Sat.Mar 07, 2020 - Fri.Mar 13, 2020

What Could the Venture Market Look Like in the Coronavirus Era

Tom Tunguz

What could happen to the fundraising market in the coronavirus era where organizers cancel events, the financial markets suffer from a bear market, and there is a lot of uncertainty? The most recent event to use as an analogy is the 2008 financial crisis.

Should Customer Success Report into the CRO or the CEO?

Kellblog

The CEO. Thanks for reading. # # #. I was tempted to stop there because I’ve been writing a lot of long posts lately and because I do believe the answer is that simple. First let me explain the controversy and then I’ll explain my view on it.

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The SaaS CFO's 5 Must-Have Metrics

Cobloom

This is a guest post from Ben Murray. Ben is the CFO of a subscription-based software company in Dubuque, Iowa, USA, and helps software companies achieve financial improvement and transparency by partnering with stakeholders to link operations and finance.

Building and evolving a successful sales team with Oliver Williamson

Predictable Revenue

Collin and Oliver discuss the use of software, robotics and automation to offer impeccable quality, affordable pricing and lightning speed. The post Building and evolving a successful sales team with Oliver Williamson appeared first on Predictable Revenue.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Playbook to Scaling Your Team in Hypergrowth with Flexport CRO Ben Braverman (Video + Transcript)

SaaStr

Ben Braverman explains how Flexport entered a competitive market with a unique model and continues to grow. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth.

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SaaS Busters: ACV (Annual Contract Value) vs ARR (Annual Recurring Revenue)

Inturact

After commenting on a post by SaaSMetrics, I realized how much confusion and mixed definitions there are on the difference between ACV (Annual Contract Value) and ARR (Annual Recurring Revenue), which prompted me to think -- "I need to research this a bit more".

Churn Reasons: You’re Not Digging Deep Enough

ChurnZero

Churn Reasons: You’re Not Digging Deep Enough. This is a guest post by Jay Nathan , Founder & Managing Partner at Customer Imperative. Disappointed, but oddly satisfied, I hung up the phone from a call with a recently-churned customer.

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50% of Folks Say Deals Have Slowed Down in SaaS. 50% Say They Haven’t.

SaaStr

There’s so much going on in global events, it’s truly hard to keep up. What is clear is SaaS is going nowhere, larger customers will all renew, and that folks still want SaaS. But what is also clear is that buying decisions in many cases will slow down.

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How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks

Predictable Revenue

Sarah Hicks has been crushing quota over the past couple of months, by reverse-engineering Becc Holland's personalization at scale approach to fit her own method.

The North Star Playbook

Every product needs a North Star. In this guide, we will show you the metrics product managers need to tie product improvements to revenue impact. If you are looking for a more-focused, less-reactive way to work, this guide is for you.

What Things in SaaS Were Like in ’08-’09. And What They Probably Will Be Like in ’20.

SaaStr

We’re obviously in a very unique situation today. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up.

Subscription marketing 101: your ultimate guide to marketing subscriptions

ProfitWell

The subscription business model has seen an immense rise in popularity in recent years, and with good reason. The subscription-based economy grew 350% between 2012 and 2019, and subscription businesses grew revenues about five times faster than S&P 500 company revenues during that time.

Notes from Office Hours with Lisa Lawson

Tom Tunguz

Recently, we welcomed Lisa Lawson to SaaS Office Hours to talk about building a channel go-to-market strategy for SaaS companies. Lisa built the channel at Optimizely, which accounted for a meaningful fraction of new business.

How to Create an Effective Marketing Strategy for Associations

Incredo

Associations face a unique challenge in marketing, in that they have to cater to a very specific audience and ensure they’re going to become long term members. And each association has different challenges to begin with, so traditional marketing strategies won’t work very effectively either.

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

7 Things as CEO You Can Do Now to Help The Team

SaaStr

If you are feeling a bit overwhelmed as CEO, remember it’s even harder on the team. I’m no expert here (at all) but a few ideas on what can help: 1. Share your cash runway and quantitatively why the company is OK, and going to be OK.

