2017

How to Focus When You’re Overwhelmed By Marketing Options

Hitenism

In online marketing today, you have hundreds of channels to choose from. Within each, there are thousands of tactics that you could use. If you’re like most marketers, you’re trying to tackle a dozen or more of these channels and tactics at any given time.

Uses of Cement

InsightSquared

There are different uses of cement such as to make cement mortar, cement concrete which are used in various types of masonry and concrete structures. Building Materials Building Technology Guide Buildings Cement

SaaS Funding Napkin, the 2017 edition

The Angel VC

Today is January 10, 2017. That means that in ten days, this jerk will become the leader of the free world. It still feels surreal to me. In less earth shattering news, the fact that it's 2017 also means that my "SaaS Funding in 2016" napkin needs an update.

The Never-Ending Journey: In Search of Product-Market-Fit

For Entrepreneurs with David Skok

Intro Many potentially great companies fail each year because, while they have an incredible product, they don’t figure out how to get it to market fast enough. Figuring out how to reach customers and break through to Product-Market-Fit remains one of the hardest parts of building a successful startup. This post introduces a four stage. Startup Help PMF product market fit SaaS sales Sales and Marketing

Pivoting from early adopters to mainstream buyers

Practical Advice on SaaS marketing

If your software-as-a-service (SaaS) solution is relatively new to the market and you’ve already managed to bring on a group of early customers, congratulations. That’s usually solid proof that your product works, somebody’s getting value from it, and people will pay for it. No small feat.

How CIOs are Leveraging AI and Machine Learning to Achieve ITSM Goals

Think Strategies

For the past decade, many IT departments have been on the defensive trying to keep pace with escalating end-user demands and competitive pressures. The emergence of ‘shadow IT’ as a major force within many enterprises raised questions about the role of IT in a cloud-first world.

Creating a Daily Routine for Growth

Sales Enablement, SaaS and Growth

Over the past 12 months I’ve invested considerable time thinking about, experimenting with and optimising my daily routine. I relish figuring out new ways to become more efficient and better at my work.

More Trending

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

It’s that time of year again.

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Map Customer Success To Your Global Organization With SuccessTeams

Totango

Every company, especially a large enterprise, builds an organizational structure around their customer operations.

The Software Startup Sectors Raising the Most Capital in 2017

Tom Tunguz

Over the last seven years, software startup investing has changed quite a bit. In 2010, classic SaaS was booming, the benefits of a subscription model were finally becoming clear to the public markets and the mass-market. Since then, many other types of software businesses have been created in new categories like agriculture technology and robotics. Which of these markets are growing the fastest for investment dollars?

We Haven’t Hit Peak SaaS

Hitenism

In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Reduce sales ramp time by 30-50% via sales enablement. Double headcount every 6-9 months.

Why InsightSquared is Going Platinum, Gold and Silver at Dreamforce 2017

InsightSquared

For sales and marketing teams at business-to-business technology companies, the calendar is divided into two unequal parts: Dreamforce and the rest of the year.

WTF is PMF? (part 2 of 2)

The Angel VC

In the first part of this post , I looked at what some of the most knowledgeable people in the industry said about Product/Market Fit (PMF) and how they try to define and measure it.

How to calculate your total addressable market and make a great TAM slide for investors

For Entrepreneurs with David Skok

I’ve seen hundreds of startup pitch decks in my time at Matrix, and have found total addressable market (TAM) slides to be among the most frequently mis-executed. I get the sense they are often included as a formality in an attempt to get VCs to check a mental box and continue on hearing about other. Getting Funded Startup Help Business Model Funding SaaS TAM TAM slide Total Addressable Market Venture capital

Don't undersell your SaaS solution

Practical Advice on SaaS marketing

No matter how long the list of amazing features you offer, if you’re marketing a software-as-a-service (SaaS) solution, that’s not all you’ve got to sell. You should be talking about the “non-feature” pieces as well. If not, you’re underselling your solution.

Driving Digital Transformation by Making Citizen Developers Heroes – A Guest Commentary in E-Commerce Times

Think Strategies

Corporate executives know that if they don’t transform their companies into digital enterprises they are going to be at a significant competitive disadvantage going forward. Yet, many corporate leaders have been unable to make significant progress transforming their organizations. These executives have found that changing their corporate cultures is a lot harder than adopting the new generation of cloud-based applications and services that make the digital enterprise possible.

Three Plays HubSpot Uses to Arm Sales Reps for Success

Sales Enablement, SaaS and Growth

In my sales enablement role at HubSpot I'm truly privileged to partner with over 100 sales professionals that are at the top of their game and only want to get better. Working with sales reps that want to succeed and push each other to do better is a joy.

You can have two Big Things, but not three

A Smart Bear

Forget work/life integration for a minute. How much time do you have, regardless of partitioning? From your 24-hour daily allotment, the 1950s-style break-down is 8 hours for work, 8 for home and commute, and 8 for sleep and ablutions.

Selling to C-Level Executives: 8 Tips for Unlocking Access to the Busiest Buyers on Earth

Sales Hacker

Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something.

