Sat.Aug 25, 2018 - Fri.Aug 31, 2018

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1% of Salesforce's Revenue Makes a Unicorn

Tom Tunguz

Salesforce is worth $113 billion. 1% of $113 billion is $1.13 billion. ServiceNow is worth $34B and Workday is worth $33B. 3% of $33-34B is $1B. Atlassian is worth $20.5B. 5% of $20.5B is $1B. Why am I doing all this simple math you might ask? We have reached a point in SaaS where a small fraction of an incumbent is a billion-dollar company. If you start a business tomorrow that is able to cleave 1% of revenue from Salesforce, you will have built a billion-dollar business. 1% is not that much.

Revenue 274
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Avoid the land of no decision: 6 critical questions for every discovery call

Intercom, Inc.

In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call, many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle. Details like use case and a prospect’s fit for our solution help us prioritize our deals.

B2B 150
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How to Apply the Rule of 40 for Your SaaS Company

The SaaS CFO

How to Calculate the Rule of 40 in SaaS The rule of 40 in SaaS is simple financial framework that balances revenue growth versus margins. It’s a rule of thumb to quickly determine the health and/or attractiveness of a SaaS company. You’ve probably heard of the rule of 40, but the application of the formula […]. The post How to Apply the Rule of 40 for Your SaaS Company appeared first on The SaaS CFO.

SaaS 96
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3 Facts About B2B Buyer Experience You’re Probably Ignoring

Sales Hacker

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Make no mistake: we live in a digital world. For many of us, that’s also the primary channel through which we make an increasing number of purchases. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life.

B2B 80
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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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How SaaS Companies are Valued

Tom Tunguz

In a post earlier this week, I argued 1% of Salesforce’s revenues creates a unicorn. More broadly, I said that the biggest SaaS companies are so large, that they must have underserved customer segments. And there is an opportunity for a startup to identify that underserved segment, build a product to serve it better, and build a unicorn. I received a lot of comments about this post, but not the kind that I expected.

SaaS 120

More Trending

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How to Sell Digital Products with FastSpring and WordPress

FastSpring

Whether you’re creating ebooks, music, or software, you need to be able to sell your digital products on your website powered by WordPress. However, many businesses often realize that is easier said than done—especially when it comes to scaling globally. There are plenty of third-party tools out there to help you get an online store up and running on WordPress, however, your business can only get so far with piecemealed point solutions managing the ecommerce experience. .

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3 Stages of Effective SaaS Development Mid-Way Handover

Incredo

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Pitching Your Product as a Must-Have: Developing a Sales Motion that Works

Sales Hacker

Here are 5 key things that have to be top of mind when you’re developing a sales motion. Being called a ‘nice-to-have’ solution feels like a gut punch, especially when you know it’s not true. And it’s tough to shift that thinking once it’s in a prospect’s head. If they think of you that way, it means you haven’t created enough value in your sales conversations.

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Video Bots: The future of sales automation

Intercom, Inc.

When customers visit your website or use your app, there’s an opportunity to engage and connect with them to increase their likelihood of taking a desired action. Video is one of the best ways to capture someone’s attention, and when paired with our Custom Bots and apps, you can turn that attention into action, automatically. Whether it’s to help convert a key account, to promote your latest product, ask for feedback, or just prompt them to start a chat, video can help.

Scale 132
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The Big Payoff of Application Analytics

Outdated or absent analytics won’t cut it in today’s data-driven applications – not for your end users, your development team, or your business. That’s what drove the five companies in this e-book to change their approach to analytics. Download this e-book to learn about the unique problems each company faced and how they achieved huge returns beyond expectation by embedding analytics into applications.

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Welcome to the New and Improved FastSpring Blog

FastSpring

After months of planning, strategizing, and hard work—we are thrilled to announce our new and improved blog is live on the Fastspring site. When we started this project, we had a lot of big ideas for improving the look and feel of the blog. However, we decided to focus our efforts on making sure the FastSpring blog is a go-to resource for the latest ecommerce news, trends, and how-tos to help digital businesses around the world succeed.

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16 Ideas for Getting Started with Automated Alerts

ChurnZero

Automated alerts from a Customer Success platform can provide early indicators that could help you save an account, present opportunities to expand the account, and in general allow you to be proactive in contributing to your Customer’s Success. As you think through implementing alerts, here’s some potential points you may want to consider as triggers.

