Sat.Nov 02, 2019 - Fri.Nov 08, 2019

How to give software product demos that convince your prospects? [+9 Expert Quotes]


If you are a SaaS founder or a C-level executive, you have 2 reasons to walk through our guide: 1) You give SaaS demos frequently and want to know all the rules of this game, 2) You want to know how to train your sales team and improve their software presentation skills. Or if you are a sales rep at a SaaS company, this guide again can become a goldmine for you and your teammates.

Notes from Office Hours with Nick Mehta

Tomasz Tunguz

A few weeks ago, we were fortunate to welcome Nick Mehta, CEO of Gainsight to SaaS Office Hours. I learned a lot from the session about how customer success has evolved over the last 5 to 10 years. Here are my notes from the session. The discipline of customer success varies widely depending on price point. At the lower price points, some organizations combine the role of an account manager and the customer success person into a CSAM (customer success account manager).

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Six Reasons You Should NOT Create a Category


By Anthony Kennada, Founding CMO at Gainsight. If you talk to enough founders and marketers who have attempted to create a category, typically they’ll all say the same thing — it’s incredible when it works, but if you can take the blue pill and avoid it, you might save yourself the headache.

Growing Your Company Requires a Process. Here’s How to Develop It

Chart Mogul

Growing your business requires constant optimization. And not the haphazard "see what sticks"-type, but a robust plan executed with purpose. Wes Bush reveals the growth process he uses to grow his business. At the Product-Led Institute, we developed the “Triple-A” sprint, which focuses on rapidly identifying problems, building solutions, and measuring impact. The process follows a one-month sprint cycle and consists of three “A’s”: Analyze; Ask; Act.

Facebook Causes Continue to Show Little Promise as Fundraising Tools

The Top 5 Product Usage Metrics for Customer Success Teams


Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer. By capturing day-to-day information on how your customer uses your product, you can shape your actions to increase their overall experience and drive value. In an economy where customers are loyal to personalized products and highly responsive service, visibility of customer behavior keeps you relevant.

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8 inside sales metrics worth tracking in 2020

When you’re working in sales, you typically have specific goals to meet and targets to hit. Whether your goals are large or small, and whether you have 2 months left or an entire year to meet them, you know what those end numbers are - and they don’t fluctuate. But here's the real question: Do you know what you have to do to achieve them? As any successful salesperson knows, you’ve got to start with a plan.

How to Build a $100 Billion SaaS Company


Today, there is 1 $100B+ SaaS Company, Salesforce. Just one. We could add older companies like Adobe, Microsoft, etc. but they aren’t pure SaaS plays. Salesforce is the “only” $100b+ pure-play SaaS company. But it won’t be the last. There are 15 more at $10B+ or close to it: That’s enough that as crazy as it sounds, not only can you plan on becoming a Unicorn after say $10m ARR. You can now actually dream of building a $100b+ SaaS company.

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7 SaaS customer success best practices to implement today


So you have a great product, but what about the people who use it? I’m talking about your customers—the people up close and personal with your product or service. Your customer base can either make or break your company. It’s up to you to make their experience with your company a great one. Mastering customer success is vital in the subscription space. Let’s face it, if someone isn’t having a positive experience with your product, then they’ll take their business elsewhere.

5 Reasons You Shouldn’t Be Scared to Try A/B Testing

The Daily Egg

Editor’s Note: We want to focus on giving you actionable advice for what you can pay attention to, evaluate, and implement quickly to make sure you get the most out of Q4 and the remainder of 2019. Building on the video from our post on our session from the A/B Testing Summit, we wanted to […]. The post 5 Reasons You Shouldn’t Be Scared to Try A/B Testing appeared first on The Daily Egg. Conversion Testing A/B testing Conversion optimisation


Product Analytics Playbook: Mastering Retention

Why do your users churn? In this guide you'll learn common product pitfalls and how to fix them.

Effective early career development for recent grads with Salesforce’s Steve Bullington

Predictable Revenue

From interviewing, to presenting, to whiteboarding – if you’re in charge of shepherding new reps and fostering their won't want to miss this. The post Effective early career development for recent grads with Salesforce’s Steve Bullington appeared first on Predictable Revenue.

The Lead Plateau You May Hit Just As It Gets Good. How to Plan Around It.


