Sat.May 18, 2019 - Fri.May 24, 2019

5 Interesting Learnings from Xero. As It Crosses $650m in ARR.


Xero is one of those SaaS companies most of us have heard of and know is a big success and sort of know about, but, not really ??. What lessons can we learn from this huge Kiwi SMB success, for other founders?

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Outsourcing Your SaaS Marketing: How to Choose an Agency That Digs Your Business


As a SaaS vendor, you should be familiar with how competitive the environment in this field is. Behavioral patterns change at a turbo rate when it comes to usage of various devices, and it affects the concepts of where the data is stored and where the processing is performed.

The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales Management

InsightSquared to Kick Off Revenue Ops Event of the Year in Boston


Ramp 2019 by InsightSquared Gathers Over 500 Go-to-Market Professionals to Learn Revenue Optimization Strategies on June 13-14, 2019 in Boston.

5 Changes You Can Make >Today< To Grow Faster


Almost all of our 4,000+ pieces of content and 300+ SaaStr sessions and 250+ podcasts are really just about how to do … better. A smidge better. A bit better. Since SaaS compounds, even doing just 5% better now can compound dramatically over time.

9 Steps for SaaS Companies to Boost Conversion Rates | Incredo Blog


Simply having a SaaS product that is useful, easy to use, customizable and affordable is not enough in order to ensure a steady stream of users. Sad, but true. To attract customers and show how beneficial their product is, nearly every single SaaS company offers users a free trial.

Define the What But Delegate the How

Tom Tunguz

As we grow in our careers, we first become individual contributors, then managers of individuals, and then managers of managers. That transition is a tough one, and one that comes very quickly in startups. A bit flips and a leader must begin to delegate. Delegation is the only way a leader of a team or company develops leverage in the organization. Someone told me about a Vanity Fair interview with former President Obama. I can’t seem to find it, but here’s the gist.

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SaaStr’s Most Respected Leaders Awards 2019: The Top Ten


Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Curious how we came up with this list?

Paul Berberian on the “addictive” nature of mentoring


How did Sphero CEO Paul Berberian make the number one toy in the world? Sphero got to make the BB8 toy robot because of a connection made during a Techstars accelerator. That’s the power of the network. Hear him tell that story, and more. Have you ever been mobbed in Times Square, like a rock star?

How SEO Backlinks Are Actually Built

SaaS Growth Strategy

By Geoff Roberts Every month I mentor a few students that are going through Springboard’s Digital Marketing Career Track —most of whom are either in the process of switching careers or learning digital marketing for the first time.

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12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. But remember good old Microsoft Excel?

State of the Cloud 2019 from Bessemer Venture Partners (Video + Transcript)


Join Bessemer Venture Partners’ Byron Deeter and Kristina Shen as they take a look at trends and predictions for the cloud industry in 2019. This marks the company’s fifth annual in-depth look at the cloud computing industry. Want to see more content like this?

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It’s a Rough Time to Be a Startup – Here’s What You Can Do About It

OpenView Labs

SaaS is now ubiquitous. Salesforce, which turned 20 in March, surpassed $13 billion in annual revenue this year. Everywhere you look there are dominant SaaS companies with thriving products.

What marketing automation tools work best for higher education?


Universities, like businesses, need to attract customers — or in this case, students. Then, once the students are inside, they must be communicated with (through various channels).

The Top 4 Causes of Customer Churn and How to Address Them


In the customer-centric economy, retaining current customers is a top priority. Not only are new customers expensive to win over, but loyal customers are more valuable in the long run. They trust your brand and are more likely to spread word-of-mouth advertising or accept an upsell.

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Do all SaaS companies in the USA put late payment fees in their contract?


Many certainly do. Here is the standard clause in Salesforce’s MSA: A late payment fee clause is a good idea, and especially, to place prominently on your invoices. As a start-up especially, you have few recourses if a customer doesn’t pay: You can turn off their service.


4 Steps to Create a Buyer Persona Sales Reps Will Use (Template Included)

Sales Hacker

I’ve seen it time and time again… A company’s marketing team dedicates their already stretched resources to develop strong, accurate buyer personas — but no one actually uses it. Let alone the sales team, where it would do the most good.

Should CSMs Own Quota?

OpenView Labs

Editor’s Note: This article first appeared on DesiredPath’s blog here. . I have written about Customer Success and revenue in previous articles.

When Should You Upsell Your SaaS Customers?


