Sat.Sep 07, 2019 - Fri.Sep 13, 2019

The Network Effect: The Importance of the Viral Coefficient for SaaS Companies

OpenView Labs

It seems like everyone wants to “go viral.” From SaaS startups to Instagram celebrities, businesses and wannabes are searching for the magic moment that will propel them into the stratosphere. But, even the founders of so-called “unicorn” companies know that magic isn’t a viable growth strategy.

The Three Rules of Freemium

The Angel VC

At the SaaStr Europa conference in Paris a couple of weeks ago I sat down with Joaquim Lecha, the CEO of our portfolio company Typeform , to talk about “Freemium at Scale”. Founded and headquartered in Barcelona, the company launched a free version of its service seven years ago.

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How to scale a sales team: what the different stages of growth require from sales leadership

Predictable Revenue

How to Make the Most of Customer Journey Insights

Totango

If you want to make your business customer-centered , you’re going to need customer data. Without it, you can’t keep track of your customers’ needs, business goals, and challenges.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Hybrid Payment Facilitation for SaaS Platforms

Agile Payments

A Payment Facilitator can be thought of as a Master Merchant that facilitates and processes credit and debit card transactions for their platform users. hybrid payment facilitation hybrid payfac

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More Trending

How should startup founders think about exit strategies?

SaaStr

I think there are two different phases you’ll go through, and your exit strategy should evolve. Phase Early: You Can Be Killed. This is probably up until $8m-$10m ARR in SaaS, although it can vary. Here, you might not be able to raise another round. Or continue to build a competitive enough product.

How do I generate leads for a B2B SaaS business?

Net-Results

Being the person in charge of generating leads for a B2B SaaS business ( Net-Results , a marketing automation platform along the lines of Pardot and Marketo ), let me try and answer this question. With varying success, here are some things that we’ve tried to generate leads: Paid ads.

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Heidi Roizen on meaningful work & relationships

TechStars

“The true path to happiness is to have meaningful work and meaningful relationships,” Heidi Rozen says. She brings these two elements together as a VC working with entrepreneurs who are changing the world for the better. Her humane take on being a “mentor capitalist” is deeply Give First. .

8 Signs a New VP Won’t Work Out. And 3 Things Not to Worry So Much About.

SaaStr

Hiring a VP that doesn’t work out is tough. What’s even tougher? Keeping him on for more than a few months. Because the damage compounds. You fall further and further behind on the plan. You hire a bunch of folks that don’t perform. Morale suffers. Everyone gets a bit lost.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Customer Success Without Recurring Revenue

OpenView Labs

The mission statement of Customer Success is simple: ensure customers realize value from your products or services. A defining characteristic that separates Customer Success from Customer Support is being proactive in delivering that value.

How to Generate Signals that Matter to Early Stage Investors

TechStars

Photo by Chinh Le Duc on Unsplash. Build a strong team with direct and relevant reputation. To be clear, names alone don’t matter as much as the relevance of the team members to the challenge facing your business. Example: Selling SAAS to enterprise?

The Siren Song of ROI Based Sales

Tom Tunguz

Selling based on ROI (return-on-investment) sounds great. A salesperson lays out an iron-clad case for how the customer will make 5x or 6x or 10x their initial investment in a piece of software in three years or less. The champion will use ROI math to assuage upper management and procurement’s concerns. Or so the thinking goes. If we reflect on the most successful software companies, the very largest, very few sell based on ROI.

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Campaign Attribution Models

InsightSquared

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

B2C 222

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

Your First VP Does Not Have to Be a VP of Sales

SaaStr

There’s a simple point I’ve been talking about a lot lately, but it’s a super important one: When the time comes when you have enough momentum, capital, etc. to hire a real VP or two … you don’t have to start with the VP of Sales.

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Two years into investing out of our first Impact Fund: here’s what we’re learning

TechStars

Two years ago, we raised our first impact fund, closing just under $7M in the fall of 2017. Since then, we have made over 73 investments and our fund is nearly fully invested. .

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

Campaign Attribution Models

InsightSquared

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

B2C 181

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

How much money do the best SaaS inside sales AEs make?

SaaStr

You can back into it. Ultimately, in most SaaS models, in the U.S., sales reps will take home about 20% of the total deal value they close. In the early days, especially if the company is venture-backed, it might be more, as much as 30% or even a smidge higher with accelerators, etc.

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Incredible Health

Andreessen Horowitz

Healthcare jobs are the largest category of employment in the US, with ~18 million workers.

Experts Weigh In: Top Strategies to Close the Deal at End-of-Quarter

Sales Hacker

End of quarter… It can evoke a range of emotions. . For some, EOQ (end of quarter) brings up reflection, planning, and celebrating company milestones. For those of us in sales, it can be stressful, unpredictable, and downright exhausting. .

August Highlights at InsightSquared

InsightSquared

August marks the official end of the summer. With pumpkin spices and caramel apples coming, the InsightSquared team gathers again for our monthly company lunch and the Recognition Dart.

Need Remote Learning ASAP? Don’t Pick Your Next LMS Before Reading This!

Need to go remote or move your training programs online? Download this guide to identify and overcome the biggest eLearning challenges so you can pick the perfect LMS without wasting time, money, and effort, even if you are just starting your eLearning journey.

Addressing the Ugly Side of Growth: Good Problems Are Still Problems, with Tara Bryant of PIpedrive (Video + Transcript)

SaaStr

Globalization opens up a world of opportunities for sales growth. We often focus on the positive sides of growth—but what about taking a look at the ugly sides?

Platforms vs Verticals and the Next Great Unbundling

Andreessen Horowitz

One of the holy grails in the newco world is to build out a digital platform that successfully serves the needs of a broad number of adjacent verticals, and become the definitive platform in its space. We know the now-canonical … ecommerce marketplaces consumer startups platform shifts

Account Based Prospecting: How to Build an ABM & Sales Development Machine

Sales Hacker

One of the biggest challenges organizations face (always) is aligning marketing and sales. In truth, only a fourth believe they’ve achieved it. Perhaps alignment isn’t the real issue, though.

How to Calculate Customer Lifetime Value

Totango

To succeed as a subscription or recurring revenue enterprise, you need to adopt a customer-centered approach. Instead of focusing just on the acquisition of new business, you have to prioritize retaining and nurturing existing customers.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Using Product Led Growth as an Indicator for Investment w/OpenView Venture Partner, Ashley Smith (Video + Transcript)

SaaStr

Congratulations you’ve built a product that’s proven itself in the marketplace! So how can you leverage that product’s success to obtain the valuation and funding you need to scale?

Fintech’s Second Wave: Lenders in Disguise

Andreessen Horowitz

In 2006, LendingClub introduced a then-novel business model: the ability to offer online personal loans to millions of underserved customers. The peer-to-peer lender was a media and investor darling, hailed as a tech-enabled alternative to traditional banks.

A Day in the Life of the Director of Business Development

Sales Hacker

Have you ever wondered how other salespeople get the job done? Or wished you could see the productivity hacks that other people use? Sales Hacker’s Day in a Life series goes behind the scenes with top salespeople to get the inside scoop. You’re welcome!).