ChurnZero
MAY 31, 2019
Churn Monster #12: Championless. It’s now been a full year since we first launched the churn monster blog series, can you believe it? Over the course of the past year we have featured a new churn monster each month and taken a look at a life-like scenario involving that churn monster (i.e. customer churn risk ) and how that churn monster might be successfully defeated.
Tom Tunguz
MAY 30, 2019
Imagine a hypothetical startup with 10 account executives that is growing quickly. This startup has two AEs that outperform meaningfully, six that are at typical quota attainment, and two that are underperforming. Where should your sales enablement team focus their time? This is the team’s performance last year. They generated 8.6M in bookings on 10M in quota capacity (which is really good).
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SaaStr
MAY 25, 2019
SaaS as we know it probably started in 1999. Salesforce was founded then, NetSuite just before that. SurveyMonkey was founded in 1999, one of the few SMB survivors of that era. There were apps before that (e.g., WebEx was founded in 1995), but Salesforce kicked off the current era, and is the biggest player in SaaS. That means, especially if you are HQ’d in the Bay Area or have or are opening an office there … the market is flooded with folks with up to 20 years of SaaS experience
Intercom, Inc.
MAY 28, 2019
Seen the new look on the Intercom website today? We made an in-depth video to share our redesign process (scroll down), but for those who don’t have 18 minutes to spare, read on. Memorable brands create enduring connections with the people who interact with them. They do this by clearly articulating what they stand for. These days customers want to know not just what products and services a business can provide, but the mission that drives the company at its core, the promise it’s ma
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.
Predictable Revenue
MAY 27, 2019
Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
SaaStr
MAY 27, 2019
The main advantage is you can pursue a market or opportunity that is not worth their time. Yet. Big, established tech companies aren’t stupid, or ignorant. Not at all. They are better aware of tech trends than you are, usually. After all, they have all the customer data. But so many things just aren’t worth their time … yet. As a rough rule, anything < 10% isn’t material or worth their time.
Intercom, Inc.
MAY 28, 2019
There are two funnels for SaaS companies. The first is all about acquiring new users. The second is all about keeping them. You can growth hack the first one, but to build a great business, you need to invest in the second one. The key to solving the second funnel is onboarding. Great onboarding transforms new customers from fleeting visitors to lifelong power users.
Sales Hacker
MAY 27, 2019
Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. So what’s going on behind the curtain? Yeah, we’ve been thinking about that too. Namely… What does the perfect sales stack look like? And is it possible to leverage technology for a better pipeline and bigger deals?
Predictable Revenue
MAY 27, 2019
For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue.
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
SaaStr
MAY 26, 2019
SurveyMonkey is one of the Old School SaaS companies that has followed an interesting path. Founded back in 1999 (like Salesforce) in the Web 1.0 days, for years it was run by a tiny team and dominated the self-service side of surveys. It stayed small until 2009 when the founders were bought out by a private equity firm. Its growth has been more slow-and-steady than traditional rocketship, crossing $69m in Q4 revenues (let’s call that $280m+ in ARR, so soon to be $300m) — growing 1
Intercom, Inc.
MAY 27, 2019
The design industry speaks English. The articles we read, the tools we use, the conferences we attend: we all speak the same language when it comes to design. If you are investing in self-development and learning about UX, it’s highly likely the materials you use are in English. In fact, right now you are reading this blog post in English. At the same time, for the overwhelming majority of people in the world, English is a foreign language which they need to spend time and effort learning.
Neil Patel
MAY 29, 2019
They say there are over 200 ranking factors in Google’s algorithm. But are you going to take the time to optimize your site for each and every single one of them? Well, you should… but you probably won’t. See, SEO has changed… it used to be that you could do a handful of things and rank well. Sadly, those days are gone. Now you have to do every little thing and do it well to dominate Google.
Predictable Revenue
MAY 29, 2019
This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
SaaStr
MAY 29, 2019
Meet SaaStr’s Most Respected Leaders of 2019. Our most popular CEO, COO’s and Presidents that spoke at SaaStr Annual 2019. Curious how we came up with this list? We found our most popular speakers by speaker views and likes, session bookmarks and ratings weighing categories more heavily for overall rating than initial interest. Using magic (standard deviation) we came up with the best of the best of our sessions as voted by you, our SaaStr community.
