Sat.Jun 15, 2019 - Fri.Jun 21, 2019

Slack’s IPO Is Going to Be a Success. Here’s Why

Chart Mogul

SaaS companies have a lot to learn from Slack's relentless focus on building a great product and aligning it with a business model that supports it. Slack will go public later today on a $15.7B valuation , the biggest SaaS IPO in history and the first direct listing of a SaaS company.

The SaaS Valuation Environment in Mid-2019

Tom Tunguz

Every six months or so, I take a look at how the public markets are valuing next-generation software companies. There’s been quite a bit of volatility over the last five years, and this update is no exception. As of mid-June, the public markets value software companies at all-time highs.

Slack’s Ceci Stallsmith on marketing your product platform

Inside Intercom

We launched the Intercom App Store more than a year ago. And as the Group Product Marketing Manager for Platform here at Intercom, I’ve loved seeing all the creative apps our partners have built.

Building a Customer-Centric Company: Five Best Practices for Growing to Multi-Digit ARR with Segment and Aloglia (Video + Transcript)

SaaStr

Join Algolia CEO Nicolas Dessaigne and Segment VP of Marketing Hollie Wegman for a session discussing best practices for growing your ARR in your SaaS. Want to see more content like this? Join us at SaaStr Annual 2020. Nicolas Dessaigne, CEO @ Algolia. Hollie Wegman, VP of Marketing @Segment.

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 Use Keyword Analysis to Understand Your Customers

The Daily Egg

Keyword analysis has always been a vital element in every SEO strategy. You’d typically use it to identify what words people are typing into search engines to find your business and your products or services. But this application of keyword analysis is very one dimensional.

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Redpoint SaaS Startup Key Metrics Template

Tom Tunguz

Over the last decade or so, I’ve compiled a metrics sheet to summarise a SaaS business. While no living document like this is ever perfect, this is currently the best board-level summary of the overall health of a business I have found. I’m sharing it so that others may benefit and improve it. If you have suggestions, please email me. Redpoint SaaS Metrics Template. The template is broken into six sections: People, Bookings & Revenue, Cash, Sales, Marketing, Customer Success.

How Bridge Rounds Work in Venture Capital: Messy, Full of Drama, and Not Without High Risk

SaaStr

I’ve watched many bridge rounds over time from a far, and took $500k in bridge capital at EchoSign myself when our seed round didn’t end up being quite enough to get us to the Series A. But I haven’t really seen bridge rounds from the other side, as an investor, until recently. That’s mainly because over the past 2 years I’ve invested in more early-ish seed companies (vs later seed companies), that often end up needing a second seed, or bridge.

How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais

Predictable Revenue

Find out why, and how Spendesk evolved from having full stack sales reps to their current revenue pod structure. Each pod is a self-contained prospecting, sales, and onboarding unit.

Let’s Talk About Things That Matter

TechStars

We often don’t like to talk about things that make us uncomfortable. As a result, we try to change the subject and focus on the weather. The funny thing is, the weather is real, and if I tried to deny it, you would not talk to me. Let’s talk about the weather.

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.

Mattermost's $50M Series B

Tom Tunguz

Just a few months ago, we partnered with Mattermost and led the Series A. We believe that open source applications will be an important part of the future of software because of their security, lower costs of customer acquisition and the flexibility they offer customers. Today, Mattermost is announcing a $50M Series A from Y Combinator Continuity and Battery. I’m thrilled to partner with Ali Rowghani from YCombinator and Neeraj Agarwal from Battery for the next leg of the journey.

How did Saleforce got so big as a company?

SaaStr

Salesforce was an outlier (as you’d) expect from the #1 largest player in the industry. Look at their growth rate in the early years — even when Cloud was 100x smaller than it is today: Winning Strategies for Scaling Your Sales Team | SaaStr. Today, this type of growth, while crazy, is more common.

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What to Do About Low User Adoption

Totango

It’s been a little over a month since that enthusiastic new customer sailed through the onboarding phase. By now, they should be implementing your product into their daily workflow and enjoying the first signs of business value. Instead, your core metrics are telling you there’s something wrong.

A New Generation of VCs, A Virtuous Cycle

TechStars

There are now fourteen Techstars accelerator alumni or Managing Directors who have gone on to create new venture capital funds. We’re excited by this trend and have decided to highlight these funds on our web site as “ in-network funds.”. I already see a common thread between these funds: Give First and the Techstars Code of Conduct are ingrained in the fund managers.

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?"

Office Hours with Guillaume Cabane on June 27

Tom Tunguz

Next week, on the 27th of June, Redpoint will host Office Hours with Guillaume Cabane. Guillaume is an exceptional marketer. He built the highly successful growth practices at Segment and Drift. He stands out because of his persistence at the cutting edge. I remember when he told me of how he used the Clearbit Reveal API to change the content of conversations in Drift pop-ups to meaningfully improve conversion.

What is the best way to motivate a sales team?

SaaStr

The key to truly motivate a sales team, to excellence, is two-fold: They need to see the top reps making real money. Like, really good money. That will show everyone it is possible. That is can be done. And that maybe it isn’t even that hard if you hustle, listen and learn.

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How to Motivate your Reps (Tips from the State of Sales Performance Survey)

Sales Hacker

How do you ensure you’re maximizing your sales team’s potential? How do you inspire your team to go above and beyond what they think is possible? The answers may surprise you.

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The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Regardless of what you need to help propel your sales journey, the detailed methods outlined in our fifth e-book featuring renowned industry leaders will support you and your team. The post The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Sales Process

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.

How to Onboard New Clients in the Customer-Centered Economy

Totango

Imagine you’re a customer who’s just subscribed to a service or purchased a new product. In a perfect world, what would happen next? You’d probably begin using the product and discover it works exactly as described. The value of your purchase would be immediately apparent.

What is the psychology behind the B2B enterprise sale?

SaaStr

In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. And the average SMB buyer has already purchased 50+ apps. So your prospects and customers are veterans. The general pyschology thus is different than it used to be in SaaS.

3 Kickass Live Chat Campaigns You Can Create to Drive More Sales

Sales Hacker

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. But every time someone from sales says they’re taking an omnichannel route to drive sales without incorporating live chat or messaging in their sales funnel, I think, “ Huh? ”.

On CFIUS Reform: Examining the Essential Elements

Andreessen Horowitz

Editor’s Note: This testimony was delivered by a16z managing partner (and former chairman of the board of the National Venture Capital Association) Scott Kupor to the U.S. Senate Committee on Banking, Housing, & Urban Affairs as part of their hearings … China policy field notes M&A

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.

The evolution of how we celebrate Pride at Intercom

Inside Intercom

It is 50 years this month since the Stonewall riots in New York City, which were a response to discriminatory police raids against the LGBTI+ community. The Christopher Street Liberation Day March which marked the anniversary of the riots is considered to be the first ever Pride.

How do I find out how if my competitor is cold calling prospects?

SaaStr

Just assume your competitor is cold calling all your existing customers. They should be. Yes, sometimes the yield here can be low if your customers are very happy. But it is worth a shot if you have the resources and are in a competitive space.

PODCAST 62: Managing People and Incentivizing Sales Team w/ Kathleen Roberge

Sales Hacker

This week on the Sales Hacker podcast, we speak with Kathleen Roberge , Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.

Libra

Andreessen Horowitz

The internet has changed nearly every aspect of our lives, connecting us in ways that would have been hard to imagine even a decade ago. Today, we collaborate with colleagues, stay connected with friends and family, educate ourselves on new … cryptocurrencies & blockchains

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.