2019

How To Treat Your Largest Customer. TL;DR: With Honesty, Insane Commitment and Transparency.

SaaStr

Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale. Yes, they had larger logos than us and had nominally worked on larger events. Hundreds of them.

The End of the SDR?

Predictable Revenue

Sure.rapidly improving prospecting tools and AI will change the SDR landscape, but are the predictions of the end of the SDR role correct? The post The End of the SDR? appeared first on Predictable Revenue.

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Trending Sources

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. When scaling the business, sales typically averages roughly 30% of revenue, so therefore sales spend is one of the biggest investments a company can make.

SaaS Freemium Model: What Works, What Doesn’t?

Incredo

Do you love free stuff? Imagine that you can visit a sports complex for free but you are allowed to do it only twice a month, only for 3 hours in total and you have access to the swimming pool and cardio & strength classes only. That free is always available but you would like to spend more time there, have access to the wellness area as well and visit there more often. You analyze your needs and the pricing plans and pay for the most comfortable one.

Facebook Causes Continue to Show Little Promise as Fundraising Tools

How do you price your SaaS product while finding the Product market Fit?

SaaStr

Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in hosting charges per user for an app that isn’t server or storage intensive. So why is one app $5 a month and another $150 a month? The answer is value provided, yes (that’s why Salesforce and Workday can charge so much) … and also, comparables. If your app is about as valuable as Box, then price it like Box.

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Outsourcing Your SaaS Marketing: How to Choose an Agency That Digs Your Business

Incredo

As a SaaS vendor, you should be familiar with how competitive the environment in this field is. Behavioral patterns change at a turbo rate when it comes to usage of various devices, and it affects the concepts of where the data is stored and where the processing is performed. Vendors like you react at the same rate and come up with helpful applications for the cloud paradigm.

Diverse Startups Do Better: How To Make Yours More Inclusive At Any Stage

TechStars

“Decades of research by organizational scientists, psychologists, sociologists, economists and demographers show that socially diverse groups (that is, those with a diversity of race, ethnicity, gender and sexual orientation) are more innovative than homogeneous groups.”. Scientific American, “ How Diversity Makes Us Smarter ”.

Best SaaS Pricing Pages – 4 Key Examples From Crazy Egg Experts

The Daily Egg

Source Service as a software companies had better put their best SaaS pricing pages forward if they hope to stay on top of the competition. The thing is, it’s not easy developing the perfect pricing page, no matter what type of service you offer. You may wonder if you should have a free plan. Or, […] The post Best SaaS Pricing Pages – 4 Key Examples From Crazy Egg Experts appeared first on The Daily Egg. Conversion

Define the What But Delegate the How

Tomasz Tunguz

As we grow in our careers, we first become individual contributors, then managers of individuals, and then managers of managers. That transition is a tough one, and one that comes very quickly in startups. A bit flips and a leader must begin to delegate. Delegation is the only way a leader of a team or company develops leverage in the organization. Someone told me about a Vanity Fair interview with former President Obama. I can’t seem to find it, but here’s the gist.

6 Steps to Improving Your Application’s Analytics Experience

No one designs bad dashboards and reports on purpose. So why do so many applications have terrible analytics experiences? Download this ebook for secrets to creating dashboards and reports your users will love.

Which Categories of Seed Startups are Thriving? Which Aren't?

Tomasz Tunguz

Which sectors see more startup company formation than others? The answer has changed quite a bit over the last 8 years. Some sectors have hit their apogee and are declining. Others have grown by more than 3x. Yet others are growing geometrically. Let’s take a look. Hot Spaces. Artificial Intelligence - yes, it’s a buzzword but it’s more than that.

How to Optimize Your SaaS Pricing Page? (Best Practices + Examples)

Incredo

Psychological facts about your consumers + advanced pricing page tips + real SaaS examples = your SaaS pricing page is ready to close! SaaS Sales

What The Downturn Will Probably Look Like in SaaS

SaaStr

So, despite SaaS multiple and the public markets being at near record highs, we’ve seen things start to … wobble a bit overall in tech: The WeWork IPO simply failed , and the Peloton and Direct Smile IPOs were broken. No one really expected this. Having a high profile IPO like this fail is a bit scary. The Fed’s Repo market had to essentially be bailed out by the government. While not massive, this is a bit scary.

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5+4 SaaS Marketing Tactics At First Hand That Have Worked Like A Charm

Incredo

Marketing is approached differently in each industry. The audience and the platforms keep changing with the industry and the product. Particularly in the SaaS industry, it can be daunting for new business owners and marketers. You know you’ve built an awesome product, but sometimes your marketing efforts don’t pay off all the time. With so many metrics and variables to chase in each campaign, it gets increasingly difficult to market the product effectively.

Don't Pick Your Next LMS Until You Read This Guide!

With so many factors and people to consider, how do you make sure you pick the right LMS? It’s simple: This guide covers crucial considerations with actionable advice and professional insights, so you know you’ve picked the perfect eLearning solution.

