Intercom, Inc.
MAY 18, 2018
There’s a key turning point for your hiring strategy in a rapidly scaling team or organization. The inflection point is when you go from only being comfortable hiring star candidates who pose very little risk to taking chances on candidates who don’t tick all the boxes but who have promise and potential. Making that transition smoothly is crucial for your longer-term growth.
The Angel VC
MAY 12, 2018
In last week's post I shared some thoughts about Dropbox and why, although Dropbox is unquestionably one of the most amazing SaaS companies ever built, I am a tad less confident in the company's long-term future than I am in other SaaS leaders such as Salesforce.com, Zendesk, or Shopify. As mentioned in the first part of the post, I took a closer look at Dropbox’s recent IPO filing and would like to share some tidbits, along with a few observations. #1 – Dropbox on consumerization "Individual us
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Chargebee
MAY 17, 2018
There are three strategies you can use to turn good questions into good asks—gradual engagement, information priming, and immediate impact delivery.
Sales Hacker
MAY 17, 2018
Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.
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Sixteen Ventures
MAY 15, 2018
Customer Success is when your customers achieve their Desired Outcome through their interactions with your company. If you focus on Customer Success , churn will not be an issue. At least in theory. To take that from a simple theory to your Operating Model , you need to put systems in place, be able to monitor their effectiveness, and routinely perform root cause analysis when things go wrong (and also when things go well so you can replicate, right?).
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
The SaaS Garage
MAY 16, 2018
A nice article about two experienced founders, who I met first time in 2012, just when they started to kick of riskmethods. Indeed, like mentioned in the article, “ klassische Start-upler sind Schwarz, 41 Jahre, und Zimmer, 46 Jahre, laengst nicht mehr “, but that made the whole story particulaly interesting to me as a mentor and business angel, used to take risk on all fronts but not on lack of domain market know-how!
Sales Hacker
MAY 15, 2018
On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. As of May 2018, she serves as the CMO of Upserve.
CloseSaaS
MAY 14, 2018
Every smart sales rep knows you can’t go out and sell to just anyone. You have an ideal customer. And you’re going to have much higher levels of success if you target that exact person. So why don’t you do the same with your inbound sales?
ITPro
MAY 15, 2018
News. CRM vendor also adds new GDPR-friendly features to platform.
Speaker: Timothy Chan, PhD., Head of Data Science
Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.
SaaSOptics
MAY 14, 2018
U.S. businesses have been subject to financial reporting regulations for more than 80 years. ASC 606 is one of the latest and will have a particular impact on SaaS businesses.
Sales Hacker
MAY 16, 2018
The post Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives appeared first on Sales Hacker.
CloseSaaS
MAY 16, 2018
Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai and Close.
Chart Mogul
MAY 18, 2018
This week: An excellent "lessons learned" post from the team at Ghost, plus two important views on the role of product marketing in a modern business. In SaaS Roundup, we comb through the noise to find you only the best SaaS-flavored reads of the week — just our top three. You can also receive SaaS Roundup in your email inbox every Friday — just drop your email here and you’ll receive the next issue.
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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.
SaaSOptics
MAY 18, 2018
You’ve worked hard to acquire your customers, but holding onto them through multiple renewal cycles is really the key to subscription business success. Many SaaS businesses rely on auto-renewals to support the business. This is integral to the subscription business model, but it doesn’t mean you can kick back and relax. Common pitfalls related to renewals include: A lack of data or bad data which prevents you from seeing accurate renewal rates.
Sales Hacker
MAY 18, 2018
The post How Sales & Marketing Leaders Can Leverage LinkedIn, Medium, and Quora For Lead Generation appeared first on Sales Hacker.
Valuize Consulting
MAY 12, 2018
I recently had the privilege of leading a discussion with over 50 Sales and CS professionals in Vancouver, Canada on the question of whether there’s a Great Divide between Sales and CS. It was an amazing discussion. Here is Part 1 of a 2 part series sharing the key takeaways. This post focuses on the [.].
ITPro
MAY 16, 2018
News. Existing brands snuffed days after new products were announced at its annual conference.
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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.
SaaSOptics
MAY 18, 2018
Managing subscriptions in a global economy doesn’t have to be scary. But it sure feels that way sometimes. To compound matters, the finance team is frequently the most under-resourced department in a growing SaaS business. When you’re struggling to do more with less—and to maintain accurate revenue recognition—adding to the growing maze of spreadsheets and manual processes that now accompany your general ledger sounds like a nightmare.
Sales Hacker
MAY 16, 2018
The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker.
Valuize Consulting
MAY 12, 2018
I recently had the privilege of leading a discussion with over 50 Sales and CS professionals in Vancouver, Canada on the question of whether there’s a Great Divide between Sales and CS. It was an amazing discussion. Here is Part 1 of a 2 part series sharing the key takeaways. This post focuses on the [.].
Intercom, Inc.
MAY 16, 2018
Despite the mountain of evidence contradicting the mantra of “if you build it, they will come”, it’s still extremely prevalent among product-first companies. Why? First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident.
As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.
Chart Mogul
MAY 15, 2018
For businesses with a low customer count or without much historical churn data, the traditional customer lifetime value (LTV) formula can be unpredictable and produce results that fluctuate from one month to the next. Let's look at why this is, plus a couple of alternative takes on LTV that could produce more actionable results. In all of the metrics-oriented discussions I’ve had with SaaS founders in recent years, customer lifetime value (LTV) has been by far the most polarizing of all metrics.
Sales Hacker
MAY 16, 2018
In part 5 of my sales meeting series, we take a closer look at a framework designed to help you improve your closing sales statements. Check out part 4 here— Storytelling Success: Why Some Reps Are Dynamite and Some Aren’t. We all have heard the ABCs—Always Be Closing! Sure, it was always rousing in the famous Alec Baldwin speech in Glengarry Glen Ross, but what does that actually mean?
Valuize Consulting
MAY 12, 2018
Sales and CS professionals are in a marriage with each other. This is what I proposed (pun intended) in a discussion I recently led between over 50 Sales and CS professionals on the question of whether there’s a Great Divide between Sales and CS. It hit home. Unfortunately, it’s not a happy marriage in most [.].
Intercom, Inc.
MAY 17, 2018
Why does someone switch from one product to another? It’s rarely the first reason they’ll offer. You have to dig deeper to find out, and that’s where Jobs-to-be-Done comes in. Bob Moesta pioneered the Jobs-to-be-Done (JTBD) framework in the mid 90’s, alongside Harvard Business School Professor Clayton Christensen. In short, JTBD is a research process that helps uncover a customer’s motivation for buying your product – the “job” your product is“hired” to complete.
Advertiser: Data Robot
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.
BetterCloud
MAY 17, 2018
This post originally appeared on Okta’s Security Blog. . After nine months of hard work, we’re excited to launch our new baby into the world: BetterCloud’s technology integration and partnership with Okta. With over 200 mutual customers using both platforms, we had the opportunity to collaborate with ten of these joint customers at Oktane17—where our product teams gathered extensive feedback and requirements in a roundtable discussion.
Sales Hacker
MAY 16, 2018
The post How to Use Social Selling to Influence Your Sales Pipeline appeared first on Sales Hacker.
Valuize Consulting
MAY 12, 2018
[link] I recently had the privilege of leading a discussion with over 50 Sales and CS professionals in Vancouver, Canada on the question of whether there’s a Great Divide between Sales and CS. It was an amazing discussion. Here is Part 1 of a 2 part series sharing the key takeaways.
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