2018

We’re Overthinking Seed Round Signaling Effects

For Entrepreneurs with David Skok

There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and. Getting Funded Entrepreneur Funding Raising capital seed deals Venture capital

How to Build Your Sales Operations Team from Scratch

InsightSquared

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s clear that sales ops plays a critical role in any organization, but creating your own sales operations team can be a daunting task. Who do you hire first? How should the team be structured?

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7 Of The Most Common Mistakes Made Building Your First Sales Team

SaaStr

Building your first sales team will be an endless series of mistakes. It’s OK. Plan for me. But there are a few avoidable , key mistakes I see start-ups making > 50% of the time.

Sales 194

8 Sustainable Practices to Better Your Mobile App Marketing Strategies

Incredo

As technology progresses, it's unavoidable to face the tough turf that consists of your competition. For this reason, many company owners have taken measures to adopt strategies that will help them overcome the competition. Without a doubt, these mobile app marketing strategies are very well-documented. But while they are effective, you are not automatically assured of the success it delivered its original user.

Mobile 159

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.

10 Observations from Dropbox's S1

The Angel VC

In last week's post I shared some thoughts about Dropbox and why, although Dropbox is unquestionably one of the most amazing SaaS companies ever built, I am a tad less confident in the company's long-term future than I am in other SaaS leaders such as Salesforce.com, Zendesk, or Shopify. As mentioned in the first part of the post, I took a closer look at Dropbox’s recent IPO filing and would like to share some tidbits, along with a few observations. #1

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The Expectation of Winning

Sales Enablement, SaaS and Growth

Everybody likes to win. And while you undoubtedly learn much about your skills, attributes and character from losses, there’s nothing quite like that sense of satisfaction when your team secures a hard earned victory. I’ve been fortunate, both as an individual contributor and as part of a team to have racked up some important wins (jobs, promotions, new business and awards), but in truth, there’s only been three periods where I’ve been part of teams where there’s been an expectation of winning.

Breaking Down the Ultimate Question – NPS

ChurnZero

Breaking Down the Ultimate Question – NPS (Net Promoter Score). First, let’s start with the very basics- what is a Net Promoter Score ? Net Promoter Score was first developed by Fred Reichheld, Bain & Company and Satmetrix in 2003. Since then it has been used heavily by companies, both large and small, to assess customer satisfaction and has become an important metric for growth-driven technology businesses.

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Totango Adds Personity.ai Team

Totango

Totango’s mission is to enable organizations to proactively and intelligently operate around their customers. With industry-leading enterprises confidently running on Totango’s Customer Success Platform, we are dedicated to innovating and bringing to market products that deliver Customer Success results. Extending Product and Engineering Teams.

10 Most Important Sales Trends That Will Define 2019 (And Predictions)

Sales Hacker

It’s that time of the year again! Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. This new element is, “Companies to watch”. You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire. the 2018 sales tech landscape. When growth is as rapid as this, things change quickly.

B2B SaaS Financial Operations Trends Report 2021

From the economy to funding to the downstream impacts of ASC-606 adoption, we explore what finance teams and founders alike are most concerned about in 2021 in our report. If you're in B2B SaaS, you don't want to miss this one.

How to Define the Go-To Market Strategy for Your B2B SaaS Company

Aaron Beashel

I’ve been fortunate to work in a number of SaaS businesses in my career. Some of them, like InVision and SafetyCulture, seemed to just grow naturally without any help. Sure adding sales & marketing help fuel the growth, but these business were growing pretty rapidly before they injected the sales & marketing rocket fuel. In others however, growth has seem like a slog. We had great sales & marketing teams and growth definitely did happen, but it just seemed a lot more difficult.

B2B 161

Matrix Growth Academy – Zero to 100 Videos

For Entrepreneurs with David Skok

Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue. Please find below the primary videos for They have been. Startup Help

Five Key Skills for Sales Ops Career Success

InsightSquared

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

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How to Close More Revenue Today — With The Leads You Already Have. Use The “3 L’s”.

SaaStr

If you’re past $4m-$5m or so in revenue, this post isn’t for you. You’ll have figured this out, at least mostly. But if you are on either side of $1m in ARR, there are 3 things you can almost always do from a pure process standpoint to squeeze materially more revenue out per lead.

What is Contextual Analytics? The Next Evolution of Embedded Analytics

Download this white paper to learn what contextual analytics is, how BI platforms like Yellowfin revolutionize the way users discover insights from their data with native contextual analytics, and how it adds value to your software solution by elevating the user experience.

The Ultimate Guide To Your SaaS Website Localization

Incredo

Adapting apps and services to foreign markets is something that many businesses are sleeping on, and it is often the missing link that stops them from really flourishing. That's not an overestimation. Around 90% of the content that companies generate is written in one language, which often prevents existing or potential clients to have a long-term and meaningful relationship with a brand. SaaS Development

SaaS 138

There are over 100 SaaS unicorns. How long did it take them to get to $100 million in ARR?

The Angel VC

A few days ago I wrote that there’s more than one path to $100 million. I argued that while it’s awesome to see that some companies are able to get from 0 to $100 million in ARR in 7-8 years or even less, trying to grow that fast may not be the best choice for most companies. That raises the question: What are your chances of growing a little slower and still achieving massive success?

