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Dave Kellogg is the former CEO of Host Analytics and prolific blogger. Join him as he takes you through lessons learned from Host Analytics on the top questions every SaaS CEO wrestles with. Want to see more content like this? Join us at SaaStr Annual 2020. David Kellogg – Former CEO @ Host Analytics. FULL TRANSCRIPT BELOW. Morning. Morning. Thank you all for attending this morning.
Editor’s Note: This article covers one chapter from the book on “ Product-Led Growth: How to Build a Product That Sells Itself ” written by Wes Bush, founder of Product-Led Institute. History tells us that “how” you sell is just as important as “what” you sell. Just like Blockbuster couldn’t compete with Netflix by selling the same digital content, you need to decide “when,” not “if,” you’ll need to innovate on the way you sell.
In 2013, Scott Berkun authored a book called The Year Without Pants. Scott shared his experience working remotely for Wordpress. After I read the book, I wrote : In the coming years, video conferencing and online meetings will become much more prevalent as stories like the ones Scott shares are told and retold. If you’re looking to understand how a fully distributed team used chat and video conferencing to build a world changing product, reading The Year Without Pants is a great way to answer th
It goes without saying that social media is a very powerful tool that every business and entrepreneur should use to their advantage. According to MarketingCharts, 2 out of 3 US adults use social media on a weekly basis. While there are many social media platforms, 68% of US adults use Facebook. And roughly three-quarters of […] The post 6 Effective Ways To Drive Sales With Social Media In 2019 appeared first on The Daily Egg.
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.
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. You look to the future and ask yourself, where do I want to be this time next year? What about in five years?
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. Vendors like you react at the same rate and come up with helpful applications for the cloud paradigm.
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. Vendors like you react at the same rate and come up with helpful applications for the cloud paradigm.
The main advantage is you can pursue a market or opportunity that is not worth their time. Yet. Big, established tech companies aren’t stupid, or ignorant. Not at all. They are better aware of tech trends than you are, usually. After all, they have all the customer data. But so many things just aren’t worth their time … yet. As a rough rule, anything < 10% isn’t material or worth their time.
Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue.
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.
We are all united in a common struggle: designing products, apps, and websites that engage, entice, and delight our customers. So how do you know for sure that you are actually providing what they’re looking for? You research, experiment, and launch A/B tests. A/B testing can be a lightweight, sustainable, and time-saving activity that helps […] The post A Beginner’s Guide to A/B Testing with Crazy Egg appeared first on The Daily Egg.
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.
There’s a stat that should strike fear in the heart of every marketer, but particularly those involved in publishing content. By next year the digital data created and copied – everything from iPhone snaps to the billions of hours of TV streamed by Netflix every month – is predicted to hit 44 trillion (44,000,000,000,000!) gigabytes per year. For content marketers, that’s a staggering amount of digital noise that you’re struggling to break through to be heard. “There is one simple strategy
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. Vendors like you react at the same rate and come up with helpful applications for the cloud paradigm.
SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path. Founded back in 1999 (like Salesforce) in the Web 1.0 days, for years it was run by a tiny team and dominated the self-service side of surveys. It stayed small until 2009 when the founders were bought out by a private equity firm. Its growth has been more slow-and-steady than traditional rocketship, crossing $69m in Q4 revenues (let’s call that $280m+ in ARR, so soon to be $300m) — growing 1
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.
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
A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. As I looked through the list, I noticed one. All of these businesses sell bottom up with small initial ACVs that grow dramatically. Atlassian, Zoom, Twilio, Slack, New Relic, Elastic. All of them target small groups of users within larger organization who introduce the vendor.
Whether you’re in charge of designing a website, flyer, brochure, magazine, ad, street sign, billboard, textbook or ebook, you know the importance a font brings to your design. Design without fonts would be like a peanut butter and jelly sandwich without the bread; it’s no longer a sandwich. It’s common to think of fonts only […] The post All You Need To Know About Fonts appeared first on The Daily Egg.
