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?


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


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.

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

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


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.

More Trending

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


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


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.


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.


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.

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

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


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


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.

Best Practices to Clean Up Your Messy Sales Ops


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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The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

The Virtues and Opportunities in Being #2


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.

How to Create an Effective Marketing Strategy for Associations


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.

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.


5 Inspiring Women Leaders in Sales to Follow Today


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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Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

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


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.

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?

A Message to our Subscribed Community


The in-person component of Subscribed 2020 in San Jose, CA is cancelled to prioritize the health and safety of our customers, partners, employees and everyone who helps put on Subscribed.

Answers to Your Burning Forecasting Questions


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. .

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

How do you acquire customers on a zero dollar budget?


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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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.

How to Smash Your Quota By Listening Better (Summit Replay)

Sales Hacker

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. What You’ll Learn.

Say Goodbye to Excel Forecasting


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.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

What hours do sales reps work?


Q: What hours do sales reps work? It really varies in SaaS. Sales is hard. It’s a lot of No’s. A lot of pushback. A number you can’t hide from, and you have hit, every month, every quarter, every year. But … but … if you are really good at sales, sometimes … you don’t have to work that many hours.

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Working across land and sea: Tips for remote communication

Inside Intercom

For remote workers, live chat is the simplest option for communication. But if most communication is nonverbal, how do you make sure what you say and hear aren’t misinterpreted? When speaking with someone in person, the words you use matter.

Hiring New Salespeople (While Keeping Up With Business as Usual)

Sales Hacker

Like most things in life, hiring sales talent is a matter of timing. Especially since the best candidates with strong sales skills are usually snatched up within 10 days. Unfortunately, you generally need skilled talent more than they need you.