SaaStr
FEBRUARY 15, 2022
In SaaS, there are a lot of great “rules” that do make sense overall but can be confusing or borderline misleading at times. E.g., Sales +Marketing Expenses < First Year ACV = Success ? I.e., keeping the Magic Number at or above 1.0. Great rule — if you have the capital to fund it. But maybe not while you are scaling, you can often afford to invest more if you have funding.
Kellblog
FEBRUARY 13, 2022
Quiz : Your marketing team generates an MQL. It’s passed to an SDR , who does basic BANT -style qualification it and decides it’s real. They create a sales opportunity in your pipeline and pass it to a seller. What number is in the opportunity’s value field at this time? Four answers I hear frequently: I don’t know. C’mon Dave, that’s a detail, why would I care about that?
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Totango
FEBRUARY 14, 2022
Do you know your love language ? According to Dr. Gary Chapman, every person has a primary love language in which they need to be spoken to in order to feel cared for and loved. The five love languages include: Receiving Gifts. Quality Time. Words of Affirmation. Physical Touch. Acts of Service. While Dr. Chapman’s original research on this topic was intended for use in romantic relationships, it has since been expanded to apply to any type of relationship – including between an organization and
Tom Tunguz
FEBRUARY 18, 2022
The most consistent sales leader I’ve worked with hit plan 27 consecutive quarters. How can a sales leader develop similar repeatability? Much goes into it here are the reports he used to manage his team at the board level. The PQR (pipeline-to-quota) funnel is first. Pipeline is the total value of the accounts within a stage or later. Quota is the aggregate quota on the street for the quarter.
Advertiser: ZoomInfo
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SaaStr
FEBRUARY 18, 2022
Sales-driven SaaS startups end up with about half their headcount in sales and marketing. It sounds high at first, until you realize that's just how the math works. Software itself and other departments get leverage. Sales doesn't. — Jason BeKind Lemkin (@jasonlk) February 17, 2022. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team becom
SaaS Brief brings together the best content for SaaS professionals from the widest variety of industry thought leaders.
Intercom, Inc.
FEBRUARY 16, 2022
In December, we announced European data hosting , the result of one of Intercom’s biggest ever infrastructure projects. We’re continuing to expand Intercom globally, and the lessons we learned while building out the infrastructure will be invaluable. Until now, Intercom has been a multitenant application hosted in a single region in AWS.
Tom Tunguz
FEBRUARY 14, 2022
In 1968, Milton Friedman argued “ In the Price of Money, ” that higher interest rates don’t mean less borrowing. He would echo this sentiment in an article Reviving Japan. “After the U.S. experience during the Great Depression, and after inflation and rising interest rates in the 1970s and disinflation and falling interest rates in the 1980s, I thought the fallacy of identifying tight money with high-interest rates and easy money with low-interest rates was dead.
SaaStr
FEBRUARY 16, 2022
Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. Abhinav Asthana , founder and CEO of Postman , knows that journey very well, having started Postman as a mere side project in 2012, only to launch it as an enterprise platform almost a decade later. Over the years, though, Asthana has learned a lot about what can go wrong while building a market-leading company and how to avoid those missteps before they happen.
Predictable Revenue
FEBRUARY 16, 2022
AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. The post How To Close The Deal With Sales Presentations appeared first on Predictable Revenue.
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.
FEBRUARY 17, 2022
And no, we’re not talking about Austin Powers! Doug Kessler is the co-founder and creative director at Velocity Partners , a B2B Marketing Agency with a laser-sharp focus on content strategy, and the writer of articles such as The Search for Meaning in B2B , Crap , and Insane Honesty. Although he started his career as a suit on Ogilvy & Mather in Madison Avenue back in the 80s, it wasn’t until he shifted to B2B that he found his true calling.
Andreessen Horowitz
FEBRUARY 16, 2022
Should you move to serverless? Is GraphQL the answer to your API woes? Should you follow the latest DevOps playbook to increase your system reliability? In the world of tech tools, there’s a lot of buzz. But it doesn’t always reflect the daily reality of programmers. As the founder of a developer tools startup, I’ve. Read More. The post Building for the 99% Developers appeared first on Future.
SaaStr
FEBRUARY 15, 2022
SaaStr’s first IRL event of 2022 will be in Miami on March 3. We’re taking over Veza Sur Brewing for an evening of AMAs and networking with 200+ SaaS VCs, CEOs, Founders, and Senior-level leaders! Aside from the amazing speakers, who else will you meet there? 305 ventures. 500 Global. 71lbs. Accelevents. Acronym Venture Capital. Addigy. Altigroup.
Sparktoro
FEBRUARY 16, 2022
If you’re a big brand, already established, conservative in your ways and happy with your performance, this advice isn’t for you. But, if you’re a startup, an underdog, a challenger, you need to hear this. Villains are a good thing. Stories with villains make sense. They can be memorable. They can have depth and purpose.
