Point Nine Land
DECEMBER 3, 2019
Selling to large enterprises?—?do your early customers have what it takes? A framework to communicate your early enterprise traction to investors. [link] At Point Nine, we see a lot of startups every year that just closed their first large customers and therefore want to understand in detail how valuable the early traction is, hence if their pilots, prospects or the like are ready to buy.
Intercom, Inc.
DECEMBER 5, 2019
? ?. Over a few decades, SaaS has evolved from a lofty concept to an integral part of the modern business landscape. In many respects, it’s now almost impossible to envisage a work environment that doesn’t rely on a SaaS product in some shape or form. But this supercharged evolution has meant that the world of SaaS is forever transforming at a breakneck pace.
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Tom Tunguz
DECEMBER 1, 2019
In November, two spectacles occurred. The first is Dreamforce, Salesforce's annual event and the largest software conference in the world. The second is Elon Musk announcing the Tesla Cybertruck. Benioff and Musk use these events strategically. They engender an operational cadence to Salesforce and Tesla. There's no feeling like launch day. It's the day you reveal to the world the sumtotal of your team's efforts for weeks or months.
Practical Advice on SaaS marketing
DECEMBER 3, 2019
If they’re doing their job, SaaS marketers can tell you how many leads they’re attracting, how many convert into paying customers, where the leads are coming from, and even how much they’re paying for them. That’s all useful information that should be collected in your CRM system. You can’t run an effective SaaS marketing program without it. But all that data doesn’t really answer an important fundamental question underneath the numbers: Why do your customers buy your solution?
Advertiser: ZoomInfo
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Kellblog
DECEMBER 3, 2019
Does my company spend too much on marketing? Too little? How I do know? What is the right level of marketing spend at an enterprise software startup? I get asked these questions all the time by startup CEOs, CMOs, marketing VPs, and marketing directors. You can turn to financial benchmarks, like the KeyBanc Annual SaaS Survey for some great high-level answers.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Kellblog
DECEMBER 5, 2019
In the previous post, I introduced the idea of an inverted demand generation (demandgen) funnel which we can use to calculate a marketing demandgen budget based given a sales target, an average sales price (ASP), and a set of conversion rates along the funnel. This is a handy tool, isn’t hard to make, and will force you into the very good habit of measuring (and presumably improving) a set of conversion rates along your demand funnel.
Groove HQ
DECEMBER 4, 2019
Whether someone’s a new subscriber, recent opt-in, or existing customer, how you leverage email marketing automation can make or break their relationship with your business. Especially customer support. If you’ve ever signed up on a landing page, given your email address in exchange for a webinar, or left behind an abandoned cart, then you’ve seen […].
ProfitWell
DECEMBER 6, 2019
The way in which people buy and use software is drastically changing. Consumers are more eager to try a product than to converse with a salesperson—paving the way for a product-led growth approach. Letting your product lead means companies must reconfigure their marketing, sales, and service strategies to keep up with consumer demands. Since the future is product-led, I’m going to walk through what product-led growth means, the main principles of it, and some great examples.
SaaStr
DECEMBER 5, 2019
Although most of us aren’t quite approaching $1b in ARR, we can still learn from the leaders. We last checked in on Slack as it was IPO’ing. Now with some time as a public company under its belt, what can we learn from them? Slack crossed $168 million in the past quarter revenue alone, growing 60%. That puts them at a $700m+ ARR run rate, with $1b ARR coming up in calendar 2020. 5 things I learned from their latest report: Growth is all fueled by going upmarket.
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.
Baremetrics
DECEMBER 3, 2019
Earlier this year I failed to sell Baremetrics for $5m. But I learned a heaping pile of things from that and one of the biggest things I learned about was the world of asset sales and stock sales. This is about to get real nerdy but this is crucial if you’re trying to sell a company. It could literally save you millions of dollars. I’m in no way an expert on taxation, but I did pick up a few knowledge nuggets throughout this process.
OpenView Labs
DECEMBER 5, 2019
The B2B buyer’s journey is not the same as it was ten or even five years ago. Nowadays, B2B buyers perform an average of 12 searches online before engaging with a business. The shift in customer buying behavior is forcing marketers to modernize their marketing strategy. For example, they are using new tools to improve conversion rates as rapidly evolving technology directly influences the customer journey.
Neil Patel
DECEMBER 3, 2019
Marketers tend to be very reactive. And it makes sense because every time a search engine or a social network changes their algorithm we jump as marketers. We are conditioned to be very reactive. Whether it’s your boss who is pissed that your traffic dips or even yourself… everyone hates when sales and income drop because of something you can’t fully control.
Unbounce
DECEMBER 3, 2019
We learned from the 2010 sci-fi classic Inception that it’s nearly impossible to plant an idea in someone’s head (even for professional dream architects). This is bad news when you’re on the hook to deliver a high-performing landing page for a new product or service. If no one is searching for your offer , then no matter how brilliant your page, it’s much harder to get the traffic you need to validate, test, and scale.
