Sat.Mar 12, 2022 - Fri.Mar 18, 2022

article thumbnail

Why We’re All Ready for a CRO or COO Earlier These Days

SaaStr

Dear SaaStr: When Is It Too Early to Hire a CRO or a COO? I used to think CROs and COOs were made up titles until “Late Stage” or so, and in startups, a bit of a sign of weakness. Signs a weak CEO was giving away a fancy title to someone that wasn’t really willing to do the work. I used to think there’s no way a SaaS startup needed a “CRO” or “COO” (or even “CMO”) or other C-level Officers Without a Clear, Single Functional Area to Own Until $40m-50m+ in ARR.

article thumbnail

The Key to Enterprise Sales Is Understanding Enterprises

Andreessen Horowitz

Unqork founder and CEO Gary Hoberman took an unusual path to entrepreneurship, spending decades writing code and managing massive budgets on Wall Street (his prior role was executive vice president and global CIO for MetLife) before starting his own company. By his estimation, it was the best thing he could have done to set him. Read More. The post The Key to Enterprise Sales Is Understanding Enterprises appeared first on Future.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Leveraging ABM to Reach Prospects That Are Actually Worth Your Time

Predictable Revenue

Simeon Atkins joins the Predictable Revenue podcast to discuss leveraging ABM for more effective sales development outreach. The post Leveraging ABM to Reach Prospects That Are Actually Worth Your Time appeared first on Predictable Revenue.

Revenue 255
article thumbnail

Guess the Startup Answers

Tom Tunguz

Thanks to the many readers who wrote in to Guess the Startup on Friday. There were a torrent of ideas: Mongo, Twilio, Snowflake, Databricks, Niantic, Klayvio, Microsoft, DataStax, Zoom, and Peloton. Here’s the early revenue chart again. Blue Company is none other than MongoDB, one of the most successful standalone database companies. Red Company is Ethereum.

Startup 266
article thumbnail

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.

article thumbnail

Dear SaaStr: What’s The Best Way to Follow Up From Trade Show Leads?

SaaStr

Q: Dear SaaStr: What’s The Best Way to Follow Up From Trade Show Leads? I have learned a few things from the sponsors at the SaaStr Annual over the past almost eight (!) years. There’s a good summary from one here: How to make serious money off a SaaStr Annual sponsorship – SaaStr. The meta-learning is: especially if the show is large (top 1 or 2 in your segment) — focus on quality over quantity.

Marketing 267

More Trending

article thumbnail

Should AEs Be Training and Onboarding SDRs?

Predictable Revenue

Learn the top five reasons why AEs should be included in the SDR training process, and how greater communication between these roles can help you close more deals. The post Should AEs Be Training and Onboarding SDRs? appeared first on Predictable Revenue.

article thumbnail

Usage Based Pricing: 3 Questions to Ask Before Leaping

Tom Tunguz

Is charging by consumption (usage-based pricing) a superior model for a business? When we say UBP, we mean charging customers by how much they use, rather than a constant amount of seats per month or API calls per month. On on hand, UBP lubricates the customer conversion funnel. Prospects sign up and grow their accounts seamlessly. Usage data feeds the PLG lead score , and AEs outbound to the most promising users.

Pricing 248
article thumbnail

Redpoint: SaaS Companies Are Now Worth Less Than Their Historical Norms

SaaStr

SaaS investor Logan Bartlett put together a good summary of the tumult in the SaaS public markets here. I like it because it models out two scenarios — one if the current downturn is like 2008, another if it’s like 2000. Personally, I think it this contraction be less severe than either. Why? While SaaS multiples may have gotten too high, the best SaaS companies are growing faster than ever.

SaaS 249
article thumbnail

4 ways to personalize your marketing messaging and boost engagement

Intercom, Inc.

In today’s market, customers expect personalization. According to one report , 66% of customers expect companies to understand their needs and expectations – but say that they’re generally treated like numbers instead. This is a huge wasted opportunity, as research shows that 80% of consumers are more likely to make a purchase when brands offer personalized experiences.

article thumbnail

6 Reasons Why Your Integrated Payments Strategy Could Fail

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.

article thumbnail

5 Ways to Build an Authentic Brand in 2022

Unbounce

In a market where it takes so much work to gain customer trust, what can you do to become a trustworthy brand? According to the Gustavson Brand Trust Index, brand trust fell to an all-time low in 2020. But the following year , the same researchers discovered a trait that could help you bring that trust back: authenticity. Brand authenticity and brand trust have a major relationship going on.

Branding 140
article thumbnail

Unlocking Digital Transformation in SaaS Organizations

Sage Intacct

SaaS companies are benefiting from digital transformation initiatives as catalysts to improve business performance, achieve scale and continually innovate to grow. More than most, finance leaders at these companies know the value of cloud-native platforms as both a supplier and consumer.

