2020

A Framework For Your First SaaS Sales Comp Plan

SaaStr

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. I sold $6m our first year (man, that sounds good looking back on it).

6 Most Effective Reactivation Strategies for Lapsed Customers

Predictable Revenue

Keeping your existing users is much more cost effective that finding and converting new leads. Despite this, the average business mailing list loses 25% of its subscribers every year. Reactivating your lapsed customers is key to preventing them from becoming lost customers.

Insiders

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How to Diversify Your Top of Funnel (And Add a Figure in Revenue)

Predictable Revenue

Ari Levine has learned to approach everything from the position of the consumer. Even in B2B enterprises, that buyer is a person and we shouldn't forget that. Let's learn how to be more human in our outreach approach and create quality connections with our target audience.

Doing Old Things Better Vs. Doing Brand New Things

Andreessen Horowitz

New technologies enable activities that fall into one of two categories: 1) doing things you could already do but can now do better because they are faster, cheaper, easier, higher quality, etc.

Insiders' Guide to Self-Service Analytics

Self-service analytics are vital for how your users interact and engage with your application. As you explore analytics solutions for your application, see why self-service analytics can prove critical to the adoption and stickiness of your application.

2020 SaaS Survey Results- COVID Edition!

For Entrepreneurs with David Skok

KBCM TECHNOLOGY GROUP SAAS SURVEY – COVID EDITION For the eighth year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) Thank you to the readers of forEntrepreneurs who participated in taking the survey!

More Trending

More on the SaaS Sales Playbook for Product-Led Growth

SaaSX

The SaaS sales playbook applied best to a product-led growth when it is adapted to be sales-assisted versus sales led

Sales 130

Top 14 Sales Skills Every Sales Rep Must Master

InsightSquared

The best sales teams consistently deliver for their organizations, plain and simple. It’s not just the effort of one or two rainmakers, but one of the entire team. This is no mistake, as the elite teams are relentless in their development of sales skills.

Sales 156

How 3 Top SaaS Sales Teams Follow up with a High-Ticket Lead

Cobloom

This is a guest post from Benjamin Brandall. Benjamin is a content marketer at Process Street , where he writes on startups, SaaS, and workflows. In his spare time, he runs Secret Cave , a site covering obscure entertainment and internet culture

5 Off-beat Lessons from the Industry to Reduce Customer Churn

Chargebee

Churn is a universal problem that every company faces. Let's look at some real-life examples and understand how companies in SaaS dealt away with churn

Churn 75

9 Steps to Hosting Your Most Successful Virtual Event

The step-by-step Virtual Event Handbook from Thryv gives you all the tools you need for planning, setting goals, marketing, pricing and – don’t forget this one – event etiquette. Plus, the handy checklist will help you pull it all off without a hitch.

The Top 10 Mistakes First Time SaaS Founders Make

SaaStr

Second-timers know the playbook and can execute against it faster. But often times, they also have a bit of healthy skepticism, a bit of baggage, from the last time. First-timers often know very little, but are baggage free. That can be very powerful.

SaaS 285

The 7 Best Pieces of Business Advice I Was Ever Given

SaaStr

Here’s my list of the best golden advice I was given as a first-time — and second-time — CEO: Manage People — In General, and Earlier. The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Managing people isn’t always fun.

If You Have 10 {Unaffiliated} Customers in SaaS — You Have Something.

SaaStr

If you get even 10 paying customers in your first 90 days in market, and they don't churn … You have something. Never, ever quit then. Even if you have no money. Even if the team isn't sure. Even if the competition is fierce. Even if they say it's too hard.

Building a Culture for Change

Chargebee

“A culture is not a set of beliefs; it’s a set of actions.” Bushido

81

3 Templates for Uncomplicating Your Product Management Process

In this workbook, you’ll find a comprehensive set of templates product development and cross-functional teams can adopt to better leverage your existing skills and your data.

Nate Schmidt Joins Techstars Alabama EnergyTech Accelerator as Managing Director

TechStars

In 2010 my brother Mike and I took our e-gift card startup, Instagift , through Techstars Seattle. The experience changed my life. We were guided by incredible mentors, worked in an amazing space, and ultimately raised money for the first time in our entrepreneurial careers.

