Sat.Feb 26, 2022 - Fri.Mar 04, 2022

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Your VCs Are Worried About Public Multiples. Do You Need To Worry, Too?

SaaStr

So we’re in the 5th or so “SaaS crash” since I’ve been doing SaaS. This one is the worst, not because SaaS companies aren’t’ doing well. No, they are doing better than ever. Not because valuations are terrible. No, they are still decent, in absolute terms. No, this SaaS Crash is so tough on VCs and public market investors because the market was just so, so high for Cloud stocks from mid-2020 to late 2021: You can see above in the BVP Nasdaq Cloud Index that while these are still Great Times

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Best Payment Methods for Ecommerce

The Daily Egg

Making money online takes more than a store. Customers want flexible payment options, or you’ll be another domain with a catchy name, The post Best Payment Methods for Ecommerce appeared first on The Daily Egg.

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Removing Hope From Outbound Sales To Increase Conversion

Predictable Revenue

Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. The post Removing Hope From Outbound Sales To Increase Conversion appeared first on Predictable Revenue.

Sales 264
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The Future of Money

Tom Tunguz

The Future of Money provides a sweeping landscape of how money is changing. Paper money is an 800 year-old institution implemented by Kublai Khan grandson of Ghengis Khan, and founder of the Yuan Dynasty. After nearly a millennium, bills and coins' time may be ebbing. Sweden projects the end of paper money, amongst its citizens by 2030. Today, 87% of Swedes never use cash for transactions.

Banking 219
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How Investors & Strategic Buyers Evaluate Integrated Payment Strategies

Explore how integrated payment strategies impact investor and buyer evaluations. Payments are more than a feature — they’re a key to long-term success and market differentiation. They help SaaS companies offer seamless user experiences and efficient operations. Investors and strategic buyers assess these integrated payment strategies as a measure of a company's growth potential and sustainability.

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Dear SaaStr: Can We Add Termination Charges for SaaS services?

SaaStr

Q: Dear SaaStr: Can We Add Termination Charges for SaaS services? Some older companies do this. In fact, we were recently handed a bill like this for a 20+ year old SaaS product bought out by a PE firm. And really, an “auto-renew for another year without notice” clause can basically do the same thing. Threatening a customer that forgets about an auto-renew and has already stopped using you is sort of the same thing.

SaaS 277

More Trending

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Step by Step Guide to Outbound Sales Call Mapping

Predictable Revenue

Learn the five key steps of outbound sales call mapping so you can put together an effective plan to help you and your outbound sales team close more deals. The post Step by Step Guide to Outbound Sales Call Mapping appeared first on Predictable Revenue.

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How to Accept Credit Card Payments

The Daily Egg

Are you a small business owner who is looking for ways to accept credit card payments? If so, you’re in the right. The post How to Accept Credit Card Payments appeared first on The Daily Egg.

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Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson?

SaaStr

Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson? In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., salary + target bonus). Generally low with smaller deal sizes and SMBs, and generally approaching 5x in the enterprise and with bigger deals. Here’s why: A rep working on $3k-$10k deals often can close about $400k-$450k a year.

Scale 277
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Monetization: What SaaS platform builders need to know to prepare for growth, Part 2

CloudGeometry

When developing a SaaS product plan, it’s important to recognize two foundational principles. First, SaaS is a business strategy, not a technology strategy. Second, there is no one-size-fits-all SaaS architecture (the second principle is a corollary of the first). The challenge is to build common ground between business and architecture so as to translate business assumptions into critical technical solution inputs.

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The Big Payoff of Application Analytics

Outdated or absent analytics won’t cut it in today’s data-driven applications – not for your end users, your development team, or your business. That’s what drove the five companies in this e-book to change their approach to analytics. Download this e-book to learn about the unique problems each company faced and how they achieved huge returns beyond expectation by embedding analytics into applications.

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A Decade of Deep Learning: How the AI Startup Experience Has Evolved

Andreessen Horowitz

The artificial intelligence field has evolved dramatically since the deep learning revolution kicked off in 2012, and Richard Socher has been around for all of it. He earned his PhD from Stanford working on NLP (natural language processing) before co-founding an AI startup called MetaMind in 2013. He then spent several years leading the AI. Read More.

AI 145
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Best Employee Retirement Plans

The Daily Egg

Planning for retirement can be scary. There’s so much information out there that it’s tough to know exactly what the best plan. The post Best Employee Retirement Plans appeared first on The Daily Egg.

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Folks Are Going Back to the Office. It’s Just a Different Office. A Deep Dive with Raise.Work

SaaStr

Now that we’re in the New Normal, what will the office really be like — now that we are all pretty good at running distributed teams? I wanted data, so I brought the CEO and the new VP of New York for Raise.Work together for a deep-dive on where it’s all going. Raise.Work is a leader in planning, leasing and sourcing tech real estate spaces.

Startup 269
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How to Use Click Tracking to Optimize Your Landing Pages

Unbounce

Unless you’re looking over your customer’s shoulder, you’re never going to be able to see exactly how they navigate your page. (OK, that’s a bit extreme, but you get the idea.) That’s why your best friend is going to be a little code called click tracking. Click tracking shows where visitors click and how much time they spend looking at each element.

