OpenView Labs

JULY 30, 2020

In horse racing, it’s not uncommon to see a razor-thin margin between first and second place. Take the 2018 Kentucky Derby as an example: Good Magic lost to Justify by just two-and-a-half lengths. That’s a half-second difference. Realizing that there’s such a small gap between good and great can either be terrifying or empowering. At ZoomInfo, it’s what drives us—especially when it comes to our go-to-market strategy.

Technical Review 53

Technical Review Marketing Sales Hiring Systems Review 53

Predictable Revenue

JULY 29, 2020

LinkedIn research and extensive reports on the impact of COVID-19 on the sales pipeline, demonstrates some of the ways that companies can evolve. The post Post-COVID trends: How to return to predictable revenue appeared first on Predictable Revenue.

Trends 239

Trends Revenue Sales 239

Andreessen Horowitz

JULY 29, 2020

Most recent macro trends – cloud compute, social, mobile, crypto, AI – that have reshaped the technology landscape are rooted in new technical capabilities or pushing the frontier of product form factors. Another shock to the system is emerging today, … The post Growth+Sales: The New Era of Enterprise Go-to-Market appeared first on Andreessen Horowitz.

Enterprise 136

Enterprise Marketing Sales AI 136

Tom Tunguz

JULY 25, 2020

Marketing has many disciplines. Bill Macaitis counts nine. Gabe Larsen enumerates more. Howeve you may count and divide marketing skills, marketing is the team with the broadest mandate of different techniques to master. To handle this complexity, some startups have split the role under two leaders: a head of product marketing and a head of demand generation.

Sales Recruiting 198

Sales Recruiting Product Marketing Scale Sales Hiring 198

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.

Innovation

Kellblog

JULY 25, 2020

I was playing around on the enterprise comps [1] section of Meritech ‘s website today and a few of the charts I found caught my attention. Here’s the first one, which shows the progression of the EV/NTM revenue multiple [2] for a set of 50+ high-growth SaaS companies over the past 15 or so years [3]. While the green line (equity-value-weighted [4]) is most dramatic, the one I gravitate to is the blue line: the median EV/NTM revenue multiple.

Technical Review 95

Technical Review Software Review Pricing Metrics 95

ProfitWell

JULY 30, 2020

Good Better Best is a weekly deep dive on pricing and packaging strategies written by Rob Litterst , who helps head up our pricing team. Each issue features analysis of a specific packaging case study readable in 5-10 minutes. A new direction for the Apple of Fitness. When you hear Peloton, you probably think of this: Which makes sense. Equipment, namely their exercise bike, has been the primary focus of Peloton's branding and marketing efforts to date.

Pricing 52

Pricing Subscription Payment Features Mobile 52

Intercom, Inc.

JULY 29, 2020

The notion of storytelling has pervaded the marketing world as of late. Companies work to unlock the story of their brand , to tell the story of their target customers, use data to tell stories about their industry or provide further insights. The word has popped up in job descriptions: rather than writers and editors, companies hunt for storytellers who can bring their content to life ( Microsoft even has a chief storyteller ).

Content Marketing 271

Content Marketing Branding Engagement Trends 271

SaaStr

JULY 31, 2020

Being a CEO changes you. Not at first. The first year or two are a lot like “before”, just more intense. Now it’s all on your back, and your shoulders. But over time, your brain does get rewired. You get focused. And as part of that change, you will lose friends on many levels if you build a successful start-up. One tough part of that is if you co-found a company with friends, it’s likely one of them won’t go the distance.

Engineering 359

Engineering Scaling Management Leadership 359

The Daily Egg

JULY 30, 2020

Want to jump straight to the answer? The best contact management software are Salesforce Essentials and Insightly. In sales, your customers are your lifeblood. After all, a business without customers is just a hobby. That’s why you need to invest into a good contact management software. It helps you keep track of all of your […]. The post Best Contact Management Software appeared first on The Daily Egg.