SaaS 133
article thumbnail

Building a Successful Customer Advisory Board in the Enterprise with Mapistry’s VP of Customer Experience Maya Colato

SaaStr

Customer feedback is an essential road map to guide a company toward success. When you have a customer-centric culture, your business has a greater chance of growing and thriving. But how can businesses create spaces for customers to engage in productive dialogue? . Mapistry sought out feedback about its direction by organizing a Customer Advisory Board (CAB). .

article thumbnail

Managing high availability at Intercom

Intercom, Inc.

Intercom is a product-led company, focused on maximizing product innovation and development velocity. That also means we hold ourselves to high operational standards: minimizing costs, speedily addressing quality issues that arise within existing products, and mitigating security risks. The foundation of our operational health is availability. Without rock solid availability, nothing else matters.

article thumbnail

Crafting Tomorrow: A to Z of Delighting Customers with Your Product

Ready to build game-changing software fast? Trigent's eBook, "Crafting Tomorrow," unlocks the secrets. Entrepreneurs, product managers, and developers: it's time to bring your vision to life. Tech Accelerator: An on-demand ninja team ready to ideate, validate, iterate, and propel your product at every stage. Master the Product Life Cycle: Identify problems, build solutions, launch, scale, and optimize with confidence.

article thumbnail

The NFT Starter Pack: Tools for Anyone to Analyze NFTs

Andreessen Horowitz

A question we often get is how can someone who isn’t super technical get started analyzing data for NFTs, or non-fungible tokens? (More on NFTs, including reading resources, conversations on how they work, specific use cases, etc. here.) Part … The post The NFT Starter Pack: Tools for Anyone to Analyze NFTs appeared first on Andreessen Horowitz.

Data 112
article thumbnail

Coffee Talk: The ISO is Dead! – March 2022

Infinicept

The ISO is Dead. Be a Payfac® Watch this discussion about how ISOs (independent sales organizations), payments companies, and acquirers can remain competitive in an evolving payments world. Tom Tucker of Till Payments, joins the conversation and covers Till’s journey and the initiatives they are taking to remain competitive. Source.

Payfac 105
article thumbnail

Crossing 100,000 on Twitter — The Top 10 Top Tweets of All Time!

SaaStr

So the @jasonlk account on Twitter finally crossed 100,000 followers. I’m not sure the most popular tweets are necessarily the absolute best, but it’s still interesting to see what resonated most with folks over the years. Here are The Top 10 @Jasonlk Tweets of All Time! Well, at least so far! #1: First time reporting to a CEO? 3 simple things to learn: – admit your mistakes.

Startup 237
article thumbnail

Product-Led Growth vs Sales-Led Growth: A Quick Comparison

Frontegg

Product-Led Growth (PLG) is becoming the default strategy in modern SaaS organizations due to the plethora of operational, financial, and technical benefits it brings to the table. But what about the traditional Sales-Led Growth? Is it still relevant? Let’s dive into the Product-Led vs Sales-Led comparison and learn about the main differences.

Scale 105
article thumbnail

How to Achieve Product-Market Fit

Speaker: Dan Olsen - Product Management Trainer and Consultant, Author, and Speaker

Everyone working on a product is trying to achieve the same goal: product-market fit. But most products fail to do so. In this webinar, product management expert Dan Olsen will share his simple but effective framework for achieving product-market fit from his book The Lean Product Playbook. He will explain his Product-Market Fit Pyramid and The Lean Product Process, a 6-step methodology that guides you through how to: Determine your target customer Identify underserved customer needs Define your

article thumbnail

Spring 2022 Product Updates: Break the Compliance Barrier for Business Expansion

Chargebee

Introducing industry-first eInvoicing compliance capabilities for Europe & India. Our latest updates solve for compliance heavy-lifting during market expansion.

article thumbnail

Scaling Your Customer Success Team? 3 Mistakes to Avoid (And Their Solutions)

Totango

Efforts to scale customer success team activity often fall short because of failure to avoid common mistakes. Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself. Mistakes in any of these areas can ripple throughout your organization and doom your efforts to failure.

article thumbnail

Dear SaaStr: How Do VCs Really Feel About Founder Salaries?

SaaStr

Dear SaaStr: How Do VCs Really Feel About Founder Salaries in the Early Days? Let me add just one thought to the discussion on founder salaries, once you are venture-backed. There are lots of good ideas for all different situations: 75% of market for founders’ salaries. As little as possible, until it doesn’t matter. $10k a month. Market once you are well funded, not until then.

Scale 233
article thumbnail

Crash Course in Customer Success SaaS Metrics: Appearance on the ChurnZero podcast.