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
Teamgate
DECEMBER 2, 2019
Even though it’s a small section of your email, it is arguably the most crucial part. Yes, I’m talking about the subject of an email. It’s the first thing a reader sees, and they judge the email by it. It is a vital element of email marketing and has a lot of useful aspects to it. Whether you are selling a service or trying to persuade someone to read an article on your website, you need eye-catching subject lines that force the reader to focus on your email.
BetterCloud
DECEMBER 3, 2019
Email forwarding is as convenient as it is seemingly innocuous. Whether it’s just one email, like a daily newsletter that you don’t want to miss, or all emails, like forwarding all of your work emails to your personal account to centralize your inbox, plenty of people have set up this feature to make their lives a little easier. However, automatic email forwarding can not only jeopardize your data, but it can also put your company at risk of compliance breaches.
The Daily Egg
DECEMBER 3, 2019
Last year, ecommerce accounted for 10 percent of retail sales in the U.S., according to Statista. By 2021, it’s expected to rise to nearly 14 percent. More and more, U.S. shoppers are turning to the internet to make their purchases. An optimized ecommerce site is your opportunity to get as much of the market share […]. The post A Step-By-Step Guide to Increasing Revenue at Every Stage in Your Buyer Journey appeared first on The Daily Egg.
Incredo
DECEMBER 3, 2019
If you are reading these lines, I guess the Christmas season is almost there. And you look for ideas on how to promote your software for these holidays. Or maybe you are curious whether Christmas marketing works at all? We have interviewed tens of SaaS community members to understand how they perceive SaaS Christmas promotions.
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SaaStr
DECEMBER 6, 2019
Q: How many employees does a SaaS company have at 100M ARR? It used to be about 500. Now it’s often closer to 1000, with Unicorns raising so much more private capital than before. Tomasz Tuguz did a great analysis here last year on public SaaS companies: Revenue per Employee Benchmarks of Billion Dollar Companies. “[in pubic SaaS companies, [the typical average revenue per employee is about $190k to $210k per year … Salesforce (CRM) and LinkedIn (LNKD) are much closer to the average range while
Intercom, Inc.
DECEMBER 4, 2019
One of the biggest determining factors of a company’s success is the clarity of its message, and how that clarity comes across in every interaction across the product and brand. It is the combination of clarity and consistency that builds trust – after all, as people we make judgments about each other based on how we behave, and on how reliable that behavior is.
Predictable Revenue
DECEMBER 5, 2019
In sales, and in life, there are few traits more important than genuine confidence – the confidence that people exude when they are simply being themselves. When you can access that state, and harness it for the betterment of yourself and your job, you can move mountains.and close lots of deals, and Alex Perry explains how to do it! The post How to show up confidently anywhere (including sales calls!
Incredo
DECEMBER 3, 2019
If you are reading these lines, I guess the Christmas season is almost there. And you look for ideas on how to promote your software for these holidays. Or maybe you are curious whether Christmas marketing works at all? We have interviewed tens of SaaS community members to understand how they perceive SaaS Christmas promotions.
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SaaStr
DECEMBER 2, 2019
We have several different mentoring opportunities at SaaStr Annual 2020 this year and at our events year round but whether this is your first event or a superfan, here’s a rundown of all the best mentoring opportunities to make the most of your time at Annual this year. Take a look at some of our highlights before March 10-12th. Braindates. What are they?
Intercom, Inc.
DECEMBER 2, 2019
For online businesses, our customers can come from any part of the world and at any time. How do you ensure a great customer experience globally without adding a ton of headcount? In the United States alone, roughly 20% of the population doesn’t speak English at home. Although it may seem like a no-brainer for businesses to offer customer support in multiple languages, in a recent survey we found that the vast majority of businesses struggle to implement an effective multilingual support strateg
Andreessen Horowitz
DECEMBER 5, 2019
In the future, we’re all going to be shopping on video apps like TikTok. Whether you’re buying instant noodles or high-end sweaters, it has become increasingly clear that short video clips are the future of ecommerce. Think of them as … The post The Video-First Future of Ecommerce appeared first on Andreessen Horowitz.
Incredo
DECEMBER 3, 2019
If you are reading these lines, I guess the Christmas season is almost there. And you look for ideas on how to promote your software for these holidays. Or maybe you are curious whether Christmas marketing works at all? We have interviewed tens of SaaS community members to understand how they perceive SaaS Christmas promotions.
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SaaStr
DECEMBER 4, 2019
Q: How did Masayoshi Son trust WeWork at its founder so quickly? He has met Adam Neumann for only 4 minutes and decided to invest $4.4 billion. Pattern-matching. It what almost all investors do. At least the heads of investing firms. FBOW. First, even if Masayoshi Son only met for Neumann for 4 minutes, the Softbank team had spent tons of time pouring over financials, doing diligence, visiting customers, etc.
Intercom, Inc.
DECEMBER 2, 2019
Over the past few months, we have been hard at work updating and creating new features that make Intercom even more effective for everyone. From new navigation features and refreshed product names to several brand new apps, there’s definitely something for everyone. Let’s take a look at some of the top releases of the past few months. Introducing Outbound.
Sales Hacker
DECEMBER 6, 2019
Salespeople, beware…. If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Let’s get started. Handling objections vs. negotiating.
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