INDUSTRY INSIGHTS YOUR PEERS ARE READING
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders). MORE
Some leaders mistake internal competitiveness for toxicity, opting instead to exclusively focus on collaboration. They avoid any internal ranking, out of fear that the workplace will become negative – or politically charged. This is the recipe for a mediocre sales team. MORE
Hidden inside customer data, there are many opportunities to grow and improve your brand, but what if you don’t know what to look for? Say your customer just completed onboarding quicker than the average user, but you missed the chance to recognize their success. MORE
Google Analytics is without a doubt the single most popular digital analytics tool of all time. Full stop. While it’s impossible for anyone to give the exact number, according to many different sources it’s used by over 50% of websites on the internet. MORE
On this ProfitWell Report, Toby Biddle of Loop11 ponders how quickly product features are losing their value. To support this notion and answer the question, we looked at over 1.2 million different subscription consumers. Here’s what we found. MORE
How does a country go from lifting a national ban on television in 1999 to nurturing tech startups in 2019? What does a startup ecosystem look like in a United Nations’ classified Least Developed Country? MORE
It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing. MORE
So I’ve had a chance to observe some of the worst sales processes of all times in the past few weeks! What happened? Well, first I wrote a few small pieces on a challenge we had with a piece of software. MORE
It’s a full-time job. Yes, you can start off a a founder doing support, QA, sales, marketing, and more. But sales is a full-time job. And you need folks with experience , usually. You need 40+ hours a week to: Do 2–3 demos a day. Follow up with 20–50 new leads a month. MORE
So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”? MORE
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers. MORE
Product-market fit is “ the only thing that matters ” early on in the startup journey, wrote Marc Andreessen in June 2007. Conventionally, product-market fit comes down to early signals that the market has voted your product as the best … enterprise & SaaS Company Building 101 product-market fit MORE
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. MORE
We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue. MORE
Last week, SaaS stocks fell by about 18% on average. The chart above shows the most recent enterprise value to forward multiple for a basket of next-generation software companies. The red line is the value and the blue line is the median over the same time frame. MORE
I’ve been searching for a great history of the venture capital industry since before I joined Redpoint. There are a handful of books that are pretty good. Done Deals. eBoys. Creative Capital. But there’s a great one called VC by Tom Nicholas. Nicholas traces the history of the venture capital industry back to whaling. They were called venture capitalists back then, but they serve the same role. Men would broker relationships between wealthy individuals and adventuresome captains. MORE
Keys for effective onboarding and training for SDRs. The post Keys to Effective Onboarding and Training for SDRs appeared first on Predictable Revenue. MORE
Pricing is the exchange rate you put on all the tangible and intangible aspects of your business. Value for cash. Patrick Campbell. For young SaaS founders, navigating the complex world of pricing can be very overwhelming. MORE
As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans. Sales will feel they are getting ripped off; and perhaps the worst. MORE
At the recent A+ Traction conference in Vancouver , Justin Kan and I had a lot of fun doing a presentation I hadn’t done or seen before — “S**t VCs Say” We went through some of the Top 10 things that VCs tell you, that is true but … biased. Every investor has a bias. MORE
This week we released our third annual Expansion SaaS Benchmarks report. More than 500 SaaS companies participated in this year’s survey, which covered topics like financial performance, product led growth adoption, founder priorities and much more. But benchmarks alone are not enough. MORE
Technological change is accelerating at a frenetic pace—and with dramatic impact. It’s reshaping customer expectations, employee requirements and attitudes, and disrupting business practices, models and entire industries. Software/SaaS Thought leadership SWTL MORE
So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . MORE
SaaS pricing is difficult to master, and just a few tweaks to your strategy can have a huge impact on your revenue. Today, I’m looking at how you can determine the most appropriate value metric for pricing your SaaS product MORE