2019 SAAS Private Survey Results- Part 1

For Entrepreneurs with David Skok

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~424 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey! Thank you also to David Spitz (@dspitz) and the team at KBCM Technology. Startup Help growing SaaS revenue SaaS SaaS business SaaS metrics

The top SaaS companies ruling the East Coast

SaaStock

As we wrote in our launch post about expanding SaaStock New York into SaaStock East Coast , our main aim is to foster a community of top SaaS companies that spans all the way from Florida to Quebec. The SaaS industry’s beating heart will probably always be New York, and it will also be the home of SaaStock East Coast on June 4-6. However, we believe in giving the entire coastline a chance to flourish.

Sales Operations: The Guide They Never Gave You

InsightSquared

“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range? Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. I didn’t hear of sales ops until years after entering the workforce.

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The best (worst) outbound sales campaign by Growbots

Predictable Revenue

Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue. B2B Blog Lead Generation

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

Building an Investor Pipeline Spreadsheet: Keep Your Funding Flowing!

TechStars

As the Managing Director of Techstars NYC and investor in 120+ companies , I’ve helped dozens of early stage companies connect with investors. But all too often I’ve watched founders struggle with fundraising —- pitching the wrong deal, to the wrong investor, at the wrong time. It’s painful to watch (and even worse for the founder!) and mostly avoidable with a simple process for staying organized and tracking the investor pipeline funnel. .

How to Interpret and Use Clickmaps to Improve Your Website’s UX

The Daily Egg

To use the info in a clickmap to improve your website experience and effectiveness, you have to know how to interpret what you see. The post How to Interpret and Use Clickmaps to Improve Your Website’s UX appeared first on The Daily Egg. Conversion Testing User Experience

How To Keep Your Customers For a Decade. Or Longer.

SaaStr

Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day.

How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot.

Why Distributed Tracing is Essential for Performance and Reliability

Speaker: Daniel "spoons" Spoonhower, CTO and Co-Founder at Lightstep

Many engineering organizations have now adopted microservices or other loosely coupled architectures, often alongside DevOps practices. Together these have enabled individual service teams to become more independent and, as a result, have boosted developer velocity. However, this increased velocity often comes at the cost of overall application performance or reliability. Worse, teams often don’t understand what’s affecting performance or reliability – or even who to ask to learn more. Distributed tracing was developed at organizations like Google and Twitter to address these problems and has also come a long way in the decade since then. By the end of this presentation, you’ll understand why distributed tracing is necessary and how it can bring performance and reliability back under control.

5 Interesting Learnings from HubSpot as It Approaches $1 Billion in ARR

SaaStr

We kicked off our 5 Interesting Learnings series with “newer” SaaS companies for the most part, and learnings as they IPO’d: 5 Interesting Learnings from PagerDuty, as It IPOs. 5 Interesting Learnings from Slack at $700m in ARR. 5 Interesting Learnings from Zoom. As it IPOs.

5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results. Psychological or cognitive biases are subjective perceptions that we fall back on as we process information.

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7 Biggest Trends in Content Marketing You Shouldn’t Ignore in 2019

Incredo

In digital marketing, content dominates and acts as the main selling point. Content is king in the digital world as we can't do without it. But content marketing requires proper planning, after which it will be able to provide the desired results. Other

How to Prepare Yourself to Be a Great CEO

SaaStr

Being a founder is easy. You just start something. Grab a smart friend, hop on over to WeWork, hit 99 Designs for the logo, and you’re off to the races. Being a CEO is tough. You have to convince people to join you. To drag the troops up the hill. To invest in you when there’s no logical reason to. To do the impossible. You probably haven’t done it before. Turns out, first-time CEOs are often the most successful. Because they don’t know it’s impossible.

The Connected Journey: Developing your Empathy to Strengthen Strategies for Customer Relations

Speaker: Esther Kieft, Delivery Manager (Group Technology) at Domino's Pizza Enterprises

It is well known that empathy is a key ingredient in creating lovable products, yet not all products offer the best customer experience. From meeting stringent deadlines to insufficient resources being available to carry out customer research, there is a range of reasons why customer empathy could be missing in product development. Join Esther Kieft, as she breaks down using empathy at a distance to evaluate the problems that customers are experiencing during this global health crisis.

The 18 Awesome Women of SaaS in Asia

SaaStock

We want to think of International Women’s Day as a day to celebrate women – their power and glory – rather than their difficulties in navigating a male-dominated world. We would like you to meet a few extraordinary women who have the impressive task of driving tech in Asia, a part of the world that could be even more challenging to women. These 18 women are powerful, relentless and are all making SaaS and tech in general a better place.

5 of the Most Effective Ways to Reduce Business Operational Costs

The Daily Egg

You may be making a ton of sales every day – enough to bring in substantial profit for your business. But when you look at the numbers, you find that your actual revenue is only just enough to keep the business going. So what could be the reason behind this? You’ve done everything possible to […]. The post 5 of the Most Effective Ways to Reduce Business Operational Costs appeared first on The Daily Egg. Conversion

Are you setting your SDRs up for failure?

Predictable Revenue

Starting out in sales as an SDR can be extremely exciting and rewarding, but also soul crushing when things don’t click. After chatting with hundreds of CEOs and sales leaders over the last couple years, I know they too feel the pressure when things aren’t working because, ultimately, the buck stops with them. But unlike those in leadership positions, a junior SDR tends to be pointed in a specific direction by a superior and will, by default, trust they’re being pointed in the right direction.