Tom Tunguz
FEBRUARY 2, 2020
Net Dollar Retention is one of the most important metrics is a SaaS business. It measures the value of a cohort of customers over time including expansion, cross-sell, and churn (loss of revenue). But how do you measure NDR? Imagine this is your company’s data. The first column is the cohort month for each cohort in a year. The second column is the revenue of this cohort in their first month.
SaaStr
FEBRUARY 3, 2020
Q: What can you do to lower your customers churn rate? A few basic thoughts: Have every customer have a named customer success rep. Every customer. Yes, this is hard if your price point is low. But it can be done. If every customer knows “Casey” is her rep, and who she can turn to … churn will go down. Measure NPS constantly, and set quarterly goals to drive it up.
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Practical Advice on SaaS marketing
FEBRUARY 1, 2020
I’m probably reading the same research you are about upselling. The clear conclusion is that selling more stuff to existing customers is important for software-as-a-service (SaaS) companies. The most successful SaaS companies are generating more than half of their new bookings from Plus, they’re achieving “net negative churn,” meaning the loss of customers is more than offset by selling more to existing customers.
BrightBack
FEBRUARY 6, 2020
Today, we're sharing Brightback's second annual State of Industry Report. In this report, we've surveyed over 400 subscription businesses to better understand how the industry is approaching and prioritizing customer retention. We found subscription companies have completed a shift in focus toward retention over acquisition, but still struggle to execute and engage their customers across teams and systems.
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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.
InsightSquared
FEBRUARY 6, 2020
RevOps is on the rise. In fact, LeanData and SalesHacker’s just released “State of Revenue Operations ” shows a 55% year-over-year increase in companies that have established a dedicated RevOps group—a positive sign that companies believe in the importance of aligning strategy and operations. . However, despite the growth, there are still many challenges facing RevOps teams.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Groove HQ
FEBRUARY 5, 2020
Here’s how we optimize our customer onboarding process to cater to all our customers’ needs. The post Our Customer Onboarding Process: How We Customize Onboarding for 10,000+ Customers appeared first on Groove Blog.
Intercom, Inc.
FEBRUARY 6, 2020
The shift from serving just consumers to serving consumers and companies is a massive one. The story you tell to the market, the competitive moats you build, the pricing models fueling your growth – everything that got you to where you are needs to be reimagined for your new buyer. It might be the same core product, but it’s a completely different strategy. “The shift from serving just consumers to serving consumers and companies is a massive one” For Udemy, investing in a B2B arm se
Totango
FEBRUARY 4, 2020
A customer-oriented approach to business is fast becoming a necessary ingredient for success in today’s customer-centric economy. The idea is simple: look after your customers, and your customers will look after you. This represents a shift from bygone eras when growth strategies were more sales-focused. What makes customer-centric growth so valuable for modern enterprises—and how can you create an effective strategy to promote it?
Sujan Patel
FEBRUARY 3, 2020
If you spend any amount of time in the SaaS space, you hear a lot from leading companies about how committed to transparency they are. And a lot of founders walk the walk. They publish revenue and fundraising numbers. They share detailed accounts of their progress on specific metrics. And they offer behind-the-scenes insights that […]. The post Why Business “Transparency” is B t appeared first on Sujan Patel.
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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.
ProfitWell
FEBRUARY 5, 2020
So, you’re setting out with your company’s first product offering. The SaaS field is intensely competitive, and like everyone else, you’re looking for a sales strategy that will help your product bring in more revenue than your competitors. One simple way of doing this is to just charge more for your product—also known as premium pricing. Product quality, and the perception of that quality, reigns supreme in SaaS.
The Daily Egg
FEBRUARY 4, 2020
Hotjar is a great tool for website optimization, but some marketers may need something a little different. If that’s you, here are 21 Hotjar alternatives. The post Hotjar Alternatives: 21 Tools for Optimizing Your Website and Conversion Rate appeared first on The Daily Egg.
SaaStr
FEBRUARY 5, 2020
We’re almost there! The biggest and best SaaStr Annual ever — March 10-11-12 in the SF Bay Area. Each year, we work to improve our commitment to putting on one of the most inclusive events in Cloud and SaaS. This year, the team has put together a detailed guide on some of the key sessions, workshops, events and more that are part of our Equality program.
Intercom, Inc.
FEBRUARY 4, 2020
An inevitable fact of life is that no matter what team you work on, you’re guaranteed to run into problems you get stuck on. Whether you’re a customer support representative or a product engineer, you will encounter issues and problems that you just don’t have the answer to. In these situations, you essentially have two options: You can try to persevere with the problem until you find a solution.
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
Tom Tunguz
FEBRUARY 3, 2020
Have you ever sold a product while working at the market leader? How about from the market challenger? If you’ve done both, you know how different the role of a salesperson can be in each of these businesses. having them both, I can tell you that though the jobs have very similar titles, the work is quite different. The market leader benefits from the strength of its brand.
