Practical Advice on SaaS marketing
FEBRUARY 1, 2020
I’m probably reading the same research you are about upselling. The clear conclusion is that selling more stuff to existing customers is important for software-as-a-service (SaaS) companies. The most successful SaaS companies are generating more than half of their new bookings from Plus, they’re achieving “net negative churn,” meaning the loss of customers is more than offset by selling more to existing customers.
SaaStr
FEBRUARY 11, 2020
Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. Want to see more content like this? Join us at SaaStr Annual 2020. Aaron Ross | CO-CEO @ Predictablerevenue.com.
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Tom Tunguz
FEBRUARY 22, 2020
When I started in venture capital, one of the questions I learned to ask very early on was competition. Founders would often reply that competition validates the opportunity. At the time, I thought it was a canned response, a clever parry, to avoid answering the question directly. I’ve since realized I was wrong. Let’s say you’re creating a category.
InsightSquared
FEBRUARY 6, 2020
RevOps is on the rise. In fact, LeanData and SalesHacker’s just released “State of Revenue Operations ” shows a 55% year-over-year increase in companies that have established a dedicated RevOps group—a positive sign that companies believe in the importance of aligning strategy and operations. . However, despite the growth, there are still many challenges facing RevOps teams.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SaaStr
FEBRUARY 20, 2020
Q: How do you motivate your sales team after a disastrous month? It’s definitely a challenge to keep the sales team in the game once things … slow down a lot. Because everyone in sales knows. They know if the competition is getting stronger. If the new VP of Sales isn’t good enough. If the outages are getting worse. Still, a few thoughts on what to do to get the team through a rough patch: Deliver a killer feature to sales.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
ProfitWell
FEBRUARY 24, 2020
Everyone enjoys getting a good discount. But, while discounting may make customers feel good about purchases made, it’s not always the best strategy for certain businesses. Data suggests using unnecessary discounts can have a negative impact on your business. Discounting is widely used in retail, and for good reason, but does it work in SaaS? Let’s find out.
SaaStr
FEBRUARY 3, 2020
Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done. If every customer knows “Casey” is her rep, and who she can turn to … churn will go down. Measure NPS constantly, and set quarterly goals to drive it up.
Tom Tunguz
FEBRUARY 24, 2020
This is the theoretically ideal organizational chart of a startup. There’s a CEO at the top in red, VPs in orange, senior contributors in dark gray, team leads in green, and junior individual contributors in light gray. This is the org chart of the typical startup. It’s a very different in reality. The departments are lopsided and scraggly.
InsightSquared
FEBRUARY 21, 2020
Looking to jumpstart your RevOps initiative? Here are three keys to ensuring you’re on the right track. Where does RevOps report into: . CRO? COO? Head of Sales? Where exactly does RevOps report up to? . According to Jen Igartua, Chief Services Officer, GoNimbly , the reporting structure can be flexible. However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue
Speaker: Pete Uselman, Director of Partner Experience at Wind River Payments
Most integrated payments providers share a percent of the payment revenue with their software partners. But, oftentimes, that revenue share is only a fraction of the true income potential software providers can realize. If you want to maximize income opportunities from your payments program, check out Wind River Payments’ webinar-on-demand.
Predictable Revenue
FEBRUARY 25, 2020
In sales, the common misconception is that by saying the right thing you’ll win the deal. But what we started to realize after introducing Question-Based Selling (QBS) to our sales organization is that it’s impossible to know what to say without understanding the person and/or organization we were selling to. The post How Question-Selling Can Triple the Value of Your Service appeared first on Predictable Revenue.
Tom Tunguz
FEBRUARY 2, 2020
Net Dollar Retention is one of the most important metrics is a SaaS business. It measures the value of a cohort of customers over time including expansion, cross-sell, and churn (loss of revenue). But how do you measure NDR? Imagine this is your company’s data. The first column is the cohort month for each cohort in a year. The second column is the revenue of this cohort in their first month.
The Daily Egg
FEBRUARY 4, 2020
Hotjar is a great tool for website optimization, but some marketers may need something a little different. If that’s you, here are 21 Hotjar alternatives. The post Hotjar Alternatives: 21 Tools for Optimizing Your Website and Conversion Rate appeared first on The Daily Egg.
SaaStr
FEBRUARY 17, 2020
We’ve added a series of additional Health & Safety rules to the 2020 SaaStr Annual. You can review them in more detail here. Note they are more substantially restrictive than other events , perhaps in some cases too restrictive. So please review them. And if you are sick, have been sick, or have been to China in the past 60 days, do not come to SaaStr Annual 2020.
Speaker: Ben Epstein, Stealth Founder & CTO | Tony Karrer, Founder & CTO, Aggregage
When tasked with building a fundamentally new product line with deeper insights than previously achievable for a high-value client, Ben Epstein and his team faced a significant challenge: how to harness LLMs to produce consistent, high-accuracy outputs at scale. In this new session, Ben will share how he and his team engineered a system (based on proven software engineering approaches) that employs reproducible test variations (via temperature 0 and fixed seeds), and enables non-LLM evaluation m
Intercom, Inc.
