The Angel VC
NOVEMBER 30, 2015
Most fundraising decks contain a slide with a chart that looks roughly like this: Chart #1 Or this: Chart #2 I’ve also seen charts that look like this: Chart #3 Or this: Chart #4 Chart #3 and #4 are good for a LOL (or a “WTF!”, depending on your sense of humour), and fortunately we’re not getting too many of these (if you don’t know what I’m talking about, take another look at the charts).
Tom Tunguz
NOVEMBER 16, 2015
Mark Roberge, the Chief Revenue Officer at Hubspot, has spent 20 years in startups. As he told me a few days ago, he has observed the lack of sales management and sales execution skills as one of the most consistent deficiencies limiting the potential of early stage SaaS companies. Sales execution deficiency manifests itself at roughly the same time as product market fit.
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Practical Advice on SaaS marketing
NOVEMBER 7, 2015
You’d think that as markets became more mature and people already understood what your solution does, it would be easier to promote and sell. Not exactly. It's true that you don’t need to do as much missionary work, educating prospective customers on the basics. Most of them have read enough or seen enough from others in their industry to know what your kind of solution can do.
Chaotic Flow
NOVEMBER 17, 2015
When your SaaS business is well aligned, your SaaS customers consistently take positive actions that lead to positive business outcomes: they try, they buy, they upgrade and they refer you to a friend. When you are poorly aligned, your SaaS customers consistently take negative actions that lead to negative business outcomes: they bounce, they negotiate, they complain, and they churn.
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Your payments integration is more powerful than you think. In today’s complex business landscape, treating payments as just a software feature is a missed opportunity for significant growth and customer acquisition. With the right partner, payments can become a strategy that leads to competitive advantages. Designed for software leaders, this playbook outlines how to harness the full power of a payments strategy to drive substantial revenue and enhance the overall customer experience.
CloseSaaS
NOVEMBER 30, 2015
Your software product is up for renewal. You know it’s a great fit for the company, but the administrator responsible for your software seems uninspired.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
OnStartups
NOVEMBER 24, 2015
I'm going to tell you a secret. I have a very simple, 4-word strategic plan (devised it a few years ago). Here it is. Do fewer things, better. This has made my life -- and my work, dramatically better. Here's how I execute on my strategic plan: 1. Decide on what matters the most. 2. Say no to everything else. 3. When something falls in the gray area, re-read #2.
Tom Tunguz
NOVEMBER 9, 2015
Founded in 2002, the Australian software maker Atlassian is an exceptional company in many regards. But foremost, Atlassian is one of the best examples of flywheel SaaS companies yet. Atlassian counts 1600 employees and sells five products JIRA (bug tracking software), Confluence (project management), HipChat (internal chat/collaboration), BitBucket (code repository) and JIRA Service Desk (help desk software.
Aber Law Firm
NOVEMBER 4, 2015
I have always thought that disclaimers were good things to add to SaaS agreements, but this very recent case demonstrates that they really can make a difference in a legal dispute. By the way, a disclaimer is a statement regarding things you are not liable for. Example , if you provide a medical software service, it is a good idea to state that you are not providing medical advice, and that the doctors are solely responsible for providing medical advice.
Tom Tunguz
NOVEMBER 18, 2015
Last night, SaaS Office Hours hosted Optimizely co-founder and CTO Pete Koomen. Pete was a Google Associate Product Manager for AdSense and launched Google App Engine. Then he joined his co-founder, Dan Siroker, also an APM at Google to found three companies, the last of which is Optimizely. As Pete shared with us, the idea of Optimizely was borne from a need Dan saw when managing the teams to build Obama’s fundraising websites during his first campaign.
Advertiser: ZoomInfo
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.
Tom Tunguz
NOVEMBER 11, 2015
As the temperament of the fundraising market shifts, particularly in the later stages, the question of how much a startup should burn will become increasingly important. We’re living in a historic period of very inexpensive venture capital. These cheap dollars have fueled spectacular companies with record-setting growth rates. In such an environment, growth at almost any cost is handsomely rewarded.
Tom Tunguz
NOVEMBER 2, 2015
What is the optimal quick ratio for your SaaS startup? Is it 4? Quick Ratio = (New MRR + Expansion MRR) /. (Churned MRR + Contraction MRR). The quick ratio measures a SaaS company’s growth efficiency. The formula for quick ratio is above. It’s the new monthly recurring revenue (MRR) in a month plus the expansion MRR divided by the sum of the churned MRR and the contraction MRR.
Tom Tunguz
NOVEMBER 1, 2015
Last week, a friend asked me what I thought the future of software would be. At some point, all the workflow processes that still conducted on paper and pencil will be digitized, all of the tasks completed in Excel will be optimized, and the majority of limitations of traditional software will be overcome. It’s not to say that software innovation in its current form will continue to exist for decades, but what is the fundamental shift that resets the ecosystem like the cloud did in the ear
Tom Tunguz
NOVEMBER 30, 2015
Just 25 months ago, Aileen Lee coined the term unicorn in her post Welcome to the Unicorn Club and last week the Economist declared these Unicorns “ Gored.” Over the span of those two years, the Unicorn press cycle has swung from euphoric apotheosis to bleak nadir. The rise and fall of unicorns in the press isn’t a unique phenomenon.