I’ve gotten to know Marc Randolph as a fellow board member at Looker. Marc has helped many companies get off the ground, but the most famous is Netflix. Marc founded the business and served as its first CEO until Reed Hastings took the helm in 2003. In [That Will Never Work](), Marc recounts the early days of the $130B market cap company first started in Santa Cruz and it’s a remarkable story. One in which Redpoint partner Tim Haley has a cameo (Tim led the Series A.). MORE
Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward. MORE
So we are gearing up for SaaStrAnnual 2020, our 6th SaaStr Annual ever. After the first one in 2015 (which was really just a turbo-charged 1 day meet up for 1,200 planned in just 90 days), I thought I was done. 1 was enough. But luckily, I was talked into doing another. MORE
Kelly will help Techstars increase connectivity between startups and the global venture community to fuel innovation and growth. BOULDER, Colo. – September 17, 2019 – Techstars is excited to announce the addition of Declan Kelly to the Techstars team as Head of Investor Platforms, EMEA. MORE
2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges. MORE
266: Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system. MORE
OpenView Labs
SEPTEMBER 17, 2019
This week we released our third annual Expansion SaaS Benchmarks report. More than 500 SaaS companies participated in this year’s survey, which covered topics like financial performance, product led growth adoption, founder priorities and much more. But benchmarks alone are not enough.
ProfitWell
SEPTEMBER 18, 2019
On this ProfitWell Report, Toby Biddle of Loop11 ponders how quickly product features are losing their value. To support this notion and answer the question, we looked at over 1.2 million different subscription consumers. Here’s what we found.
Cobloom
SEPTEMBER 16, 2019
SaaS pricing is difficult to master, and just a few tweaks to your strategy can have a huge impact on your revenue. Today, I’m looking at how you can determine the most appropriate value metric for pricing your SaaS product
SaaStr
SEPTEMBER 19, 2019
I was curious the other day how many of the recent Cloud and SaaS IPOs had founders that were equal co-founders from an equity perspective. That was how I was brought up (the first start-up job I had, the founders were equal shareholders).
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.
Tom Tunguz
SEPTEMBER 16, 2019
Last week, SaaS stocks fell by about 18% on average. The chart above shows the most recent enterprise value to forward multiple for a basket of next-generation software companies. The red line is the value and the blue line is the median over the same time frame.
SaaSX
SEPTEMBER 19, 2019
Pricing is the exchange rate you put on all the tangible and intangible aspects of your business. Value for cash. Patrick Campbell. For young SaaS founders, navigating the complex world of pricing can be very overwhelming.
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SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
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SaaStr
SEPTEMBER 18, 2019
At the recent A+ Traction conference in Vancouver , Justin Kan and I had a lot of fun doing a presentation I hadn’t done or seen before — “S**t VCs Say” We went through some of the Top 10 things that VCs tell you, that is true but … biased. Every investor has a bias.
The Daily Egg
SEPTEMBER 16, 2019
Google Analytics is without a doubt the single most popular digital analytics tool of all time. Full stop. While it’s impossible for anyone to give the exact number, according to many different sources it’s used by over 50% of websites on the internet.
TechStars
SEPTEMBER 18, 2019
How does a country go from lifting a national ban on television in 1999 to nurturing tech startups in 2019? What does a startup ecosystem look like in a United Nations’ classified Least Developed Country?
Predictable Revenue
SEPTEMBER 20, 2019
Keys for effective onboarding and training for SDRs. The post Keys to Effective Onboarding and Training for SDRs appeared first on Predictable Revenue.
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.
SaaStr
SEPTEMBER 17, 2019
So I’ve had a chance to observe some of the worst sales processes of all times in the past few weeks! What happened? Well, first I wrote a few small pieces on a challenge we had with a piece of software.
Tom Tunguz
SEPTEMBER 19, 2019
I’ve been searching for a great history of the venture capital industry since before I joined Redpoint. There are a handful of books that are pretty good. Done Deals. eBoys. Creative Capital. But there’s a great one called VC by Tom Nicholas. Nicholas traces the history of the venture capital industry back to whaling. They were called venture capitalists back then, but they serve the same role. Men would broker relationships between wealthy individuals and adventuresome captains.
