Sat.Feb 19, 2022 - Fri.Feb 25, 2022

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Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS

SaaStr

#1. Eventually, most of us go upmarket. SurveyMonkey was relatively slow to go enterprise, which suited it well for a long time. But since it started to march into bigger deals more recently, growth >re-accelerated< … from 17% at IPO to 20% today pic.twitter.com/pZKC8xMCGt. — Jason BeKind Lemkin (@jasonlk) January 10, 2021. When you’re starting off in SaaS, it’s very tempting to target small businesses.

SMB 339
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Go-To-Market Strategies to Reach Revenue Targets

Predictable Revenue

Christina del Villar joins the Predictable Revenue podcast to discuss how a go-to-market strategy can help you boost outbound sales and hit your revenue target. The post Go-To-Market Strategies to Reach Revenue Targets appeared first on Predictable Revenue.

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Mapping Your SaaS Customer Journey in Seven Steps

Totango

Your SaaS customer journey map lays out optimized outcomes that lead to customer renewals, upsells, and referrals. Here, we’ll show you how to create your path to customer success. First, we’ll define what a SaaS customer journey is, break it down into stages, and explain why mapping it out is important. Then, we’ll walk you through a step-by-step process for creating your map, including how to incorporate technology to make your map bring about the successful results you and your customers wan

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Why Early Valuations Might Surge in 2022

Tom Tunguz

Will year-end Series A and B valuations top or trail those of January? This question sits atop most founders' lips and boardroom agendas. The broad market sentiment is they will be lower. Public-market software valuations have withered more than 60% from their highs. Alarm about interest rates, QE ending, and geopolitical risk have swirled around public technology companies, kinking the valuation curve.

Finance 363
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Build the Case: Quantify the Real Costs of In-House Testing and QA Gaps

Underinvesting in software testing costs more than you think, and now you can prove it. This guide helps you quantify hidden costs like developer time, support overhead, tech debt, and lost revenue. Use the companion calculator to model your own data, and present your findings with a ready-to-edit presentation template. Whether you're making the case to leadership or validating outsourcing, this toolkit gives you the numbers and tools you need.

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Dear SaaStr: How Many More Junior Marketers Should you Hire Before Hiring a VP of Marketing?

SaaStr

Dear SaaStr: How Many More Junior Marketers Should you Hire Before Hiring a VP of Marketing? Unlike many positions, I say 0 if possible. In fact, one of the 10 most unforced errors I see founders make is hire someone too junior to get marketing going. If you are say $500k in ARR, you can’t hire a CMO that needs a team of 15-20 around her/him. You just don’t have the capital or infrastructure.

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Don’t be Coinbase. Don’t crash your site.

IT World

I hated the Coinbase Super Bowl ad immediately. The last thing I want is for yet more people to be conned into buying into a Bitcoin pyramid scheme. I also thought, as I saw that colorful QR code bouncing around the screen like a screensaver from the 1990s, that this was going to blow up in the company’s face. I was right. Surojit Chatterjee, Coinbase’s chief product officer, said Coinbase had more than 20 million hits on its landing page in a minute.

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The Next Key Innovation in the Shift-Left Movement

Tom Tunguz

Microservices has become the default architecture for many companies. By breaking down large codebases into smaller pieces, microservices empower engineers to ship code faster. Continuous integration, the process of constantly folding new code into production (live on the website or service), further accelerates the software velocity. There’s a cost to this speed: coordination.

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You Need to Hire to Hire a VPM That Knows Your Playbook. Here’s How (It’s Easy).

SaaStr

Ok we’ve talked a bit more on SaaStr over the years on how to hire a Great VP of Sales , but hiring a Great VP of Marketing is just as important. Maybe in some ways more so, in that you can generally hire a great VP of Marketing earlier. More on that here: We’ve talked about getting the hire right especially on one axis — making sure they’ve done Demand Gen.

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How to Use Negative Keywords to Positively Impact Your Campaign Strategy

Unbounce

It’s a humbling moment when you realize that not everyone has a use for the product you poured your heart and soul into. That’s right: Not everyone wants an app to remind them of their daily tasks or a food courier that delivers hot meals at a moment’s notice. It’s impossible to make everyone happy all of the time—and that’s OK! What’s not OK is wasting your resources (like ad money) on an audience that’s not searching for your product.

Strategy 133
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What’s New in Apache Airflow® 3.0—And How Will It Reshape Your Data Workflows?

