For Entrepreneurs with David Skok
OCTOBER 16, 2018
At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their purchasing process, and experience your marketing and selling.
Intercom, Inc.
OCTOBER 8, 2018
Earlier this year I gave a talk at UX London, and it’s no exaggeration to say that it felt like it had taken me my whole career to write it. The talk tackles the assumption among many designers and UX people that UX should be at the center of their company. Watch the video of my talk below, or read the lightly edited transcript. The talk you need to hear.
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Tom Tunguz
OCTOBER 27, 2018
Over the weekend, IBM announced the largest software acquisition of Red Hat, an open-source software company, for $35B. It is the largest software acquisition in history, and the third largest technology acquisition (Dell/EMC at $67B and JDS/SDL for $41B were both larger hardware mergers). IBM will spend 31% of their current market cap for Red Hat and pay a 70% premium to Red Hat’s closing price on Friday.
Practical Advice on SaaS marketing
OCTOBER 1, 2018
I get it. You’ve finally built a working product and now you’re ready to get it out into the market. You want to crank out a press release, put up a website, offer a free trial, execute an email campaign, buy adwords, or do whatever else you can think of or afford. Don’t do it. Or at least don’t do it yet. If you rush headlong into programs and deliverables, you’ll end up spending a lot of time and maybe a lot of money… but not necessarily winning a lot of paying customers.
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InsightSquared
OCTOBER 15, 2018
If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
For Entrepreneurs with David Skok
OCTOBER 16, 2018
At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their … The post Get inside your Buyer’s Head – Improve Conversion Rates appeared first on For Entrepreneurs.
Intercom, Inc.
OCTOBER 5, 2018
Customer retention is the silent killer of SaaS businesses today. People get curious, kick the tires, shrug their shoulders and leave without saying goodbye. Even if you are acquiring customers for $10, if they only stick around for a month or two, you won’t build a lasting business. What is customer retention? Customer retention is the rate at which your business can keep its paying customers over a given period of time.
Tom Tunguz
OCTOBER 3, 2018
Last week, AirBnB proposed granting their most valuable hosts shares in the company , much like employees. This requires a change in securities law. It’s a novel idea that has a history, promise and some risks. In 1998, an online travel agency, TravelZoo, tried this. They granted free shares to 700,000 people who signed up to use the service. Administration of these shares proved a headache for the company.
Unbounce
OCTOBER 31, 2018
B2B products and services can be difficult to fully capture on a landing page—we know from experience. Whether it’s defining your conversion goal, ordering your page sections, or writing copy that resonates, it’s not always a walk in the park. Not to mention B2B can involve so many more decision makers you may need to appeal to. Showcasing the value of something like software at scale can be trickier than explaining how your cutting-edge hoverboard might benefit just one person.
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ClinicSense is a SaaS platform that supports over 7,000 massage therapists who use it for appointment management, payments, scheduling, marketing activities and more. Despite having a relatively low payment failure rate, the company discovered that the failures disrupted the customer experience. This often led to churn as customers decided to cancel or abandon their account, preventing ClinicSense from realizing the full lifetime value (LTV) of its users.
InsightSquared
OCTOBER 22, 2018
One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Though you’d think that the benefits of cross-team collaboration would be obvious, sales reps and marketers can easily fall out of alignment, leading to clashes that undermine collaboration and impact both teams’ success.
Sales Hacker
OCTOBER 30, 2018
Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier.
For Entrepreneurs with David Skok
OCTOBER 8, 2018
Thanks to all of you who helped make the Zero to 100 event in San Francisco such a great success. Please find below a selection of photos from the event:… The post Zero to 100 – Photos from the SFO Sept 2018 event appeared first on For Entrepreneurs.
Intercom, Inc.
OCTOBER 22, 2018
Brand new users aren’t committed to your product when they first sign up. They’re just trying it out. A great first use experience has to prove to these new and uncertain customers that your product will actually make their lives better. It’s not surprising that onboarding flows focused on demonstrating all the features of a product become leaky buckets as new customers quickly lose interest.
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
OCTOBER 8, 2018
I’ve written quite a bit about the public market software multiples. They’ve increased to near historic levels with forward revenue multiples approaching 9x. As the public markets have appreciated, something has happened that I didn’t expect. Some public companies are now fetching the mulitples of the most attractive private companies.
Unbounce
OCTOBER 4, 2018
Over 85% of online consumers these days are engaging with brands locally, whether through local listings, local sites, or search results. So you can’t be blamed for thinking that geo-targeting and running local PPC campaigns in Google Ads make a whole lot of sense. The only problem? If you work at a multi-location franchise or company with multiple offices, local PPC at scale can be very messy.
