Intercom, Inc.

MARCH 27, 2018

We just raised $125M in a round led by Mary Meeker at Kleiner Perkins. Here’s what we’re going to do with it. 2018 is shaping up to be a massive year for the Intercom platform. Historically, we’ve spent proportionately way more on research and development than other software companies we track, and that won’t stop any time soon. This funding will go straight into building great new software at a pace you’ve yet to see from us.

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Artificial Intelligence Scale Machine Learning Technology 224

Tom Tunguz

MARCH 24, 2018

The Ideal Customer Profile. The perfect customer. Can you describe it for your startup? The more precisely you can describe it, the better. That will simplify disqualification. But articulating the ICP well isn’t enough. Vague ICPs are problematic. The company will focus on too broad a customer base, waste time and effort with unqualified prospects, and blunt their sales pitch with irrelevant value propositions.

Scale 206

Scale Startup Scaling Technology 206

Sales Hacker

MARCH 27, 2018

This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time. If I hear the phrase “ADD VALUE” one more freaking time, I am going to choke someone. I’m talking about that single overused phrase that goes like this, “Just add value.” I was exhausted from hearing the same old spiel.

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Sales Hiring B2B Banking Sales 103

Think Strategies

MARCH 27, 2018

Cloud Service Intelligently Streamlines the Accounts Payable (AP) Workflow Process. THINKstrategies announced today that Yooz has been named a winner of the Best of SaaS Showplace (BoSS) Award. This program promotes the measurable business benefits delivered by today’s Software-as-a-Service (SaaS) solutions. The BoSS Awards is an ongoing program administered by THINKstrategies’ Cloud Computing Showplace to recognize SaaS companies that are delivering measurable business benefits to specific user

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SaaS Payments Payment Solutions Payment Services Payments 100

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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.

Payment Solutions

Intercom, Inc.

MARCH 28, 2018

The prevailing view of customer support is that it’s a cost center, and that companies are always looking to lower those costs. The problem with this train of thought: you’re missing out on revenue. At Intercom, we have learned that investing in real-time support, with response times under 5 minutes, can actually turn customer support into a revenue driver.

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Revenue Customer Support Onboarding Operational efficiency. 213

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

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B2B Strategy Sales Underperforming Technical Team 94

Think Strategies

MARCH 26, 2018

Anyone who has attempted to adopt Salesforce cloud solutions in an enterprise environment knows that it may not be as easy as expected because of the additional effort typically required to integrate various data sources. This is a common problem that has plagued the enterprise application industry since its inception. In fact, it spawned an entire subsegment of data integration solution vendors and systems integration service providers that have prospered by helping organizations overcome their

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Marketplace as a Service Acquisition Cloud Enterprise 100

Intercom, Inc.

MARCH 30, 2018

Very few non-fiction books have had the long-lasting impact of Dale Carnegie’s 1936 classic, How to Win Friends and Influence People. The title alone was a meme long before memes were a thing – the phrase became shorthand for the cultivation of a winning personality, especially in the pursuit of professional success. So how has the book remained such a bible for sales and marketing professionals?

Scale 206

Scale Sales Hiring Marketing Sales 206

FastSpring

MARCH 28, 2018

The line between the “real” world and the digital one is becoming more blurred by the day. Virtual reality and augmented reality (also known as mixed reality) are changing the way we experience the world.

Trends 61

Trends 61

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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.

Payment Solutions

Sales Hacker

MARCH 29, 2018

This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment. There are dozens of tools to stimulate conversations between salespeople and sales leaders.

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Underperforming Technical Team Data Sales Software Review 85

CloseSaaS

MARCH 28, 2018

The year is 2018 and millennials are dominating the workforce.

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Sales 52

Intercom, Inc.

MARCH 29, 2018

Eric Siu has helped some of the biggest brands in tech accomplish one all-important task: grow their revenue. Eric is the CEO of digital marketing agency Single Grain. His team works with companies ranging from tech giants like Amazon, Uber and Salesforce to Series A stage up-and-comers as they try to acquire more customers. He also hosts two podcasts: Marketing School with Neil Patel and Growth Everywhere , an entrepreneurial podcast where he dissects growth levers that help businesses scale.

