Tom Tunguz
OCTOBER 28, 2017
Starting in January, public software companies will report their financials using ASC 606. Normally, accounting changes are not that interesting, but ASC 606 will change several of the key attributes and benchmarks SaaS startups use. The two most important changes are changes to revenue and profitability. Today, all software revenue is recognized ratably over the contract period.
Sales Hacker
NOVEMBER 2, 2017
Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy. A first name here, an email address there, and you have access. But as a business owner, there’s a massive gap between getting names and getting dollars. How many free trial users end up as paying customers? Depends on your conversion model: A Totango study in 2012 found an average of 50% when a credit card was required for the free trial, but only 15% when a credit card wasn’t necessary.
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FastSpring
NOVEMBER 3, 2017
Is it time to reevaluate your sales and billing model? As your SaaS company grows and changes over time, it’s crucial to step back and take a fresh look at your selling strategy. Let’s examine the benefits and drawbacks of two basic models: fixed-price sales and recurring billing.
InsightSquared
NOVEMBER 1, 2017
Guest blog by Mike George, Business Systems Analyst at Toast. Don’t over-serve your executive team. We like to think we’re data-driven. To support that belief, we tend to gather as much data as possible — because more data equals more insights, right? Don’t give yourself a pat on the back just yet. With more data than ever before at our fingertips, we’re at risk of creating cluttered dashboards and wasting our time on the wrong numbers.
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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.
Tom Tunguz
OCTOBER 31, 2017
One of the major trends facing SaaS companies today is the rising cost of customer acquisition. Data on this trend has been difficult to find. Fortunately, Patrick at ProfitWell sent me his survey results across about 800 companies. The chart above shows the increasing cost of customer acquisition on a per company basis. Those surveyed have observed a ~65% increase in cost of customer acquisition over the last five years.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
FastSpring
NOVEMBER 3, 2017
Artificial Intelligence is here to stay. It continues to power the world, offering seamlessly integrated customer/user experiences and time-saving tools that enhance productivity and revenue for companies across industries. So, how can you bring your company into the fold?
InsightSquared
NOVEMBER 2, 2017
I recently joked with TrackMaven CEO Allen Gannett , suggesting when sales development reps, or SDRs, report to marketing, they send one perfect email per day. When they report to sales, SDRs send hundreds of lousy ones. As trends like account-based marketing (ABM) gain momentum, the productivity of SDRs becomes increasingly important, because ABM hinges on effective prospecting.
CloseSaaS
NOVEMBER 1, 2017
Great SaaS sales reps can change your entire business.
BetterCloud
NOVEMBER 1, 2017
When it comes to enterprise software, the build vs. buy conundrum is a common one that many companies grapple with. At first blush, the “build” route for managing SaaS apps seems ideal. Invest some time and resources upfront, and you can create a homegrown, bespoke solution. However, there are direct and indirect (hidden) costs to building. Plus, there are critical short- and long-term implications you must take into account.
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.
FastSpring
NOVEMBER 1, 2017
Potential customers who started, but have not completed, the checkout process are close to making a purchasing decision. Studies have shown that, in general, about 67% of online users abandon their shopping cart before completing a purchase. After you have spent countless hours designing and optimizing your website, perfecting your pricing strategy, and developing your product, almost 7 out of every 10 customers will intend to purchase it but do not do so.
Sales Hacker
NOVEMBER 3, 2017
The post THe #1 Reason Sales Leaders Miss Their Number (and What to Do About It) appeared first on Sales Hacker.
CloseSaaS
NOVEMBER 1, 2017
Last week, we announced the release of Roles & Permissions—a simple way to manage accessibility within Close.
BetterCloud
NOVEMBER 1, 2017
Jodi Daniels is the founder of Red Clover Advisors, a data privacy consultancy that assists companies with GDPR compliance, operationalizing privacy, digital governance, and online data strategy. For more information, visit www.redcloveradvisors.com or email Jodi@redcloveradvisors com The General Data Protection Regulation (GDPR) is a complex regulation comprised of 99 articles.
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.
FastSpring
OCTOBER 30, 2017
Experts are predicting that 2017 will be the strongest holiday shopping season ever for ecommerce. Why? Because even last year, when many people were feeling uncertain about the U.S. economy in the post-election season, they still spent 13% more online than the previous year.
Sales Hacker
OCTOBER 31, 2017
With all of the advancements in sales and buyer side technology, now is the time to modernize your sales process or risk becoming irrelevant. Consumer behavior is changing. Customers lose sleep over their problem, not your product. New engagement channels are propping up. Ignore one and you’ll relinquish potential market share to competitors. Disruptive technologies offer smarter ways of selling services and ideas.
CloseSaaS
OCTOBER 30, 2017
If you want to build a prospect’s trust, stop acting like a sales hero.
Sales Hacker
OCTOBER 30, 2017
Have you ever been misunderstood? Even in a time when you were 1,000% sure you explained yourself clearly? Of course you have, and it can feel maddening. But still, it happens. Unfortunately, the same thing is happening to your customers. You think you know exactly what they’re thinking and feeling… H ave you asked them? If not, you don’t fully understand the reasons why they’re buying.
Advertiser: ZoomInfo
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.
Sales Hacker
NOVEMBER 3, 2017
In the past year, I’ve visualized over 100 talks in real-time at 20+ conferences and events on a range of topics. But no topic has inspired and challenged me like this one… Sales. To share some of what I’ve learned from the experts, I’ve pulled together my Top 11 from the past 12 months for you. I hope that they inspire and challenge you, too. 1.
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