SaaS Marketing Isn’t All About Talking; It’s More About Listening

Practical Advice on SaaS marketing

If you’ve ever sat through a marketing agency’s pitch or seen an episode of Mad Men, you’d think that marketing is all about talking – pushing out clever messages so that people will buy whatever it is that you’re selling. Not exactly. You’re right that there’s plenty of delivering messages through email, blog posts, paid adwords, Twitter, TV, radio, or print ads or whatever media reaches the buyer. But there’s more to it than catchy taglines, ads, or social media campaigns.

Sales Enablement Statistics for 2018

Sales Enablement, SaaS and Growth

To me, there’s never been a better time to be a sales enablement professional. It’s a rapidly growing area and while there’s a lack of publicly available sales enablement statistics or indeed, widely adopted best practices and standards, this is due, largely to the fact, that many of us are figuring out exactly what sales enablement is, means and does.

Brand Health Report: Tech Talent Ranks the Most Innovative Companies They'd Love to Work for and Why

Hired surveyed more than 4,000 tech workers to find out which companies rank as their most desirable employers and how other organizations can compete for their attention. Download this report to learn what tech talent values most in a potential employer and how to improve your employer brand.

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting. But as with all things in selling.

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What Are Growth Teams For, and What Do They Work On?

Casey Accidental

This blog post was adapted from a presentation I did recently. Hence, slides. Don’t say I didn’t warn you. I receive a lot of questions about growth teams. Naturally, there is a lot of confusion. Is this marketing being re-branded? Who does this team report to? What is the goal of it? What do they actually work on? When do I start a growth team for my business? The purpose of growth is to scale the usage of a product that has product-market fit.

46 Bad Ass Sales Podcasts Every Sales Professional Should Follow in 2019

Sales Hacker

The path to sales enlightenment requires continuous self-learning, but there’s a real problem. Salespeople are BUSY. With the insane rise of text based content, we understand that not all salespeople have time to sit and read articles. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery. Listen To Sales Podcasts, Then Go Listen To Your Prospects! . Success in sales requires a lot of listening.

Sales Stack 2019: The Tools

yoursales

SALES STACK 2019 SALES TOOLS FOR. PROFESSIONAL SALES SALES STACK 2019: THE TOOLS SALES STACK 2019: THE TOOLS I t’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. It’s going to be an exciting year. You’ll get lots of content from us along with advice for your sales process. The focus for 2019 is going to follow this prioritized order: Which customer journey experience are you creating?

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"I Love Filling Out 12-Page Applications and Waiting Weeks For a Response,” Said No Merchant Ever

Learn how becoming a payment facilitator can improve a merchant’s experience and your revenue.

Top Two Reasons for Churn

For Entrepreneurs with David Skok

In working with a number of SaaS portfolio companies, I have found that there are two causes of churn that occur more frequently than any others. They are: Failure to successfully onboard the customer Loss of the champion who drove the purchase Looking at these in order: Failure to successfully onboard It’s easy to understand. Customer Success churn SaaS SaaS churn SaaS customer engagement SaaS customer retention SaaS renewals SaaS retention Startup Help

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Is revenue operations just another word for sales operations?

InsightSquared

During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.

Meet your first wave speakers for Customer Success Summit 2018

Totango

Customer Success Summit brings together the best and brightest minds in Customer Success. Our world-class speaker lineup for 2018 Customer Success Summit will share the impressive business results that customer success best practices should deliver. The first wave of speakers has been announced and the experience and CS knowledge they bring to #CSSummit18 is priceless. Here are a few of our first wave speakers you don’t want to miss: Nicolle Paradise. Senior Director of Client Experience.

Which are the Best SaaS Development Companies in Eastern Europe

Incredo

Does your business have everything it needs? With new demands and even newer technology, it’s much harder for a business to develop its own mobile app or website interface. Finding a good software development team in North America for a reasonable budget is a rare occurrence. This is why most companies look elsewhere when looking for a software development team. Europe shines when it comes to delivering results at reasonable prices. SaaS Development

How to Measure DevSecOps Progress and Ensure Success

Speaker: Shannon Lietz, Director of DevSecOps Team, Intuit

The new DevSecOps team is up and running, and you feel ready to take on rising security threats while delivering quality software updates. But that leaves just one question: how do you monitor your new program as effectively and efficiently as possible? Join Shannon Lietz, Director of DevsecOps at Intuit, and award-winning innovator, to learn the answers to these questions so you can lead your DevSecOps team to the top!

Founders: Please don’t allow anyone to screw your early backers

The Angel VC

Understanding the mechanics of founder re-ups in financing rounds This post will likely not make me more popular and might offend some people. But if your core beliefs on how business should be done are at stake, you can’t try to win the popularity contest. If you know me a little you’ll probably agree that like everyone at Point Nine, I’m a pretty nice guy. We’re trying hard to make venture capital a little more human , and we really mean it when we say that we aspire to be good VCs.

3 ways to fail at lead generation

Practical Advice on SaaS marketing

When the lead generation effort is failing and we’re trying to fix it, we marketing pros usually head right into the weeds. Are there too many characters in the subject lines? Should we add more long-tail keywords? Is the call-to-action button the wrong shade of green? It’s not that those details don’t matter at all. At high volumes, they could matter a lot. But for many software-as-a-service (SaaS) providers, focusing on those details is a distraction. We're looking in the wrong places.

Good Questions, Bad Asks: The UX Of Questions In User Onboarding

Chargebee

There are three strategies you can use to turn good questions into good asks—gradual engagement, information priming, and immediate impact delivery