[Guest Post] 5 Ways Intellectual Property Law Coincides with SEO

Incredo

When users interact with the World Wide Web, they tend to be rather lenient with their activity online and consider the consequences of their actions a little less.

What is Conversion Rate Optimization (CRO)?

The Daily Egg

Conversion rate optimization offers one of the fastest, most effective methodologies for turning your existing web traffic into paying customers.

Building a Successful B2B Outbound Sales Strategy From Scratch

Predictable Revenue

Co-Founder and CEO of Lemlist, the coolest sales automation platform ever created, shares tips and tricks to grow a SaaS company in a B2B space, from scratch! The post Building a Successful B2B Outbound Sales Strategy From Scratch appeared first on Predictable Revenue.

B2B 247

Realizing the Benefits of Automated Machine Learning

How are organizations using machine learning and artificial intelligence (AI) to derive business value? Renowned author and professor Tom Davenport explains the rise of automated machine learning, its benefits, and success stories from businesses that are already using it.

The Difference Between Effectiveness and Efficiency Explained

InsightSquared

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best?

9 Steps to Repeatable, Scalable, and Profitable Growth

For Entrepreneurs with David Skok

I recently did a podcast interview with Harry Stebbings of “The Twenty Minute VC” where we talked about the 9 step model for how B2B startups need to get through product/market fit, and then how they should go about finding a repeatable, scalable, and profitable growth process.

If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months

SaaStr

It took us 2 years just to figure out our ultimate business model. What you think you do on day 1 may look very different by day 365. link]. — Aaron Levie (@levie) September 11, 2020. It seems like everyone wants to be a SaaS founder these days.

If You Don’t Think You Need a VP of Product, VP of Marketing, Etc. — Then You Haven’t Worked With a Great One

SaaStr

I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc.

Digital Trends Report 2020

As part of our goal to continue helping our community during these times, we wanted to share with you this critical data on the state of digital products across industries and provide context on how businesses are responding to the changing winds.

Turns Out, 85% of the World Likes “Contact Me”. Even Though You Don’t.

SaaStr

I know you are probably like me. You go to a web service. What do you do? Free trial. Sign Up Now. The very, very last thing I am going to click is “Contact Me.”

What Order Should You Hire Your Management Team In?

SaaStr

IME, rough order to make hires in: VPM: $0.2m ARR VPS: $1-$1.5m ARR VPCS: $2m ARR VPP: $3m-$4m ARR VPE: $5m-$6m ARR CFO: $10m ARR COO: $20m ARR. More here: [link]. — Jason BeKind Lemkin (@jasonlk) July 21, 2019. The other day I was meeting with a great CEO who had raised a modest seed round.

5 Reasons to Actually Have Board Meetings

SaaStr

I held off for 6+ years and 3000+ Quora answers on writing a post on Board Meetings. Because every investor in the world writes lengthy posts on How to Have a Great Board Meeting. How to Have a Great Pre-Board Meeting. How to Have a Great Board Meeting Week.

Venture Deals Spring 2020 Course – Now Open for Registration!

TechStars

Raising capital can be one of the most difficult parts of the founder journey. The more you know about cap tables and term sheets, negotiating tactics and letters of intent, the better positioned you’ll be for investor meetings.

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.

SaaS Founder’s Guide To Conversational Marketing

Incredo

Conversational marketing has conquered the SaaS industry long ago. Software companies engage, qualify, and recommend visitors with the help of chatbots who set new rules for improving user experience.

SaaS 252

Brand Building 101: How to Build a Brand

The Daily Egg

The terms “brand” and “business” are often used interchangeably. While the dictionary definitions might be similar, I don’t think this is a fair swap. Anyone can create a business. But building a brand goes far and beyond filing your LLC paperwork and opening a business checking account.

How Question-Selling Can Triple the Value of Your Service

Predictable Revenue

In sales, the common misconception is that by saying the right thing you’ll win the deal.

Sales 251