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

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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. We are truly living through a golden age of business software. While the core functionality of Slack is similar to IRC, it’s clearly something beyond the core product that has enabled Slack to become so valuable.

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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. The chart above shows the total enterprise value (TEV)/forward revenue multiple for the basket of public software companies.

SaaS 279
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Slack’s Ceci Stallsmith on marketing your product platform

Intercom, Inc.

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. One of the most successful platforms we and many others in the industry look up to for inspiration is Slack. And in case you had any doubt about their phenomenal growth, the company is going public this week.

Marketing 217
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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. FULL TRANSCRIPT BELOW. Nicolas: Hello. Hollie: Hi. Hollie: So, Nicolas.

Scale 128
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How Investors & Strategic Buyers Evaluate Integrated Payment Strategies

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.

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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. You only get a fair idea of what people are […] The post How to Use Keyword Analysis to Understand Your Customers appeared first on The Daily Egg.

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The evolution of how we celebrate Pride at Intercom

Intercom, Inc.

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. This major anniversary has been inspiration for us at Intercom to pause and re-evaluate our approach to Pride.

Education 171
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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.

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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.

Sales 113
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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.

Startup 163
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Monetizing Analytics Features

Think your customers will pay more for data visualizations in your application? Five years ago, they may have. But today, dashboards and visualizations have become table stakes. Turning analytics into a source of revenue means integrating advanced features in unique, hard-to-steal ways. Download this white paper to discover which features will differentiate your application and maximize the ROI of your analytics.

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What Type of Links Does Google Really Prefer?

Neil Patel

We all know that links help rankings. And the more links you build the higher you’ll rank. But does it really work that way? Well, the short answer is links do help with rankings and I have the data to prove it. But, you already know that. The real question is what kind of links do you need to boost your rankings? Is it rich anchor text links? Is it sitewide links?

Data 111
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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. See, e.g., Zoom, Twilio, Slack, Dropbox, etc. By growing so quickly, so early in the cycle of Cloud and SaaS, Salesforce was able to rocket to $1b in ARR before most SaaS apps really came into their o

Scale 181
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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. The post 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 appeared first on Predictable Revenue.

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[Brand Reveal] Let’s Make Extra Your New Normal

Unbounce

When we started Unbounce almost a decade ago, we were motivated by a clear vision: to help the world experience better marketing. Many marketers didn’t have the resources to build awesome campaigns on their own, so we set out to make it easy. There was also just so much bad marketing out there —spammy, inauthentic, half-baked. We wanted to empower every marketer to deliver remarkable experiences, convert more traffic, and get unbelievable results.

Branding 111
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Driving Growth, Customer Satisfaction, and Retention through Usage-Based Pricing

As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.

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9 SaaS Marketing Strategies Guaranteed to Improve Lead Generation

Nimble - Sales

If you’re having trouble driving organic traffic to your website (or blog post) and generating qualified leads to convert into potential customers, you’ve come to the right place. We’ve compiled a list of top SaaS marketing strategies that will help you take your lead generation to the next level, and considerably improve your ROI. Here […]. The post 9 SaaS Marketing Strategies Guaranteed to Improve Lead Generation appeared first on Nimble Blog.

Strategy 109
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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. The ideal flow is: Marketing generates awareness. Marketing (demand gen) and/or Sales (outbound) generates leads.

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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. According to the first-ever State of Sales Performance Survey , in partnership with Sales Hacker, Ambition, Gong, AA-ISP, Vidyard, and Factor 8, the key is modern sales performance management.

Scale 102
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[Brand Reveal] Celebrating You with a New Look

Unbounce

Inspired by extraordinary marketers like you, we’re revealing a new brand identity and message. We want to empower you to do your absolute best work. To go above and beyond. To strap a rocket on your marketing then climb on as you light the fuse. We’re not about hum-drum campaigns, and neither are you. Ultimately, we want to help you make extra your new normal.