Software Review 346

Software Review Software Management Investment 346

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Payments

Tom Tunguz

JULY 30, 2020

Yesterday, Dremio hosted the Subsurface Conference , the first conference on cloud data lakes. More than 5000 people registered, and more than 2500 attended. If one had doubts that cloud data lakes are a strategic area for many in the data ecosystem, those figures should quash them. I delivered a presentation at the end of the day that I’ll share here.

Trends 319

Trends Data Machine Learning Artificial Intelligence 319

Predictable Revenue

JULY 30, 2020

The benefits of thinking about sales growth early on, and the decisions CEOs and sales leaders need to make to get growth right from the get-go. The post Building a sales team: What you need to get right early on with Zach Barney appeared first on Predictable Revenue.

Sales 207

Sales Revenue 207

SaaStr

JULY 31, 2020

Tom Taulli. Behind the Round with SaaStr: Chorus.ai Raises $45 Million. This week Chorus announced its Series C round for $45 million, which was led by Georgian Partners. This brings the total amount raised at $85.2 million. Founded in 2015, Chorus operates a SaaS platform that provides valuable insights from conversations – say with calls, video conferences and emails — for revenue teams.

Scale 340

Scale Artificial Intelligence Payments Payment Services 340

Intercom, Inc.

JULY 30, 2020

First, as the economy is buffeted by turbulent seas, companies must batten down the hatches and devote their time and attention to their current customers. Then, because budgets and resources are undoubtedly restricted, they must learn how to do more – with less. Automation has become a colossal aid for accomplishing both. Unlike previous financial downturns, businesses have more access than ever to technology that can put their data to work.

Customer Success 145

Customer Success Scale Machine Learning Artificial Intelligence 145

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Revenue

Neil Patel

JULY 28, 2020

When I first started out in marketing, I thought traffic was everything. I wanted to be as big as companies like HubSpot. Just look at the image above and you’ll see how many visitors they are getting. They generate 29.61 million visitors a month from 11.74 million people. And those visitors produce roughly 10 billion dollars of market cap. Now, let’s look at NeilPatel.com.

Social Media 145

Social Media Education Technical Review Branding 145

Andreessen Horowitz

JULY 29, 2020

In this special “2x” explainer episode of 16 Minutes — where we talk about what’s in the news, and where we are on the long arc of various tech trends — we cover all the buzz around GPT-3, the pre-trained … The post 16 Minutes on the News #37: GPT-3, Beyond the Hype appeared first on Andreessen Horowitz.

Trends 144

Trends AI 144

SaaStr

JULY 30, 2020

SaaStr has now passed 10,000+ pieces of content, and we’ve somewhat gone on a journey from the early days of a SaaS company, through the growth phases, to the Unstoppable phase, and now has time has gone on, even to the Decacorn phase ?? We’re not quite done with that journey but if you’ll forgive me going back in time, I wanted to address an interesting question at Day 1: Who Should Be CEO?

Sales Recruiting 312

Sales Recruiting Venture Capital CTO Hire CTO 312

Unbounce

JULY 29, 2020

Let’s say you’re the owner of a boutique soap store and you’re taking your business online. (Hey, in 2020, you wouldn’t be the only one.). You’ve already got a simple website, but you wanna run promotions to really lather up some business. So, you get to work on your marketing campaign. You come up with an irresistible offer. You spend your lunch hours building an email list of existing and potential customers.

Sales Recruiting 138

Sales Recruiting Branding Healthcare Communication 138

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

Pricing

Totango

JULY 31, 2020

Customer retention is critical to success in today’s customer-centric economy. Onboarding sets the stage for customer retention by beginning a positive long-term relationship between you and your customer. For SaaS companies especially, the speed and ease with which your customers can progress through new user onboarding will act as the first indicators of how smooth their use of your product will be going forward.

Onboarding 127

Onboarding SaaS Healthcare Systems Review 127

Frontegg

JULY 29, 2020

In the previous post, we dealt with the persistence of the JWT tokens. We went over how to maintain a secure session with the in-memory approach and the use of http-only tokens for the refresh operation. But how did we get to a state where the user is able to authenticate in the first place? How did the user reach a state where he can login? In other words: how do we securely save users on the DB, enabling the user to set his own password, etc?

