Sat.Aug 17, 2019 - Fri.Aug 23, 2019

The Next Generation of Cloud Security Startups

Andreessen Horowitz

The recent Capital One data hack and breach that compromised sensitive information for 106 million people, including 140,000 Social Security numbers and 80,000 bank account numbers, was executed by a single hacker who exploited a well-known vulnerability in cloud-based SaaS … cloud computing enterprise & SaaS news security & privacy 16 Minutes

Cloud 79

The Full Guide to ARPU for SaaS Companies

Chart Mogul

Average revenue per user (ARPU) is one of the most important measures needed to understand the quality of revenue SaaS companies generate. At first glance, ARPU looks like a weird metric to track — why should I care about the average customer and the price they pay?

The Customer That Needs a Champion: Your Free Customers

SaaStr

I am a big believe in Free editions — when they work. At EchoSign, we launched not only with a Free edition, but we launched 100% Free. We thought it was a great marketing strategy, back in the day. It really wasn’t for a B2B product. At least, not at first.

How SaaS Is Changing the Way We Work

Entrepreneur - SaaS

Business operations are constantly evolving, and Software as a Service has spurred a great leap in the right direction. Technology

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.

Your 7-Step Essential User Onboarding Checklist

Cobloom

Your user onboarding process can make-or-break your SaaS business. Done well, it positions your service as the ideal solution to a problem your user is experiencing by providing real, demonstrable value from first use.

More Trending

The Essential Driver Behind Product Adoption, Retention and Growth

OpenView Labs

Editor’s Note: This article was first published on Userlane’s blog here. . A successful SaaS business model that leads to product adoption revolves around three basic principles: value, retention and advocacy. Providing customers with value is the initial trigger of product adoption.

Influencer Marketing for Subscriptions: Best Practices & Improving ROI

Rebilly | Insights Into Subscription Billing

In our previous guide to influencer marketing, we covered finding and choosing the right influencers for your industry and goals, how to contact them, and how much to expect to pay. Today’s post will continue and cover how to calculate and improve your ROI, along with three best practices to keep in mind as you create your campaign. How do I calculate my influencer marketing ROI? With any kind of marketing campaign, it’s important to track your metrics and make decisions based off the data.

The Sendgrid Journey: Scaling From Growth Stage to $2B Acquisition in 4 Years (Video + Transcript)

SaaStr

Since Sameer joined SendGrid at CEO in 2014, the company has quadrupled its revenue, more than doubled its employees, experienced a successful initial public offering and was recently acquired by Twilio in a transaction valued at approximately $2 billion.

9 ways to improve email deliverability

Close.io

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics.

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.

How Much Should I Pay My Employees? An Introduction to Compensation Philosophy

TechStars

Developing a compensation philosophy—and doing so sooner rather than later—is one key way to get compensation right. But what exactly is a compensation philosophy, and how do you go about developing one for your startup? .

Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business.

SaaStr Podcast 259 with Pipedrive SVP of Global Sales Tara Bryant — August 23, 2019

SaaStr

Ep 259: We often focus on the positive sides of growth—but what about taking a look at the ugly sides?

Sales 162

The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany

Predictable Revenue

Effective event outreach takes alignment with marketing, an age-old hurdle for sales teams, and a keen focus on your buyer personas. We'll teach you how to craft a solid event strategy – including sales development tactics to either invite people or book meetings.

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?"

Persuasive Words and Phrases: the Good, the Bad, and the Silent

Sales Hacker

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all.

July Sales Spotlight

InsightSquared

The end of of the month is always a busy time for every organization. For the team at InsightSquared, it is also much anticipated for another reason: our monthly company lunch.

Sales 156

“5 Steps to Launching a Product” Cloudflare Head of Products Jen Taylor (Video + Transcript)

SaaStr

The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers.

Intercom’s Jonathon Colman on why content designers should do less

Inside Intercom

I’m excited to be joined today by Intercom’s own Jonathon Colman, a senior designer who came to us by way of the Nature Conservancy, REI and five and a half years at Facebook, where he most recently worked as a UX Content Strategy Lead for Marketplace.

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.

Customer Satisfaction Best Practices You Need To Know

Totango

When you meet a customer’s expectations, you make them happy. That’s the basic concept behind customer satisfaction. Sometimes, however, the potential value of your product or service outstrips customer expectations.

Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business.

What are the biggest mistakes first-time startup founders make, and how can they be avoided?

SaaStr

Here’s my list in SaaS: Being reluctant to go up-market. Not everyone should go up-market. But if you have a bunch of $5 a month customers, and then a few offer to pay you $500 a month, at least seriously consider it. Even if you don’t like sales, or big companies, or whatever.

11 Frameworks for Product Innovation

Baremetrics

Who doesn’t want to be innovative? If you asked a room full of CTOs… not a single hand would go up. But what is product innovation in the first place?

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.

How to Get Better at Sales (Essential Guide and 4-Step Checklist)

Sales Hacker

If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. .

Sales 98

Avoiding the Ten-Year Stock Option Trap (and Other Stock-Option Considerations)

Kellblog

I’ve increasingly spoken to startup employees who find themselves in a difficult trap. Let’s demonstrate it via an example: Say you joined a startup in September 2009 as an early employee and immediately received a stock-option grant of 400,000 shares with a strike price of $0.10 when you joined.

I just received a Series A term sheet from a VC. Another VC is considering making a competing offer and has asked me for the details of the first term sheet. What are the expectations and etiquette around sharing this info?

SaaStr

I think sharing your expectations, at a minimum, will likely save time. Most VCs have a range they are comfortable investing at, both in an absolute sene (e.g., “$3m is my biggest check” or “$20m pre is the highest we do), and also relative to a set of progress, risks, and metrics.

How to Measure User Adoption and Increase Your Rates

Totango

Metrics are a means to an end. They are not a goal in and of themselves. Their importance lies in their ability to reveal the customer experience of the product or service so you can add value to that experience and maximize the growth of both the customer and your own enterprise.

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.