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When negotiating your next fundraising round, should you talk valuation in premoney terms or postmoney terms? Premoney is the valuation before the investment, employee stock option pool (ESOP) expansion, debt-to-equity conversion and investment. Postmoney is the value of the business after all that. As an investor, postmoney is simpler. Despite the improved simplicity, I don’t think the industry is going to move to postmoney anytime soon.
Without doubt, one of the most exciting parts of being a marketer today is the perpetual challenge of finding new channels and tactics to leverage. There’s a whole host of marketing arbitrage opportunities out there - if you know where to look and spend your time. Identifying opportunities that we think will create business value is not only a lot of fun, it's key to driving future growth.
I know this may be heresy to almost every marketer and sales person on the planet, but I’ll just say it: it’s possible to have too many leads. Lots of the effort to generate new leads – those programs, events, campaigns and incentives we’ve got in place to build more visibility, drive more traffic, and gather more names - might just be a waste of time and money.
I’m very excited to announce that we’re looking for a new Associate. In all modesty, I think that for a young, smart person who’s passionate about startups and technology, an Associate role at Point Nine is one of the fastest ways to learn, build your network, and advance your career. Case in point: Rodrigo, who started as an Associate four years ago, is now a Partner at Point Nine ; Fabian is running his own fund ; Nicolas became a “30 under 30” and is now VP at Insight ; and Mathias is now GM
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.
There’s a crisis in the scientific academic world. It’s called the Replication Crisis. Scientists have found that they cannot replicate the results published by many scientific studies. The same thing is happening in the world of business. Over the last 15 years I’ve read several hundred business books, and I’ve written one. Across those 15 years, one of the most interesting is a book called The Management Myth, which traces the history of management science back to its l
Net negative churn occurs when your expansion revenue from existing customers totals more than your lost revenue from existing customers. This SaaS metric does not factor in any revenue from new customers, just existing customers. As Nathan Latka puts it in his “The Top” podcast, this is the holy grail of SaaS. Your recurring revenue […]. The post What is Net Negative Churn in SaaS appeared first on The SaaS CFO.
One of the most interesting trends we see (as presented in the stats below) is a movement away from traditional websites to app experiences. People are choosing to spend more and more time with apps because they are personalized, intuitively designed, and task-oriented. Smartphone users typically have loads of apps installed on their devices, but use only a select few daily.
Sellbrite helps e-commerce businesses of all sizes to sell across multiple channels. Find out how they tackle optimizing their SaaS pricing for customers -- from tiny online stores to high-volume multi-channel sellers. The perpetual pricing dilemma. Designing and defining the pricing for your SaaS product may be one of the most difficult aspects of building a subscription business. “ What should I charge?
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.
Ever since the 4-Hour Workweek where Tim Ferriss wrote about using virtual assistants (VAs) as a way to outsource your inbox – hiring virtual sales assistants has hit the mainstream. What is a Virtual Sales Assistant? A Virtual Sales Assistant is a remote contractor that you hire as a means of outsourcing a specific task or set of tasks in order to build a more efficient sales process.
As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat
A friend suggested that I read the Five Dysfunctions of a Team over the weekend. Though I’m passionate about business books, I rolled my eyes. I had seen this one on best seller lists for a long time, and never thought it would have much to offer. I admit my book-cover bias was wrong. The author has a counterintuitive assertion. Meetings shouldn’t be boring.
Berlin-based Contentful? ?raises? ?$28 million? ?to? ?help more? ?digital? ?teams? ?ship? ?content? ?faster. By Thomas Ohr , December 4, 2017. Contentful , the content infrastructure startup, today announced it secured $28 million in Series C financing. Led by General Catalyst Partners, with participation from existing investors Benchmark Capital, Balderton Capital, and Point Nine Capital, the round puts the total funding raised to date to $45 million.
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
It’s almost 2018, and let’s face it: customers have incredibly high expectations and standards for online commerce experiences. Today’s online shoppers want to check out with as few clicks and barriers as possible – they expect a seamless checkout, they expect it to match your brand, and they demand fast (and successful !) payment processing.
As each year draws to a close, it's become tradition for us to take a look back on the year at ChartMogul and reflect on our work. Here's a summary of what we shipped, published and achieved in 2017, in case you missed something! January. We kicked off 2017 by announcing our integration with GoCardless. This allowed GoCardless customers to import their billing data to ChartMogul and start analyzing customers and revenue.
In our last article, we did a tactical tear down of when to hire sales trainer or sales consultant. In this post, we’ll explain how to find and hire the right sales consultant or sales trainer for your business. We’ll lean on our panel of experts and start by sharing their unique perspective, followed by 7 very specific questions to ask when interviewing a sales consultant or trainer candidate.
SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. To alleviate some of the pressure of the new year, Lemkin offered a list of ideas you can implement to help your sales team succeed in 2018.
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.
By Geoff Roberts 10 min read When you say “Blockchain” or “Ethereum” to people who live their lives outside the spheres of tech or highly speculative investments, you often get confused or simply apathetic reactions, to which I say… understandable. But the applications of blockchain technology are in fact vast, highly useful, and go way beyond whether or not you’ve chosen to invest in Bitcoin.
We have already talked through “conversion optimization” and dispelled a few myths surrounding the process in order to orient you in the right direction. Once you understand where you’re headed with conversion optimization, you have to take the time to dive deeper, study the data, and constantly update or test your web design to increase conversions.
Your customers are your most important asset and their data is critical for your business. We’re launching today Totango Shield. Totango Shield provides comprehensive protection for all of your sensitive information and allows you to automatically comply with internal security policies and external regulations, including the new GDPR going into effect May 2018.
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.
What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. .
Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards. Each time a rep wins a deal or hits a goal, the leaderboard activates on large screen TVs, triggering the reps’ “song” to play. The songs — some are more crowd pleasers than others — can be heard throughout the office, which often elicits excessive cheering and cla
This conversation with Joel Comm , best selling author, keynote speaker and host of one of the world’s most popular Cryptocurrency podcasts , is fascinating. A fearless practitioner of the new, Comm takes on new projects and executes on new ideas more frequently than most people change their bed sheets. The results have been impressive; from early bestselling books on Adwords and Twitter, the aforementioned Cryptocurrency podcast, and one of the leading influencers on applying live streami
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
If you own an online business or website and have been looking for ways to improve your conversion rate, chances are that you have stumbled on the term “conversion optimization.”. Simply put, conversion optimization involves methods to get more people to click the “Buy” button, sign up for your email list, or any other goals you may have set for your business.
Head over to Amazon where you can grab the All-new Echo (2nd Generation) with improved sound, powered by Dolby, and a new design! You can get it in 6 designs. We have an Echo and absolutely love it! The all-new Echo (2nd Gen) has a new speaker, new design, and is available in a range of styles including fabrics and wood veneers. Echo connects to Alexa to play music, make calls, set music alarms and timers, ask questions, control smart home devices, and more—instantly.
Whoa did people get carried away with the whole cold calling vs social selling thing this year. In this article, I’m going to explain why cold calling has stood the test of time, along with my most actionable cold calling tips and techniques to help you improve your win rates. And look, I get it. You hate cold calling. Everybody does. Everybody, that is, except the salespeople using it to generate millions of dollars in actual sales today.
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