Tom Tunguz

JULY 19, 2018

There are three types of product features, a seasoned head of product told me recently. MMRs, neutralizers, and differentiators. MMRs are minimum market requirements; basic features that every customer expects and demands. Neutralizers mitigate competitive threat. Differentiators are your startup’s competitive advantage. As a product manager, I’d never thought about this type of roadmap segmentation before.

Investment 230

Investment Startup Churn Engineering 230

Intercom, Inc.

JULY 16, 2018

The fact that SaaS products are so easy to evaluate and buy is a double edged sword. Yes, on one hand it’s easier for people to sign up and try your product, but on the other hand, a lack of commitment means that switching costs between products are lower. People can leave as fast as they joined up. Therefore it’s necessary for your prospects to get the most out of their free product trial, and thus the main challenges of customer acquisition lie in: Getting as many people as possible to s

Sales 137

Sales Communication Acquisition Engagement 137

Groove HQ

JULY 20, 2018

Upselling doesn’t have to be a dirty word. In fact, it can help you make your customers happier. What comes to mind when you think of the word upsell? For many of us, it might bring up images of sleazy salespeople trying to line their pockets by selling us extra stuff we don’t need. And, […]. The post How to Use Upselling to Increase Customer Happiness, Retention and Revenue appeared first on Groove Blog.

Retention 75

Retention Revenue Entrepreneurship 75

Sales Hacker

JULY 20, 2018

The post How To Increase Customer Contacts By 200% With Relationship Analytics appeared first on Sales Hacker.

Sales 65

Sales 65

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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

Tom Tunguz

JULY 18, 2018

I first met Elad Gil when I became an associate product manager at Google. Back then, he had an unusual habit I noticed right away. Most people carry their laptop in the same way. The laptop is closed, in hand, between the hand and the hip. Elad carries his laptop open, powered on and by the top or bottom corner. He’s so smart and has so much cognitive bandwidth, he simply doesn’t have time to wait for the computer to wake from sleep.

Startup 209

Startup Management 209

SaaSOptics

JULY 16, 2018

Where are you with QuickBooks? QuickBooks wasn’t built for B2B SaaS or subscription-based businesses, but businesses create complicated workarounds to make it viable. That process often looks something like this and leads many to question if an ERP is a necessary move.

Business 65

Business SaaS B2B Payment Features 65

FastSpring

JULY 19, 2018

Last week, the FastSpring team ventured to Zodos Bowling to celebrate the second annual company-wide bowling tournament.

Company Culture 61

Company Culture 61

Tom Tunguz

JULY 14, 2018

Your sales team is starting to close some terrific accounts. As your startup grows, your sales team will experiment with different sales techniques. For example, qualification, pricing, positioning, incentives and contract structure. This is a wonderful phase for a startup. However, there’s a common mistake to avoid. Your VP of Finance should model the impact and approve each experiment.

Payment Solutions 143

Payment Solutions Sales Compensation Government 143

Intercom, Inc.

JULY 18, 2018

It’s time to adopt a more modern approach to lead qualification, one that puts your prospects’ needs first. Today we’re publishing The 21st Century Guide to Lead Qualification to help. In the 1960s, IBM revolutionized the sales process with the introduction of BANT, a framework for finding qualified leads for your product. The mantra is simple: qualify your prospects based on their Budget, Authority, Needs, and Timeline.

B2B 135

B2B Interviewing Sales Software 135

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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

JULY 18, 2018

Three-fourths of customers report using multiple channels throughout their shopping journey. Consequently, if you don’t have omnichannel technology tools in your sales stack , you’re already behind competition. Fortunately, there are some great tools on the market to help businesses conquer omnichannel sales. With these solutions in place, you’ll be able to seamlessly take customers from the research phase to final purchase.

Technology 61

Technology Social Media Point of Sale Marketplace as a Service 61

FastSpring

JULY 17, 2018

You’ve taken the first step and scheduled a software demo to learn more about how an end-to-end ecommerce solution can help you scale your business. Congratulations! But what now?

Software 60

Software Scaling Business 60

Totango

JULY 18, 2018

According to data from Forrester Research, almost two-thirds of interactions between a customer and a company take place through the Customer Service department. Customers often turn to Customer Service or Customer Support teams for help throughout the customer journey. From onboarding challenges, to user experience difficulties, to product misfires, the Customer Support or Customer Service agent is often the customer’s “first responder.”.