Kellblog

Earlier this week I appeared on a webinar with You Mon Tsang , founder and CEO of ChurnZero , a SaaS application aimed at helping subscription businesses reduce churn. In this post, I will share the video of event , provide a link to the slides , embed the video below, embed the slides below that, and finally provide a quick summary below that. Here’s the video: Here’s a copy of the slides: Here’s a quick list of the topics we discussed: ARR and MRR, and when to use which.

Metrics 101
article thumbnail

How To Package & Price Embedded Analytics

Just by embedding analytics, app owners can charge 24% more for their product. How much value could you add? This framework from Software Pricing Partners explains how application enhancements can extend your product offerings. You’ll learn: How to take a disciplined approach to pricing The three elements of the Packaging Decision Framework Ways to structure your new embedded analytics offering Download the White Paper to learn about How To Package & Price Embedded Analytics.

article thumbnail

Expanding Sales Tech Stacks: More Chaos or More Structure?

Sales Hacker

Adding new tech can cause a chaotic whirlpool of new processes to follow and not to mention—one. more. thing. to. remember. Sales Ops just wants to make the sales process (and the sales teams lives) easier with sales tech stack. But how do you add to the stack without causing your team stress? The post Expanding Sales Tech Stacks: More Chaos or More Structure?

Sales 98
article thumbnail

Q&A recap: crash course in Customer Success and SaaS metrics with Dave Kellogg

ChurnZero

With so many SaaS metrics floating around, and even more opinions on when and how to use them, it can be hard to know if you’re measuring what really matters. Leading SaaS expert, Dave Kellogg, and ChurnZero CEO, You Mon Tsang, sat down to answer all the questions you want to know about SaaS metrics like ARR, NRR, GRR, LTV, and CAC (i.e., all the metrics your CEO and CFO care about) and set the context for their usage.

article thumbnail

New SaaStr Europa Speakers! Miro CEO, Red Points CEO, ZooInfo CEO, Demodesk CEO, and Dave Kellogg!

SaaStr

We’re continuing to gear up for the 2022 SaaStr Europa in Barcelona, June 7-8! Each week we’ll be adding more incredible speakers. This week, new speakers include: Andrey Khusid | CEO | Miro. Laura Urquizu | CEO | Red Points. Henry Schuck | CEO | ZoomInfo. Dave Kellogg | Principal | Dave Kellogg Consulting. Veronika Riederle | Co-Founder & CEO | Demodesk.

article thumbnail

2022 B2B SaaS Trends [Webinar Recap]

SaaSOptics

2022 B2B SaaS Trends [Webinar Recap]. There isn’t much that stays the same in the world of B2B SaaS. That’s why we sat down with SaaSOptics and Chargify executives Caitlin O’Neil, CFO , and Matt Downs, CRO , to weigh in on the biggest trends of 2022. In this webinar recap, you’ll see the most significant trends in SaaS pricing, subscription management, metrics/analytics, and what they could mean for your business in 2022.

Trends 98
article thumbnail

The Power of Co-Branding and White Labeling in Integrated Payment Solutions

Discover how co-branding and white labeling can transform your integrated payment solution to enhance user experience and build customer trust. This article explores the subtle yet impactful differences between third-party, co-branded, and white-labeled payment integrations, offering critical insights for software companies. It's an informative and strategic guide for those looking to make informed decisions in a competitive market.

article thumbnail

RESEARCH REVEAL: Top Mistakes Causing Sales Teams To Waste Valuable Leads in 2022

Sales Hacker

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. What were are their other top challenges? What are their priorities for 2022? The post RESEARCH REVEAL: Top Mistakes Causing Sales Teams To Waste Valuable Leads in 2022 appeared first on Sales Hacker.

Sales 98
article thumbnail

Go-To-Market Strategy – Best GTM Strategy Examples for SaaS

User Pilot

Why a go-to-market strategy plays an integral of your SaaS product success? Well. You’ve done the hard work of building a product or a specific feature that people want. The next step is actually getting it to them. This is where the GTM strategy comes in. In this blog post, you’ll learn everything about go-to-market strategies. We will cover what they are, why you need them, and how to create one for your SaaS business using real examples.

article thumbnail

Product-Led Growth: Panacea or Boondoggle? with AgentSync Co-Founder & CTO Jenn Knight and OpenPhone Co-Founder Daryna Kulya (Pod 538 + Video)

SaaStr

OpenPhone and AgentSync are two SaaS businesses with very different growth strategies, but the same ultimate goal: to continue selling while simultaneously problem-solving for current customers. They are a perfect example of implementing a growth model, mastering it, and then expanding horizons into other growth strategies with strategic testing and experimenting.

New CTO 209