Sat.May 02, 2015 - Fri.May 08, 2015

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A closer look at the 6 things to pre-empt 90% of Due Diligence

The Angel VC

Since last week's post about 6-7 things to pre-empt 90% of Due Diligence was liked/shared/retweeted quite a bit, I'd like to follow up with some additional details on what exactly SaaS Series A/B investors will look for when you supply them with the data and material that I've mentioned. In my post I suggested that you should prepare a key metrics spreadsheet, a chart with your MRR movements, a cohort analysis, a financial plan, an analysis of your customer acquisition channels and, if you're se

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FIve mistakes with free trials

Practical Advice on SaaS marketing

It’s common for software-as-a-service (SaaS) companies to offer free trials. That’s because a lot of times they work. Done well, free trials can be a very effective way to attract new customers. But done poorly, they can be an expensive failure. I’ve seen SaaS companies make several common mistakes with their free trials. 1. “Free” isn’t really “free” Sure, it’s called a “free trial.

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Which is a More Efficient Way to Build a SaaS Startup - Bottoms Up or Top Down?

Tom Tunguz

An entrepreneur last week asked me if bottoms up businesses are more efficient software companies than top down sales processes. Enabled by web and mobile app distribution, the bottoms up software business acquires individual users, small teams and eventually departments. The top down model sells to a C-level executive (CEO, CIO, CFO) and captures the relevant part of the organization through one sales process.

Startup 111
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The most powerful negotiation tactic ever? Shut the f**k up!

CloseSaaS

Most startup founders don’t think of themselves as master negotiators and struggle to come up with the right things to say in crucial moments. These moments are the perfect time to exercise one of sales’ most valuable tricks: silence.

Startup 52
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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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Battle of eCommerce Business Models: Why #SubscriptionWins

ReSci

Subscription commerce seems to be having a moment. Subscription businesses were on the receiving end of more than $350 million in venture capital funding in 2014, a nearly 100 percent year-over-year increase in funding growth, according to CB Insights. The Honest Company, one of the subscription economy's…. The post Battle of eCommerce Business Models: Why #SubscriptionWins appeared first on ReSci.

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How Great Unit Economics Enables Startups to Weather the Storm - The Story of WebEx

Tom Tunguz

In the late 90s, one company changed its name five times before they settled on one which today is a well-known brand. The business started as Silver Computing in 1995, then Stellar Computing in June 1997. Six months later, the company would rebrand as next ActiveTouch Systems, then six months later to ActiveTouch Inc., and finally, six months before IPO to WebEx.

Startup 100
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Startup Best Practices #11 - Practice Negotiations Before the Meeting

Tom Tunguz

My first major negotiation was a potential advertising agreement between Google and Facebook. I was PM on the social advertising team at the time. There was a call scheduled at 2pm one afternoon, and I had been told that morning about it. I’m wasn’t an experienced negotiator, so I panicked. I didn’t know how these conversations worked.

Startup 100
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How to schedule product demo appointments

CloseSaaS

Product demos are a great way to convert qualified prospects into paying customers. But getting a prospect to attend a demo can be hard. Most prospects would rather tinker around with your software on their own than schedule an appointment with a sales rep to walk them through a presentation.

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How to bring your email marketing to speed in 2015

ReSci

Email marketing still rules in terms of digital marketing, how you can make it work for you in 2015. The post How to bring your email marketing to speed in 2015 appeared first on ReSci.

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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.