.
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