Tom Tunguz

MARCH 25, 2015

Whether implicitly or explicitly, it’s critical for a startup to map out accounts to understand the purchasing dynamics of a buyer. When sales teams start selling, their goal should be to create the sales playbook. The playbook all begins with understanding the key dynamics among the five players in the sales process. These are the five people: The Proponent of the Sale champions the sales.

Scale 108

Scale Sales SaaS Finance 108

CloseSaaS

MARCH 25, 2015

“Brilliant!” That’s what I thought when I heard Kevin sell this deal. He was giving a product demo to a prospect, but in a way I’ve never heard of before, and it ultimately helped to make the sale. If you're looking for ways to demo your product more effectively, keep reading.

Sales 52

Sales 52

ReSci

MARCH 26, 2015

We've had a busy week here at Retention Science! We hosted a webinar earlier this week, and threw an event for local eCommerce executives just last night, right here in Los Angeles. The post Insights from a CMO: an evening with Greg Bettinelli and Jerry Jao appeared first on ReSci.

Retention 40

Retention Business 40

Tom Tunguz

MARCH 21, 2015

In 2.5 years, Adobe has transformed its business from a software license business into a SaaS business. It’s been a remarkable transition, and one not talked about very much in the SaaS world. Transitions from licensed software to SaaS are rare. The travel and expense management behemoth, Concur, recently acquired by SAP for $8.3B , is another great example that made the transition first from CD-ROM packaged software, then to enterprise license software and then to SaaS.

SaaS 100

SaaS Travel Education Software 100

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

CloseSaaS

MARCH 24, 2015

This is a guest post by Lincoln Murphy from Sixteen Ventures. Check out his great blog on SaaS marketing, customer acquisition & churn reduction. When it comes to sales hustle, Steli is the man. He’s taught us about thepower of the follow-upandturning failed demos into sales.

Engagement 52

Engagement Startup Acquisition Churn 52

CloseSaaS

MARCH 27, 2015

I recently had the honor of doing a 500 Startups fireside chat to share some sales hacks with a group of awesome founders.

Startup 52

Startup Sales 52

ReSci

MARCH 23, 2015

Big data was the buzzword of 2014. Data mining was the top skill of 2014 on LinkedIn. With data being collected in every shape and form, how can it be best presented? The post Get a sneak peek at the Data Viz Summit appeared first on ReSci.

Data 40

Data 40

Tom Tunguz

MARCH 23, 2015

If you want to understand how to build a great SaaS sales organization, you should read Mark Roberge’s The Sales Acceleration Formula. It’s the single best book on the topic. Mark is the Chief Revenue Office at Hubspot, a company which has created tremendous success by perfecting the inbound marketing plus sales model. The book is invaluable for every founder, CEO and member of the management team because it not only explains how the Hubspot sales team is structured, but why the stru

Sales Hiring 100

Sales Hiring Sales SaaS Construction 100