Branding 110
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How to Achieve Product-Market Fit

Speaker: Dan Olsen - Product Management Trainer and Consultant, Author, and Speaker

Everyone working on a product is trying to achieve the same goal: product-market fit. But most products fail to do so. In this webinar, product management expert Dan Olsen will share his simple but effective framework for achieving product-market fit from his book The Lean Product Playbook. He will explain his Product-Market Fit Pyramid and The Lean Product Process, a 6-step methodology that guides you through how to: Determine your target customer Identify underserved customer needs Define your

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5 Road-Tested Strategies to Fill Your Sales Pipeline (and Even Re-plumb it)

Nimble - Sales

It’s not just consumers that want a personalized customer experience when they interact with a brand, online or offline. Today’s businesses also want that same experience; where the brand knows and suggests things that they personally need or want. Here are some strategies you can adapt to personalize the experience for your business customers to […].

Strategy 105
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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. Not everyone needs to make huge bucks. But the top 10%-15% do. A great VP of Sales / boss.

Sales 166
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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? ”. Don’t get me wrong… I am all for well-thought-out email blasts and industry events.

Scale 96
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Slack

Andreessen Horowitz

Investing is a competitive game in which a few big winners make all the difference to a firm’s success. When a company as successful as Slack goes public, it’s always tempting for an early-stage investor to claim some credit.

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6 Reasons Why Your Integrated Payments Strategy Could Fail

If you're in the software industry grappling with integrating payments into your business model, understanding where others have stumbled can be a game-changer for your revenue goals. Discover 6 key reasons behind the struggles many face. The challenge goes beyond the technicalities of integrating a payment system; it delves into the strategic oversight of revenue shares, negotiations with payment providers, and the full exploitation of potential revenue streams.

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How to Write a Newsletter That Turns Clicks into Conversions

Nimble - Sales

Source Email marketing is a very valuable tool that is often underappreciated by companies. It’s a unique opportunity to connect directly with your customer base and to be in near constant contact with people who have already expressed an interest, either through a past purchase or through voluntarily giving their email out of a genuine […]. The post How to Write a Newsletter That Turns Clicks into Conversions appeared first on Nimble Blog.

Marketing 101
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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. Second, assume your competitor has a database of when your contracts are up for renewals, and does campaigns around those dates.

Marketing 155
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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. The customer’s usage rates are low. They’re not regularly accessing key features.

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How to Shift Freemium Customers to Paid Customers

FastSpring

Everyone likes free stuff. If you’ve ever been to Costco during sample time, you know what I’m talking about. People will eat little pizza samples all day, but the big question is, “Will they actually make it to the freezer aisle?”. Giving away free samples is a great way to get people’s attention, but it usually isn’t good for your bottom line. At some point, you need to get your samplers to become paying customers.

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How To Package & Price Embedded Analytics

Just by embedding analytics, app owners can charge 24% more for their product. How much value could you add? This framework from Software Pricing Partners explains how application enhancements can extend your product offerings. You’ll learn: How to take a disciplined approach to pricing The three elements of the Packaging Decision Framework Ways to structure your new embedded analytics offering Download the White Paper to learn about How To Package & Price Embedded Analytics.

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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.

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SaaStr Crosses 50,000,000 Views on Quora; Our Top Recent Answers

SaaStr

We passed a new milestone on Quora — crossing 50,000,000 total views. As you can see, views dropped a bit and then rebounded strongly in the past few months. With that, here are the top/most popular recent answers: Do CEOs have personal assistants? What was the biggest ousting of a CEO that ever occurred? What makes a bad CTO? Do startups ever have one founder with substantially more equity than the other founder(s)?

CTO Hire 151
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Dexter Battle, formerly of Slalom Consulting, Salesforce, and Apttus, joins Navint’s Growing Salesforce CPQ and Billing Practice

Navint

Chicago, IL – June 18, 2019 – Navint Partners , a management consulting firm offering end-to-end strategic, operational, and technological delivery capabilities focused on Lead to Renewal success, today announced that Dexter Battle has joined the Salesforce practice as Chief Architect. “As our Salesforce CPQ and Billing practice continues to grow, we are committed to attracting top-tier talent to the firm to serve our clients,” said Jim Martindale, CEO and Managing Director at Navint.