SaaStr
DECEMBER 29, 2019
Salesforce likes to talk about “Customers for Life”, and while that’s sort of catchy, it’s a little hard to grok what it really means. It finally sunk in for me a bit the other day. At EchoSign, now Adobe Sign, there’s a large group of well-known customers that I closed, Back in The Day … that now have been customers for 10 years.
ProfitWell
JANUARY 3, 2020
There are so many SaaS acronyms used on the daily—LTV, CAC, MRR, ARR, ROI, ARPU—making it difficult to keep them all straight sometimes. Annual recurring revenue, or ARR, is a commonly-used SaaS term, and for good reason. It’s a momentum metric. There’s also ACV, which stands for “annual contract value.” With dozens of SaaS acronyms, ACV tends to get lost in the mix.
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OpenView Labs
JANUARY 2, 2020
As business go-to-market models continue to evolve, so do sales organizations. Sales is a little unique at a product led growth (PLG) organization. Rather than being singularly focused on making the sale, the true goal is to deliver an effective customer experience. In a sales-led organization, the selling is usually done by sheer will and determination.
SaaStr
JANUARY 2, 2020
Q: What are some no-no’s when it comes to funding a startup? Here’s my list: Never assume your existing investors will write you another check. They may, but it’s hard to predict if they will. Just assume any more money has to come from new investors. You’ll plan much better that way. This is my #1 no-no by far. Make sure the money lasts at least 18 months.
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SaaStr
DECEMBER 31, 2019
Q: Do customer testimonials work? How? They work — if done right. And they are incredibly important. We spend so much time marketing and selling to customers. And building stuff for them. But almost no one thinks enough about what a buyer really goes through. Especially, sales and marketing teams often don’t think enough about the risks in buying a new piece of software.
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Andreessen Horowitz
DECEMBER 30, 2019
This is a written version of a presentation I gave live at the a16z Summit in November 2019. You can watch a video version on YouTube. My day job is to think about the future, so I’ve been thinking … The post Life in 2030 appeared first on Andreessen Horowitz.
Sales Hacker
DECEMBER 30, 2019
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer.
SaaStr
DECEMBER 28, 2019
So you had a great December, added a great VP or two last year, won some bigger deals, and in general — you’re feeling good. You’ve even got a decent financial plan for this year in place. Even better. With all that behind you … let me challenge you to 10 SaaS New Year’s Resolutions. Pick a few that work for you: Get That Key VP Hire Done in Q1.
Intercom, Inc.
JANUARY 3, 2020
More and more companies are reaching the tipping point where their human teams can’t keep up with their growing volume of support conversations. Chatbots are supposed to be the fix – providing basic help to customers while taking pressure off the team behind the scenes. But there’s some tension at play. We need these chatbot interactions to be frequent enough to make a real impact on team capacity but thoughtful enough that they protect our hard-won customer relationships.
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.
Chart Mogul
JANUARY 3, 2020
Communication is the biggest challenge of remote teams. A simple time-tested principle can help you overcome it and become more productive. It wasn’t that long ago when remote work was considered a rare and luxurious perk. In many workplaces, a request to work offsite needed to be approved by multiple levels of management — and all too often, those requests were denied unless the employee had a really good reason.
Adhere Creative
JANUARY 3, 2020
“Life belongs to the living, and he who lives must be prepared for changes.” - Johann Wolfgang von Goethe.
SaaStr
JANUARY 2, 2020
Why If You Can Get to $10m ARR, You Can Get To $300m ARR. Woah. That may sound controversial, or even silly. VCs may mock this. But hold on. Let me prove it to you. If you can get to $10m ARR, with positive revenue retention, you can indeed get to $300m ARR. In fact, the odds might even be seen as high. How can that be? It’s just math. Three factors combining together: First, the overall market for SaaS continues to grow.
Intercom, Inc.
JANUARY 3, 2020
This year, with the ushering out of one decade and the heralding of a new, we decided to broaden the conversation and also take a look at the decade we are leaving behind and our hopes for tech in the next 10 years. If you’re short on time, here are some quick takeaways: From Superhuman to bedside lamps, we look at the products and technology that defined 2019.
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
Nimble - Sales
JANUARY 3, 2020
The life of a solopreneur can be a bit overwhelming. You have this awesome product that’s going to make people much happier and efficient, but when it comes to sharing this product with the world, it seems you’ve hit a dead end. When you read about marketing, all you see are these great examples from […]. The post 5 Marketing Strategies to Grow Your Small Business appeared first on Nimble Blog.
Net-Results
DECEMBER 30, 2019
What an awesome question (and one that a lot of people aren’t thinking about!). So how do you optimize a conversion funnel? 4 easy steps: Define the steps in your conversion funnel Gather data on conversion rates between each step Identify the bottlenecks in your funnel using the gathered data Experiment with methods of getting your bottlenecks unblocked.
