Sat.May 25, 2019 - Fri.May 31, 2019

Churn Monster: Championless

ChurnZero

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.

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As Your Sales Team Scales, Focus on Your Middle

Tom Tunguz

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?

Are You Interviewing 50+ Years Young SaaS Veterans? You Should Be.

SaaStr

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.,

Find Your Rev Ops Tribe: An Inside Look at Ramp 2019 from OpFocus

InsightSquared

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.

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.

The best (worst) outbound sales campaign by Growbots

Predictable Revenue

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. B2B Blog Lead Generation

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Troy Henikoff on how #GiveFirst grew the Chicago startup ecosystem

TechStars

Over the years, a #GiveFirst network will reward its members time and time again. Troy Henikoff looks back at 2009, when he first encountered Techstars and was so inspired he started his own accelerator—with some help from the Techstars Network.

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The Benefits of and Questions Facing Remote and Distributed Startups

Tom Tunguz

In 2013, Scott Berkun authored a book called The Year Without Pants. Scott shared his experience working remotely for Wordpress. After I read the book, I wrote : In the coming years, video conferencing and online meetings will become much more prevalent as stories like the ones Scott shares are told and retold.

Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

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.

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Techstars Startup Weekend Goes Small Town: The Small Town Tech Advantage

TechStars

Friendly neighbors, wide open spaces, fresh air—the benefits of rural living are real. And now, with the trend toward remote working and co-working spaces strong and growing, tech companies are realizing that they can work with talented people who live anywhere, including small towns.

SaaStr’s Most Respected Leaders Awards 2019: The Top Five

SaaStr

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?

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.

The 2019 SalesTech Landscape: What’s Hot and What’s Not Today

Sales Hacker

The 2019 version of the SalesTech landscape includes several changes from my last SalesTech landscape , reflecting a vibrant industry. The influx of new entrants is not stopping. Markets across all industries are becoming more crowded.

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The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell

Predictable Revenue

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.

Mental health…ask for help

TechStars

About three years ago my son tore his ACL. He was going into his last year of college and it would more than likely mean he would not be able to play football again. We had many conversations about how exactly to treat my son’s knee, but we never asked whether he should get it repaired.

When You Raise Prices More Than a Smidge … They At Least Look At Another Vendor

SaaStr

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.

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?"

What’s up with the new website? Taking the first step toward a new brand

Inside Intercom

Seen the new look on the Intercom website today? We made an in-depth video to share our redesign process (scroll down), but for those who don’t have 18 minutes to spare, read on. Memorable brands create enduring connections with the people who interact with them.

Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

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. B2B Blog Book Cold Calling Lead Generation Sales Management

In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. So what’s going on behind the curtain? Yeah, we’ve been thinking about that too. Namely… What does the perfect sales stack look like?

How to Make the Whole World Love Your Product from Bevy, Atlassian, Salesforce and Slack (Video + Transcript)

SaaStr

Join Derek Anderson, Co-Founder of Bevy alongside Atlassian Sr. Director of Customer Engagement, Leslie Lee, Salesforce VP of Community Erica Kuhl and Slack Developer Marketing Manager Elizabeth Kinsey for a session on building communities. Want to see more content like this?

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.

Actionable strategies for better user onboarding

Inside Intercom

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.

The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell

Predictable Revenue

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. B2B Blog Cold Calling Customer Success Interview Lead Generation

Why Your Mortgage is So Complicated: The History and Opportunity of the Modern Mortgage

Andreessen Horowitz

Why on earth is the modern mortgage so damn complicated? In this short animated video, a16z General Partner Alex Rampell takes us through the history of the American mortgage, all the different processes and players that the mortgage today entails … fintech economics financial services histor

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Do startups ever have one founder with substantially more equity than the other founder(s)? Does this work?

SaaStr

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”.

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.

Working as a designer in a foreign language

Inside Intercom

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.

Churn Rate: How High is Too High? A Meta-Analysis of Churn Studies

Cobloom

Customer churn is bad. As a statement, that's uncontroversial. But for all its truth, it's also pretty unhelpful.

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Field Notes: Highlights from Huawei

Andreessen Horowitz

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 … China field notes tech is global trade

Why Tiny Start-Ups Can Still Beat The Big Guys. Hint: It’s Not Because Your Team Is Smarter or Better.

SaaStr

The main advantage is you can pursue a market or opportunity that is not worth their time. 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.

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.

Intercom on Product: How we unlock the power of feedback

Inside Intercom

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.

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Why sales pipeline metrics are meaningless—when numbers mislead salespeople

Close.io

“We increased year-over-year sales by 150%!”. Our newsletter averages a 75% open rate!”. “I I doubled the monthly views on our blog!”. This marketing bot boosts engagement over 17x!”. I hear breathless claims like this all the time. You probably do, too.

How to develop a success management strategy

Chart Mogul

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.

Top 10 Lessons Learned in Getting to $100M ARR with Adaptive Insights (Video + Transcript)

SaaStr

Tom Bogan, CEO of Adaptive Insights, a Workday company, will review the key principles to building a successful SaaS company. From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS companies. Want to see more content like this?

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.