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A failed payment isn't just a lost transaction - it could mean a customer churning for good. But not all payment declines are the same. For SaaS businesses, decline reasons vary, shaped by customer demographics and the nature of your service. Understanding your decline reason make up can be a game changer when it comes to improving retention and revenue.
Tom Tunguz
NOVEMBER 29, 2015
In 2015, startups benefitted from a vibrant fund raising market. In 2016, I believe they will enjoy a very active acquisition environment. The roughly 60 or so publicly traded software companies hold more than $380B in cash and short term investments on their balance sheets. Though Microsoft, Google, Cisco and Oracle possess 75% of that cash, 14 other companies have cash reserves of greater than $500M.
Tom Tunguz
NOVEMBER 23, 2015
It’s the end of the year, time for performance reviews, self-reflection, and planning for next year. In addition to preparing our goals for our teams and our businesses, we should prepare goals for ourselves. Oftentimes, it’s easy to let the company’s ambitions drive our OKRs. But there’s something more to consider. In 1999, Peter Drucker, the greatest management thinker of the twentieth century, wrote short book called Managing Oneself.
Tom Tunguz
NOVEMBER 22, 2015
On December 2, SaaS Office Hours at Redpoint will welcome Maia Josebachvilli , VP of Strategy and People at Greenhouse, a fast growing recruiting software company. Before Greenhouse, Maia founded Urban Escapes, a DC-based startup she sold to LivingSocial. Maia is especially well known for her thought leadership in developing best in class recruiting metrics.
Tom Tunguz
NOVEMBER 14, 2015
In 76 years, the British cycling team have recorded only one gold medal. In 2002, pushed by new head coach named Sir Dave Brailsford, the team implemented philosophy of continuous incremental improvement. And the results were astounding. In the last two Summer Olympics, the British cycling team has won seven of a possible 10 gold medals at each event, a remarkable transformation.
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
Tom Tunguz
NOVEMBER 8, 2015
In the last 22 months, there have been 4 $1B+ software IPOs and 3 $1B+ software acquisitions. But compared to 2014, 2015 was a meager year for startups looking to go public or be acquired. The chart above plots the M&A activity over this period. The M&A market halved in activity. In 2014, $11B of disclosed M&A occurred. I’m excluding take-private transactions of public companies like SAP/Concur, Bain/BlueCoat, Oracle/Responsys, etc.
Tom Tunguz
NOVEMBER 5, 2015
On November 18, SaaS Office Hours at Redpoint will welcome Pete Koomen, Co-Founder and CTO of Optimizely, the incredibly fast growing AB testing and personalization company Pete founded with Dan Siroker. Numbering more than 400 people, Optimizely has built an amazing business since 2009, serving thousands of customers. Before Optimizely, Pete was a product manager at Google building Google App Engine which grew to support 150,000 developers.
Tom Tunguz
NOVEMBER 4, 2015
Last night, SaaS Office Hours hosted go-to-market guru Kenny van Zant. Kenny is a serial entrepreneur started his career as founder and COO at BroadJump, a broadband software company that grew to $100M in bookings. He was awarded the Ernst & Young Entrepreneur of the Year in 2002. After BroadJump, Kenny built the go to market organization at Solarwinds, a $4B market cap infrastructure software company, and Asana, a fast-growing productivity company, both of which exemplify a unique go-to-mar
CloseSaaS
NOVEMBER 29, 2015
We're happy to announce a new integration for our sales CRM, this time with LeadFuze. LeadFuze is B2B lead generation software that allows you to search for prospects and automatically find their emails, domains, and social media profiles.
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Large enterprises face unique challenges in optimizing their Business Intelligence (BI) output due to the sheer scale and complexity of their operations. Unlike smaller organizations, where basic BI features and simple dashboards might suffice, enterprises must manage vast amounts of data from diverse sources. What are the top modern BI use cases for enterprise businesses to help you get a leg up on the competition?
CloseSaaS
NOVEMBER 19, 2015
When you make mistakes in sales, your propsects likely won't tell you. Instead, they'll let their money do the talking—and close the deal with a competitor. You don't want this to happen and neither do we.
CloseSaaS
NOVEMBER 17, 2015
Like most SaaS businesses, you offer a free trial for your product. Through the trial, you've done your best to drive customer engagement.
CloseSaaS
NOVEMBER 12, 2015
Want to learn how to fill your sales pipeline with qualified B2B leads, set appointments and close deals? Here's the full recording of our 1 hour B2B cold email course—Steli shares some of his best tips and strategies on using emails to make sales.
CloseSaaS
NOVEMBER 10, 2015
You’ve got a great self-serve SaaS product. You have leads coming through your funnel, signing up for a trial and upgrading—without you having to lift a finger.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
CloseSaaS
NOVEMBER 9, 2015
According to founder Jay Gibb (@circuitfive [[link] CloudSponge [[link] is a SaaS business responsible for “connecting the world’s address books and creating a single point of integration.” Ever been on a content-sharing site and had to manually input all your friends’ email addresses?
CloseSaaS
NOVEMBER 2, 2015
Ever wanted to get some one-on-one sales coaching by Steli?
CloseSaaS
NOVEMBER 1, 2015
In case you’ve missed them or are in serious need of sales motivation quotes, here are all 31 videos we published this month. Theoretically, since each video is less than a minute long, you could watch them in half an hour. Although we can’t guarantee what will happen to you if you do!
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