Intercom, Inc.
MAY 30, 2019
When we ship, we of course have done our diligence with research and design, but we’re also keenly aware that there’s so much we don’t know. As a result, we’re looking to start rich dialogues with lots of different people: prospective customers who are talking to Sales, existing customers who are solving issues with Support, and customers who have left for alternative solutions or for other reasons.
Nimble - Sales
MAY 28, 2019
Without a doubt, social media platforms and e-commerce solutions are two of the most influential phenomena of the 21st century. Both have significantly changed the way we get information, buy and sell goods & services, and interact with others. Many would attest that both have altered how we see the world as a whole. Some […]. The post How Has Social Media Changed Marketing for E-commerce Companies?
Cobloom
MAY 28, 2019
Customer churn is bad. As a statement, that's uncontroversial. But for all its truth, it's also pretty unhelpful. As any SaaS founder knows, some degree of churn is unavoidable - there'll always be customers that cancel their subscription, because of failed payments, cashflow crises or plain unhappiness. That leads into an obvious question: how much churn is too much?
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SaaStr
MAY 29, 2019
We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. It impacts your NPS and relationships. And importantly, it will burn up a lot of internal discussion and brain cycles and won’t really matter.
Predictable Revenue
MAY 30, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue.
FastSpring
MAY 28, 2019
Did you know that the conversion rate for visitors who land directly on a product page is around 7%? That should blow your mind when you consider the conversion for visitors who land on the homepage is only 2-2.5%. That means visitors are 3x more likely to convert if they land directly on your product page. So, I guess your product pages better be on point if you want to get those sweet, sweet conversions.
Andreessen Horowitz
MAY 29, 2019
Editor’s note: Since we closely follow China and the global nature of tech in general, among other topics related to innovation, here are highlights from a two-hour interview that Ren Zhengfei, the founder and CEO of Huawei (the world’s largest …
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SaaStr
MAY 28, 2019
Join Derek Anderson, Co-Founder of Bevy alongside Atlassian Sr. Director of Customer Engagement, Leslie Lee, Salesforce VP of Community Erica Kuhl and Slack Developer Marketing Manager Elizabeth Kinsey for a session on building communities. Want to see more content like this? Join us at SaaStr Annual 2020. Derek Anderson, Co-Founder @ Bevy. Leslie Lee, Sr.
Predictable Revenue
MAY 30, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue.
Sales Hacker
MAY 29, 2019
No matter what your tech stack currently looks like, it’s going to change. It’s a fact. New tech will constantly come to market and your needs will continually evolve. Which means you’re going to be evaluating new sales tech on a regular basis. But how do you decide? In this article, I’ll share a simple plan for evaluating new sales tech, so you can confidently say yes or no to any new offers.
Nimble - Sales
MAY 30, 2019
Did you know that the number of Facebook users already exceeds 2 billion? And that the number of users who visit Instagram monthly reaches 1 billion? A good reason to rely on social media for promoting your business, isn’t it? On the other hand, social media management is not as easy as it sounds. Especially […]. The post 10 Social Media Management Tools Small Businesses Can’t Live Without appeared first on Nimble Blog.
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SaaStr
MAY 27, 2019
On a day when there is a lot to remember, a quick note to all the military veterans in SaaS and Cloud: You come to SaaStr Europa and SaaStr Annual on us. Just apply as part of our inclusion program, right here -> at SaaStrInclusion.com. We’ll get you a VIP ticket to either or both events, at no cost. Thank you for your service, and for everything.
InsightSquared
MAY 29, 2019
I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe. This was a community who understood the power of alignment—that creating alignment across a company’s functional areas is the “master key” to unlocking exponential growth.
Divestopedia
MAY 28, 2019
Have you thought about who is going to sell your business? Seems like an easy answer (me), but chances are you aren't the right person to sell your own business. Here's why.
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