Sat.Jul 20, 2019 - Fri.Jul 26, 2019

8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook

Predictable Revenue

8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth! The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue. B2B Blog

Rethinking the Product Demo for Product Led Growth

OpenView Labs

Full disclosure: I started out my software career as a pre-sales engineer. Call me biased, but what other job inside a software company allows you to exercise so many skills at one time? Part show person, part geek, part industry expert, part teacher! I love the pre-sales role and the demo.

B2B 67

When and how should SaaS startups offer reduced pricing?

SaaStr

For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand.

4 Stupid Simple Ways To Increase Product Page Conversions (Today)

The Daily Egg

Everybody is always looking for the next great marketing hack. The next great tactic that is going to skyrocket their sales and company growth. That one glorified A/B test to change everything… But more often than not, this leads to neglecting key factors that we know impact sales.

Sales 213

What Is (and Isn’t) Product Management?

Speaker: Steve Johnson, VP of Products, Pragmatic Institute

Product Management is one of the most exciting - and most misunderstood - functions in technical organizations. Is it strategic or tactical? Is it a planning role or a support role? Many product professionals are unclear about what is (and isn't) product management. After all, product management spans many activities from business planning to market readiness. In this session, we’ll examine many product activities and artifacts for product strategy, planning, and growth, and introduce a simple tool that you can use in your organization to clarify the roles of product management and others. Steve Johnson explores the many roles of Product Management in this fun talk focused on why product managers should obsess on problems instead of solutions.

7 Biggest Trends in Content Marketing You Shouldn’t Ignore in 2019

Incredo

In digital marketing, content dominates and acts as the main selling point. Content is king in the digital world as we can't do without it. But content marketing requires proper planning, after which it will be able to provide the desired results. Other

Sherri Hammons on staying humble and staying strong

TechStars

As a successful woman CTO, Sherri Hammons is well known for being both humble and strong. Her Oklahoma childhood taught her the importance of always giving (and how to get back on the bucking bronco).

More Trending

Why Your Website Needs Infographics

The Daily Egg

The internet is suffused with data that is ever-flowing and ever-changing. Keeping your audience engaged with your content, whether it is on your website, social media, or newsletters, is, unsurprisingly, a hard task for businesses.

Notes from Office Hours with Guillaume Cabane

Tom Tunguz

A little while ago, we were lucky to host Guillaume Cabane at Office Hours in a new format: 30 minute 1-on-1s with a few companies. It was a huge success and a format that we will continue because of all the learning. Guillaume was kind to share some takeaways from the event below. If you’re in B2B SaaS, you most likely have a finite TAM. For the love of ARR, please get the exact list of all accounts in your TAM (at least US). Do some simple math to output a predicted value per account.

B2B 135

Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.

Predictable Revenue

We breakdown the role confidence plays in a successful sales career. We give you actionable advice on how to inspire confidence in your sales reps. The post Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.

How long does it take to negotiate a term sheet? Who should open the negotiation on valuation – VC or entrepreneur? What are the top tips for entrepreneurs preparing for a term sheet negotiation?

SaaStr

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling.

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.

LaunchPad Lift Student Business Spotlight: Visos

TechStars

Highlights of student-led ventures participating in LaunchPad Lift, part of the Blackstone LaunchPad® powered by Techstars® entrepreneurship program.

Why Customer Success is Important in the Modern Age

Totango

Times are changing. The old sales idea of courting and closing a customer in a single effort and considering their value “bagged” from a one-off transaction is as antiquated as dial-up modems.

Hipcamp

Andreessen Horowitz

We have had a long history of making investments in strong marketplaces that connect buyers and sellers. Marketplace startups can simplify otherwise complex, disorganized ecosystems like transportation, hotels, groceries and others, and create wonderful businesses along the way.

How do VCs value startup?

SaaStr

There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers.

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.

90-Second Pre Call Planning: A Simple Process for Cold Calling Success

Sales Hacker

As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected.

Customer Success and Sales: How They Work Together

Totango

What’s better for your business to focus on: customer success or sales? Customer success is the practice of cultivating deep and lasting relationships with your customers, which can unlock lasting customer lifetime value for your business.

Foundations to build on: Intercom’s principles for building product

Inside Intercom

Clear guiding principles are the best way to scale a team while keeping them aligned. Without a set of principles, organizations begin to fracture.

SaaStr Scale is coming to SF! Here is what you need to know.

SaaStr

SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With about a month left to go, here is who you can expect!

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.

So You’ve Qualified Your Prospect (Here’s What NOT to Do)

Sales Hacker

We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them.

Ten Ways to Get the Most out of Conferences

Kellblog

I can’t tell you the number of times, as we were tearing down our booth after having had an epic show, that we overheard the guy next door calling back to corporate saying that the show was a “total waste of time” and that the company shouldn’t do it again next year.

Intercom on Product: The principles behind how we build

Inside Intercom

Today’s episode of Intercom on Product is all about principles. We use product principles a lot in Intercom to guide us, in terms of how we build, what we build and how we make decisions.

Cloud Daily from SaaStr Crosses 100,000 Followers. Lessons Learned.

SaaStr

So about 6 months ago, Quora launched a new core feature into beta, “Spaces” Space is basically a feed for content around a topic, but can easily incorporate content from other sources. So we decided to hack it a bit and use it as a feed to share our favorite 3-4 Cloud stories a day.

Cloud 182

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.

Top Communities for Women in Sales & Revenue (And How They’re Changing the Game)

Sales Hacker

Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women.

5 ways to overcome the "Your product is too complicated" sales objection

Close.io

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated. And that can make for a hard sell. "It

Eyes on the future – How to predict your revenue with sales forecasting

Inside Intercom

We all know it’s impossible for a sales team (or anyone for that matter) to predict the future. But with rigorous sales forecasting, they can actually get pretty close.

Is Salesforce worth the money if you only have a database of 100 customers?

SaaStr

Yes — because you likely have 1,000+ prospects already in your “database”. You need a CRM not just to manage your closed customers, but to manage your prospects. To track them. To share data on them. To nurture them.

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.

How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue

Sales Hacker

Forecasting the business in spreadsheets was not working for TrendKite, an innovator in the digital public relations space, growing 60% YoY. Learn how they added visibility, rigor, and efficiency to their sales process that set them up for a successful merger with their prime competitor, Cision.

Incomplete Contracts (and Scaling Crypto)

Andreessen Horowitz

One way to think about various kinds of crypto projects is through the lens of contract theory. An axiom of this area of legal scholarship states : “all but the simplest contracts are incomplete” That is, contractual arrangements cannot anticipate … cryptocurrencies & blockchains

How do subscription companies in the EU differ from those in the States?

ProfitWell

This week, we keep it going on the ProfitWell Report by looking at how another SaaS ecosystem compares to the United States. Chris Heron from Visibly asks us: How do subscription companies in Europe differ from their counterparts in the United States?

When offering equity compensation, what should founders consider to make sure employees benefit fairly from a liquidity event?

SaaStr

Bear on thing in mind: You can fix a lot of things in equity later before you sell — if you are still in charge. So you can always grant more equity to someone that outperforms, is promoted, etc. on your watch. But you can fix very few things during (or even just before) most acquisitions.

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?"