SaaS 115

SaaS Enterprise readiness Enterprise Data 115

SaaStr

JULY 31, 2020

These are crazy times. The economy has contracted at a record rate of -33%. Yet, the Cloud is on fire during Work-and-Do-Everything-Possible-from-Home. Shopify grew 100% at $3 billion in ARR. Zoom is growing at rates we’ve never seen before in SaaS and Cloud. And Morgan Stanley has predicted Cloud penetration will be pulled forward 5+ years or more.

AWS 286

AWS Azure Cloud SaaS 286

Zuora

JULY 31, 2020

Are you a Twitter user? Congratulations! Not only are you making the company around $50 a year from its advertising […]. The post Do You Trust Twitter Enough To Subscribe? appeared first on Zuora.

Advertising 111

Advertising 111

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.

Generative AI

Totango

JULY 31, 2020

As virtual teams and remote engagement become the norm for Customer Success teams, staying on top of customer needs and expectations is becoming more challenging. In particular, correctly identifying, engaging, and managing your key stakeholders is critical to driving adoption, minimizing risk, and ensuring long term relationship success. Yesterday, Totango hosted our third CXO series event for Customer Success executives.

Engagement 104

Engagement Strategy Scale Customer Success 104

Andreessen Horowitz

JULY 30, 2020

This first appeared in the monthly a16z fintech newsletter. Subscribe to stay on top of the latest fintech news. . IN THIS EDITION. Fintech makes a play for Gen Z. What Rocket Mortgage can teach us about the future of. … The post Fintech pursues Gen Z; How COVID-19 hit big banks; New credit builder products; and more appeared first on Andreessen Horowitz.

Banking 108

Banking 108

SaaStr

JULY 25, 2020

Q: What is a typical organizational structure for a SaaS startup with sales reps? A rough structure from 1–25 sales reps: Early days: CEO acts as VP of Sales. CEO hires 2 reps, in the beginning, each barely pays for themselves, but by months 4–6 they are able to close 3x-5x their total compensation. Once 2+ reps can do 3x-5x their comp, the model gets pretty efficient.

Sales Hiring 216

Sales Hiring Scale Compensation Sales 216

Sales Hacker

JULY 31, 2020

Sellers are three times more likely to struggle with mental health symptoms than the average American. 2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. What do you think that means for sellers now that the national average is 33% ? Much of this is due to the nature of our profession, but it’s made worse because most sellers today operate in toxic work environments.

Technical Review 104

Technical Review Development Team Review Underperforming Technical Team Social Media 104

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Payments

Teamgate

JULY 29, 2020

Tools that can boost conversion rates by 300%, sales by 29%, productivity by 34%—yes, these are powers of customer relationship management (CRM) systems. A technology that is the cornerstone in customer relationship marketing provides a helping hand for most sales and customer support teams. Still, a proper CRM system can assist in all the departments, including marketing, logistics, IT, finance, or other employees—better internal communication and increased productivity are just a few among man

Communication 98

Communication Customer Support Finance Mobile 98

Zuora

JULY 27, 2020

Our ongoing CFO series continues with an interview with Megan Murray, Head of Finance at eMoney, a financial planning platform […]. The post The New Back Office: A Conversation with Megan Murray of eMoney & Fidelity appeared first on Zuora.

Finance 96

Finance Interviewing SaaS 96

SaaStr

JULY 29, 2020

Watch Track 1 & 2 Live on Youtube. All times are in Pacific Time Zone. 7:00 – 7:50AM. Track 1. 5 Insights for Consumerization of the Enterprise. Scott Belsky. CPO, EVP – Creative Cloud. Adobe. [link]. 8 :00 – 8:50AM. Track 1 . What’s Changed Since March 15 The Cloud at Hyperspeed. The World in Flux. Rob Bernshteyn. Chairman and CEO.

Technical Cofounder 190

Technical Cofounder Enterprise New CTO CTO 190