ProfitWell
DECEMBER 13, 2019
The goal in SaaS sales is not to convince your customer to buy your product there and then—it’s to win that customer over to your product for a lifetime. It’s a daunting challenge, requiring a thorough understanding of your customer’s needs and wants, and it requires a great deal more commitment on the part of the salesperson than a traditional product sale.
Intercom, Inc.
DECEMBER 10, 2019
Our industry is in the midst of a big philosophical debate about the fundamental way of thinking about how we build our products, with the focus shifting from the outputs of what we build to the business outcomes generated by those outputs. We’ve been thinking deeply about how to make this change in our own organization, with Des and Paul leading our discussions about it.
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Baremetrics
DECEMBER 12, 2019
Growth hacking. Growth marketing. Whatever you call it, growth is a key goal for businesses. Some might even say it is the sole aim for most businesses. Especially as the majority of a business’ activities are structured around growing one’s audience, sales funnels, budgets, and influence. For senior executives, CEOs, and founders, instilling a growth mindset in employees is a major key to success.
Predictable Revenue
DECEMBER 11, 2019
Relevance is how your product or service can help your prospect, and trust is the degree to which they believe you. When these elements are working in unison, they become a powerful force – the aforementioned spear – in starting sales conversations. The post The Importance of Relevance and Trust in Outbound Sales appeared first on Predictable Revenue.
Speaker: Timothy Chan, PhD., Head of Data Science
Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.
SaaStr
DECEMBER 9, 2019
(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Why do customers buy so much on the last day of the month? Great for sales reps looking to hit their quota.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Totango
DECEMBER 12, 2019
A strong customer relationship can last for years. How do you begin to manage all the potential outcomes, needs, and variables that determine the path ahead? Break it down into small steps. The customer lifecycle management process segments the customer journey into stages, including onboarding, adoption, escalation, and renewal. This modular approach lets you focus on goals-based, results-driven KPIs that guide the customer and help them reap benefits from the use of your product.
SaaStr
DECEMBER 10, 2019
Bill.com is a bit — OK, maybe a lot — more lower profile than many of the SaaS Unicorns to IPO lately, but it’s one of my personal favorites. Why? First, we run SaaStr on Bill.com. We wouldn’t be able to approve bills, get paid, and pay our vendors effectively without it. I love Bill.com as a product. Also, Bill.com got started about the same time as Adobe Sign / EchoSign and I got to know second-time CEO Rene Lacerte a bit over the years and always thought he was bo
SaaStr
DECEMBER 7, 2019
A few years back, Aileen Lee and Cowboy Ventures put out 2 seminal posts on TechCrunch about Unicorns. The first one defined the Unicorn age in 2013, and the second one updated it in 2015. Many remember them just for data on Unicorns as they began to emerge from rare to seemingly everyday (100+ this year so far). But her and her team’s post also had tons of other amazing data, from what % of start-ups have solo founders to average age at inception.
Unbounce
DECEMBER 12, 2019
It’s been a heck of a year, hasn’t it? And it’s not over yet. Even if you’re still knee-deep in holiday and end-of-year promotions, it makes sense to take time to pause. Now’s the time to reflect on the challenges, opportunities, and accomplishments of 2019—before the crazy starts up again. With that in mind, we’re revisiting the big lessons drawn from our most popular pieces on digital marketing and landing pages.
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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.
Chart Mogul
DECEMBER 13, 2019
Getting a new customer on board is a happy time for every sales team, but it’s not quite the end of the road. The final step is the sales to customer success handoff process that lays the foundation for retaining customers successfully. Customer Success (CS) professionals know that a client’s handoff from sales is a critical point of the customer journey.
Predictable Revenue
DECEMBER 12, 2019
The target account list: the backbone of every salesperson’s day, quarter, and year. It’s the roadmap, the blueprint, the keys to the kingdom. And penetrating your target account list, starts with preparation. You’ve got to know what’s on that list before you pick up the phone. The post Using the phone to penetrate your target account list with Catherine Brinkman appeared first on Predictable Revenue.
Cobloom
DECEMBER 9, 2019
The health of your SaaS business is directly tied to its ability to retain customers. This means championing customer success right from the early stages of your business: for their benefit, and yours. Today I’m looking at how you identify and understand your customers’ success factors, and how this will help to grow your recurring revenue.
Sales Hacker
DECEMBER 9, 2019
Are you looking for B2B sales techniques that actually work? You’re not alone! Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. What I found was shocking!
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Outdated or absent analytics won’t cut it in today’s data-driven applications – not for your end users, your development team, or your business. That’s what drove the five companies in this e-book to change their approach to analytics. Download this e-book to learn about the unique problems each company faced and how they achieved huge returns beyond expectation by embedding analytics into applications.
Teamgate
DECEMBER 11, 2019
Startups – they can either be exciting, scary or both at the same time. The prospect of getting into business to address a pain point someone or another has experienced can be daunting, and thinking about how to keep your startup sustainable and profitable can also be a little frightening. But growing a startup (and keeping it afloat) is easier now more than ever.
The Daily Egg
DECEMBER 10, 2019
With the holidays around the corner, the time crunch is on for businesses to use every tactic available to bring in the most customers and make the highest number of sales. But with only so many hours in a day, it’s tough to know what activities are going to be the biggest bang for your […]. The post CRO Made Easy: Contact Page Edition appeared first on The Daily Egg.