Customer Support 56

Customer Support Customer Success Retention Underperforming Technical Team 56

Intercom, Inc.

JULY 17, 2018

Today, we’re announcing our new HubSpot and Marketo apps, which allow you to seamlessly sync your customer data so that you can nurture and convert more leads. Sales and marketing teams today have access to more tools than ever before. These tools help with everything from increasing website traffic to upselling customers, but the abundance of tools on offer brings its own challenges – not least of which is having your customer data in many different places.

Data 120

Data Sales Revenue Marketing 120

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

JULY 17, 2018

Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. Gartner predicted it will become the default selling framework for most tech vendors that exceed $5 million in annual revenue. Moreover, 7 out of 10 surveyed corporate leaders revealed they are increasing their budget to improve their account-based strategies.

Scale 56

Scale Sales B2C Outsourced Development 56

CloseSaaS

JULY 17, 2018

Here's the recording of today's webinar about how to increase your sales conversion rates (and stop leaving leads on the table). Tune in below!

Sales 52

Sales B2B 52

SaaS Metrics

JULY 17, 2018

Introduction Many users find SaaS terminology confusing at first, especially people new to the cloud technologies. Understanding SaaS terminology is essential in building a solid SaaS strategy or buying SaaS services. Below we outline all of the important terminologies and acronyms related to SaaS and provide a brief overview of each. Some of the terms included here are also common to other fields such as finance, but they make sense when you are dealing with SaaS (that’s why they have also bee

Finance 49

Finance SaaS Cloud Technology 49

Backlinkfy

JULY 17, 2018

Guest blogging has become quite popular and for a good reason. If you are looking for a foolproof way to improve your reputation and build your SEO as well providing quality content for good backlinks, guest blogging is your answer. Here, you can request a website for a backlink to your site in exchange for good content on their site. A lot of small online businesses have adopted this trend to achieve numerous and high quality backlinks.

Engineering 45

Engineering Interviewing Social Media Trends 45

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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?

Enterprise

Sales Hacker

JULY 16, 2018

I asked Gaetano to join me in a discussion about permission based marketing and growth hacking – and where the boundaries lie with user consent. Here’s a lightly edited version of our conversation. [link]. Gaetano DiNardi pissed off a bunch of marketers recently. We run in the same circles on LinkedIn, and I’d been watching his content for a while when I saw him post something that stopped me in my tracks.

Growth Hacking 55

Growth Hacking Startup compliance Strategy 55

CloseSaaS

JULY 16, 2018

Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers.

Startup 52

Startup Management Sales 52

BetterCloud

JULY 17, 2018

Altitude, our annual customer conference, is taking place October 2-4 in Denver, Colorado. If you haven’t registered already, you should, because it’s a little different from your typical IT conference. What you WON’T get: sponsors. We purposely keep Altitude free of vendors, partners, and resellers so you can speak candidly and not feel pressured to buy anything.

Travel 40

Travel Onboarding Engagement Investment 40

Backlinkfy

JULY 18, 2018

The digital world is growing, with numerous opportunities for different brands and businesses to take advantage of greater connectivity and new technologies. The near ubiquity of the internet in modern life has led to advantages for customers and retailers alike, with online shopping only becoming more common. Even those who prefer to go to a store in person still do their research online to work out where to go to find the kinds of things they want – who among us hasn’t checked the online catal

Healthcare 40

Healthcare Sales Hiring Social Media Advertising 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

JULY 17, 2018

On episode 16 of the Sales Hacker podcast, we speak with Amit Bendov , CEO and Co-Founder at Gong.io about how to scale a tech startup in 2018. He walks us through the inside story of how he developed the idea for Gong — the market testing and market feedback he used to design and refine the product. Tune in to listen to insights from Gong about the ideal types of outreach and how to structure sales conversations.

Scale 52

Scale Sales Hiring Scaling Social Media 52

Intercom, Inc.

JULY 20, 2018

One of the unavoidable realities of working in customer support is responding to customers who are upset or angry. Learning the best ways to handle those situations helps not only satisfy the customer, but also to keep your cool. Before starting in customer support at Intercom, I worked as a bartender in Chicago’s Wrigleyville neighborhood. The area was exciting, busy and filled with people who had started drinking early and kept going all night.

Technical Review 162

Technical Review Customer Support Churn Engagement 162