OpenView Labs

FEBRUARY 27, 2019

I have always enjoyed the hands-on aspect of product development. You might say I was a geek before being a geek was cool. Early on, I also realized that I have a knack for articulating technical information in a way that business people can understand. This is a handy combination of skills in the SaaS world. It allows me to see a problem, figure out how to solve it technically and then effectively explain it to people who might not be quite as tech savvy.

Technical Review 73

Technical Review Pricing Data Marketing 73

The SaaS CFO

FEBRUARY 27, 2019

Guide to Churn and Retention Metrics You’ve often heard that churn is a company killer for SaaS and subscription businesses. To be more specific, high customer churn and long CAC payback periods will most definitely burn through your cash and ultimately lead to the demise of your business. Therefore, it’s critical to track, monitor and […]. The post How to Calculate Churn and Retention in SaaS appeared first on The SaaS CFO.

Churn 87

Churn Retention SaaS Subscription 87

Practical Advice on SaaS marketing

MARCH 1, 2019

There's a reason lots of SaaS companies offer free trials. Done well, they work. They can attract paying customers to software-as-a-service (SaaS) solutions. But it doesn’t happen automatically. There’s nothing about a free trial that magically converts a free trialer into a paying customer. Getting prospects through that journey isn’t easy… meaning there are lot of ways that free trials can go wrong.

Subscription 201

Subscription Payment Features SaaS Data 201

The Daily Egg

FEBRUARY 27, 2019

When attempting to become the best eseller you can be, you may wish to take a few notes from some of the best ecommerce landing pages being published today. If developed and optimized effectively, an ecommerce landing page can become a major catalyst for conversions. That’s because, when it comes to ecommerce, landing pages definitely […] The post The Best Ecommerce Landing Pages to Boost Your Conversions appeared first on The Daily Egg.

Development 275

Development 275

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Artificial Intelligence

SaaStr

FEBRUARY 24, 2019

Recently for the SaaStr Annual, we were “the largest customer” for 3 vendors. All 3 lied to us: One vendor was a friend of a departed contractor. This is a pretty common way deals are done, even today. The champion’s favorite vendor. They misled us in terms of scale and capabilities. One vendor was a well-established software vendor, but misrepresented their experience at scale.

Scale 233

Scale Software Review Scaling Customer Success 233

Incredo

MARCH 1, 2019

It’s a big challenge to reach business growth in a time when thousands of startups are founded on a daily basis. To survive in such a competitive market, you need to have clearly set goals and creative marketing and business strategies. There are many reasons why a lot of startups fail: wrong budget management, uncertain business objectives, lack of expertise, etc.

Startup 178

Startup Software Strategy Marketing 178

The Daily Egg

FEBRUARY 25, 2019

The mouse heatmap may sound like an online tool for rodents, but this type of heatmap is invaluable for B2B digital marketers. Otherwise referred to as a mouseflow heatmap, this tool lets you identify the visitor experience, identify roadblocks, and boost conversions for an optimized website. — Are you looking to optimize your site for […] The post What is a Mouse Heatmap?

B2B 236

B2B Marketing 236

SaaStr

FEBRUARY 28, 2019

I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. We’d closed Qualcomm in Year 1 for the grand total of $10,000. Not all of Qualcomm, but a nice division. It was a great logo in Year 1, and our champion and buyer did 3 webinars for us, an external case study — and an internal case study at Qualcomm. They were magic, these pieces of content.

Pricing 223

Pricing Payment Features B2C Churn 223

Tom Tunguz

FEBRUARY 26, 2019

Last week, the dynamic Harry Stebbings and I recorded episode 213 of the Saastr podcast , where we discussed the learnings from the free trial survey in a bit more detail. Harry’s a wonderful interviewer, and moves effortlessly from topic to topic. I made him laugh once later in the show when I told him about the last book I read. Normally, he’s the one making me laugh.

