Chaotic Flow

NOVEMBER 11, 2014

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. Their upcoming 2015 Inside Sales Metrics and Compensation report will feature expanded coverage and focus of SaaS inside sales benchmarks in an extra effort to service the SaaS community.

Benchmarks 125

Benchmarks Compensation Sales SaaS 125

Tom Tunguz

NOVEMBER 11, 2014

The modern SaaS startup asks marketing to fill the top of the funnel, sales to qualify and close leads, and customer success to retain customers. Conceptually, this trinity works in unison to grow a business rapidly. But sometimes, SaaS companies struggle with this model, particularly when churn rates increase in a business. The knee-jerk response may be to ask how to change the customer success team’s structure or incentives to increase the revenue at risk save rate (the fraction of dolla

Customer Success 108

Customer Success Startup Sales Hiring SaaS 108

CloseSaaS

NOVEMBER 12, 2014

You'll enjoy this startup sales workshop Steli gave in New York, organized by Eric Friedman, Global Senior Director of Sales and Revenue Operations at Foursquare along with Dave Greenberger and Evan Bartlett.

Startup 52

Startup Sales Revenue 52

Practical Advice on SaaS marketing

NOVEMBER 8, 2014

It costs SaaS companies $1.07 in sales and marketing expense to acquire $1.00 in annual contract revenue. So says excellent research on the experience of SaaS companies, prepared by David Skok along with Pacific Crest Securities. The SaaS companies included in their survey spent, on average, $1.07 on sales and marketing to win a customer that would be worth $1 in annual contract value.

Outsourced Development 133

Outsourced Development Social Media Acquisition Business Model 133

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

NOVEMBER 9, 2014

Most interviews are a waste of time. According to Adam Grant, a professor of Organizational Behavior at Wharton , “standard interviews only accounted for 8% of the differences in performance and productivity.” The typical interview fails to predict performance accurately because it is subject to interviewer biases and candidate biases, and fails to compare the candidates with a consistent rubric.

Interviewing 108

Interviewing Startup Communication Scaling 108

CloseSaaS

NOVEMBER 10, 2014

I was demoing a product to a person I had been following for a long time already. Not just some random prospect—someone very accomplished whom I’ve looked up to for a long time already. Let’s just call him Mr. Mysterious.

Sales 52

Sales SaaS 52

CloseSaaS

NOVEMBER 14, 2014

I recently spoke with a founder from Lithuania who wanted to start selling his product to other countries. In his case, he planned on selling into neighbouring Poland.

Sales 52

Sales B2B 52