Tom Tunguz
OCTOBER 21, 2014
Bill Macaitis, the former CMO of Zendesk, articulates how a SaaS marketing team should operate better than anybody else I’ve met. At a recent Point9 conference, Bill outlined the 9 marketing disciplines of great SaaS companies and how they fit together to create a marketing powerhouse. I’ve copied my notes from Bill’s talk below. Ops & Analytics Team.
CloseSaaS
OCTOBER 24, 2014
When was the last time you did something that made you feel like you looked stupid to others? When was the last time you put yourself out there in a way that was uncomfortable to you because it was totally out of your comfort zone? When was the last time you chose to trade your dignity for a new.
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Tom Tunguz
OCTOBER 19, 2014
Of the ten most important metrics on a startup’s financial statements , revenue might seem to be the most important. But it isn’t. Gross margin matters more because it is directly tied to a company’s ability spend to grow and achieve profitability. Imagine two startups, both selling products at $1M price points. The first has 5% gross margins and the second has 95% gross margins.
Tom Tunguz
OCTOBER 23, 2014
I met a really smart vice president of sales a few weeks ago working in a company with mid-market customer values in the $10-100k per year range. When I asked her about her sales process, she described how her team employs statements of work (SOW), which isn’t something I hear about very frequently in startups, despite the fact they are very powerful sales tools.
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CloseSaaS
OCTOBER 20, 2014
It can happen to the best of us. We pursue a deal, negotiate for the terms, put in all this effort and get them to sign the dotted line. Only to figure out a short while later, that the terms of the deal are bad. That’s sellers remorse.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
CloseSaaS
OCTOBER 23, 2014
What can you do to become a master at sales? How can you fast-forward your process to becoming a true master of the craft?
Tom Tunguz
OCTOBER 22, 2014
Startups struggle to set the right price for their products because pricing dynamics in the field don’t obey the laws taught in the classroom. The standard supply and demand curves, drawn above, imply that as price increases demand decreases; that buyers act rationally and that this law is immutable. But this simply isn’t the case. Buyers in the market place violate the traditional supply and demand model all the time.
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