Sat.Jun 01, 2019 - Fri.Jun 07, 2019

What was the biggest ousting of a CEO that ever occurred?

SaaStr

CEOs get fired all the time. Founder-CEOs getting fired seems rarer these days, though. Two that would be hard to imagine happening today: Pushing Steve Jobs out of Apple. Pushing Sergey Brin + Larry Page “down” to bring in an Outside CEO.

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RevOps: The new function brewing in your org that you didn’t name yet…

Chargebee

Is RevOps merely the coming together of sales, marketing and success operations? Or is there something deeper behind the obsession to drive efficiencies across the revenue cycle

Tell your creation story

Practical Advice on SaaS marketing

SaaS companies need to tell their creation story. Not because they’re storytellers, but because It can help them acquire customers. Yes, I know this notion of a creation story might sound like something from ancient mythology.

The Ultimate SaaS Metrics Guide to Smarter, Faster Growth

Cobloom

SaaS metrics provide answers to important questions: how can we increase customer acquisition ? How profitable are our customers? What do we need to do before we pitch our next funding round ?

What Is (and Isn’t) Product Management?

Speaker: Steve Johnson, VP of Products, Pragmatic Institute

Product Management is one of the most exciting - and most misunderstood - functions in technical organizations. Is it strategic or tactical? Is it a planning role or a support role? Many product professionals are unclear about what is (and isn't) product management. After all, product management spans many activities from business planning to market readiness. In this session, we’ll examine many product activities and artifacts for product strategy, planning, and growth, and introduce a simple tool that you can use in your organization to clarify the roles of product management and others. Steve Johnson explores the many roles of Product Management in this fun talk focused on why product managers should obsess on problems instead of solutions.

What To Expect From Your Corporate Accelerator

TechStars

Partnering with startups is a great way to accelerate the entire corporate innovation journey. In fact, Techstars and Innovation Leader recently partnered to r eveal best practices for leveraging startups to drive corporate innovation.

6 Payment Acceptance Obstacles SaaS Companies Face and How to Avoid Them

SaaStr

By: Rob Nathan, EVP, Integrated Solutions at CardConnect. With thousands of new startups emerging everyday and the average turnover rate for business applications trending at 39% annually, the SaaS industry couldn’t be more competitive.

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More Trending

How to take ownership of your sales career with Alexandra Adamson of Women in Sales

Predictable Revenue

Learn how to take ownership of your Sales Career, Explore the Subtle Art of Job Descriptions, and Discover Tips for Finding a Mentor. The post How to take ownership of your sales career with Alexandra Adamson of Women in Sales appeared first on Predictable Revenue. B2B Blog Book Energize Your Peopl

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Mary Grove on the origins of Google for Startups & Startup Weekend

TechStars

From Google for Startups to Startup Weekend to Rise of the Rest and beyond, Mary Grove is passionate about community-driven change, and helping make it happen. Mary Grove is passionate about community-driven change, and this theme has guided her entire career.

The Top 10 Most Popular Sessions at SaaStr Europa Next Week!

SaaStr

Do you have your ticket for 2019 SaaStrEuropa.com? We are Sold Out at 2,500 total attendees, but will continue to release a handful of tickets from the waitlist, so sign up here asap to get on. We will dribble out a handful of final tickets each day as sponsors release any surplus passes.

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Making the Most of the Customer Renewal Process

Totango

Renewal is a promise of future reward. In fact, an MRI study of the thought processes of loyal customers found that specific parts of the brain are activated when a customer sees a brand they like.

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.

How to take ownership of your sales career with Alexandra Adamson of Women in Sales

Predictable Revenue

Learn how to take ownership of your Sales Career, Explore the Subtle Art of Job Descriptions, and Discover Tips for Finding a Mentor. The post How to take ownership of your sales career with Alexandra Adamson of Women in Sales appeared first on Predictable Revenue. B2B Blog Book Energize Your Peopl

Power-Up Your B2B Sales Enablement Strategy With These Essential Tips

Sales Hacker

If you’re approaching sales enablement passively (or ignoring it completely), you’re leaving revenue on the table. Worse, your competition — who probably has a strong sales enablement strategy — will easily outpace you and drown out any of your basic prospecting efforts.

7 Tips For Using Customer Feedback To Build Rabid Fans And Make More Money (Video + Transcript)

SaaStr

Consistently ramping your ARR is a whole lot harder if your customers don’t stick around. In an age where earning customer loyalty and trust is harder than ever, the road to lifetime value is paved with customer feedback.

What is Voice of Customer and How Can You Leverage It?

