2017

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

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.

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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. It was a wild, insane, and ridiculously exhausting experience. I was in charge of product development, operations, finance, funding, and probably 44 other things. At that point in 2009, I was also responsible for marketing.

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

Product Market Fit: A Lesson from Sephora’s Head of Product

Speaker: Sneha Narahalli - VP, Head of Product at Sephora

In this webinar, Sneha Narahalli, Head of Product at Sephora (Digital, Data & MarTech), will give you an iterative method for identifying and developing Product Market Fit.

I hate MVPs. So do your customers. Make it SLC instead.

A Smart Bear

Product teams have been repeating the MVP (Minimum Viable Product) mantra for a decade now, without re-evaluating whether it’s the right way to maximize learning while pleasing the customer. Well, it’s not the best system. It’s selfish and it hurts customers. We don’t build MVPs at WP Engine. The motivation behind the MVP is still valid: Build something small, because small things are predictable and inexpensive to test.

More Trending

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. That’s because prospects are usually thinking about more than just features when they’re evaluating a solution. They’ve got other questions that you need to address: Can the solution be implemented successfully?

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8 Quintessential Ingredients for Outbound Sales Success

Sales Hacker

I run a European based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about the most important ingredients for a successful outbound sales process. The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. Sounds basic and redundant, I know. But we often present our product as a solution. Be frank! What solution? And for what problem/pain/need?

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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.

How Much Should A SaaS Startup Invest in Sales & Marketing?

Tomasz Tunguz

How much should a SaaS startup invest in sales and marketing at different stages of the business? This is a very nuanced question, but benchmarks do provide some guidance for what is reasonable. Sales and marketing investment depends on many different factors including establishing product market fit, the business’s sales model (inside, field, freemium), and not least, cash balance and fundraising capacity.

How Collecting and Managing the Voice of the Customer Will Strengthen Your Product

Product teams strive to incorporate customers’ needs in everything they build, but this can’t be done without clear strategy, processes, and feedback loops in place. In this eBook, you'll learn how to build a robust voice of the customer program.

What is Net Negative Churn in SaaS

The SaaS CFO

Net negative churn occurs when your expansion revenue from existing customers totals more than your lost revenue from existing customers. This SaaS metric does not factor in any revenue from new customers, just existing customers. As Nathan Latka puts it in his “The Top” podcast, this is the holy grail of SaaS. Your recurring revenue […]. The post What is Net Negative Churn in SaaS appeared first on The SaaS CFO. Churn Nathan Latka Net Negative Churn

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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

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. As a reminder, in the original post I tried to give a "back of a napkin" answer to this question: What does it take to raise capital, in SaaS, in 2016? Today I'd like to take a stab at the (early) 2017 answer to that question.

Growth hacking was invented with a mint julep and two beers

Hitenism

Back in 2010, on a Monday at 5 PM, I found myself at a bar called Memphis in Southern California in a heated discussion with two close friends. Patrick Vlaskovits was cheerfully drinking a mint julep while Sean Ellis and I were each enjoying a cold beer. At the time, Patrick was working on a startup and a book. Sean was advising a handful of high-growth tech startups including Dropbox, Eventbrite and my own company, KISSmetrics.

Shaping the Future: Product Strategy in the Age of Uncertainty

Speaker: William Haas Evans - Principal Consultant, Product Strategy Practice Lead, Kuroshio Consulting

In this webinar, we'll explore product strategy obstacles and present practices to overcome them while driving clarity and alignment across your executive team.

Five ways to make your reps more productive

InsightSquared

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward.

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. So, “work” and “home” are the two things in which you can spend 40+ hours per week. This is the amount of time it takes to tackle something huge. A career. A parent. A startup.

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. Identifying opportunities that we think will create business value is not only a lot of fun, it's key to driving future growth. For that reason, organisations need to invest in the discovery and cultivation of such opportunities.

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. They’re also figuring out if they can trust you.

Going Beyond Gut Instinct: The Do’s and Don’ts of Strategic In-App Guides

In-app guides are powerful tools for delivering exceptional product experiences, but it’s all too easy to use them improperly or get too carried away. In this eBook, we’ll show you eight essential dos and don’ts for building impactful in-app guides.

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? Depends on your conversion model: A Totango study in 2012 found an average of 50% when a credit card was required for the free trial, but only 15% when a credit card wasn’t necessary.

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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. Whether by region, product, vertical, or any other business parameter they define, Customer Success Managers (CSMs) are broken into teams to give them focus, tailored processes, and specific metrics that make sense for their line of business.

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.

The Software Startup Sectors Raising the Most Capital in 2017

Tomasz 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?

From Feature Factory to an Outcome-Driven Product Team

Speaker: Matt LeMay - Product Coach and Consultant, Author of Product Management in Practice and Agile for Everybody

In this webinar, internationally recognized product leader Matt LeMay walks through the most common impediments to creating an outcome-focused product team and provides practical and actionable guidance for moving through them quickly and fearlessly.

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

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. While everybody seems to agree on the broad concept of PMF there is (unsurprisingly) no consensus on how exactly it can be defined and measured, and some people set the bar much higher than others.

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. You have limited cash, which means that you only have a finite amount of time and resources to scale your business. The longer you take to make decisions about your company, the more time and money you burn. Optimizing your startup for speed is the only way to keep your head above the water.

The Four Most Important Skills For Sales Operations Professionals

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” a lot. Thinking about the best and worst Sales Operations professionals I’ve worked with over the years, I’ve come up with four skills that the best have and the worst lack.

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The 10 KPIs Every Product Leader Needs to Know

Product teams have access to tons of data these days, but just because you're tracking product metrics doesn't mean you're tracking the right product metrics. In this eBook, we walk through the ten KPIs every product leader should have on their radar.

Why Companies are Failing to Implement Growth Processes

Pierre Lechelle

CEOs moving past Product / Market Fit often have issues to grow. They struggle to find more channels to acquire new leads. When I met Ryan, his problems were radically different… They were growing quickly. His team was doing a fine job. They implemented Growth Processes, but after a few months, they realized that they […]. Cet article Why Companies are Failing to Implement Growth Processes est apparu en premier sur Pierre Lechelle. Growth Teams

Why Sales Enablement is in the Business of Influence

Sales Enablement, SaaS and Growth

The more I think about it, the clearer it becomes - strategic communication is an integral part of successful sales enablement. Communication matters in business. And the success (or failure) of a sales enablement function is intertwined with its ability to influence a sales organisation and change behaviour. While it may not be immediately apparent, communicating well with and managing stakeholders is a prerequisite for successful sales enablement.

???????Beware: Too many leads!

Practical Advice on SaaS marketing

I know this may be heresy to almost every marketer and sales person on the planet, but I’ll just say it: it’s possible to have too many leads. Lots of the effort to generate new leads – those programs, events, campaigns and incentives we’ve got in place to build more visibility, drive more traffic, and gather more names - might just be a waste of time and money. How can that be? Suspects, not prospects One explanation: some of our lead generation efforts are attracting suspects , not prospects.

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