Upscope
OCTOBER 30, 2018
This is a guest post by UpLead who use Intercom extensively. UpLead is a B2B contact database for gathering sales leads. If you don’t engage your users, they won’t stay Imagine you're out with friends and you stop by a hip new restaurant. You step inside and immediately notice the artwork, decorations and colourful furniture. There’s nothing not to like about this place, but it’s silent.
Sales Hacker
OCTOBER 22, 2018
I read a quote the other day that immediately resonated with me: “Memorizing a playbook is like memorizing a script. When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. No two deals are the same, though they likely share common DNA. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales te
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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?
For Entrepreneurs with David Skok
OCTOBER 8, 2018
Thanks to all of you who helped make the Zero to 100 event in San Francisco such a great success.
Intercom, Inc.
OCTOBER 24, 2018
How do you scale a support organization without breaking the budget or killing the quality of the customer experience? It’s an age old question for anyone leading a customer support organization, the sort of challenge that requires continuous innovation as a company and its customer base expands. With more than 30,000 customers and 100 people on the Customer Support team, we’ve come a long way from the team of just nine when we first shared a blog post on using Intercom to support our customers.
Tom Tunguz
OCTOBER 13, 2018
Earlier this year, I wrote about MadKudu’s analysis of free trials and asked if readers were interested in another benchmarking survey on the topic, and the response was overwhelming. Over the last few weeks, my colleague Patrick Chase , and I (along with help from many people in the community) have been busy putting the survey together. I’d like to thank Ryan Janssen for lending a hand.
CloudKettle
OCTOBER 29, 2018
This blog post was born out of an off-hand tweet written by our President and Founder. The post Why Excel is a Startup’s Worst Enemy appeared first on CloudKettle.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
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.
FastSpring
OCTOBER 30, 2018
Getting your digital business ready for the holidays is a lot like getting you and your home ready for the holidays. Think about it; you probably started thinking about holiday shopping lists and cards back in September or October, and you’ll start putting up decorations at the end of November and into December. That lines up nicely with when you need to start planning, prepping, and executing your holiday campaigns.
Sales Hacker
OCTOBER 10, 2018
They say the average human attention span is shorter than a goldfish’s. Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year. The math doesn’t exactly add up. But what’s the difference? How do you get your viewers to figuratively “hit full screen” and give you their complete attention, instead of Amazon Prime shopping in the background?
Unbounce
OCTOBER 11, 2018
Ever heard the saying “Cart before the horse”? Or “You have to crawl before you can walk”? Or “You can’t put lipstick on a landing page with 27 links”? That last one may be exclusive to landing page software employees, but the sentiment is the same. Unless the foundation of your landing page is strong, any optimization beyond that will be a waste of your time—and ad spend.
Intercom, Inc.
OCTOBER 2, 2018
You might have noticed Inside Intercom is looking a little different today. What you’re experiencing is the result of almost a year’s work, designed not just to showcase the breadth of content we publish, but to make it easy for you to discover and consume it. Over the past few years Intercom’s customer base has grown considerably beyond the startup and product-focused readership we initially focused on with Inside Intercom.
Speaker: Christophe Louvion, Chief Product & Technology Officer of NRC Health and Tony Karrer, CTO at Aggregage
Christophe Louvion, Chief Product & Technology Officer of NRC Health, is here to take us through how he guided his company's recent experience of getting from concept to launch and sales of products within 90 days. In this exclusive webinar, Christophe will cover key aspects of his journey, including: LLM Development & Quick Wins 🤖 Understand how LLMs differ from traditional software, identifying opportunities for rapid development and deployment.
The SaaS CFO
OCTOBER 25, 2018
I have spent years forecasting software and SaaS company financials. One area of the P&L that receives extra scrutiny from leadership and investors is the sales and marketing area. It’s easy to get lost in a sea of SaaS metrics, but in this post, I’ll focus on a couple easy and popular (meaning important) SaaS […]. The post Simple Sales Efficiency Metrics for SaaS Leaders appeared first on The SaaS CFO.
CustomerSuccessBox
OCTOBER 4, 2018
Every SaaS company knows how important Customer Success is and what results it can bring if implemented properly. However, since it is a comparatively new field, there are many different ideas, thoughts on how one should be building a customer success team so that it can have a big impact on the bottom-line. This makes it imperative to take the guidance from experts who have years and years of experience in the field.
FastSpring
OCTOBER 16, 2018
FastSpring’s Employee Spotlight is a Q&A series that features the hardworking, intelligent, and fun people that make FastSpring great. Get to know the fantastic team behind the ecommerce platform. Q: What is your role at FastSpring? A: I serve as the Chief Financial Officer where I’m responsible for budgeting, forecasting, and strategic planning.
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