Sat.May 21, 2016 - Fri.May 27, 2016

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What Average Contract Value is Best for a SaaS Company

Tom Tunguz

One question founders often ask is which is the right customer size to target? What is the optimal ACV for a SaaS startup? One way of answering this question is to reflect upon the success of previous SaaS companies and analyze how they did it. The chart above plots the total revenue of publicly traded SaaS companies by ACV bucket. Enterprise companies average contract value is greater than $100,000.

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How to fire a B2B customer

CloseSaaS

As a B2B startup, there's going to come a time when you have to let go of a customer. It's an ironic role-reversal when you finally are in a position to tell no to someone who wants to pay you money, but firing a customer can be just as hard as winning a customer. Here's how to do it right.

B2B 52
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5 Customer Segmentation Pitfalls to Avoid

Sylvia Ng

So you have customer data, and you’d like to start segmenting it to get serious with your acquisition and retention efforts. That means going beyond what out of the box analytics tools spit out, and doing data crunching of your own. Where do you start? There’s typical data-mining methodology (ie CRISP-DM ) which you can follow but that’s not what this post is about.

Scale 45
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Our Top Picks for IRCE 2016

ReSci

The Internet Retailer Conference & Exhibition (IRCE) is upon us yet again with another exciting year of industry experts covering the latest topics and trends on digital commerce, online retail strategies, and the best solutions for e-commerce technologies. The event is right around the corner. The post Our Top Picks for IRCE 2016 appeared first on ReSci.

Trends 40
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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 Your Startup's Org Chart Changes Your Product

Tom Tunguz

In 1967, Harvard Business Review rejected a paper submitted by Mel Conway. A year later, Conway’s thesis would eventually be dubbed Conway’s Law. Conway graduated from Caltech with a Masters in physics and from Case Western Reserve with PhD in math. He worked on the Pascal compiler among other notable software projects. Over the course of his career, Conway observed a phenomenon.

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The Decentralization of Venture Capital

Tom Tunguz

To thrive, venture capital firms must perform three things well: raise capital from limited partners, source companies to invest in, and pick the best opportunities. Historically, each of these three activities has been highly centralized in a small partnership often perched on Sand Hill Road. But new networks are changing this. The latest called DAO attempts to decentralize all three at once.

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The 3 Types of Channel Strategies for SaaS Startups

Tom Tunguz

“There are three different types of channel relationships for SaaS companies,” a seasoned executive told me recently. Which is the right one for your SaaS startup? In a classic reseller relationship, the value-added reseller sells, builds, services and operates a solution to a customer. After signing the deal, the VAR crafts and customize the software to the needs of the customer, invoices the customer and supports the customer.

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Augmented Reality as Marketing Tech, Pt. 1: Tool or Toy?

ReSci

Wearable technology is on the rise even as eCommerce companies are going retro with physical…. The post Augmented Reality as Marketing Tech, Pt. 1: Tool or Toy? appeared first on ReSci.

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An Announcement from the CEO: Unveiling Cortex + ReSci

ReSci

At Retention Science, we’ve always been a technology-first company. We pride ourselves on emphasizing substance over being shiny, and we’ve invested heavily in data science and machine learning to develop a product that brings true value to our partners. Continued innovation has always been a. The post An Announcement from the CEO: Unveiling Cortex + ReSci appeared first on ReSci.

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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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Looking for sales meeting ideas? Ask these 5 questions first to see if you should have a meeting at all

CloseSaaS

“Actions speak louder than meetings.

Sales 52