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.

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

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post How to scale a sales team: what the different stages of growth require from sales leadership appeared first on 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.

4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.

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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Churn Monster: Unlucky Customer

ChurnZero

Churn Monster #13: Unlucky Customer. . Today is Friday the 13 th and we all know that means – bad luck, right? Well ironically you are in luck, because in honor of this cursed day, we are releasing a new monster in our churn monster series.

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More Trending

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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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.

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

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.

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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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The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

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. .

Introducing the Free Google Analytics Powered Heatmap: A Crazy Egg Experiment in Data Visualization

The Daily Egg

Note: We have spent the past 15 years building robust visual reporting tools for millions of websites. The big challenge has always been getting people to install the JavaScript necessary so their site could be accurately tracked.

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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.

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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Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

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.

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.

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.

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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?

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

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. .

Incredible Health

Andreessen Horowitz

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

How to level up your sales career in 2020

Close.io

Feeling like your sales career is stuck in place? That you’re trying to climb the ranks within your team, but it just doesn’t feel like you’re truly levelling up? Let’s be honest, you have some lofty goals for your life as a sales pro (as you should!).

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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?

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

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.

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

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 Ultimate Checklist for Marketo Landing Pages

CloudKettle

The post The Ultimate Checklist for Marketo Landing Pages appeared first on CloudKettle. SaaS Sales and Marketing B2B best practices free resource how to Marketing automation marketo marketo landing pages Saas

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Measure the Immeasurable: Beyond Vanity Metrics

Speaker: Sari Harrison, Product Management Instructor, Product School

As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.