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
Unbounce
FEBRUARY 17, 2022
As a digital marketer or business, standing out from the crowd has never been more difficult. How do you surprise and delight your audience when there are six ads out there just like yours, all vying for attention? At a time when people are watching, reading, and interacting with media across multiple devices, creating a new campaign can seem like a losing battle.
Andreessen Horowitz
FEBRUARY 18, 2022
Crypto faces a major barrier when it comes to mainstream adoption: The user journey is complicated and not yet built-out, and it’s not at all easy or intuitive for people new to crypto to even do the simplest possible thing — hold complete control over their own digital assets. Of course, it’s not required that. Read More. The post The Missing Link Between Web2 and Web3: Custody appeared first on Future.
SaaStr
FEBRUARY 18, 2022
What does success look like for your customers? . The definition of success will vary from business to business, from customer to customer. That said, customer success is evolving, and the importance of customer success continues to grow. Nick Mehta , CEO at Gainsight , discusses ten ways customer success is changing and how you can help your business catch up if you’re still a bit behind. . 1.
Groove HQ
FEBRUARY 18, 2022
It's cheaper to keep an old customer than to acquire a new one—with that in mind, we'll walk you through customer retention strategies and ideas. The post Guide to Customer Retention (Definition, Rates, Strategies & More) appeared first on Groove Blog.
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Nimble - Sales
FEBRUARY 16, 2022
This Black History Month, we want to commemorate and show some love for our favorite Black-hosted podcasts! Expanding your perspective by getting educated on black professionals’ experiences in marketing, sales, and business is an amazing way to celebrate Black History and recognize the powerful achievements and perseverance of the Black community.
Andreessen Horowitz
FEBRUARY 17, 2022
Try as they may, critics of SQL (syntax query language) have never really been able to dent its popularity. Decades after its creation, the majority of the world’s databases still run on SQL, and the majority of data analysis still happens via SQL queries. It’s not too big a stretch to say that the digital. Read More. The post Why SQL Needs Software Libraries appeared first on Future.
SaaStr
FEBRUARY 17, 2022
People do not want to buy one-size-fits-all solutions. Rather, they are looking for something flexible and adaptable to their unique needs. . When marketing teams spend the bulk of their time completing manual tasks, data gets siloed, workflows break down, and leaders do not have the visibility they need to make customer-focused decisions. Airtable ’s CMO Archana Agrawal shares how marketers can tackle these challenges to develop solid marketing foundations for rapid customer acquisition and gro
IT World
FEBRUARY 15, 2022
These days it’s not uncommon to interview someone over Zoom and never actually meet them in person. A friend recently told me they hired a great candidate for their Kubernetes senior engineer position. This was a big deal. Kubernetes-savvy people are rarer than hen’s teeth. The person they hired showed he had the technical chops they needed and made it through three rounds of interviews with flying colors.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Kellblog
FEBRUARY 16, 2022
The other day a founder asked me about interviewing because a candidate had described me as “a great interviewer,” and she wanted to know why. (And for that matter, so did I.). Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not.
Sales Hacker
FEBRUARY 14, 2022
What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? Do they get a few rounds of tequila? Do they start playing hackysack? Do they chat about how the old guy in Squid Game definitely isn’t suspect? . No, no, and most definitely not. They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. .
SaaStr
FEBRUARY 12, 2022
What was the first warning sign your VP of Sales wasn't going to work out? — Jason BeKind Lemkin (@jasonlk) February 11, 2022. So perhaps the first SaaStr post that generated a lot of controversy was “If Your VP of Sales Isn’t Going to Work Out — You’ll Know in 30 Days” The point of the post wasn’t that a new VP of Sales can get everything done in 4 weeks.
SaaSOptics
FEBRUARY 13, 2022
Getting SaaS Accounting and Financial Operations Right in 2022. According to Gartner, the SaaS industry is projected to grow to a staggering $121B in 2021, a 15% increase from 2020. And this trend will continue. Based on a 2019 survey, Gartner forecasts that eighty-four percent of new software will be delivered as SaaS , and this percentage is expected to increase as existing providers transition to a subscription-based model.
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IT World
FEBRUARY 18, 2022
The new CIO of the US Department of Veterans Affairs (VA) said the agency plans to focus heavily on digital transformation efforts, rely on more cloud-based applications, continue its push into telehealth, and build out its internal IT staff. During a media roundtable Thursday, VA CIO Kurt DelBene said his goal is to transform agency's technology landscape to help drive a seamless, unified experience for veterans through digital transformation.
Sales Hacker
FEBRUARY 17, 2022
COVID-19 has changed people’s buying habits, and that’s just as true for B2B buyers as it is for individual consumers. As we begin 2022, B2B buyers are more digitally inclined than ever. They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible.
SaaStr
FEBRUARY 17, 2022
We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. At the 8th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. Join these incredible companies to experience all the value of SaaStr! Brex is all-in-one finance for growing businesses. They help companies spend, save, and earn smarter—and take every dollar further—by doing more than a bank, bookkeeping, or reward program could ever do alone.
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