Sat.Apr 06, 2019 - Fri.Apr 12, 2019

Is every company destined for freemium?

ProfitWell

On this episode of the ProfitWell Report, David Bj örk , Co-Founder and CEO of Webforum , wants to know the possibility of every company going freemium in the future.

Don't just sell your product—sell your philosophy, too

Close.io

I was at a conference recently and a startup came to me with an interesting problem. They were a very successful startup. They’d scaled up to 100 team members. They’d raised a lot of money. Their product had a lot of traction in the market. This was definitely a company that was going somewhere.

5 Interesting Learnings From Zoom. As It Gets Ready to IPO.

SaaStr

Much has been written about Zoom’s impressive financials as it prepared to IPO, growing > 100% at $425m+ in ARR!

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Five years later: Five ways to build a $100 million SaaS business

The Angel VC

Back in 2014, I wrote a post titled “Five ways to build a $100 million business”.

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.

Want 98% Open Rates? Launch An SMS Marketing Program For Your Online Store

The Daily Egg

SMS marketing is gaining more and more traction as a way to communicate important updates to customers about their orders, keep shoppers engaged, and move them through the sales funnel. Not only is SMS quick and easy to set up, but statistics suggest customers prefer text updates over email.

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Teaching a VC How To See

TechStars

Mary Haskett, founder and CEO of Blink Identity , had a problem. Time after time, she and her cofounder, Alex Kilpatrick, would walk into an important meeting—often with a potential investor—and Alex, a man, would get the handshake.

More Trending

Hustle As Strategy

Tom Tunguz

In a world where there are no secrets, where innovations are quickly imitated or become obsolete, the theory of competitive advantage may have had its day. Realistically, ask yourself, If all your competitors gave their strategic plans to each other, would it really make a difference? In 1986, Amar Bhide wrote “ Hustle as Strategy ” for the Harvard Business Review. At the time, he was an assistant professor at HBS. He examined the dynamics within the financial services market.

How Lessonly’s Kyle Roach teaches his team to sell the dream

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. The post How Lessonly’s Kyle Roach teaches his team to sell the dream appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Create a High-Performance Sales Culture Starting Today (with 7 Must-Have Habits)

Sales Hacker

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter.

Why do big companies buy small companies instead of competing?

SaaStr

Time , and sometimes, talent. Yes, any top-tier Big Tech Company can clearly compete with any start-up. Be under no illusions that they can’t.

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.

5 Ways to Generate B2B Leads without Creating New Content

OpenView Labs

Generating high-quality content on a consistent basis has become one of the most critical tasks in any online marketing strategy. And for a good reason. A well-written piece of content published on your website can help boost your ranking on search engines.

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Build an Outbound Program right the first time

Predictable Revenue

This is an excerpt from the 2nd edition of 'From Impossible To Inevitable' by Aaron Ross. The post Build an Outbound Program right the first time appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales. Blog Book First Million

How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

Sales Hacker

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. And more than likely, they’ll still fall short of reaching their goals. Clearly, new strategies alone aren’t enough to motivate a sales team.

The Week In Cloud: April 7, 2019

SaaStr

Join our Quora group to get all of The Week in Cloud updates throughout the week. These options can be particularly appealing to SaaS companies with their recurring revenues: For now, hybrid cloud is what a lot of the biggest enterprises still want: Wow, Apple Music passes Spotify in the U.S:

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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 Complete Guide to Improving Your Customer Success Health Score

Totango

An illuminated “check engine” light is scary because it doesn’t offer any solution. There could be any number of reasons why that little beacon has been lit. For many, “check engine” may as well just say “car broken”—and that’s terrifying. The lesson is that our early warning systems are only as valuable as the responses they trigger. This is certainly true of the customer success health scores used to monitor the status of customers.

Five Subscription Business Struggles – And How to Fix Them

Rebilly | Insights Into Subscription Billing

You run a subscription business for several reasons — not least is the advantage of having predictable, recurring revenue. And you’re not the only one.

PODCAST 52: Building Sales Coaching and Training Framework w/ Rob Jeppsen

Sales Hacker

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast.

5 Things You Need to Do to Create a Category with Gainsight (Video + Transcript)

SaaStr

Building a company is hard enough, but what if there’s no clear market to launch into? That’s the situation Gainsight CEO Nick Mehta and CMO Anthony Kennada found themselves in when they joined the company that would become Gainsight in 2013.

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.

Understanding your “aha” moments and putting them to work

Inside Intercom

Whenever I conduct research with customers on how they onboard users to their product, I’m always fascinated by how often the term “aha” moment comes up.

How to Calculate and Improve Your Customer Retention Rate

Totango

Customer retention is the lifeblood of any savvy enterprise. It’s the only way to be successful in this customer-centered economy and ensure scalable long-term revenue. To retain customers, companies must make the customer experience better and ensure customers never stop seeing value from their product or service.

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

Sales Hacker

Imagine knowing the actual close date of a deal months in advance…. Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal.

OK, It Took a While, But Our Instagram is Finally Good

SaaStr

SaaStr was super-early to Quora, was blogging in SaaS before blogging in SaaS was hot … but we struggled with what to do with Instagram. Thanks to our new marketer Faith Story, it’s finally a good product!

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.

How marketing helped Segment go from 6 months runway to a $1.5 billion dollar valuation

Inside Intercom

Six years ago, Segment were just four engineers sitting in an apartment on Russian Hill in San Francisco. They had a great product, a few hundred customers but there was a problem – they had just 6 months of runway.

How to Help Your People Grow: Creating a Culture of Feedback

OpenView Labs

Too many people operate under the false assumption that the manager is the de facto linchpin to growing and developing the people within an organization. This “Myth of the Manager” overlooks the fact that very few managers are actually equipped or empowered to take on that responsibility.

5 Myths About Working with Millennials in Sales (Debunked!)

Sales Hacker

Summary: Society has no shortage of opinions on the unique workplace habits of Millennials. The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals.

From Freemium to Explosive Growth in a Crowded Market – 8 Years of Learnings with Zoom (Video + Transcript)

SaaStr

Join Zoom Founder and CEO Eric Yuan and SaaStr COO Mallun Yen as they delve into the secrets of Zoom’s success.

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.

a16z Podcast: Fintech for Startups and Incumbents

Andreessen Horowitz

In this episode — which originally aired as a video on YouTube — a16z general partner Alex Rampell (and former fintech entrepreneur as the CEO and co-founder of TrialPay ) talks with a16z operating partner Frank Chen about the quickly … fintech mobile payments financial services

Why Hiring Senior Leaders Early Is Worth the Investment

OpenView Labs

There’s no other way to put it. Getting hiring right is absolutely critical. Any VC will tell you that the first thing they look for in an early stage company is a truly special team. But that’s only half of the story.

Stop Cold Calling: Get the One-Call Meeting

Sales Hacker

Sales teams struggle to get a consistent stream of qualified leads in the pipe and consistently score meetings with decision-makers. But picture a world where you’ll only talk to people who want to talk to you, get meetings with one call, and collapse your prospecting time.

Should more companies going public follow Zoom’s example, doing it on expectations for GROWTH instead of for profitability?

SaaStr

Well, Zoom did both. It is both one of the fastest growing SaaS companies of all time AND one of the most capital efficient relative to its peer group. What’s the secret?

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?"