Machine Learning 175

Machine Learning Artificial Intelligence Interviewing Pricing 175

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Payments

SaaStock

FEBRUARY 26, 2019

In what can be rightfully deemed the era of the entrepreneur, we often gravitate towards glorifying founders; their successes and lifestyles. Yet it is becoming increasingly clear that in a lot of cases, the life of the founder is anything but spectacular. Their struggles are often unspoken and largely remain a personal ordeal. We have been trying to negate that from SaaStock’s inception by creating a platform and a space that is safe for sharing failures and difficulties.

Scale 155

Scale Scaling Entertainment Travel 155

Intercom, Inc.

MARCH 1, 2019

As product engineers, we like to build things, we like to solve problems, and we also want to have impact, right? But in order to have maximum impact, you need to build things that solve the right problems. How do we do that? By cultivating a deep sense of empathy for our customers. At our event Building Intercom in Dublin, I discussed how this empathetic approach can play out even on a small scale, using the example of a seemingly simple feature I was working on.

Engineering 151

Engineering Customer Support Mobile Management 151

SaaStr

FEBRUARY 25, 2019

You should. It’s always awkward when ex-founders, ex-CEOs, etc. remain on the board, at least 90% of the time. First, things will change. As you leave your operating role, the company will a year or two be very different from the company you worked out. Second, the Board is the CEO’s boss. Having an ex-colleague as your boss is full of issues and micro-conflicts.

Startup 156

Startup 156

Tom Tunguz

FEBRUARY 25, 2019

I remember the first time I visited China. We landed around 11pm local time in Beijing in the midst of the summer heat wave. As we landed, humidity fogged the Boeing’s windows, and the runway lights projected mirages from the haze. I could have sworn that heat was the product of a billion people’s fervent labor to advance their country and pull themselves into a new era.

AI 150

AI Startup Machine Learning Artificial Intelligence 150

Speaker: Timothy Chan, PhD., Head of Data Science

Are you ready to move beyond the basics and take a deep dive into the cutting-edge techniques that are reshaping the landscape of experimentation? 🌐 From Sequential Testing to Multi-Armed Bandits, Switchback Experiments to Stratified Sampling, Timothy Chan, Data Science Lead, is here to unravel the mysteries of these powerful methodologies that are revolutionizing how we approach testing.

Innovation

Predictable Revenue

FEBRUARY 28, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jack Veronin, Senior Sales Development Manager at EverString. The post The science of sales development: how Everstring uses intent data to build pipeline appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Development 133

Development Data Sales Revenue 133

SaaStock

FEBRUARY 28, 2019

On the latest episode of the show, we host with Dave Gerhardt, VP Marketing at Drift, and talk about the importance of brand in B2B and how to go about creating an awesome one. Dave joined Drift at the very start as the first marketer. When I asked him whether it had been his impressive resume, featuring names such as HubSpot and Constant Contact that got him the job, Dave admitted it was actually his side project, the Tech in Boston podcast, slack channel and email list that had caught the atte

Branding 103

Branding B2B Marketing SaaS 103

SaaStr

MARCH 1, 2019

The confidence. That’s the first thing you see: Are they confident in their progress? Are they confident in their metrics? Do they know them cold — customer count, ACV, # leads, etc.? Do they have confident, credible, data-driven reasons to meet the plan for this year? Are they confident as a team — do they finish each other’s sentences in the right way?

Metrics 152

Metrics Data Marketing 152

Intercom, Inc.

FEBRUARY 26, 2019

When it comes to scaling a business in 2019, one thing matters most: customer experience. For today’s prospects, that means providing a real-time, personalized buying journey. Last week we sat down with growth expert Sujan Patel to talk about how sales teams can create these experiences at scale – with chatbots. Chatbots enable sales people, us included ??

Scale 112

Scale Sales Scaling Subscription 112

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Payments

Neil Patel

FEBRUARY 26, 2019

I started young. At the ripe age of 15 and a half, I started my first online business. Can you guess what it was? It was a job board. I created it because I couldn’t find a high paying job at that young of an age. Heck, I struggled to find even a low paying job! As you probably can guess, it failed and, eventually, I went on to do other stuff. From creating an ad agency to a few software companies… the list goes on and on.