SaaStr
DECEMBER 31, 2019
Q: When should I pay the commission for SaaS sales? All of our trial signups will get an automatic email from an account executive. How do we decide if the AE was responsible for the sale versus the sale just happened organically? Every company with a self-serve component and a sales-driven component frets a bit about paying sales reps on deals that close “automatically”, or close to it.
FastSpring
JANUARY 3, 2020
Traffic is ready to flow to your site if you can open the right avenues. The key is finding the best traffic sources for your specific digital product. Review your demographics and take a look at this list. Organic Search. In an ideal world, everyone would find your site naturally. When they search for their topic of interest, your website would be at the top of the list!
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Nimble - Sales
DECEMBER 30, 2019
Email marketing is dead. That’s what some people think. Most consider social media to be more profitable in 2020. However, that’s not the truth. Email marketing is not only still alive, but it can give SMM a run for its money. We’ve compiled a list of email marketing trends you as an email marketer should […]. The post 8 Email Marketing Trends to Follow in 2020 appeared first on Nimble Blog.
Net-Results
JANUARY 2, 2020
A strong brand persona has a lot of moving parts. Not only do you need to have your mission statement, core values, and strengths or USPs, but you also need to cultivate a relationship of trust with your audience and a strong visual identity. So how do you establish a brand’s persona in the minds of its social media followers? Let’s get right into it with lots of real-life examples from brands you might be familiar with. 1.
SaaStr
JANUARY 3, 2020
Q: What are your views on growth or valuation over profitability for startups? In the end, the trade-off between growth and profitability may sound like a balanced one. Both are great ways to build something enduring. But the question (and answer) is how will you make money from your equity : If you are going to make money from profits and “dividends”, like 99.9% of businesses do, then profitability at some point is better than marginal additional growth.
Totango
JANUARY 2, 2020
As the economy continues to become more digitally-based, customer data becomes more valuable and accessible than ever. To operate without insight into your customers’ preferences or behaviors is to work in the dark; it’s both ineffective and inefficient, leaving far too much up to chance. The evidence is clear —companies that use customer data insights to arm their operations teams outperform their competitors by as much as 85%.
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Nimble - Sales
DECEMBER 30, 2019
Marketing is a must-have tool for your business. It doesn’t matter what you sell or what kind of services you offer: you simply can’t do without digital marketing automation tools that can save your precious time and allow you to keep up with the latest marketing trends. In this review, we’ll analyze the main reasons […]. The post The Best Marketing Automation Tools to Use in 2020 appeared first on Nimble Blog.
ChurnZero
JANUARY 3, 2020
ChurnZero Leads Momentum Grid on G2 For Third Season. Out of 20 solution providers included in G2’s Winter 2020 Momentum Report for Customer Success Software, ChurnZero has received the highest Momentum Score, based on exceptional customer satisfaction and market growth, reinforcing ChurnZero’s position as the pacesetter in the Customer Success industry.
SaaStr
JANUARY 1, 2020
For 2020 our goal at SaaStr is to continue to find more ways to provide value to the SaaStr community, so we’re launching SaaStr University. It’s 300 lessons in 3+ tracks organizing the best of new and classic SaaStr content into structured lessons! We were also named the #1 Product of the Day by Product Hunt!! Check it out here. The post Kick off 2020 with the New, Free SaaStr University!!
FastSpring
DECEMBER 31, 2019
We asked the often dreaded yet absolutely mandatory question to our team – What’s your New Year’s Resolution? Luckily our team was a good sport about it. So, if you’re looking for some inspiration for last-minute New Year’s Resolutions, here’s what some of our team had to say: “My New Year’s resolution is to travel to at least three different countries and read 12 new books by the end of next year.” – Sudipto Manna (Senior Software Test Engineer). “My New Year’s Resolutio
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Zuora
JANUARY 3, 2020
Subscription business models extend far beyond the software industry. Across the board, industries – from automotive to media to retail […]. The post 3 Predictions for the Subscription Economy in 2020 appeared first on Zuora.
ChurnZero
JANUARY 3, 2020
Lessons Learned about Building Remote Customer Success Teams from 4 Years on the Job. Author: Ingmar Zahorsky , VP of Customer Success, ChartMogul. ChartMogul hasn’t always been a remote company, but the customer success team started with remote in mind. I joined the company 4 years ago as the first full-time customer success hire. Today, I lead a team of 7 people, split across 3 sub-teams.
SaaStr
DECEMBER 31, 2019
Q: What’s it like building a company and seeing the first big sum of money come in? A few key milestones to me in SaaS really stood out: The first $50k deal. This might sound small today, but closing our first customer at $50,000 a year proven we had a viable business. Most of our other customers at the time were tiny ($12-$99 a month). One $50k customer isn’t enough.
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