Predictable Revenue
FEBRUARY 6, 2020
Training is a funny thing in many organizations: it’s meant to be a critical piece of every new employee's experience, and a direct reflection for how a company expects to run. But, often, training feels like a separate experience, a time divorced, somehow, for real work. The post An outsider’s perspective on how to build a great training program for your sales team with Kyle Van Pelt appeared first on Predictable Revenue.
SaaStr
FEBRUARY 7, 2020
Q: What makes a startup a huge success? My definition of “success” has changed over time. Yours may well too: At first, just being part of something “successful” was enough. Just being part of a hot start-up working with great people. That was all I wanted at first. This was my first start-up job. It was great. Then, I just wanted to be a founder and build something successful and have an “exit”.
Intercom, Inc.
FEBRUARY 4, 2020
Today we’re delighted to launch our brand new API version 2.0 , which makes it easier for our customers to pull, analyze, and update Intercom contact and conversation data. This will more easily allow our customers to transform their data into valuable performance reports and business insights. It consists of an overhauled Conversations API, as well as brand new Contacts and Data Attributes APIs.
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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?
Andreessen Horowitz
FEBRUARY 6, 2020
More than a decade ago, Wired editor Kevin Kelly wrote an essay called “ 1,000 True Fans ,” predicting that the internet would allow large swaths of people to make a living off their creations, whether an artist, musician, author, … The post 1,000 True Fans? Try 100 appeared first on Andreessen Horowitz.
Neil Patel
FEBRUARY 4, 2020
If you want to get traffic from Google, how would you go about it? Chances are you are either going to leverage SEO or pay for some ads. But what if there was another way to get traffic from Google? A way that didn’t take as long as SEO and didn’t cost money like paid ads. And no, I’m not talking about Google News… there is actually an easier way. It’s so effective that it drove 18,800 visitors to my site in the last 3 months.
SaaStr
FEBRUARY 2, 2020
I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees. We don’t know exactly how many, other than that it will be more than last year’s ~12,000. But who comes?
Unbounce
FEBRUARY 4, 2020
When SaaS companies grow, they want to grow fast. But for every dollar you raise from investors, for every new developer you hire, and for every new beanbag chair you add to your fancy office loft—your marketing team gets put under just a little bit more pressure. Because when you start to scale up, everyone looks to the marketers on your team to deliver more leads, more demo requests, more trial starts, more paying customers, more, more, more.
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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.
Andreessen Horowitz
FEBRUARY 4, 2020
Four years ago, when we launched our first bio fund , the idea that software would make an impact in drug discovery sounded like science fiction; the idea it could transform the patient experience in healthcare a fool’s errand. Fast … The post Bio Fund III appeared first on Andreessen Horowitz.
ITPro
FEBRUARY 5, 2020
Reduce your reliance on big vendors by learning how to spin up your own private cloud
SaaStr
FEBRUARY 1, 2020
We launched SaaStrUniversity.com over the holidays and have already crossed 3,000 founders, CEOs, and SaaS execs learning on the platform. About 60% of the folks on SaaStrU are founders, the rest are a mix of sales, marketing, and product professionals. SaaStrU currently consists of 300 lessons spread across 3 courses. They are a combination of updated, refreshed SaaStr.com content paired with the best videos and lessons from our top speakers over the past years.
SaaSX
FEBRUARY 5, 2020
While many of these mistakes or potential issue items are likely to be more prevalent in a business with a lean (or essentially non-existent) finance team, we’ve seen large businesses deal with many of these same challenges. Here are the top 8 mistakes I see most frequently (along with some potential fixes if you are dealing with any of these issues within your own business!).
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Choosing the right Embedded Payments partner can feel overwhelming. This evaluation scorecard and comprehensive buyer’s guide simplifies the process by breaking down key criteria to consider. Learn how to assess partners that align with your goals, offer personalized support, and drive long-term success. This guide and scorecard equip software companies with the insights to make confident, informed decisions that enhance customer experience and fuel business growth.
Sales Hacker
FEBRUARY 6, 2020
In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . “Don’t worry about what you can’t control. Our focus and energy needs to be on the things we CAN control. Attitude, effort, focus – these are the things we can control.” — Tim Tebow.
Andreessen Horowitz
FEBRUARY 3, 2020
When we think about rebellious behavior in the context of organizations and companies, we tend to think of rebels as trouble-makers, rabble-rousers; in other words, people who make decisions and processes more difficult because they may not follow the established … The post Rebel Talent appeared first on Andreessen Horowitz.
SaaStr
FEBRUARY 4, 2020
Lexi Reese, Gusto COO uses her 20+ years of experience to provide advice on building high performing teams using authenticity, empathy and logic. Lexi explains the importance of team trust, driver and passenger mindsets, and much more. Want to see more content like this? Join us at SaaStr Annual 2020. Lexi Reese | COO @ Gusto. FULL TRANSCRIPT BELOW.
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