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Driving Growth, Customer Satisfaction, and Retention through Usage-Based Pricing

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

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Zane Lackey

Andreessen Horowitz

There are people in the industry who seem to be everywhere you look. Zane Lackey has always been one of those people. He’s perhaps most well known as the cofounder and CSO of Signal Sciences, which was acquired by Fastly … The post Zane Lackey appeared first on Andreessen Horowitz.

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The Sales/Marketing Expense Ratio

Kellblog

Question: how much does a $15M SaaS company spend on sales and marketing as a percent of ARR? Answer: 35% (with 45% and 15% as the top and bottom quartiles). Charts like this, from OpenView’s 2021 Financial & Operating Benchmarks survey , help us answer questions like that all the time. Good SaaS executives keep these metrics in mind, regardless of whether they get them from KeyBanc , RevOps Squared , OpenView , Opex Engine , or any other quality source.

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Dear SaaStr: Where Do You Draw the Line When Companies Ask for a Custom Feature?

SaaStr

Q: Where do you draw the line when companies ask for customization for a SaaS product? I feel this is perhaps the point founders get the worst advice of all. Especially from VCs, B2C folks, and folks that have never sold bigger deals and into the enterprise. One-off customization per se is bad. This is SaaS, not a services business. But. Being paid a lot to build something important already on your roadmap can be magical.

B2C 266
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8 Counterintuitive Marketing Strategies That Actually Work

Sparktoro

Cold outreach is typically seen as a numbers game: hit as many inboxes as you can, assuming 5% or fewer will convert. But I’ve never agreed with that approach because I believe my reputation is on the line when I message a stranger.

Strategy 129
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Addressing Top Enterprise Challenges in Generative AI with DataRobot

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.

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The 5 Secrets of World-class Customer Success Managers

Sixteen Ventures

Having worked with hundreds of companies of different sizes, funding stages, and Customer Success maturity, around the world, I’ve boiled down what I believe are the five “secrets” of World-class CSMs. This is specifically about CSMs that are thriving, even if their environment is less-than-perfect. . It’s always best to have strong Customer Success leadership, buy-in from Executives, great processes, purpose-built CSM software, etc.

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How to Empower Women in Tech

Totango

Did you know that while women make up more than 50 percent of the U.S. workforce, less than one in five employees in the tech industry are women? Like in most male-dominated industries, there are many reasons for the lack of women in tech, including work culture and gender discrimination issues, a significant gender pay gap, and a lack of female representation in the workplace.

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Top SaaStr Content for the Week: Loom CEO, GainsightCEO, Airtable CMO, Zoom CRO, 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: As You Scale, About Half Your Team Will Be in Sales and Marketing. Why There Is a 50/50 Chance You’ll Tilt Upmarket in SaaS. Dear SaaStr: I Think My Boss is Going to Hire a VP Above Me.

Scale 266
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25 Customer Service Email Templates to Save the Day

Groove HQ

We've pulled together a list of high quality customer support templates to help you level up your support game! The post 25 Customer Service Email Templates to Save the Day appeared first on Groove Blog.

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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.

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10 Ways to Re-engage Inactive Users in SaaS and Boost User Engagement

User Pilot

Looking for ways to bring back inactive users for your SaaS? There are multiple channels and tactics you can implement to engage with customers and bring them back. In this article we’ll go over: how to define an inactive user -SaaS- (hint: it’s not just a user that hasn’t logged in). why segmentation and good customer service are key drivers of user engagement. 10 re-engagement strategies you can start implementing right away.

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Top 5 Customer Success resources

ChurnZero

As Customer Success professionals you might find yourself building out something completely new at your organization, or just trying to break the status quo on what’s been done in order to help drive growth and expansion for your SaaS organization. All of these things are hard. That’s why its useful to look to others in the industry to provide advice and resources to guide you along the way.

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15 Ways to Help Your Sales Team in 2022

SaaStr

2022 — the year we’re now in the New Normal. Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond.

Scale 246
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B2B Customer Service vs. Customer Success

Totango

B2B customer service is often confused with B2B customer success, but they are not the same. Despite their differences, however, they do share an intimate relationship – you need strong customer service to achieve customer success. In this article, we’ll take a look at the relationship between these two important ingredients for a successful SaaS business model.

B2B 92
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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.

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Investing in Lido

Andreessen Horowitz

Ethereum’s upcoming transition from Proof of Work (PoW) to Proof of Stake (PoS) has the potential for cascading effects across the crypto landscape. Instead of using computational resources to secure the network, anyone will be able to stake their ETH … The post Investing in Lido appeared first on Andreessen Horowitz.

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How Customer Success can use a force field analysis to drive change (in 5 steps)

ChurnZero

If you’ve clicked through to read this article, then you’re probably wondering, “what the heck is a force field analysis, anyway?” Though it sounds like the stuff of science fiction, we can assure you that a force field analysis has many practical applications that are firmly based in our current reality. So, while this article won’t tell you how to build a force field – sorry to disappoint, there’s a reason we’re in the SaaS business and not modern physics after all – it does share how Amy Mann

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5 Interesting Learnings from Atlassian at Almost $3 Billion in ARR

SaaStr

We last took a look at Atlassian at around $2B ARR , and more subtly has changed than you might think. Atlassian has gone almost 100% Cloud since then, and has held up nicely in the overall public markets even as others have taken bigger hits. Perhaps because it combines strong growth with significant free cash flow. At $3B ARR it’s growing 37%, and free-cash flow is running at $800m a year.

Scale 314