SaaStr
OCTOBER 2, 2019
The other day, I had an experience I’ve never had in 14 years of building and buying SaaS: I became That Angry Customer. Really, an Angry Ex-Customer. I don’t have time or energy to get too angry about a few bits and bytes, or a few nickels. But in this case, the vendor just went too far, too many times, and created disruption all across our little tiny team.
Kellblog
SEPTEMBER 29, 2019
I’m frankly shocked by how many startups treat pipeline as a monolith. Sample CMO: “we’re in great shape because we have a total pipeline of $32M covering a forward-four-quarter (F4Q) sales target of $10M, so 3.2x coverage. Next slide, please.”. Regardless of your view on the appropriate magic pipeline coverage number (e.g., 2x, 3x, 4x), I’ve got a slew of serious problems with this.
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ProfitWell
OCTOBER 2, 2019
You love your customers. They enable your business to, well, be. You want to retain them and worry about which ones might be looking slyly around over their shoulder, wondering if they could have it better with one of your competitors. Understanding which of your customers is most likely to churn can be an anxious business for a SaaS company. Churn can appear to happen suddenly owing to any number of potential factors, and customers who do churn are unlikely to write you a “Dear John” letter exp
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Andreessen Horowitz
OCTOBER 2, 2019
“To me it’s kinda funny, the attitude showing a n*&#a driving. But don’t know where the f**k he’s going, just rolling”. —Easy E, “Straight Outta Compton”. Years ago, I remember yelling at my CFO Dave Conte. He built a financial … The post The Map and the Terrain appeared first on Andreessen Horowitz.
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Tom Tunguz
OCTOBER 4, 2019
In a recent interview, Sid Sijbrandij, the founder of Gitlab observed something about remote teams that I think is absolutely true. I’ve seen it in many of the remote/distributed companies we work with. He said: Remote forces you to do the things you should be doing any way earlier and better. As company scale, they need to develop infrastructure to successfully manage and coordinate large numbers of people.
Cobloom
SEPTEMBER 30, 2019
Selling a new SaaS product isn't easy. Many of the challenges faced in the day-to-day seem impossible to overcome, but the great companies march forward anyway. They keep executing, breaking each impossible challenge down into smaller, solvable problems. Successful SaaS products typically follow a similar playbook, and go through 4 distinct phases: pre-traction, initial traction, initial scale and scale.
Incredo
OCTOBER 2, 2019
Just a few words before we start… In the f??t-????d world ?f t??hn?l?g?, growing ??ur bu??n??? ??n b? a significant challenge. The good news ?? th?t “S?ftw?r?-??-a-S?rv???” ?? growing r???dl? ?n popularity, creating perfect ??nd?t??n? for ?x??n???n among both emerging ?nd established ??m??n???. . Not all businesses rent an office for their activities.
The Daily Egg
OCTOBER 2, 2019
Author’s Note: We want to focus on giving you actionable advice for things you can pay attention to, evaluate, and implement quickly to make sure you get the most out of the remainder of 2019. First up in this series is our most recent webinar featuring ways for you to use Google Analytics and Crazy […]. The post Setting Up Google Analytics and Crazy Egg to Help you Drive More Conversions appeared first on The Daily Egg.
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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.
Tom Tunguz
SEPTEMBER 30, 2019
Over the weekend, there was quite a bit of press about the challenged state of startup IPOs this year. I was curious about the real trends in share prices, so I gathered the data on some of the more salient IPOs. The chart above shows 11 IPOs at different points in their life cycles. The leftmost column is the price of the shares at IPO, followed by the share price on the first day close, followed by Friday’s price.
SaaStr
OCTOBER 1, 2019
This is a scenario a lot of us will go through. There’s no magic solution here, but a few thoughts: First, build a “better” edition they can choose to upgrade to. Even if they have an unlimited right to your Professional Edition, add an Enterprise Edition. Or Global Edition. Or Unlimited Edition. And truly make it better. This worked well for us when we added a localized version of the product.
Intercom, Inc.
OCTOBER 1, 2019
Most SaaS companies start with a single solution designed for a single audience. But as they pick up steam, offering more products to multiple target markets, it’s easy for the message to get a little fuzzy. When Shane Murphy-Reuter joined us here at Intercom as SVP of Marketing earlier this year, he had to manage four different teams on two continents working on multiple products.
Predictable Revenue
SEPTEMBER 30, 2019
Read more on Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing… The post Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing appeared first on Predictable Revenue.
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
Neil Patel
OCTOBER 1, 2019
Google released a major update. They typically don’t announce their updates, but you know when they do, it is going to be big. And that’s what happened with the most recent update that they announced. A lot of people saw their traffic drop. And of course, at the same time, people saw their traffic increase because when one site goes down in rankings another site moves up to take its spot.