This post is such an important one, I took a moment update it for 2019. Just when it sarts to get good, again and again, I see the same thing: the number of leads each month stalls out. Many SaaS companies hit an “organic lead plateau” at several phases: When you get Really Big, at some point, every company in the world is Already An Opportunity. Box, Salesforce, etc. really don’t have many new opportunies to hit up.

Rajat Bhargava on Giving First for a B2B company


Why does Rajat Bhargava, co-founder and CEO of JumpCloud, keep starting businesses? How does JumpCloud, a B2B company, Give First? What does their 30 years of friendship mean to Rajat and Give First co-host Brad Feld? Listen for answers to these questions—and more. . Rajat Bhargava , CEO of JumpCloud, has started a lot of companies—the first, NetGenesis, while he was still a student at MIT.

B2B 101

Are you just talking about marketing or are you actually doing something?

Practical Advice on SaaS marketing

· “Yes, we need to prepare customer success stories, but this week we need to prep for 5 demos.” · “Yes, we need to coordinate an email campaign, but right now we’re focused on this RFP.” · “Yes, we need to get out that quarterly newsletter, but these 2 deals need immediate attention.” · “Yes, we need to prepare a webinar for prospective customers, but today we need to [ fill in an urgent item of your choice here.] Don’t let another year go by I get it: you’ve got lots of stuff on your plate.

6 Steps to Improving Your Application’s Analytics Experience

No one designs bad dashboards and reports on purpose. So why do so many applications have terrible analytics experiences? Download this ebook for secrets to creating dashboards and reports your users will love.

How to Identify At-Risk Customers and What to Do About it


In a customer-centered economy, where a lot of revenue growth occurs within the established customer base, churn is a big problem. Customers grow more valuable over time, so you must keep them happy and interested in renewing. Still, dissatisfaction can creep up on any customer relationship, especially if you don’t communicate the value of your product regularly. When this happens, you’ll need to salvage the relationship, fast.

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What are the key differences between venture debt and venture capital?


You will get a lot of different answers here, but let me highlight one thing most folks miss: There is no free lunch. Venture capital / equity is expensive. You often have to sell 15%, 20%+ of your company in chunks. Sell 3–4 chunks and that’s most of the company sold … off. But … with few exceptions, it’s 100% risk capital. No one expects there money back. And VCs are OK in the end writing off up to 40% of their investments. Venture debt is relatively cheap.

How to Use LinkedIn to Build High-Value Relationships

Sales Hacker

“A bigger following means more sales.” It’s a common idea is sales, but it’s a big mistake on LinkedIn. I’ve grown my LinkedIn following by 185% in the last 2 years (from about 7,000 people to 13,064 as of the writing of this article). But by itself, that’s just a vanity metric. Having a large audience is nice, but it shouldn’t be your true goal. Making meaningful connections with the right people is what you should be aiming for.

Crypto Glossary

Andreessen Horowitz

For those of you interested in building a crypto project, please apply to a16z’s new Crypto Startup School. The seven-week educational program will teach participants about the fundamentals of blockchain technology and why it matters; applications and ideas for … The post Crypto Glossary appeared first on Andreessen Horowitz. cryptocurrencies & blockchains open source security & privacy coding literacy & access glossaries & terms to know

Don't Pick Your Next LMS Until You Read This Guide!

With so many factors and people to consider, how do you make sure you pick the right LMS? It’s simple: This guide covers crucial considerations with actionable advice and professional insights, so you know you’ve picked the perfect eLearning solution.

How to Use Dynamic Content to Skyrocket Email Engagement


We’re living in a world where customers want to be treated as individuals rather than just names in a database. According to Salesforce , 84% of customers say that being treated like a person, not a number, is key to winning their business. And 70% of those customers view contextualized engagement, based on earlier interactions, as very important. Companies like Amazon, Netflix, and Spotify, have leveraged the power of personalization to spur rapid growth and increase user retention.

Heading Off PTSD-Esque Stress, and Taking Care Of Yourself


I hope you just had an incredible October. Hit 125%+ of the plan. Little old team SaaStr did!! And that’s what we’re all about. But there will be a lot of Octobers if you want to go long. And if you literally left nothing on the table, were here last night until midnight — that’s great. Sometimes. But I think we all know as founders we need to find a way to take care of ourselves if we go long. Exercise for me helped a lot.

