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This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey. Today, we’re answering the question: how do teams grow as a startup scales? We can derive the table above if we look over the entire respondent base and bucket headcount by ARR. The median startup with between 1-5M in ARR will have 12 engineers, 6 in sales and 3 in marketing.
I’ve been investing just long enough now to see start-ups fall out of product-market fit. When I started blogging on SaaStr.com back in 2012 (!), I didn’t really think this happened. I thought folks got out-sold, lost to the competition, and even failed to evolve. But I didn’t get that apps with happy customers, and some real traction, could fall out of product-market fit.
PR for SaaS businesses doesn’t have to be hard or complicated. With the right approach, you can turn more of the “no’s” into “yes’s” and get valuable media mentions for your business from sites like Forbes and Fast Company. Here’s how. Media coverage can have a huge impact on your business. Content Marketing Institute reports that B2B companies are 21-23% likelier to achieve success with their content marketing if they use PR.
The COVID-19 pandemic increased the risk of customer churn across almost every industry. Forrester predicts that software growth as a whole will slow down to two to four percent or may be flat if a recession occurs. However, you still have a say in how well your business makes it through this period. COVID-19’s effect on customer churn may have already begun, but there is still plenty you can do to increase customer engagement and retain the customers you have worked hard to win.
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.
These days, if you raise money at a >=$80m-100m valuation, and are oversubscribed, most bigger Silicon Valley VC firms will offer to provide some founder liquidity. And these days, the valuations where it is offered is creeping down a bit as bigger funds do earlier stage deals. It’s not out of the goodness of their hearts. It’s so they can buy more and/or win the deal.
If you screw up your customer’s experience early on in their subscription, it’s hard to convince them to keep paying month after month. And since SaaS and subscription businesses depend on monthly recurring revenue to grow , it pays to perfect your customer onboarding process. Give your customers a poor onboarding experience and they’ll be set up for failure right from the start.
If you screw up your customer’s experience early on in their subscription, it’s hard to convince them to keep paying month after month. And since SaaS and subscription businesses depend on monthly recurring revenue to grow , it pays to perfect your customer onboarding process. Give your customers a poor onboarding experience and they’ll be set up for failure right from the start.
Pretend you wake up tomorrow to your government ordering everyone to stay at home. All non-essential businesses now have to shift to fully remote teams while those that can’t, cease operations until further notice. Today, we are all experiencing this new reality. RELATED: The State of Sales: Pandemic Adaptation Survey (Report). All too often, crises come without warning, forcing your business to adapt.
Does LinkedIn InMail actually work for lead generation? The short answer is, it depends. LinkedIn has a reputation for high engagement for sales and high cost for marketing. And plenty of B2B brands already use the paid features of LinkedIn to great effect. That’s why the more important question isn’t whether InMail works, but whether it will work at scale, within your budget.
Yesterday, we shared the Top 10 Learnings from the 2020 Redpoint GTM Survey at SaaS Office Hours. The presentation is embedded below. It contains data on go to market team structure, performance by sales function, marketing spend benchmarks, and customer success priorities. I want to thank Nick Giometti who parsed and processed the data and taught me (an R user) a lot about python and pandas along the way.
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.
The best cloud storage service is Google Drive. For a more in-depth look at the best cloud storage services, check out reviews of our five favorites below. Looking for a way to save room in your office? Or maybe you want to be able to access files remotely? Or maybe you just need a place […]. The post Best Cloud Storage Services appeared first on The Daily Egg.
One of the very firm SaaStr-isms what that while $0-$1m ARR is Impossible, and getting from $1m-$10m ARR is Unlikely … that getting from $10m to $100m ARR is Inevitable. Let’s take a look at a version of that basic math. Today, the very best SaaS companies are scaling faster than ever. Often 200% or even 300% at $10m ARR. Look at Zoom, Slack, Datadog, UiPath etc.
On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.
The internet is moving more businesses and people online, and driving a huge increase in inbound support volume. Meanwhile customer expectations are rising – they expect better experiences and immediate support resolutions. The internet is also driving an explosion in customer choice, allowing them to easily switch to businesses who provide better experiences.
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.
A good project management software keeps track of your teams to-dos, responsibilities, and goals. The best project management software goes even deeper than that. It helps managers track their employee’s workloads and provides a good look at how your resources are allocated for certain projects. If you’re looking for a good project management software for […].
