Intercom, Inc.

MARCH 6, 2018

One of the first things that struck me when I started working at Intercom was the culture of transparency and how every team is constantly striving for improvement. One of Intercom’s core values is that we’re serious about wanting to be the very best. One of the things we can do to implement this value is to be open and honest with each other about our strengths and weaknesses, with a willingness to learn and always keeping in mind that we can do better next time.

Software Review 213

Software Review Engineering Branding Management 213

Tom Tunguz

MARCH 3, 2018

It’s one of the most important questions a CEO can ask. Why does our sales team lose potential sales? One of the companies I work with, Chorus , listens and analyzes sales calls to provide insights to heads of sales and account executives. Chorus explored the reasons account executives lose sales opportunities. Set aside losses from competition.

Sales 176

Sales Metrics Business 176

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

Sales Hacker

MARCH 6, 2018

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. Based on how your buyer journey looks, example, Awareness, Interest, Decision, and Action, your sales pipeline stages may also vary.

Sales 90

Sales Management Forecasting Software Review 90

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Payments

Intercom, Inc.

MARCH 7, 2018

These days it seems like everyone wants their service to become the next big platform – every budding entrepreneur begins their pitch by stating their aspiration to become the next Uber, Airbnb or Facebook of their field. But what do we know about building technological platforms? People know a platform when they see one, but in some important respects, we actually know very little about how they develop.

Transportation 208

Transportation Technology Development Trends 208

The SaaS CFO

MARCH 7, 2018

Five Year Financial Projection Template – Solving My Pain Creating a five-year financial projection or any long-term financial forecast greater than two years is a time intensive effort. You need to add X number of managers per staff, you need enough sales reps to support bookings, you need more technical support specialists as your customer […].

Forecasting 71

Forecasting Technical Support SaaS Management 71

Sales Hacker

MARCH 7, 2018

Below, I’m going to dive right into the top 7 habits a Sales Development Rep (SDR) should develop. But, before that, let’s understand why this is so important. The Sales Development Representative (SDR) is quite the professional paradox. Although it’s an entry-level job for those with little to no experience, it is also a surprisingly complex one, often requiring both sales and marketing skills with a numbers-driven approach (which is why it’s a great way to start your career in a te

Underperforming Technical Team 75

Underperforming Technical Team Outsourcing Services Outsourced Development Communication 75

Casey Accidental

MARCH 5, 2018

Analytics has become a critical role at tech companies. A common question I receive is how to hire analysts and where they fit into an organizational structure. Below I share some tribal knowledge around common team structures, options I think work best and hiring tips that leverage this talent. Functional vs. Embedded Teams. One of the first questions organizations face when hiring analysts is how they should structure the team.

Sales Hiring 65

Sales Hiring Underperforming Technical Team Scale Interviewing 65

Chart Mogul

MARCH 5, 2018

If you’re like me, you’ve got a lot of ideas. Some of them might get off the ground, others might stay permanently on the backburner — but eventually, one of those ideas might take flight, accidentally find traction with an audience and you wind up with a bunch of customers! Late last year, I started building reCharged , a daily briefing and community designed as the antithesis of traditional news.

Startup 63

Startup Branding Churn Metrics 63

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

Baremetrics

MARCH 7, 2018

“So… do you want me to come like… talk to other people that I know? Talk to like my lawyer… sort of come to you with like a piece of paper?”. “Uhhhh… that is one way we could do it.”. This is a quote from Episode 3 of Startup , the wildly popular podcast from Alex Blumberg and Gimlet media about what it’s really like to start a business.

Startup 60

Startup Compensation Underperforming Technical Team Benchmarks 60

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. There are a lot of highly qualified, accomplished, intelligent people out there. Yet as a hiring manager, seeking to build the best sales team in the industry, there are a few things I’ve observed that separate the good from the great—the things that distinguish good interviewees from those who actually end up la

Sales Hiring 68

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 68

CloseSaaS

MARCH 5, 2018

I often talk about sales hiring with B2B startup founders who are beginning to see success. They've developed their product to a point where the few customers they have keep using it regularly. Their retention rates are okay and they have early signs of revenue growth.

Sales Hiring 52

Sales Hiring Startup Sales B2B 52

Adhere Creative

MARCH 8, 2018

D isruptors are the innovators of the market. The ones who bring change and stand out from competitors in their respective industry. No matter the industry, there will always be challenges in developing a brand that can sustain growth and competition. So how does one stand out in an already saturated market? Disruptor and CEO Tom Patterson, of men’s underwear brand.

Branding 53

Branding Innovation Development Marketing 53

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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.

Payments

Intello

MARCH 9, 2018

While you're reading this, someone in your company just signed up for another SaaS application. With good reason--software empowers work and drives innovation. You're probably using a stack of applications in your daily workflow and always on the lookout for more. The bad news: many SaaS companies, perhaps inadvertently, are taking advantage of this decentralized purchasing behavior with cloudy sales tactics, making things like pricing, support and security as complicated and vague as possible.

compliance 48

compliance Pricing Software Innovation 48

Sales Hacker

MARCH 7, 2018

It’s a common misconception that customer experience starts after the purchase of your product or service. In reality, customer experience starts way before that, at your first touchpoint with the customer—sales. . The days of sales teams driving the customer buying experience are firmly in the rearview. The customer runs the show now. Much of that shift has to do with their Amazon-ification.

