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.

Churn 199

Churn Retention Strategy Education 199

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.

Blockchain 163

Blockchain Travel Startup Technology 163

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.

Marketing 133

Marketing SaaS B2B Communication 133

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.

Scale 94

Scale Scaling Strategy Construction 94

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Payment Solutions

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.

Sales Hiring 162

Sales Hiring Scale Social Media Content Marketing 162

Sales Hacker

OCTOBER 5, 2018

The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When James’ supervisor left he made it clear he wanted to move up in the organization and Kim and the other members of management thought it was clearly the right thing to

Management 86

Management Underperforming Technical Team Sales Compensation 86

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.

Customer Success 77

Customer Success Sales Hiring Outsourced Development Technical Review 77

Intercom, Inc.

OCTOBER 4, 2018

Innovation doesn’t matter if it can’t be trusted, and that’s why we are committed to ensuring we deliver the highest standards of security for our customers. That has always been a guiding principle here at Intercom from our very earliest days. We aim to constantly deliver the most innovative products to our customers but we know that your trust is fundamental to everything we do.

compliance 91

compliance Innovation Cloud Data 91

Adhere Creative

OCTOBER 1, 2018

P rofessionals have always been told that it’s better to have a specialty than to take a jack-of-all-trades skillset. Marketers are no exception. In the golden years of advertising, you c ould specialize in art, copy, or accounts. Now, as marketing is further fragmented, you could have any number of specialties—SEO, email marketing, social media, content creation , distribution, strategy, PPC, and so much more.

Marketing 49

Marketing Social Media Advertising Engagement 49

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Payment Solutions

Sales Hacker

OCTOBER 5, 2018

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to.

Onboarding 82

Onboarding Sales Hiring Underperforming Technical Team Sales 82

SaaSOptics

OCTOBER 2, 2018

Examining 7 key revenue growth performance and customer success metrics that are essential for scaling your SaaS business. For any growing business, capturing and analyzing financial data is critical for scaling and making informed decisions. With the right performance metrics and insights at your disposal, you won’t be blindsided by changes in the business.

Business 47

Business SaaS Scaling Metrics 47

ChurnZero

OCTOBER 5, 2018

This is the second installment of our blog series where we spotlight a Customer Success professional and get their take on the industry as well as get to hear some of their top tips they’d like to share. This spotlight will be featuring Brooke Goodbary , who is a Customer Success expert at dataxu. She shares her experience working on the frontlines of Customer Success in fast growing startups at brooke.land/blog.

Customer Success 45

Customer Success Churn Enterprise Startup 45

CloudKettle

OCTOBER 2, 2018

There is no doubt we are living in the subscription economy. Some of the fastest growing, The post Negative Churn: Reaching the Pinnacle of Customer Success appeared first on CloudKettle.

Churn 45

Churn Customer Success Payment Features Subscription 45

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

Revenue

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? I can tell you exactly how to do it, because I’ve lived this journey myself. By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt. And while there is no one perfect trajectory that a sales career follows, there are some key questions you should ask yourself before you start the journey

Sales Hiring 76

Sales Hiring Scale Sales Recruiting Sales 76

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology. His career spans building and leading Customer Success strategy [.].

Consulting 40

Consulting B2B Technology Customer Success 40

yoursales

OCTOBER 5, 2018

Smart Scheduling for CalDAV SMART SCHEDULING FOR CALDAV SALES STACK 2017: THE TOOLS Sales 101: What is Smart Scheduling? One of the benefits of the rise of sales technology has been to allow Sales Professionals to spend less time on low-value tasks. With “low-value” we mean tasks which do little to help clients make healthy, well-informed decisions.

Sales Outsourcing 40

Sales Outsourcing Social Media Innovation Software 40

Zuora

OCTOBER 5, 2018

At Subscribed London 2018 we once again showed that we #SubscribeToDiversity with a panel including Luminate, Auticon, and Tech Talent Charter, hosted by Karen Gaydon, Senior VP of ZEO Success at Zuora. Read on for highlights from this heartfelt and candid discussion. The post #SubscribeToDiversity at Subscribed London 2018: Bringing Your Whole Self to Work appeared first on Zuora.

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Enterprise

Sales Hacker

OCTOBER 1, 2018

I’m a big believer in sales contests. During my 10 years in sales leadership, I’ve had a lot of time to experiment with designing sales contests—some of which have worked, some of which have not. In this post, I’ll share my biggest takeaways on designing sales contests that work. But first, let’s tackle a bigger question – what are you actually trying to achieve when you run a sales contest ?

Sales 71

Sales Leadership Innovation Engagement 71

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology.

Consulting 40

Consulting B2B Technology Customer Success 40

ReSci

OCTOBER 4, 2018

Getting data into ReSci just got even easier. We are excited to announce an integration with Justuno, an innovative and robust conversion optimization suite for sales conversions, email list growth, and onsite promotions using real-time user data. With this integration, you can use Justuno’s on-site. The post Justuno partners with ReSci to optimize acquisition conversions appeared first on ReSci.

Acquisition 40

Acquisition Innovation Data Sales 40

Zuora

OCTOBER 5, 2018

Subscribed London was all about the nuts and bolts of how to build a great subscription business with amazing stories from subscription thought leaders all about how people are transforming their businesses. Read on for highlights from Which?, Philips Health, Thales, Trustpilot, Volkswagen, Time Inc. UK and more! The post Subscribed London 2018 Wrap-Up appeared first on Zuora.

Payment Features 40

Payment Features Subscription Business 40

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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.

Payments

Sales Hacker

OCTOBER 3, 2018

The post Sales Engagement or CRM: Which Sales Tech is Right for Your Team appeared first on Sales Hacker.

Engagement 69

Engagement Sales Technology 69

Valuize Consulting

OCTOBER 5, 2018

Valuize Consulting announced today that Jean Nairon has joined the firm as Chief Outcomes Officer (COO) to help lead the firm through its next growth phase. Jean Nairon brings extensive experience and expertise in strategizing and operationalizing B2B SaaS growth and customer strategy, processes, and technology.

Consulting 40

Consulting B2B Technology Customer Success 40

TrackStreet

OCTOBER 4, 2018

If you are a manufacturer or brand owner worried about gray market retailers selling your products on Amazon without your permission, you might find this news troubling, but you need to hear it.

Marketing 40

Marketing Branding 40

Net-Results

OCTOBER 4, 2018

Best value for who exactly? What are your use cases? What is your budget? Tell me this: what is the best value vehicle? That question can’t be answered without a lot more information. Do you need to transport 3 kids in your vehicle? Do you need to move 2 tons of dirt with your vehicle? […]. The post What is the best marketing automation software?

Transportation 40

Transportation Software Marketing 40

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Payments

Sales Hacker

OCTOBER 2, 2018

This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. . Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth.

Sales Hiring 61

Sales Hiring Scale Sales Interviewing 61

Sage Intacct

OCTOBER 1, 2018

In the 14th century, a cathedral builder was hustling down the dirt road in medieval France and passed three people stacking bricks.

Business Model 40

Business Model Finance Business SaaS 40

Intercom, Inc.

OCTOBER 1, 2018

Data is key to driving revenue and engagement at scale. In the past month, we have released a series of sophisticated features that help you experiment, measure impact and give your leads and customers a targeted, on-brand experience. For sales and marketing teams, it’s important to understand how your tools are impacting your funnel, which messages are driving action and how well each team and teammate is performing.

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Data Scale Branding Benchmarks 99