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

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

Incredo

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.

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Notes from Office Hours with Nick Mehta

Tom 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

SaaStr

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. I think one of the key reasons for this perspective is that there really aren’t many proven best practices for how operators can actually create categories — a problem that I wanted to help addre

Scale 111
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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.

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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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The Top 5 Product Usage Metrics for Customer Success Teams

Totango

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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How to Build a $100 Billion SaaS Company

SaaStr

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.

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7 SaaS customer success best practices to implement today

ProfitWell

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.

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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.

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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 skills.you 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.

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

SaaStr

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.

Scale 197
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Spendesk’s Nicolas Marchais on evolving with your market

Intercom, Inc.

Creating a new product category also creates a plethora of challenges – from spotting the right market niche to convincing customers that yours is a service they need. If people aren’t looking for your solution, you have to educate them about the problem your product solves. You also need to evolve and adapt at a greater pace than more established peers.

Scale 162
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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.

Marketing 138
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Office Hours with Anthony Kennada on Category Creation on Nov 14

Tom Tunguz

Next week, on November 14, Redpoint will host Office Hours with Anthony Kennada to talk about category creation. In the SaaS world, many businesses talk about creating new categories. To achieve this is rare, and it’s incredibly challenging to do. Anthony was a key part of the team at Gainsight that created the category that has just published a book on the topic called Category Creation , that we will talk about.

Branding 111
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People, Passion & Perfection: The Key Ingredients for an Awesome Product

Need help launching innovative software quickly? Dive into "People, Passion, and Perfection" and unlock the secrets to building excellent products in the digital age. Fast-track your journey with Tech Accelerator: Agile and Cloud-Native for flexibility & scalability AI-powered innovation for faster results Quality at every step for a flawless user experience See real impact across industries: Healthcare: Empower patients and medical professionals with intuitive solutions Education: Transform cla

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It’s Never Too Late to Go Upmarket

SaaStr

The other day put out a post on SaaStr about “How to Build a $100 Billion SaaS Company” While Salesforce is the only $100b+ SaaS company today, there are ~15 more gunning for $100b in valuation , which means $100b isn’t “outlier” status anymore. It’s achievable. Check it out here: How to Build a $100 Billion SaaS Company.

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Win Back Your Lost Customers by Following These Tips

Nimble - Sales

Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business. Be honest with yourself and your team when a customer is […]. The post Win Back Your Lost Customers by Following These Tips appeared first on Nimble Blog.

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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.

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

Zuora

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.

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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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10 Of My Favorite SaaStr Posts on Building Your First Great Sales Team

SaaStr

Boy over the years at SaaStr we’ve done a lot of posts (and videos and sessions) on hiring your first great sales team. I recently re-read a bunch using our excellent Algolia-powered search and wanted to share some of my favorites: 1. Your First VP Does Not Have To Be a VP of Sales. Looking back, this is just so important, I wish I’d written this in the earliest days of SaaStr.

Scale 143
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7 Marketing Strategies for Targeting Millennials in 2020

Nimble - Sales

By population, they’re one of the largest generations in America — and a huge audience for brands. However, many companies have struggled with marketing to millennials. 2020 is a fresh start in a new decade — and for businesses, a chance to target millennials more effectively than ever. Millennials are no longer in college. Definitions […].

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

BetterCloud

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. : a practice referring to how software-as-a-service (SaaS) applications are managed and secured through centralized and

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G2 Reports Are In: It’s a High Performance Year at FastSpring

FastSpring

We are thrilled G2 recognized FastSpring as a High Performer in this year’s Fall 2019 Grid® Report for Ecommerce Platforms ! This is why we created a report that highlights some of the amazing things real FastSpring users shared about their experience. Highlights from the G2 Report. Along with a high overall satisfaction rating, some additional highlights from the report include: Our users on average go live five times faster than other ecommerce platforms.

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

SaaStr

Ep. 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.

Scale 133
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4 Ways Your Team Can Benefit from Sales Intelligence Tools

Nimble - Sales

What exactly is sales intelligence? It’s tricky to pin down the exact definition. The term “sales intelligence” is most often referred to when talking about CRM’s. Sales intelligence can also mean any tool used for gathering information on prospects. Sales intelligence combines market intelligence and competitive intelligence. Market intelligence means understanding where your product fits […].

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What is the subscription revenue model? | ProfitWell

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.

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Navigating Ecommerce Sales Tax and VAT

FastSpring

Ecommerce sales tax and Value Added Tax (VAT) are intricate tax systems–especially when it comes to determining the tax rate for software and digital products. The growing popularity of digital products globally has both positives and negatives associated with them. On the one hand, the software market globally is a very lucrative and competitive landscape.

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Embedded Analytics: A Force Multiplier for Business

The possibilities for embedded analytics to drive real value for businesses, end users, and society are as fascinating as they are limitless. No matter the industry, brand after brand is finding that analytics can be the solution to a multitude of business challenges. Go deep with five insightsoftware customers as they share the details of their analytics journeys and discuss the transformative power of data.

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

SaaStr

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.

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Is Your Company Ready for a Digital Transformation?

Nimble - Sales

What is a digital transformation? Digital transformation is a tricky subject to define. Because it is a completely customizable practice, digital transformation looks different for every company. In general, we can define digital transformation as the process of integrating digital technologies into a variety of areas within a business. The goal of a digital transformation […].

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

ProfitWell

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.