Entrepreneurship 111

Entrepreneurship Social Media Startup Revenue 111

Unbounce

FEBRUARY 27, 2019

In 2019, more than half of all web pages will be loaded on smartphones. This means more prospects than ever before will connect to your business while on the go. But it also means more of ‘em will connect while hurrying between appointments—or while fighting for a seat on public transit, or while struggling with spotty Wi-Fi at the local Starbucks. So they’ll have much less patience for your slow-loading web pages, no matter what you’re offering.

Underperforming Technical Team 111

Underperforming Technical Team Mobile Web Development Web Developers 111

SaaStr

FEBRUARY 27, 2019

The simplest forcing function to help your first VP of Sales and Marketing work well together is for you all to agree on what the #1 core metric in the funnel is. And then what the core goals are there for each month and quarter of the year. Is it X leads per month? Is it a certain number of MQLs? Or is it SQLs? Or is it SQOs by number? Or is it Y $$ of opportunities?

Marketing 144

Marketing Sales Metrics Revenue 144

Intercom, Inc.

FEBRUARY 27, 2019

Raise your hand if you started this year with a productivity resolution. How are you tracking against it now? If you’re like most people, that resolution may be slipping further out of sight. The majority of New Year’s resolutions fail by February, so the odds are stacked against you. If your goal is to be more productive, the best place to start is by having the right tools.

Cloud 106

Cloud Sales Management Marketing 106

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Artificial Intelligence

Sales Hacker

FEBRUARY 28, 2019

Have you considered reconnecting with your old sales leads? You’re not alone. Getting traffic and leads is the biggest pain of 63 percent of all businesses. Source: HubSpot. But MarketingDonut says 44 percent of salespersons give up after one rejection. Albeit, 80 percent of the time, business leads need about five follow-ups to convert to paying customers.

Engagement 102

Engagement Social Media Sales Communication 102

Zuora

FEBRUARY 28, 2019

Zuora has been named a Great Place to Work® on the list of Best Workplaces in the Bay Area. This […]. The post Zuora: One of the Best Workplaces in the Bay Area! appeared first on Zuora.

91

91

SaaStr

MARCH 1, 2019

My own. When we sold EchoSign to Adobe in 2011, we were profitable, doing $1m a month growing ~100% YoY, had 37% usage market share and 31% revenue market share, and the entire market was probably $50m in size. Fast forward to 2019, and the market size is $1.25b+. 20x+ larger. It was a fair “exit” by the standards of the time, with a reasonable multiple of revenue.

Startup 133

Startup Revenue Marketing SaaS 133

Agile Payments

FEBRUARY 25, 2019

Organizations who serve a customer base that is of a recurring of subscription nature will at one time or another seek out an API for ACH Payments. It is these types of applications that benefit greatly from ACH transactions.

Payments 77

Payments Subscription Payment Features 77

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User Experience

OpenView Labs

FEBRUARY 25, 2019

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.

Sales Hiring 89

Sales Hiring Startup Scale Interviewing 89

Sales Hacker

FEBRUARY 26, 2019

Here’s the scene: you’ve worked hard (really hard) to get a deal to the “verbal yes” stage. Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Or this: “We’re ready to go, but I just need to make little revision to the contract…”. Think about how you’d respond. What would you say that could help you win at this point in a negotiation?

Outsourced Development 88

Outsourced Development Pricing Sales Customer Support 88

SaaStr

FEBRUARY 23, 2019

I don’t think it is. I was curious myself when I saw this question how much pricing had increased at PagerDuty over time. Had it doubled like Dropbox? Subtly increased by playing with tiers like Mailchimp? Ramped up pricing on the enterprise editions? PagerDuty has recently filed to IPO and is doing well north of $100m in revenues today. Often, as a startup grows bigger, it increases its pricing to reflect growth in its brand and market position, and also more enterprise-editions as it goes upma

Pricing 133

Pricing Enterprise Branding Startup 133