Totango

According to research by workplace collaboration specialist Atlassian, less than 1 in 5 people believe companies listen to their feedback. Whenever a customer offers feedback, they are giving you an opportunity to make them happy—or at least happier.

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.

Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process

Evolving your Product Management career ladder

Inside Intercom

Product Management is an elusive craft. We all think we know what we’re talking about, but when it comes down to it, the difference between great, good and not quite good enough can be pretty slippery.

Was May A Little … Soft? Get Your Team SaaStr Pro. It Will Help.

SaaStr

About 18 months ago we launched SaaStrPro.com , our first structured learning platform for SaaS companies. Now having helped train over 200 SaaS teams in how to sell better, market better, retain customers better, drive deal sizes up better, we’ve learned a lot.

Discovery Call Disaster: 7 Deadly Mistakes to Avoid at All Costs

Sales Hacker

Say what you will, but from where I sit, running effective discovery calls is THE most important part of the sales process. Two reasons… First, the discovery call can make or break your relationship with a new prospect. Get it right, and you could have a customer for life.

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.

Product Updates | June 2nd, 2019

Totango

All spring the Totango product team has been working hard on building features that make it easier than ever to get data into Spark, and once it’s in, keep it safe.

New Book: Secrets of Sand Hill Road

Andreessen Horowitz

About 18 months ago, I sat down over a holiday and reflected on the many conversations I’d had over the years with friends, aspiring entrepreneurs, start-up employees and students about venture capital and entrepreneurship.

New Podcast with Quora: “Going From 2 to 45 Million Views in 5 Years”

SaaStr

For the content marketers and those interested in content marketing, SaaStr kicked off the new Grow with Quora podcast with a deep dive on how we went from 2m to 45m views. You can listen right below, or click here. ? ?. or on iTunes here.

MadKudu’s Liam Boogar-Azoulay on building apps to expand your product’s reach

Inside Intercom

For instance, many teams build apps on Intercom so users can leverage their workflows and services within our live chat Messenger and messages. Just this week, we announced a new group of apps that users can add to the Intercom Inbox to provide faster and deeper customer interactions.

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.

Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)

Sales Hacker

Walk into any sales office, and you’ll probably find a sales manager running some sort of contest to motivate their team to increase productivity. You probably won’t find any two sales contests exactly the same, either. No problem: Regardless of how they work, the point is, they work.

What are the skills of a marketing automation expert?

Net-Results

As someone who worked as a freelance marketing automation expert for 6 years, let me give you my perspective on this question. The trick to getting marketing automation right is not just understanding the software: it’s also understanding marketing and content strategy.

Have You Visited Your Top 5 Customers This Year? Well, It’s June. Book the Flights.

SaaStr

A ways back on SaaStr, we wrote an important post on your customer success leaders — The 5+2 Rule. That every member of your CS team needs to visit 5 customers in person a month — and be issued 2 customer badges a year (because they visit in-person so often). At least the ones that manage slightly larger accounts ($20k+). It’s an even better rule to follow today, now that we know the best customers in SaaS literally last decades: Want Happy Customers?

Why sales and marketing are the key to your roadmap success

Inside Intercom

Product managers have the onus to be deeply attentive listeners. We’ve got to keep a pulse on a diverse set of inputs, filtering signals amidst the noise, to build strategic direction and seemingly mid-flight, make calculated tradeoffs for the product roadmap.

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.

11 Disruptive Innovation Examples (And Why Uber and Tesla Don’t Make the Cut)

OpenView Labs

If you spend much time in the startup and tech ecosystem, you’ve probably heard the term “disruptive innovation” more times than you can count.

a16z Podcast: Deep Learning for the Life Sciences

Andreessen Horowitz

Deep learning has arrived in the life sciences: every week, it seems, a new published study comes out… with code on top. In this episode, a16z General Partner Vijay Pande and Barath Ramsundar talk about how AI/ML is unlocking the … AI, machine & deep learning bio open source healthcare

What would be your top 3 questions for a customer success manager interview ($1M ARR/enterprise SaaS)?

SaaStr

My Top 3, plus a few bonus questions: What are the most important goals / KPIs for Customer Success at a company of our size and stage? How often should we visit, and check in, with which customers? How do you think Customer Success should work with the Sales and Product teams?

How to Price Discounts in Multi-year SaaS Contracts

The SaaS CFO

SaaS Multi-year Pricing Discounts SaaS pricing can be a pretty complex subject. Mix multi-year contracts, discounts, and churn into your internal pricing discussion, and you need a degree in math to determine the optimal pricing for you and your customer.

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?"