Sat.Jun 20, 2020 - Fri.Jun 26, 2020

What is the Structure of the Typical SaaS Company as it Scales?

Tom Tunguz

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?

When You Fall Out of Product-Market Fit

SaaStr

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.

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SaaS multi-channel marketing: What you need to know

Vero

There are a ton of ways for customers to interact with your company. It’s expected that in 2020, the average person will spend more than ten hours a day on their phones or computers and take in media via the radio, television, magazines, and newspapers. .

PR for SaaS Businesses: How to Get High-Quality Leads (Includes Scripts)

Chart Mogul

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.

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!

What Is COVID-19’s Effect on Customer Churn—And What You Can Do About It in 5 Steps

Totango

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.

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SaaS Customer Onboarding: A Simple (But Detailed) Guide

Dominique Jackson

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.

Crisis Communication: Strategies to Communicate Better During a Crisis

Sales Hacker

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.

Winning the Recession: The 5 Metrics that Every CFO Must Keep In Mind

Chargebee

The Top 5 SaaS metrics that every CFO needs to combat the pandemic-triggered recession plus its uncertainties

Does LinkedIn InMail (Really) Work for Lead Generation?

Sales Hacker

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.

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.

Top 10 Learnings from the Redpoint 2020 GTM Survey

Tom Tunguz

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.

Even With Just “Pretty Good Growth”, You Can Build a Unicorn After $10m ARR

SaaStr

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.

Best Cloud Storage Services

The Daily Egg

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 […].

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5 Tips to Building Rapport on a Cold Call

Predictable Revenue

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?

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.

G2 Users Rank InsightSquared a Leader in Sales Analytics and Analytics Platforms

InsightSquared

The results are in and once again, InsightSquared has been named a Leader in G2’s Sales Analytics and Analytics Platforms (formerly Business Intelligence) categories. We also were named a High Performer in the AI Sales Assistant category. .

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What’s The #1 Challenge After $1m-$2m ARR?

SaaStr

Q: What’s the number one challenge for scale-up founders? In SaaS, it is recruiting your VPs and management team : SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales.

Best Project Management Software

The Daily Egg

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.

Managing up as an individual contributor on a remote team

Predictable Revenue

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.

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.

5 Signs Your Pipeline Reviews Are Failing

InsightSquared

Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process.

In SaaS an MVP Isn’t Enough. You Need an “MSP”.

SaaStr

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.

A contrarian take on recovery prospects; Big fintech goes global; Behind the Hertz stock snafu, and more

Andreessen Horowitz

This first appeared in the monthly a16z fintech newsletter. Subscribe to stay on top of the latest fintech news. . IN THIS EDITION. A contrarian take on recovery prospects. The pandemic’s impact on real estate. Big fintech seeks partners to.

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How COVID-19 Impacts Your Sales Team

Predictable Revenue

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.

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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.

Sleep and Productivity: The Best Way to Boost Sales Performance

Sales Hacker

Even before the uncertainties of COVID-19, Americans were underslept. And there’s a lot of research that shows we’ve been quite unproductive as a result. The current crisis has introduced even more threats to our sleep and productivity.

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I Think My Boss is Going to Hire a VP Above Me. What Should I Do?

SaaStr

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.

16 Minutes on the News #34: Videogames as Medicines — So What Is/Isn’t a Digital Drug?

Andreessen Horowitz

The FDA just approved the first ever videogame that can now be legally marketed and prescribed as a medicine.

Do You Know Where You Stand With Your CEO? Here’s How to Tell

OpenView Labs

Editor’s note: This is an excerpt from Dan Slagen’s new book, Understanding Startup CEOs. Dan is a four-time startup executive specializing in scaling global go-to-market functions from early stage to $100M+ in ARR.

The Product Manager's Guide to Retention

This book walks through multiple aspects of retention, including why it’s so important, how to best measure it, and how to set goals for the different stages of retention. It also provides strategies for improving retention across the customer journey.

The Power of We: Getting Sales and Marketing on the Same Page

Sales Hacker

We were caught in a perpetual struggle between Sales and Marketing. Sales blamed Marketing for not attracting enough high-quality leads , and Marketing claimed Sales wasn’t nurturing leads enough. There was a stark disconnect between one end of our pipeline and the other.

6 Reasons To Not Stick With Just Self-Service

SaaStr

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?

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16 Questions for Selling in COVID-19

Andreessen Horowitz

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%.