Tom Tunguz

JULY 31, 2016

There are three pricing strategies for startups. Maximization dominates SaaS products in the mid-market and enterprise markets; penetration is synonymous with freemium in the SMB market. Once you’ve decided on the right strategy for your company, what is the best way to price? By seat? By minute? With or without a platform fee? Modern behavioral economics study three different pricing structures.

Pricing 122

Pricing SaaS SMB Startup 122

Sylvia Ng

JULY 30, 2016

I’m a huge fan of Brian Balfour (ex-VP of Growth at Hubspot), who maintains that growth is about process first and tactics second. Tactics change and tactics fail. But if you have a process, a “machine” that lets you test and evaluate tactics to reach specific goals, then you’re paving the way to success, and ensuring that the team learns. What many neglect to realize is that this approach of focusing on process applies entirely to building out analytics as well (and by extension, company growth

Scale 67

Scale Technical Review Scaling Startup 67

CloseSaaS

AUGUST 1, 2016

There’s no such thing as a perfect interview question. There’s no one question you can ask to figure out whether someone is the right candidate and will be amazing at sales.

Sales Hiring 59

Sales Hiring Interviewing Sales 59

yoursales

AUGUST 4, 2016

SUMMER SLUMP: THE MYTH OF NO B2B SALES DURING SUMMER VACATION SUMMER SLUMP: THE MYTH OF NO B2B SALES DURING SUMMER VACATION SUMMER SLUMP: THE MYTH OF NO B2B SALES DURING SUMMER VACATION “T he summer sales slump” – ever heard of that? It’s that time of year where EVERYONE goes on vacation and NOONE is left in offices for B2B sales people to call, email, or visit.

B2B 40

B2B Sales Sales Outsourcing SaaS 40

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

Tom Tunguz

AUGUST 2, 2016

Channel distribution represents one of the biggest and most important changes in customers acquisition for SMB SaaS startups in quite a while. Historically, channel distribution has been reserved for the most expensive software and hardware. IBM, Intel, Cisco and their kin generate more than 80% of their revenues through a universe of resellers and distributors.

Outsourcing Services 108

Outsourcing Services SMB Acquisition Scale 108

CloseSaaS

AUGUST 3, 2016

In my previous post, I talked about the top 10 interview questions to use in your sales hiring process. In this post, we’re going to look at three homework assignments you can give to potential sales hires to help you determine if they’re a good fit for your business.

Sales Hiring 52

Sales Hiring Sales Interviewing Business 52

Saasler

AUGUST 1, 2016

Sooner or later, all SaaS companies come to the realization that in great measure, the success of their business depends on setting up an effective onboarding process. In fact, the initial interactions with an application, have been proven to determine the course of the overall user experience. In the words of Lincoln Murphy , chief customer evangelist at Gainsight: “The first in-app experience your customer has with your product sets the tone for your relationship, and if it’s confusing, overwh

Onboarding 40

Onboarding Customer Success Business Model Education 40

Tom Tunguz

AUGUST 3, 2016

When you’re selling a SaaS product to a potential customer, you have to convince them switching is worth the effort. And once you’ve sold the product, you have to do the opposite: convince the customer that switching to anything else isn’t worth it. In chemistry, there’s a notion of an activation energy. A Swedish scientist Svante Arrhenius coined the term to describe the minimum amount of energy required to start a chemical reaction.

Sales 100

Sales Startup Customer Success Education 100

Sylvia Ng

JULY 30, 2016

In my last article on how to set up analytics for your startup to scale, I left off on the topic of how important it is to measure your analytic team’s success. But measuring isn’t necessary an easy thing. Here’s a quick dive into some of the metrics that we’ve considered using at 500px: # Data Warehouse Queries: Easy to define and quantify, but queries aren’t necessarily correlated with insights being generated?

Metrics 40

Metrics Startup Scaling Data 40

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Payments

Hacking Revenue

AUGUST 4, 2016

We don’t know how to code, yet we built and sold online businesses. We’re a business person and a product person who always wanted to learn how to program, but just never gave it enough effort (that’s what we like to think). We can put together a WordPress website and we have some fancy badges in CodeAcademy, but no CTO in his right mind will let either of us touch their production environment and/or keyboard.

Software 75

Software CTO Hire Scale New CTO 75