5 Inspiring Women Leaders in Sales to Follow Today

InsightSquared

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. These women have been nominated by our own team, as people who inspire and empower us to strive, thrive and grow in our careers.

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COVID-19 Disease Resources & Readings

Andreessen Horowitz

Editor’s note: Here’s a selected list of resources on the novel coronavirus (formerly known as as 2019 n-CoV, now known as SARS-CoV-2) that causes COVID-19 disease. Sonal Chokshi. official sources.

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18+ Working from Home Tips: How to Set Up & Thrive with Remote Work

Sales Hacker

As the coronavirus sweeps across the country, more and more people are finding themselves working from home. How do you stay motivated, connected, and successful? What does it take to thrive with remote work?

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How do you acquire customers on a zero dollar budget?

SaaStr

Q: How do you acquire customers on a zero dollar budget?/strong> strong> You use “sweat dollars” instead: Get any press and PR you can. It doesn’t have to be TechCrunch. Get every blog, every publication, anyone with any on-point audience to write about you.

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Say Goodbye to Excel Forecasting

InsightSquared

Sales forecasting is a complex and time-sensitive endeavor for every sales leader. However, it doesn’t have to be. The root of the issue is that the majority of sales organizations continue to roll up their forecasts using static spreadsheets.

How to Use Customer Success Analytics to Your Advantage

Totango

Using customer data to illuminate the road ahead is always going to be far more effective than winging it or blindly assuming that what has worked in the past will continue to work in the future.

Monetization for Gamers in the New Cryptoeconomy

Andreessen Horowitz

The combination of cloud, social, and mobile has turned gaming from a niche hobby into a massive industry. Now veteran gamer Kevin Chou is using blockchain technology to realign the economic relationships between game developers and their massive player base.

Build or Buy an LMS? How to Pick the Right Solution for Your Budget

BUDGET. When it comes to picking your next LMS that six-letter word is probably the most important part of the decision-making process. So, what are your options to get the best possible eLearning solution without breaking the bank? Build It or Buy It. This guide from Lambda’s eLearning experts details absolutely everything you need to consider so you can pick the perfect eLearning solution for your organization and budget.

The Virtues and Opportunities in Being #2

SaaStr

I used to hate the idea of “power laws” That the advantages of being #1 compound over time. It seemed to turn all startups into just numbers on a graph. But has time has gone on, I’ve learned it’s often right.

Best Practices to Clean Up Your Messy Sales Ops

InsightSquared

In the 1970s, J. Patrick Kelly, the first sales ops group leader, described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”

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2 Simple Solutions to Improve Your Outbound Sales Cadence

Sales Hacker

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results.

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Drowning in Debt, Eager to Share: When Fintech Meets Social

Andreessen Horowitz

The last financial crisis prompted many consumers to reassess their banking expectations—none more so than millennials and Gen-Z-ers.

Growing your Startup? Find the Right Startup Financing for Your Capital Needs

Entrepreneurs are facing unprecedented circumstances right now. The capital choices you make will have a lasting impact on the trajectory of your company. Knowing the right questions to ask and how to compare your options is vital to making the best decisions. Download the Startup Finance Playbook to learn more.

SaaS + TechCrunch: Why Now Is the Best Time to Start a SaaS Company

SaaStr

Right before the current tumult, TechCrunch had me on their Equity podcast to talk about how today was the best in times of SaaS. A lot has changed since we did that podcast just a few weeks ago! But the points stand. Today remains the best of times to start and to scale a SaaS company.

Answers to Your Burning Forecasting Questions

InsightSquared

Sales forecasting is a massive challenge. It’s not only time-consuming, but rarely accurate, which leaves sales organizations to base key business decisions on gut feel. .

Step-By-Step Guide to Sales CRM Implementation

Teamgate

You’ve heard the tips: every B2B and B2C company benefits from sales CRM. Through this software, you can manage contacts and drive leads through the sales funnel in the most effective way possible. . Collecting and managing user data is a time-consuming task.

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