Intercom, Inc.
JULY 11, 2019
In a company’s early days as a lean, mean, business machine, it’s fairly easy for leadership to stay in sync with their users. You might say it’s one of the strongest advantages a startup has. But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers.
Tom Tunguz
JULY 19, 2019
I’ve written before about the Jacob’s Ladder of Fundraising. The Jacob’s Ladder is a children’s toy that flips over, and it’s a great metaphor for the seed market. Seed rounds are rapidly approaching and now often equal to the sizes of Series As just five years ago. The chart above shows the mean round size in the US across.
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Practical Advice on SaaS marketing
JULY 2, 2019
One of my clients told me a story that they’d just closed a large new deal with a prospect that’s been in their pipeline for a long time – as in 2 years’ long time. And that’s not some crazy outlier. They’re working other opportunities that have been in there for well over a year. This is not how it’s supposed to go In the ideal world, prospects step through a simple, straight-line process: - enter the pipeline as a lead - convert from a lead to a qualified opportunity - convert the opportunity
Incredo
JULY 14, 2019
Whether you are a startup owner, a manager of a growing business or the CEO of an established company, you might find yourself asking questions like “ Should our SaaS subscription model be monthly, annually or both ?” or “ What are the best tips I can get in terms of annual vs monthly subscription models ?”.
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Predictable Revenue
JULY 1, 2019
Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. We nailed what our customer needed. The post The key to getting your first 10 customers isn’t sales – it’s product appeared first on Predictable Revenue.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Incredo
JULY 1, 2019
Psychological facts about your consumers + advanced pricing page tips + real SaaS examples = your SaaS pricing page is ready to close!
SaaStr
JULY 20, 2019
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
SaaStr
JULY 25, 2019
For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.
OpenView Labs
JULY 8, 2019
Pricing is a crucial, pivotal element in any SaaS success story. It can be a game-changing growth lever. It can also create major controversy and unrest with customers. Most frustratingly, despite its central role in building and sustaining a company, it’s not a skill that’s taught in business school. For a lot of companies, especially startups and expansion-stage organizations, figuring out pricing involves a lot of trial and error.
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
JULY 22, 2019
8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth! The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue.
SaaStr
JULY 8, 2019
The pros are that the revenue is highly predictable, and most SaaS applications are still priced this way. The cons are that it the one-size-fits-all approach to subscription pricing is a bit … dated … in SaaS. And does not always reflect the way customers use applications anymore. Why: Can’t a customer pay in part based on usage, if they want to? Does my price automatically go up, even if I just add 1 or 2 users to my account?
Tom Tunguz
JULY 8, 2019
When I shared the Redpoint SaaS Metrics Template, I wrote about the difficulty I had identifying key engineering metrics. I was grateful for all the responses from leaders at many startups to share their expertise. I’ve updated the template with a few metrics. Reliability - percent of application requests that load. 1 minus reliability is the percentage downtime.
Entrepreneur - SaaS
JULY 1, 2019
Are you looking to start a SaaS business? Run through this checklist before you do.
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
The Daily Egg
JULY 23, 2019
Everybody is always looking for the next great marketing hack. The next great tactic that is going to skyrocket their sales and company growth. That one glorified A/B test to change everything… But more often than not, this leads to neglecting key factors that we know impact sales. Product pages don’t need to be fancy, […] The post 4 Stupid Simple Ways To Increase Product Page Conversions (Today) appeared first on The Daily Egg.
Incredo
JULY 22, 2019
In digital marketing, content dominates and acts as the main selling point. Content is king in the digital world as we can't do without it. But content marketing requires proper planning, after which it will be able to provide the desired results.
Intercom, Inc.
JULY 1, 2019
The old world SaaS model was basically all about sign up and convert. The new SaaS model is subscription revenue-driven, which begs the question: what is a conversion today? After all, we don’t buy software these days; we subscribe to it. At Collision , I spoke about the new techniques that product owners and marketers will need to navigate the world of customer relationships.
