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.

Sales 275

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.

Before you talk about the solution, point out the problem

Practical Advice on SaaS marketing

Lots of people who you think should be interested in your software-as-a-service (SaaS) solution, couldn’t care less. It doesn’t matter that they perfectly fit your “ideal customer” persona. It doesn’t matter that your solution is full of features built especially for them.

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.

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.

Mobile 207

Predictions for 2019

Tom Tunguz

Here are some predictions for 2019 and a review of my thoughts for 2018, many of which were wrong. The M&A market slows meaningfully , especially at the multi-billion dollar level. The recent seasickness in the public markets forces most CEOs adopt a more conservative approach to acquisitions.

More Trending

Catalant Profile and Perspectives Regarding Cloud and SaaS

Think Strategies

Over the past year, I’ve had the privilege of becoming affiliated with the rapidly growing Catalant expert network which has enabled me to extend my consulting services to a wider assortment of enterprises seeking help with their Cloud strategies.

Cloud 130

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”.

Trends 113

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.

Churn 112

Retention, cohorts and visualizations

Inside Intercom

There are few issues more important than customer retention when running software-as-a-service businesses. It’s no good acquiring customers for $10, if they only stick around for a month or two.

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.

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

B2B 201

Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too.

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.

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?

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.

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.

Which is More Important: New Account Growth or Account Expansion?

Tom Tunguz

If you have one marketing dollar to spend on your startup’s growth, should you spend it on acquiring a new customer or on expanding an existing customer? Mining the existing customer base for customer expansion seems very logical.

Sales Enablement Best Practices

Sales Enablement, SaaS and Growth

One of the exciting aspects of working in an emerging area like sales enablement is that, today, nobody knows or indeed, has all the right answers. In many respects we’re “building the plane while flying it”, as we collectively figure out what good looks like.

Yooz Wins Best of SaaS Showplace (BoSS) Award

Think Strategies

Cloud Service Intelligently Streamlines the Accounts Payable (AP) Workflow Process. THINKstrategies announced today that Yooz has been named a winner of the Best of SaaS Showplace (BoSS) Award.

Cloud 130

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.

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!)

Sales 112

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.

Sales 94

Customer retention is the new conversion

Inside Intercom

Convincing potential users to sign up for your product isn’t easy. But what happens next is far more important. The latest batch of billion-dollar companies are built on high customer retention. They help their users be successful, and that means providing great onboarding.

WebSummit Presentations

For Entrepreneurs with David Skok

I presented on two topics at WebSummit 2018 in Lisbon on November 6th. The slides and videos of those two presentations can be found below.

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.

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.

Sales 227

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 for Start-ups: Don’t just start doing stuff!

Practical Advice on SaaS marketing

I get it. You’ve finally built a working product and now you’re ready to get it out into the market. You want to crank out a press release, put up a website, offer a free trial, execute an email campaign, buy adwords, or do whatever else you can think of or afford. Don’t do it.

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.

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?"

Just Where Are SaaS Companies Priced After the 2018 Correction?

Tom Tunguz

Reading the news in the past week made me wonder. Just where are we pricing SaaS companies today? The Nasdaq and the S&P have toyed with a bear market. Many stocks are down 10 to 50%. Absolute valuations are one consideration, but let’s understand it at a deeper level.

Rules to Run Your SaaS Business By

Sales Enablement, SaaS and Growth

I’ve been working within the software as a service (SaaS) industry for more than five years now. During this period I’ve learnt more than I ever thought possible about the SaaS business and my personal growth has accelerated with each passing year.

Why Salesforce Is Making Its Biggest Bet on APIs and Data Integration

Think Strategies

Salesforce.com’s definitive agreement to acquire MuleSoft for approximately $6.5 billion represents the company’s biggest acquisition yet and a calculated move to consolidate it’s position as the leading enterprise software company in the Cloud.

Data 130

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.

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.