How Zendesk Invested in Customer Success from a Product-First Perspective

Totango

Zendesk is a family of products that helps companies manage the entire customer lifecycle in different ways. They are on a scale that is uncommon for B2B companies, with a $350M run rate, 90K paying customers, and an additional 50-100K free or trial customers at any given time.

Announcing our Investment in Chorus

Tom Tunguz

Advances in machine learning are transforming the software world. Two of the most exciting applications of machine learning are speech recognition and natural language processing. After researching the space for more than a year, we are thrilled to announce our investment in and partnership with Chorus , a pioneer in speech analysis for sales.

The 3-Step Startup Marketing Framework We Created to Grow KISSmetrics

Hitenism

It was 2008, and I was having a classic founder moment. I had no idea what I was doing. But at least I was doing! I was founding a SaaS business, KISSmetrics. Like any startup, we were flailing, failing, and on fire, all at the same time.

Operations problem solving: how to start and finish backwards

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives.

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Unsure how much you should pay yourself? Check out this Founder Salary Calculator.

The Angel VC

Founder salaries are not a topic I’ve had to spend a lot of time with so far. I usually just “OK” them, since the founders we are working with are all super reasonable people who carefully weigh how much they need against the interests of the company – their company. But sometimes founders ask me for a suggestion or some guidance because they are uncertain as to what is fair, and so I thought it might be useful to create a simple model. Here it is.

Building a Repeatable, Scalable & Profitable Growth Process

For Entrepreneurs with David Skok

I gave a talk this year at the 2017 SaaS North conference in Ottawa, where I discuss the fundamentals of building a repeatable, scalable, & profitable growth process for a startup. Building a Repeatable, Scalable & Profitable Growth Process [View on Slideshare]. Startup Help Business Model Growth SaaS SaaS business Sales & Marketing Machine

Customers need to trust you

Practical Advice on SaaS marketing

If you think your customers subscribe to your software-as-a-service (SaaS) solution only because they love the features or the price, think again. Of course, customers look at the solution’s features, the fact that it’s easy to use, or the attractive price… but that’s not all they look at.

#GivingTuesday: Where Should You Donate?

wepay

#GivingTuesday harnesses the potential of social media and the generosity of people around the world to bring about real change in their communities. Just about anybody has the power to encourage the donation of time, resources, and talents to address local challenges.

The Marketing Arbitrage Opportunity

Sales Enablement, SaaS and Growth

Without doubt, one of the most exciting parts of being a marketer today is the perpetual challenge of finding new channels and tactics to leverage. There’s a whole host of marketing arbitrage opportunities out there - if you know where to look and spend your time.

How the ‘Netflix for Mac apps’ plans to beat Apple at subscriptions

Chart Mogul

After several recent high-profile Mac apps pivoted to a subscription model, users are left feeling cheated. Developer MacPaw is planning to solve that, with Setapp - the first all-you-can-eat subscription service for Mac apps. The pitchforks are out.

Free Trials Are Nice, But You’ll Be Broke Without Customers – Here’s 8 Ways To Convert Them.

Sales Hacker

Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy. A first name here, an email address there, and you have access. But as a business owner, there’s a massive gap between getting names and getting dollars. How many free trial users end up as paying customers?

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What is Customer Health Score?

Totango

Customer Health Score takes multiple dimensions of customer data metrics and classifies them into a single representation of green, yellow or red. It is a consolidation of all the information the company has about the customer, from all probes, people and systems, past and current. Companies use customer health to speed up and scale communication, prioritization, decision making and forecasting of their customer success operations.

Why Being Clueless Can Be a Great Thing

Entrepreneur - SaaS

How hiring our first salesperson led me to recognize that cluelessness is at the heart of entrepreneurship. Make More Happen

How To Grow Your Startup By Asking Better Questions

Hitenism

Building a company is a lot like trying to predict the future. You’re looking through a crystal ball to see where the market is moving, and how you can adapt your product accordingly.

The 12 Most Popular Sales Leaderboard Songs of 2017

InsightSquared

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards.

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WTF is PMF? (part 1 of 2)

The Angel VC

I’ve been fascinated by the concept of Product/Market Fit for quite some time. The reason why it’s such an interesting and important concept is that getting to Product/Market Fit (PMF) marks a critical juncture in a company’s lifecycle. At least in theory, the life of a company can be divided into a “pre PMF” phase and a “post PMF” phase, with each of the two phases having very different objectives and requiring very different strategies.

Confidence and the Gender Gap: 14 Tips for Women in Tech

Sylvia Ng

Last year I did a talk for DevTO for International Women’s Day (#IWDTO) on the importance of confidence for closing the gender gap. The talk was well received but short, and I promised to publish my full list of tips that I had originally prepped.

Don't put your SaaS marketing plan on auto-pilot

Practical Advice on SaaS marketing

Imagine that last year I had somehow managed to put together a perfect marketing plan: a perfect message and a perfect mix of tactics delivered perfect results.