"The initial sale is critical, but it's just the tip of the iceberg" - Lincoln Murphy. For SaaS companies, upselling to your existing customers can unlock huge opportunities for growth , enabling you to generate additional revenue with substantially lower customer acquisition costs

The Week In Cloud: May 19


Join our Quora group to get all of The Week in Cloud updates throughout the week. Go long. The founder of the Chinese telecoms equipment firm Huawei would “shut the company down” if he was asked by the country’s communist regime to eavesdrop on mobile phone calls“.

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A Day in the Life of an Account Executive

Sales Hacker

What Does an Account Executive Do? An Account Executive (AE) is responsible both for serving the account needs of existing customers, and closing new deals. They typically have a revenue target, and are paid commissions on each sale they close.

The recipe for developing your career as a product designer

Inside Intercom

Picture this: You’re a product designer with a handful of years on your career path. You’ve cut your teeth on a few big launches and earned your stripes as a solid “mid level” product designer. Like many designers, you’re curious and ambitious.

Customer Acquisition: What Everyone Gets Wrong in 2019 [Guide]


What is customer acquisition? Customer acquisition is the process of gaining new customers. Customer acquisition is one of the most popular growth levers for SaaS businesses because it is the most literal way to grow your customer base.

WePay talks with Confluent about Apache Kafka


WePay’s infrastructure relies on a great deal of robust engineering to support the huge number of transactions we process every hour. Part of that infrastructure is based on open source frameworks. When WePay uses a framework like this it also contributes heavily to that open source community.

Is a Siloed Sales Model Still the Best? (The #1 Contender Today)

Sales Hacker

A version of this article was originally authored by Sami Rusani and published on Minutes. The science of selling has a long and dynamic history. But for the last one hundred years or so, companies have by and large subscribed to the same practice….

18 essential sales KPIs: What to measure and how to track everything

If you want to scale your sales team, grow your revenue, and beat out the competition, there’s no question you need to understand data. All the best sales teams in the world run on data. Unfortunately, almost all of them make the same critical mistake.

What’s a Buyer Persona? Buyer Persona Definition and Examples


What are buyer personas? Buyer personas (also called marketing personas) are research-based representations of your ideal customers.

Cloud Storage Security

SaaS Metrics

Most entrepreneurs around the world are adopting cloud storage due to its scalability, accessibility, and less IT overhead, making it cheaper.

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PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology.

5 Favorite Insights from the Recurring Revenue Conference 2019


Recurring Revenue Conference presented by Sutton Capital Partners marked its fifth year on May 1, 2019, in beautiful Marina del Rey, California.

Product Market Fit: Finding Your Product’s Place in the Market


Ari Wells is the VP of Product Marketing at cloud service mogul Akamai. He joined us on stage at Recur 2018 to talk about how their team takes a product from concept to launch. You hear about product market fit a lot these days, and with good reason.

What are the distinctions between Email Marketing and Marketing Automation?


“Email marketing” is a term that’s often used to describe marketing tactics that involve one-to-many messaging. In other words: “blasting” out emails to a list of subscribers.

Why being new can be empowering and not terrifying

Inside Intercom

Congratulations on your new job! You’re likely meeting heaps of new people, putting your dog’s photo on your desk, and you’re at inbox zero (good luck making it last). Sound familiar? It does to me because I recently joined Intercom.

Common Challenges of Moving Abroad

SaaS Metrics

The Challenges of Moving to Another Country Some people move due to personal reasons because they want to get married or even want to get away from a current situation. In all cases, moving abroad has its pros and cons.


The Rule of 40 — Down, But Not Out!


Neeraj Agrawal and Logan Bartlett of Battery Ventures recently published the 2019 version of its outstanding annual software round-up report. I highly recommend this report — it’s 78-pages chock full of great data about topics like: Why Battery is long software overall.

How I Gain 1,260 Instagram Followers Per Week

Neil Patel

Do you want to be instafamous? Well, who doesn’t? Over the last few months, I’ve been running numerous Instagram experiments and I’ve finally figured out how to grow my Instagram following. My Neil Patel account has been growing by 1,260 followers per week.

Customer-Driven Pricing with Logikcull’s CEO [Podcast]

OpenView Labs

Andy Wilson is the Founder & CEO of Logikcull, a legal tech startup that’s revolutionizing how lawyers handle document discovery. In this episode, Andy explains why they pivoted from an annual subscription model to pay as you go and the implications this had on the business as a whole (spoiler: it changed everything). He also dives into how their mission drives decision-making and what they’ve done to help their customers have an amazing experience. ?. Prefer to listen on iTunes?