B2C 64

B2C Education B2B User Experience 64

SaaSOptics

MARCH 9, 2018

There’s no doubt that subscription economy companies are powerful engine s in today’s global economy. Some analysts estimate there are 40,000 emerging and growth B2B SaaS, cloud and subscription-based businesses – most of them small and mid-sized operations with a burning need to more efficiently manage their business processes, manage GAAP revenues and keep tabs of the unique financial metrics needed to run their companies.

SaaS 40

SaaS Cloud Subscription Payment Features 40

Valuize Consulting

MARCH 8, 2018

To create and sustain a growing and profitable B2B SaaS business you need a powerful revenue retention and expansion engine at its heart. As with all powerful and reliable engines, your revenue retention and expansion engine must be constructed with components that fit seamlessly together. This will set your business on cruise control towards positive [.].

Retention 40

Retention Revenue Construction SaaS 40

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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.

Revenue

FastSpring

MARCH 9, 2018

Data privacy and security.

Data 61

Data 61

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. Not just for candidates, but also for hiring managers. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. There are a lot of highly qualified, accomplished, intelligent people out there. Yet as a hiring manager, seeking to build the best sales team in the industry, there are a few things I’ve observed that separate the good from the great.

Sales Hiring 41

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 41

ITPro

MARCH 9, 2018

News. The cloud storage platform will tie into Salesforce's commerce and marketing services.

Cloud 40

Cloud Marketing 40

Valuize Consulting

MARCH 8, 2018

This is the first in a 5 part series introduced here. The series is focused on how to increase revenue retention and expansion through your customer acquisition (Sales) strategy. Put another way, this series will explain how to align your Customer Success strategy with your Sales strategy. So let's begin with how to Prescribe Value-Based Outcomes [.].

Acquisition 40

Acquisition SaaS Retention Customer Success 40

As companies strive to boost revenue, deliver customer value, and stay competitive, they are increasingly embracing the potential of usage-based pricing.

Pricing

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. Dan Swift , CEO of Empire Selling , has built his career around the latter. Back in 2012 Dan joined LinkedIn as a senior sales leader charged with launching its social selling business – training LinkedIn’s own global sales organization in the process.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

Sales Hacker

MARCH 7, 2018

The post How to 10x Your Sales Productivity by Mapping Your Account Contacts appeared first on Sales Hacker.

Sales 51

Sales Software 51

Chart Mogul

MARCH 6, 2018

Spotify's recent F-1 filing is packed full of metrics and insights into both consumer subscriptions and the streaming music industry. Spotify has revealed its intentions to go public with a novel “direct listing” approach. This means that the company will not embark on the usual roadshow, there will be no pre-defined opening share price and more freedom for existing stakeholders who want to sell their shares.

Payments 75

Payments Metrics EKS (Elastic Kubernetes Service) SaaS Payments 75

Outseta

MARCH 8, 2018

By Geoff Roberts 10 min read In recent years much has been written about the "death of email marketing," the basic premise being that everyone's inboxes are more inundated with emails than ever before. Spammers are a problem and response rates are on the decline as we all get better at ignoring the noise in our inboxes. Email prospecting is a blunt instrument, they say.

Technical Review 40

Technical Review Social Media Software Review SaaS 40

Speaker: Dan Olsen - Product Management Trainer and Consultant, Author, and Speaker

Everyone working on a product is trying to achieve the same goal: product-market fit. But most products fail to do so. In this webinar, product management expert Dan Olsen will share his simple but effective framework for achieving product-market fit from his book The Lean Product Playbook. He will explain his Product-Market Fit Pyramid and The Lean Product Process, a 6-step methodology that guides you through how to: Determine your target customer Identify underserved customer needs Define your

Product Marketing

Intercom, Inc.

MARCH 5, 2018

In Sales, timing is everything. You can have the world’s most talented sales team and the greatest product but still lose to a competitor. A recent HBR study analyzed 1.25 millions sales leads, and found you’re seven times more likely to win a deal if you respond to prospects in less than an hour versus responding in two hours. The fastest way to respond to a prospect is through live chat on your site.

User Experience 204

User Experience Sales B2B Communication 204

Chargify

MARCH 6, 2018

This blog post is part of our Customer Spotlight series. Throughout the series, we highlight Chargify merchants and the lessons learned as they grow their subscription-based businesses. There are approximately 8 million children being educated in the UK and 25% of those children receive additional education assistance via “private tuition” (also called “private tutors” in the U.S.).

B2C 40

B2C Merchant Services B2B Payment Services 40

Aaron Beashel

MARCH 9, 2018

I’ve been fortunate to work in a number of SaaS businesses in my career. Some of them, like InVision and SafetyCulture, seemed to just grow naturally without any help. Sure adding sales & marketing help fuel the growth, but these business were growing pretty rapidly before they injected the sales & marketing rocket fuel. In others however, growth has seem like a slog.

Scale 192

Scale SaaS Payments B2B Strategy 192