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Almost exactly four years ago I published a financial plan template for SaaS startups based on a model that I had created for Zendesk a few years earlier. I received a lot of great feedback on the template and the original post remains one of the most viewed posts on this blog up to this day. In the last few weeks I've finally found some time to create a "v2" of the template. just in time for a little Easter gift to the SaaS community. ;-) I'd recommend that you read this post first since it inc
A user has maximum intent. She has watched the humorous demo video, chuckled when reading through the clever marketing copy, and filled out the abbreviated, optimized user registration form. She wants to give the product a spin. How long does the account verification link take to appear in her email box? Is it long enough for her to switch tabs, change contexts and lose interest?
First a confession. Every once in awhile I get a call from a SaaS company looking for help with their customer acquisition plan, and my first thought is "Are you kidding? The company tells me that they've developed a wonderful solution with a boatload of impressive features. But they're selling into a market that's already crowded with other vendors.
Late last year, I combed through the Montclare SaaS 250 — a directory of the biggest SaaS companies in the world — to find common trends in what I thought would be a significant dataset. As it turned out, 80% of the 250 biggest SaaS companies didn’t have a pricing page at all. Expecting to find a set of data more representative of what I’m used to seeing around (essentially startups), I turned to a bigger sample, scraping information from the first 400 startups in AngelList’s ‘Trending’ category
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
Cold calling is a powerful tool to grow your business. Done correctly, cold calling will allow you to build rapport and trust, to display authority, and to increase the desire for your product or service.
Customers are looking for companies they can keep purchasing from and brands they can become advocates of. In other words, while you are searching for customers to love your brand, customers are also looking for companies and brands to love. Think about it: with all the choice in the market…. The post 6 ways to attract more customer love to your brand appeared first on ReSci.
Customers are looking for companies they can keep purchasing from and brands they can become advocates of. In other words, while you are searching for customers to love your brand, customers are also looking for companies and brands to love. Think about it: with all the choice in the market…. The post 6 ways to attract more customer love to your brand appeared first on ReSci.
Judging from the number of Facebook likes and retweets, as well as comments on Twitter and elsewhere, my last post resonated with quite a lot of people. Some people thought it was provocative though, and some chimed in with good feedback: @hunterwalk building ANY business is hard — Jonathan Abrams (@abrams) March 5, 2016 Therefore I thought it would be worth following up on the topic to make sure that my message is clear.
Sales velocity is the equation that governs the effectiveness of your SaaS startup’s sales team. Often, sales teams use the word sales velocity to refer to the number of signed contracts in a given month or quarter. But sales velocity classically defined is a different concept. Sales velocity originates from operations research , field of study pioneered by Charles Babbage , one of the fathers of computing, and Georges Doriot , the patriarch of the venture capital industry.
Three separate events last week reminded me that every spend category has its “dirty little secrets” Suppliers can exploit these “dirty little secrets” to squeeze a little more from buyers than buyers bargained for. Not all of these secrets are nefarious, but all reflect the inherently deeper category knowledge suppliers have and the limited resources buyers have to “sweat the details” in every category.
Late last year, I combed through the Montclare SaaS 250 — a directory of the biggest SaaS companies in the world — to find common trends in what I thought would be a significant dataset. As it turned out, 80% of the 250 biggest SaaS companies didn’t have a pricing page at all. Expecting to find a set of data more representative of what I’m used to seeing around (essentially startups), I turned to a bigger sample, scraping information from the first 400 startups in AngelList’s ‘Trending’ category
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.
Wonder how you can make 300+ calls per day per sales rep without a power dialer? It's not rocket science, it’s all about having the right CRM and workflow. One of our customers wanted to increase his calls per day from 30 to 60—but we helped him increase it to 152, a 406% increase in calls!
Amazon's product recommendation feature is the gold standard in eCommerce and continues to be the leader in the market to this day. Product recommendations can boost average order…. The post How Amazon Set The Standard for Product Recommendations appeared first on ReSci.
Since I published v2 of my SaaS Financial Plan a few days ago, two alert readers have kindly pointed out two formula errors in the Excel sheet. Sorry about that. Here's a corrected version. The Excel sheet that was linked from the original post has been corrected as well. In case you've started to modify the template already and want to keep working with the previous version, here are the two bugs that you need to correct: 1) Cell U124 on the Costs tab, i.e. the costs for external recruiters in
As a SaaS startup grows, recurring revenue begins to fuel the company. Not too far into the future, the existing customer base begins to contribute more of the startup’s revenue than new customers and bookings. Each startup will observe this revenue composition transition at a different point in its evolution because it’s a function of growth rate and churn rate.
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.