Scale 45
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The Ultimate Guide to Building a Killer Sales Pipeline with Chatbots & Conversational Marketing

Sales Hacker

The post The Ultimate Guide to Building a Killer Sales Pipeline with Chatbots & Conversational Marketing appeared first on Sales Hacker.

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An upstanding brand – how team values influence how we work

Intercom, Inc.

A set of core values makes it easier for everyone to navigate behavioral expectations at Intercom, and for individuals to see how they might thrive here. As head of the Brand Studio , I’ve watched our team scale in a very short period of time. Defining a small set of true values is key to making sure teams like ours can grow and adapt quickly, without the need for demoralizing micromanagement.

Branding 132
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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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Announcing Close’s Predictive Dialer: The biggest leap in sales productivity since the invention of the phone!

CloseSaaS

That’s a big claim, I know. Lend me your ear for a minute and I’ll tell you why it’s more than justified.

Sales 52
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What are the tools for analyzing your event data?

Rakam

Event data analytics help a great deal in gaining potential insights regarding customers’ actions within your product. The data collected from users’ actions can help improve performance of an app or a website. As simple as it sounds, it’s quite tricky. One needs to have the right tools to analyze event data. These tools help track the behaviors and actions of customers within the products so that the researchers can monitor their activity, test new ideas, and gather excellent insights.

Data 40
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How to Get RevOps to Talk to Sales: Creating Alignment for Massive Revenue Growth

Sales Hacker

The post How to Get RevOps to Talk to Sales: Creating Alignment for Massive Revenue Growth appeared first on Sales Hacker.

Revenue 60
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Outseta Company Update - September 2018

Outseta

By Geoff Roberts 5 min read With some vacation time now in our rearview we’re heading towards the home stretch of 2018, making it the perfect time to fill you in on what we’ve been up to at Outseta since our July company update. Here’s the latest and what’s to come. We now support Stripe as a payment gateway. When we launched our subscription billing and management functionality, we initially partnered with Forte Payment Systems as our payment gateway.

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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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GV’s Kate Aronowitz and Vanessa Cho on leading through design

Intercom, Inc.

When Kate Aronowitz and Vanessa Cho were in college in the ’90s, coursework didn’t even exist for their future careers. They had to make their own. Two decades later, these two women are blazing trails in design leadership. Both are design partners at GV (launched as Google Ventures in 2009 as the venture capital arm of Alphabet, Inc.), where they help a robust portfolio of startups find their way.

Scale 149
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Creating a Sales Enablement Strategy

Sales Enablement, SaaS and Growth

One of the questions I get asked most frequently is around building a sales enablement strategy and what that might look like. While each company, context and industry is different, I believe that there are some fundamentals that should form the blueprint of any sales enablement strategy. At a high level the strategy should convey what your team does, how it does it, goals and main initiatives for the year ahead.

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Empowering Your Sales Team Stand Out and Close More Deals

Sales Hacker

The post Empowering Your Sales Team Stand Out and Close More Deals appeared first on Sales Hacker.

Sales 63
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AMP: The Easiest Way to Build Lightning-Fast Mobile Pages is Almost Here

Unbounce

If you run paid ads, chances are you have a mobile campaign or two (or two hundred) live right now. Whether we like it or not, most of us live tethered to our smartphones, relying on them to entertain us, keep us connected, and guide us to the nearest bike repair shop. And as such, behavior on mobile is shaping how marketers need to operate. Over the last four years, we were inundated with messages declaring it was finally “the year of mobile”, so much so that it felt like our industry was cryin

Mobile 95
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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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Don’t Miss the CRM Event of the Year

Totango

Join Totango at SAP Customer Experience LIVE in Barcelona! In today’s world, customers expect tangible value from their relationships with vendors; businesses need to generate profits and growth. To meet both customer needs and business demands, companies not only need a single view of the customer, they need to cultivate and manage a relationship that extends beyond the initial sale.

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PODCAST 22: Being a Successful Account Executive — There’s More to it Than Hitting Quota

Sales Hacker

Talking about his background, secrets to prospecting , and top tips to becoming a successful account executive is John Barrows on this week’s episode! If you missed episode 21, check it out here: PODCAST 21: The Making of a Top-Producing Silicon Valley VP of Sales. What You’ll Learn. Prospecting with passion and enthusiasm. Handling objections effectively.

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Best Prospecting Methods — 4 Ways To Stop Second-Guessing How You Prospect

Sales Hacker

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. This can be through an email, a call, an in-person meeting etc. A prospect is a company or person who matches the profile of a client.

Scale 47