SaaStr
MARCH 12, 2019
Mark Roberge is a senior lecturer at Harvard Business School and the former CRO at Hubspot. His session was our highest-rated session at SaaStr Annual 2019 and you’re about to see why. He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat.
Tom Tunguz
MARCH 10, 2019
Rewind a decade. Angel investing was an important part of the Startupland ecosystem. Today, you can’t make the same argument. 2018 observed the fewest number of angel-led financing rounds since before 2010. Angels led 156 rounds last year, a figure that collapsed from 714 in 2015. In that same time period, the median angel round has fallen from $500k to $270k.
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ChurnZero
MARCH 15, 2019
Churn Monster #10: Bad Fit Customer . This month we are going to take a look at a churn monster that we’ve all experienced but is different than all the rest, for one very specific reason, that we will get into. We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings.
The Daily Egg
MARCH 15, 2019
The other day, I was speaking with a customer who was having a tough time identifying how to improve her website. This customer, let’s call her Carol, is a business owner who manages an e-commerce website focused on the design and manufacturing of reliable medical products. When I asked her what her biggest challenge was, […] The post How To Run A Funnel Analysis For Smarter Optimization appeared first on The Daily Egg.
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SaaStr
MARCH 12, 2019
Just start with comps. With comparables. Software is very expensive to build, but for the most part, costs almost nothing to ship. It might cost you $0.10 a month in hosting charges per user for an app that isn’t server or storage intensive. So why is one app $5 a month and another $150 a month? The answer is value provided, yes (that’s why Salesforce and Workday can charge so much) … and also, comparables.
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Intercom, Inc.
MARCH 14, 2019
These days, progressive, modern marketers like you and me are always hearing about customer centric marketing. We know that it’s customers, not brands, who hold the power. And while it may be easy to grasp the concept of customer centric marketing, it is damn hard to live, breathe and consistently measure its impact across your business. Being “customer centric” can too often be little more than an empty rallying cry, an aspirational idea where insights are half baked, unshared and certainly not
The Daily Egg
MARCH 11, 2019
If you missed the first part of our series on Recordings, you can pop over to Part One to learn the value of session replays, how to set up a viewing routine, and how to protect your visitors’ privacy. Now that you’re on board with making Visitor Recordings a part of your CRO efforts, how […] The post Visitor Recordings Part Two: Knowing What To Look For appeared first on The Daily Egg.
SaaStr
MARCH 14, 2019
I don’t usually post podcasts or similar media that I do about … myself. That seems a little much. Especially these days, with all the incredible content on SaaStr. But Dimitar Stanimiroff, now CEO of Heresy and previously MD EMEA at Stack Overflow, wanted to do a deep dive ahead of SaaStr Europa and we had some fun. If you want to hear a bit about the early days and lessons learned from them, as well as some succinct thoughts on the Best of SaaStr and how those lessons have evolved
SaaStock
MARCH 14, 2019
On the latest episode of the SaaS Revolution Show, we take you back to the SaaStock18 stage for a panel discussion on what growth investors look for. Jos White, General Partner at Notion Capital , moderates the panel featuring Nicola McClafferty, Investment Director at Draper Esprit, Michael Brown, General Partner at Battery Ventures, and Tom Mendoza, Venture Investor at EQT Ventures.
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.
Intercom, Inc.
MARCH 13, 2019
During your first wave of growth, your initial customers are very important. You have to build a product that solves a problem and works well for them. As you reach your next wave of growth, you need to continue to invest in those customers and in that product, and recognize that, in order to keep growing, you need that product to appeal to more people.
The Daily Egg
MARCH 11, 2019
There comes a time in a business’s lifespan that a rebrand is necessary for new horizons or continued success. However, rebranding can be a nerve-wracking process for business owners, execs, and anyone else involved. This is because a rebrand has to resonate with audiences without losing touch with the current customer base. Failing to rebrand […] The post Ready For Rebranding?
SaaStr
MARCH 13, 2019
A few years back, it seemed like there were 10,000 articles on the pros and cons of raising relatively modest amounts of capital using traditional equity vs. SAFEs and convertible notes. I shared my detailed learnings here, and I think it remains a strong analysis of the pros and cons of each way to raise money, and what really matters: An Insider’s Guide to Convertible Debt vs.
Predictable Revenue
MARCH 14, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes James Bawden, Senior Business Development Representative at Cognetik. The post The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.
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
Intercom, Inc.
MARCH 12, 2019
A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. We had split into two distinct but complementary functions. We now had “hunters” who acquire new business and “farmers” who nurture existing business.