10 Essential Traits of Highly Successful Salespeople

Sales Hacker

The most successful salespeople think and act differently than your average sales rep. What sets them apart? They’ve discovered the traits that ensure selling success, and work incessantly to cultivate those traits in themselves. We’re going to share with you their secret sauce. We’re going to tell you the top 10 traits of successful salespeople — and how you can use them to up to go from a good salesperson to a great one. The Top 10 Traits of a Top Salesperson.

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What is the subscription revenue model? | ProfitWell


The subscription revenue model is hardly new. It’s been a staple of industries—publications, utilities, and, more recently, software—since it first emerged in the 17th century. But in the past few years, subscriptions have seen a bit of a resurgence. In fact, you'd be hard-pressed to find an industry that hasn't seen at least one subscription success story: Cars. Groceries. Airlines. Fashion. Even the humble houseplant doesn’t seem immune to the subscription economy.

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

How Much Is An Active User Worth? Lessons from the Sale of Fitbit


Google just bought Fitbit for $2.1 billion, and the press seems to hate the deal. Judging from what I’ve read, […]. The post How Much Is An Active User Worth? Lessons from the Sale of Fitbit appeared first on Zuora. Subscribed Weekly / Thoughts from Tien Tzuo

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5 Key Steps to Evolving Your Offering Into a Platform with Eventbrite and Stripe (Video + Transcript)


How can a simple offering be transformed into its own platform? Renaud Visage, Co-Founder of Eventbrite, and Romain Huet, Head of Developer Relations at Stripe, know what it takes to effectively evolve your offering into a platform without losing what made offering appealing in the first place. In this session, Renaud and Romain use 5 simple steps to help evolve your offering into its own platform. Want to see more content like this? Join us at SaaStr Annual 2020.

Introducing a16z Crypto Startup School

Andreessen Horowitz

Historically, new models of computing have tended to emerge every 10–15 years: mainframes in the 60s, PCs in the late 70s, the internet in the early 90s, and smartphones in the 2000s. Today, a number of exciting new computing paradigms … The post Introducing a16z Crypto Startup School appeared first on Andreessen Horowitz. cryptocurrencies & blockchains announcements building a crypto company

The top 5 subscription payment services: how to choose the best


What’s the one thing Rent the Runway , your gym membership, and monthly utilities all have in common? Scheduled payments, aka recurring billing. Scheduled payments have become a core form of revenue collection. Of course, recurring payments vary depending on the business. Rent the Runway is definitely structured different than your monthly gas bill. As the subscription universe continues to expand, you can expect to see even more subscription payment plans.

Why Distributed Tracing is Essential for Performance and Reliability

Speaker: Daniel "spoons" Spoonhower, CTO and Co-Founder at Lightstep

Many engineering organizations have now adopted microservices or other loosely coupled architectures, often alongside DevOps practices. Together these have enabled individual service teams to become more independent and, as a result, have boosted developer velocity. However, this increased velocity often comes at the cost of overall application performance or reliability. Worse, teams often don’t understand what’s affecting performance or reliability – or even who to ask to learn more. Distributed tracing was developed at organizations like Google and Twitter to address these problems and has also come a long way in the decade since then. By the end of this presentation, you’ll understand why distributed tracing is necessary and how it can bring performance and reliability back under control.

Career Advice from the Pros: Starting a Sales Career in 2020? Do This

Sales Hacker

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. So how do you stand out from the crowd? How do you jump-start your sales career and fast-track success?

SaaStr Podcasts for the Week with Chargebee and Glassdoor — November 1, 2019


278: Krish Subramanian is the Founder & CEO @ Chargebee, the startup that lets you go beyond billing, payments and recurring invoices — to delivering subscription experiences that “wow” To date, Chargebee have “wowed” some of the world’s leading VCs to the tune of $38m including the likes of Insight Venture Partners, Tiger Global, Steadview and Accel Partners.

Have You Heard of SaaSOps Professionals? They’re Here to Stay


You might see a new role opening up soon in your IT department: SaaSOps Engineer. We introduced the SaaSOps movement at Altitude , our annual IT conference, because it was clear to us that this category exists. SaaSOps is a space that our forward-thinking community constantly operates within—there just hasn’t been a formal title for it yet. Here’s the definition: SaaSOps noun. :