Speaker: Tamara Fingerlin, Developer Advocate

Apache Airflow® 3.0, the most anticipated Airflow release yet, officially launched this April. As the de facto standard for data orchestration, Airflow is trusted by over 77,000 organizations to power everything from advanced analytics to production AI and MLOps. With the 3.0 release, the top-requested features from the community were delivered, including a revamped UI for easier navigation, stronger security, and greater flexibility to run tasks anywhere at any time.

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The Future of the a16z Podcast

Andreessen Horowitz

Today, we’re excited to announce our search for the next host of the a16z Podcast. The new host will take ownership of one of the most successful tech podcasts of the last decade and lead the franchise into its next act, as the flagship show of the a16z podcast network. Since 2014, the a16z Podcast. Read More. The post The Future of the a16z Podcast appeared first on Future.

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A hidden gem in Gboard on Android

IT World

Few things bring me as much geeky pleasure as uncovering clever new ways to save time with text input on Android. And for my money, no keyboard comes close to the level of consistency, quality, and caliber of features as Google's own Gboard Android keyboard. Well, my fellow efficiency-obsessed earthling, have I got just the tasty treat to share you with you today.

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SEO: Still A Mystery. And Still Working Its Magic. In Year 10.

SaaStr

Everyone has awoken to how important Content Marketing is in SaaS and almost anywhere in building an audience, awareness, and leads. Content Marketing is one of the top 5 initiatives of almost any growth marketer or demand gen leader now. But I hadn’t taken a fresh look at SaaStr’s own SEO performance until recently. What did I learn? SEO is not only still the #1 source of SaaStr readers, new AND old, but it’s still growing.

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Exclusive Talk: Continuous Documentation and Developer Happiness

Frontegg

Swimm, a cutting-edge continuous documentation solution provider, is helping engineering teams work in harmony and focus on innovation. With more and more SaaS companies adopting this technology on a global scale, Swimm has also announced an impressive 27.6M Series A funding round. We had the privilege of interviewing the CEO, Oren Toledano. Let’s get started.

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Agent Tooling: Connecting AI to Your Tools, Systems & Data

Speaker: Alex Salazar, CEO & Co-Founder @ Arcade | Nate Barbettini, Founding Engineer @ Arcade | Tony Karrer, Founder & CTO @ Aggregage

There’s a lot of noise surrounding the ability of AI agents to connect to your tools, systems and data. But building an AI application into a reliable, secure workflow agent isn’t as simple as plugging in an API. As an engineering leader, it can be challenging to make sense of this evolving landscape, but agent tooling provides such high value that it’s critical we figure out how to move forward.

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Security at Intercom: How our InfoSec team protects our customers’ data and trust

Intercom, Inc.

??At Intercom, we think deeply about how to deliver the safest, most secure experience possible for our customers and their customers. . As a SaaS business, Intercom is a data processor: our customers entrust us with their data, which we store and process on their behalf. From the beginning, we’ve considered customer data to be one of Intercom’s most critical assets and focused our efforts on protecting it by building strong internal security foundations for our product and infrastructure. .

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Slack outage stymies some business users

IT World

The team channels platform was down at mid-morning in the US; Slack says it's still trying to identify and fix the problem.

Business 122
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Top SaaStr Content for the Week: Gorgias CEO, Postman CEO, Waze Head of SMB Sales, Klaviyo SVP Marketing, and More!

SaaStr

Each week, we round up our most popular content so you can catch up on anything you may have missed. Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It. 30+ SaaS CEOs Share The Signs Their First VP of Sales … Just Wasn’t Going to Work Out. 5 Interesting Learnings from CS Disco at $120,000,000 in ARR.

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How to Optimize Your Product Listing Ads For More Clicks

Unbounce

When you’re looking for a product to buy, what’s the first thing you do? You Google it. And for most shoppers, the first result they see is the paid advertisement at the top of Google’s search results. These product listing ads (PLAs) are like a miniature ecommerce store, complete with images of the product, prices, ratings/reviews, and other helpful information—all the stuff you want to know before you buy.

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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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Investing in Alloy Automation

Andreessen Horowitz

In 2010, global ecommerce sales were $572 billion. In 2020, it was $4.2 trillion , and it’s expected to grow by $11 trillion between 2021 and 2025 – accelerated by the pandemic, which drove many businesses online even in … The post Investing in Alloy Automation appeared first on Andreessen Horowitz.