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Scale Business Content Marketing Interviewing 192

Chart Mogul

MARCH 26, 2018

Learn how InsureSign — an e-signing solution for the insurance industry — uses ChartMogul to better understand revenue and get a detailed picture of sales performance. Joe Floyd, a veteran software creator, started InsureSign, the fastest, simplest and most secure way to get documents signed electronically. InsureSign is trusted by tens of thousands of users across North America.

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Sales Recruiting Outbound Sales Team Sales Healthcare 49

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

MARCH 26, 2018

Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video? It didn’t involve months of prep work, costly videographers, or expensive equipment. I’m telling you this because whether you want to use video in your marketing or sales campaigns, it is possible to make the process agile.

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CloseSaaS

MARCH 27, 2018

Here's the recording of today's webinar on how to close bigger and better deals in the changing sales landscape of 2018, with Aaron Ross of Predictable Revenue, Alex Berman of Experiment 27 and Steli.

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Revenue Sales B2B 52

Intercom, Inc.

MARCH 26, 2018

Your help center is the home of all knowledge about your product. It gives your customers the information they need to break down their learning barriers and hopefully become expert users of your product. This makes it a critical retention tool. Our product teams sometimes ship more than 100 changes per day. If you develop and ship new features as often as we do, it’s vital that your articles help your customers keep up with the changes.

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Education Customer Support Branding Management 190

Chargify

MARCH 28, 2018

Want fries with that? Whether or not you saw the movie “The Founder,” you’re probably already aware that McDonald’s had a lot of successful firsts, such as the first assembly-line system for fast food. You may not know that in 1958, McDonald’s was the first fast food restaurant to debut combo meals in the U.S. While the convenience of combo meals abounds in all fast food restaurants today, in 1958 the opportunity to purchase a main dish, side, and drink for a set price (and less than if all the

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Pricing Innovation Scale SaaS 47

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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?

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Sales Hacker

MARCH 28, 2018

The software and technology landscape around you is changing rapidly—that means your career path in sales too. But in order to accelerate your sales career, you have to balance the risk versus the reward. . This is how I did it, and what you need to know to do it too. Step 1: Find out what you want for your career. I started my professional sales career at HubSpot in 2012.

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Sales Hiring Sales Leadership Software Review 59

CloseSaaS

MARCH 26, 2018

You’ve got a new product you’re ready to start selling. And by some miracle, there’s already a major client ready to pull the trigger. There’s only one problem: You don’t know 100% if you can deliver for them.

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Sales Startup 52

Trujay

MARCH 30, 2018

How does integration help us? With today’s technology, merging data into one platform allows for immediate decisions, the ability to anticipate buying trends and recommend new products to customers, thus giving companies a competitive edge in today’s markets.

Data 43

Data Trends Technology Marketing 43

Adhere Creative

MARCH 29, 2018

P eople don't want to buy a quarter-inch drill. They want to buy a quarter-inch hole!-Theodore Levitt. This quote has become something of a rallying cry for marketers. We don't want to just push our features-we want to market to our customers' results. However, Levitt's quote is from the 1960s and companies are still falling short when it comes to focusing on customer jobs to be done.

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Branding Marketing Development 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

OpenView Labs

MARCH 27, 2018

We are thrilled to welcome Pipefy to the OpenView family with the announcement of their $16M Series A financing. Founded in 2014 and led by Alessio Alionco, Pipefy provides no-code business process management software to help teams of all sizes at companies like Accenture, IBM, and Santander streamline and standardize their daily back-office workflows.

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Casey Accidental

MARCH 26, 2018

I spent five and a half years working at Grubhub, from series A to right before IPO. This allowed me to learn about many of the intricacies of the restaurant market and food delivery in general. More people have started to take notice of the market because of a slew of market entrants and Grubhub ($9.1B), Just Eat ($4.8B), and Delivery Hero ($7.2B) being successful on the public markets.

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Marketplace as a Service Advertising Acquisition Engineering 65

Trujay

MARCH 30, 2018

How does integration help us? With today’s technology, merging data into one platform allows for immediate decisions, the ability to anticipate buying trends and recommend new products to customers, thus giving companies a competitive edge in today’s markets.

Data 40

Data Trends Technology Marketing 40