For those of us who follow pricing strategy in two-sided markets, last week was a milestone. Angie’s List, which invented the home services marketplace (in 1995) announced it would drop its “paywall” The paywall charged buyers to search its directory and reviews before communicating with contractors. Angie’s List will now offer a freemium model for homeowners (buyers) and will continue to offer a freemium model to contractors/service providers.
Q1 venture capital investment remains steady relative to Q4 2015 at about $15 billion, but down from the near records attained in 2015. Over the last five years, seven of the twenty-nine quarters have reached or exceeded the $15 billion mark, all of them within the last two years. So, on a historical basis, venture capitalists are still investing at rates substantially above average. 2016 is off to a slower start than 2015.
There’s a new class of company that wield data to create long-term competitive advantage. TheRealReal uses this morning’s sales data to inform this afternoon’s marketing campaigns. Hubspot motivates its sales teams not just with a target quota, but a blend of key sales metrics that reflect the strategic priorities of the company. Zendesk’s data team educates and trains its employees to use data in meetings to prioritize key product management and marketing efforts.
A senior executive described her management philosophy as heavily influenced by Daniel Pink’s book Drive. In his 20 minute TED talk , Pink argues traditional incentive structures like bonuses and raises don’t work for knowledge workers. Instead, autonomy, mastery and purpose motivate them best. Autonomy grants employees the flexibility to achieve their goals as they see fit.
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
There are two common ways to model the growth of a SaaS business I’ve seen in pitches. the first one helps founders develop a sense for the trajectory of the business, while the second one helps teams plan for different scenarios and model the trade-offs with each strategic decision. The Percent Growth technique averages the company’s growth rate over the last quarter or so and projects it forward.
What are your top three priorities in your job right now? If I asked you that question, I suspect within a minute or two you could articulate them. Is the software you are selling at your SaaS startup solving one of those three needs for your target customer? And, if it is, does your software meaningfully differentiate along one of the key competitive axes that your customer cares about?
Clay Christensen, a Harvard Business School professor, asserted in a recent interview that we understand only half of the marketing puzzle: the marketing science involved in a competitive ecosystem, when consumers are buying millions of products. In these markets, concepts like Westendorp Price Sensitivity and conjoint analyses work. But to incite disruption requires a different set of marketing skills.
Questions interlace conversations. Where is Priceline stock trading? Where do the San Francisco Giants stand in this year’s pennant race? When hiring a litigation attorney, what are the key questions to ask? Are there any grammatically sound sentences in English where every word starts with the same letter? All of these questions are instantly answerable.
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?
Numi is a little calculator with a twist. Unlike most calculators, it understands English and other languages. I’ve used many different types of calculators: from the Texas Instruments TI-89 graphing calculator to a HP 12C with its Polish notation, to software calculators Excel and R. All of them employ similar user interfaces. There’s a syntax to translate the user’s desires into something the calculator can understand.
The value of all public technology companies exceeds $10.7T. At the beginning of 2016, that figure touched an all time high of $11T. It’s taken more than a decade for public technology companies to replicate/recreate the market cap observed in the dot-com era, even when adjusting for inflation. The preponderance of that increase has occurred in the last four years.
We all recognize great leadership when we see it. But what characterizes great leadership? Is it an inspirational speaker articulating a goosebump-inducing vision? Or an executive with the five universally praised characteristics Stanford professor Jeffrey Pfeiffer identified: modesty, authenticity, truthfulness, trustworthiness and selflessness? Or is it a great manager of people, someone who understands the aspirations of each report, charts a career path, assigns meaningful work along that pa
The startup fundraising market in 2016 has been difficult to characterize. Punctuated by a concentrated decline in public tech stocks, the sentiment in Startupland has changed from resolute ebullience to a calmness approaching caution. Two months in, we can analyze January and February data. This posts analyses US headquartered information technology companies which VC-led investment rounds, except for the $793M Series C in Magic Leap , which I excluded as an outlier.
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.
In “ How People Learn to Become Resilient ” Maria Konnikova retells the story of Norman Garmezy and George Bonnano, the first developmental psychologists to study grit and resilience. It’s only when you’re faced with obstacles, stress, and other environmental threats that resilience, or the lack of it, emerges: Do you succumb or do you surmount?
This weekend the New York Times Magazine published the annual Work Issue, a compendium of 9 articles reimagining the modern workplace. They span topics from building the perfect team, to managing a company fewer meetings, to eliminating bias in recruiting processes - even the social ramifications of so many people eating lunch at their desks, “desktop dining.
It happens all the time. You catch yourself listening to the tail end of a sales call between one of your sales reps and a potential customer. Everything sounds right—the right words, tone, and energy.
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