SaaStr
SEPTEMBER 29, 2019
Lots of SaaS companies don’t offer a free trial — intentionally. A free trial is a bad idea if: Your product has a lengthy and/or complex deployment process. If it’s going to take 30–60 days to go live, a Free Trial will just lead to failure. That’s way too much work just to see if you might want to buy a product. Most prospects will give up and quit.
Intercom, Inc.
OCTOBER 1, 2019
There are no silver bullets in sales – no tricks, hacks, or mantras that can guarantee you’ll hit target. But there are actionable plays that high-growth companies use to scale their revenue. Having led sales teams at Facebook, Twitter, and now Intercom, I’ve developed and executed many of these plays. These sales plays are the answers to mission-critical questions like “What criteria will I use to hire sales reps?
Predictable Revenue
OCTOBER 3, 2019
We explore in detail how to host a sales kickoff event. We'll look at when to do them, why to do them, and how to do them great! The post The ins and out of hosting a sales kickoff event: when to do them, why to do them, and how to do them great with Emarsys’ Meganne Brezina appeared first on Predictable Revenue.
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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
OCTOBER 4, 2019
Editor’s Note: The open source software (OSS) movement has created some of our most important and widely used technologies, including operating systems, web browsers, and databases. Our world would not function, or at least not function as well, without open … The post Open Source: From Community to Commercialization appeared first on Andreessen Horowitz.
SaaStr
OCTOBER 4, 2019
There are probably a multitude of reasons. But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was most fixed for a year. But, Budgets were more elastic and flexible. Top tech companies might employee 10,000–30,000 or more employees. That sounds like a lot, and it is. But then it all gets broken down into divisions and groups.
Intercom, Inc.
OCTOBER 3, 2019
? ?. On this week’s show, we catch up with email marketing strategist, Val Geisler, as she walks us through some practical emailing tips, her process for onboarding, and why she likens career progression to a spiral staircase. Val has experience in a number of different sectors, having started out as a stage manager for operas before moving onto life as a virtual assistant and eventually setting up her own consultancy firm, Fix My Churn.
Predictable Revenue
OCTOBER 4, 2019
Read more on Why Validate an Outbound Strategy?… The post Why Validate an Outbound Strategy? appeared first on Predictable Revenue.
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Unbounce
OCTOBER 1, 2019
By now, you’ve probably heard something about Zola. If you haven’t, suffice to say that they’re kind of a big deal in the wedding industry. After exploding onto the scene in 2013, Zola quickly became the fastest-growing wedding startup in the United States, trouncing old-school competitors with their headache-free approach to big-day planning.
SaaStr
OCTOBER 3, 2019
Want to see more content like this? Join us at SaaStr Annual 2020. Doug Pepper | Marketing Director @Shasta Ventures. FULL TRANSCRIPT BELOW. All right. Good morning everybody. How are you? I really appreciate you coming here since Jason Lemkin is speaking downstairs. Are you sure you don’t want to be there? I’m amazed there’s this many people in the room.
Andreessen Horowitz
OCTOBER 3, 2019
As Steve Blank has documented in his “ Secret History of Silicon Valley ”, the origin of the American high-technology industry traces back nearly a century to the creation of such critical defense technologies as radar, electronic navigation, and satellites. … The post Anduril appeared first on Andreessen Horowitz.
Nimble - Sales
OCTOBER 2, 2019
When you run a summer camp, you know the majority of your funds come from the registration and attendance fees you collect during the warmer months of the year. However, more general donations from your camp’s community are another source of income for you to improve your programming and keep kids coming back year after […]. The post 3 Top Tips: How Camps Should Communicate with Major Donors appeared first on Nimble Blog.
Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
FastSpring
OCTOBER 3, 2019
Cross-selling and upselling is all about giving your customer the right solution for their unique needs. Whether you sell them a higher-quality/more comprehensive version of the product or an add-on to complement their purchase, both your customers and your bottom line come out ahead of the game. Now, you just need to decide on the right sales strategy.
SaaStr
SEPTEMBER 30, 2019
Historically, there has been 1 good solid reason to pay top employees at software companies a lot: leverage. Historically, a very small but mighty team could build a piece of software — say even just a team of 10–20 — and with a lot of hard work, and quite a bit of lucky, many millions could buy it. If once piece of software can sell $10m, $50m, $100m+ a year … and you only need a handful of engineers to build and ship it and distribute it … the truth is, it doesn’t matter too much, within limit
Andreessen Horowitz
OCTOBER 1, 2019
When you enter your desired destination into Google Maps, the app plots out the fastest, most efficient route, even adjusting for traffic and coffee stops along the way. You don’t even need to enter your current location—Google Maps already knows … The post Seeking the ‘Google Maps for Money’ appeared first on Andreessen Horowitz.
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