Sat.Jun 22, 2019 - Fri.Jun 28, 2019

The Secret to Subscription Pricing

Navint

Jeff Wissink shares what Navint has found to be the secret to establishing value-based subscription pricing, and it may surprise you. Whenever we work with clients on their recurring revenue businesses, the topic of subscription pricing inevitability comes up.

Should You Visit More Of Your Prospects In Person? Almost Certainly

SaaStr

I remember the first customer I lost due to not showing up in person. They were a Fortune 50 customer. We did a CSAT survey, and every user loved us. The implementation was flawless. There were zero issues. And … we lost them at renewal.

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SaaS Content Marketing: What’s Really Working In 2019 [DATA]

Ryan Berg

What’s really working in SaaS content marketing in 2019? I wanted to go beyond best practices, and look at how the fastest growing SaaS companies are using content right now. I analyzed 15,729 pieces of content from the fastest growing SaaS start-ups and uncovered: The 12 most common content types, and which types generated the most backlinks (there was a pretty big gap here, with the most linked. Source. Case study Content marketing SEO

SaaS Freemium Model: What Works, What Doesn't?

Incredo

Do you love free stuff? Imagine that you can visit a sports complex for free but you are allowed to do it only twice a month, only for 3 hours in total and you have access to the swimming pool and cardio & strength classes only.

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.

David & Brad reflect on the first six episodes of the Give First podcast

TechStars

How has the Give First podcast been going? David and Brad reflect on their initial forays into podcast hosting, and come to the conclusion that, while they’re still learning, their guests are amazing. .

About 70% of SaaS Unicorns Are New Versions of Existing Categories of Software

SaaStr

Ok this isn’t the most profound SaaS post of all time, but now that there are 100+ public SaaS companies and unicorns, we can finally answer a question — is it better to start a company that remakes an existing category, or that creates a new one?

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100k+ ACV SaaS Companies: Do Their Metrics Differ from Other SaaS Companies?

Tom Tunguz

When we published the results of the freemium survey earlier this year , we noticed respondents targeting the enterprise observed higher net dollar retention and lower churn than those startups targeting other segments.

Leading Student Entrepreneurial Teams Begin LaunchPad Lift Program

TechStars

Recent research confirms that successful startup founders need a combination of passion and vision (soft skills) and experience (hard skills). But how do enthusiastic and driven—but young—entrepreneurs quickly gain the critical knowledge and benefits that come with experience?

What are the pros and cons of selling a company? Do you ever regret selling?

SaaStr

It’s complicated. Having a “good exit” is a special thing. You will make some money, perhaps even life-changing money. It will prove you can do it. It will Level You Up in the hierarchy of founders. You will have beaten the odds, and be a “winner”. But as time goes by, you may see it all differently.

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Tips and Insights from People Who’ve Built Successful Shopify Stores

The Daily Egg

Thanks for Making Crazy Egg a Shopify App Store Staff Pick! In honor of Crazy Egg being listed as a Shopify Staff Pick from June 26 – July 3, we thought we’d take some time to share what the Crazy Egg community has learned about building an excellent business on Shopify.

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.

What Happened at Ramp 2019? Highlights from the Ops Event of the Year

InsightSquared

Ramp 2019, the revenue ops event of the year organized by InsightSquared, returned this year with exciting news and insightful discussions.

Creating an Entrepreneurial Culture at Your Organization

TechStars

At Techstars, we talk a lot about “cultural transformation” and how we can support large corporations’ core objective to become more innovative and agile. As corporations strive to innovate in order to survive, creating an entrepreneurial culture has become a critical advantage.

Lessons from New Relic: Five Critical Steps to Scaling Enterprise (Video + Transcript)

SaaStr

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy.

How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years.

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?"

Superhuman

Andreessen Horowitz

I spend hours and hours in my inbox every single day. When I was CEO of OpenDNS, I would triage constantly to not block some critical path for my team.

Techstars Alumni Can Apply to the $5 Million 43North Startup Competition for Free

TechStars

The startup ecosystem in Buffalo, NY is on the rise. Today, Buffalo has more startups than ever, as well as a growing community of enthusiastic startup employees, customers, suppliers, mentors, and storytellers, all supporting this groundswell of entrepreneurial activity—more than Buffalo has seen in generations. VCs are noticing, too, and showing their approval with increasing investments. .

Top Lessons in Building Great Teams from Keith Rabois and Founders Fund (Video + Transcript)

SaaStr

Keith Rabois is a General Partner at Founders Fund where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments.

How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages! The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Sales Process

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

Product managers should not build the roadmap. The product team should.

Inside Intercom

When you think of the role and responsibilities of a product manager , two things probably come to mind – prioritization and roadmaps. But should prioritization and roadmaps be the responsibility of product managers alone? I don’t think so.

What Is RevOps? (And Why You Need it for Real Sales Success)

Sales Hacker

The term Revenue Operations (“RevOps” for short) is all the rage lately. In fact, it’s one of the fastest growing titles in tech. Even more telling, a LinkedIn search for roles using the keywords “Revenue Operations” yielded over 22,000 open jobs today.

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What are the benefits and drawbacks of having co-CEOs?

SaaStr

Like many things, my thinking on this has evolved over time. I used to think co-CEOs was almost always plainly a bad idea. But now I think maybe it’s only a bad idea when done for the wrong reasons. The drawbacks of co-CEOs are large and clear: No one knows who the boss is.

The Benefits of Customer Lifetime Value: Why It Matters

Totango

What do America’s longest running companies all have in common? They focus on the big picture: customer lifetime value. If you want your business to last, you need to prioritize customer lifetime value, too.

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.

So you want to give a Ted talk?

Inside Intercom

There’s a lot of content and advice about giving presentations out there. Some of it’s really useful, some of it not at all.

Q&A with RTVision on Streamlining B2B SaaS Financial Operations

SaaSOptics

Since 1999, RTVision’s SaaS solution has helped local governments and their partners streamline complex operations, inspire public engagement and protect data integrity. Success Stories

With SaaS sales, is it better to have an annual price or a monthly price, billed annually?

SaaStr

It is better for a very long time to let the customer buy how they are most comfortable buying. This removes friction from the sales process, leading to a higher and faster close rate. Let’s take a look at Zoom. Zoom is growing > 100% at $500m in ARR, in an already well established space.

Lead Prospecting on Twitter: Try This 3-Step, No-Fluff Process

Sales Hacker

It’s pretty easy to find marketing applications for Twitter, but what about sales applications for the little blue bird? Are there any — besides the fluffy and non-specific things, like “engage with leads,” that we hear about all the time? Actually, yes!

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.

How to Gather Customer Insights with CS Software

Totango

Customer Success Management (CS) software helps your enterprise understand what matters to your customers. And what matters most to your customers should matter most to you.

a16z Podcast: Entrepreneurs, Then and Now

Andreessen Horowitz

A lot in technology — and venture — happens in decades. New cycles of technology come and go, including some secular shifts; a new generation of founders matures; and so much more changes. So when Andreessen Horowitz (dubbed with the … Uncategorized 10th anniversary Ben and Marc founder/maker stories history holiday specials

Engineering Your Own “Luck”: The 3 Key Rules of Building Globally Distributed Teams with Eventbrite (Video + Transcript)

SaaStr

Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention.

What is Recurring Billing? Charging on a Monthly/Yearly Basis [+Tips]

ProfitWell

From CRM software to coffee beans, shaving blades to designer gowns, recurring billing is the lifeline for every subscription business. It’s easy to see why—automatic charges for subscriptions are simple and convenient for customers and predictable and sustainable for companies.

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.