FEBRUARY 11, 2020
It happens every day. A company you bought something from months ago sends you an email with three immortal words: “We Miss You”. These messages feel icky because the sentiment is belated and insincere. Deep down we know that the business doesn’t really miss us. The business doesn’t know our sparkling personality or understand our unique contribution to the community – the business just misses our money.
Neil Patel
FEBRUARY 18, 2020
* Please read the whole post, I have some good news at the bottom, but it won’t make sense unless you read the whole post. Do you know why I got into SEO? Not many people know this, but I grew up in middle-class America, and I wanted a better life for me and my parents. When I was 16 years old, I worked at a theme park called Knotts Berry Farm where I picked up trash, cleaned restrooms, and swept up vomit every single day.
Predictable Revenue
FEBRUARY 27, 2020
People leave managers, not jobs. So how do you avoid being that manager? Learn how good leaders keep top talent engaged and inspired. The post Leading from the front: How Zendesk’s Jamie Buss trains and transforms leaders appeared first on Predictable Revenue.
Tom Tunguz
FEBRUARY 26, 2020
If you’re looking for a primer on many of the responsibilities of being a startup CEO, read The Great CEO Within. Matt Mochary wrote the book. He founded a company which he sold to MCI and now coaches startup CEOs, amongst other philanthropic efforts. The best part of this book is that it combines descriptions of the key jobs to be done and the frameworks to accomplish them.
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The Daily Egg
FEBRUARY 24, 2020
We share the 3-step process for the website usability testing we recommend to our customers, plus the tools to pull actionable insights out of the process. The post Comprehensive Guide to Website Usability Testing (With Tools and Software to Help) appeared first on The Daily Egg.
SaaStr
FEBRUARY 15, 2020
We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful. So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised.
Intercom, Inc.
FEBRUARY 4, 2020
An inevitable fact of life is that no matter what team you work on, you’re guaranteed to run into problems you get stuck on. Whether you’re a customer support representative or a product engineer, you will encounter issues and problems that you just don’t have the answer to. In these situations, you essentially have two options: You can try to persevere with the problem until you find a solution.
Neil Patel
FEBRUARY 25, 2020
There are a lot of tools out there and a ton of SEO reports. But when you use them, what happens? You get lost, right? Don’t worry, that’s normal (sadly). And maybe one day I will be able to fix that. But for now, the next best thing I can do is teach you how to grow your SEO traffic using Ubersuggest. This way, you know exactly what to do, even if you have never done any SEO.
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Predictable Revenue
FEBRUARY 20, 2020
There is plenty written about effectively managing and helping grow a sales team. But, according to David Somers, Director of Sales and Customer Enablement at GitLab, there is a missing element in most discussions surrounding professional development: connecting that future-focused discipline with training and enablement. The post The importance of connecting training and enablement to professional development appeared first on Predictable Revenue.
Tom Tunguz
FEBRUARY 8, 2020
“Basketball can be modeled as two-biased random walks. Each team has a probability. Each team has a probability of scoring each trip down the court…this model suggests a strategy: stronger teams should speed up the game to create more possessions.” If you shoot more accurately, then more possessions over time creates a greater delta in the final score.
The Daily Egg
FEBRUARY 11, 2020
We’d love to work with every team, but we know our platform isn’t for everyone. Here, we compare Crazy Egg, Hotjar, and Fullstory to help you find the right tool. The post Crazy Egg vs. Hotjar vs. FullStory: A Comprehensive Comparison (Plus Who Each Tool Is Best Suited for) appeared first on The Daily Egg.
SaaStr
FEBRUARY 19, 2020
By Karen Rubin, Owl Labs Chief Revenue Officer. 5G, the Internet of Things, AI and Machine Learning, Wearables, Virtual Reality…these buzzwords are dominating the world of tech as the technologies they represent drive global cultural and business trends. One of those trends is the movement towards remote work and distributed teams, which is significantly changing how we communicate and collaborate in the modern workplace. .
Speaker: David Warren and Kevin O'Neill Stoll
Transitioning to a usage-based business model offers powerful growth opportunities but comes with unique challenges. How do you validate strategies, reduce risks, and ensure alignment with customer value? Join us for a deep dive into designing effective pilots that test the waters and drive success in usage-based revenue. Discover how to develop a pilot that captures real customer feedback, aligns internal teams with usage metrics, and rethinks sales incentives to prioritize lasting customer eng
Intercom, Inc.
FEBRUARY 6, 2020
The shift from serving just consumers to serving consumers and companies is a massive one. The story you tell to the market, the competitive moats you build, the pricing models fueling your growth – everything that got you to where you are needs to be reimagined for your new buyer. It might be the same core product, but it’s a completely different strategy. “The shift from serving just consumers to serving consumers and companies is a massive one” For Udemy, investing in a B2B arm se
Andreessen Horowitz
FEBRUARY 16, 2020
At a technical level, artificial intelligence seems to be the future of software. AI is showing remarkable progress on a range of difficult computer science problems, and the job of software developers – who now work with data as much … The post The New Business of AI (and How It’s Different From Traditional Software) appeared first on Andreessen Horowitz.
Predictable Revenue
FEBRUARY 13, 2020
Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life. The post Is The SDR Model Broken? appeared first on Predictable Revenue.
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