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No, Microsoft, don’t require an account to set up Windows 11

IT World

Dear Microsoft — we need to talk. Recently, you pushed out a new preview version of Windows 11 and snuck in a major change that many of us in IT aren’t happy about. You first made this change in Windows 11 Home, where you required users to install the operating system with an Internet connection and set up the system with a Microsoft account. (At the time, many thought requiring a Microsoft account for Home users was a good idea.

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Dear SaaStr: How Many Prospects and Customers Should I Meet Face-to-Face?

SaaStr

Q: Should an early- stage B2B startup meet every customer face-to-face to receive feedback? Now that we’re back to in-person meetings, it’s in some ways a different world. We’ve gotten used to closing bigger and bigger deals over Zoom. Prospects and customers aren’t really expecting face-to-face meetings anymore, even for the biggest deals. And yet … now we’re all seeing deals close faster, win rates go up, and customers buy more, when we actually meet them again in person.

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Nokia debuts new SaaS services in security and analytics

ITPro

The offerings accelerate time-to-value while focusing on analytics, security, and monetization

SaaS 105
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Struggling to Scale Test Coverage Under Pressure?

When test coverage falls behind release velocity, quality suffers, and your team feels the consequences. This guide outlines when it makes sense to outsource quality assurance (QA), the risks to watch for, and how to scale testing without increasing headcount or slowing down engineering. You will learn how leading teams are leveraging external QA partners to expand coverage, enhance defect detection, and remain aligned with CI/CD timelines.

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2022 Product Roadmap

Totango

Have you seen what Totango is working on? We wrapped up 2021 with a few game changing innovations and are excited to get on the road again with another exciting year of new features. . In 2022, we’re upping our game on customer engagement, creating more team collaboration experiences, connecting Totango to more of the tools you use everyday, and supporting your organizational changes and evolution.

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10 hidden tricks for making the most of Android gestures

IT World

Getting around Android sure ain't what it used to be. Google's made some serious changes to the Android navigation experience over the past few years, going from the old-style three-button setup to a somewhat clunky early gesture model in Android 9, then a whole other new gesture system in Android 10, and finally some slightly refined versions of that same gesture model with Android 11 , Android 12 , and beyond.

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5 Interesting Learnings from Twilio at $3.4B in ARR

SaaStr

Oh wow, Twilio. We checked in at $1B ARR , and it was an epic company. At $2B, it was even epic-er. And now we’ll check in at $3.4B and just — wow. The best in SaaS and Cloud really do scale just about forever. At $3.4B in ARR, Twilio is still growing a stunning 54% year-over-year! Let’s see how they do it. 5 Interesting Learnings: #1. 130% NRR holding up — no decrease even at $3.4B ARR.

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Episode 10: How Do You Scale Lead Scoring?

Sales Hacker

Sellers ask questions in the community to get help from people who have been in their shoes. . I’m Jeff Swan (Sales Coach & Founder of Outbound SOS) and I’m here to do exactly that. . Every week I’ll take a question from the Sales Hacker Community and share my tactical & practical tips that will help fill your funnel, build your personal brand, and enjoy your work.

Scale 100
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5 Ways to Improve Revenue from Integrated Payments

Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments

Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.

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Appearance on the Precursive Podcast: The Role of Services in Today’s SaaS Market

Kellblog

A few weeks back, I sat down with Jonathan Corrie , cofounder and CEO of Precursive — a Salesforce-native professional services (PS) delivery cloud that provides PS automation, task, and resource management — to discuss one of my favorite topics, the role of professional services in today’s SaaS businesses. Jonathan released the 48-minute podcast today, available on both Apple and Spotify.

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12 classic but essential (and free!) utilities for Windows 10 and 11

IT World

Mod your system with these easy-to-install utilities for Windows 10 and 11 to make your machine faster and easier to use. Many of the programs I’ve rounded up here have been around through several generations of Windows. They remain popular — amid all of Windows’ changes — because they offer features that aren’t included with the OS, do something better than the built-in tools, or optimize performance.

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There Really Aren’t Enough PLG Magicians Out There to Hire. Not Yet.

SaaStr

I’ve recently had several different conversations with founders looking to hire “PLG experts”. One wanted to hire “Mr/Ms PLG” to make their product more viral. Another wanted a “VP of PLG” to complement their marketing efforts. PLG, or Product-Led Growth, can mean, so many things. Everyone would prefer a product where 50% or more of the leads come from the product itself.