One of the classic original SaaStr posts was on the Top 10 Questions to Ask a VP of Sales Candidate. All the questions still hold today, interestingly. We did an update of that classic post below together with this brand new video on the topic: Use this script for hiring that first VP of Sales. It works. Ready to hire your first VP Sales? But haven’t done it before?
COVID-19 established a new reality, forcing businesses to close their doors or adapt to new working conditions. Such drastic changes also had a negative impact on numerous workers who couldn’t handle working from home or felt pressured. Did you know that your sales team is the one that is affected the most by the new virus? The post How COVID-19 Impacts Your Sales Team appeared first on Predictable Revenue.
In-app messaging is a key component of a strong customer engagement strategy – one that reaches users at the right place, at the right time, and is consistent across platforms. With our recent launch of Mobile Carousels , we tapped into the possibility of creating and nurturing better customer relationships through mobile. Here, we take a deep dive on in-app messaging – defining exactly what it is and how to make it work best for your customers.
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.
Check out the latest features and improvements for the FastSpring app! Invoice Refresh – We updated the look and feel of our invoices to provide a simple and modern buyer experience. Improvements include: More intuitive layout. New font styling. Clear “Pay Now” button on unpaid invoices. New download button to easily turn an invoice into a PDF.
Q: Can B2B sales ever be 100% automated? Of course it can. It is called self-service. And it works great, up to a point. The question is, do you want to do better than that? Do you want to sell deals much more than $299 / month? Prospects really want to a live human before putting much more than that, at least to start, on a credit card. Do you want to close more of the potential seats / revenue up front?
Remote work takes an increased commitment to open communication, support, and accountability for all involved. How can we empower teams to navigate a remote work environment? The post Managing up as an individual contributor on a remote team appeared first on Predictable Revenue.
Allyship is something we have been thinking about a lot recently at Intercom. Over the past few weeks on the podcast we have heard from a wide range of voices about the many and varied prejudices and biases that exist within the tech ecosystem. We’ve also been hearing how we can do better, where we can help and where we need to listen – as a company and on an individual level.
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.
How often do you reflect on the ways technology changes your life as a marketer? I’m not talking full-on paradigm shifts here. (“We do our marketing… on the internet.”) I mean the sly, step-by-way manner in which new tech slides neatly into your existing stack and subtly reframes the game on you. These changes don’t always alter your job in dramatic ways, but they eliminate the hassles and headaches.
Q: What are the lessons you learned from building an MVP for a startup? I worry about the term “MVP” in SaaS. The only thing I think that matters in an “MSP” — a Minimum Sellable Product. A product that gets at least 10 paying customers. Here’s what often happens with MVPs that aren’t yet MSPs in SaaS: They break and don’t scale. A hack often doesn’t work even under moderate load.
E-commerce is booming. There are currently 24 million e-commerce sites and counting. And with only 12% of sales taking place online , you can expect there to be massive growth in the years to come. So if you want to create an online business, one of the best ones to create is an e-commerce store. But how do you market it? How do you grow your traffic?
This year has unfolded in ways that nobody could have predicted, testing us in all sorts of unprecedented ways. But it’s how we react in the face of adversity that matters – this is how we’re going to mark Pride 2020 at Intercom. At InterProud, our employee group for our LGBTI+ employees and allies, we were hoping to build on the success of last year’s celebrations and events , where we partnered with BeLonG To Youth Services , a charity that does incredible work to support LGBTI+ yo
For SaaS businesses, improving retention is one of the easiest and most effective ways to drive revenue and profits. With a clear link between failed payments and customer churn, having a robust failed payment recovery solution isn’t optional—it’s essential. Achieving your retention goals starts with the right solution.
During COVID-19, sales teams face a set of twin challenges – reduced IT budgets in an uncertain market and selling when business is virtual. Already half of B2B companies have r educed their budgets by over 40%. Overall, IT … The post 16 Questions for Selling in COVID-19 appeared first on Andreessen Horowitz.
Q: I’m Head of Product and I think our CEO is actively recruiting a VP of Product. What should I do? Go talk to your CEO. It’s totally fine to do that. You just … don’t know. A few additional thoughts and learnings: If you are potentially being “topped”, be a bit Zen about it. Don’t see it as a threat. It may mean you need to find another role, or another start-up at some point.
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