SaaStr
DECEMBER 9, 2019
We’re heads down for SaaStr Annual 2020 in March (and SaaStr Europa in Paris June, tracking to 3,000+). But you wanted us to come to Asia, so we are — finally! SaaStr East is a GO! We’ve booked the stunning Gardens-by-the-Bay in Singapore on October 21-22: 1000+ SaaS and Cloud founders, VCs, and execs. 200+ Mentoring sessions. 100+ VCs. 20+ Speakers. 2 Stages. 2 Nights of Parties. 1 Full Day (October 22) of content.
Intercom, Inc.
DECEMBER 12, 2019
Most SaaS companies start with a free software offering – providing a preview of their product’s capabilities before encouraging their users to grow into pro or enterprise solutions. Vidyard did the opposite. Instead of capturing small businesses and then trying to upgrade them to paid plans, the video hosting and analysis startup attracted larger companies, then worked backwards.
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
Andreessen Horowitz
DECEMBER 12, 2019
Many skeptics thought the internet would never reach mass adoption, but today it’s shaping global culture, is integral to our lives–and this is just the beginning. In this conversation from our 2019 Summit, Kevin Kelly (Founding Executive Editor, WIRED magazine) … The post Why We Should Be Optimistic About the Future appeared first on Andreessen Horowitz.
Groove HQ
DECEMBER 11, 2019
If you’re searching for customer service apps, chances are you’re looking for something quick and easy to lighten your support load. This list compiles the top apps to help customer service teams save time, reduce effort, and provide holistic customer support. In no particular order, the ten best customer service apps are: Facebook Twitter Shopify […].
SaaStr
DECEMBER 8, 2019
Q: Why would an investor invest in a pre-revenue company? This is an important question to understand. If you don’t understand it, it’s hard to understand how early-stage venture capital works. If you are a start-up investor, in a perfect world, you would wait. As long as you could. To get more data, more information, more traction. To see if the team can really do it.
Net-Results
DECEMBER 11, 2019
There are 2 certainties with respect to the future of personalized marketing: The ability to deliver personalized marketing will continue its evolution toward becoming a commodity capability (easy to execute, affordable for the “masses”). It’s easier than ever to gather data and leverage that data to personalize marketing across channels.
Advertiser: Data Robot
The buzz around generative AI shows no sign of abating in the foreseeable future. Enterprise interest in the technology is high, and the market is expected to gain momentum as organizations move from prototypes to actual project deployments. Ultimately, the market will demand an extensive ecosystem, and tools will need to streamline data and model utilization and management across multiple environments.
FastSpring
DECEMBER 12, 2019
Think that your checkout experience is up to scratch? Think again. There is a reason why customers are abandoning their carts at your checkout and not completing their transactions. A lot of the time, an online checkout just isn’t optimized to boost sales. In simple terms, your checkout touchpoints didn’t live up to what your customers expected. It might be your payment options, your billing process, or just how the overall visual experience of your checkout itself.
Casey Accidental
DECEMBER 9, 2019
As a leader of a large team, the members of my team tend to have pretty well-defined roles, like designer, or product manager, or researcher. They also tend to interface with other employees of the company with pretty well-defined roles like engineers, analysts, data scientists, etc. Now, most of the time, these well-defined roles operate in cross-functional teams.
SaaStr
DECEMBER 13, 2019
Q: What is the best sales advice you can give? I’m actually not that good at sales myself. But I have observed a lot of successful sales folks and leaders. Here’s my Simple Guide To Be In The Top 25% of Sales Reps: Sell a product you truly believe in. If you don’t, sell something else. You won’t go the extra mile if you don’t believe. Know the product cold.
Unbounce
DECEMBER 10, 2019
It’s a vicious cycle that many SaaS marketers fall into—you’re trying to hit your lead-gen targets, but your budget and resources are tight. So you turn to a quick, one-off campaign to generate some leads. Then, once that campaign runs its course, you start planning the next one. And so on. (And so on.). While this cycle can be effective in the short term, it’s just not sustainable.
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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.
FastSpring
DECEMBER 10, 2019
In the midst of all the holiday madness, it’s important to take a step back and reflect upon the goals you have for your business in the new year. While resolutions can often become just the empty promises we make to ourselves about this finally being the year we commit to going to the gym every day–our Ecommerce Resolutions for 2020 guide is different.
Teamgate
DECEMBER 12, 2019
The point of running a business is to make a profit through sales of your product or services. Digital marketing allows us to generate more leads, reach out to wider market space, and gain information that could help us develop a smarter business strategy. That’s why we are going to let you in on some of the top sales conversion tips that you can incorporate within your strategy and generate sales quickly. 1.
SaaStr
DECEMBER 10, 2019
Q: What happens to the founders after big tech acquisitions? It varies, but generally, the acquirer identifies which founders it really wants to keep … and then places a series of carrots and sticks in front of them to get them to stay. The carrots often include: Additional shares / equity, often 20%+ more, with new vesting. Be it options, RSUs, or other vehicles, if the acquirer wants the founders to stay, they’ll generally come up with retention bonuses equal to at least 20% of the considerati
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