TechStars
SEPTEMBER 17, 2019
Kelly will help Techstars increase connectivity between startups and the global venture community to fuel innovation and growth. BOULDER, Colo. – September 17, 2019 – Techstars is excited to announce the addition of Declan Kelly to the Techstars team as Head of Investor Platforms, EMEA.
Predictable Revenue
SEPTEMBER 19, 2019
We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.
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?"
SaaStr
SEPTEMBER 15, 2019
As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Folks that use SMB or other editions that should be on your more expensive enterprise plans. Sales will feel they are getting ripped off; and perhaps the worst.
Tom Tunguz
SEPTEMBER 17, 2019
I’ve gotten to know Marc Randolph as a fellow board member at Looker. Marc has helped many companies get off the ground, but the most famous is Netflix. Marc founded the business and served as its first CEO until Reed Hastings took the helm in 2003. In [That Will Never Work](), Marc recounts the early days of the $130B market cap company first started in Santa Cruz and it’s a remarkable story. One in which Redpoint partner Tim Haley has a cameo (Tim led the Series A.).
Sales Enablement, SaaS and Growth
SEPTEMBER 17, 2019
2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges.
Sales Hacker
SEPTEMBER 19, 2019
So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”?
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.
SaaStr
SEPTEMBER 14, 2019
So we are gearing up for SaaStrAnnual 2020, our 6th SaaStr Annual ever. After the first one in 2015 (which was really just a turbo-charged 1 day meet up for 1,200 planned in just 90 days), I thought I was done. 1 was enough. But luckily, I was talked into doing another.
Andreessen Horowitz
SEPTEMBER 16, 2019
Product-market fit is “ the only thing that matters ” early on in the startup journey, wrote Marc Andreessen in June 2007. Conventionally, product-market fit comes down to early signals that the market has voted your product as the best … enterprise & SaaS Company Building 101 product-market fit
Sage Intacct
SEPTEMBER 16, 2019
Technological change is accelerating at a frenetic pace—and with dramatic impact. It’s reshaping customer expectations, employee requirements and attitudes, and disrupting business practices, models and entire industries. Software/SaaS Thought leadership SWTL
Sales Hacker
SEPTEMBER 16, 2019
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales.
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.
SaaStr
SEPTEMBER 20, 2019
266: Janine Pelosi is the CMO @ Zoom, the next-generation enterprise phone system.
Andreessen Horowitz
SEPTEMBER 18, 2019
Credit cards and payment cards are arguably the most valuable network in the world, with at least $1 trillion of publicly traded market cap. On September 18, 1958—61 years ago today—it all began in the little town of Fresno, California. … fintech credit tweetstorms
Inside Intercom
SEPTEMBER 19, 2019
Some leaders mistake internal competitiveness for toxicity, opting instead to exclusively focus on collaboration. They avoid any internal ranking, out of fear that the workplace will become negative – or politically charged. This is the recipe for a mediocre sales team.
Sales Hacker
SEPTEMBER 18, 2019
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers.
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.
SaaStr
SEPTEMBER 19, 2019
It’s a full-time job. Yes, you can start off a a founder doing support, QA, sales, marketing, and more. But sales is a full-time job. And you need folks with experience , usually. You need 40+ hours a week to: Do 2–3 demos a day. Follow up with 20–50 new leads a month.
Groove HQ
SEPTEMBER 19, 2019
It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing.
Totango
SEPTEMBER 17, 2019
Hidden inside customer data, there are many opportunities to grow and improve your brand, but what if you don’t know what to look for? Say your customer just completed onboarding quicker than the average user, but you missed the chance to recognize their success.
Sales Hacker
SEPTEMBER 20, 2019
So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” .
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.
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