Sat.May 04, 2019 - Fri.May 10, 2019

How to Develop Best in Class Sales Efficiency

Tom Tunguz

A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. As I looked through the list, I noticed one. All of these businesses sell bottom up with small initial ACVs that grow dramatically.

The Empty Promise of Data Moats

Andreessen Horowitz

Data has long been lauded as a competitive moat for companies, and that narrative’s been further hyped with the recent wave of AI startups. Network effects have been similarly promoted as a defensible force in building software businesses.

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1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

InsightSquared

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement.

Want to Solve a Social Problem? Turn It Into an Economic Opportunity

TechStars

Katica Roy is on a mission to close the gender equity gap—in her lifetime. And she has a formula for how to do it. It’s a formula that other entrepreneurs can use to tackle other large, seemingly intractable social problems. The key is to turn a social problem into an economic opportunity. “If

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6 Effective Ways To Drive Sales With Social Media In 2019

The Daily Egg

It goes without saying that social media is a very powerful tool that every business and entrepreneur should use to their advantage. According to MarketingCharts, 2 out of 3 US adults use social media on a weekly basis. While there are many social media platforms, 68% of US adults use Facebook.

How can I motivate my inside sales force?

SaaStr

A few thoughts: First, make sure at least 1 or 2 reps are making a lot of money. This sets an example for everyone. Set up a comp plan so the top 10% of your reps make COIN. Second, celebrate the wins. Sales is hard.

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How to combine marketing and outbound skills to drive leads

Predictable Revenue

On this edition of the Predictable Revenue Podcast, co-host Collin Stewart welcomes Nishank Khanna, Co-Founder and CEO of Demand Roll, a full service marketing agency. The post How to combine marketing and outbound skills to drive leads appeared first on Predictable Revenue. B2B Blog Lead Generation Sales & Marketing Alignment Sales Process

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What a Valuation Implies About a Business

Tom Tunguz

As I looked through the list of public SaaS companies this morning, I read their forward multiples. ZScaler: 23.1x; Okta: 21.8x; Veeva: 18.8x; Coupa: 18.6x; Shopify: 17.0x. Those multiples are calculated by dividing the projected future revenue of the company by its enterprise value today. But what do they mean? What do they imply? First, we need to set some context. There are two kinds of companies: those valued on growth and those valued on profits.

Get Excited! Here’s how to meet with VCs at SaaStr Europa.

SaaStr

It’s hard to believe but we’re exactly 36 days away from SaaStr Europa. Use this opportunity to learn from investors how to scale up your company. From small group meetups to one-on-one meetings and even larger scale sessions, there will be lots of different ways to engage with VCs in Paris. Check out some of our VC day sessions! ????. “Using Product Led Growth as an Indicator for Investment” with OpenView Venture Partner Ashley Smith.

The Ultimate Guide to SaaS Pricing Models, Strategies & Psychological Hacks

Cobloom

Few things impact revenue as much as your pricing. And yet, the average SaaS startup spends just six hours on their pricing strategy. That's not six hours a week, or six hours a month - six hours, ever , to define, test and optimise everything.

Leveraging Google Chrome: 50+ High-Performing Chrome Extensions for Sales Professionals

Sales Hacker

If you’re a sales professional using Google Chrome, you may want to stick around for this… More than 3.8 billion people access the Internet through browsers and nearly 60% of them do so with Chrome. Chances are your competitors are using Chrome too.

From coffee bean to cup: Starbucks brews a blockchain-based supply chain with Microsoft

IT World

Starbucks is working with Microsoft to develop a blockchain-based supply chain tracking system and mobile app that will allow customers to track the supply chain journey of the beans they buy and the coffee they drink. In March, Starbucks announced a " digital transparency plan " that would let it verify their coffee beans as 100% ethically and sustainably sourced. Last year, Starbucks worked with more than 380,000 coffee farms to ensure ethical sourcing.

What’s the most efficient way to allocate inbound leads?

SaaStr

A few thoughts in the early and early-ish days: Segment your leads, once you have enough reps to do so. At least, by Small, Medium and Larger leads (if they aren’t all the same size). Let reps specialize at the business process changes, questions and needs of customers of a specific size.

How SaaS can be a Game Changer for Small and Medium Businesses

SaaS Metrics

Introduction SaaS (Software as a Service) is a model of software delivery that has evolved significantly over the past decade. Enterprises were quick to adopt the new technology to minimize the high aggregate cost associated with buying traditional software licenses.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer.

Customize your user onboarding with these 11 onboarding tools

Inside Intercom

With the release of Product Tours , our new feature for building interactive guided flows, all the critical capabilities you need for onboarding new users are now available in a single platform, Intercom.

What should all first-time CEOs know about fundraising?

SaaStr

It is sales. It is selling stock. So be very careful with what advice you get. When you have more demand than shares to sell, yes you can sort of run an auction. You can do it all on your terms even, sometimes. At all other times, it’s the opposite. You need to be selling.