Seen the new look on the Intercom website today? We made an in-depth video to share our redesign process (scroll down), but for those who don’t have 18 minutes to spare, read on. Memorable brands create enduring connections with the people who interact with them. They do this by clearly articulating what they stand for. These days customers want to know not just what products and services a business can provide, but the mission that drives the company at its core, the promise it’s ma
Let me give this to you straight: Nobody really cares about your SaaS solution. They don’t care how it’s built. They don’t want to see a demo. And they don’t want to talk to you about it. At least not yet. No one has any interest in your solution… until they see that they have a problem and they suspect you may be able to solve it. An obvious, but too common mistake I know this sounds harsh and painfully obvious.
For SaaS businesses, improving retention is one of the easiest and most effective ways to drive revenue and profits. With a clear link between failed payments and customer churn, having a robust failed payment recovery solution isn’t optional—it’s essential. Achieving your retention goals starts with the right solution.
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? Here are a few: All the way until $600m+ ARR, the majority of Xero’s new bookings and revenue still came from Australia and New Zealand!
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. The post How to take advantage of sales automation tools while maintaining a human touch appeared first on Predictable Revenue.
As I looked through the list of public SaaS companies this morning, I read their forward multiples. ZScaler: 23.1x; Okta: 21.8x; Veeva: 18.8x; Coupa: 18.6x; Shopify: 17.0x. Those multiples are calculated by dividing the projected future revenue of the company by its enterprise value today. But what do they mean? What do they imply? First, we need to set some context.
As an agency, priority #1 has to be your clients. After all, your job is to solve problems for your clients, answer some pain they have, and lower their anxiety. Any tools you pick to build your digital agency have to first and foremost simplify your clients’ lives.But priority #2 is making money! Because you’re […] The post These 18 Tools Will Supercharge Your Digital Agency Software Stack appeared first on The Daily Egg.
Simplify omnichannel payments with a solution that unifies every channel through your platform. By integrating front-end systems like online, mobile, and in-store payments with robust back-end infrastructure, you can deliver a seamless payments experience without the need for heavy engineering. Omnitoken technology enhances security by tokenizing card transactions for reuse, enabling merchants to drive cross-selling opportunities.
If you wanted to know your customers’ gripes and praises in the past, you had to assemble a series of questions anticipating their possible answer. Then you had to try to reach them via email and convince them to fill it out. But there’s a better way now. Deepa Subramanian (a graduate of Harvard Law School and a veteran of Salesforce) set out to improve businesses’ understanding of the customer voice by co-founding Wootric , a platform that offers a range of feedback collection and a
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. However, not all free trials convert the way SaaS vendors would like to see happen.
A few thoughts in the early and early-ish days: Segment your leads, once you have enough reps to do so. At least, by Small, Medium and Larger leads (if they aren’t all the same size). Let reps specialize at the business process changes, questions and needs of customers of a specific size. Reps may all want the “bigger” deals, but in reality, a rep that can close fast can often make as much or more money serving a higher volume of faster-closing leads.
On this edition of the Predictable Revenue Podcast, co-host Collin Stewart welcomes Nishank Khanna, Co-Founder and CEO of Demand Roll, a full service marketing agency. The post How to combine marketing and outbound skills to drive leads appeared first on Predictable Revenue.
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
In a recent meeting, a founder asked me what I thought of the fundraising environment. My answer was: it’s become incredibly sophisticated along three dimensions: diversity of product offering, pricing sophistication, and efficiency of investment processes. If you read eBoys or Done Deals or Creative Capital, you’ll get a sense of the early days of the venture industry.
Welcome to Quick Hits CRO Tips from Crazy Egg! In this video resource series, we share advice, best practices, and strategies for how to boost your conversions, increase your revenue, and turn your visitors into customers — all in 2 minutes or less. This week we’re covering how you can use Visitor Recordings (also known […] The post Quick Hits CRO Tips Episode 4: What to Look For in Visitor Recordings appeared first on The Daily Egg.
Part of the ritual of eating a meal in a good restaurant is the waiter asking if you’re enjoying your food and if there is anything else they can get for you. Now, you might not think much about that particular restaurant practice – after all, it’s just a simple customer follow-up question shortly after your food has arrived. However, there are a few lessons in this simple example of customer service that are valuable for anyone who works in customer support.
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