2017

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

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.

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.

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

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

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?

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

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.

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.

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.

Why Product Market Fit Isn't Enough

Brian Balfour

This post is an introduction to a five part series where I explain for frameworks you need to align to grow to a $100M+ company. Subscribe to receive the rest of the series. I’ve been lucky to have been part of building, advising, or investing in 40+ tech companies in the past 10 years.

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.

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.

Sales 254

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.

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.

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

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?"

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.

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.

Map Customer Success To Your Global Organization With SuccessTeams

Totango

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

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.

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

Sales Hacker

It’s that time of year again.

Trends 107

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.

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.

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.

Data 247

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.

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.

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

How Much Money Should I Raise for My Startup?

Tom Tunguz

How much should a founder raise for their startup? I imagine almost every founder contemplating a fundraising round ponders this question. There are many different paths to developing an answer. The right answer that every startup founder has told me is as much capital as possible at the highest possible price. But what strategies exist to justify increasing the round size and consequently price? These are the three most common I’ve observed.

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.

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.

Building a Growth Framework Towards a $100 Million Product

Brian Balfour

This post is the HubSpot Sales case study that illustrates the concepts of the 4-Fits Framework, a 5 post series in which I explain the four frameworks you need to align to grow to a $100M+ company. Subscribe to receive the rest of the series.

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.

The SaaS Metrics Blueprint: How to Define, Measure and Display What Actually Matters

Sales Hacker

This is part of the Winning By Design Blueprint Series in which we analyze and provide practical advice for SaaS sales organizations. In this blueprint, we’ll breakdown how to structure your SaaS metrics, and measure the right data for your business.

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.