SaaStr
JULY 11, 2019
A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. As fundamentally as you can. Every prospect and customer is owed a true solution sale approach. Sales is there to close a deal, yes, but that should just be 10% of it — 90% of the “work” should be to solve your prospect and customer’s problems. You can only solve a customer’s problems if you know the product you are selling cold.
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Tom Tunguz
JULY 29, 2019
My perception of books was shattered in first grade. A friend and I were arguing about the extinction of dinosaurs. “It’s right here!” I yelled pointing to the book in my hand.“A meteor crashed, cooled the earth, and killed all the dinosaurs.“. My friend countered with a book of his own. Volcanic eruptions had blackened the sky with ash and cooled the earth, he recited.
Predictable Revenue
JULY 30, 2019
Unlike physical pain, business pain isn’t always obvious to those suffering from it. Here are 13 responses to keep a conversation going when your prospect says “we don’t have that business pain”. The post 13 Responses When a Prospect Says “We Don’t Have That Business Pain” appeared first on Predictable Revenue.
The Daily Egg
JULY 2, 2019
The smallest design changes can sometimes have the biggest impact on your conversion rates. And sometimes the most popular fads will actually backfire horrendously on your site (I’m looking at you, infinite scroll). The only way to know for sure is to A/B test those changes to see what resonates with your website visitors and […] The post Best Practices and Pro Tips for Using An A/B Testing Tool appeared first on The Daily Egg.
Incredo
JULY 8, 2019
“The aim of marketing is to know and understand the customer so well the product or service fits them and sells itself.”. Peter Drucker, American author, educator, and consultant. Digital marketing agencies usually write about what a company will receive after partnering with them or why a company should choose their services over another agency’s services.
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Intercom, Inc.
JULY 23, 2019
Clear guiding principles are the best way to scale a team while keeping them aligned. Without a set of principles, organizations begin to fracture. One team heavily believes in Big Design Up Front , another follows Lean start-up , a third tries to instil PRINCE-2 , and before you know it your process is a patchwork quilt of all sorts of conflicting ways to build software.
SaaStr
JULY 22, 2019
There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers. Your pitch, your team, your metrics, your market position, your vision, your TAM, your everything, should honestly and transparently but aggressively and positively show how you can be an outlier. It is hard to make money as a VC, as odd as that may sound.
Tom Tunguz
JULY 22, 2019
A little while ago, we were lucky to host Guillaume Cabane at Office Hours in a new format: 30 minute 1-on-1s with a few companies. It was a huge success and a format that we will continue because of all the learning. Guillaume was kind to share some takeaways from the event below. If you’re in B2B SaaS, you most likely have a finite TAM. For the love of ARR, please get the exact list of all accounts in your TAM (at least US).
Predictable Revenue
JULY 8, 2019
We’ve recently published an exciting update to Aaron Ross’ and Jason Lemkin’s renowned book From Impossible To Inevitable. We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts. The post The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips appeared first on Predictable Revenue.
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
The Daily Egg
JULY 26, 2019
The internet is suffused with data that is ever-flowing and ever-changing. Keeping your audience engaged with your content, whether it is on your website, social media, or newsletters, is, unsurprisingly, a hard task for businesses. In an attempt to decrease bounce rates, web managers are trying every trick in the book but there is one […] The post Why Your Website Needs Infographics appeared first on The Daily Egg.
Incredo
JULY 8, 2019
“The aim of marketing is to know and understand the customer so well the product or service fits them and sells itself.” Peter Drucker, American author, educator, and consultant.
Intercom, Inc.
JULY 4, 2019
Deciding what your engineers should do next can be a lot like climbing a ladder. On the lowest rung is a problem to be solved. At the top is an impact on the business, a change in the bottom line. But the rungs in between can often be quite flimsy. Instead of trying to jump straight from the theoretical business impact to a directive for your R&D teams, it’s essential to stop for a moment and consider: “What is the desired outcome?
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