Unbounce
MARCH 14, 2019
Median conversion rates hover between 3-6%, according to the Conversion Benchmark Report. But the best? Anywhere between 12-27%. That’s two to five times the median. If you’re reading this, chances are that you’re stuck somewhere in the depressingly-low single digits. Most are. You’ve got the right keywords, your Ad Groups are on point, and your landing pages nail the essentials.
SaaStr
MARCH 11, 2019
Yes, it sounds early, but we are deep into planning for 2020 SaaStrAnnual. We’re running at 150%+ of last year for attendance already, so it will be quite something. The #1 change we are making is more that doubling the size of the sponsor expo and turning it into the hub of the event and “SaaStropolis” the City Center will be the hub of 2020 Annual.
Neil Patel
MARCH 12, 2019
Do you want more traffic? Well, who doesn’t? The reason you want more traffic is that you think more traffic equals more revenue. But here is what you’ll learn the hard way… as your traffic goes up, your revenue won’t increase at the same pace. And in many cases, as your traffic goes up, your revenue won’t increase one bit. In other words, if you get the wrong kind of traffic, you’ll find yourself spinning your wheels and becoming frustrated.
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Nimble - Sales
MARCH 13, 2019
The Modern Workplace 365 is a five-part series designed to help small business teams understand the impacts of the data-driven buyer’s journey, the unprecedented rate of technology innovation, and multi-generational work cultures on the Modern Workplace. In this post, we discuss shifts in customer expectations, changes to the sales mindset, and toolkits that enable sales […].
FastSpring
MARCH 11, 2019
Application Programming Interface—or APIs for short—are powerful resources for developers around the world. APIs are software intermediaries that help two or more web-based applications, platforms, or systems communicate with each other and initiate tasks or processes. For example, if you’re looking to embedded location maps on your website you can use the Google Maps API.
SaaStr
MARCH 15, 2019
Boy a lot. A list of some of the bigger ones: Not mapping out — and getting to know — all the stakeholders. This is a skill you need to learn quickly in the enterpise. The person that contacts you often is just one of many stakeholders in the purchase. Don’t assume whomever you are currently talking to you is the buyer, or even in the end, the decisionmaker.
ProfitWell
MARCH 13, 2019
On this episode of the ProfitWell Report, Ria Lao , Founder and CEO at GroupStar , has a fascinating question that you've probably thought of at some point: Should you end your subscription price in 9? One of these tricks is to end your prices in 9 rather than a 0 or a 5. It’s a tactic used in retail products and environments, so it stands to reason that it may work in the subscription and SaaS worlds.
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Sales Hacker
MARCH 12, 2019
If you’ve spent any amount of time researching sales strategies online, then you no doubt have heard this: | “Sell your benefits, not your features.”. Or maybe this: | “A great product demo sells your story, not your features.”. Those are both good pieces of advice. The problem is that the advice often stops here. Nobody’s done a good job telling you how to tell a good story, or even why it’s so important!
Entrepreneur - SaaS
MARCH 11, 2019
Just because something is cheap or readily available doesn't mean that you ought to buy it. The same is true for IT spending.
SaaStr
MARCH 10, 2019
Absolutely. It took me about 18 months to close Google, for example: Need identification and discussions with project manager over several months About 6 on-site meetings to review need identification and discussion with broader group RFP Prototype of workflow Ensure integrations could be connected to custom apps Wait for new feature to ship Do 90 day unpaid pilot Get through security audit Procurement cut deal size by 90% Throw up hands Sales saves the day, closes deal.
Trint
MARCH 14, 2019
Collaboration is everything for journalists. And thanks to technology, this doesn’t mean teams have to sit on top of each other when working on projects - not just because that would be extremely uncomfortable - and stories from the field can be supported by writers at home. Work lives across geographies in today’s age, making the newsroom truly globalized.
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InsightSquared
MARCH 15, 2019
There’s nothing worse than making a huge purchase, taking the bow off, and then having it fall short of your expectations. Talk about buyer’s remorse. This is quite often the case with CRMs. The excitement generated throughout the sales cycle is quickly stymied once you realize that simply flipping the switch isn’t going to generate the massive ROI you anticipated because….
Groove HQ
MARCH 13, 2019
How customer success can help you retain and acquire customers Lately, I’ve been thinking about the recent times I’ve reached out to any kind of company for support. All of these experiences have been pretty good. Quick, friendly, informative—everything a girl could ask for. However, when I think about them more, I realize that while […]. The post Customer Success: Your Next Growth Engine appeared first on Groove Blog.
SaaStr
MARCH 14, 2019
Andy Tryba, Founder & CEO at Think3, talks about his thoughts on exits and why you should sell your startup. He suggests that the more times you sell (or exit in general), that you’ll be able to start another startup and make it more successful than the first one. He says “Because, certainly, as you get to startup four or five, you’ve learned a lot, versus startup one and two.
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