The Startup Funding & Financing Guide

Baremetrics

There are more funding and financing options for startups today than there ever have been before. There’s also been an explosion in debate and transparency about navigating startup funding and financing. Bootstrapping vs VC, debt vs equity, profitability vs hyper-growth, sustainability vs substantial exits, the list goes on. We’ve also talked about our own journey at Baremetrics, sharing what it’s like , which is better , and lessons learned along the way.

How to Enable a Seamless Integration Between Marketo and Salesforce

CloudKettle

It is crucial for a marketing organization to be able to manage and communicate with prospects. The post How to Enable a Seamless Integration Between Marketo and Salesforce appeared first on CloudKettle.

Checklist: Creating a Winning Customer Service Experience for E-commerce Businesses

Groove HQ

We live in an era where shoppers are more knowledgeable, more deeply connected and more demanding than ever before The reality is that merchants must deliver a great customer experience in order to survive.

A Decade of Learnings from Y Combinator (Video + Transcript)

SaaStr

Michael Seibel is CEO and a partner at Y Combinator and co-founder of two startups – Justin.tv and Socialcam. He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup founders.

Time for Enablement or Training? Three Metrics Your Company Should be Tracking Today

OpenView Labs

Bringing in outside training and/or building a sales enablement function is an expensive investment, yet it’s critical to the success of your sales organization. But when do you do it? Well as in life, timing is everything.

a16z Podcast: Innovating in Bets

Andreessen Horowitz

Every organization, whether small or big, early or late stage — and every individual, whether for themselves or others — makes countless decisions every day, under conditions of uncertainty. The question is, are we allowing that uncertainty to bubble to … Uncategorized book launches ethics judgment decision making risk

PODCAST 56: Drafting an ABM Strategy That Works w/ Alon Waks

Sales Hacker

This week on the Sales Hacker podcast, we speak with Alon Waks , VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. He discusses how companies can increase their audience by dipping their toe into the ABM waters and gradually ramp up.

The Week In Cloud: May 5

SaaStr

Join our Quora group to get all of The Week in Cloud updates throughout the week. The sham began in February, when an unknown user with a Chinese IP address and fake phone number side-stepped Zillow’s security measures and toyed with the sale prices displayed on the mansion’s listing.”.

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Product adoption: how to get customers to embrace your product

Inside Intercom

All products share a universal problem, no matter how long they’ve been around or how well they are built – the problem of customer inertia. The sad truth is your potential customers are probably more comfortable staying where they are rather than taking a chance on something new.

For Healthcare, This Time Really is Different

Andreessen Horowitz

The challenges we face in American healthcare are so well known they almost require no introduction. Costs of American healthcare — now at nearly 18% of GDP , with estimates showing ~$3.5T spend on healthcare in 2017 alone — are … bio healthcare

Close Bigger Deals with Account-Based Marketing through Live Chat

Sales Hacker

The post Close Bigger Deals with Account-Based Marketing through Live Chat appeared first on Sales Hacker. Choice Intercom Partner Sales & Marketing Sales Technology Webinars

SaaStr Pro Spotlight: Archdesk

SaaStr

Today we’re lucky to hear from Iwona Gruszka, the Customer Success Manager for Archdesk , about how Archdesk’s team uses SaaStr Pro : Why did you decide to sign up for SaaStr Pro originally? What stood out to you, and what problem were you trying to solve?

Data-Driven Sales Enablement (In 4 Easy Steps)

OpenView Labs

Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner.

14 Tips for Merchants: Best Practices for Reducing Chargebacks

wepay

While chargebacks are unavoidable, the goal of any business is to handle chargebacks properly whenever they appear.

Why opinions aren’t optional in content marketing

Inside Intercom

There’s a stat that should strike fear in the heart of every marketer, but particularly those involved in publishing content.

SaaStr Podcasts for the Week: May 10, 2019

SaaStr

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy.

How to Add (and Price) Landing Page Services to Your Agency Offering

Unbounce

As an agency owner, growing your revenue per account has a significant impact on your bottom line. The challenge is doing this while also producing considerable ROI upgrades for your clients.

Millennial Spending Drives the Growth of The Subscription Economy

Zuora

Zuora is featured in the Barron's cover story the shift in consumer buying behavior toward subscribing to services and away from product ownership. The post Millennial Spending Drives the Growth of The Subscription Economy appeared first on Zuora. Subscription Economy

Top 10 Customer Success Takeaways from Technology & Services World 2019

ChurnZero

Top 10 Customer Success Takeaways from TSW 2019. Earlier this week we had the opportunity to attend and sponsor the TSIA Technology & Services World (TSW) conference in sunny San Diego. This event brought together thousands of technology leaders from Customer Success, Services, Sales, Product and Marketing. Attendees got the chance to gather for three days to learn the latest industry trends and discover new products and services that can help them streamline their operations.

How much should I charge for a lifetime access to my SaaS that costs $100 per month?

SaaStr

Don’t do it, unless your churn is high or they pay you a ton of cash up front (and $100 a month x any number of months isn’t a ton). Many of your customers will last a decade or longer in SaaS. More on that here: The 10+ Year Customer | SaaStr.

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